More Sales Now (B2B): Recent Episodes
Aaron Neely
Do you work in B2B sales and want to get more sales now? You can do it, and it’s not as hard as you think!
In this podcast I tell the story of a time when my company’s culture and the customers culture didn’t line up. It didn’t end well.
I’ve only ever been burned on a deal once. It was when I went outside of my lane. Find out what I did wrong, and how to avoid making the same mistake.
I recently heard a story about a haggling salesman who’s tactics sabotaged his business relationships. Don’t do what he did.
Consistent follow up is where a lot of salespeople fall short, but it’s critical to being a sales professional.
The chameleon changes itself to fit into its surroundings. As salespeople so should we.
In this podcast I talk about what follow up should look like, from a buyers point of view
Making a good first impression is critical. And you are just as important as the product you sell.
Don’t just whip out a quick email to a new prospect. Think about what you want that email to do first, and write it accordingly.
We can get so caught up in hitting our benchmarks that it keeps us from selling. This is how to get out of that cycle.
We hear a lot about being genuine today. It’s great advice, but frequently people take it too far.
This is a sequel to the episode on delivering bad news. How I used my Rolodex to solve the problem of misdirected freight.
Every single salesperson makes the one minute opportunity cost decision, even if they don’t know it. We need to make sure we do the right thing.
Giving bad news to our customers is a sensitive subject. There is a right way and a wrong way to do it.
A lot of type A personality people gravitate to sales. Effective listening presents a challenge to type A salespeople and that is what we discuss here.
In this podcast I discuss my unique method of using a value proposition: the responsive value proposition
The right and wrong way to make that all-important first phone call to a prospective customer.
In this podcast I share a couple of ideas on how to build relationships with customers when we can’t meet with them face-to-face.
I tell the story about the best relationship sell I ever had. And I was not the seller, I was the buyer.
In this episode I talk about how to use LinkedIn for sales prospecting without being that annoying salesperson.
In this episode I talk about how I recently used reciprocity in my business to build a strong relationship with a customer.