The Key Requirement To A Sales Opportunity

There almost always seems to be a discussion or debate between what qualifies as an opportunity in sales. The decision criteria can be all over the place. Some folks use BANT, other use Medic. Some use their homegrown criteria? The definitions of what makes a sales opportunity a sales opportunity are robust and varied.  In spite of the various number of definitions, there is one absolute requirement to a sales opportunity. It doesn’t matter what else

The Real Deal of Sales is Live!

Last week I told you I started a sales channel for sales people that was all about the experience of selling. I’m going around the country talking to sales people and finding out what they think about their jobs and what they like and don’t like. I’m pumped about this venture in partnership with Hubspot. It’s gonna be lit.  Sales people are the core to revenue growth in the world of business. It’s time we

Marketing Should Be On A Different Fiscal Calendar

Crazy, I know uh.  Why screw with an organization like that. We’re trying to get sales and marketing on the same page, and now I’m telling you they need to be on separate fiscal calendars. Yup, that’s what I’m telling you, and it’s BECAUSE sales and marketing are becoming closer. Sales is relying more and more on marketing for leads and top of the funnel support. Therefore, they have to be on different fiscal calendars

Note To Sales People in 2017 — It’s Time To Up Your Game

  If you’re a sales person and you give a shit about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2017, and we’re failing our customers, prospects, the companies we work for and ourselves. In the past 15 years, there have been crazy advancements in the area of sales tools, from CRM’s that do just about everything except your laundry to data or insights applications that

Hey Salespeople: If This Isn’t In Your CRM, You’re In Trouble

If you’re a salesperson, take a look at all the opportunities in your CRM. If you’re a sales manager, or the CRO, or even the CEO, go look at the opportunities your salespeople have put in the CRM. Comb through each opportunity, look at the notes, next steps, past emails…look through the entire thing. I bet you can’t find it. I bet 90% of the opportunities you look through don’t have it and that “it”

A New Framework to Drive More Sales

Today I did a BrightTALK presentation for the Sales Xpert Channel. I talked about what I call “Gap Selling” or “Selling to the Gap” Selling to the Gap is based on the concept that when people buy, there is a “gap” between where they are today and where they want to go, and it’s this gap that drives the value and probability of closing the deal. Selling to the gap is a simple process that

22 Crazy Sales Tips and Hacks That Actually Work

  If great sales people are anything, they are resourceful. They create unique hacks to do their job better, to get a competitive edge. They’re always looking for something that will allow them to do what everyone else is doing better. Good sales hacks aren’t cheap shortcuts, but rather creative ways to do the work and improve the results. I’ve seen all kinds of crazy hacks in my day and when it comes to sales tips

Why The Perfect Sales Demo Never Includes the Word “If.”

Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if” deduct 10 points. If you collect 20 or more points, you’re doing a terrible job. That’s how bad it is if you’re using if more than once in your demos. I’m sure many of you are wondering, what does saying “if” have to do with delivering a good demo. Let

How To Close In The 21st Century

For years we’ve looked at “closing” as a thing you do to someone. We’ve looked at it like an event that happens at the end of the sales cycle. Here’s the problem with that.  It doesn’t work.  If you’re trying to “close” someone at the end of the sales process, if you’re treating the close like an event your not selling and you’re not in a good sales place. Closing is not something you do