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'I don’t know if this has ever happened to you, but occasionally I send out an email without the attachment. What is interesting here is that the sender replies that they didn’t get it, I deny it, go back to my email sent folder to validate that I did it and I sent it out… only to find out that Oops! I did it again. There’s no little paper clip in the corner which informs me that, once again, I failed to execute my email process completely.
'I’ve talked about the importance of creativity on this blog a bazillion times. Creativity is the killer differentiator. It’s what separates the average from the bad ass. In many cases being creative however takes guts most people don’t have. Could you do this if you were a flight attendant? A better question, would your company let you do this?
'There are at least 2 schools of thought regarding the types of appointments sales people should set when calling prospects to set an appointment. The first school of thought follows the "mirror test" approach to prospecting - Just put a mirror under their nose, and if they fog the mirror, they are a prospect. Their thinking is this - just get in front of people.
AI adoption is reshaping sales and marketing. But is it delivering real results? We surveyed 1,000+ GTM professionals to find out. The data is clear: AI users report 47% higher productivity and an average of 12 hours saved per week. But leaders say mainstream AI tools still fall short on accuracy and business impact. Download the full report today to see how AI is being used — and where go-to-market professionals think there are gaps and opportunities.
'Prospecting, prospecting, prospecting. I may have shared this story in the past, if so, I apologize. But it''s a very good story. I was in my second year of my insurance career with National Life of Vermont. This event took place at the Cincinnati Association of Life Underwriters Annual Recognition Holiday Dinner. It was held at Western Hills Country Club, here in Cincinnati.
'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.
'Ok, so are you one of those busy execs or sales people who continually conduct business or meeting while talking and driving? Well, if you are, you might be headed for a "sales collision.". If you have seen my previous messages, you know that I taught my daughter to drive. I taught her the right habits and gave her an opportunity to practice those habits.
'Ok, so are you one of those busy execs or sales people who continually conduct business or meeting while talking and driving? Well, if you are, you might be headed for a "sales collision.". If you have seen my previous messages, you know that I taught my daughter to drive. I taught her the right habits and gave her an opportunity to practice those habits.
'A guest blog post by Walt Gerano, Sales Development Expert. Growing up, I remember, just before the 11o’clock news came on, there was a message on the screen that asked the question, “It’s 11 o’clock - do you know where your kids are?” Well, it’s the middle of June and my question is, “Do you know where your business plan is?" Do you know where you stand?
'You won’t believe this. I saw an article in the newspaper a few years ago about a job posting for the head football coach at Duke University. Nowhere in the job description did it say anything about winning games. Nowhere in job posting #400160742 did it say that the most important task was making Duke a winning football team. I have to tell you I was surprised… but not stunned.
'Let''s start today by looking at a couple findings from the Objective Management Group Sales Force Evaluation: Will Prospect. Prospects Consistently. The difference between the two findings is this: Will Prospect - this is a sales person that will prospect as long as they are managed to do so. Prospects Consistently - this is the person that realizes that hunting/prospecting IS THE JOB and they do this with or without your supervision.
'There is an old adage that says; people don’t buy products or services, they buy you. I call bull s**t. People buy solutions, fixes and opportunities. People buy change, change that makes their world a better place. They don’t buy the people selling. But. With that said, people won’t buy from you if you’re an a **e, dishonest, inconsiderate, unprepared, unknowledgeable, selfish, curt, combative, demeaning, unhelpful, distant, self-absorbed, mean, egotistical, unfocused
Are you curious about how artificial intelligence is reshaping sales coaching, learning, and development? Join Brendan Sweeney and Devyn Blume of Allego for an engaging new webinar exploring AI's transformative role in sales coaching and performance improvement! Brendan and Devyn will share actionable insights and strategies for integrating AI into coaching and development - ensuring personalized, effective, and scalable training!
'This is a guest post from Mark Roberge, Chief Revenue Officer at Hubspot. Mark has done some amazing things at Hubspot and the data they’ve been gathering on sales and marketing is impressive. This post on email timing is a great example of connecting with prospects. I hope you like it. Break it down Mark – This is an actual email thread I had with the VP of Global Sales Operations at a $10B+ revenue company.
'You’ve got to watch this video. Not only is it cute, but this little s**t is persistant. He just keeps coming and coming, not matter what his zoo keepers throw at him. Persistence, determination, grit, stick-tuitiveness, or what ever you want to call it, is at the core of all successful people and sales people, good sales people personify it.
'Selling is more than the numbers. It’s more than quota. It’s more than pipeline and conversion percentages. Sales is more than dollars that exchange hands. Yet we dedicate crazy amounts of time to these very things. To sell we have to connect with the pain of our buyers. To sell means we’ve connected with the challenges our prospects face.
'Hiring is a skill. It’s a skill that you as a hiring manager better get good at, because those who can hire the best sales people win. The single biggest differentiator in sales teams isn’t the product, or the strategy, or the market. It’s the sales people hired to go execute and if you and your organization don’t know how to hire the best of the best, you’re gonna lose.
Speaker: Lauren Fernandez - CEO & Founder, Full Course
Companies all over the world, including Marriot International and Hilton Worldwide, are aware of the value of including DEI in their talent acquisition strategy. However, despite these initiatives, there is still plenty that the hospitality sector can do to promote DEI. When comparing the hospitality industries in India, Iraq, the UK, and the US, you will see that there is a consistent underrepresentation of persons from different ethnic, gender, and disability origins across all levels of the i
'Here at A Sales Guy we’re experiencing the oddest phenomenon. It has caught us completely by surprise and we’re really not sure what to make of it. We’ve been hiring a lot at A Sales Guy, for both our clients and ourselves. When we hire for ourselves, we take a very different tact to find talent. In our job postings we specifically ask applicants NOT send a resume.
'It looks like a client of mine is about to lose a big deal. The problem, the sales person has no idea what they are selling and although they made it to the finals on sheer luck and the strength of the features, it’s not looking good. When I say the sales person doesn’t know what they are selling, I mean he doesn’t know why the client needs to buy.
'Can you simplify the complex? Can you turn complex concepts into simple ones? Can you explain the complex, complicated and difficult in simple, easy to understand, digestible pieces? You should. Sales is about helping people understand their options, it’s about helping them fully grasp their opportunities and if that’s too difficult to do, then you’re not selling as well as you could.
'A client of mine was telling me the other day about the misconception people have of entrepreneurs. He said that people see entrepreneurs as being OK with risk. But, they’re wrong he said. He said being an entrepreneur isn’t being OK with risk, it’s being OK with unpredictability. My client nailed it. I see sales the same way. Putting 50%, 60%, 75%, or even 100% of your income on the line in commission isn’t risky.
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'It’s the big on site customer meeting coming up. or. It’s the follow up to your last meeting. or. It’s the first meeting since you cold called in. or. It’s any other prospect, customer interaction. You’re meeting with the customer, your investing your time, they are investing theirs, so what’t the goal? What is it you want the customer to do?
'I love speaking engagements. They are a blast and my most recent was no exception. I had the honor of being asked to speak at their first annual Accelerate Conference. If you like Ty Burrell, Collective Soul, Billy Beane and learning how data can transform your revenue generating machine then you would have left this conference happier than a pig in s**t.
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Running a successful online marketing campaign is pretty demanding. Most of us are juggling multiple social media accounts, scheduling new content, creating email campaigns, optimising for Google, constantly analysing datathe list goes on.
Incorporating generative AI (gen AI) into your sales process can speed up your wins through improved efficiency, personalized customer interactions, and better informed decision- making. Gen AI is a game changer for busy salespeople and can reduce time-consuming tasks, such as customer research, note-taking, and writing emails, and provide insightful data analysis and recommendations.
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