Sales Secrets

Look, haven't we all thought about writing a book at some point in our lives? I know I have. Well, today you're going to learn how exactly to do that. Don Aslett, co-founder of Varsity Cleaning and author of over 40 books including a book called, "How to Write and Publish Your First Book" gives us the secrets to becoming a well-known and accomplished author. In This Episode You'll Learn: How to get your title write The importance of a a good editor Tricks to become a famous author Links and Resources Mentioned in This Episode: Chris Beall's LinkedIn The Sales Acceleration Facebook Group InsideSales.com

One of the most important metrics sales leaders need is the reason why they either won or lost. Sadly, most leaders don't have that metric and never will. In this episode, Spencer Dent, Co-Founder of ClozdInc talks about how the importance of finding the true reason companies don't win deals and how successful companies can do it. In This Episode You'll Learn: Why the win/loss analysis is so important What is the win/loss analysis in sales How should companies start to think about monitoring this metric to be successful Links and Resources Mentioned in This Episode: Clozdinc The Sales Acceleration Facebook Group InsideSales.com

Across organizations, at the end of the month, quarter or year, heroes are made as unachievable quotas are reached by closing last-minute deals. How can these big, quota-saving wins be costing millions? We analyzed 9.8 million sales opportunities and will present what we found along with strategies the best companies are using to solve this problem. In This Episode You'll Learn: How sales operations can help solve this “hockey stick effect” at the end of a period Proven strategies for solving this costly problem What companies can do to solve this problem in their organizations Links and Resources Mentioned in This Episode: Time-Based Closing Strategies: The High Cost of Procrastination The Sales Acceleration Facebook Group InsideSales.com

In 2015, PeopleLinx State of Social Selling report said 26% of respondents reported knowing how to do social selling. The answer is always "we need to train more" but that's a copout and you know it. 74% of people reported not knowing how to do social selling because it's too vague, it doesn't make sense, and it never will. Social Selling is dead. In This Episode You'll Learn: Why social selling is dead What can sales people to do win with social Data to confirm that a balanced approach is best Links and Resources Mentioned in This Episode: Evolution of Business Communication Report The Sales Acceleration Group InsideSales.com

Companies have to have a go-to-market strategy and a big part of that strategy is knowing who you are targeting and who you are not. Companies struggle to determine these important characteristics and then struggle to act accordingly by challenging and adding value to each and every customer interaction. In this episode, David Wallace from BayRidgeConsutlingGroup discusses optimal go-to-market strategies and how customers can start creating a successful one. In This Episode You'll Learn: Why it's important to have customers identify target customers How companies can start thinking about discovering their own target account profile How companies build go-to-market strategies to be successful Links and Resources Mentioned in This Episode: David Wallace LinkedIn The Sales Acceleration Group InsideSales.com

Mike Montague is the Director of content marketing, at Sandler Training, one of the world's most renown sales training organizations. Over the years, Mike has perfected the art of social selling and he has put his best practices in a book called, "LinkedIn the Sandler Way." The book outlines not only how to optimize your LInkedIn profile but also explains how to start using LinkedIn to make money. In This Episode You'll Learn: Using your LinkedIn profile to target a specific audience in a compelling way. Harnessing LinkedIn to create a powerful, self-updating contact list. Leveraging LinkedIn to generate warm referrals from your existing contact network. Using LinkedIn to support an efficient, time-sensitive prospecting and selling plan. Links and Resources Mentioned in This Episode: LinkedIn The Sandler Way The Sales Acceleration Group Gabe Larsen Facebook

Every sales person asks questions. We're trained that way. Some of us don't use the right tone and some of use odd questions but we all try our best. I sat down with Tim Wackel, a genius when it comes to mastering the art of sales and we discussed sales questions. Are you asking these questions on your sales calls? What are your goals? Do you have a budget? Who is involved in the decision-making process? What keeps you up at night? These standard questions don’t stimulate new thinking and ultimately make you sound like ‘the average rep’. Break the mold by learning to craft questions that ignite emotions, discover motivations and compel customers to act. In This Episode You'll Learn: Recognize and control the urge to pitch prematurely Use open questions to close more business Ask the “hard” questions in an “easy” way Develop your own library of over 50 high-impact questions Links and Resources Mentioned in This Episode: Free Training Offer from Tim InsideSales.com Research The Sales Acceleration Group Gabe

Coaching is obviously an important part of what sales leadership do but not everybody knows how to do it effectively. In this episode, Donald Kelly, the Sales Evangelist, discusses why leaders should coach and how they do it the right way. In This Episode You'll Learn: Lies sales leader tell themselves about coaching How to coach effectively Mistake we all have made coaching Formatting your coaching sessions Measuring your sales coaching success Links and Resources Mentioned in This Episode: The Sales Evangelist The Sales Acceleration Group Gabe Larsen Facebook

Life gets busy and life gets hard but that doesn't mean we should skip out on vacations. Everybody needs a little R&R but when times get tough vacations are the first thing to go. In this episode, Marco Aguilar, CEO of the Power of Vacations talks about why Americans don't take vacations, the negative effects that has, and why sales people should prioritize time off. In This Episode You'll Learn: The power and purpose of taking vacations Alarming statistics about Americans and vacations Why you should use vacation time Links and Resources Mentioned in This Episode: The Power of Vacations Website The Sales Acceleration Group Gabe Larsen Facebook

"Your net worth is directly correlated with your network" says Demarr Zimmerman, a self-proclaimed keep in touch strategist. Demarr has spent the last thirteen years helping companies use hand written notes and gifts to get in contact with hard-to-reach prospects and grow relationships with customers. In this episode, Demarr discusses why keep in touch strategies are important and how sales people can begin to execute them. In This Episode You'll Learn: Why hand written notes and gifts are an important part of sales and marketing What is gifting in an account-based sales process How sales reps are winning use hand written notes and gifts in the sales process Links and Resources Mentioned in This Episode: Send a Free Gift at AcceleratorCards.com Send a Free Card at AcceleratorCards.com

How cool would it be to work at LinkedIn? Can you imagine the access to the data they have? LinkedIn is the most powerful social network on the planet and it's the best lead source there is for sales reps. In this episode, Brain Frank, head of global sales operations at LinkedIn shares some of LinkedIn secrets of how they sell using data. In This Episode You'll Learn: LinkedIn's social selling process The depth and breadth of the LinkedIn network The benefit of selling using social Links and Resources Mentioned in This Episode: InsideSales.com Research The Sales Acceleration Group Gabe Larsen Facebook

People keep telling me that an account-based strategy is not fishing with nets but it's fishing with spears and they say it with this weird smirk on their face like I'm supposed to understand that analogy. Fishing with nets and spears? I think I've seen some pictures from the Bible of people fishing with nets and I'm pretty sure I caught some spear fishing in the Disney movie Moana but besides that, I have no clue what they're talking about. My usual response to this odd analogy is, "why the hell would I fish with nets or spears when I could fish with dynamite?" In this episode, we break down what is account-based even mean and why you should start fishing with dynamite rather than spears. In This Episode You'll Learn: What is an account-based strategy Why the typical analogy of fishing with spears in sales doesn't make any sense How fishing with dynamite aligns with an account-based strategy Links and Resources Mentioned in This Episode: LinkedIn Post InsideSales.com Research The Sales Accelerat

Every sales rep has conversations, but not every sales rep knows how to have conversations. In this episode, Chris Orlob, Director of Product Marketing at Gong.io, explains what he discovered with his team analyzing over 250,000 sales conversations. In This Episode You'll Learn: Reps can win more by increasing prospect talk time by 11% on discovery calls Keep company overview to two minutes or less to increase win rates The importance of listening for competitors mentions early How and why to use risk reversal language How pushing for 3-4 price mentions increase win rates Links and Resources Mentioned in This Episode: Gong.io Research InsideSales.com Research The Sales Acceleration Group Gabe Larsen Facebook

Imagine with me for a minute, it's the end of your month or quarter and so you want to make sure you give it your all so you tell your sales team to come in Saturday and Sunday. Have you ever done that? I know I have but it is the right thing to do? In this episode, Gabe Larsen, Head of InsideSales Labs discusses research on the closing deals on the weekend compared to weekdays. In This Episode You'll Learn: The win rate is 73% higher on weekdays than weekends Deal size on weekdays is 83% higher than it is on weekends. Tuesday is the best day to close a deal Links and Resources Mentioned in This Episode: LinkedIn Post The Sales Acceleration Group Gabe Larsen Facebook

A cadence is a sequence of activities that increases contact and qualification rates. In the past there has been four key pillars of a cadence but in an account-based model if you're not using the 5th pillar you've in a bad place. Gifting or sending direct mailers is the 5th pillar and it's a key aspect to winning in an account-based model. In this episode, Braydan Young, co-founder of Sendoso, talks about the idea of gifting and what companies should be thinking about to run this play successfully in an account-based sales approach. In This Episode You'll Learn: What is the idea of gifting or sending direct mailers as part of the sales process What are some of the best gifting ideas in sales and how can you use them Where should you use gifts in the sales process Links and Resources Mentioned in This Episode: Sendoso.com Braydan's LinkedIn The Sales Acceleration Group Gabe Larsen Facebook

Every organization struggles with training and on boarding. In this episode, Lauren Bailey, president and founder of Factor8, talks about her three tips to turn inside sales organizations to rockstars. In This Episode You'll Learn: The importance of cutting your training time in half Making sure your training is custom to your situation Using call recordings as game film Links and Resources Mentioned in This Episode: Factor8 Youtube Channel Lauren's LinkedIn The Sales Acceleration Group Gabe Larsen Facebook

Wow, there is a lot of hype around AI? Am I right or am I wrong? I'm afraid I'm right. But, there is good reason for it. In 2016, there were 40 acquisitions of companies working to advance artificial intelligence1 and the AI market was worth $644 million2. In 2017, the market value of AI is expected to double and then grow exponentially until it reaches $38.6 billion less than ten years from now3. Inc. Magazine called 20174 the “year of AI” and most every major brand has begun fighting to enter the space. Consumer-driven companies like Google have led the charge with over 11 acquisitions in the AI category to date while business-driven companies like Salesforce, who joined the race late, have quickly begun catching up by acquiring two AI based companies in the last year[5]. AI is here to stay and it’s not just changing the market, it’s shaping the way we live and work. In this episode, Gabe Larsen, Director of InsideSales Labs discusses the InsideSales.com research report called the State of AI. The report ex

Every organization has a structure but not many organizations know what structure is optimal to maximize revenue with their unique situation. In this episode, Dan Perry, principal at SBI, discusses research and his learnings regarding optimal organization structures. In This Episode You'll Learn: The Seven Organizational Design Models Designing an Org Model for Your Business Emerging Best Practices on Inside Sales Org Models Links and Resources Mentioned in This Episode: Sales Benchmark Index InsideSales.com Sales Acceleration Facebook Group Gabe Larsen on Facebook

In sales you never really know if you're a leader or a follower. Often we want to please everyone which ends up pleasing no one. Yes isn't always the answer. In this episode, Brad Childress, sales expert, discusses how to move from being a sales concierge to a sales leader. In This Episode You'll Learn: Don't believe the current thinking that the customer is 67% through their buying process when they engage Trade, Don't Give Win or Lose Early Don't confuse "Like" with "Preference" Commit to the "Sales Bill of Rights"

Let's talk tools for a minute. I'm not talking about the usual. I know you know those just like I do. I go to a lot of the same events you do and I hear the same message from the same vendor so let's skip the usual and go to something else. I want to talk about random tools. Ones you've never heard of. In fact, that's probably my goal, if by the end of this rant you say to yourself that you've not heard of at least of of these tools then I've done my job. Let's dive in. In This Episode You'll Learn: Sendoso.com KZOInnovations.com LetterFriend.com FaxPipe.com