Latest from The Sales Blog

LinkedIn was once a true professional social platform. The content was more CNBC and less Facebook and Twitter. As human beings, we want to share things that find interesting, even if they sometimes work against our more significant goals. If,…

There are a lot of things that might make you vulnerable when it comes to your effectiveness in b2b sales (something you should worry more about than your efficiency). There are a lot of posts here and videos on YouTube to help you improve your…

There are very few reasons not to leave a voicemail when you are calling your prospective clients to ask them for a meeting. There may only be one reason you might hang up the phone without leaving a message. That reason is that you are going to…

Many people write about salespeople as if it was still 1978 when salespeople were more likely to use a high-pressure approach and when it was customary to straight pitch their prospective client. Most of what they write sets up a straw man that…

One of the most frequent questions about prospecting is some variation of, "How do I get my prospective client to respond to my email?" The question itself carries a lot of information, as does the frequency with which it is asked, both of which…

In The Only Sales Guide You’ll Ever Need, I started with a list of character traits I called Mindset because I believe that who you are is more important than what you do, including the skills that make up the rest of the book. I am writing a book…

If you pay attention to people that don't yet have what they want, you will find different varieties of beliefs or mindsets. With nothing more than an observation of what they say and do, you can easily categorize them into two groups. The first…

Everyone has been under a great deal of pressure throughout 2020, but some seem to be fraying around their seams. Two weeks ago, a troll hassled me on Twitter, which happens on that particular platform. Today, a troll attacked my friend, Charlie…

This isn't a post to suggest you should never discount or give your client some concession when you negotiate. To do so would be to commit a form of sales malpractice. It would be to offer advice that says there are times when it makes sense to…

Recently, someone shared with me a B2B sales training tool that directed the salesperson to spend the first ten minutes of a sales call building rapport with their contact before sharing an agenda and beginning the sales conversation they proposed…