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Sales Reps, Channel Your Inner-Student and Learn More About Selling

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Are Sales People In The Game Business? (Video)

Sales PeopleBuyers perceive sales people as untrustworthy. Fortunately, with the internet and social media, you can create a blank slate for yourself.

If you’re in sales, you need to read this.

What do you sell? Seriously, ask yourself what you sell. Do you work for a company that sells technology, cloud, telecom or financial services? If so, you may think you’re in that business.

But, I’m humbly submitting to you today that you’re not. In the eyes of the buyer, you’re in the GAME BUSINESS. You’re in the business of playing games. Buyers typically think that most sales people are playing games. Even if they’re not saying it to you openly, behind closed doors there are snickers, jeers and general comments about how untrustworthy a sales person is.

Blog Sales Sales Advice Sales Process Social Selling

How LinkedIn Helps Combat CEB’s Truth About Increased Sales Cycle Timelines

Increased Sales Cycle Timelines

Sales cycle timelines have increased. Here’s how you can use LinkedIn and social selling to stay in touch during the buying process.

I’m sitting in the Pittsburgh airport, reading the CEB article on increased sales cycle lengths on my App. I’m literally participating in the reasons CEB wrote the article, and is DEAD RIGHT.

Blog Sales Social Selling

Buyers: Catch Me If You Can!

Catch Me If You Can

Every time a new and exciting type of technology is discovered, society adopts it as quickly as possible.

Think about one of the biggest shifts, mobile technology. Can’t your life be defined as pre-smartphone and post-smartphone?

Social media is no different. Whether you’re buying a TV or hundreds of servers, there are ways to research virtually everything online. This is why the modern-day hunt for buyers starts online.

Blog Sales Social Selling

FAIL: Sales Pollutes EVERY Medium (Part 1 of 2)

Average Person Succeed

In the early to mid-90’s, the internet was commercialized and brought to the masses. For the next 5-10 years, we saw companies like AOL and Netscape dominate the first generation of the internet.

Remember how iconic AOL’s “You’ve Got Mail” slogan was? It even had a movie named after it.

When businesses started to bring the internet and e-mail in-house, it was one of the greatest evolutions of human society. Communications could now be transmitted at a blistering speed and the entire flow of business was improved.

Blog Sales Sales Advice

How Can An Average Person Succeed?

Average Person SucceedCan the average person succeed? Everyone starts average. However, those who stay there will suffer, and those who continuously strive to improve themselves will win.

Those who wait around for perfection also won’t succeed.

I was once invited by a friend to attend a motivational talk by a gentleman named Rock Thomas. Rock is completely self-made and has enough passion to light up a room. He discussed a lot of points but the one that impacted me the most was:

“I’d rather have sloppy success than perfect mediocrity.”

Blog Sales Social Selling

Social Selling Tales: The Fastest TV Ever Sold!

Social Selling TalesThe sales process often starts with people searching online. By the time the customer gets to the store, they have already been pre-sold by valuable content and insights.

When I write blogs about people I know, I don’t use real names out of respect for the person’s privacy. My friend Bruce and Michelle are good examples.

Today, however, I’m happy to use my own personal example. Here is one of my personal social selling tales. I don’t watch a lot of TV but decided to splurge on a really nice LCD Smart TV recently.

I walked into my local Best Buy and walked out with a TV 20 minutes later. Has this ever happened to you?

Blog Sales

The 4 Sales Fundamentals That Matter Most

What do the successful sales initiatives of multi-billion dollar enterprises, early-stage start-ups, tech and healthcare companies all have in common?

Every time, the success of the sales effort often comes down to consistent execution of the fundamentals.

This shouldn’t be surprising. In baseball, especially the playoffs, experts often note how key games come down to things as simple as catching and throwing the ball. Or running the bases. Fundamentals that are easy to overlook, yet can make or break your success.

It’s no different in sales. There are no shortcuts, and the fundamentals that will drive success can just as easily be forgotten, or ignored, or brushed aside when things get particularly busy.

Blog Sales

The Rise of the Millennials! Challenges and Opportunities for the Sales Industry

Rise of the MillennialsBy 2025, 75% of the workforce will be comprised of Millennials. This poses a lot of challenges and opportunities for us in the sales industry.

We’re at a really interesting time in human history right now. There is an entire generation of people who can’t remember life without the internet. This means that the act of staying connected and consuming information from a fire hose is baked into their DNA. These folks are entering the work force en masse with very different ideas on how to do things and they’re not afraid to let you know, the way we’ve been doing things isn’t working for them.

If you haven’t read Shama Kabani’s article in Forbes What You Need to Know About Millennials, you should check it out. The Millennials is the generation that is full of hope, courage and excitement. Although they get a bad rap for being the generation of entitlement, they are the future. It’s up to all of us to nurture their creativity.

Blog Sales Social Selling

‘No Social Media at Work’ Policies Are Paranoid, Not Practical

Social Media at WorkIt’s 2014 and social media has become a bona fide and legitimate communications medium in society.

Everything from sharing updates about family to organizing massive country-wide revolutions is happening on social media platforms. Some governments around the world have banned social media outlets like Facebook and Twitter (the latest news comes from Turkey where country leaders have banned Twitter outright).

But we’re not in a foreign country – we’re in the hotbed of open markets and free economies. Right?