Today Tibor Shanto, CEO of Renbor Sales Solutions and co-author of SHifT (a
book on trigger events), shares how his own expertise actually hurt his sales
success. It's hard to believe that you can be too smart in this business, but
as you'll soon discover, it can happen.
When I first started out in sales, like many, I was more ego-driven than
knowledge or experience based. Whenever someone said something, I knew
exactly what they meant. All they had to do was say one thing and I could
picture, in my mind, how the whole conversation would unfold.
This worked well -- until things stopped happening as I pictured them.
One particular instance, I was asked a specific question by a prospect. I
"knew exactly" what he wanted to learn about -- and the perfect response that
would win me the deal.
I delivered my answer, and was never invited back.
I blamed it on ... (more)
Today's post from the Chamber of Commerce features business-growth advice for
As more people collaborate remotely across the globe, online meetings are
rising in popularity. They’re a whole lot more efficient than sending
emails back and forth. Plus, they provide more interaction than phone calls
Whether you manage a small sales network or have an influx of sales leads,
you can make a greater impact through use of interactive online meeting
Katelyn de Diego, Senior Marketing Content Specialist at Citrix -- the
company that powers GoToMeeting.... (more)
This is the most important blog post I've ever written. It's about what
happened exactly one year ago today. Please read it and share it with
Last week a friend told me about a recent fender bender. While driving, he'd
been dictating an email on his cell phone. He wanted to get a few extra
things done before he got to the office.
We all do things like that. Multitasking is a way of life. It's our strategy
to keep up with our whirlwind of a job. In the car, we'll make calls, catch
up on messages and text people when we’re running late.
That’s exactly what Carla Brennan ... (more)
What are the biggest mistakes salespeople make with
Too Product / Service Oriented and Too Many Slides
Most salespeople totally miss the point of their presentation, thinking that
the more they can cover about their company and its products and services,
the better they'll be. As a result, their presentations have ballooned to 40
– 60 slides.
And then what happens when they meet with their prospect? They feel compelled
to cover ever single one in excruciating detail. If the hour ends and they've
covered everything, they're happy.
If that's what y... (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)