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)
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)
Did you catch Clint Eastwood’s conversation with an empty chair at the
recent 2012 Republican convention? During his short speech, he talked to an
invisible Obama about what was wrong with American politics.
Within minutes, Twitter was flooded with photos that people took of
themselves doing the same thing. Dubbed ‘Eastwooding,’ this spread
offline as voters around the country proclaimed Monday as “National Empty
Chair Day” instead of “Labor Day.”
The truth is, many people thought that Clint Eastwood was off his rocker when
he gave this rambling speech. He may have been, but tha... (more)
Thank to everyone who voted for me in the 2010 Top Sales Awards. Your support
made a huge difference in the results, as you'll see in the results below.
Your votes were combined with judge's to determine the ultimate winners in
Your vote of confidence in my work is humbling. It also inspires me to keep
giving your more good stuff to help you increase your sales. Thank you, thank
you, thank you.
And, I'd also like to say a BIG thanks to Jonathan Farrington of Top Sales
World for making this event possible. His vision in recognizing sales
excellence will raise the ... (more)