Sales
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No Decision Sales and What it Mean – #Selling #Sales #Fintech
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With this article I run the risk of not getting many readers. With articles, I have found the most important aspect is the title, and this title may be more confusing than attractive. Clearing It Up I am a very big proponent of deal indicators. I have a lot of saying around deal indicators, like,…
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All I Want For Christmas Are Two More Deals – #selling #sales #saas #fintech
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My youngest daughter recently lost her two front teeth just in time for Christmas. As I was trying to figure out what to write about this week, I thought of “wanting more” (like teeth) and what that means in selling. More? When I was younger and first starting out the “more” that I wanted was…
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Is Prospecting Dead? The Art of Creative Prospecting #Sales #SaaS #APAutomation #Fintech
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Maybe I should call this my “Walking Dead” series. I just competed and article that got a lot of attention (I need that as a middle child) about cold calling… answering the question that cold calling is not dead that people just have no idea on how to do it. Prospecting Because of new media and…
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Is Cold Calling Dead? #Sales #ColdCalling #SaaS
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In this day of phone screening, email and mobile phone use the cold call is becoming less and less attractive to salespeople (not that it had much of a popularity to begin with). Especially young salespeople who are just starting their careers that may or may not have a history of conversation without using their…
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Best Week! #APAutomation #Sales #SaaS – #Vlog
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Conference season is over. I have introduced myself back to my family… My kids (especially the 6 year old) are now use to ordering me around and wife is no long asking me who I am and what am I doing in her house. I had the opportunity to speak at 16 different events between…
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Why Marketing and Sales Do The Same Thing Differently #APAutomation #Sales #SaaS
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I am somewhat new to the marketing game. When I started my selling career in 1993 (I really started in 1978, but that’s another story) the idea of marketing was left to the big companies and the companies I worked for didn’t advertise because they had salespeople. The idea was, “why would I want to…
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Dealing With the Objections They Never Ask – #APAutomation #Sales #SaaS
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By in large salespeople are only as good as their ability to handle objections. Now-a-days people we sell to, especially in B2B sales, are considerably less tolerant of sales tactics or strong-arm techniques. However, if someone says no and offers up reasons not to do business with you, it is part of your job to…
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5 Words That Strike Fear – You Should Stop #APAutomation #Sales
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I am continually surprised how often reps shoot themselves in the foot on deals. Now, don’t get me wrong… the highly skilled ones don’t have this problems, it’s the reps that don’t understand that there is a connection between their skills (and building those skills) and their outcomes. Meaning? The connection between skill building and…
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3 Tools of the Sales Teaching Model – #Sales #SaaS #APAutomation
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I believe you have to teach your customer how to buy from you. In this day on instant information, consumers are much more educated. Well… at least they thing they are. The information that customer get isn’t always the best. It could be a matter of which company knows how to optimize their search results…
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Getting to the Why – Vlog! #Sales #SaaS #APAutomation
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Building off the first VLOG where I explained that most sales people want to talk about “how” their offering work, this VLOG help reps stay away from how things work to “why” things work, which is what your customers are most interested in. Want to know more? Buy My Books! To buy the book –…