Editor's Note: This post was originally published on Marketo.com.
Matt Sunshine, on December 20, 2018
Editor's Note: This post was originally published on Marketo.com.
Matt Sunshine, on November 8, 2018
Sales superpowers? Yes, really. To understand what I mean, please take a step back from the world of selling and focus instead on the process of buying.
The easiest way to wrap your mind around this is to consider a few common business-to-consumer (B2C) purchasing processes like buying a car, remodeling a kitchen, or selecting a college. Looking through that lens, it is easy to see how different the process of buying is today than it was only 10 years ago. I’m sure you would agree that the most notable difference is the amount of time the consumer spends researching in advance.
This sort of pre-purchase work is just as prevalent in the B2B world! Whether an individual is shopping for office space or office supplies, or selecting a bank, an accountant, a lawyer, or an insurance agent, chances are they will do a lot of pre-work before they ever engage in a significant conversation with a representative from any company. And when they do finally begin that conversation, they will come loaded with information and expectations.
Matt Sunshine, on August 23, 2018
Did you know that your chances of making a sale go up a gazillion percent when the prospect actually asks to be contacted by you? Of course you knew that! So how do you make this happen?
Matt Sunshine, on June 25, 2018
This post was originally published on SalesHacker.com.
The weekly sales meeting — you know the one. The whole crew gets together for what amounts to an hour-long discussion around menial housekeeping items or which sales rep got a little closer to nailing a sale.
Certainly it’s important information in its own right. But, it’s not worthy of eating up an hour that could be better used securing leads. The substance of the old-school sales meeting, in essence, belongs in a weekly email.
Matt Sunshine, on May 28, 2018
It’s Memorial Day. A day to remember those who gave everything for us. For our country. For our freedom. Because of that, we’re able to celebrate with family, friends, and great food, as we kick off the summer season.
Matt Sunshine, on May 21, 2018
This post was originally published on Hubspot.
Despite its increasing irrelevance, the tired, old sales pitch still enjoys a large following. Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs.
Matt Sunshine, on April 26, 2018
This article was originally published on Sales & Marketing Management.
Matt Sunshine, on February 13, 2018
As a successful salesperson, you’ve probably spent years perfecting your strategy. But picture this: You’re going on three discovery calls a day, and suddenly there’s no follow-up, no next step, and no sale.
Matt Sunshine, on January 23, 2018
If you really want to develop new business with prospects—or even existing clients—try changing your conversation from WHY they should be buying your product to HOW they should use your products and all your other resources to meet their specific needs. (Of course, you have to know what those are, so plan and execute an engaging conversation to discover those needs.) Prospects don’t really want to talk about your product anyway—it’s boring to them.
Matt Sunshine, on January 16, 2018
After a workshop I was leading about earning a first appointment with prospects, one of the folks in attendance shared an incredible success story with me.
