Yesterday I was challenged to write a blog post on "This is How I Work." This
series, inspired by LifeHacker, was moved into the sales field by Anthony
Iannarino, who tagged Charlie Green, who tagged Dave Brock, who tagged Dave
Stein and who then tagged me.
Here's the inside scoop on my work life:
Location: White Bear Lake, MN (suburb of St. Paul)
Current computer: MacBook Air
Mobile Devices: iPhone, iPad
What apps/software/tools can’t I live without? My list is boring since I'm
not a technogeek.
• Email is the lifeblood of my business. Without it I don't know how to
• 1Password remembers all my passwords and totally simplifies my life.
• LinkedIn is a research goldmine. I'm on it daily learning more about
people I'm meeting with, identifying connections, initatiating conversations
NOTE: My Fresh Sales Strategies group was just selected as the Top... (more)
So how does your value proposition look? Can you describe what you do in
terms of tangible business results? Do you have documented success stories?
Or do you need to do some work to enhance your value proposition? If it’s
not strong enough yet, don’t despair. Most people and companies have a much
stronger value proposition than they realize.
Here are 3 ways you can unlock the impact your product or service has on on
your customers' business objectives:
1. Define Your Tangible Value
Tangible value is directly related to your offering and highly measurable.
It's typically expressed... (more)
How does being "crazy busy" impact selling? It affects your prospects in a
First of all, your prospects put up barriers to access. They're protecting
their time at all costs so it's much harder to set up an initial meetings.
But it goes beyond that.
Your prospect today can't handle much complexity, so you can easily throw
them into overwhelm by giving them too much information at one time. If it's
hard for them to decipher the business value of your product or service,
they'll just forget about it.
Speaking of forgetting – crazy-busy people are forgetful. They forget ... (more)
Since publishing my two free ebooks Cracking the LinkedIn Sales Code and
LinkedIn Sales Secrets Revealed, I get asked tons of question about how to
use LinkedIn best. One of the most contentious issues relates to the use of
Numerous people have written to tell me it's a total waste of time -- that
they never get responses from it. Yet, our 2013 survey results showed that
top sellers used it nearly 4 times more than all other respondents.
And, InsideSales.com reports a 700% increase in response rates when they use
InMail - over sending the exact same message via email. Ac... (more)
I used to hate my direct competitors—every last one of them. They were
evil. They were after me, trying to steal my best prospects and clients. My
guard was up whenever they were around.
Then one day something changed. I was months into the worst slump of my
career. Yes, I said months. The future looked grim; I honestly wasn't sure I
was going to make it.
Perhaps it takes a bit of desperation to open one's mind to new ideas -- and
a book. I don't remember the title, but it was about creating partnerships.
Not the legally entangled kind that take months to hammer out at the