Mike Crandall

Sales professionals often face a unique challenge: the tendency to develop "happy ears." This phenomenon occurs when salespeople misinterpret or overestimate the potential of a sales opportunity, reading more into a situation than what was actually conveyed.

In your marketing, as in prospecting, you have to be able to appeal to a variety of different people. Using DISC as a filter can be a helpful way to ensure your marketing materials are going to attract a wide range of people.

Right now, we're going to focus specifically on appealing to D's in your marketing.

In my line of work, I meet with CEOs, executives, business owners, and sales leaders on a regular basis. One of the questions I often hear is, “How can we help our people grow?”

You help your people grow by helping them create better habits. A good habit can improve your professional life and your personal life as well.

At Sandler, we’ve developed a 5-step framework that—if used—can help anyone create better habits and change their lives forever.

In sales, you should keep your options open. Don't invest all your time, money, brainpower, and other resources into one specific phone script, one prospecting method, or even just one product or service.

We even...

LinkedIn can be a useful tool from both a sales standpoint and a marketing standpoint. Part of that usefulness comes in the form of social proof.

Social proof is...

People raise their defenses when they detect familiar patterns that they're not fans of. And most people have had some sort of negative experience with marketing.

That's why pattern interrupts can be so useful!

Your time is valuable. As the old saying goes, time is money! Are you wasting that time and money on social media? If you're not doing things strategically, it's highly likely you are.

Here are four Sandler concepts to keep in mind when marketing your business on social media.

Your value as a salesperson is based on the information you uncover, not the information you share. The more and better information you uncover about your prospects and their pains, the better equipped you are to determine whether or not you're a good fit to solve those pains.

Marketing can either be a huge waste of time, money, and other resources, or it can be an efficient, valuable part of your business.

You’ve probably heard some variation of the arguably most famous quote in marketing history: “Half of the money I spend on advertising is wasted; the trouble is I don’t know which half.”

Unfortunately, that’s often true in the realm of marketing! But it doesn’t have to be. If you want to avoid that issue, start marketing strategically. There are three keys to marketing strategically.

In both sales and marketing, we often try to appeal to everyone. Traditionally, the goal is to get as many leads as possible into the pipeline because that means more sales, right?

In reality, that means more bad leads in the pipeline and more wasted time. And if you're spending time with the wrong people, you're robbing the right people of your time.