Influencers Invited Sales Blog

“Seek to Understand Before Being Understood” – Stephen Covey (Mentor)   Are you taking the time to understand and align with your clients before you make your sales pitch? After my last post on the Five Steps for Building Trust, I noticed something that happens all too often in the world of sales and took […]

We’re in an amazing time right now. As tough as things are, there is still so much opportunity. A professional salesperson can provide a solution for where people are right now, but if you can’t build trust, you won’t succeed.  Most people right now are operating from what we call their “reptilian brain.” They aren’t […]

Have you ever set out to do something new and simply lost interest along the way? Whether it’s making a decision to work out more often or learning to speak a new language, at some point, we’ve all been in a position where our old habits ended up trumping the new ones we wanted to […]

The most powerful way to increase productivity within your sales organization is with an effective and proactive performance review and coaching system.    Most organizations provide their employees with an annual review – a look back at the past year’s performance. While somewhat useful, this strategy does not support employees in changing habits that may […]

Many sales professionals begin a conversation with a prospective client without ever thinking about their outcome or the meaning they want someone to attach to the experience. They dive right into the conversation they want to have and leave the rest to change. That strategy is costing them precious sales!  The top 1% of sales […]

Here’s a rundown of the five frequent LinkedIn questions I receive from clients I work with, and how I  suggest we tackle them. In my years of working in sales, I’ve tackled thousands of questions regarding the basics and the advanced art of using LinkedIn (many can be summed up with: “This is all so […]

Do you have long term clients? Do you feel your clients are loyal to you and your product? Do you know exactly what your clients and prospects will need in 2021?    This is the perfect time of year to think about the type of sales relationships you want to create for 2021. If you […]

There are four dynamics of energy reflective in all human interactions. Many salespeople and leaders are not aware of the impact these four dynamics have on their success. If you are not experiencing the success you desire, then most likely the energy people are sensing during interactions with you are turning them off.    The […]

Imagine this: a sales conversation with a potential client with minimal objections.  No pushback about your fee. No questions about how long it will take.  Instead, your prospect is excited about the opportunity to work with you.  This is how the sales process often looks for an industry authority.  An industry authority is someone who […]

Your mindset is the product of your thoughts, your beliefs, and your internal dialogue. It is the filter you use to decide how to interpret what is going on around you, and then how to respond.     In order to create the results you desire from your sales efforts, you need to first understand and […]