José Santos

1,121 Flips | 4 Magazines | 1 Like | 11 Following | 130 Followers | @jfsantos67 | At the end of the day, I still believe that if I say and do the right things and deliver my promises, I can help you transform your organization.

How to 24X Your LinkedIn Post Views in a Single Day

If you’re not getting views on your LinkedIn posts, you’re losing business.How do I know that?80% of B2B leads come from LinkedIn.That means if your …

Marketing

Qualities Of A Brilliant Salesperson Who Actually Closes Deals.

I’ve spent the last ten years analyzing sales people and what separates the good, from the uninspiring, worn out, no good sales person that is toxic …

Want to Close 10x More Deals? Have More In-Person Meetings

You can't see eye-to-eye unless you're in the same room.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>There are fewer in-person meetings today than ever. Much like handwritten notes, in-person meetings have largely fallen out of popular use. Yet, just like handwritten notes, there is …

How to Use Storytelling to Sell Your Brand and Vision

People remember how you make them feel, not the information you give them.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>The reason why the Bible is the bestselling book every year is because it delivers its lessons as a series of stories. And if you don't want to use the Bible as an …

Business Strategy

6 Ways to Build Rapport With Clients and Colleagues

To make a real connection, show genuine interest and be your true self.<p>When working to make your business a success, you want to forge strong relationships both with the members of your team and the client you hope to do business with. But building rapport with new people doesn't come easy for …

14 International Accelerators Speak Out on the Top 4 Components for Startup Success

Accelerators have a vested interest in startups succeeding and a front-row seat for observing why they do and don't.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>If anyone could unravel the mystery of why some startups succeed and others fail, it would be the business accelerators. …

6 Things Smart People Do to Have Really Interesting Conversations

Hate small talk? Tired of the same old questions? These six approaches will make you that much more interesting.<p>Next time you go to a traditional 'networking' event, a cocktail party or dinner, do us all a favor: lose the elevator pitch. That approach is quickly losing relevancy in making authentic …

No One Wants to Do Business Over the Phone. Here's What You Should Do Instead

Phone calls are inefficient in most cases, with very few exceptions.<p>There are some topics that will always stir up controversy and kick off a great conversation at a dinner party. iPhone or Android? Sports, parenting, politics, and much more. Phone calls and whether they are necessary is yet …

3 Things Salespeople Should Listen For to Close More Deals

This is how you build a high-performing sales team.<p>Most salespeople don't receive proper training.<p>In most cases, a salesperson will walk in the first day and their manager will hand them a packet of materials--and inside will be their standard pitch. "Your job is to pick up the phone and use this …

TED Talks' 18-Minute Rule Sets the Perfect Length for a Sales Pitch. Here's Why

Research into 'cognitive load' proves that TED Talks have figured out the ideal length of a presentation<p>Your brain is an energy hog. It takes an enormous amount of energy to listen intently for a long period of time. One secret to keeping your audience glued to your pitch or presentation is to keep …

Harvard Study Says This Is How Long You Should Wait to Respond to a Customer

It won't take even five minutes to do this.<p>You're probably losing at least a good chunk of your sales because of this. And it's right under your nose.<p>Here's the scenario I'm talking about: A customer calls you, and you respond two hours later. You might think that's not too bad, but I'm telling …

Introducing C.A.R.E. – a simple framework for user onboarding

A well considered and well maintained onboarding funnel will grow your business. A leaky one could kill it.In software, when you think of …

Product Management

9 Reasons Why No One Wants to Open Your Marketing Emails

Even if you're selling the world's best product, you won't win customers if they don't open the email.<p>As email marketing continues to grow in popularity, there's little sign that marketers know what they're doing. Below are nine marketing emails I received in the past week, all of which make basic, …

10 Unexpected Psychological Tricks That Will Help You Make A Great Impression On Anyone You Meet

Making a great first impression is something that doesn't come easily to everyone. Sure, there are people out there who can confidently walk up, …

You're Thinking About Sales All Wrong

Selling is impossible if you don't understand the value you bring to the table.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Why is it that selling can be so easy for some people and so difficult for others?<p>The truth is, people that sell the best, the most statistically successful …

If You Can't Understand Why the Sale Fell Through It Was Probably One of These 5 Mistakes

You have to talk to the people who can write the check. Never assume they will read the proposal and get back to you.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Without realizing it, many salespeople confuse activity with progress. They stay busy but don't close much business. When …

The Hidden First Step of Negotiation? Don't Lose Your Sense of Humor.

Advertising Week President Mari Kim Novak explains how to fight for what is important to you.<p><i>In this series,</i> <i>Open Every Door</i><i>,</i> Entrepreneur <i>staff writer Nina Zipkin shares her conversations with leaders about understanding what you have to offer, navigating the obstacles that will block your path,</i> …

Want Potential Customers to Remember You? Try One of These 6 Unusual Sales Tactics

These six approaches to sales conversations can refresh your selling style and improve your customer relationships.<p>One of my favorite things about sales is that you don't need to go to school to learn how to stand out from your competitors. Don't get me wrong--business school has lots of uses and …

Why Sales Reps Spend So Little Time Selling

In January, I talked about the Time Management study we did that shows how little of salespeople’s time is spent in actual selling. Today, with the help of my colleague Gabe Larsen, I’d like to examine this study a little bit further.<p>Here is the bottom line: Sales reps are only spending one-third …

Time Management

This Sales Strategy Takes Courage, But It Will Immediately Make You More Trustworthy

Remove the risk so your prospect will say 'yes' to doing business with you.<p>In many ways, it's gotten much harder to build a reputable business in our modern world. Marketing hacks have stolen every good and honest word you could use to describe your product or service, rendering otherwise great …

Boost Your Sales Conversions With 1 Ridiculously Easy Method You Can Try Today | Inc.com

It's clear that we're moving rapidly towards an era of complete transparency in the business world. We can now see into the "windows" of companies through review sites and social media, and it seems like companies have nowhere to hide their scandals anymore (a big win for consumers, to be …

Marketing

What Really Drives Sales Growth and Repeat Business?

Hint: It's neither your prospects' ability to buy nor how great your product or service is.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Have you ever analyzed what really drives sales in your business? Most people tie their answer to marketing or new leads. Those can be drivers but …

Learn the key to targeting the "ideal" sales prospect | Sales blog

Filling Your Pipeline with the Right Kinds of Prospects<p>Part 1 of 3: Target the Right Suspects (January 22, 2018)<p><b>By David Yesford</b><p>“Too much rejection . …

Profit

How Artificial Intelligence Could Change the Future of Sales | Inc.com

The idea of artificial intelligence can be a bit scary. It may conjure up thoughts of science fiction stories, robots and futuristic gadgets. But the future is here, and artificial intelligence is already being used by many sales organizations - and making a huge impact.<p>Artificial intelligence is …

Artificial Intelligence

Get Those Quotas Moving (Upward!) in 2018! 5 Things Your Salespeople Can Do.

Fewer than half of salespeople make quota, on average. Here are some best practices for to help them hit their targets in the new year.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Whether they had a tremendous 2017 or a difficult one, sellers likely hit the re-set button with the …

How Do You Become a Great Salesperson? (Most People Forget to Do This 1 Thing) | Inc.com

Dale Carnegie framed it best: to become a great salesperson, you have to remember that people want to do business with people they like and respect. At the end of the day, while you may be selling to a customer, what you're really doing is looking to earn their trust. As Carnegie said, it's about …

Selling

What the future science of B2B sales growth looks like

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth.<p><b>B2B sales are on the verge of a revolution,</b> with a …

Cold Calling is Dead. Here's an Effective New Approach | Inc.com

Cold calling doesn't work because no one like to be on the receiving end. (and most likely, your sales reps hate it too). Are your sales reps cold calling hundreds of prospects a day without seeing much success? It's time to quit the old-school tactics.<p>Do you like being cold called? How often do …

eBooks

Want to Gain Customers' Trust? Try These 4 Communications Tips.

In one study, poor communication was the reason behind the failure of a third of all failed projects surveyed.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Business communication has much more importance than many people realize. In fact, a study by the Project Management Institute …

Proven Techniques for Building Rapport Over the Phone • AutoRaptor

<b>Utilize these techniques for building rapport over the phone to gain trust with your prospects and get them into the dealership</b><p>Salespeople in the …