Sales Wolf Blog

Why 90% of Decision Makers Never Answer A Cold Call

Posted by Chris Young - The Rainmaker

Jul 8, 2016 1:00:00 PM

In short.

90% of decision makers will never answer a cold call because the salesperson attempting to sell to them cannot sell and / or the decision-maker lacks the capacity to appreciate the value being sold.

 

Beware snake oil solutions to improving sales.

Recently I saw the seemingly frightening Social Selling Labs statistic that recently caught my attention.

"90% of decision makers never answer a cold call."

Social Selling Labs is obviously selling their Social Selling Training. If you buy their social selling training, your emails and cold calls will yield fruit, right?

Perhaps

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Topics: Sales Management

On Target Personas and Never Gonna Get Its

Posted by Chris Young - The Rainmaker

Jun 30, 2016 6:00:00 PM

In God we trust. Everyone else bring data.

There was a time I believed that all I needed to be successful in sales was to offer the best product / service solution backed with solid evidence. 

I believed that if I simply shared the evidence, smart people would invest in the best solution. 

I could not have been more wrong.

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Topics: Sales Management

How To Multiply Sales Without Adding A Single Salesperson

Posted by Chris Young - The Rainmaker

Jun 28, 2016 7:00:00 AM

"What percentage of time should a salesperson be selling?"

Oh how many times I have heard this question.

A salesperson's job is to sell.

I can't believe I am actually saying these words.

This statement seems like common sense yet when I look under the hood of a typical sales team, I often find salespeople doing everything but selling.  

 

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Topics: Sales Management

Is Your Sales Team Evolving or Dying?

Posted by Chris Young - The Rainmaker

Jun 23, 2016 9:00:00 AM

If you are not evolving, you are dying.

Dear CEO / VP of Sales / Sales Manager...  

Your salespeople do what you do.

You are either evolving or dying; one or the other.

Be the competitor from hell by continuously-improving sales hiring, sales training, sales process, sales culture and sales coaching.

Whether you are the CEO, VP of Sales, or a Sales Manager, you have the power to dramatically influence your sales team. In fact, your sales team mirrors your mindset.

 

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I Do Not Choose To Be A Common Man

Posted by Chris Young - The Rainmaker

Jun 14, 2016 2:30:00 PM

Bill Bonnstetter was uncommon.

The world recently lost an uncommon man, Bill Bonnstetter. 

I only wish I could find the words to adequately describe Bill's impact on my life and those we are privileged to serve.

At Bill's celebration of life, a powerful excerpt from Thomas Paine's "Common Sense" (1776) was shared. 

As the words flowed through me, I realized that so few of us reach our own potential. We fail because of our mindset, the way we think.

I invite you to read Thomas Paine's powerful exceprt and reflect.

I challenge you to be greater than you are currently.   

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Are You A Competitor From Hell?

Posted by Chris Young - The Rainmaker

Jun 2, 2016 6:00:00 AM


I recently invested in a new vehicle.

It was our fifth from the same dealership in 15 years.

They do business the way I would if I ran a dealership. They are very fair and do not use heavy sales tactics. Their service during and after the sale is exemplary. Clearly there is something in the water at the dealership.

We have had the same salesperson for our last two purchases from this dealership. Since our first purchase with him three years ago he has received a promotion to management. Yet he worked with us through the negotiation, ordering and delivery.

This salesperson clearly loves the vehicles he sells. 

 

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Topics: Sales Culture

The Real Reason Why Good Salespeople Often Turn Into Mediocre Sales Managers

Posted by Chris Young - The Rainmaker

May 25, 2016 5:00:00 PM

Sales managers fail because of you.

Let's assume you did everything right.

You didn't guess in the promotion of a good salesperson to sales manager. You used a valid multi-science sales personality test to ensure the promoted sales manager actually possesses the capacity to do the job well. 

 

Whether your sales team crushes it or misses by a mile, it is your fault.

 

If you manage sales managers or are the CEO, YOU are the real reason why good salespeople do or do not make good sales managers. 

 

The inspiration for this piece is Dave Kahle's recent article, Why Good Sales People Often Turn Into Mediocre Sales Managers shared a sales manager problem that we have all experienced.

"When they become sales managers, they expect all of their sales people to be just as hard driving and achievement oriented as they were.  Unfortunately the reality is that most of their sales people don’t share the same degree of drive and perfectionism that they had.  If they did, they would have been promoted to sales manager.

That means that the sales manager often is frustrated with the performance and attitudes of his charges, and confused as to how to change them."

 

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Topics: Sales Management

What the Best Salespeople Have In Common With Carson Wentz

Posted by Chris Young - The Rainmaker

Apr 28, 2016 8:00:00 PM

Today is a proud day for my fellow North Dakotan's and North Dakota State University Alumni (Go Bison!).

Carson Wentz just became the number two 2016 NFL draft pick.

Congratulations to my fellow Bismarck, North Dakota native, Carson Wentz for being drafted to the Philadelphia Eagles!

Carson Wentz has the makings to be not just a fantastic quarterback, but also an epic role model.

As a precursor to reading my article, I highly-recommend checking out Carson Wentz's, "How We Play Football In North Dakota".  In it, he shared essential traits that I believe are essential to winning the game of sales.

 

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Topics: Sales Culture

The Fourth Challenge With Challenger Selling

Posted by Chris Young - The Rainmaker

Apr 19, 2016 8:18:56 PM

If you have not read The Challenger Sale, you need to.

If you have yet to read Challenger Sale by Matthew Dixon and Brent Adamson, I highly-recommend you put this powerful sales book on your reading short list. 

For a tight, 15-page summary, download the Best Sales Book Summary from Hubspot.

For an even tighter summary, following is an excerpt from The Challenger Sale Amazon.com book listing:

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies,The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

 

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Topics: Sales Strategy

Which Is More Important in Sales - Talent or Tenacity?

Posted by Chris Young - The Rainmaker

Mar 24, 2016 6:00:00 AM

Bob was my third and worst hire ever.

In 2000 I was responsible for building the sales team for an online learning start-up.

Bob was my third hire. He was a referral from a trusted and respected friend. Bob interviewed well, said all the right things, and had glowing references.

As we grew the business over the first six months, Bob did absolutely everything I asked of him and more. 

Everyone loved Bob.  

There was just one problem. Bob could not sell online training software. He had the same sales training and far, far more coaching than the rest of the sales team. 

Bob had tenacity in spades but lacked talent. He was not credible with key decision-makers.

Unfortunately, I hired Bob before I discovered the power of multi-science sales personality testing. In fact, my failure in hiring Bob is one of the reasons why I began my quest to identify the best sales personality testing available to improve the sales hiring process.

I know you are wondering... If Bob had just hung on a little longer, would he have redeemed himself.The truth is if Bob continued to try to sell online training software for the next 100 years, he would never ever catch those that actually could.  

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Topics: Sales Hiring

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