Sales Advice from Mike Tyson | Sales Tips
Mike Tyson once said, you know, everybody has a set plan they’re going to use until they step in the ring and they get punched in the face. It may …
How to Use Criticism To Your Advantage
You’ve probably had to deal with professional criticism at some point (or often) in your sales career. In such a fast-paced, high-pressure profession that is continuously focused on results, we …
Don’t Overcomplicate It! | Sales Tips
I’ve noticed something about sales managers, companies and even salespeople. They tend to overcomplicate the selling process. Could members of your sales team be falling victim to this trap? There …
The Trait All Sellers Need | Sales Tips
I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk …
Don’t Let this Fear Sabotage You | Sales Tips
One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say “inability” because everybody is able to …
Are You Building a Community?
I made many observations at Dreamforce 2016. One of the major points I noted about Dreamforce is that they have built an entire community around customer success and Salesforce.com.
Keep Your Foot on the Gas | Sales Tips
What are you doing to shorten the time between when you get someone to say yes and when the order actually comes in?
Live from Dreamforce, Day 4: Stop Selling Like It’s the 70’s!
Haven’t I said this before? Today I attended the Salesforce for Sales keynote. Thanks to the Sales Cloud team, Tim Clarke specifically for the great VIP Seating. I have to …
Live from Dreamforce, Day 2: Embracing the Future
Interesting observational research moment today during my session at Dreamforce. In a room full of 400 sales professionals, I made the case that there is no more B2B or B2C …
Live from Dreamforce: Be Your Best, Be A Trailblazer
I’m live at the largest tech show in the world this week. That can only mean it’s Dreamforce! With 160,000 registered attendees all working in or in support of sales, Dreamforce …
You Need to Do This, Every Day | Sales Tips
The very best habit I ever developed as a sales rep was this single habit:
When a Pricing Objection Isn’t | Sales Tips
I have been spending a lot of time in workshops so far this year and the number one thing sales reps ask me is how you move beyond the pricing objection …
