I often learn from entrepreneurs and I discovered a lot about storytelling and leadership recently during the Florida State Minority Development Council’s expo. On today’s [...]

  If you find that your deals are falling through the cracks or you’re losing your prospects to your competition, perhaps the problem is that you’re not leaving anything behind.  [...]

Sometimes we lose out on promising deals because our prospects are giving us indications that all is not well but we’re failing to listen to what the prospect isn’t saying. Oscar [...]

Jordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the product she has developed, many people believe [...]

  Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward [...]

  Even if we have the right process or the best mindset, every seller is going to encounter difficulties, so we must figure out how we’ll stick to our mission and achieve greatness in [...]

Sellers who discover how to be successful without a marketing department, in a crowded marketplace, and when the customer isn’t even looking will be successful in almost any circumstances. [...]

When you’re looking to grow your business or your brand, it’s important that you recognize the three things small businesses get wrong when marketing. We’re at the Florida State [...]

Hearing from other sellers can help us improve our own techniques, and today Troy Rackley shares his own killer message and how he communicates that he’s selling more than water. Troy [...]

  I get a lot of requests to appear on The Sales Evangelist, but Jason Bay set himself apart from the crowd by sending a video email and changing the email game. Jason started his sales [...]

You may believe that social selling won’t work for your company or industry, but if you take advantage of the 4 pillars to leveraging LinkedIn for business development, you’ll be [...]

Sellers who interact with and provide value to prospects using social media must understand the characteristics that turn this into the kind of social selling your customers want. We’re [...]

Social selling is the new sales because it utilizes all the techniques and tools that we’ve always enjoyed as sellers in order to help us build better relationships. Although nothing will [...]

There’s a huge prospecting opportunity right under your nose, and it’s a LinkedIn gold rush that can help you generate more leads and connect with more people. Even if you have been [...]

When we convince ourselves that we have nothing more to learn, we fail to ask enough questions and we sometimes even commit sales malpractice. Brian Robinson has been in sales for more than 20 [...]

Sometimes as sales reps we don’t bring enough value to the table and there are 3 crucial signs you need to add more value so you won’t be judged only on price. Dion Travagliante runs [...]

When your prospects find 100 new email messages waiting for them on Monday morning, if your emails give no value, your prospects will never open them. If there’s nothing in the subject line [...]

When you interact with your prospects, your goal should be to provide such great value that you leave people better off whether they buy from you or not. We’ve been talking about value all [...]

Building value is a critical part of any sales process, and the discovery meeting is an important step in that process. How much should you prepare for the discovery meeting beforehand? What [...]

  Many sellers understand the challenge of using emails to reach out to prospects, but Chad Sanderson tells us that using brief, compelling stories in sales emails can leave a memorable [...]