Salespeople Don’t Create Demand, They Serve It
Salespeople don’t create demand for your products or services, they serve it. Here is why hiring more salespeople may be the wrong strategy.
Category: Sales
Close The Briefcase: The Most Powerful Sales Tactic
Close the Briefcase is one of the world's greatest sales technique. Use this sales tactic when you or your sales reps feel excessive pressure, and need to regain the balance of power in a negotiation.
Pick Up the Phone and Start Dialing
Overcome phone fear. 25% of millennials don’t use their smartphones to make calls, but pick up the phone to solve problems.
How to Generate Referrals: Network High
Referrals are your best source of customers. Here's a simple strategy to generate referrals more consistently and predictably.
A Simple Hack to Spark Conversations
Every day you use mental autoresponders: canned response to routine questions. To spark engagement change your autoresponders. A simple hack to generate conversations.
3 Steps to Eliminate Sales Proposals
Sales proposals are a common element in the sales process, but they're brutal. They slow down the buying process and reduce sales productivity. Here's how to eliminate them.
“That’s Interesting. Tell Me More.”
The 5 best words you can hear a customer say are, "That's interesting. Tell me more." You've caught their attention. You've engaged them. Now you have the power to build a relationship.
Marketing vs Sales: Who Really Drives Sales
"Salespeople drive sales" is a myth. It's simply untrue. Salespeople service demand, and marketing generates demand. Learn how you can improve sales performance in your organization by generating more demand for your products and services.
3 Reports to Identify Active Buyers
When B2B buyers have a major purchase to make they binge. Here are 3 reports to spot the binge so you can sell to active buyers.
B2B Buyers Binge on Content
Social media marketing has changed. The strategies and tactics that worked in 2012 don't work in 2106. B2B buyers are not following your posts on a daily or weekly basis, but B2B buyers will binge on your content when they are buying.
Publish Less, Engage More
There is too much content being produced. Nobody can keep up with it. More content and more automation will not make you more successful. To stand out be contrarian: publish less and engage more.
How to Find Centers of Influence That Move the Sales Needle
If you kiss enough frogs you'll find a prince. But if you're tired of kissing frogs there is a better way of networking. This is a strategic approach to find and develop centers of influence (COI) — referral partners that provide sales leads for your business.
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Jeremy Miller
Top 30 Brand Guru
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