Explanation Of The Glue Works, Inc. Case Study
This case study will help you to understand the Trapper selling methodology. This fictionalized case study is used throughout the book Eliminate Your Competition to explain the more difficult concepts.
Read Every Day To Become An Expert In Sales
In my recent interview with Brian Burns for his podcast, The Brutal Truth, I challenged salespeople to read more. We didn’t explore the content that salespeople should read, though, and this post will dig into that question. Self-development expert Brian Tracy tells us, “If you read only one book per month, that will put you into the top …
Don’t Negotiate With Yourself! It’s Not Personal, It’s Business
Congratulations! You are approaching the end of your sales campaign with a new prospect. Now you need to put the final deal together. In many companies, the salesperson will have to go through extreme hurdles to allow any special concessions to the prospect. However, in some companies (especially in smaller companies), you only have to …
6 Types Of Bad Salespeople
Selling is a difficult career in which to make a living; it is not uncommon to have the commission check denied before the salesperson even gets a chance to win. Analysis of thousands of sales situations has made it phenomenally obvious that most salespeople begin their sales campaign so late in the decision-making process that …
If You Don’t Have Five Reasons To Buy Then Take It Off Your Forecast
If a team cannot identify five reasons why the prospect has a gap between where s/he is and where s/he wants to be, there is a high likelihood that there will not be an order. You need to take it off the Commit List and put it on the Upside List. Organizations do not buy because of pain (“I wish we didn’t have to deal with this problem”); they invest because they want to change their situation – a “needs gap” between where they are and where they want to be (“We absolutely need to do this so that we can achieve nirvana”).
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Brian G. Burns Interviews Sean O’Shaughnessey On How To Win Large Enterprise Deals
Brian Burns interviewed me for his podcast, The Brutal Truth, which can be found at https://www.youtube.com/c/BrianBurns/videos. This version of the video doesn’t have the automatic transcription of the original podcast. I have created a better transcription below. I encourage you to read it here. Brian’s podcast was titled The Top 3 Things You Need To …
You should forget attachments more often
I typically do not do a lot of writing about specific tactics that will work. Instead, I tend to write about more prominent strategies you can leverage to increase your commission. Unfortunately, plans will fail if your tactics fail.
For years, articles have advised us that a PS (postscriptum) is the most read part of an email. While their advice is not wrong, it is not the most straightforward way or the best way to get the reader’s attention.
There Is No Single Decision Maker In Enterprise Sales
Top leaders at your prospects do not make decisions in a vacuum. While there are cases where the executive overrode the team and made a decision that everyone hated, most of the time, the boss tries to build consensus in the group. If a highly respected person in the department doesn’t like a purchase, it is infrequent that the leader goes against that advice. If you want the top person to decide in your favor, you first need to get that highly respected person to decide in your favor.
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