Sales Integrity

Today we will uncover how top Sales Achievers prepare differently, and more importantly, how they operate differently than their underperforming peers. We will specifically focus on 6 core competencies, or 6 things top Sales Achievers do differently in an organized manner as it relates to strategically creating and tactically executing their sales plan to achieve their goals. Finally, using the 6 core competencies we will walk through a systematic approach you can use to setup, execute and track your customized sales pipeline development campaigns. 

Today we take a look at the mindset of two completely different types of salespeople: Common Salespeople who struggle and top-performing Sales Achievers who dominate. You will hear about a study conducted on both types of sales professionals to determine what sets them apart. Furthermore, you will learn about the top 3 habits of quota-crushing Sales Achievers, with one of the habits identified as the Keystone Habit that will most affect your success (or failure) as a sales professional. Finally, you will learn about the Mindset Mantra that will help keep these three habits top of mind on a daily basis.

We close this week out in strong fashion by sharing one tip to improve your closing skills by focusing on the trusty ole “Trial Close” technique. Is this technique old school and past its prime or is it still effective in today’s modern selling world? Do you understand the psychology behind the “Trial Close”? Do you know how the “Trial Close” can fit into your sales process? You will want to listen to this episode to find out all of this and more as we investigate use of the "Trial Close" in more detail.

Today we look back to a 2016 Harvard Business Review article titled “Despite Dire Predictions, Salespeople Aren’t Going Away”. That HBR article throws it back to a 1962 book titled “The Vanishing Salesman” as well as a New York Times article dating back 100 years that asked a provocative question: “Are salesman needless?” We roll all of this together to compare it to today’s complex technical B2B sales role to answer one question for today’s modern selling world: “Is the Sales Profession Dying?”. You will want to listen to today's episode to find out the answer to this controversial question.

Bob Minshall is the GM/COO of MyCoachSite, a coaching enablement software provider. With 30+ years experience in the tech industry, Bob has a proven track record selling technology-related products and services such as storage, server, networking, software, professional services and cloud applications. Bob imparts his wisdom to the B2B tech sales world by answering questions related to lead generation, social selling, cold calling, sales process management, closing skills and furthermore Bob sets the benchmark time for the show’s signature “sales cycle” round of rapid fire questions. Take a listen to learn some value nuggets Bob provides during this compelling Wisdom Wednesday interview.

Today we address a challenge that all sales professionals in the B2B complex technical sales industry have faced at one point in their career, if not on a consistent regular basis. Have you ever engaged with a new prospect and started a sales cycle with them once an opportunity was identified and had everything moving along just fine then all of a sudden one day they stopped replying to you? The good news for you is this - I have a surefire way to get these “stuck” prospects “unstuck” with one simple technique. Listen to this episode to find out how!

Today we discuss how the top Sales Achievers view themselves in terms of their role and how to manage your "sales business". We will discuss the contrast between viewing yourself as just a salesperson employed by a company to sell their products, services and solutions and viewing yourself as a "Funded Entrepreneur" running your own sales enterprise yet funded by the company who employs you to run your business as your Venture Capitalist. This episode will get you in the right mindset to help you take personal accountability for 100% of your own selling success. After listening to this episode you will approach each day differently by improving your focus to take your sales game to the next level.