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Sales Shape Up

SUBSCRIBE TO JEFF BEALS’ WEEKLY BLOG

Join 18,000 other weekly subscribers who get new articles
personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.

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How to Turn Influencers into Your Champions

How to Turn Influencers into Your Champions

by Jeff Beals | May 31, 2019 | General Sales Topics, Qualification

By Jeff Beals Does your company have raving fans? The term “raving fans” has become business lexicon ever since Random House released a book called Raving Fans by Ken Blanchard and Sheldon Bowles 15 years ago. The book was intended to help companies improve...
Sometimes You Should Stay Quiet During Sales Presentations

Sometimes You Should Stay Quiet During Sales Presentations

by Jeff Beals | Apr 28, 2019 | Qualification, Sales Presentations

By Jeff Beals The typical sales professional is excited when they land an in-person meeting with a prospect.  This is your change to make your pitch and state your case.  We call it the “sales presentation,” but that term is actually misleading. Just because...

How to Find the Real Decision Maker

by Jeff Beals | Feb 9, 2019 | General Sales Topics, Prospecting, Qualification

By Jeff Beals Sales professionals searching for insight into prospective clients would be wise to think of themselves as detectives.  The more research you do on a client the faster you speed up the sales cycle and the more likely you are to increase transaction size....

How Do You Know If a Prospect Is Too Good to Be True?

by Jeff Beals | Jul 16, 2018 | General Sales Topics, Prospecting, Qualification

By Jeff Beals I’ll never forget that summer afternoon in 2001 when a very unique man walked into the commercial real estate office where I worked. He had just moved to my city from a different part of the country, and he brought some impressive ideas with him. He...

Avoiding the Fake Listening Trap

by Jeff Beals | Jun 1, 2018 | Professional Skill Development, Qualification

By Jeff Beals Ask any sales professional about the key to success, and there’s a good chance they’ll say, “You have to listen to your client.” As a sales strategist, I meet with many successful sales reps, managers and executives.  I always ask them about the secret...

Is Your Buyer a Liar? Here’s How to Find Out

by Jeff Beals | Aug 11, 2017 | General Sales Topics, Qualification, Sales Motiviation

By Jeff Beals  “Buyers are liars.” That’s an age-old saying in the sales profession, and I hear salespeople use it from time to time. I’m not a fan of the saying, because using it can emotionally pull you apart from a client, but there have been times when I too have...
  • two sales pros talk over coffee at a coffee shop Relationships With Competing Sales Pros
    By Jeff Beals
    August 16, 2024
  • sales pros in suits run through an offie hallway Keeping Up in a Fast-Moving Industry
    By Jeff Beals
    August 9, 2024
  • a sales pro gives a presentation to a board room The Art of Persuasive Sales Presentations
    By Jeff Beals
    June 8, 2024
  • a group of sales pros in at a networking event talking with one another Networking Is a Key Part of Prospecting
    By Jeff Beals
    May 10, 2024
  • sales pros having a meeting at a conference table Turning Bad Meetings Into Good Ones
    By Jeff Beals
    April 26, 2024

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