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Mike Schultz

About Mike Schultz

19 Insight Selling Mistakes to Avoid

21 November 2014 by Mike Schultz

Recently we released our new white paper, Your Guide to Insight Selling Success. Like anything, insight selling comes with its own potential pitfalls. To help you avoid them, we have outlined the most common insight selling mistakes. Some points are tactical, and others strategic. Each is listed under a general area that is key to… Read More

Filed Under: Article, Sales Strategy, Sales Tools, Sales Training

3 of the Most Powerful Questions in Sales

4 March 2019 by Mike Schultz

Asking powerful sales questions is essential for sales success. Buyers want to work with sellers who understand their situation and propose a solution that’s tailored to them. To uncover their needs and help them create better futures, it’s going to take some probing. While there are different categories of questions you can ask, there’s one… Read More

Filed Under: Article, Sales Process, Sales Prospecting

3 Ways to Add Value to Your Sales Meetings (Most Sellers Don’t Do)

14 July 2018 by Mike Schultz

One of the most eye-opening stats from our latest research, Top Performance in Sales Prospecting, is the lack of value buyers report receiving in their sales meetings. Many sellers talk about value and say they provide exceptional value to their customers, yet few are actually delivering on this promise. In the study of 488 buyers,… Read More

Filed Under: Article, Customer Experience, Sales, Sales Prospecting

4 Steps to Fill Your Pipeline with Quality Opportunities

8 October 2020 by Mike Schultz

Prospecting is a challenge for even the most experienced sellers, and with the shift to working, buying, and selling virtually, organic opportunities to make new connections and create conversations have disappeared. There aren’t any in-person networking events, tradeshows, travel, or opportunities to grab dinner, a cup of coffee, or attend a sporting event together. Filling… Read More

Filed Under: Cold Calling, White Paper

4 Ways to Improve Productivity

10 June 2019 by Mike Schultz

I can hardly read a magazine, pick up a business book, or watch a talk show without hearing someone talking about the latest trick for improving productivity. Being a skeptical person, my first reaction to these claims is “show me the research.” Sure enough, nine times out of 10 these “tips” aren’t backed by any… Read More

Filed Under: Article, Sales, Self-Improvement

4 Ways to Improve Productivity

5 August 2019 by Mike Schultz

I can hardly read a magazine, pick up a business book, or watch a talk show without hearing someone talking about the latest trick for improving productivity. Being a skeptical person, my first reaction to these claims is “show me the research.” Sure enough, nine times out of 10 these “tips” aren’t backed by any… Read More

Filed Under: Article, Sales, Sales Enablement

5 Common Sales Negotiation Mistakes

13 October 2014 by Mike Schultz

Negotiations are everywhere. From selling big corporate deals and setting salaries to deciding what to watch on TV and getting your kids to eat their vegetables, we’re constantly playing a game of give and take. For every negotiation you encounter, you’ll find at least ten different pieces of advice telling you ten different ways to… Read More

Filed Under: Negotiating, White Paper

5 Roles of a Sales Coach

9 December 2019 by Mike Schultz

Great sales managers need to be great sales coaches, and great sales coaches do five things well. Most leaders agree the opportunity to improve sales performance through coaching is tremendous. Unfortunately, while companies are enjoying success with business coaching in general, sales coaching is often a major disappointment. When done well, sales coaching produces excellent… Read More

Filed Under: Sales Efficiency, Video

5 Steps to Collaborate with Buyers in the Selling Process

6 August 2013 by Mike Schultz

When buyers buy something, one of two things must be true: They are required to buy. They want to buy. In the former, they have no choice. Get sued, hire a lawyer. Buying = required. The lawyer doesn’t need to convince the buyer why to buy legal services in general, only why to buy them… Read More

Filed Under: Article, Relationship Selling

50 Powerful Sales Questions

9 January 2020 by Mike Schultz

Asking incisive questions is an essential part of any sales conversation. Great sales questions help you find out what’s going on in your buyer’s world. They help you connect with buyers, understand buyer needs and what’s important to them, and help you drive the sale forward. In this guide, we share 50 of the most… Read More

Filed Under: eBooks, Questioning Techniques

7 Ideas for Building Trust in Sales

22 October 2014 by Mike Schultz

Lots of things have changed in the world of sales, but some things have not. Building trust was important 50 years ago, and it’s just as important today. When buyers trust sellers, they depend on them, listen to them, give them access, and spend time with them. Trust is critical for sales success. But today’s… Read More

Filed Under: Article, Sales Prospecting

7 Price Objections and What’s Behind Them

13 October 2014 by Mike Schultz

Money and budget issues are tricky, and they are almost never what they first appear. When buyers say some version of “Money is going to be a problem,” they often mean something else. Below are 7 common price objections we hear and what buyers are really thinking when they say them. Decoding the 7 Types… Read More

Filed Under: Article, Objection Handling

7 Qualities of a Great Sales Negotiator

10 November 2014 by Mike Schultz

What makes a great negotiator? Negotiation is a craft that can be learned by just about anyone, as I discussed in my recent podcast with RainToday. There are, however, certain characteristics of great negotiators that are difficult to develop through the even the most rigorous of training initiatives. They are qualities you either have or… Read More

Filed Under: Article, Negotiating

7 Ways to Build Rapport in Sales and Connect with People

8 August 2012 by Mike Schultz

The following is expanded content from our new book Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation. In this piece, co-authors Mike Schultz and John Doerr explain how to make sincere connections with prospects to help close more deals. Read more about the book here. Consider this: a CBS News / New York Times… Read More

Filed Under: Article, General Sales, Relationship Selling

9 Habits of Extreme Productivity

9 August 2018 by Mike Schultz

The most successful sellers are motivated, proactive, focused, and goal-oriented. Indeed, they get the most done and achieve the best results in less time. So what makes these sellers significantly more productive? We all have the same number of hours in a day, yet some sellers achieve considerably more than others. The answer: They’re systematic…. Read More

Filed Under: eBooks, Time & Personal Management

9 Principles of Virtual Learning Success

9 May 2020 by Mike Schultz

Since the global pandemic of 2020 began, virtual training has become an imperative. But designing and delivering effective virtual training is more the exception than the norm. Virtual training failure is all too common. That’s because virtual training that works is still in its infancy, and most organizations struggle to convert what works for in-person… Read More

Filed Under: eBooks, Sales Training, White Paper

Be Assertive in Sales (Without Getting Fired)

18 August 2014 by Mike Schultz

A long time ago, I was fly fishing with a grizzled, old, big company leadership consultant. I asked him what he thought differentiated good consultants from great consultants—those at the pinnacle of the game. He said, “Let me think.” A little while later, we were in the middle of the river when he turned to… Read More

Filed Under: Article, General Sales, Self-Improvement

Curious How to Win More Sales?

26 September 2014 by Mike Schultz

One of the major findings of our research on What Sales Winners Do Differently is that today’s sales winners don’t just sell the value of their products and services, they are the value. They are knowledgeable experts who bring ideas and new perspectives to the table. Essentially, they harness the power of ideas when selling,… Read More

Filed Under: Article, General Sales, Sales Prospecting

How to Build Fluent Product Knowledge and Improve Sales Success

11 November 2012 by Mike Schultz

Build product knowledge to improve sales success. Salespeople know what they sell, and they sell what they know. When it comes to salesperson knowledge, people know too little about their particular industry, their customers’ needs, and their company’s products and services to be able to sell the full suite of solutions. Without this knowledge they… Read More

Filed Under: Article, Sales Training

How to Lead a Masterful Sales Negotiation

3 November 2014 by Mike Schultz

A sales negotiation can be lengthy, nerve-wracking, and complex. For many sellers, every negotiation adds at least one gray hair. The challenge is that too many people find themselves in a sales negotiation, but they don’t understand the underlying dynamics of how sales negotiations work. To help you master the art of sales negotiation, we’ve… Read More

Filed Under: Article, Negotiating

Is Relationship Building in Sales Dead?

27 June 2014 by Mike Schultz

There’s been a lot of noise the last couple years declaring relationship selling dead. “The Internet has changed everything.” “Personal connections don’t matter anymore.” “Selling is not about relationships.” “Throw out everything you thought you knew about sales, Armageddon is coming!” Blah, blah, etc. As we’ve discussed before, we strongly disagree with the idea that… Read More

Filed Under: Article, Relationship Selling

LinkedIn for Sales [Free Guide + Tools]

26 April 2021 by Mike Schultz

82% of buyers will look up a seller on LinkedIn before replying to a seller’s prospecting efforts. How are you showing up on LinkedIn? What does your profile look like and say about you? Your profile is a reflection of who you are and the value you can deliver. And when more than 8 in… Read More

Filed Under: Business Development, Sales Prospecting, Sales Tools, Social Selling, White Paper

Negotiation Tactics: Who Should Go First?

9 December 2019 by Mike Schultz

Too many sellers wait for the buyer to drive the sales negotiation. Instead, sellers should go first and take control. Rule No. 3 in the 6 Essential Rules of Sales Negotiation is Lead the Negotiation. When buyers take control, sellers are often left playing catch up, and reacting instead of leading the negotiation to a… Read More

Filed Under: Negotiating, Sales Process, Video

Not Hitting Your Sales Numbers? Do This One Thing Better

13 August 2014 by Mike Schultz

“Like a poor marksman you keep…missing…the target. Kaaahhhnnn!!!” – Admiral James T. Kirk There was this one sales person I know that worked very hard, but he always seemed to be middle of the pack when it came to results. He had good skills. He was a good guy. But the results just weren’t there…. Read More

Filed Under: Article, Sales Strategy, Sales Training, Self-Improvement

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