The Psychology of Sales and Marketing

Black Friday Discounts
Marketers are getting advanced. Back in the 60’s and 70’s they simply put out messages and tried to make them clever or funny. That was success at the time. They had no clue about the psychology of sales and marketing.

Not anymore however. Now days, marketers not only know the results their marketing generates, they know the emotional hot buttons they are pushing and they know how you will likely respond to them. [Read more…]

How to Set-up A Sales System and Sell with Insightly CRM

Insightly CRM Sales System Set-up

I’ve been helping and teaching business owners, sales managers, and salespeople how to set-up a sales system(s) for their businesses for the better part of 10 years. In the last couple of years sales automation, using CRM’s, and marketing automation have become very popular, and businesses are trying to take advantage of them. Salesforce is the obvious choice as a CRM for salesforce automation, and they led the field in building awareness for SaaS tools and using the cloud for business.

The truth however, is that salesforce is a complicated beast. It’s true that through add-ons and assorted tools and other SaaS software that integrates with salesforce you can achieve and create amazing sales and marketing processes. [Read more…]

What is a Sales System

I’ve been reading sales books for 25+ years. Wow! That sounds like a long time! Doesn’t feel like it though.

Anyway, some sales books talk about sales systems, but not one ever told me how to actually set one of those things up. You think Frank Bettger in “How I raised myself from Failure to Success in Selling” showed you what to do each day? Did Og Mandingo tell you how to pick up the phone and handle anything? When you learned to swim with the sharks, did you learn how many times you would need to call someone before they would answer the phone? Finally, while you may have heard all kinds of stories about the redhead and realized that a lot of the time you were guilty of “stinking-thinking” did Zig ever tell you what to do today to get more business?

I love every one of these guys. I cut my teeth on their information and they have pumped me up when I needed them. But you know what I really wished I had when I started out? [Read more…]

How to Customize Insightly CRM for Prospecting

In this video I’m going to show you how you can customize Insightly CRM to make it really easy to prospect.

Insightly is one of the easiest CRM’s to use on the market and the best thing about it is really easy to set-up and import contacts.

As far as importing contacts into Insightly CRM goes, it’s dead simple. Just set up the CSV file column names to match the fields in Insightly and importing is 2-clicks and done.

The best part about importing into Insightly CRM is even though you can create different .csv files for Contacts and Organizations, you don’t have to. You can just import Contacts and it will make the Organizations auto-magically. Think that’s not a big deal? Think again! It becomes a huge pain in the ass when you have to do each separately and then associate them afterwords. [Read more…]

How to Prospect Using Insightly CRM

In this video I’m going to show you how you can prospect using Insightly CRM.

If you have read the article, you know I’m pretty jazzed about Insightly. It’s a really decent CRM. Sure, I might think I’d like things to be different and sexier, but in all honesty, it’s easy to use and it provides the ability to add a lot of business process semi-automation (read sophistication) into your business.

Any salesperson who isn’t using a CRM deserves to be broke. It’s just too easy to organize your work and sales using a CRM, and Insightly, all things considered, is probably the easiest I’ve used.

While this video and the main “How to set up a sales system and sell using Insightly CRM” article explain everything in detail, just remember two things: [Read more…]