How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.   

How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learned about leading sales reps, epecially less experiences ones, they do not know how to negotiate effectively.  Even if they run a flawless sales process, they give up loads of value after having created so much in everything they did prior.  While the customer ultimately gets the better end of this deal, it's not effective for building a business over the long term.  Heavy discounting erodes margin and eliminates a business's ability to invest back into their own people, which in turn, limits the quality of the total customer experience.   

The Critical Importance Of Lead Validation In Internet Marketing

A guest blog post, by Aaron Wittersheim.  Aaron is the Chief Operating Officer at Internet marketing agency Straight North.

Why Humans May Be the Bug in Your Company's Sales Process

That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale” or “there is no replacement for human interaction.” Doing so would have made me more comfortable during my time as a frontline rep. It would also be a convenient, soul-warming way to think of the value my colleagues and I provide.  But it is not true.

Using 3D Animations as a Sales Tool

This is an interesting guest post and infographic from Ghost Productions.  I'd be interested in getting your feedback on this to see if sharing more of their content might be worthwhile.  The original article is below -- please provide feedback in the comments if you have them! - Brian 

The Sales Enablement Paradox

Over the past decade, companies have invested billions upon billions of dollars in areas such as CRM, Content Marketing, Marketing Automation, Sales Coaching, and other Sales Technologies. In fact, they have spent (or are projected to spend) 

Sales Coaching vs Sales Training: The 4 Truths You Must Accept

In my last post, I shared some reflections on my personal development as a Sales Manager.  If you just read that post, you now know my opinion on where most sales leaders miss the mark -- they confuse "leadership" with "problem solving".  As a result, they perpetuate the inability for their teams to solve problems on their own and never become the leader they could be because they are not coaching.. which is what I believe to be the secret to being a highly impactful sales leader.  

The ONE Secret That Will Make You a Better Sales Leader

A year ago, I reflected on my first full year (plus) as a Sales Manager.  At the time, it was a helpful exercise, and I hope for those of you who may have read the article found it helpful as well.  If you haven't had a chance to read it, and you're a new sales manager or sales manager just looking for a refresh, the article can be found here on HubSpot's Blog: 7 Thing I Wish I Knew Before Becoming a Sales Manager

Announcing the Inbound Sales Slack Community and What's In It For You

Join-the-inbound-sales-slack-community-v1

Why We're Creating the Inbound Sales Slack Community

Three of the Most Effective Closing Techniques for Sales Reps

I've been doing and observing closing techniques for sales reps for over four years now and want to share some things I've learned with you on how to close a sale. 

Why Email-Based Selling Is the New Smoking

So You Say You Want to Sell? 

Up until about the mid 1990s, salespeople got in touch with their buyers over the phone, in person, and through direct mail or direct advertising.  Then, in about 1995, a little business called AOL popped up and we all came to absolutely love hearing, "You've Got Mail".    Shortly after, in early 1997, Microsoft released Office 97 which included Exchange Server 5.5.  At about the same time, Yahoo! and Hotmail came about, also offering email alternatives to AOL.  

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Recent Posts

How to Run a Bulletproof Negotiation

Negotiation is one of the most difficult, and in my opinion, poorly understood aspects of the sales process.  If there's at least one thing I've learn...

Read more

The Critical Importance Of Lead Validation In Internet Marketing

A guest blog post, by Aaron Wittersheim.  Aaron is the Chief Operating Officer at Internet marketing agency Straight North. Every click your company’s...

Read more

Why Humans May Be the Bug in Your Company's Sales Process

That’s probably the last thing you expected to hear from a career salesman.Sure, it’s easier to claim “relationships are the cornerstone of every sale...

Read more

Using 3D Animations as a Sales Tool

This is an interesting guest post and infographic from Ghost Productions.  I'd be interested in getting your feedback on this to see if sharing more o...

Read more