Daily Sales Tips

110: Recommend a Friend - Jeff Bajorek

"I want you to do something publicly that recognize the value they bring to their company, the value they bring to their clients or their customers, the value they bring to your relationship." - Jeff Bajorek in today's Tip 110 Who can you impact in that way within your own network? Join the conversation at DailySales.Tips/110 and go write that recommendation.  

109: Using Network Effects to Help with Prospecting - Ryan O’Hara

"Network effects basically take advantage of people knowing each other so that you can create more pipeline and be seen everywhere." - Ryan O'Hara in today's Tip 109 I challenge you to find an example of them pitching their solution or talking about how much better their data is than most other providers. Join the conversation at DailySales.Tips/109 and share your thoughts!  

108: Adding Value - Scott Ingram

"There's a lot of talk about adding value in sales these days, whether that be in the way that you're prospecting or how you're following up throughout the sales process." - Scott Ingram in today's Tip 108 Are there ways that you can make some of that experience relevant and valuable to your prospects? Join the conversation at DailySales.Tips/108 and go check all the links.  

107: Getting Replies from Prospects Who Have Gone Dark - Shawn Finder

"Here's my tip for you today to increase how quickly you will get that reply from that prospect. Once you send the quote out, my tip to you is go on LinkedIn and try and be in front of them as much as possible." - Shawn Finder in today's Tip 107 What other strategies have you found work best for you to get a response from prospects who’ve gone quite? Join the conversation at DailySales.Tips/107 and learn more about Shawn.  

106: Learn from Your Mistakes & Ask More Questions - Stephen Holgate

"And me being an absolute moral, obviously due to do what all of us as good salespeople know, which is I should have been asking follow-up questions and probing and asking more detail and all of that sort of stuff, which for whatever reason, I did it too at that time." - Stephen Holgate in today's Tip 106 What lesson you’ve had to learn the hard way? Join the conversation at DailySales.Tips/106 and share your thoughts!  

105: What’s Your Endgame - Scott Ingram

My point in all of this is. Have you thought about your own endgame? Do you have a massive 10 year vision that may appear incremental in the beginning, but eventually leads to a monumental climax? What can you start doing today to make it a reality? But it starts with a vision. What do you see as your endgame? Join the conversation at DailySales.Tips/105 and share your vision about your endgame!    

104: Send Something Interesting - Kris Rudeegraap

"I wanted to stand out from the other demos was to send out this Starbucks gift card and bill a little bit more human personal rapport." - Kris Rudeegraap in today's Tip 104 Did you send something interesting like Kris does? Join the conversation at DailySales.Tips/104 and share your experience!  

103: Something to Talk About - Jeff Bajorek

"I think follow-up and prospecting are very closely related and I think the things that got you that first conversation will also be the things and the concepts that will get you that next conversation when you're in that holding pattern." - Jeff Bajorek in today's Tip 103 What book you’re reading right now? or if you’ve been sending books to your clients and prospects like this, which ones have you found to resonate the most? Join the conversation at DailySales.Tips/103 and share your t...

102: How to Pitch a Podcaster (or anyone) - Andrew Lassise

"So the first recommendation is, listen to their podcast, know what they're interested in because you don't want to be pitching something that they're not interested in." - Andrew Lassise in today's Tip 102 Do you want to contribute your own tip? Join the conversation at DailySales.Tips/102 and learn more about Andrew.  

101: The People Who Are Really Good at Sales - Stephen Holgate

“The people who are really good at sales are the ones who again, like build relationships, they're authentic, they ask questions, understand the client's problems, put solutions that actually meets the client's problems.” - Stephen Holgate in today’s Tip 101 What are your biggest misconceptions about successful selling? Join the conversation at DailySales.Tips/101 and get a free copy of B2B Sales Mentors book.  

100: Taking an Inbound Approach to Prospecting & Networking - Jen Spencer

"I definitely have a different approach to prospecting than most and I think it's because I as a salesperson, I embody the inbound methodology." - Jen Spencer in today's Tip 100 What is your approach to prospecting and networking? Join the conversation at DailySales.Tips/100 and learn more about Jen.  

99: Offering Unique Experiences to Visitors - Scott Ingram

"You have a unique opportunity to keep an eye out for people who are going to be visiting and offering to create unique experiences for them." - Scott Ingram in today's Tip 99 Can you keep an eye out for people coming to your city and offer to give them a uniquely local taste, experience, and perspective. Join the conversation at DailySales.Tips/99 and share your experience!  

98: Virtual Mentors - Scott Ingram

"Today I want to talk about mentors, but maybe not in the traditional sense. Normally when we think about mentors we think about people that we know who we go to for advice and guidance" - Scott Ingram in today's Tip 98 Who do you want to be your virtual mentor this month? Join the conversation at DailySales.Tips/98 and feel free to share their names!    

97: The Power of Consistency - Zhaneta Gechev

"To me, the secret of success is Consistency. There is not one successful person who will tell you otherwise." - Zhaneta Gechev in today's Tip 97 I love sharing tips like this from sales professionals in the field. Join the conversation at DailySales.Tips/97 and share your tips!  

96: Do Research on Who You’re Pitching - Andrew Lassise

"But if you can build enough rapport and show that you actually are taking an interest in me, people buy people, it's not the product, it's not the benefits." - Andrew Lassise in today's Tip 96 How do you do your own research? How do you find unique connection points for those you’re looking to connect with? Join the conversation at DailySales.Tips/96 and learn more about Andrew.

95: Make Someone’s Day - Jeff Bajorek

"First of all, you have an opportunity to practice some humor. You have an opportunity to try to get people to laugh. Sometimes it's material that I want to use with a client or a prospect." - Jeff Bajorek in today's Tip 95 I hope you’ll help me make Jeff Bajorek’s day. Join the conversation at DailySales.Tips/95 and make someone's day.  

94: Urgency - Chad Sanderson

"And so when we dig into this, what we see is there's really three fundamental areas where the sales rep has failed to make a connection or has just believed what they'd been told rather than pressure testing it, which is not a condemnation of salespeople." - Chad Sanderson in today's Tip 94 How do you drive urgency? Join the conversation at DailySales.Tips/94 and learn more about Chad Sanderson.  

93: Build Rapport - David Ragosa

“Those four key things, if you answer those four things while you're building rapport, you will get the sale and you can go into the sale and we all know sales is all about building value and solving a problem” – David Ragosa in today’s Tip 93 How do you build rapport? Join the conversation at DailySales.Tips/93 and know more about David.

92: Sales Travel Techniques - Scott Ingram

"Like I’ve done with some of these other tips this will probably a bit more in the form of thinking out loud, but the general theme that you’ll probably notice about how I approach a lot of these things is that I try to be thoughtful and approach these different decisions whether they be social media strategies or travel techniques with real purpose and reasons why." - Scott Ingram in today's Tip 92 It’s Easter so go enjoy the day and your family and just be intentional about your choices....

91: Rest & Recovery - Scott Ingram

"Today and tomorrow over this Easter weekend, my tips are as much for me as they are for you, and may involve some more thinking out loud. Especially after how much the conversation prompted by my Reach vs. Relationships piece on LinkedIn has helped evolve my thinking." - Scott Ingram in today's Tip 91 What do you do to rest & recover so that you can stay on top of your game? What’s the best fiction book you’ve read in the last year? Join the conversation at DailySales.Tips/91 and I love...

90: MEDDPICC Explained - David Weiss

"I'm trying to understand, those types of positions and how people fit into those buckets and then how those buckets impact of business." - David Weiss in today's Tips 90 Are you using MEDDPICC yourself? Join the conversation at DailySales.Tips/90 and share your experience!  

89: Nuance - Dale Dupree (5 of 5)

"This is the overall driving factor of your reason. This principle is what will evolve your pitch into an emotion fell by the prospect as you speak life into their business through your first interactions." - Dale Dupree in today's Tip 89 What did you think of Dale's REASON Theory in its entirety? Have you started using it? Join the conversation at DailySales.Tips/89 and share your thoughts!  

88: Embrace the Uncomfortable Silence - Craig Nishizaki

“But if you're able to embrace that uncomfortable silence and allow that other person to talk and then you spark it with another question that lets them go deeper, there's a tremendous amount of trust that starts being built in that conversation.” - Craig Nishizaki in today’s Tip 88 In one of your conversations today I want you to focus on embracing that uncomfortable silence. Take a deep breath before you ask your next question. Join the conversation at DailySales.Tips/88 and share your...

87: Craig Nishizaki’s Top 3

"You're able to build trust and all those things and you're not thinking about what the next question is you're going to ask because it becomes part of how you talk and how you interact with folks." - Craig Nishizaki in today's Tip 87 What do you believe are the top 3 things that have contributed most to your success in sales? Join the conversation at DailySales.Tips/87 and share it with us!  

86: Capture Planning - Warwick Brown

“Your existing customers create a longterm plan that helps solve your clients' business problems and positions you as the obvious supplier of choice and works towards that holy grail of trusted advisor.” – Warwick Brown in today’s Tip 86 What is your capture planning? Join the conversation at DailySales.Tips/86 and find more links to Warwick Brown.  

85: Reach vs. Relationships on LinkedIn - Scott Ingram

“I love LinkedIn. It’s my favorite social network by far.” – Scott Ingram in today’s Tip 85 What’s your philosophy or approach when it comes to LinkedIn?  Can you better articulate the value of a more reach centric open networking approach than I have?  What would you love to see LinkedIn change to improve the experience for all of us? Join the conversation DailySales.Tips/85 and share your thoughts!  

84: Listening, Hearing & Happy Ears - Scott Ingram

“Too often we’re listening selectively for the areas where we know our particular solution fits, and we’re listening to respond rather than really hearing what’s going on and taking the time to really understand and ask good follow-up questions. In other words, we listen selfishly and not generously.” – Scott Ingram in today’s Tip 84 What would you add? Join the conversation at DailySales.Tips/84 and share your thoughts!  

83: Building Trusted Relationships - Andy Jaffke

"You build trust, trusted relationships with others by making and keeping commitments." - Andy Jaffke in today's Tip 83 How do you build a trust relationship with your customers? Join the conversation at DailySales.Tips/83 and share your thoughts!  

82: Outline - Dale Dupree (Part 4 of 5)

“This is the part that ties the business outline into the entire pitch and sets the tone for the first meeting between you and your prospect.’ – Dale Dupree in today’s Tip 82 Do you agree with it? Does it match your style and approach? Join the conversation at DailySales.Tips/82 and find all links to Dale Dupree.

81: Phone a Friend - Jeff Bajorek (Part 2 of 2)

“I want you to ask them what they think you do differently than the other people that they see doing it.” – Jeff Bajorek in today’s Tip 81 Did you do what Jeff's suggested? Join the conversation at DailySales.Tips/81 and share your thoughts!  

80: Salespeople Need to Start Behaving More Like Marketers - Scott Barker

"I see that salespeople need to start behaving more like marketers and it's a kind of transformation that I went through about three years ago or so, and I started slowly building some of these skills that you typically be relegated to like the marketing department and it's been it's worked wonders for me." - Scott Barker in today's Tip 80 Do you think salespeople should start acting more like marketers? Do you think the generalists are going to win out over the specialists over time? Jo...

79: Q1 2019 Top 3 Countdown #1 - Jeff Bajorek

We’re doing a countdown of the top 3 tips from Q1. Here was the most popular tip by far from the first three months of the year and of the show from Jeff Bajorek 3: Do Real Work – Jeff Bajorek    

78: Q1 2019 Top 3 Countdown #2 - Richard Hellen

We’re doing a countdown of the top 3 tips from Q1. Here is the second most popular tip from Richard Hellen 24: 3 Things All Sales People Need to Know and Master – Richard Hellen  

77: Q1 2019 Top 3 Countdown #3 - Matt Heinz

I thought we’d try featuring the best of the show for the next few days now that Q1 is behind. I’m going to countdown the top 3 tips by # of listeners and engagement in the next three days: Here's #3 from Matt Heinz 23: Have a Set of Daily Habits – Matt Heinz  

76: Qualification in Professional Sales - Tony Hughes

“Do know the only limited resource that we really face in business is actually time and resources and that's why it's so important to make sure that we apply our time and resources to where we most likely to get a successful result, not just for us as a seller and our own sales organization, but also for the customer.” – Tony Hughes in today’s Tip 76 What’s happened inside your organization to cause you to want to change the way you’re currently operating? Join the conversation at DailyS...

75: Story - Dale Dupree (3 of 5)

“A story, if broken down into its simplest form is a connection of cause and effect. Cause and effect is how we make decisions, which is literally what you're trying to earn from your prospect.” – Dale Dupree in today’s Tip 75 So what's your story? Join the conversation at DailySales.Tips/75 and tell us about your story!  

74: Phone a friend - Jeff Bajorek (Part 1)

“Because networking is a good idea, but particularly with those colleagues who are on my team, it was great to talk to them to see what they were running up against to try to keep your ear low to the ground to see or hear what was going on in the rest of the company.” – Jeff Bajorek in today’s Tip 74 Who you're going to pick up the phone? Join the conversation at DailySales.Tips/74 and you’ll find more links to Jeff Bajorek.

73: B2B Sales Mentors - Scott Ingram

Todays announcement is real. Our newest book, B2B Sales Mentors is now available anywhere you buy your books online. If you’re familiar with our first Sales Success Stories Book that contains 60 stories from 20 Top 1% Sales Professionals. This little blue book is a bit of a sampler. It’s just 106 pages and contains 20 Stories from my to performing friends in sales. The first 10 stories come directly from the first Sales Success Stories book, and the second 10 are brand new, never before se...

72: The New Sales Tech Stack - Scott Ingram

71: Transitioning from Sales Rep to Sales Manager - Dan Drozewski

“My biggest piece of advice is make sure that it's something that you want to do first and foremost because I need to be very unselfish to be a leader in an organization for sure. It's not just about you anymore.” - Dan Drozewski in today’s Tip 71 Do you have career advice or questions about your own sales career? Join the conversation at DailySales.Tips/71 and share your advice!  

70: How to Move Up and Advance Your Sales Career - Dan Drozewski

“Your best bet is to do your research on a company that promotes internal growth.” - Dan Drozewski in today’s Tip 70 Do you have career advice or questions about your own sales career? Join the conversation at DailySales.Tips/70 and find links about Dan.  

69: Stop, Collaborate & Listen - Scott Ingram

"There’s a pretty good chance that everything isn’t going to go exactly the way you hoped today. You might have somebody tell you that they’re not going to be able to get a deal done today. Now the key is not to panic.” - Scott Ingram in today's Tip 69 First, stop and take a breath. If you’re not already on the phone with this individual, get voice to voice. You can’t listen to an email. Find a way to get them on the phone and just listen to the issue. Don’t try to solve it yet, listen, as...

68: Attention - Dale Dupree (2 of 5)

“Be something so magnificent and so explicitly different that they have no other choice but to meet with you.” – Dale Dupree in today’s Tip 68 How do you get attention? Join the conversation at DailySales.Tips/68 and share your thoughts.

67: Learn How to Lose, and Increase Your Chances of Winning - Brian Williams

“You don't have to win every deal. But more importantly, it's critical to understand what do we do when we lose? What do we do when it all goes wrong?” – Brian Williams in today’s Tip 67 How do you think about losing? Join the conversation at DailySales.Tips/67 and share your perspectives!  

66: Solutions Selling - Everold Reid

“The lowest price doesn't mean it's a better deal, fixing a price and competing with the next business to be cheaper or to offer more and to give away the farm just to make a sale is not a good value proposition.” - Everold Reid in today’s Tip 66 Are you focused on your customer's challenges and being a problem solver? Join the conversation at DailySales.Tips/66 and find links about Everold as well as the link to his book!  

65: Catalyst Sale Process - Mike Simmons

“In today’s session, we’re going to talk a bit about what this looks like from an organization perspective and most of us, we’ll talk about this in the context of a sales process and I’ll use the catalyst sale process, which is our traditional solution oriented approach.” – Mike Simmons in today’s Tip 65 Are we actually talking with the right person? Join the conversation at DailySales.Tips/65 and share your thoughts!  

64: Stick with it - Scott Ingram

“Very rarely is the road to success an easy road. There are always challenges, oftentimes monumental challenges that have to be overcome before you can achieve you want to. ” – Scott Ingram in today’s Tip 64 You have to treat sales as a craft. You have to work to continually improve yourself and your trade. You have to find mentors and people who are better than you to help you see what you can’t see and grow, and you have to stick with it. Join the conversation at DailySales.Tips/64 and...

63: Develop Your Own Style, Don’t Copy - Jono Clegg

“Don’t copy. Instead, draw inspiration from these tips and these interviews and just try things and work to incorporate what fits you and make it your own”– Jono Clegg in today’s Tip 63. What do you think? How do you develop your own style and approach? Join the conversation at DailySales.Tips/63 and share your thoughts.  

62: Connecting at Conferences - Scott Ingram

“Be as proactive as you can about setting up meetings with prospects, clients and partners well in advance of the event” – Scott Ingram in today’s Tip 62 Try to find a way to initially connect with everyone as early as possible. Join the conversation at DailySales.Tips/62 and share your own conference tip!  

61: Radically Educate - Dale Dupree (1 of 5)

“So the idea of having an attitude of radically educating those that you're conversing with will help you to have the mindset and the mentality in order to change the game.” – Dale Dupree in today’s Tip 61 Have you found your own way to open new doors like Dale has? Join the conversation at DailySales.Tips/61 and tell us about your unique first touch piece!