I get it; you probably think you don’t need a sales process. Maybe you don’t; I certainly didn’t for a very long time. But I’ve since come to realize that A) it will probably make your life/career a lot easier, and B) the best sales method shouldn’t feel like a tactic or method at all. […]
There are a ton of ideas, phrases, and beliefs in sales practices that make me cringe. They’re outdated, ineffective (at least now, if not before), and do way more harm than good. But the one that might be worse than all the others is “assuming the sale.” I shudder every time I hear a sales coach
Stop Assuming the Sale (or learn to do it better!) Read More »
“Whoa… what a life to be able to start your first call at noon. That’s awesome.” That’s what someone said to me recently after I mentioned that our conversation was my first call of the day. They meant it kindly. And on paper, I get how it sounds. A first call at noon looks like
No matter how strong your founder mindset is or how passionate you are about your business, there are probably unintentional avoidances and lies holding you back. As humans, one of our biggest downfalls is that we all lie. Each and every one of us. No matter how much you might think you never lie, that
Founder Mindset 101: The Hardest Truth to Tell is to Yourself Read More »
If you Google how to have more effective sales conversations, you’ll find endless lists of tactics, scripts, and persuasion tricks. Some of them can work with the right technique and context. But many of them feel pushy or manipulative. And if you’re a founder, you probably don’t want to sound like a salesperson anyway. The
The Trait Founders Need for More Effective Sales Conversations Lead With Skepticism! Read More »
If you’re a founder, you’re likely playing the role of salesperson by default, not by choice. You care about your product and believe in the work. But sales might feel uncomfortable, unfamiliar, or even inauthentic. However, knowing how to be the best salesperson will help you successfully grow your business. Here’s the good news: you
If you Google what the characteristics of successful salespeople are, empathy is typically high on every list. It’s the ‘E’ in SHERPA for a reason. Unfortunately, few people actually experience empathy from the salespeople they deal with. Why does this dichotomy exist? If salespeople know they should be empathetic, why don’t we sense that from
There may be a lot of debate about what makes a sales rep successful, but I believe it comes down to six traits everybody can gain or improve. I call these traits SHERPA. SHERPA is a sort of sales approach without really being one. It’s more about communication and mindset than the “sell, sell,
Learning how to do anything in life takes plenty of practice. Yes, that includes learning how to be a successful sales rep. It doesn’t happen overnight. The problem is that most salespeople aren’t given the space or time to practice. Most aren’t even given a suggestion to find it themselves. That’s why having a dedicated
If you’ve been reading my blogs for a while, you’ve probably seen the ones talking about what I believe to be the various essential traits of a successful salesperson. I came up with an acronym that lists these traits and embodies what a salesperson does. They use their knowledge and experience to lead people in
Every business owner, entrepreneur, and salesperson I talk to is always looking for more leads. I get it; if you want to make more money, you need more people to talk to. But sadly, most businesses don’t actually need more leads. They need better sales processes. Here’s the thing; most businesses wouldn’t see any
