This is a Mutually Beneficial Business Relationship

solution selling
One of my favorite sales stories of all time is probably an urban legend. It was told me years ago by a big money, enterprise b2b sales VP. I call it the “Jack Welch Story”. Since 70% of my reading audience is under that age of 30, you can read about Jack here. In a nutshell, he is one of the most legendary CEO’s in the 20th century. He led GE, one of the iconic companies in America. Big player, if not the biggest. Anyway, the story is really simple:  a sales executive gets a meeting with Jack Welch. Jack walks in, shakes his hand and says:

Ok…so how can we make each other money today?

[Read more…]

Never Separate a Gorilla from his Bananas

sales people

Years ago I was on a sales panel with Bill Binch from Marketo with three other panelists. The moderator asked what a sales rep should do if the organization is not investing in their success (training, technology, etc).  The other panelist answers were: “They should quit” and “dust of your resume”.  That’s when Bill said: “Wait a minute, a real sales person will tear down walls to get a deal done. If the organization isn’t giving them what they need, they will figure out a way to get it.” Boom. [Read more…]

The Most Important Social Selling Lesson an Inside Sales Rep Can Learn

Business Relationship

Today’s guest post is from Chris Snell, Director of Inside Sales for

Social selling has to be one of my least favorite topics to read about, to hear about, or to write about.  In fact, if you go through all of the blog articles I’ve written, I don’t think you’ll find one that is about social selling. [Read more…]

The Ultimate Visual Guide to Optimize Your LinkedIn Profile For Social Selling

Today’s Author is Emma Snider Staff Writer from Hubspot.

You wouldn’t put outdated information or a picture from 20 years ago on your business card. So why do salespeople think it’s okay to allow their LinkedIn profiles (your virtual business card) to get musty?

Social selling isn’t just about monitoring social conversations and engaging with prospects on social networks. Equally important to social selling success is projecting the image of an informed industry resource who can help business leaders make smart decisions.

If you’re skeptical about the role of image in selling, consider the following statistic: According to LinkedIn, 90% of B2B buyers are more likely to engage with a salesperson viewed as a thought leader. With this in mind, if your social profiles are sparsely populated or woefully out of date, you’re going to have a tough time gaining trust.

Inspired to take action? The below infographic provides a section-by-section guide of how to revamp and optimize your LinkedIn profile for social selling. And if you’re short on time, not to worry — the HubSpot Sales blog is giving away 50 free LinkedIn profile makeovers during April. Click here to enter the contest, and discover how to increase your chances of winning (yes, you can improve your odds!).

LinkedInToday’s Author is Emma Snider Staff Writer from Hubspot.

8 Chrome or Gmail Extensions Every Sales Rep Should Be Using

This guest post was written by Max Aschulter, CEO of Sales Hacker, a worldwide media company that specializes in helping salespeople and sales organizations leverage technology to become more efficient sales machines. He recently wrote a book showcasing his unique process including over 150 tools to use, called Hacking Sales. [Read more…]

Key Findings from 6.4 Million Sales Emails

Have you ever had a sales person come up and ask, “what do you think about this new prospecting template I came up with Boss?”

The answer is obvious.

“I don’t know. Test it.”

That’s the great thing about so many aspects of sales. Gut instinct is necessary; however, the data can be such a guide for best practices.

Being a data geek myself, I got pretty excited when one of the data scientists here on the Signals team analyzed the results of 6.4 million sales emails. The full report is here.  Below are three observations I found to be interesting. [Read more…]

Focus on the Nut of Your Job: A Lesson from Stu Silverman

From 2000-2005, I worked for a guy named Stu Silverman. He is one of the original thought leaders in inside sales and sales development and in my opinion, is the greatest in the business. His company, Sales Ramp, has worked with 100’s of companies in the valley over the last 30 years including Cisco, Sun, and Oracle. As the sales development revolution continues its upswing, remember the originals — Stu is one of them.

On a personal level, he was my Dicky Fox, the fictional character in the movie Jerry Maguire. To remind you, here is Dicky Fox from Jerry Maquire:

[Read more…]

“Let Me Know How I Can Help”

Always be helping

A couple months ago, a young sales person who I worked with a year ago asked for a call to re-connect. He kicks the call off with: “I am calling because I thought you might know some people who might need my service.” My reaction: Nice to hear from you too. He then goes through the entire call and finishes with: “So if you know anyone, send them over to me.” Pffft. Nice job dude. I not only have no reason to help you, but I like you a lot less. Let me go down the line: [Read more…]

Always Be Recruiting

I am hoping over the next two weeks to do some quick blog posts. (I always say that). But, this time I am serious. I have been picking up great stories over the years and have been meaning to weave them into bigger posts. Now, I just have to get them out there. Today is one of those. [Read more…]