There's an often-quoted, always mis-attributed aphorism that goes, "If you always do what you've always done, you will always get what you've always got." It points to the fact that if you want to get different results, you have to change your activities. If you want to different outputs, you need different inputs. Sounds simple, right? But if it's simply a matter of different inputs, then why do many of us consistently fail to change our sales results? It's because at the beginning of each new year, each new quarter, and each new sales contest, salespeople sit down and promise themselves (and their sales managers) that it's … [Read more...]
You’re Either Green & Growing or Brown & Dying
Learn How to Learn from Other Disciplines
I'm a big fan of personal and professional development. You kind of have to be when you're in this line of business. I'm much more likely to watch a TED talk or listen to an instructional podcast than watch the latest binge-worthy Netflix series. (I've purposefully never watched Game of Thrones because I know it will suck me in.) It may seem boring, but I have a trick that keeps things interesting. It also keeps me from being a boring person who can only talk about a few things. I reach far and wide for people and programs to learn from. For example, I don't listen solely to sales podcasts or watch videos on why I should wake up … [Read more...]
The Best Way Through Problems is Through Them
How to Build Empathy with Your Prospects (And Boost Your Empathy Skills at the Same Time)
The robots are coming. And they're here to take your sales job. At least, that's what we're afraid of. It might be true that technology can be integrated into many steps of the sales process. But it can't do everything. For now, there are a number of skills that computers can't learn. One of those is our human ability to create empathetic connections with prospects and customers. This is a key ability for the modern seller. By developing your empathy skills, you'll find your sales conversations much more effective. And more importantly, you'll create a skill set that is in demand and hard to replace with technology. What is … [Read more...]
How Salespeople Can Make Videos Quickly and Easily for Social
When I'm speaking to sales teams on the power of sharing content online, one of the most common responses I get is: "How am I going to find the time!" After diving in, it quickly becomes clear that it's not just a matter of minutes and hours, but of training and bandwidth. Creating relevant and insightful content isn't easy. That's why there are whole departments of people (called "Marketing") that do it. They spend their time and energy developing the skills, doing the research, and putting together the messaging. So salespeople are understandably frustrated when they feel they are being asked to become brand marketers as well as … [Read more...]
3 Things You Need to Do to Improve Your Sales Meetings
Have you ever sat in a sales meeting and thought, "What is the point of this meeting?" Even worse, have you ever been running a sales meeting and half-way through thought, "What is the point of this meeting?" Weekly sales meetings often turn into a "zombie activity". We put it on the calendar without thinking, it's just there because it's there every week. And then we go through the motions until the meeting is over and we don't have to think about it until the next one. No one seems to know the purpose, and no one gets anything of value from attending or leading the meeting. Eventually, they drop out of the schedule due to lack of … [Read more...]
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