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)
What strategies do I recommend for using LinkedIn to connect with others?
Here are three ways that can really help you out.
Check your prospect's profile. Often, you can see what they're responsible
for and even some of their objectives. You can then use this info to craft a
compelling message that's aligned with what's important to them. Plus, you
can find areas of common interest and potential connections. After you've
done that, check out the "Viewers of this Profile Also Viewed" section.
That's where you'll find the names of other potential decision makers within
the account... (more)
Recently I was approached by a salesperson who was facing a tough challenge.
When he gets his targeted buyers on the line he frequently has to deal with
these sales objections:
"We recognize your proven credentials but aren't taking on any new
suppliers." "Great stuff, but we're already getting this from another
He wanted to know how he could break through these sales barriers. Here are
the two suggestions I gave him:
1. Analyze what you're saying.
You're probably talking about your product/service way too early. The reason
I say that is because the response you’re g... (more)
Every year sales pundits offer their best guesses about the year ahead. Are
they right? Who knows. We rarely revisit past predictions.
That's why I've never much liked them ... until I read a Making Predictions
Makes You Learn Better by Annie Murphy Paul. In essence, research shows that
it's really not the prediction that counts. It's the thinking process that
goes into it -- and the resulting curiosity to find if what you've guessed is
right/wrong that really matters.
So here's my 2014 sales prediction:
And, it's very much related to my new book, Agile Selling, which I've been
Many consultants and professional services providers find it difficult to
quantify the measurable results customers realize from using their offerings.
Because of this, they think they can’t come up with a strong value
I understand why they feel this way. With 15 years of consulting under my
belt, none of my product launch clients measured or assessed the
effectiveness of my work. There are many reasons for this - not enough time
to compare before/after results, the lack of a benchmark and the multiple
factors that impact a new product’s market success. But like man... (more)