25-38 Using Sales Scripts

I like to have my sales team learn and use scripts to guide their calls and demos. Burn them into their brains. Once they have them memorized, they can discard them and riff, but not until they have done so. ... [Continue Reading]

24-14 Selling is Like Stand Up Comedy

Selling a new product, a missionary sale, is a lot like stand up comedy. Your pitch sounds fresh because you have practiced it ad nauseum, you need to be able to pivot, shift, reading your audience's mood. (This is particularly difficult to do via webinar). And, you have to practice, practice, ... [Continue Reading]

22-40 Buyer Persona: Who I Selling to?

Take the time to develop clear, focused buyer personas. Do this with your team so that you all understand who your target is and are aligned in your sales effort - this is really the biggest benefit. ... [Continue Reading]

13-24 Avoiding MEGO: Your Slide Deck

Your slide deck should be simple, clear and focused. A deck is, fundamentally, a visual story telling device. Avoid bragging about your features and using a lot of text: if you're not a visual person, get someone who is to help you design it. Avoid MEGO (My eyes glaze over.) ... [Continue Reading]

12-16 LinkedIn – A Salesperson’s Friend

LinkedIn is a remarkable tool, and a salesperson's friend. My team spends a lot of time in LinkedIn - the ability it gives them to research leads and build out networks is unsurpassed. Leveraging alumni networks (college, job, country of origin) is critical. ... [Continue Reading]

10-53 Continuous Sales Training

As an early stage company, you are likely selling something new, different and somewhat complex. You need to continuously train your sales team on how to sell it, and work at continuously improving their skills. ... [Continue Reading]

05-48 Selecting a CRM

You'll probably end up using Salesforce - Microsoft Dynamics and Sugar are creaky and, sadly, some of the newer, much more fluid and more current tools (Nimble, CapsuleCRM, RelateIQ) are not ready for prime time. ... [Continue Reading]

Pitch Like a Preacher

Selling a new technology is different; it is challenging, exhilarating and almost always difficult.  And, it is fundamentally different than the classic B2B complex or solutions sale.  Well, it has things in common but, in comparison the the steady, systematic solution sale described in most sales ... [Continue Reading]

My Beefs With Salesforce

You have to hand it to Marc Benioff (Compared to Ron Burgundy here) and Salesforce. The company broke the client-server paradigm for CRMs and freed organizations from the enterprise hell that Oracle, Siebel and others had locked them into. In fact, Salesforce validated the cloud paradigm – something ... [Continue Reading]

Thinking Visually

I've blogged previously about slides that use (video here and three years ago here) - these are fundamentally, when used correctly, a visual tool; I thought it made sense to talk more generally about thinking visually. Most of us have been trained in how to communicate using words and numbers but ... [Continue Reading]