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Sales + Inbound Marketing + HubSpot

What's The One Thing That Has Remained The Same In Sales? Chris Spurvey

Posted by Wes Schaeffer | September 16

Create a Growth Culture Focused On Serving

Click here to download the episode. 


Sales Tips you'll learn today on The Sales Podcast...

  • Built a business to 70 people
  • Acquired by KPMG
  • Relationships are still key
  • Be consistent
  • Seek win-win opportunities
  • There is no new magic trick to sell today
  • Social media can help facilitate relationships
  • Do whatever it takes
  • Be where you need to be

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  • He formed a vision when he grew his IT services business
  • Create a growth culture for your entire company
  • Their telecom company was training PeopleSoft implementors
  • Go where there is need and charge for solving the need
  • Have the diagnostic conversation
  • Price your services based on the value you bring
  • Start with a situational analysis, which is regurgitating what they already said
  • Give them the methodology
  • Show them a computation of how you price your services based on their growth
  • Maybe ask for 30% up front and the remainder over the course of the year
  • You must believe in yourself so you can ask the hard questions
  • Test your own limits
  • We're all learning
  • Don't be too eager to jump to a proposal
  • Keep your posture...don't jump right into selling and pushing
  • Ask the right questions. Maintain your integrity.
  • Listen to your intuition.
  • Tap into the buyer's energy
  • Get to the truth if they buyer is sincere.
  • Don't over-complicate things
  • Stop pushing for an arbitrary close to meet your calendar-based quotas.
  • It's a long game.
  • Seek to serve.
  • Customers want certainty and proactive results
  • Use a thin wedge, i.e. choose your clients well
  • When the student is ready the teacher will appear

Links Mentioned In The Sales Podcast

Topics: The Sales Podcast, Podcast, Inbound Marketing, Outbound Marketing

Written by Wes Schaeffer

The Reassuringly Expensive, Ruthlessly Pragmatic pig-headed entrepreneur dedicated to discovering proven, transferable, effective tools for creating inbound sales so he can help you automate, integrate, and dominate your niche.


Listen to Wes Schaeffer host The Sales Podcast on iTunes   stitcher-white-300x65   Listen to Wes Schaeffer host The Sales Podcast on TuneIn.   Listen to Wes Schaeffer host The Sales Podcast on CastBox.

Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on iHeart Radio.   Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on Google Play.  Subscribe to The Sales Podcast with Wes Schaeffer, The Sales Whisperer® on Spotify.

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Here's what you and I both know. With all the streaming and social media options you have at your fingertips, the only reason to browse a site like this is that you're either not making enough money or you're working too hard for the money you're making. That means you need to get better at sales, at marketing, and/or at choosing and using the right tools to scale your sales. So contact me and let's see if we can work together. ~Wes

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