InsideSales.com Sales Approach

On June 12th, my friend Lori Richardson told me about an online sales summit that was happening on June 20th. I registered. Unfortunately, I was busy that day and did not attend. I also have not watched any of the recorded content. Here are two screen shots and two links on how NOT to start your sales process and what to do about it.

continue reading

Low Hanging Fruit, 21st Century-Style

Seven years ago, I published Success Secret #3. This month, I've updated the article for Inbound Marketing and Selling in the 21st Century. You'll find the article on page 65 of Sold Magazine. Enjoy and if you like it, share with your friends.

continue reading

Topics: selling in the 21st century, Rick Roberge, Sold Magazine

Are You Discriminating Against Your Sales Leads?

This is another great post by my client Greg Brown of Hubspot. One of the great things about sales rock stars blogging is that they write from experience rather than theoretical musings. Enjoy!

continue reading

Topics: sales and marketing alignment, personas, modern selling

George Zimmerman, Trayvon Martin, Personas and Sales

Today's my first day back from our family vacation at GRB. I haven't thought much about sales, marketing or business since July 11th except for an exchange with Carole Mahoney and as I've become used to, the world kept going without me. A witness in the Whitey Bulger case was found dead. Hubspot continues to pitch the final days of discount pricing for Inbound. I'm sure that you know way more about world and local events than I do. So, let me get to my point.

continue reading

Should YOU Hire a Sales Coach?

As promised, a few days ago...

continue reading

Topics: sales rock stars, sales style, sales coach

Can You Be a Sales Coach?

My friend and former co-worker, Frank Belzer, used to say, "Practice doesn't make perfect. Perfect practice makes perfect!" Think about that and your job as a coach. What does your client gain by you allowing them to do anything wrong? Every time they practice something wrong, they reinforce bad behavior. Fix it before they do it or immediately after you find out that they did it.

continue reading

Topics: sales trainer, sales mentor, sales coach

Sales Conversations, Interviews and Stories

Have you ever heard someone say, "He'd do great in sales. He's a real talker!" I think the world is beginning to recognize that it's not just the talking, but it's the ability to listen well and talk appropriately. A good conversationalist can turn a single word or a facial expression into a great, back and forth conversation and when it's a salesperson and a prospect involved, the resulting engagement can result in a true relationship with willing participants.

continue reading

#FF - Fun Friday Post - Seeing vs. Saying

Researchers for the Massachusetts Turnpike Authority found over 200 dead crows on I-90 recently, and there was concern that they may have died from Avian Flu. A Bird Pathologist examined the remains of all the crows, and, to everyone's relief, confirmed the problem was definitely NOT Avian Flu. The cause of death appeared to be vehicular impacts. However, during the detailed analysis it was noted that varying colors of paints appeared on the bird's beaks and claws. By analyzing these paint residues it was determined that 98% of the crows had been killed by impact with trucks, while only 2% were killed by an impact with a car. MTA then hired an Ornithological Behaviorist to determine if there was a cause for the disproportionate percentages of truck kills versus car kills. The Ornithological Behaviorist very quickly concluded the cause: When crows eat road kill, they always have a look-out crow in a nearby tree to warn of impending danger. The conclusion was that while all the lookout crows could say "Cah", none could say "Truck."

continue reading

Sales Articles

Usually, when I write an article for this blog, I turn my laptop on, start and an hour-ish later, I publish. I've started three articles in the past three days and deleted every one because I didn't like where it was going.

continue reading

Topics: networking, prospecting, selling in the 21st century

Sunday Morning Saga and Sales Lesson

Arjun Moorthy sent this tweet yesterday and I replied this morning. I'll let him decide whether he wants to share my reply. I wanted to share another twist.

continue reading

Topics: sales rock stars, sales tips, sales tricks

Is Sales a dirty word?

It's a simple question!

continue reading

Topics: getting new clients, getting new customers, Sales

About this blog

This blog is for, by and about
Sales Rock Stars,
RainMakers,
Entrepreneurs
(and/or those that strive to be)

Subscribe to Email Updates