About This Show
SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at SalesTuners.com!
Most Recent Episode
029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light
5 days ago
Full Notes https://www.salestuners.com/morgan-j-ingram/ Takeaways Think Big Even If You Start Small: Anyone who’s either lived it before or is living it now knows the truth about being a sales development representative: it’s tough. SDRs are pushed hard, work long hours and go into work every single day knowing they’re going to get rejected over and over again. But, if you can master the art of opening up new opportunities, your career will open up in ways you may never have imagined. The mental toughness of those who persevere, those who thrive, those who live to tell the tale are prepared for anything. Understand Simple Doesn’t Mean Easy: Prospecting is simple, but it’s not easy. The tasks of calling, emailing, and connecting on social media are simple enough on their own. But the actual work and grind of it all is tough. It requires endurance. It means not taking no for an answer. Pushing back when you meet resistance is hard, but you should never be afraid to challenge a person. Dig a little deeper, ask a follow-up question they can’t not answer and stay the course. Break the Pattern: Stop and think for a minute. When is the last time you answered that “how are you” question honestly? The thought is there, but the question is stale. Instead, break the pattern by asking “what did I catch you in the middle of?” Whether you’re making calls, you can’t sound like every other salesperson on the planet. Disarm them by coming out of the gate with a strong question, mirroring their tone and taking the time to have a real conversation. Book Recommendation The Law of Success by Napoleon Hill Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.