Published inBetter Marketing·PinnedMember-onlyThe Complete Guide to Handling Inbound Sales LeadsSet the right priorities and stay focused on the people who matter most — Receiving inbound sales leads can be a blessing or a curse. How you manage your leads can make the difference between making sales or wasting time. Inbound leads come in all shapes and sizes. Some appear because people have a problem that they hope you can solve for them. …Sales7 min readSales7 min read
Published inSales and Marketing·PinnedMember-onlyThe Problem with SalespeopleFocus on building trust Many people don’t trust salespeople. And who can blame them? Haven’t we all been pressured or cajoled into buying something we didn’t want or need? …Sales5 min readSales5 min read
Published inAn Idea (by Ingenious Piece)·PinnedMember-onlyWhat Can Salespeople Learn from Netflix’s “The Queens Gambit”Determination creates strength (Spoiler Alert — if you haven’t watched The Queen’s Gambit yet, please stop reading this post and return once you have viewed the show. You will not regret it). Summary – The Queen’s Gambit is a 7-episode fictional miniseries on Netflix. It is about orphan chess prodigy…The Queens Gambit10 min readThe Queens Gambit10 min read
Published inILLUMINATION·4 days agoMember-onlyWhat Can Salespeople Learn from “Renfield”Toxic Relationships Hurt — (Spoiler Alert — If you haven’t seen the new movie Renfield, I recommend you stop reading this post. I will include spoilers.) Toxic relationships in sales are always unhealthy. But having a toxic relationship with a vampire is worse. That’s the predicament facing Renfield in the new dark comedy movie…Sales6 min readSales6 min read
Published inILLUMINATION·Feb 19Member-onlyThe Power of P.S.Afterthoughts Matter Writing business, sales, or marketing emails has become so common these days that we sometimes forget one of its most essential features — the P.S. You may think that the email’s main text is the most important part, and you would be right — to some degree. But…Sales3 min readSales3 min read
Published inILLUMINATION·Dec 12, 2022Member-onlyWhat Salespeople Can Learn from Netflix’s “Wednesday”Be Resilient & Adaptable What can a 15-year-old gothic teenage woman teach us about being a better salesperson? Let’s find out. But first, a warning — this post will include spoilers from the new Netflix TV eight series show “Wednesday,” which is based on The Addams Family. …Netflix8 min readNetflix8 min read
Published inILLUMINATION·Sep 26, 2022Member-onlyShould Salespeople “Quietly Quit” their Jobs?Carefully Consider Your Options The COVID-19 pandemic has created two career revolutions. First, there is the Great Resignation. This is occurring partly because some people feel their employers treated them poorly during the height of the pandemic. Despite being forced sometimes to share workspace at home with their kids, workers…Sales5 min readSales5 min read
Published inILLUMINATION·Mar 24, 2022Member-onlyHow to Manage the Elusive ClientIs He Worth Chasing After? You just completed a sales call with someone you think will be a great client. The conversation went well. He answered all of your discovery questions. He has a budget. He has an interest in what you are selling. All the boxes are checked. …Sales5 min readSales5 min read
Published inILLUMINATION·Jan 18, 2022Member-onlyWhy Engagement is Important in SalesBe open and genuine — Who you are and what you sell doesn’t matter if you can’t engage with your clients. By engagement, I don’t mean just actively listening to what your clients are saying, although that’s important. …Sales4 min readSales4 min read
Published inILLUMINATION·Dec 1, 2021Member-onlyWhat Salespeople Can Learn from Netflix’s “Squid Game”Selling isn’t always about luck (Special Note — If you have not yet watched Netflix’s Squid Game, I recommend you stop reading this post. There will be spoilers.) The most important lesson from watching Squid Game is not to get into debt. That’s obvious. But what can salespeople learn from…Sales6 min readSales6 min read