Minnows Vs. Whales...

By: Guest BloggerThu, Sep 22, 2016 @ 09:00 AM

Written by sales process expert, Marylou Tyler. Marylou is currently launching her newest book, titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.

There’s no feeling in the world quite like it.

A quick, sharp tug and you know it’s on. In an instant, you’re mentally transported back hundreds, perhaps thousands of years... back to a time when your very survival rested upon whether you caught that fish on the end of your line.

Over time, I’ve discovered my Predictable Prospecting™ methodology has much in common with the ancient art of fishing.

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Topics: Sales

Jack Daly's Secrets to Sales Success (Part 3)

By: Barry PruittSun, Sep 18, 2016 @ 12:00 PM

Jack Daly has proven in the market, in nearly every industry, that he can move sales people through the critical sales path to the end result of sales success. As an entrepreneur, you need unbridled sales people focused on selling to core customers. Today, in part three of a sales series, Jack shares insights on fulfilling unmet needs and preparation for action as a sales champion.

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Topics: Sales

Jack Daly's Path to Sales Success (Part 2)

By: Barry PruittTue, Sep 13, 2016 @ 09:00 AM

In my last blog I asked, “Who really understands the art of effective sales?” There are a handful of sales experts and one is my guest, Jack Daly. This is the second blog in a 3-part series by Jack in effort to prepare you for a strong surge in your year-end revenue.

Today, Jack shares the Path to Success as a sales professional.

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Topics: Sales

Sales Success with Jack Daly (Part 1)

By: Barry PruittWed, Sep 7, 2016 @ 09:00 AM

Who really understands the art of effective sales? The difference between effective sales people versus the typical plaid jacket, wide tie wearing, sleazy sales person in your mind is often inconceivable. An inconceivable difference … except for the results.

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Topics: Sales

Test Your Potential Before the Market Tests You

By: Barry PruittSun, May 29, 2016 @ 12:00 PM

I’ve known many leaders with good potential who were never tested. I’ve also known many leaders with good potential who were tested - and failed. And then, there are those with potential (or not) who were tested and proven worthy. 

What is it that defines that person, in that moment, to be great? To prove out potential? There are, of course, some people who seem to just naturally know what to do. Yet, very few of those know how to teach it to others and become the lid on their own company’s growth. They think that we should all instinctively know what to do and when to do it. My experience and observation indicate to me that if someone continually learns and challenges himself or herself, then they are the ones in the best position for those opportunities.

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Topics: Sales

Jack Daly Thinks You Better Pay Me!

By: Barry PruittTue, Mar 8, 2016 @ 09:00 AM

You either pay your people, or they don’t come back. I don’t mean you should give them the paychecks
they earned. That’s a legal and ethical issue; you have a responsibility to manage payroll. Instead, I’m talking about those who generate the cash flow for your business by hooking up great products or services with buyers. I’m talking about compensating your sales team.

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Topics: Sales

MacGyver is Your Sales Guy!

By: Barry PruittThu, Nov 5, 2015 @ 09:00 AM

Making sales is revenue generation, and therefore the lifeblood of business growth. I’ve discovered that some people are good at selling a tangible product, a car or widget for example, and some are good at selling intangibles, perhaps insurance on your phone or an extended warranty – but most sales people aren’t good at selling both. Add the fact of online sales, marketing, branding and more and we could spend a lot of time determining how to best sell.

I’ve seen a lot of bad examples of selling like the standard 90+ minute timeshare presentation (90 minutes because closing percentage goes up dramatically at the magic 90 minute mark) or the salesperson that you really want to talk to about their product/service but they are so canned in the approach that they don’t listen. I once had a salesman selling me life insurance when I wanted auto insurance. After redirecting him three times I had to stand up and let him know that the conversation was over. He was shocked because I had not yet heard all the insurance options he offered. I was shocked because he hadn’t shown me auto insurance (which may have earned him the right to show me other insurance products). No sale. I don’t want that guy selling my product or service.

So let me simplify, MacGyver is your sales guy (or gal). Author John Warrillow has a lot of knowledge about positioning and building your business for sale. Recently, John had this to share regarding sales people:

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Topics: Sales

Seven Selling Mistakes that Cost You Marketing Dollars

By: Guest BloggerMon, Aug 24, 2015 @ 09:00 AM

We'd like to introduce you to our guest blogger, Mike Montague of www.nosolicitingclub.com. Mike is the founder of the No Soliciting Club where he empowers his clients to achieve higher levels of success through innovative training courses in sales, marketing, and business development for companies and individuals.

Most businesses these days seem to take a sales or marketing approach to business development instead of a sales and marketing approach.

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Topics: Sales

5 Steps to Define It Before You Design It

By: Barry PruittTue, Jul 28, 2015 @ 09:00 AM

It’s time to call it out. Why do we, as business leaders, put up with mediocrity? I’m talking about leaders in your company who get the work done but don't think beyond what has to be completed in the short term – the leaders I call mediocre. They rush from one task to another, always working hard and with good intentions; their heart is right you’ll argue, they’re loyal to the company -- but in the long run, they fail to align with your company’s Winning Moves, Key Initiatives or Quarterly Priorities. These are the leaders that cannot, or will not consider what’s most important to your larger objectives.

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Topics: Leadership, Sales

5 Steps to Build a World Class Sales Organization

By: Barry PruittTue, Jun 16, 2015 @ 09:00 AM

The best sales people are not those that have the gift of gab, and the best sales managers aren’t the best sales people. Selling and leading sales people are two different skill sets. Being great at one does not ensure success at the other.

If you’re a basketball fan, you’ll remember Michael Jordan, arguably one of the best NBA players that ever played. But being a great player did not guarantee Jordan being a great team president or ever becoming a championship winning coach. Being a great player was simply being a great player.

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Topics: People, Sales