Sales Podcast – 12 Non-Negotiable Sales Truths Shane Gibson's Podcast – Social Selling – B2B Sales and Influence
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This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This podcast digs into some of the core truths we have to live with and work within. Following is the podcast transcript and video:
(Video) Keynote Speaker Shane Gibson on Non-Negotiable Sales Truths
[Begin sales podcast transcript]
Today, I want to talk about twelve non-negotiable sales truths. There are also twelve not-so-popular sales truths. When we discuss sales truths, one of the things we consider is our desire for success and what it means to be a successful sales professional. As sales professionals and sales leaders, we’re always seeking an advantage, trying to find a shortcut, and aiming to reduce the time it takes to move from point A to point B. However, in many instances, there are core sales truths and principles that can’t be sidestepped. They’re a reality if we aim for long-term success in sales. I will delve into these in today’s podcast. This is available on YouTube @Shane Gibson. Clips/reels will also be shared on Shane Gibson’s Instagram (@ShaneGibson), as well as @ShaneGibsonLive on TikTok. You can of listen to Shane Gibson’s Sales Podcast on platforms ranging from Spotify to Apple Podcasts and many others.
(Please note that Truth #9 was omitted in the podcast and added to the text below)
Let’s dive into these twelve non-negotiable sales truths.
Sales Truth #1 – You can never be too busy to prospect and work your funnel.
It’s crucial to understand that you can never be too occupied to prospect and manage your funnel. Prospecting is an investment for our future that we must consistently make. Often, I’ve observed (and experienced in my business) professionals getting overwhelmed with inbound tasks, client service, meetings, administrative duties, and other work commitments. We sometimes forget that prospecting is our lifeline. Part of this oversight is because results from prospecting aren’t immediate, especially with sales cycles ranging from three weeks to six months. However, top performers who secure deals regularly were consistently prospecting and maintaining their funnel weeks or even months prior. It’s essential to set aside dedicated time for prospecting and funnel management.
Sales Truth #2 – An inquiry is not necessarily a lead, regardless of their “sentiment.”
An inquiry doesn’t always equate to a lead, no matter the sentiment behind it. It’s easy to get overly enthusiastic about someone filling out a form. Still, the debate between sales and marketing teams regarding what constitutes a marketing-qualified or sales-qualified lead is ongoing. Merely because someone shows interest or belongs to a targeted company doesn’t mean they’re a genuine lead. Various other factors determine an ideal prospect. Therefore, before adding someone to the funnel, ensure they meet the qualification criteria. Sometimes, an immediately available person isn’t the right fit. By effectively filtering these inquiries, we can focus our energies on filling the funnel with the right prospects.
Sales Truth #3 – Discovery is much more than just as...
This sales podcast is focused on 12 Non-Negotiable Sales Truths. As a sales trainer and keynote speaker I come across people often who want to short-cut and negotiate the price of sales success. This podcast digs into some of the core truths we have to live with and work within. Following is the podcast transcript and video:
(Video) Keynote Speaker Shane Gibson on Non-Negotiable Sales Truths
[Begin sales podcast transcript]
Today, I want to talk about twelve non-negotiable sales truths. There are also twelve not-so-popular sales truths. When we discuss sales truths, one of the things we consider is our desire for success and what it means to be a successful sales professional. As sales professionals and sales leaders, we’re always seeking an advantage, trying to find a shortcut, and aiming to reduce the time it takes to move from point A to point B. However, in many instances, there are core sales truths and principles that can’t be sidestepped. They’re a reality if we aim for long-term success in sales. I will delve into these in today’s podcast. This is available on YouTube @Shane Gibson. Clips/reels will also be shared on Shane Gibson’s Instagram (@ShaneGibson), as well as @ShaneGibsonLive on TikTok. You can of listen to Shane Gibson’s Sales Podcast on platforms ranging from Spotify to Apple Podcasts and many others.
(Please note that Truth #9 was omitted in the podcast and added to the text below)
Let’s dive into these twelve non-negotiable sales truths.
Sales Truth #1 – You can never be too busy to prospect and work your funnel.
It’s crucial to understand that you can never be too occupied to prospect and manage your funnel. Prospecting is an investment for our future that we must consistently make. Often, I’ve observed (and experienced in my business) professionals getting overwhelmed with inbound tasks, client service, meetings, administrative duties, and other work commitments. We sometimes forget that prospecting is our lifeline. Part of this oversight is because results from prospecting aren’t immediate, especially with sales cycles ranging from three weeks to six months. However, top performers who secure deals regularly were consistently prospecting and maintaining their funnel weeks or even months prior. It’s essential to set aside dedicated time for prospecting and funnel management.
Sales Truth #2 – An inquiry is not necessarily a lead, regardless of their “sentiment.”
An inquiry doesn’t always equate to a lead, no matter the sentiment behind it. It’s easy to get overly enthusiastic about someone filling out a form. Still, the debate between sales and marketing teams regarding what constitutes a marketing-qualified or sales-qualified lead is ongoing. Merely because someone shows interest or belongs to a targeted company doesn’t mean they’re a genuine lead. Various other factors determine an ideal prospect. Therefore, before adding someone to the funnel, ensure they meet the qualification criteria. Sometimes, an immediately available person isn’t the right fit. By effectively filtering these inquiries, we can focus our energies on filling the funnel with the right prospects.
Sales Truth #3 – Discovery is much more than just as...