Enough of the Exaggerated Sales Pitch, Prove Some Value!

By Pam Moore (CEO and Founder of Marketing Nutz)

Sending an impersonal, spammy email to a prospect is the quickest way to have it moved into the trash bin. Instead, you need a strategy that will provide value to the prospect and showcase how you’re different. Keep reading to learn about 10 tips to keep your email out of the ‘Ignore pile.’

Enough of the Exaggerated Sales Pitch, Prove Some Value!

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Sales Coaching: Learn from Others How to be Great

By  (Top Sales World)

SJPHow you have been managed by others influences how you manage your sales team today. No doubt, you have learned to lead others largely from your previous experiences – from both the best and worst practices of others. Often this technique of learning from your bosses works well, but sometimes it does not. Here’s one example.

How to Turn ‘B’ Players into Top Sales Performers

By John Kenney (SalesBenchmark Index)

Sales people are difficult to retain. Good salespeople are hard to find. The demand for experienced top-tier salespeople is extremely high. This is a constant challenge for sales leaders and their HR business partners. Continue reading How to Turn ‘B’ Players into Top Sales Performers

Leadership: Why Trying To Be Liked Can Kill Happiness and Success


Do you want to be liked?

Most of us do. But wanting to be liked by everyone can have a chilling effect on your happiness and success.

As an example, I don’t believe leaders need to behave like arrogant jerks to be SJPsuccessful. But many are so afraid of being disliked that they err on the opposite end, unwilling to make unpopular decisions or have difficult conversations.

When the need to be liked trumps your best efforts as a leader, you’re not doing anyone any favors.

Sales training coach Nicki Weiss, of SalesWise.com shares two common fears that hold leaders back.

Changing the Sales Conversation: Connect, Collaborate, and Close

SalesJournal Store: BUY IT NOW! 

Changing the Sales Conversation: Connect, Collaborate, and Close
By Linda Richardson


In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying–and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. They must change the conversation.

A visionary of the consultative sales movement, Linda Richardson has again moved selling forward by reengineering the sales conversation. Purchasing has become a core competency for clients. They evaluate their options against checklists they carefully develop. Richardson helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.

Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will create and shape opportunities, prepare and probe in an entirely new way, gain client consensus, and use sales process and tools to guide and accelerate closing. You will learn:

  • Futuring to prepare for and anticipate customer needs
  • Heat-mapping to use insights to focus and engage customers
  • Value-tracking to connect your solutions to business outcomes and ROI
  • Phasing to use sales process to forecast accurately and close
  • Linking to reassert heart and trust into your sales conversations


Linda Richardson was named Sales Thought Leader for 2013 and this book shows why as she helps you sometimes tweak but more often change how you sell. She builds on your foundation to take your selling to a new elevation and bring your sales results along with it.

[…Buy It Now…]

Why You Must Have More Than One Contact at an Account

By Mark Hunter (The Sales Hunter)

Why do we allow ourselves to risk all of our business with an account based on the relationship of a single person?

It’s sad, but that is what happens with far too many account management/selling relationships. SJP

It starts with the salesperson finding a little bit of success with their contact at the account and it never moves beyond that single contact.

Unfortunately, I’ve watched it too many times with the companies I’ve worked with and yes, I’m occasionally guilty of doing the same thing.

Challenge is in seeing the need to expand the relationships when everything is going good.  Strategy I recommend and the one we use in our own company is making sure that with each account, we have at least two contacts.

[…Continue Reading…]

Too Many Salespeople Are Not Listening

 By : Stu Schlackman (SalesGravy)SJP

The person who talks the most has the least control. Asking questions puts you in control of the conversation because it gives you the opportunity to go to a deeper level and gain better insights into the customer’s situation. Understanding customer needs makes it possible for you to recommend the best solutions and paves the way for them to choose you and your solution.

In Sales, It’s Not About You

Have you ever had a sales call turn out differently than you expected?

Several years ago I was on what I thought was one of the worst sales calls of my life. I walked into the prospects office, introduced myself and before I could sit down, he started to talk. I listened, nodded when I agreed and then listened more. One hour later, I asked my first question, “What is your biggest challenge going into the New Year?” He responded. Forty minutes later the meeting adjourned.

I felt terrible.

I never expressed my thoughts, concerns and ideas on what type of training would be appropriate for his sales team. One week later he called and said he loved our meeting and wanted to book the training for next month. WOW! Are you kidding me? And I thought I hadn’t done anything right in that meeting.

But, maybe I did.

In the book Power Questions by Andrew Sobel and Jerold Panas, the authors say that in sales, “it’s not about you. If you do all the talking, you learn nothing about the person. If you do all the talking, you’re in the spotlight. If you do all the talking, you don’t empower the other person.” The authors continue by saying, “Your job is not to listen and respond. Your job is to gain information and create a vibrant dialogue. That’s an important distinction. Tell me more is the magic key to open up the next layer of the other person’s thinking and experiences.”

Tell me more is key.

[…Continue Reading…]