(888) 815-0802A sales process does not win deals. A seller does. It’s not your sales process that connects with a potential buyer. It’s not your sales technology that activates the interest of a prospect. Your sales process isn’t the one building trust and credibility with the buyer. Your sales tech doesn’t inspire the prospect to take […]
Sales managers often say “Janet wants to be liked by her buyers” as if that were a bad thing. Sometimes it is. However, it doesn’t need to be. Let me explain. If your motivation to be liked by your buyer is that it gives you the warm fuzzies all over from being validated by another […]
Is your story working? I don’t mean your sales pitch. Or your value proposition. I’m talking about the story of you. Everyone of us constructs a story in our minds that defines who we are, what’s important to us and what we want to achieve. So, what should you do if your story isn’t working? […]
Early in my marriage to my ex-wife it became clear that something had to change. Well, it was clear to her. That something was me. I had good potential as a husband. It was the human side of me that needed work. That was my awakening to the reality that every role we play in […]
Our job is to build connections. First things first. If we are unable to connect with another person, engage their interest, build their trust and inspire them to take action, then everything else we think we know about how to sell is irrelevant. First things first. To sell requires a connection. With a real-life person. […]
Too often I see sales coaching fall into one of two categories: strategizing and game-planning sales opportunities coaching the mechanics of sales New tools and apps support this orientation. AI-powered call recording and analysis tools are a good example. They’re useful tools for managers to use to coach the mechanics of selling. “Say this, not […]
Did you know that pessimism may be the key to your success? Don’t get me wrong. Self-confidence is good. Optimism is essential. If you aren’t confident enough that’s a different issue. However, if your self-confidence isn’t tempered with a bit of negativity it will hold you back. I consider myself to be an optimist. People […]
Research has found that the ability to understand and share the feelings of another person can actually increase your brainpower. But, only if you use it. So, if you’re in sales, you have two essential motivations to be empathetic: Empathy is an avenue to connect with your buyer It gives your brain a boost and […]
2 min read - January 6, 2021
Sales Success Starts With Getting 1% Better
“I spend 98% of my day sitting in my office and thinking about what I can do to get my team to play just 1% better.” – Pete Carroll (NFL Head Coach, Seattle Seahawks) I love this quote. It speaks to the reality of performance improvement. Especially for skill-based professions. Such as sales. Technology can […]
3 min read - December 30, 2020
AWE: The Most Powerful Question in Sales
Jonas Salk was one of the greatest scientific minds in American history. He is most well known for discovering and developing the first successful polio vaccine. He once said, “What people think of as the moment of discovery is really the discovery of the question.” If you, as a sales professional, can keep this solid […]
2 min read - December 23, 2020
Should Sales Reps Be Judged on Questions Rather Than Answers?
Before we get started, here’s a quote from Voltaire to help trigger some self-reflection: “Judge a man by his questions rather than his answers.” Actually, that pairs well with this wisdom from the Dalai Lama: “When you talk, you are only repeating what you already know. But if you listen, you may learn something new.” […]
2 min read - December 16, 2020
Responsiveness in Sales Doesn’t (Only) Mean Fast
Being fast with no value has no value to your buyer. Here’s a real life example from a former client: I worked with a client who was successfully generating a ton of targeted inbound leads. However, their follow-up stunk. They were taking three business days on average to follow up a lead. In other words, they […]
About the Author
Andy PaulRevenue.io
Bestselling author of Amp Up your Sales and Zero Time Selling, Andy Paul is #8 on LinkedIn’s list of the Top 50 Global Sales Experts to follow. With more than 170,000 followers, Andy is a highly sought-after speaker and sales sage who interviews the world’s foremost sales minds and extraordinarily interesting people to bring you strategies and insights that you can use to generate epic wins and massive value.