The One Sales Tip I Give Every Sales Person [Spazz Out 10]

There are a lot of skills and attitudes sales people must have to be successful. But there is one sales tip that rises above the rest that I share with everyone. It’s the importance of giving a shit. What does that mean? It means, if you want to take your game to the next level in sales, you have to care more about your customers and prospects than you do you. In Spazz Out 10,

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

Note To SDR’s (Sales Development Reps) Your Job Is Arguably The Most Important Job In Sales

  I work with a lot of SDR’s (also called BDR’s, Inside Sales Reps and more) and one of the things I often see is how many of them can’t wait to get promoted to account executive. For many SDRs, the role of setting appointments and being the first line of qualification is less than glamorous.  Often, it’s not just the SDR’s who feel this way; it often pervades an entire organization’s culture, perpetuated by

Budget vs Affordability – There Is a Difference

  af.ford.a.bil.i.ty – noun — the fact of being cheap enough that people can afford to buy it or pay it budg.et – noun — an estimate of income and expenditure for a set period of time Notice, the definitions are not the same, but yet too many sales people treat them like they are. It’s not uncommon for a salesperson or even the entire sales organization to accept a customer can’t afford their product or service because a

The Bad Sales Cycle

Sales isn’t about taking, or convincing. It’s not about forcing or cajoling. Sales is about giving, teaching, coaching, educating, sharing and engaging. Sales is about helping, that’s all. Today it’s easy to forget that.  The pressure to perform, to get to quota and to win in sales is intense. It’s this pressure that ends up perverting sales. Because of this pressure buyers don’t allow sales people to help, as they don’t trust them. The don’t see them

NO is the Biggest Little Word in Business!

Why I Fired A Client Before They Became A Client

They liked A Sales Guy Consulting, but our standard pricing and approach didn’t fit what they needed or could afford at the time. However, I knew we could help them, so we created a slightly different offer that would deliver the value they needed. Think a scaled down version of an existing offer. After being flexible and accommodating this potential client enters into an extraordinarily complex due diligence process that included an hour of free

BANT Sucks, Brand You Is Critical, And Why We Need Better Sales People

I did a fireside chat for the Denver Enterprise Meet Up.  I don’t know what came over me, but I was in rare form. I was fired up. I shared my thoughts on the state of sales organizations today. On the patheticness that is BANT (Budget, Authority, Need, and Timing). I talk about how salespeople struggle with finding true business problems and more. It’s an hour, but absolutely worth it. It’s one of the more

Make Your Prospects Say No!

It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?    Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and