Tibor Shanto

FEBRUARY 22, 2022

Despite advancements in tools, methodologies, and other attempts, sales as a profession continues to struggle. As with most things it is rarely about the what and the how, success is always about understanding why. As with most things it is rarely about the what and the how, success is always about understanding why.

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Quota Technique Prospecting Closing 293

Veloxy

MARCH 16, 2022

Why Field Sales is still number one for earning and growth! Did you know that more than 50% of college graduates will start their career in sales? While graduates with business majors have even higher sales placements post graduation, the aforementioned covers all majors. recruiters, sales executives will seek you out).

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Pharmaceutical Commission Inside sales Sales 223

Veloxy

JANUARY 20, 2023

In this blog post, you’re going to learn about business anthropology and how it’s best applied to your everyday life in sales. But why should you understand cultural and business anthropology as it relates to sales? But why should you understand cultural and business anthropology as it relates to sales?

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Sell Quota Sales Cold Call 246

Cerebral Selling

MARCH 4, 2024

The Massive Impact of Great Sales Leadership I started my career as a research scientist before spending nearly two decades in sales leadership roles across four high-growth tech startups and five years as a Vice President at Salesforce. I’ve spent a lot of time studying the patterns and research around what makes great sales leaders.

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Cross-sell Sales Referrals Launch 130

Cerebral Selling

OCTOBER 30, 2022

And as someone who started their career as a research scientist before spending two decades in the B2B sales trenches, this experience helped me connect so many powerful data points for how we navigate our careers and interact with customers. I was thirty-six years old when I got the news, which, similar to many people, came out of nowhere.

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Quota Intrinsic Sales Negotiate 213

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” What was fascinating was the sharp contrast with the dozens of responses from outstanding sales practitioners I’ve been sharing. ” to lots of sales people. The answers weren’t too different).

Sell 77

Sell Drivers/motivators Relationship building Commission 77

The 5% Institute

AUGUST 13, 2020

Is sales as a profession worth it? Why do you want to pursue sales as a profession? Sales As A Profession – Is It Worth It? If you’re considering sales as a profession, there are a number of key factors to focus on prior to making this career decision. Is it for the money?

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Sales Legal Clients Presentation 143

Spiro Technologies

SEPTEMBER 29, 2022

Everybody takes a different road before starting a career in sales. Since the barrier to entry in sales varies so widely across industries, it’s not uncommon to see people with all sorts of backgrounds end up in the profession. Here are five things a sales role can give you which not many other professions can: 1.

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Negotiate Outside Sales Quota Sales 105

Partners in Excellence

JULY 12, 2022

Profession after profession, we observe two things about the highest level performers. Again, profession after profession, we see the top performers do the prep work themselves. It seems in virtually every professional endeavor that the prep work is as important, sometimes, more important than the actual work itself.

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High impact Technology Technology Up-sell 129

Iannarino

AUGUST 2, 2021

The Gist: It’s heresy to say so, but the sales process was designed to solve the sales organization’s problems. In particular, the standard “sales process” sought to provide a blueprint for success, a repeatable formula to ensure that every salesperson could win deals. You need to make sales.

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Process Sales Clients Conversion 331

Iannarino

JULY 3, 2021

I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession. I even take the spam calls that reach my iPhone, working very hard to persuade the person trying to steal from me to quit their job and find a more honorable profession.

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Cold Call Pitch Retail Meeting 329

Partners in Excellence

APRIL 5, 2024

For the past month, I’ve been publishing stories on “Why I’m So Interested In Selling.” This theme underscores the importance of human connection in sales, beyond mere transactions. Competitiveness and Achievement : The drive to compete and win is a powerful motivator for many in sales.

Sell 118

Sell Cross-sell Drivers/motivators Education 118

Sales Pop!

JANUARY 5, 2023

When sales is successful and beneficial, age-old principles and characteristics are involved. If we go back in time, rediscover these, and bring them forward to be fully applied today, we see that they benefit not only sales and commerce but all of society. Why should salespreneurs operate this way? Looking Back.

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CRM Pipeline Intrinsic Networking 94

Closing Bigger

AUGUST 8, 2022

This podcast was inspired by a sales troll on TikTok. I posted a TikTok video on “Why sales is not like dating.” His response was “Sales is like dating …. This got me to think of this analogy and why it’s so popular and also how sales and expectations of salespeople have changed significantly.

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Sell Sales B2B Clients 98

Partners in Excellence

MARCH 7, 2024

One of his statements particularly strikes me: “Lots of folks have a negative view of the sales profession, and I even see it in my kids. What I think they don’t understand is that, done right, sales puts you at the center of everything that happens in business.” That is really what sales is all about.

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Sell Finance Consult Strategize 68

Iannarino

JUNE 23, 2021

If you’ve been trained to use a legacy approach to sales, your slide deck probably includes the logos of the other companies you are working with, including some that your prospect sees as direct competitors. The Gist: Some salespeople try to acquire a meeting by mentioning their prospective client’s direct competiton.

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Appointment Clients Sales Trust 283

Iannarino

JULY 23, 2021

Professing that you believe something and not acting on that belief means you don’t really believe it. The Gist: In a world of constant, accelerating, disruptive change, agility is a competitive advantage. Unlearning is as important as learning. Transformation is difficult, but it helps to know what is required and how transformations fail.

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Growth Price Start-ups Process 309

Partners in Excellence

MARCH 11, 2024

Hacks for structuring and measuring an entire sales organization. My reaction to the majority responses these hacks produce is, “Nothing new, OK not great…” It’s stuff, if we work to master our profession, we should have known without needing ChatGPT. There, I said it, I got it off my chest. Try it yourself.

Healthcare 112

Healthcare Drivers/motivators Engineering Presentation 112

Cerebral Selling

AUGUST 12, 2023

In my wildest dreams, I never imagined I’d end up in sales. David in his “Big Bang Theory” Days (1997) I started my career as a research scientist and got into sales (by accident) in 2000 at the turn of the dot-com boom. That’s why getting into the weeds too quickly is a recipe for instantly losing them.

Objectives and Key Results 187

Objectives and Key Results Pitch Sales Gaming 187

Sales Gravy

OCTOBER 25, 2023

The Best Sales Leaders Share These 4 Traits On this episode of the Sales Gravy Podcast, Sales Gravy Senior Master Sales Trainer Brad Adams talks with Learnit CEO Damon Lembi about maintaining authenticity and integrity as a sales leader. This concept also applies to sales.

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Sales Clients Drivers/motivators Follow-up 93

Partners in Excellence

MARCH 30, 2022

” When I speak with people who are sellers, I often wonder, “Why did they choose to do this?” It’s someone else’s job to figure that out–they complain to managers, sales enablement, or point their fingers at the customer, saying it’s the customer’s problem.

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Up-sell Sell Follow-up Growth 100

Veloxy

FEBRUARY 15, 2022

Learn how easy it is to become the highest-performing field sales professional at your company. Before Covid, field sales was synonymous with hitting the road, meeting customers in person, and regularly making significant commissions. But what does tomorrow hold for field sales? But what does tomorrow hold for field sales?

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Territory Inside sales Outside Sales Pharmaceutical 244

Partners in Excellence

MARCH 22, 2024

His final sentence sums things up: “Call it sales if you want, but to me, it is connecting, understanding, educating, and solving problems. ” How I Ended Up in Sales – And Why it Worked I never wanted to be in sales. Sales was not a career that was discussed in our house, let alone promoted.

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Sell Retail Cold Call Commission 73

Partners in Excellence

MARCH 22, 2024

Why I’m Interested in Selling: An MBA finance professor of mine stood on the first day of class and said, “for any taking finance courses as a way to avoid selling I have news for you, every job is a sales job – get used to it.” I’d been in sales. I went back for an MBA to get away from sales. He was right.

Sell 77

Sell Construction Finance Up-sell 77

Iannarino

JULY 2, 2021

The Gist: Gary Klein offers a useful lens to think about your power in a sales conversation. The book is about how people make decisions under pressure, but it also helps clarify what is necessary to an insight-based, modern sales approach. Certain insights are only available to those who have the expertise to acquire them.

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Sales Clients Price Presentation 257

Sales Pop!

MARCH 5, 2022

In my last article in this series, we took up the example of a firefighter and the fact that a firefighter is almost always a positive example of their profession. One bad sale and the word will spread very quickly. If they find meaning in sales, they will have a meaningful profession. In short, there’s nowhere to hide.

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Represent Drivers/motivators Entertainment Government 91

Sales Pop!

FEBRUARY 27, 2022

Once in a great while, you observe people in a particular profession who truly represent that profession with honesty and integrity. One standout example is a profession whose people act as one would expect, from how they dress to how they execute their jobs. That profession is that of firefighters. Salespeople.

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Cross-sell Pipeline Sales Represent 98

Partners in Excellence

MARCH 2, 2024

Preface: I first met Alex Shootman when he was running sales at Eloqua. But if you see selling for what it really is, you will know it is one of the most noble professions. To exchange what you have or what you know for what someone else hopes for you must have the three C’s that all the greatest sales people in history have.

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Sell Up-sell Promote Meeting 73

Spiro Technologies

JUNE 16, 2022

This is why it’s important for salespeople to be cognizant of the trends taking shape all around them. This is why it’s important for salespeople to be cognizant of the trends taking shape all around them. For those who like a more structured and prescriptive sales process, this will be great. Cold-calling .

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Cold Call Relationship Management Technology Technology 105

Veloxy

AUGUST 25, 2022

There are many factors that cause sales stress. Sales is commonly ranked as one of the most stressful professions in the country. In addition to the intense and competitive work environment, sales reps and managers also have to juggle their work life balance and other commitments. Pressure to hit quota.

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Sales Quota Contact Clients 182

Partners in Excellence

MARCH 17, 2024

One line stood out, “But the most powerful reason is because sales make me feel useful.” I’m afraid that to answer the question, I have to first give a long explanation of how I came into the world of sales. I need to explain it because, at the beginning of my working life, I really hated sales.

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Sell Consult Management Consulting Clients 73

A Sales Guy

FEBRUARY 20, 2019

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Sales is the greatest profession in the world in my opinion. Sales is the greatest profession in the world in my opinion.

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Sports Quota Sales Consult 150

Sales Gravy

AUGUST 4, 2023

Sales Training Is An Investment In YOU In this episode of the Sales Gravy Podcast, Jeb Blount is joined by Sarah Browner, the Global Sales Enablement Manager at Adobe. As for salespeople, you’ll find out why it’s critical to continue advancing your skills and investing in yourself throughout your sales career.

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Sales Presentation Technology Technology 82

Partners in Excellence

MARCH 4, 2024

He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations. He’s also written one of the best books on “communications,” in Lean Communication , as well as Strategic Sales Presentations. So, tell me why I should bank with you.”

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Sell Appointment Finance Pitch 73

Veloxy

JUNE 6, 2022

Almost half of the field sales pros we surveyed say they’re most optimistic about the ability to improve customer experience in-person in 2022 and 2023. In 2020, COVID-19 had a negative impact on field sales. In April of this year, we began surveying 500 sales leaders about what they thought the future had in store for field sales.

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Inside sales Quota Outside Sales Sales 173

SalesLoft

APRIL 25, 2024

Chris Turner and Rebby John get this question a lot: what does a sales engineer do? In Episode 3 in our RevTalks series, you’ll hear the experts define the sales engineering role in their own words, how they think AI will change sales engineering in the future, and what it takes to be a world class pre-sales professional.

Engineering 52

Engineering Sales Education Finance 52

Partners in Excellence

MARCH 18, 2024

” “Why I’m So Interested In Selling” Before revealing why I’m interested in selling, here’s a little family history as background. Both my parents were in sales. My dad’s sales career spanned five decades, split in roughly equal parts. Preface: Ned Miller is one of my closest friends/mentors.

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Sell Education Sports Niche 73