Sales & Marketing Blog

The 40 Best Sales Techniques Ever w/ Jonathan Jewett

It’s a pleasure to connect with all of my sales colleagues though the new iSalesman website. By way of introduction, I’ve been selling enterprise software to large companies for more than 20 years. I’ve always been a professional salesman, and like to think I’ve learned a few things along the way. To this end, I’ll be a regular contributor moving forward to the iSalesman blog. All of the successful salespeople I’ve known develop a sales playbook to guide them on their mission. These playbooks rarely contain amazing new secrets to sales success, but rather proven techniques that can be used time and time again to drive results. When you achieve proficiency with these techniques and apply them to your deals, ...

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Help! I Can’t Close Sales: 5 Ideas to Increase Your Close Ratio

Recently I got an email from Ahmed that said, “Do you have anything on how to close sales? Getting into an account isn’t a problem for me. But I get stuck after submitting a proposal. “By this time, I’ve already sent them all our marketing materials and given them a demo. They seem interested. Then, after they get my proposal, nothing. What am I missing?” I can’t tell you how many times salespeople have asked me to help them get better at closing. However, despite what you think, it’s not the real problem. Your inability to close is a symptom. What it really means is that your prospect does not think it’s worth making a change right now. In short, it’s nice ...

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Use Owler: Win Business

My company, iSalesman.com provides a very unique Lead to Sales Service. We deploy sophisticated technologies to derive sales leads for our clients and our legion of B2B Sales Agents. As we see advancements in technologies related to identifying and communicating with new Prospects for our client’s, we are amazed by these technologies’ impact on increasing sales performance. Whereas it’s always interesting to focus on the science of selling, we know you still need to keep a lens on the art of selling and the hard work and perseverance it takes to close a sale. A while back my friend Jim Fowler announced he was starting Owler. Other than rhyming with his name, I wanted to know why and what Owler does. I ...

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The President’s Club: What’s the Big Deal?

All sales professionals aspire to earn the prestigious “President’s Club”.  This is the ultimate sales achievement award that is also sometimes referred to as “The 100% Club”, “The Winner’s Circle”, “The Chairman’s Inner Circle”, etc.  From the moment you graduate from sales training and are assigned your sales territory you hear about this great award and work your sales plan around getting there.  In addition to the recognition amongst your peers and your company’s executives there are usually lavish trips associated with it.  During these trips you also have the opportunity to be seen by most of your senior executives.  It’s an opportunity to socialize with them in an exciting environment.  Many career advancements can be attributed to making yourself ...

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Closing That Sale Using Your Financial Expertise—Part Three

If you’d like to skip right to our free ROI calculator, click here. Thank you for following this three part series on Pencil Selling and ROI Selling.  To show our appreciation for your interest I would like to make you a great offer.  For the next 30 Days iSalesman will make available to you both The Financial Selling On-Line Training Course and the iSalesman ROI Calculator under a Special Offer.  All you have to do is pay a $10 Fee via PayPal for the Financial Selling Course and provide your contact information!  If this helps you close a $50K deal what’s the ROI? (Answer: 900%, Benefit-Cost/Cost) The biggest barrier to engaging in an ROI discussion with a client is your confidence ...

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Sales Outsourcing – How Is it Done?

The phrase ‘sales outsourcing’ may be familiar to you, you may have even outsourced a sales team before now. The traditional idea of sales outsourcing is that you hire a third party in order to use their specialist knowledge for a particular campaign. They are then responsible for representing your brand and must accept responsibility if anything goes wrong. The idea is that you will hopefully end up with a satisfactory ROI. However, although this is a method that is still used today, there are now variations on sales outsourcing and many different options available to you and your brand. Syndicated teams are one such option. Field marketing agencies have syndicated teams in-house who are great local shops and large ...

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The First ROI Calculator—Part Two

If you’d like to skip right to our free ROI calculator, click here. First off let me apologize.  I promised I would write the second part of the ROI Calculator Blog series the week after the first one (two weeks ago) but the Holiday spirit overwhelmed me.  I am now back in the iSalesman saddle and ready to have a great 2015…..Happy New Year! In Part 1- Pencil Selling, I talked about my experience as an IBM Sales Rep and learning about and using Financial Selling skills with clients.  The challenge was mainly about developing confidence to use this approach with a client, and when I did I became that much more successful as a sales person and a better provider ...

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The iSalesman ROI Calculator—Part One (Pencil Selling)

If you’d like to skip right to our free ROI calculator, click here. Back in the day when I was a junior sales representative for IBM we had to go through some rigorous sales training before we earned the right to call on a client.  This included 6 weeks at the Dallas, Texas Sales University and watching many 8 track sales tapes in the Cranford, NJ Office.  IBM wanted to make sure that before they sent a sales representative to see their client that the rep could represent the high standards required by IBM.  Needless to say this training was grueling but effective.  I can honestly say that I learned more about how to make a living in sales than my ...

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Networking is essential to success

Building your network is a career long exercise. Successful sales people need to put in the necessary time to network effectively. It is a continuous and rewarding effort over many years. Many sales people spend the time to build a great relationship with the client. However once the sale or project is complete they move on to the next client and don’t keep the door open with their current clients. Make the commitment to stay in touch with previous clients. They can be a great resource for you when it comes to future business opportunities. Here is the best test to know your network is working for you: When does your phone ring or when are you getting e-mails from ...

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Why My LinkedIn Profile Isn’t Good Enough

I have a confession to make. I haven’t updated my LinkedIn profile* for 18 months. I know. Shame on me. I’m supposed be a leader on things like that, but I’m human too. If you looked at my profile, you’d probably think it’s fine. It doesn’t read like a boring resume or make me look like a hungry, job-hunting sales vulture. It doesn’t sound like a self-serving company brochure. It’s customer focused, showcases my expertise and establishes my credibility. It’s my professional presence online. Even LinkedIn says it’s well done. But here’s the truth. My LinkedIn profile doesn’t reflect changes I’ve made in the past year and a half. Worse yet, it’s no longer meeting my objectives. (FYI: It still says that I have ...

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