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Overcoming Price Objections by: Not Making It Your Problem

We’ve been giving away too much money in sales over the past century. Why? We’ve been trained to think the buyer’s budget matters.  For years, when a buyer says my budget is X, we assume and operate from the fact that that’s all they have to spend and that if we don’t meet their budget we’ll lose. In other words, we make the buyer’s budget problem...

Why Salespeople Can’t Be Good If They Don’t Use the CRM

The Sales world is desperate for an upgrade. We’ve been holding on to way too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their...

Can Quiet Sellers Gap Sell?

As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to compliment your Gap Selling journey.     Our 3rd book recommendation? Quiet!!   To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been...

Average Value is No Value

  As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to compliment your Gap Selling journey.     Today’s book highlight goes to The End of Average. Like Execution, this isn’t a sales book at all. Written by Todd Rose, a professor of developmental psychology, this book breaks down the...

The Best Sales Book, That Isn’t a Sales Book

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the...

50K and Counting Celebration

We’re almost at 50K books sold. We have less than 1,000 to go as of today, March 9th. I’m blown away that I’m writing this. The idea that Gap Selling would have ever reached 50K books would have been inconceivable. In spite of years of social media exposure, an internationally acclaimed, award-winning blog and a large and growing social following...

Pt II: Chamber Media Wasted 50k Dollars of Our Money and Wanted More

Part II of our experience with Chamber Media. ———————– The Pitch: So, we signed the contract paid the 20k dollars upfront fee, and met with the creative team. If you’re not up to speed on what’s going on, see Part I of this calamity here. In spite of the terrible sales experience, we were optimistic that things were going to improve. We, no I,...

Chamber Media Wasted 50k Dollars of Our Money and Wanted More

This is not a pleasant post, so I’m just gonna get right to it. I believe in risk.  I’m a fan of swinging for the fences and going big. It’s for this reason I contracted Chamber Media to do a “viral ad” for A Sales Guy. I was impressed with a few of their ads I had seen on Facebook.  They were funny, engaging, and memorable. I thought by creating...

Gap Selling Training Certification is Here!

It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive,...

Don’t Be A Smelly Sales Person

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together.   The post Don’t Be A Smelly Sales Person appeared first on A Sales Guy.

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