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Hacks__Tricks_1_-_230_shadowFRIDAY SALES GROWTH LINKS

This week’s resources are focused on Hacks & Tricks For B2B Sales Reps.

I’ve gathered four very interesting and useful resources from two of our peers in the sales industry.

Jimi Smoot uses science and an understanding of human behavior to share some important sales training with us.

And Jacob Marovt, in my opinion, consistently puts together some of the very best posts in our industry when it comes to the combination of helpful insights, usefulness, practicality, entertainment, readability and overall substance coming together in each and every post.

If you doubt me, just read his posts linked below. In fact, don’t miss any of the links in today’s post.

Also, don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.


Jacob_Marovt_118x118Pipetop Blog

Sales Hackers Exist – Steal Their 14 Essential Habits
Co-founder of @PipetopHQ, Jakob Marovt (@jmarovt), wrote this very practical and useful post last week for any sales professional interested in becoming more efficient and effective with their time and in their work. So, this was written especially for you.

KEY QUOTE: “A sales hacker is a person that is passionate about optimizing every step of the sales process: the tools, the roles, the tasks, the goals & the compensation.

Do NOT miss the “Monthly Sales Hacking Checklist” at the end of this post. #HackingForGood

[Reading Time of This Post: 11:00 minutes]


Pipetop Blog

How A Simple Checklist Rescued 80% Of Our Sales Demo Time
The second resource I’m featuring from Jakob Marovt in another epic post. Walking through this post and applying it to your specific situation will absolutely help you reclaim lost time. The key is to reinvest those found hours into quality selling time.

KEY QUOTE: “It’s a checklist that doesn’t necessarily improve our close rate for each individual deal. Instead, it focuses on improving our pitch across several business areas.”

You’ll want to forward this pair of useful resources from Marovt to your colleagues. #PassItOn

[Reading Time: 7:30 minutes]


Jimi_Smoot_125x125Vesper Blog

The Hidden Science Behind Language That Sells
Founder of @meetvesper, Jimi Smoot (@jsfour) took a very scientific approach to better understanding what type of language can lead to more sales and why. This is incredibly interesting…that is, if helpful resources that can help you generate more sales is your thing.

KEY QUOTE: “Give customers a sense of newness and you’ll be going a long way in using the persuasive power of language to close more sales.”

Leverage how we’re built as humans to gain more sales. It’s not manipulation; it’s knowing how to solve your buyer’s problem without allowing them to get in their own way. #HelpThemHelpThemselves

[Reading Time: 6:00 minutes]


Vesper Blog

Using Game Theory In Your Sales Process
This other featured post from Jimi Smoot is about how to effectively strategize and apply game theory to every client interaction. Smoot builds his convincing case by diving into human behavior.

KEY QUOTE: “Often we can feel rushed to close a deal for fear of the cost of waiting. But game theory suggests that the biggest winner is the one who can be the most patient…that means not just focusing on negotiating the terms of a deal, but also thinking ahead about how to structure the deal so that the cost of waiting is lower for you than it is for your client.”

What was your favorite “A-ha!” moment from this resource? #Eureka!

[Reading Time: 4:00 minutes]

>>  Read past Friday Sales Growth Links posts <<

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Work_Smart_3_-_341_shadowI really like getting the most out of things.

I especially like it when I learn a new way to use something, anything, then I show it to someone else and they’re amazed. I like being that guy who knows interesting and useful information.

Seth Godin would call someone like me a sneezer. Are you one too?

Some of the hacks I’ve learned over the years that have helped me during my business travels include:

  • Tag your luggage as FRAGILE to give it the best chance of being treated well
  • I keep a travel-size package of lemon-scented Wet Ones in my travel bag and in my car. I wipe my face with one and feel instantly refreshed during a day of travel or between meetings
  • Always be kind to airline and hotel staff, then always ask if an upgrade might be possible because they’ll often say yes
  • When possible, book non-U.S. airlines when traveling abroad; they tend to have better amenities
  • Choose flights on a Boeing 767 when it’s an option; there are fewer bad/middle seats
  • Load up on sleep before an international flight in order to minimize jet lag; also stay well hydrated and eat plenty of protein en route
  • Order a special meal ahead of time (e.g. kosher, vegetarian), because you’ll typically be served first so you can either get to work or get to sleep sooner
  • Catch a cab in the Departures section of your terminal; no cab queue to endure

Also, and this isn’t a hack per se, but I also encourage you to begin doing something I was encouraged to do by a colleague years ago. When you’re leaving a country and have extra coins and small bills in foreign currency, make it a habit to give it to a homeless person if you encounter one before you head to the airport.

It’s an easy way to do some good for someone else, but it’s also an excellent way to reset your perspective and priorities. No matter how the final meeting went, you have a job and an income. That’s more than many other people have.

There are a lot of people who are figuring out things for us every day. If we get in the habit of learning one new and helpful hack every day, we’ll become quite the sneezer.

I read a very useful blog post the other day by Ginny Soskey (@gsosk). She’s Manager of Content Marketing Strategy at @HubSpot. The title of the post is: 16 Google Calendar Hacks That Will Make You More Productive.”

Typically, I write posts with broad appeal, but this post today is for those of you who either already use Google Calendar, or may someday switch to use it. These tips really do make life easier, giving you back more selling time (and that’s important).

The big idea of Soskey’s post simply is this:

“… there are some cool hacks and under-the-radar features that you can use to make your life in Google Calendar much easier to organize.”

What I really liked about this resource were all of the A-ha! moments I experienced. I didn’t know how much I was underutilizing this important tool in my online toolbox.

Granted, I already knew about some of these, but by beginning to use a couple of these features that are new to me, the experience of how I use Google Calendar will improve my efficiency and effectiveness. It can do the same for you.

Some of my favorites include:

  • Set up a world clock with multiple cities
  • Arrange appointment slots
  • Browse interesting calendars
  • Use keyboard shortcuts (here’s a full list)

Get the most out of the tools you use in your career. There are a lot of articles and blog posts out there to help you better utilize the tools you use regularly, and this is just one of them. Check out Soskey’s full post now.

BONUS LINK: Related to Google Calendar is Google’s Gmail tool. Here’s an excellent resource, by ace marketer @NeilPatel, to read and bookmark (22 Gmail Plugins That All Content Marketers Need to Know About)

Now, go ahead and be a sneezer by sending the link to this post, my post, to your friends. They’ll appreciate it.

[Reading Time For Soskey’s Post: 8:30 minutes]

QUESTION ::: What’s one of your favorite hacks in your professional life to help you be more productive, more effective or improve your life in some other way?

Let’s talk about it…

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This week’s resources are focused on Top Sales Books.

We’ve brought together, for you, lists from four sales industry bloggers, listing 60 titles (some are repeated…so pay special attention to those).

It’s all in an effort to ensure you’re making the most of your time and to help you grow as a sales professional.

Don’t miss any of the links below.

Don’t forget to return to this blog daily, and especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.


Alice Heiman’s Blog

15 Sales Books That Will Motivate You to Sell More
Social selling and personal branding expert, Alice Heiman (@aliceheiman), is featuring a very helpful list of books to motivate sales professionals in her recent blog post.

KEY QUOTE: “I know you will be shopping for gifts for all the great salespeople in your life and perhaps you will even have a quiet moment during the holidays to read something to motivate you for the coming year.

II agree with Alice and recommend Selling Fearlessly: A Master Salesman’s Secrets For the One-Call-Close Salesperson by @RobertTerson#GetSmarter

[Reading Time of This Post: 8:00 minutes]


Nick_Hedges_116x116Inc. Magazine

The Best Books For Salespeople
Nick Hedges (@Nick_Hedges) is CEO of @Velocify. He wrote this article for @Inc magazine about his list of the five best books salespeople should read.

KEY QUOTE: “I take these opportunities to continue my education by reading, as I truly believe the best salespeople never stop learning. Specifically, reading books about leadership, business best practices and high-level sales strategies keep me sharp and give me new ideas.”

Along with Hedges, I also recommend The Little Red Book of Sales by Jeffrey Gitomer (@gitomer). #MakeTimeToGrow

[Reading Time: 2:30 minutes]


Accelerate Blog

27 Must-Have Sales Books to Help You Sell More
Kameron Noel (for @hirevue) has written some strong content. This one is is our longest featured list today; it contains 27 book reviews! How many of them have you read? How many are new to you?

KEY QUOTE: “…these books are listed in no particular order, but they are essential (in our opinion) if you want to win in today’s sales environment..”

By this third list, you’re starting to see some titles mentioned again. That’s an extra strong indicator it’s worth a read. #CreateAReadingPlan

[Reading Time: 28:00 minutes]


Robert_Barsi_116x116Sales Hacker Blog

Best Sales Books: 23 Reads That Give Salespeople All the Answers
Ralph Barsi (@rbarsi) is the Vice President of @Achievers and he writes for the @saleshackerconf blog. He apparently put in quite a bit of time in creating what he believes to be all the books salespeople need to get all of the answers. It is quite well-rounded. What do you think?

KEY QUOTE: “Slow your roll. We’re all used to tweets and texts, and flying through content. Books, however, require focus and attention.”

I like that a lot of the classics made this list along with some newer titles. Younger generations of sales professionals would do well for themselves by beginning to read through this list sooner than later. #ReadTheClassicsAgain

[Reading Time: 10:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

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Introvert_355_shadowFirst off, introverts are terrible at sales.

I’m not sure if you believe that. But I don’t.

I’ve worked in our industry for enough decades to have seen how well some introverts can sell, and sometimes in ways I didn’t expect.

There were a number of times when an introverted colleague would show me how to sell in a new way I hadn’t considered before then.

A lot of light bulb moments in my career were powered by introverts who crossed my path.

[That unexpected dichotomy brings to mind the writing and speaking of The Freak Factor author David Rendall who is quite adept in proving the power of flaunting our weaknesses…but, that’s for a different blog post to be written on another day.]

There are a lot of myths out there about the ability of introverts to be able to thrive in the world of sales. Fortunately, I discovered a myth buster last week and I want to tell you about him and his work.

Sales coach, mentor and author Alen Mayer (@mayeralen) has a good collection of posts about and for introverts in the selling game. That’s what I’m telling you about today.

Introverts take a more gentle approach – they listen deeply to the customer’s concerns. They internalize the customer’s needs, and immediately start problem-solving in their heads – “How can my product or service solve your problem?”

They take the time to build a trust relationship with the customer and whether they make the sale or not (they usually do because of this relationship) the customer walks away thinking, “this person cares about me.”

My favorite resources in this valuable set of posts are the Myths. Here are just a few myths Mayer busts for us:

Although I wasn’t able to locate a single page with all of this myth busting posts, I encourage you to dig into Mayer’s resources.

Because Mayer understands various aspects of introversion, he also helps sellers effectively sell to introverted buyers. Don’t miss posts on this important topic, such as this one.

You can learn more about Mayer here. He’s also written helpful resources beyond the topic of introversion, so see what you can learn from him today.

 If you’re an introvert in the sales industry, what’ve you learned that you would like to pass on to other introverts in the field of sales?

Let’s talk about it…

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us_open_leaderboard_306_shadowYour sales team needs more than pep talks and contests.

The leaderboard at the U.S. Open is the central hub of the most important information at the event. It’s constantly viewed by the professional golfers. both on and off the course, by attendees at the event and by a worldwide audience viewing it on TV, Internet and in print as well as those listening to or receiving scoring updates via radio.

The leaderboard is constantly being updated during event hours, then it’s discussed, stressed over and dissected every evening of the tournament to predict any number of possible outcomes after the final round. We can sometimes do that with our sales team leaderboards as well.

Yes, the leaderboard informs, but most of all it motivates.

In business, particularly in the sales industry, feeding off of the proper motivation is key to get the most out of a sales professional. Although there may be different ways each representative prefers to be motivated, I would posit that competition between colleagues is a universal motivator…whether we like it or not.

For many decades, inserting a leaderboard into the mix of sales players has been a fairly effective motivator within a sales team. The only problem with what has always been done is that the traditional leaderboard isn’t ever-present.

The motivation derived from the leaderboard’s competitive element may be felt more at the beginning and the end of each workday after each day’s updated rankings, but those sparks don’t always keep the flame burning hot throughout the moment by moment inner battles with doubt, confidence and belief within each sales professional throughout the entire day.

Enter SalesFitRx.

The SalesFitRx web and mobile app was first and foremost created to solve the problem of extracting hidden non-selling time in your day and giving you the opportunity to reinvest that time into more selling time.The real-time leaderboard is just one of the elements built into the sales tool to help keep your motivation flame running hot, leading to you getting the best out of yourself day after day.

ring_the_bell_311_-_shadowI guarantee you’ll feel a bit more fire when a colleague “rings the bell” in the app and you’re made aware they just jumped ahead of you on the leaderboard. You’ll have a bit more focus and effectiveness walking into that next sales meeting or when you make that next call with a prospect or client. It’s human nature, so use the motivation to your advantage.

SalesFitRx certainly isn’t the only sales tool out there with a real-time leaderboard for sales teams. This level of gamification is present in quite a few tools on the market today. But what other tools do not possess is the level of actionable data that SalesFitRx not only collects and organizes, but also gives you, the user and/or the sales manager, a variety of ways to easily and effectively determine where non-selling time lurks.

I’d tell you more about it, but we created a brief video to both show and tell you how it works.

Please view the video then determine if you have absolutely no doubt you’ll come out ahead of your sales goals if you keep doing what you’re currently doing as a sales team, or if SalesFitRx’s real-time actionable insights may be able to help you improve upon what your sales team is already doing.

And yes, this award-winning tool fully integrates with SalesForce.

Don’t let your competitors gain this edge over you.

Contact me today to get started: / 602-427-2399


Ask me about our FREE 30 Day FREE Trial

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FAIL_440I need to make a confession…

I thought of that title after reading Bubba Page’s article (@BubbaPage, along with @MaxAlts) for titled, “10 Must-Follow Rules of Email Etiquette.”

My title plays off the fact that if you don’t read and take heed of Page’s direction on this important topic we [most often subconsciously] deal with every day, then it will only be a matter of time until you FAIL hard. It will not be pretty…it never is.

If that isn’t motivation enough to keep reading, let’s take a look at my favorite moment reading Page’s piece:

Your connections and relationships are extremely important and introductions are delicate. It’s a huge pet peeve of mine when they aren’t treated as such. Therefore, here is my lesson in introductions that should be used by all salespeople, or even just all human beings in general.

If those words strongly resonated with you , as they did with me, then you’re definitely ahead of the curve. By my estimation, about a third of all people would see that and deeply agree, another third more or less would agree but not be moved to action/growth, and the rest wouldn’t really care.

If you’re in the middle third, there’s hope for you yet. Read on…

Page discusses situations such as:

  • Who Responds First, And How Fast?
  • Move To Bcc (when to do it after introductions)
  • Providing Context (for the one doing the introduction)
  • Making Intros Mutually Beneficial

I really want you to take 5 minutes to read this one and then to bookmark it. You will definitely  want to refer to it again at some point in the future.

Page’s article could’ve been titled something along the lines of, “The Ultimate Guide to Getting B2B Email Right Every Time,” or, “The Only Primer For B2B Email Etiquette You’ll Ever Need” and the feature would’ve still been aptly named.

I say that because of its great attention to the details and nuances of so many of the most common situations we [attempt to] navigate on a daily basis.

Now, if you were in the middle third of people when you first began reading this story, and you have now clicked over to Page’s article and read it, where are you now?

Thank you for taking the time needed to put together this resource  for us, Bubba and Max. Keep writing, young men, keep writing…

QUESTION ::: What was the biggest email etiquette FAIL you’ve witnessed (by someone else, of course)? How have you learned from the mistakes of others?

Let’s talk about it…


Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

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Are you willing to undo major perceptions and rewire your understanding of your role in sales?

Here’s the catch: You’ll need to try something new.

If you do the same things in the same ways and you’ll generally get the same results, right? What if you’re one of the ones who is always wanting to improve and will try new things in order to achieve greater results?

Is that you…or, could that become who you are? That’s one thing about advertising you can control, how much you develop and grow as a sales professional.

Bill Caskey (@billcaskey) has put together a very interesting proposal around the concept of “the flower and the bee” in his recent blog post, “The One Thing That Will Change Your Sales World.”

Caskey explains:

The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee (one of the many ways pollination happens) to pollinate it. The flower does not labor, nor does it stress about bees showing up. Bees, on the other hand, are scurrying about trying to find food, and pollinating the flower.
In business, sales people are typically the bees and the customer is the flower. Sales people scurry around the country looking for food.

Why does it have to be that way?

The article goes on to outline an action plan built upon the idea of constructing a very specific sales platform. This is something, he states, that “98% of people will not do.” And in my opinion, I believe he’s correct.

You may take an initial look at his 3 step plan and think you’ve heard them before, but he goes on to detail the purposes and execution of each step. Reading all of it will help you see how it’s all connected.

QUESTION ::: What’s the weakest part of your sales skill set? Would you be willing to make big changes in order to see significant growth? What would you change?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »



Sales-ProfessionalsAs I begin to work alongside the team behind the SalesFitRx app, my goal is to draw from my experience to effectively curate the truly valuable resources for you, the sales professional.

But first, to ensure we are on the same page, let’s look at some of the ways a true sales professional distinguishes himself or herself from a salesperson.

I recently read an article by John Graham called, “18 Characteristics of a Professional Salesperson.” There were a few key characteristics I wanted to highlight. I’d start with one of the single most important differentiators:

#7.  Seeks performance improvement. Comes away from sales presentations and asks, “What could I have done better?”

Perhaps the biggest reason I am beginning to blog here today is because my gracious hosts at SalesFitRx created an app I believe in for this very reason. It’s an app for sales professionals [and professional sales organizations] only; for those who want to improve their sales skills and will use any available opportunity to do so.

You will not see me mention the SalesFitRx app too often in my future blog posts; that’s not my role here. But keep an eye on the topics I’ll be covering. They will align well with why the app exists [and is award-winning], and also with you who, I hope, are the true sales professionals improving at every turn…even when it isn’t easy.

These points also stood out to me among the rest of the characteristics mentioned in the article. In my experience, these are also proven differentiators:

  • #3. Asks questions. Wants to understand the issues or the problem before offering solutions. 
  • #5. Keeps promises. Doesn’t leave a customer hanging or wondering. Does what’s agreed on without being reminded. 
  • #6. Knows that learning is endless. Doesn’t get to a particular knowledge level and stop, while others stick with outdated products, concepts and solutions. 
  • #12 Understands the harm of “cutting corners.” While taking the easy way out is often camouflaged as saving time, professionals know it can easily become a slippery slope. 
  • #14. Welcomes challenges. Sees difficult tasks as growth opportunities rather than as bothersome interruptions. 
  • #15. Wants to be ahead of the curve. Constantly works to be seen by customers as thoughtful and forward thinking.

QUESTION ::: If you were to tell me 3 or 4 traits that indicate to you the difference between salespeople and sales professionals, what would they be?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »