Category: Sales Skills

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Day in the Life of a Sales Rep

The only people who ever asked me what I did all day when I was a rep were prospective candidates I helped interview. Our management never really asked me how I was spending my days, likely cause I was hitting my number, and that was both wonderful and terrifying. The life of a sales rep...

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5 Myths about Managing Millennials- written by a millennial

I just got back from a manager’s training session with @NetSuite for all our US sales managers and much of the conversation was focused on how to manage this new generation of pesky, needy, millennials. I realized that I was in a unique position in the room being the only millennial myself and managing the...

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Do you have “Gumption”?

I told my rep today that I would like her to be more “annoying.” Not typical advice for your 1:1’s with reps but I think you need to be persistent sometimes to the point of reaching annoyance to succeed in sales. I’ve been known to casually joke that when it comes to prospecting you’ll know you’ve...

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That’s a great question

Possibly one of the most patronizing sentences I hear in sales is “That’s a great question!” I know it’s a great question that’s why I asked it, and would you tell me I asked a stupid question? From a buyer’s perspective I find this statement repetitive, annoying, and lazy and therefore I’ve encouraged all my...

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Are you “liked” but not “respected”?

When I first started out in my role as a sales rep my manager pointed out to me that every time we went through deal reviews I would start by saying “I think they really like me…” and then move on to the qualification. I thought that if my prospects liked me they would buy...

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5 Things I Learned from the Bachelor about Enterprise Software Sales

As a loyal member of “Bachelor Nation” the past few years I’ve seen a striking number of similarities between this competition to find love, and the harsh world of enterprise software sales. I think Bachelor runner up last year @NickViall a Chicago rep for @SFDC might agree that there are many parallels that can be...

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The worst that can happen is nothing

What’s the worst that can happen? The worst that can happen is nothing, which is what’s already happening. So are you already living your worst case scenario? I see a lot of reluctance in sales reps and people in general to pick up the phone, or try something new and different because they are running...

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100 Doors Closed in your Face

“Don’t stop until you have had 100 doors closed in your face.” That is the mantra of one of my good friends who spent a summer selling textbooks door to door in rural North Carolina. He wouldn’t measure his days by how many sales he made, he measured them by how many rejections he got....

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Speedy speaker? How to slow down your speech

Do you speak miles a minute? Is it sometimes difficult for listeners to follow you, especially during an important presentation? This is something I have struggled with for years, and while I still work on my speech skills everyday, I’ve come up with a few tips to help the speedy speaker to slow down. First, let’s explore...

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10 Tips to Make a Better Persuasive Presentation

In school and in business, we often need to make important presentations. Earlier this year, I was doing some consulting for a small business in Chicago that had an important sales pitch to deliver for their company. Here, I’ve modified 10 simple tips I created for them to help you make a killer presentation:  ...

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