Sales Fundamentals

SALES TIP: This Will Change Your Life

While grinding away in Las Vegas, I happened to notice my buddy’s phone case. Turns out, it had an extra battery built into the back. Given the phone issues I was having with my own iPhone 11, this prompted an inquiry. “Oh, it changed my life,” he explained. And proceeded to give me the pitch …

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SALES TIP: Don’t Do These Things

Most of the time we’re talking about things you should be doing to elevate your sales game. But not today. This time it’s a list of things you shouldn’t be doing. Don’t do these things.   Some of these may be obvious and others more esoteric, but they are all good behaviors to avoid. (And if …

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Enterprise Sales: Why Is It So Hard?

Written in collaboration with Sean Murphy of SKMurphy, Inc. For early-stage founders aspiring to scale fast and get the market recognition that comes with landing a prestigious Fortune 500 customer, having an enterprise sales strategy can be a game-changer. The visibility and legitimacy that these jumbo accounts engender are understandably enticing, and for some B2B …

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How to Think About Sale vs. Sell

Being a salesperson by profession and someone fascinated by the psychology of sales, words like sale and sell naturally intrigue me. As simple as it may sound, the significance of sale vs. sell is worth some examination for those of us dedicated to the craft of sales.

Sales Fundamentals – Understand Copywriting

If you’re focused on sales fundamentals, it pays to spend some time understanding copywriting. Here’s a simple homework assignment: Study how copy is written. Learn why the good stuff works. Most importantly, be like all the good copywriters and understand the basic psychology behind it. Because the folks that do it well understand buyers and …

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Simple Steps to Better Sales Calls: Begin With The End in Mind

Like anything worthwhile, being effective at sales takes time, effort, and dedication. But everyone can become better at sales.  Start with the fundamentals. Start with the fundamentals. And when it comes to the sales call itself, there are ten simple steps that every sales professional should adhere to. And this first step sets the foundation …

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Simple Steps to Better Sales Calls: Have a Plan and a Process

Okay. You have a sales call on the calendar. More importantly, you now have a vision for where this next part of the sales journey should take both you and your customer. You have the end in mind. What’s next? You need to have a plan and a process. Let’s Do Some Thinking Think of …

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Simple Steps to Better Sales Calls: Listen

Just Listen. If you read Relax, I lied. For whatever reason, this step is harder. It shouldn’t be, but for most salespeople it just is. Listening just seems to be difficult to pull off. We want to talk, share our perspective, communicate. And we want to have people agree with us. What Your Customer Is …

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