In 2009, I wrote an article called, Online Presence – Asset of the Future: Why Your Social Graph Will Be Worth As Much As Your Home. In it I said this; In the not too distant future, a baseline online social presence will be required for the most common of life’s exercises, like getting a job. In the future, if you don’t have some semblance of an online presence you won’t even be considered for
Most sales people aren’t selling and they don’t know it. Most sales people are order takers. They aren’t salespeople. Most sales people react to the customer and the customer dictates the sale. The salesperson simply reacts to the buyer, wielding little influence over the sales or the direction the sale goes. Sometimes they get the sale, other times they don’t. This reactive, customer driven approach to sales opportunity management ISN’T selling. Selling requires a sales
Sales is about giving. It’s not about your quota. It’s not about getting to the close. It’s not about Presidents Club. It’s not about the upsell. It’s not about being on the leaderboard. It’s not about bringing a deal in by the end of the quarter. It’s not about conversion rates or leads. Sales is about giving your buyers, prospects, and customers a way to get to a better place tomorrow than they are today. If
Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that change the moniker? How is (insert your name) the salesperson different than all the other salespeople out there? What does your name add to the simple and faceless moniker of salesperson? Too often we let the title tell our story.
Ok, they’re not exactly sales training videos, but they offer a shit load of value in helping you selling and grow your career. I’ve been posting sales videos to Linkedin over the past 3 months and they are pure fire, if I do say so myself. I cover topics ranging from motivation to question asking. I cover all types of challenges and issues sales people struggle with. I created a #hashtag so you can easily
It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota. Unfortunately, deal reviews can be all over the place. We’ve all sat through
Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer? Why? Why do you insist on looking like, acting like, working like and doing your job like everyone else, yet get frustrated that you’re
The title of this post says it all, people. That is the basis of selling. I’m at a Sales Kick Off event and about to go on, when the vendor of this company talks about why she/they bought from this company and what they look for in salespeople. Her money quote was simply, “Understand my problem and show me how to fix it.” She’s right. Sales is about fixing problems. That’s why we buy. I’m
LinkedIn is a great tool for selling, but most salespeople are using it wrong. They’re treating it it’s a telephone or email and spamming people. We’ve all gotten them (and many of you have sent them). I’m talking about the LinkedIn connect requests that are then instantly followed by some lame pitch or request for your time so push some irrelevant ware on us. They’re obnoxious. There is a better way and a more effective
I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn. Insta and Facebook have been great from a
Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail. Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that. I talked about it in my presentation at Hubspot’s Inbound 17 conference this past September. Coaching is ubiquitous in any area where improvement is
Keenan’s take on your questions
In this weekly video series Keenan himself takes all the questions that you guys ask and breaks them down into what they really mean to him.