We’ve understood for a long time that the distinction between sales and marketing has become indistinguishable – and recently Sarah Archer got me to discuss why I think that is and how my consultancy and training division helps companies overcome that hurdle. We tackle topics like The history of the Mongrel Method and why... Read More
Stop Trying to Extract a “Yes” From Your Prospect– Instead, Resolve the “How” and “When” As salespeople, we are often coached on how to get a prospect to commit. Hearing a “yes” often brings about a huge amount of relief and a sense of crossing the finishing line. It’s become a victory, and a... Read More
SAMUEL SAYS: THE CLIENT NEEDS TO BE INVESTED IN THE SALES PROCESS Weekends at the vineyard were Samuel’s favorite. They gave him the chance to hit up hundreds of different people for a game of fetch. As soon as they got out of their car in the parking lot, he would drop his ball at... Read More
SAMUEL SAYS: PLANNING AND DISCIPLINE ARE KEY TO SALES SUCCESS. You’ve heard it a thousand times: Fail to plan, or plan to fail. There’s a reason that adages like this become common – they’re true. I know that as successful sales people, we are the best and brightest, but even seasoned pros need to be... Read More
SAMUEL SAYS: COMMUNITY MARKETING IS MORE POWERFUL THAN CONTENT MARKETING. Gone are the days when content marketing emails are successful. No matter how creative you are, or how intricate your mass mail program is, your clients will know that the email casually addressed to them “Hey Steve, I saw this and thought of you…”... Read More
Chatbots – you may have heard about them, you may even have spoken to one of them. But, what are they and why should you care? In short, chatbots are a relatively new development in the world of marketing automation. They offer massive potential to businesses in terms of operational efficiency, time-to-task activity and overall... Read More
Over the last decade, buyers have turned to the internet instead of salespeople for information. Instead of indicating that sales teams will become obsolete, it just means that we need to evolve to meet this new breed of buyer. Recently with Andy Paul on the Accelerate! podcast, I had the chance to address some of... Read More
The best salespeople are storytellers. Seriously. Storytelling is an integral part of what sets apart stellar salespeople from the order takers. To truly connect with your clients, you need to make them the HERO of the story, and I recently had the opportunity to share my thoughts about it on the Sales Training and Coaching Podcast with... Read More
SAMUEL SAYS: BE CLEAR ON WHO IS AT THE TABLE AND WHY Project management and procurement teams have evolved and completely changed the way purchasing decisions are made. The old-school approach of going straight to the top decision maker or check-signer is obsolete. Today’s salespeople understand that while there may be one person who leads... Read More
SAMUEL SAYS: DIAGNOSIS SHOULD ALWAYS PROCEED PROGNOSIS By jumping straight into a solution or “prognosis” during a sales appointment, there’s a high likelihood you’ll blow the opportunity and lose the sale. A good salesperson will tell you that the majority of your time during a client meeting should be spent in uncovering your client’s needs... Read More
