The Pew Research Center released the results of a survey on social media use in the United States, and the results are salient for anyone who uses social media for prospecting purposes. Here are some of the findings: Approximately 81 percent of adults use YouTube, an...
The typical sales professional is excited when they land an in-person meeting with a prospect. This is your chance to make your pitch and state your case. We call it the “sales presentation,” but that term is actually misleading. Just because it’s a “sales...
Generally speaking, we learn better and develop better ideas when we work in groups. Human beings are social creatures. Our ability to team up has allowed our species to build amazing structures and advance once-unimaginable technologies. When two or more people put...
Question: What’s one of the biggest problems in sales? Answer: Over-training on product knowledge. There you go; I said it. There’s a good chance my answer will make you angry, but I truly believe that most companies spend way too much time on product knowledge...
This might not be a pleasant memory but close your eyes and picture yourself one year ago. Remember what you were thinking and how you were feeling. The pandemic was new, and the fear caused by the recently implemented shutdown was raw. People who sell for a living...
I once asked attendees this question during a sales workshop: “What is the most stressful part of the sales process?” It’s a question I periodically ask sales professionals. And regardless of industry, the answers are always the same. Approximately 40 percent of the...
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personally authored by Jeff Beals delivered to you every week designed to keep you on the cutting edge of the sales profession.
Is Frequency Bias Manipulative or Just a Smart Technique?June 18, 2021
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