Sometimes you're not always as clear as you can be. That's what Barbara
Weaver Smith, author of Whale Hunting & CEO of The Whale Hunters, discovered
when she was pursuing a big opportunity. Even though it cost her the deal,
she learned her lesson.
My team and the prospect's team were sitting in their conference room.
Enthusiasm was high and conversation was coming fast from every corner. They
wanted to know what outcomes they could expect and how we would work with
We talked about our standard implementation for a company like them, and we
talked about some additional modules in which they expressed interest. We
discussed price. By the end of the meeting, we were setting dates to get
Next day, we had a formal proposal to them. Here's what the standard
implementation includes, and here is its price. Here's what the additional
module i... (more)
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 -- ... (more)
Truthfully, it's the last thing in the world I want to do. But when other
so-called sales experts use their colleague's work as their own, it needs to
be addressed. It's wrong to steal.
And, to me is even wronger (if that's a word) to dupe unsuspecting clients
into thinking you're an expert when you're not. They don't deserve that.
Andrew Hunt of InboundSales.net is the most recent plagiarist -- and it's not
his first time. My friend Kristin Zhivago recently found that once again he'd
lifted whole sections of her book, Roadmap to Revenue.
She wrote all about it here: What to Do Wh... (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)
If you've been involved in B2B sales for more than a few years, you've
probably noticed that things have changed. This pace of change shows no sign
of abating. Customers are more frazzled than ever.
Recently caught up with Nigel Edelshain, the fellow that coined the term
“Sales 2.0" and more recently, "Social Selling." I think his insights on
this topic are highly relevant to salespeople today, which is why I asked him
the questions below.
And, it's also why I suggest you check out his 2-day Social Selling Bootcamp
WHAT'S SOCIAL SELLING?
Jill: What is “Social Selling”... (more)