Salespeople Should Stop Making These 11 Social Media Mistakes

Salespeople Should Stop Making These 11 Social Media Mistakes

There is no question that salespeople need a positive impression on social media. You can save the Facebook account for friends and family arguments and fun posts, but your LinkedIn account and your Twitter account need to be professional. Remember, every sale is composed of three things that you are selling: Your product (and your …

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The Anatomy Of A Top Performing Salesperson

The Anatomy Of A Top Performing Salesperson

Selling products and services can be a tough job, especially when most buyers are either too busy to focus on the solution they may need and want or, in most cases, are not aware your solution or company exists, and therefore are not looking for anything to begin with. That’s where salespeople can shine. Being …

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Don’t Ever Give Up

Don’t Ever Give Up

In the past, I have written that there is no crying in sales. When you lose, you need to get back on the horse and keep going. This is excellent advice, but you also cannot give up on that prospect that just rejected you. There is a chance that your product is a “one and …

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Be An Accurate Forecaster Of Your Business

Be An Accurate Forecaster Of Your Business

Most of the stress in forecasting comes from a lack of realism on the status of the business by either the individual salesperson, the manager, or both. This is unfortunate and unnecessary. Having managers push for business to close that isn’t ready to close creates forecasts that are bad (this is a case of a …

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Your Personal Brand Is Important

Your Personal Brand Is Important

I have had the privilege of working with some of the best salespeople in the world. At the very top of that list of excellent salespeople would be Dean Wiener. Dean recently put out a post on LinkedIn giving advice to other salespeople as to the importance of his personal brand. With his permission, I …

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Do’s And Don’ts For Your Sales Kickoff

Do’s And Don’ts For Your Sales Kickoff

Many organizations structure and plan their SKOs as isolated events – rather than springboards for the entire fiscal year – and neglect to prepare their sales team, pre-SKO, or follow up afterward. For example, 84% of organizations don’t conduct sales rep training in advance of their SKO for context, and 71% don’t deliver post-work or follow-up training to reinforce what was learned. A surprising 42% of participants said they wished their company would integrate their SKO’s theme and messaging into the rest of the year.

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