Daily Sales Tips
Episodes
681: Closed Won Review
30 Nov 2020
Contributed by Lukas
"Think about how you can go deeper into these sources and these strengths in your deals to win more next year." - Scott Ingram in today's Tip 681 Why ...
680: The Key Sales Success Principle - Justin Leigh
29 Nov 2020
Contributed by Lukas
"If we see everything around us as conspiring to either help us succeed or make us stronger so that in the future we succeed, that is the psychology f...
679: Targeting Growability - Jeff Bajorek
28 Nov 2020
Contributed by Lukas
"Start to plot where you should be spending your time and where you should be careful about how you spend your time." - Jeff Bajorek in today's Tip 67...
678: Use Games to Motivate Your Sales Activity - Darcy Smyth
27 Nov 2020
Contributed by Lukas
"Make sales fun." - Darcy Smyth in today's Tip 678 Do you use games to motivate your sales activity? Join the conversation at DailySales.Tips/678 an...
677: Grateful for the Opportunity
26 Nov 2020
Contributed by Lukas
"Today is Thanksgiving in the US and I just want to say that I'm grateful for you and the opportunity to share these tips and ideas with you." - Scott...
676: Re-Use Your Best Moments - Lisa Cummings
25 Nov 2020
Contributed by Lukas
"One of the most underutilized things you can do to feel like you're being really productive in your selling efforts is to reuse your best moments." -...
675: Using Compelling Events to Close Deals
24 Nov 2020
Contributed by Lukas
"It's also really important to note that the end of your quarter or the end of your year is NOT a compelling event for your future customer." - Scott ...
674: What is BQ? - Mary Grothe
23 Nov 2020
Contributed by Lukas
"A rep with strong and high BQ is able to take the information that enters their mind throughout the day and separate the facts from the stories that ...
673: Roadblocks to Effective Selling - Ike Krieger
22 Nov 2020
Contributed by Lukas
"Know your outcome and state that outcome in the positive." - Ike Krieger in today's Tip 673 Do you have no clear outcome when you sell? Join the conv...
672: Don't Push Me, Show Me - Jeff Bajorek
21 Nov 2020
Contributed by Lukas
"The adrenaline rush of having that other rep or those other reps, nipping at your heels gets you out of bed every morning." - Jeff Bajorek in today's...
671: How to sell your features 10X better with just your voice - Mor Assouline
20 Nov 2020
Contributed by Lukas
"It's really important that you pause in between important features on your sales demos." - Mor Assouline in today's Tip 671 How about you? How do you...
670: The Obstacle is the Way - Millie Gulley
19 Nov 2020
Contributed by Lukas
"I want to be like my best self, from professional life to personal life." - Millie Gulley in today's Tip 670 How about you? How do you handle the obs...
669: Never be Afraid to Ask Questions - Veronica McGibney
18 Nov 2020
Contributed by Lukas
"Never be afraid to ask questions." - Veronica McGibney in today's Tip 669 How about you? Do you afraid to ask questions? Join the conversation at Dai...
668: Prospecting on LinkedIn - Millie Gulley
17 Nov 2020
Contributed by Lukas
"LinkedIn is just such a great way to build rapport and build a relationship." - Millie Gulley in today's Tip 668 Are you personalizing your LinkedIn ...
667: Year End Perspective - Mark Schenkius
16 Nov 2020
Contributed by Lukas
"The one who's under the most pressure loses the negotiation because they are more likely to give in." - Mark Schenkius in today's Tip 667 Do you feel...
666: Product Limits and Workarounds - Anthony Coundouris
15 Nov 2020
Contributed by Lukas
"Limits improve a customer's expectation of what a product or service does and doesn't do." - Anthony Coundouris in today's Tip 666 Do you naming limi...
665: Results Drive Process - Jeff Bajorek
14 Nov 2020
Contributed by Lukas
"Talk to people who have been successful in the past." - Jeff Bajorek in today's Tip 665 How do you know what that process is supposed to look like? J...
664: A New Take on Setting Expectations - Christine Rogers
13 Nov 2020
Contributed by Lukas
"Starting off with what they hope to get out of it might be an interesting take on something we probably all been doing for years." - Christine Rogers...
663: LinkedIn Tips for NISC
12 Nov 2020
Contributed by Lukas
"I've just learned that I love speaking to college students. They ask great questions. Their excitement and desire to learn and grow is infectious. Ho...
662: Asking Tough Questions - Beau Brooks
11 Nov 2020
Contributed by Lukas
"Listening will create that empathy, that empathy allows you to get vulnerable with that buyer. And when you get vulnerable, you create an advantage t...
661: The Voicemail That Gets a 70% Callback Rate - Marcus Chan
10 Nov 2020
Contributed by Lukas
"Do as consistently for every single call, the exactly verbatim, how I said, and the tone you will get more calls back than you ever gotten before." -...
660: The Expanding Role of Video in Sales in 2021 - Tyler Lessard
09 Nov 2020
Contributed by Lukas
"Some of the things that we see that have been key to success here are being in that mindset of video and prospecting is about opening a door and gett...
659: Thin-Slicing Customer Profiles - Anthony Coundouris
08 Nov 2020
Contributed by Lukas
"When you're creating a sales process, you need to have a clear picture of who you serve." - Anthony Coundouris in today's Tip 659 How about you? Do y...
658: Seven Questions That Lead to Better Results - Jeff Bajorek
07 Nov 2020
Contributed by Lukas
"Ask questions about how they can help you accomplish something that is important to both of you." - Jeff Bajorek in today's Tip 658 How do you lead t...
657: MEDDPICC Series (Competition) - David Weiss
06 Nov 2020
Contributed by Lukas
"So learn your competition, build competitive sides, and stances against them." - David Weiss in today's Tip 657 How about you? Do you know what makes...
656: Do the Right Thing - Janae Dandridge
05 Nov 2020
Contributed by Lukas
"If you do the right thing for the company you work for, everything will fall into place and you will be successful." - Janae Dandridge in today's Tip...
655: MEDDPICC Series (Champion) - David Weiss
04 Nov 2020
Contributed by Lukas
"If you don't have a champion, try and find one." - David Weiss in today's Tip 655 Have you found your champion? Join the conversation at DailySales.T...
654: Ditch the Script & Be Yourself - Janae Dandridge
03 Nov 2020
Contributed by Lukas
"Forget the script. Just be yourself. Have a conversation, talk to people, ask questions, but also seek out opportunities where you can be more involv...
653: MEDDPICC Series (Identify Pain) - David Weiss
02 Nov 2020
Contributed by Lukas
"My tip for you on identifying pain is to understand the mind of your buyer." - David Weiss in today's Tip 653 How do you identify pain? Join the conv...
652: Recommit
01 Nov 2020
Contributed by Lukas
"Get your head in the right space to allow you to perform and be the best version of yourself" - Scott Ingram in today's Tip 652 How are you doing rig...
651: Women in Sales Month - Jeff Bajorek
31 Oct 2020
Contributed by Lukas
"Thank you to all the other women that I've ever sold next to against, or even in the same circle because you make our profession better." - Jeff Bajo...
650: MEDDPICC Series (Paper Process) - David Weiss
30 Oct 2020
Contributed by Lukas
"Do not negotiate alone. Even if you can make all the decisions, pretend that you can't." - David Weiss in today's Tip 650 How about you? Why Paper Pr...
649: Always Be Guiding - Jeroen Corthout
29 Oct 2020
Contributed by Lukas
"Always start with listening to the customer and try to see whether you can help them get what they want." - Jeroen Corthout in today's Tip 649 How do...
648: MEDDPICC Series (Decision Criteria) - David Weiss
28 Oct 2020
Contributed by Lukas
"Your job is to understand their decision criteria." - David Weiss in today's Tip 648 How about you? Do you understand your customer decision criteria...
647: Authentic Prospecting - Jason Cutter
27 Oct 2020
Contributed by Lukas
"Always remember to be yourself, be human." - Jason Cutter in today's Tip 647 How do you being authentic in your prospecting? Join the conversation at...
646: MEDDPICC Series (Decision Process) - David Weiss
26 Oct 2020
Contributed by Lukas
"If you don't have a mutual action plan template, built out. Make sure you build one and it should be a co-creation between you and your customer." - ...
645: Just a Person in Sales (song) - Shannon Selis
25 Oct 2020
Contributed by Lukas
"Getting rejected is a skill, but I'll keep calling you until you can see I'm just a person in sales." - Shannon Selis in today's Tip 645 Did you like...
644: Don't Invent Conspiracy Theories - Jeff Bajorek
24 Oct 2020
Contributed by Lukas
"The more truthful you are with yourself and with leadership, the better your forecast will be" - Jeff Bajorek in today's Tip 644 How about you? Do yo...
643: MEDDPICC Series (Economic Buyer) - David Weiss
23 Oct 2020
Contributed by Lukas
"It is okay to get kicked down, but when you get kicked down, make a deal with your economic buyer." - David Weiss in today's Tip 643 How do you make ...
642: Persistence is Polite - Derek Sivers
22 Oct 2020
Contributed by Lukas
"If you don't keep trying, you're a loser." - Derek Sivers in today's Tip 642 Which one was rude and which one was polite? Join the conversation at Da...
641: MEDDPICC Series (Metrics) - David Weiss
21 Oct 2020
Contributed by Lukas
"If you haven't listed out every metric that your business improves, do that. Then find customer stories with realistic improvements." - David Weiss i...
640: Obsessive Improvement
20 Oct 2020
Contributed by Lukas
"Even if you're at the top and performing well, you know that you can still improve." - Scott Ingram in today's Tip 640 Do you focus on obsessive impr...
639: MEDDPICC Series Kickoff - David Weiss
19 Oct 2020
Contributed by Lukas
"MEDDPICC for me has had such a tremendous impact." - David Weiss in today's Tip 639 How MEDDPICC helps you? Join the conversation at DailySales.Tips/...
638: Strategic Conversation Kick Starter - Warwick Brown
18 Oct 2020
Contributed by Lukas
"Let them know you want an hour of their time to find out where they're focused because you want to make sure your solution is optimized to give them ...
637: Give Yourself Homework - Jeff Bajorek
17 Oct 2020
Contributed by Lukas
"Give yourself some homework, listen, and look for opportunities to do more things." - Jeff Bajorek in today's Tip 637 Did you give yourself homework?...
636: Top 5 Tips from the Last 5 Months: #1
16 Oct 2020
Contributed by Lukas
You're listening to the Daily Sales Tips podcast and I'm your host, Scott Ingram. This week during the Sales Success Summit on Monday and Tuesday and ...
635: Top 5 Tips from the Last 5 Months: #2
15 Oct 2020
Contributed by Lukas
You're listening to the Daily Sales Tips podcast and I'm your host, Scott Ingram. This week during the Sales Success Summit on Monday and Tuesday and ...
634: Top 5 Tips from the Last 5 Months: #3
14 Oct 2020
Contributed by Lukas
You're listening to the Daily Sales Tips podcast and I'm your host, Scott Ingram. This week during the Sales Success Summit on Monday and Tuesday and ...
633: Top 5 Tips from the Last 5 Months: #4
13 Oct 2020
Contributed by Lukas
You're listening to the Daily Sales Tips podcast and I'm your host, Scott Ingram. This week during the Sales Success Summit on Monday and Tuesday and ...
632: Top 5 Tips from the Last 5 Months: #5
12 Oct 2020
Contributed by Lukas
You're listening to the Daily Sales Tips podcast and I'm your host, Scott Ingram. This week during the Sales Success Summit on Monday and Tuesday and ...
631: Focus & Be All In!
11 Oct 2020
Contributed by Lukas
You have to focus on focusing" - Scott Ingram in today's Tip 631 How do you focus? Join the conversation at DailySales.Tips/631 and see you at the Sum...
630: What's Really Important - Jeff Bajorek
10 Oct 2020
Contributed by Lukas
"Take a few minutes and really refamiliarize yourself with the business activities that are going to really make the biggest impact. " - Jeff Bajorek ...
629: Why Buyers Behave The Way They Do (Part 5 - Strategic) - Mark Schenkius
09 Oct 2020
Contributed by Lukas
"A word of caution is that most companies don't have a lot of items in the strategic category. If they would, they would have run into serious issues ...
628: Focus on the Work to Make the Results Follow - Jeroen Corthout
08 Oct 2020
Contributed by Lukas
"Focus on building habits instead of visualizing a lofty goal." - Jeroen Corthout in today's Tip 628 How do you focus on your work? Join the convers...
627: Sell Yourself - Amanda Peer
07 Oct 2020
Contributed by Lukas
"Don't let any situation or person de-value your worth and confidence in sales is one of the most underrated qualities or things that you need to poss...
626: Believe and You Will Achieve - Andy Jaffke
06 Oct 2020
Contributed by Lukas
"We become what we think and if you don't believe that you can achieve something, if you don't believe that you can win a race, you will never win it....
625: Sales Leadership Tips (Part 3 of 3) - David Weiss
05 Oct 2020
Contributed by Lukas
"If you show up that way and align the leadership style to what the person needs in that task, in that moment, you will have tremendous success." - Da...
624: Creative Prospecting, Selling in the Virtual World and 2021 SKO Planning
04 Oct 2020
Contributed by Lukas
"I'm looking forward to a crazy productive week in service to the sales community. I hope you have a great week as well." - Scott Ingram in today's Ti...
623: Personal Brand or Following? - Jeff Bajorek
03 Oct 2020
Contributed by Lukas
"Whether you want to or not make sure it's something that you like, make sure it's something that you feel reflects your capabilities, your talents, a...
622: Why Buyers Behave The Way They Do (Part 4 - Bottleneck Items) - Mark Schenkius
02 Oct 2020
Contributed by Lukas
"Don't listen to what a buyer tells you. Instead, look for your own facts by making a list of who your real competitors are." - Mark Schenkius in toda...
621: Recalibrate Your Why - Ian Koniak
01 Oct 2020
Contributed by Lukas
"Knowing your "Why" and having a personal mission statement are really important." - Ian Koniak in today's Tip 621 Do you know your "Why?" Join the co...
620: Focusing on Client Success = Sales Success - Ian Koniak
30 Sep 2020
Contributed by Lukas
"Focus on being of service to other people in your life, be it personal, be of service to your family or mentees that you take on." - Ian Koniak in to...
619: Quarter End & The "Expiring Discount" - Todd Caponi
29 Sep 2020
Contributed by Lukas
"Your customers are more driven to get things done on your behalf when they understand your business and they understand you personally." - Todd Capon...
618: Sales Leadership Tips (Part 2 of 3) - David Weiss
28 Sep 2020
Contributed by Lukas
"There is no one size fits all, understand your folks' strengths. And when you ask them to do something, have a collaborative conversation with them a...
617: Sunday Prep - Kendra Warlow
27 Sep 2020
Contributed by Lukas
"Sit down and get yourself ahead of everybody else for the upcoming week." - Kendra Warlow in today's Tip 617 How do you prepare for the week? Join th...
616: Keep Moving Forward - Jeff Bajorek
26 Sep 2020
Contributed by Lukas
"There is so much success to be had on the other side if you just keep going." - Jeff Bajorek in today's Tip 616 Join the conversation at DailySales.T...
615: Why Buyers Behave The Way They Do (Part 3 - Leverage) - Mark Schenkius
25 Sep 2020
Contributed by Lukas
"Be creative in what you can do since it is never an easy step to take. It might require a significant change in your proposition." - Mark Schenkius i...
614: How to Conduct the Right Sales Conversation - Scott Roy
24 Sep 2020
Contributed by Lukas
"Take the time to really listen to your customer, dig deeply into the problems they have. Estimate the cost of the problem and ask the critical questi...
613: From the Boston Celtics to Hubspot (Sales Expands Your Horizons) - Jonathan Greenberg
23 Sep 2020
Contributed by Lukas
"Sales is one of the toughest jobs. If you can do that, you open up a lot of doors." - Jonathan Greenberg in today's Tip 613 How about you? What's you...
612: How to Engage Discouraged Reps - Mintis Hankerson
22 Sep 2020
Contributed by Lukas
"As a manager, it's our job to help define their strength and help them find a purpose for the team and use that to get them motivated." - Mintis Hank...
611: Sales Leadership Tips (Part 1 of 3) - David Weiss
21 Sep 2020
Contributed by Lukas
"Your people don't work for you. You work for your people." - David Weiss in today's Tip 611 Do you have sales leadership tips? Join the conversation ...
610: Gamify Your Internal Teams to Increase Revenue - Milovan Milosevic
20 Sep 2020
Contributed by Lukas
"Creating a system or a creating basically a game within the organization, depending on how you set up with your teams to optimize the efficiency leve...
609: Are You Afraid to Sell? - Jeff Bajorek
19 Sep 2020
Contributed by Lukas
"We need to build a little more trust. We need to let them know that we're thinking of them in their best interests. We need to maybe guide them towar...
608: Why Buyers Behave The Way They Do (Part 2 - Routine Items) - Mark Schenkius
18 Sep 2020
Contributed by Lukas
"The more you integrate your business with that of a customer, the more difficult it will be for them to step out." - Mark Schenkius in today's Tip 60...
607: More Inclusive Sales Training - Mintis Hankerson
17 Sep 2020
Contributed by Lukas
"Make remote training inclusive of multiple learning styles." - Mintis Hankerson in today's Tip 607 Do you do inclusive sales training? Join the conve...
606: Learn From Your Mistakes & Prepare - David Schwartz
16 Sep 2020
Contributed by Lukas
"What I learned from all that was it's okay to make mistakes, but you got to take something away." - David Schwartz in today's Tip 606 Do you learn fr...
605: Controlling What You Can Control - David Schwartz
15 Sep 2020
Contributed by Lukas
"The biggest part of that dartboard, that's everything you can't control." - David Schwartz in today's Tip 605 How about you? Do you control what you ...
604: How to work with your SDRs - David Weiss
14 Sep 2020
Contributed by Lukas
"I see an SDR relationship as it's me and them against an account, and we are a team working together." - David Weiss in today's Tip 604 How do you wo...
603: Sales Creativity Wins The Day!
13 Sep 2020
Contributed by Lukas
"You might get inspired by examples and the stories of plays other people have run, but it's up to you to find your own way through." - Scott Ingram i...
602: Routines in the Functional Fourth Quarter - Jeff Bajorek
12 Sep 2020
Contributed by Lukas
"I want you to take the best and I want you to put them into play. And I want you to take the worst and I want you to try to forget about them." - Jef...
601: Why Buyers Behave The Way They Do (Kraljic Matrix Series Part 1) - Mark Schenkius
11 Sep 2020
Contributed by Lukas
"Help you understand why buyers behave the way they do and how this helps you as a sales professional." - Mark Schenkius in today's Tip 601 Why buyers...
600: Using Video For Your Sales Proposals - Todd Caponi
10 Sep 2020
Contributed by Lukas
"Add personality to your proposal and send it so that the client can digest it on their time schedule." - Todd Caponi in today's Tip 600 Are you using...
599: Crossing Arms - Susan Ibitz
09 Sep 2020
Contributed by Lukas
"When you are going to cross your arms or you see somebody crossing their arms, pay attention what is the context" - Susan Ibitz in today's Tip 599 Do...
598: Climbing Mega Deal Mountain - Evan Kelsay and Jamal Reimer
08 Sep 2020
Contributed by Lukas
"If you're going to climb a mountain, there are multiple ways to do it." - Evan Kelsay and Jamal Reimer in today's Tip 598 How about you? Do you have ...
597: Labor Day - Let the Work Begin
07 Sep 2020
Contributed by Lukas
"Adopt the right mindset and start your acceleration and drive towards a finish that you can be proud of." - Scott Ingram in today's Tip 597 Happy Lab...
596: It Should Not Be About You - Evan Knox
06 Sep 2020
Contributed by Lukas
"Your marketing shouldn't make you the hero. It should ultimately position you as the guide." - Evan Knox in today's Tip 596 How about you? Is your ma...
595: Sales Has Not Changed - Jeff Bajorek
05 Sep 2020
Contributed by Lukas
"Remember the results that you create for your clients and go get that job done." - Jeff Bajorek in today's Tip 595 Do you still have a solution to yo...
594: Your Prospect's Greatest Fear - Jason Cutter
04 Sep 2020
Contributed by Lukas
"Always remember to help them feel safe. And when you do, they will follow your lead." - Jason Cutter in today's Tip 594 How about you? Do you know yo...
593: Honest and Sincere Appreciation - Kendra Warlow
03 Sep 2020
Contributed by Lukas
"Take time for yourself and put yourself in your prospect's shoes." - Kendra Warlow in today's Tip 593 Are you being honest and have a sincere appreci...
592: Getting to the Top is a Journey - Ivana Zivkovic Meesters
02 Sep 2020
Contributed by Lukas
"The chances of success are much better if you're focused on the small things." - Ivana Zivkovic Meesters in today's Tip 592 How about you? What are y...
591: Measure Prospect Engagement - Mintis Hankerson
01 Sep 2020
Contributed by Lukas
"If you can pull a forecast of your deals based-off of engagement recently had calls that both the rep and the prospect had together, that is the best...
590: Why Your Sales Proposal is Letting You Down - Steve Findley
31 Aug 2020
Contributed by Lukas
"A beautiful proposal with video in the right places can help yourself and create a great impression throughout your target organization." - Steve Fin...
589: 30 60 90 - Mike Simmons
30 Aug 2020
Contributed by Lukas
"Try to deliver those things as soon as possible." - Mike Simmons in today's Tip 589 How about you? Do you have a 30, 60, 90 plan? Join the conversati...
588: Get a Win - Jeff Bajorek
29 Aug 2020
Contributed by Lukas
"Getting a little win leads to a bigger win" - Jeff Bajorek in today's Tip 588 How about you? What do you do to feel like success again? Join the conv...
587: Be Extra Personal When Selling Remotely - Jeroen Corthout
28 Aug 2020
Contributed by Lukas
"What's amazing about remote selling is that you can all do it from one place." - Jeroen Corthout in today's Tip 587 How can you be extra personable w...
586: Mute Button Magic - Nick Cegelski
27 Aug 2020
Contributed by Lukas
"Have a good conversation and seek first to understand before you need to be understood." - Nick Cegelski in today's Tip 586 How about you? Are you us...
585: Digging for the Carrot (The Power of Open Ended Questions) - Malvina EL-Sayegh
26 Aug 2020
Contributed by Lukas
"Open-ended questions are very powerful tool when it comes to dealing with our customers. We want to listen and we want them to do the talking." - Mal...
584: Looking for a few good Sales Interns
25 Aug 2020
Contributed by Lukas
"The perfect candidate is somebody who's really driven and looking to break into sales, or it could be somebody that's between roles who's looking to ...
583: Accelerate Your Sales Process with SMS - Sean Whitley
24 Aug 2020
Contributed by Lukas
"As long as you understand those needs and expectations for your busy execs and you weave it into the SMS conversations, not simply sending copy and p...
582: Using Squirrels to Get People to Open Your Emails - Marc McDougall
23 Aug 2020
Contributed by Lukas
"Think about how you can package something funny that happens to you in the world into an email the next time it does happen and then give it a shot t...