70 Top Sales Pros Reveal Their Most Impactful Sales Advice Ever

Let’s be honest:

There’s nothing like the feeling of flying high after closing a massive deal.

But if you’re like most salespeople out there, you’ll also face times where every lead you touch feels colder than a Siberian winter (brrr!).

However, there are sales pros out there who are absolutely shattering their sales goals.

So to find out what keeps them going, I got in touch with 70 of these experts and asked each one:

What’s the single best piece of sales advice you’ve ever received or shared?

Let me tell you, the responses I received were nothing short of amazing.

So whether you’re looking for instantly actionable tips or career-altering advice, here are all 70 of their responses – in their own words:

Read more

Top 100 Most Innovative Sales Bloggers Badge

The Top 100 Most Innovative Sales Bloggers (That Will Help You Shatter Your Sales Goals)

Top 100 Most Innovative Sales Bloggers

If you’ve come looking for the most practical, insightful and educational sales bloggers, you’ve come to the right place. Here are the 100 best sales bloggers online today.

As you can imagine, there’s no shortage of high-quality sales blogs on the web. But we decided to take the absolute best of the best and present them to you in one definitive list.

Whether you’re a first-year sales rep or the CEO of a Fortune 100 company, these bloggers give you the tools, tips and techniques you need to go out there and shatter your sales goals.

So without further ado, here’s our list of The Top 100 Most Innovative Sales Bloggers:

Read more

Now You Can Enrich Your Contacts Directly From iSEEit

If you’re in sales, then you know how important to stay in the flow while your driving your deals, right?

And yet many times it’s the little things that end up derailing us from our most important tasks. Things like having to find and upload a contact picture or company logo. Or searching Google to find a LinkedIn profile or Twitter account.

So to help with that, we’ve just added a built-in Contact Enricher to iSEEit’s Contacts module. So now populating your contact’s information is quicker and easier than ever.

Read more

Hitting a record close rate

How to Hit a Record Close Rate – The Anatomy of a Perfect Deal

Hitting a record close rate

In past posts I’ve asked myself:

What is it that separates the most successful sales reps from the rest? How is it that some reps can maintain a close rate of 95%, while others are grasping at straws?

And though there have been many takeaways, I feel that one of the most important is that great sales reps think not only about how to win a deal, they master the plan not to lose it.
(Click to Tweet)

In other words, successful salespeople know how to stay in charge and in control of all the people, tasks and information that go into every opportunity. No matter how large the deal or how long the sales cycle.

Read more

hiring the right salesperson

10 Common Sales Hiring Mistakes – How to Hire the Right Salesperson

hiring the right salesperson

Last week, I wrote about the worst hiring experience I ever had, and how it ended up costing my company $4 million in lost revenue – the equivalent of a luxury penthouse (read it here if you haven’t already).

It was an expensive learning experience. But since then, I’ve uncovered a few things about what NOT to do when hiring a new sales rep.

Here are 10 common hiring mistakes I made as a sales manager – as well as how to fix them and hire the right kind of salesperson.

Read more

bad hire

How A Single Bad Hire Cost Me a Luxury Penthouse

bad hire

Here’s a quick story about the worst hiring decision I ever made.

I was working as a sales manager at a large software company at the time. We were looking to grow and had just done a headcount. Senior management said it was time to bring another sales rep on board.

We contacted headhunters, vetted the shortlist, and interviewed the candidates. All told, it took my colleagues and me six months before we finally found someone that seemed to fit.

Even at this point, some of my colleagues had misgivings about this guy. But we were already halfway through the year and a man short. I could see I was barely going to make quota as it was. And my boss was all over me to get someone on board – fast.

Read more

successful sales rep

The 10 Key Ingredients of a Successful Sales Rep

successful sales rep

Throughout my career as a sales manager, I always found it fascinating that certain sales reps always managed to close big deals.

Many of them were already working with large accounts, but some of these accounts were said to be already dead or only worth a few upgrade deals at best. But for sure no $1 million opportunities.

So how did these guys transform lifeless deals into million dollar opportunities? What makes these reps so effective at closing large deals and others not?

Here are 10 key ingredients of successful sales reps:

Read more

increase close rate

3 Simple Questions That Will Increase Your Close Rate

increase close rateThroughout my career as a sales rep (and later as a manager), I was always puzzled by whether a deal could close or not. Was there a way to constantly deliver on forecast? What could potentially increase my deal close rate?

Was there a more effective way to qualify my deals?

In my search for an answer, I came across a ton of whacked-out theories and complicated probability calculations. But in the end, most of my forecasts (and those of my reps) were still based on gut feelings and wishful thinking.

That was until I worked with John McMahon.

John was (and still is) an almost legendary sales leader who consistently increased company revenues by 100% year after year wherever he went. (He even grew PTC, a software company, from $1.1M to $1.1B in just nine years). Since then he built sales team in Bladelogic or BMC and sits on the board of many great performing companies like MongoDB or Snowflake.

He was phenomenal at building teams and helping sales managers to scale. But one of the things that stood out the most about John’s performance were his shockingly accurate forecasts.

What was his secret?

He always focused on the fundamentals of a deal.

“Before going into the details of any opportunity,” he said, “there are three questions you need to ask. Know their answers, and you’ll know the chance of closing a deal this quarter.”

These questions are so simple, yet incredibly powerful. After I started implementing them, my forecasts became more accurate than a Swiss-made clock.

And they are the exact questions that executives at your account will ask before approving any decsion.

They are The 3 Why’s That Open Your Eyes.

Read more

managing your sales process

How to Handle Your Reps’ Objections to Your Sales Process

managing your sales process

If you’ve ever tried to implement a structured sales process, then I’m sure at some point you’ve heard your reps bash against it.

It doesn’t work. The client isn’t complying with it. It’s too complex.

And so on…

And it’s painful, because the guys complaining are usually the ones who would benefit the most from a more structured approach. They are the 60-80% of your team who need help qualifying harder, focusing on the right opportunities, and overall just working more effectively and productively.

If they could only just see the beauty of your process, they’d be making more money and you as a manager would have less hassle hitting your targets.

That’s why most companies do spend a lot of time and efforts to design and implement a best practice sales process.

So why is it so difficult for sales people to adapt to it and so easy for them to find reasons why “it doesn’t work”?

Here is a list of the 4 most common objections to your sales process and how to handle them, so you can do everything you can to boost your team’s overall performance.

Read more

sales training wasting money

Why Sales Training Is Wasting Your Money

sales training wasting money

According to the American Society of Training and Development, companies spend about $20 billion a year on sales training. So it might come as a shock to hear that 87% of all information learned at sales training is lost after just thirty days.

That means out of every $100,000 you or your company invests into training, $87,000 is gone after just one month. And out of $20 billion, that’s $17.4 billion that disappears every year.

I spoke recently with Steve Amman, the Managing Partner at salesmeddic.com, who walked me through the top four reasons that sales training fails to have a long-term effect, and how to get the most out of your training investment.

Read more