Let’s talk about your referral generation strategy. Your fastest route to making another sale is through your existing customers or clients. No big surprise, but here’s what I want you to consider. I want you to take a look at your role. Think for a moment about how much time you spend trying to bring on a new B2B customer or client versus the amount of time you try to influence and work with your existing customers or clients. To differentiate further, I don’t mean you’re handling issues or addressing problems. Think about the time and energy you put into finding and bringing on a new compan ..read more

Are you somebody that closes sales over the phone? Maybe your role requires that you call cold or follow up on warm leads over the phone. If that sounds like you, there are a few tips that you need to make sure you include if you actually want to close over the phone. And, for those of you who don’t use the phone primarily, but it’s a tool or secondary tool you use, make sure you stay tuned. There are some tips in here that you’re going to love and you should apply. Alright, let’s get into it. What Makes Selling Over the Phone So Difficult? Selling over the phone is not easy work. It’s not ..read more

Are you new to a business development role? Want to know the key business development strategies and best practices to implement? Maybe you’ve been in a role in business development for a while, but you’re trying to figure out how to speed up the acquisition of new accounts. Whether you’re new to the role or you’ve been in the role a while, there are some business development strategies and best practices that you should be using, which will help you speed things up and ultimately be more successful in business development.  Let’s get into it. 5 Key Business Development Strategies to ..read more

How to greet customers and make a great first impression in sales. If you greet your prospects, whether it’s in person or online, what should those first few moments look like? What should you say? How should you appear? Should you be excited? Should you be monotone? Most importantly, how can you create a greeting that starts your influence in building a rapport quickly? In this post, I’m going to share with you the secrets to a greeting that I call the Power Sales Greeting.  Building Stellar First Impressions: Examples to Build Your Power Sales Greeting First off, there’s a mistake t ..read more

Do you have a product or a service to cross-sell to your customers? Are you finding it difficult to get customers or clients interested in those cross-sells? More importantly, do you want new cross-selling strategies for how to introduce them in a way customers or clients absolutely can’t resist? If you do, we’re going to jump into some tips on how to do so.  What’s Cross-Selling vs. Upselling? (0:44) Let’s start with a real quick cross-selling definition. There’s an upsell and there’s a cross-sell.  For what I’m going to explain to you, we’re going to talk about cross-selling. Al ..read more

Is creating urgency in sales a stumbling block for you? If there’s one complaint I hear more than any other from sales professionals, it’s that the sales process they have takes too long. Prospects tend to fall out of the sales process, meaning they get stalled, and then the sales professionals are kind of stuck on what to do next. If you’re facing this situation, the problem is that you’re not building enough urgency early on in the sales process.  In today’s world, building and creating urgency in sales is kind of difficult, right? Because prospects are faced with so much information ..read more

Would you like to be able to read your prospect’s mind? If you are new to sales, or even if you’ve been in sales for some time, have you ever wondered what is your prospect thinking? In this post, we’re going to talk about how you can figure out exactly what your prospect is thinking with sales discovery questions. Let’s get into it.  (0:44) When it comes to selling, you want to use language in a way that influences others. So you want to use language that draws out what your prospects are thinking. The most obvious is to ask questions. 3 Power Sales Discovery Questions to Discover W ..read more

Let’s talk about how to write email subject lines that actually get attention. If there’s one thing that sales professionals don’t spend enough time on, it’s understanding email marketing. Now I know what you’re thinking, “Shawn, I’m in sales. I don’t market.” Okay, that’s fair. But, Do you send emails to prospects? (Yeah.) And, do you use those emails to try and get meetings, to try and get calls, and to follow up on open proposals? (Yeah.) So isn’t it important that you understand the strategies that marketing would use to ensure that people, a. open your email and b. respond to your emai ..read more

B2B sales strategy is critical to selling business to business. Meaning, when you’re trying to sell your product or service to somebody or some people who work in another business. If you’re in B2B sales, you face some unique challenges. Specifically, how do you identify who is the right person to talk to who might be interested in buying your product or service? does that person have a budget to be able to invest in your product or service? who are all the other people that are involved in this decision? If this sounds like a situation you’re faced with, there are only a few skills that yo ..read more

If you want to be a top-performing sales professional, look at customer follow-up as your friend that enables you to close a lot of deals quickly. Can you believe that over 50% of sales professionals stop following up after two calls, or two different outreaches? In this post and video, we’re going to talk about how to make follow-up your friend and how to be a master at follow-up to allow you to close more deals.  Stand Out With This Customer Follow-Up Approach (0:46) Here’s the thing about follow-up. I’m not going to give you a follow-up sequence. You can come up with your own, whether you ..read more