We found a great sales video (below) from Andre Boykin – best we’ve seen in a while. It’s a straightforward discussion on what we as sales professionals actually do – or at least what we’re supposed to do. Sales tips and techniques, while helpful, cannot be used successfully if we don’t understand the core of selling. What’s that core? Andre puts it really well – “it’s an exchange of value.” Read More >>

You and your boss have had “the talk.” You are a valuable member of the team. You have been selling for your company for 5 years but your numbers have fallen. Not only are you not performing compared to past levels, but you’re hovering near the bottom of the sales team. What do you do? Do you find a new job? Is it time to re-invent yourself? Read More >>

We stumbled across a great TED Talk from Simon Sinek. He highlights the success of great leaders and companies in a radically simple way. Although not a sales training video, it’s packed with incredible sales tips and techniques that can catapult our sales. In short, the parallels for us sales pros were clear (see short video below). You see, we’re selling backwards. We’re starting our sales presentations in the wrong place. Read More >>

I was at a top-rated car dealership looking to buy a  new car. I knew a lot about the dealership, having spent time in the car industry, and I’m fairly well-versed in the particular sales techniques used in this market. Looking to cut to the chase and save some time, as well as wanting to get the best deal, I pushed the sales guy right into a numbers game. He took the bait. In fact, he swallowed it hook, line, and sinker. Read More >>

I stumbled across this Bruce Lee video, below. It shows him playing (and winning) at a game of ping pong. No big deal you say? Bruce is using nun-chucks. At first I thought that’s impossible – can’t be done – and it is indeed spliced together for a commercial – so it’s not real, but Bruce Lee’s dedication and discipline to his craft speaks to us sales people. What does this mean for us sales professionals? Read More >>

Have you ever thought, or said, “I don’t want to pressure them. I don’t want to come off as one of those sales guys.” We all have – it’s a very common fear. The fear, however, comes from a lack of belief (a lack of faith, if you will). Read More >>

There are many sales techniques defined numerous ways. But what are the top techniques? What are the sales tips that when practiced work over and over again? We’ll get the most obvious one out of the way – “Asking For It.” If you don’t ask for it, sales will suffer, severely. DH and I continually discuss sales techniques, but we each have our favorite. We listed our below. What’s yours? Read More >>

Everyone likes an easy sale. Too often we’re trudging through the muck of the sales process. We may routinely fire off emails and make calls because our CRM system tells us too. We get some sales here and there but where is this mythical “low hanging fruit” folks keep talking about? Where are the easy sales? Read More >>

What should we say when a prospect asks if we can help them on the price of our product? Do we dive right into negotiating and haggling? Or, do we help them by asking questions and ensuring they understand the value of our product? Read More >>

What more could you ask for in life than to be given an impossible challenge? – Cory Booker (1969 – ) Mayor of Newark, NJ Read More >>