Jared Baldwin

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How To Influence People And Sell More? Stop Pitching And Ask These Questions | Inc.com

I met Ali Mirza of Rose Garden Consulting, a sales consulting firm, for the first time a few months back after having spoken to him on the phone a couple of times.<p>We were both attending the same event and landed at the airport around the same time so we decided to share a cab and chat about sales …

Profit
Selling

How To Know If Reps Are Going On Dates Or Sales Meetings

Chris had just returned from a meeting with a potential client and shared the outcome with Pat, the CEO of the company: “We really hit it off great. Our meeting was supposed to last only twenty minutes, and we were still chatting after an hour. And… we agreed to get together again next week. Yay!” …

Note-Taking

The Top Four Tips for B2B salespeople

Image:Alec Baldwin in Glengarry Glen Ross (1992)<p>I have been reminded over recent weeks how important it is not to “sell” during B2B sales …

How to Create Your Perfect Sales "Script" - Sharí Alexander - Observe Connect Influence

Today I shall tell you a tale of relationships and sales…and our relationships with sales.<p>Emotions play a vital role in the sales process. <b>Knowing how</b> …

3 Questions Top Salespeople Always Ask Prospective Customers | Inc.com

Probably the most frustrating aspect of selling to businesses is waiting around, wondering what's going on. You've had a conversation and written up a sales proposal. You've been told they'll make a decision--one way or another--soon.<p>So, you wait. And wait. You consider sending a "nudge-o-gram" to …

Selling

7 Steps You Can Take Right Now To Start Selling More

First you have to get clear with yourself, then you turn your focus upon a customer or prospect to discover what they need and whether you can help.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>As a salesperson, there are only so many things you can control. You can’t control market …

Selling

The Golden Rule of Social Selling: Solve Your Customer’s Problem

The world of B2B selling is changing, fast. And if your team doesn’t keep up, you won’t just lose opportunities – you stand to lose your entire …

4 Ways to Nurture a Prospect Without the Dreaded “Just Checking In”

We’ve all been on the receiving end of the “just checking in” email. You know what I’m talking about.<p>“Hi Jon, just wanted to check in on… blah blah …

Marketing

The One Thing Sales Organizations Should Do To Increase Revenue In 2017

If you believe the research, only 55% of salespeople make quota. That means 45% of sales people don’t make their quota, and the reason is we’re flying blind. For years sales organizations have had to use quantitative metrics to determine if a sales person was effective. We’ve measured the number of …

Customer Service

Three Sales Metrics You Can't Afford To Ignore | Inc.com

You can't run your business without sales metrics, but measuring the wrong numbers or misinterpreting these numbers can be just as bad as not having any metrics at all.<p>For example, you might be getting thousands of visitors to your website per day, but no sales from that web traffic. Or you might …

Analytics

How the Best Salespeople Make Customers 'Fall in Love' | Inc.com

The English philosopher Bertrand Russell, in The Impact of Science on Society, states simply, "If you feel love, you have a motive for existence, a reason for action."<p>People want to fall in love. A good salesman should let them.<p>To explain what I mean by this, let me step backwards for a moment. The …

Love

Sales Is Not Easy - And Neither Is Finding Good Salespeople

Salespeople are the lifeblood of any good business. They provide the fuel that ignites the rocket ship of growth. Yet speak to any entrepreneur and they all seem to share a common challenge: finding, hiring and motivating great salespeople. It feels like a never-ending quest, one as frustrating as …

School Districts