Archive for October 2020
The importance of time in earning sales and 4 ways you can shorten your sales cycle
You know what’s great? Ice cream. It comes in many different varieties and flavors. Whether you’re a fan of chocolate or fruit, are an omnivore or vegan, ice cream has something to offer you. It can be the main event, or a great sidekick to a piece of pie or brownie. The accolades are endless. …
Read MoreHow to use buyer intent data to close more deals
Have you ever wished you could read your pet’s mind? I know I have. How much easier would that make life? Since our communication is limited, we have to try and infer their needs from different cues. Over time, you tend to get pretty in-tune with what different signals mean. Maybe they scratch at the door,…
Read MoreHow to get out of a sales slump
As a writer, what I fear most is writer’s block. My job is centered around being able to write words. So, not being able to would be quite problematic. And almost every profession has some version of “writer’s block.” For a software engineer, it might be that their code keeps having lots of bugs. Or,…
Read MoreHow to create a sales scorecard
We all love data. And lately, it feels like there’s an app to track everything. As humans, we are continually seeking opportunities to know how we are doing and how we could be doing better. It’s no different in sales. Creating a sales scorecard for your team gives them the performance information and feedback they…
Read MoreHow to build confidence and why it matters
I’m not much of a dancer . I have decent rhythm and am not overly clunky in my movement (I promise this is going somewhere), but I never felt totally comfortable “cutting a rug.” And my dance aversion was never an issue until I moved to New Orleans, a very dance-centric place. Shortly after graduating…
Read More10 common sales interview questions and answers to get you hired
When you think about it, interviewing for a job is kind of like making a sale. You go through the same steps you would when trying to convince a prospect to buy your product…except the product is you. When you talk about each of your qualifications for a role, it’s the same as when you…
Read MoreHow to write inclusive proposals
In my brief time working for an Australian company (I’m American) I’ve learned a couple of things. First, Australian people really use the word “bloke.” I only knew the term from Outback Steakhouse bathroom signs and wasn’t sure if it was really part of the local lexicon. Along that same line, I’ve also learned that…
Read MoreTake a note from pop music: Sales proposals that convert
If you’re a fan of pop music, you may have noticed that most of it follows a similar structure. The most common is verse, chorus, verse, chorus, bridge (sometimes), chorus. Almost every song you hear on the radio follows this format, or some slight variation of it. The more interesting part is that the subject…
Read More5 reasons to consider a job in sales
I never considered a job in sales. My very first job was in retail. Specifically, I worked in the “wall coverings” department of a hardware store. Effectively, what it meant was I mixed paint for a living. It was an alright first job. There wasn’t a huge learning curve and I was paid fairly. But…
Read More