Sales Prospecting Techniques that Work in the 21st Century Sales Prospecting Techniques are written about all the time - unfortunately most of what's said is either outdated or simply wrong. Here is an example of what one famous sales trainer recently wrote, "When I am working with my coaching clients I find that a lack of consistent ...
Category Archives: Online Sales Training
Win a Flip Camera Sales Contest
Win a Flip Camera by sharing your best sales story, prospecting technique or sales method.
Sales Coaching Newsletter & Tips
If you've spent time here you know the quality of information available and the many salespeople, entrepreneurs and businesses that have been helped by Breakout Selling. However only a small part of the availible videos, newsletters and selling tips are available to the public. Want more? Want to find out the strategies and ...
Membership in Breakout Selling
Having a coach and a mentor is what successful people have in all walks of life - athletes, entrepreneurs, and sales people. Coaching helps people get unstuck and moving forward. Imagine having a coach 24x7 online all the time ready to help. How would that impact your business? Coaching helps people get unstuck, stay motivated and achieve ...
Emotional Triggers for Selling
Emotional triggers are really important in selling. When used the right way, they can be extremely effective. People make decisions based on emotion, not logic. Of course buyers have logical sounding reasons for their decisions. We justify with logic but buy on emotion. This goes for any market. A lot of salespeople make the mistake of ...
Motivation is the Key
When it comes to selling, being motivated is key. Without it, you'll never become successful. Selling has a lot of challenges. Whether its deal that goes south or a customer that just can't seem to be made happy, unless you have significant drive you simply won't push through. Lack of motivation is one of the biggest reasons ...
Lapdances are Not Expensible
Last night at dinner a co-worker asked me if I would “do it again?” Would I leave the comfort of a salaried management position to go into sales if I could get a mulligan (free do over)? The question came up as we were swapping war stories and thinking out the ...
How to Avoid Distraction and Prevent Interruption – Top Tips
Many salespeople work from home offices. There are a lot of advantages to working from home. However to be successful a person needs discipline and structure. It is easy to become distracted when you’re working from home. True, you don’t have your coworkers talking about last night’s Dancing with the Stars or showing you photos of ...
Selling Against the Goal
“Job Title: Sales Rep. Job Responsibilities: Generate Leads. Close Sales. How to Get the Job Done: It’s up to you, my friend.” This is how the book starts and isn’t it TRUE. No-one tells us how and the real help we get as out-in-the-field salespeople is minimal. Few companies are good at generating leads! Most books written on the topic are for management (Lead Generation for the Complex Sale, for example, is a great book, but not for the grunt on-the-ground like me). Other books just rehash cold calling techniques that simply don’t work in this overworked, too busy, voice mail and email business environment.
Selling to Big Companies
There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Few books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This book, coupled with “Selling Against the Goal” has replaced 90% of my selling library and is an indispensable read.