Category Archives: Performance

How to perform – reliably

Well, this book is refreshing.

Challenge the trends in sales. 

My friend, Mike Weinberg, says that all this talk about how “sales has changed” and “selling is harder than ever before” is a bunch of hooey. And I’m inclined to agree.

Surprise!  It’s ALWAYS been about fundamental principles applied precisely and consistently.

If you suspect that what you’re hearing from “experts” doesn’t add up, you’ll love Mike’s new hard-hitting book. Then – you’ll be raring to get back to your craft – not trying the new fad.

Check out the #SalesTruth with reviews and summaries here.

Enjoy the straight-shooting “expert-debunking” truths that he sees his top clients execute daily and win solid new business year-over-year.

Love ’em UP!

Dianna Geairn
The Irreverent Sales Girl

You May Be An Order Taker If…

If you’re having trouble hitting your numbers, you may be an order-taker!

What do I mean by Order-Taker?

An order-taker is a salesperson who is  so knee-deep in the accounts they are working  and the inbound requests they are responding to that they stop prospecting.

Don’t get me wrong. This can be a great cushy life – but, if you’re not consistently taking some actions to fill your pipeline with new, fresh opportunities (hunting), then I promise that your savvy sales chops are getting rusty – and you are running the risk of a pipeline that dries up!

Watch the Order-Episode of The SellOut Show! 

It gets worse! Order takers often become so reactive to the urgency that is right in front of them that they don’t even grow and service their existing accounts to their maximum value.

It’s a trap!

Continue reading You May Be An Order Taker If…

Announcing the Solid Six Blueprint: Go From 5 to 6 Figures in Sales!

To celebrate National Tax Day (yesterday), I have a very special gift for you!

But, first, a fun fact…

Q:  Do you know what the average salesperson in the United States earns?

A:  It depends on your sources, but most say that it is just about $62,500.

Now, that’s not a bad living, but I’m here to tell you that there is so much more available in the wonderful world of sales than $62,500.

So, I wrote this eBook just for you (because YOU are anything but average!).

Want to Go from 5 to 6 Figures in Sales? Get your FREE eBook!

It’s called The Solid Six Blueprint. And, it contains the illustrations of the SIX elements you need to master to move to a Solid Six in Sales.

The Magic of Six

I’ll never forget the day I crossed the threshold into a Six-figure income.
Continue reading Announcing the Solid Six Blueprint: Go From 5 to 6 Figures in Sales!

Can You Predict How Much You’ll Make This Year?

If you want to go from 5 – 6 Figures in sales, FOR REALS, you need to be able to predict how much business you are going to close in the year.

Most of us feel like sales are random. There are the deals

How much will I make this year? 

you’re SURE are going close – but they just never seem to get done.  And then, there are those deals that come flying in from out-of-the-blue and close – that you just never expected.

No wonder it’s so uncomfortable when you’re meeting with your Sales Manager – trying to tell them the truth about how your sales are going and what they can expect for you to close.

I’ve got good news for you. There are ACTUAL ways to predict how your year is going to go!

WATCH: VP of Sales, Michael Maynes, break it down on The SellOut Show here. 

The First Step is to “Know Your Stages”

Yes. this means you are going to develop a brand new relationship with your CRM, or your pipeline, or your funnel. (Sorry – it’s the thing every average seller hates the most – but the top 1%-ers live and die by it!)

Flip Your Perception About the Stages

Continue reading Can You Predict How Much You’ll Make This Year?

Sales Onboarding – Start Your New Sales Gig STRONG

If you’re a sales leader – you need new hires to start earning revenue quickly. And, if you’re new to a job, you want nothing more than to get those first deals fast and get to On Target Earnings.

But, the typical onboarding documents seem to do the exact opposite – as Shawn Karol Sandy says – “They’re Bass-Ackwards”!

Get all the truly gold nuggets about ramping fast here:The SellOut Show #Raw & #Uncut “Sales Onboarding” Episode

To get it right, find below the: DON’T DO THIS and DO THIS INSTEAD to fast-track your way to INK ON PAPER!

Want to Go from 5 to 6 Figures in Sales? Get your FREE eBook!

Here we go – the DON’T DO THIS and DO THIS INSTEAD of new sales onboarding!

Continue reading Sales Onboarding – Start Your New Sales Gig STRONG

The “One Thing” beats the “One Stop Shop”

“The One Thing” beats the “One Stop Shop”!

Do you represent a company with a full suite of services? Your products and services cover all of your customers’ needs? That’s great!

But, the minute you start calling yourself a one-stop-shop, you will start losing business.

Click to Watch the One Stop Shop Episode of The SellOut Show! 

Here’s why:

Continue reading The “One Thing” beats the “One Stop Shop”

VIDEO: The magic of tracking! How to nail your sales goals!

In this latest version of The Raw & Uncut SellOut Show, Shawn and Dianna drop some nuggets on how to nail your sales goals.

 

Tracking Creates Magic in Your Pipeline

Find out if:
* you’re tracking the right activities to meet your goals
* what you can start doing TODAY to achieve reliable success
* how well Shawn knows the all-time best basketball stars

Join the fun and learn the cool tools that will rock your 2018 sales plans.

The Visual Economy of Sales – Don’t Get Left Behind

“A picture paints a thousand words” We all know it to be true. But, as we move into the Visual Economy of Sales, understanding this truth is vital for the salesperson to compete and earn business in the future.

Marketers have known this for years. Look at TV, billboards, posters, magazine ads, website banners. All visual. All ways to capture your attention to help you buy.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Cavemen knew it. The best way to tell a story is to put pictures on the wall.

Now, more than ever before, salespeople need to be learning, exploring, experimenting, and educating themselves on how to incorporate visual cues into their sales messages. Or, they will get left behind.

What is the Visual Economy of Sales?

The Visual Economy of Sales is a simple concept.

The sales pros who learn how to use visual economy will earn more of their prospects’ mindshare as well as their wallet share – which means more closed deals. Which means more money in their own bank account.

“Economy” has a delightful two-sided meaning that solidly backs up the idea.

First, “economy” can refer to using time and space well. If you tell your sales story in a picture, it means your buyer takes less time to consume the information, or –  economy of time. And, if 1 picture = 1,000 words (almost the length of this article), you have achieved economy of space, too.

Second, “economy” also refers to transactions in a marketplace. More transactions in your market leads to more dollars in your pocket.

Get the picture? (hee hee, See what I did there?)

How do I know this is true?

Look for yourself. Do your prospects respond to your emails more or less often?  “Less”, right?

(If your answer is “more”, don’t be lulled to sleep by your current success. The Visual Economy will soon apply to you, too.)

The brain science

OK. I did that to get your attention. I’m not a brain scientist, but everything I read says that:

  1. My prospect gets a rush of dopamine every time he deletes my email or voicemail
  2. My prospect gets a rush of good feelings when he fills in the blanks on a puzzle, sees an image that engages him, or is tickled pink by a positive image.

So, why are you spending your precious time writing brilliant email messages and leaving fabulous voice mails? Just to give your prospects the joy of deleting?

What a waste of your genius!

Why not find ways to communicate your message that is visually engaging, distracting, and irresistible?

The proof is all around us

Marketers tell us that people engage more frequently with infographics and checklists today than they do with white papers and eBooks.

Snapchat’s got the 25 – 35-year-olds rapt.

Instagram and Pinterest are still fast growing social channels.

YouTube is the most popular search engine.

People who use emojis when they text are more likely to have happy relationships.

It goes on and on.

What to do about it?

I don’t know!

But, we’re about to find out. It’s time to start researching and experimenting. Here are some thoughts:

  • What happens if you include a GIF of your product doing its thing in your next email message?
  • How about using a video service that turns your email into a personal 10 second video?
  • Can you express all the data you want to share with your clients in an infographic? (It costs about $5 to get one made from Fiverr or UpWork).
  • Can you share a bunch of logos of your current customers instead of a laundry list?
  • Can you create a checklist of the pain points your typical customer encounters and send that instead?
  • Send it on Facebook, send it on LinkedIn, send it on text, send it on Snapchat! (Soon, the people who control big budgets will be the same ones who are accustomed to engaging on these platforms).

Join the experiment!

Let’s discover how to get our prospects’ attention visually! Let’s make it personal, engaging, irresistible. Let’s get NOTICED!

I would love to hear the sales wins you are experiencing as you use visuals to outpace your competition. And, I’ll share mine, too.

And, don’t EVER forget to…

Love ‘em ALL UP!

The Irreverent Sales Girl

(By the way, the irony is not lost on me. This blog post is in writing and not pictures. Give me a break! We’re just getting started!)

Negotiate the Sale – Hostage Style!

Join Shawn Karol Sandy and me in our conversation about how to negotiate the sale.

One of the fun moments is the book reveal – how to negotiate like your life depended on it.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

This one is all about how to get the deal closed with the best possible outcomes – for you AND your customer! (What????) Yep. For you AND your customer.

It’s the raw and uncut version, so enjoy it like your favorite podcast or glass of wine.

Love the negotiations UP!

The Irreverent Sales Girl

Want to get the juicy stuff – that only my subscribers see? Sign up here!  http://bit.ly/IrreverentTuesday

Some Red Carpet Fun for You – Best Sales Inspiration Films of All Time

I am SOOO excited to share the Red Carpet episode of my new (and hilarious) VideoCast with the amazing Shawn Karol Sandy.

Want 15 minutes of fun? Here are our picks for the Best Pictures for Sales Inspiration!

TWEET IT OUT!

Watch #RedCarpet episode w/ @SellOutShow – Hilarious & Fun #BestPicture #Sales #Inspiration youtu.be/CLBR1ERzUes?a

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

I’d love to hear from you? What is your favorite movie clip for inspiration?

Love it UP!

The Irreverent Sales Girl

P.S. – Be one of the very first to subscribe to our show! That would be GREEEAAAATTT! https://www.youtube.com/channel/UCxEzaDhO9LBCooaNUihUeIA