Ever been in a slot canyon? It can be frightening -- especially when they're
really narrow like the aptly called Spooky Canyon in Utah.
Last year, I hiked in about 1/4 of a mile when my claustrophobia hit. The
path was so skinny that we had to walk sideways to get through. There were
other hikers just a few feet in front of me, but I couldn't even see them
with all the twists and turns.
Fifty feet above me, there was a slight opening where you could see a slight
patch of blue sky -- most of the time. I felt like the walls were closing in
on me and I couldn't breathe.
I said to my husband, "I can't take this anymore." He was feeling the same
way, so we reversed course. But, because there wasn't enough space to turn
around, we had to walk backwards for awhile.
When we got out, I was quite confident that I didn't need to ever do that
Until this year. I needed t... (more)
Answering the question "What do you do?" seems like it would be easy, but
it's more difficult than you think - especially if you haven't put much
thought into how you would respond. Here's one common sales pitch example
that will send prospects running for the hills.
The Rambler Sales Pitch
Much as I dearly love most Ramblers, they do drive me (and most everyone
else) crazy. As you can imagine, Ramblers babble on-and-on, seemingly unaware
of their affect on prospective buyers. Based on my observations, there are
two types of Ramblers.
1. Floundering-For-My-Niche Ramblers
These Ra... (more)
What's a value proposition – and why is it important? It's a clear
statement of the tangible business value that companies get from using your
product or service. It's the outcome of using your offering – not what
your offering is.
For example, I do training. No one cares about training. But, when I work
with my clients, I help them with new client acquisition and faster sales
cycles. That's what they get from my training programs – and that's the
ONLY reason people hire me.
So, your challenge is to figure out what your outcomes are. Here's a tip.
Every value p... (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)
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)