by Jill Harrington | Aug 24, 2016 | Sales Effectiveness, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may not believe the words of sales and...
by Jill Harrington | Aug 24, 2016 | Sales Effectiveness, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT The ability to listen is an essential sales skill. We all know this. We also know that sales people aren’t necessarily seen as the best listeners. And yet HOW you listen is what uncovers the deal-winning data that...
by Jill Harrington | Jul 27, 2016 | SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Many sales leaders are advocates of the precept “start high in the client’s decision making ranks because it’s easier to get shuffled down than up.” But this is only smart advice if you have something of relevant...
by Jill Harrington | Jul 27, 2016 | SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Here’s a brutal truth. Just because a person or a company has a need does NOT mean they have any intention of buying from you… or from anybody else for that matter. Almost ¼ of all sales opportunities go into the...
by Jill Harrington | Jul 13, 2016 | Sales Success, SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Guess what? By 2017 it is predicted that over 130 billion emails will be sent for business purposes DAILY. Yep, your sales message will be one of 130 billion. And when you consider that some decision makers receive...
by Jill Harrington | Jul 13, 2016 | SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Sales people seem to think that sales experts have all of the answers to their big hairy sales questions. I wish! Or they look for answers on social media. Frankly I’m appalled at some of the really bad advice being...
by Jill Harrington | Jun 29, 2016 | SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] TRANSCRIPT Here’s a scary statistic from the world of selling. Depending on the study you read … only 11 to 16% of all sales people ask “WHY?” after they win a new deal. Yet knowing why buyers choose you over and above your...
by Jill Harrington | Jun 29, 2016 | SalesSHIFT Blog, Tips & Tools, Two-Minute Sales Tips Video Series, Videos
[su_spacer size=”25″] Don’t miss the next video in this series: Why Sales People Win. TRANSCRIPT Sales people, get out of your own head! [ctt tweet=”Get out of your own head for stronger sales results!” coverup=”4uZvw”]...
by Jill Harrington | Jun 15, 2016 | Sales Challenges, Sales Effectiveness, Sales Success
Kevin had been bidding on a large enterprise account’s business for years. He believed the annual investment of time, resources and thousands of dollars was worthwhile because a win would be worth millions to his company. But he had yet to gain a sliver of the very...
by Jill Harrington | Apr 27, 2016 | Sales Effectiveness, Sales Success, Tips & Tools
I get to read a lot of prospecting messages. From different sellers, with varying levels of experience. And from a wide range of industries. These messages land directly in my inbox; or are brought to class by trainees seeking peer and expert feedback. Despite the...