From the Desk of Steve Staccato

What if you could tell your story to more people?

Posted by Steve Staccato

Sep 12, 2014 1:12:55 PM


What if you could tell your story more often to people genuinely interested in what you sell?  What if you could reach the right decision makers and be able to spend 20-30 minutes with them on your first appointment?

If you could, would you be able to sell more?  Join this inspiring presentation on prospecting challenges and best practices.  We’ll share proven techniques and you’ll leave with a some new ideas you can implement right away.

CEO Webinar:
"What if you could tell your story to more people?"
September 23 | 2:00 pm EST


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Topics: Sales Tips, management, books for salespeople, Sales books, sales

Now Read This: Our Top 10 Must-have Sales Books

Posted by Steve Staccato

Aug 28, 2014 11:30:00 AM

sales books

Sadly, summer is nearing its end. It's almost time to put down those “beachy" reads and pick up something with a little more substance, perhaps something that will help boost your career and further your efforts to become the best in the business. Here are some sales books we think you might enjoy:

1. Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan with Michelle Vazzana

Why we love it: In this thought-provoking guide, Jordan challenges traditional methodology and illustrates how to drive better results by focusing on the fundamental sales process and measuring metrics that matter.

2. Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod

Why we love it: McLeod believes that a purpose-driven sales force will always be more successful than a profit-driven one, and she drives down to the heart of this process and provides specific examples to help guide you.

3. The Definitive Book of Body Language by Allan and Barbara Pease

Why we love it: Written by the world's foremost expert on body language, this book delves into the importance of reading body language in business settings.

4. Little Red Book of Selling by Jeffrey Gitomer

Why we love it: Full of witty cartoons, mantras and memorable quotes and takeaways, this book is a quick and amusing read that manages to entertain while it teaches.

5. Selling to Big Companies by Jill Konrath

Why we love it: Konrath arms you to the teeth for selling to big companies with her surefire strategies and insightful pointers and techniques. She's garnered a lot of praise from industry insiders for this book and is considered a thought leader on the subject.

6. The Accidental Sales Manager by Chris Lytle

Why we love it: Being a top salesperson doesn't always translate into being a great manager. This book delivers valuable insight on what it takes to make the transition and lead with confidence.

7. How to Win Friends and Influence People by Dale Carnegie

Why we love it: It's a classic! Chances are you have already read it. Carnegie's words have influenced people since this book was first published in 1937.

8. Secrets of Closing the Sale by Zig Ziglar

Why we love it: Our list wouldn't be complete without at least one title from Mr. Ziglar, beloved motivational speaker and sales trainer extraordinaire.

9. What Great Salespeople Do: The Science of Selling Through Emotional Connection and the Power of Story by Michael Bosworth and Ben Zoldan

Why we love it: This thoughtful book humanizes the sales process and reveals how to boost sales by using the power of storytelling and active listening.

10. Delivering Happiness: A Path to Profits, Passion, and Purpose by Tony Hsieh

Why we love it: Written by the CEO of Zappos, the online retailer pulling in more than $1 billion annually, this best-seller rallies around placing value and emphasis on the corporate culture.

We hope you enjoy these titles as much as we do. Contact the well-read professionals at FRONTLINE Selling today to learn about our passion for prospecting - and getting first appointments with the RIGHT people. Remember, before you can get that sale, you’ve got to have that first conversation.

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Topics: Sales Tips, management, books for salespeople, Sales books, sales

8 Inspirational Quotes to Boost Morale

Posted by Steve Staccato

Aug 26, 2014 11:00:00 AM


Being a salesperson can be daunting at times. A tough week can wreak havoc on your psyche. Sometimes a few insightful words of wisdom are all you need to motivate you and get you back on track. Whether you need a pick-me-up to pull you out of that slump and rid you of the sales doldrums, or you just need a little encouragement to keep you on track, we've got you covered. 

Read on for your daily dose of inspiration ...

"It's not about being the best. It's about being better than you were yesterday."

"Pretend that every single person you meet has a sign around his or her neck that says, 'Make me feel important.' Not only will you succeed in sales, you will succeed in life."
Mary Kay Ash

"People often say that motivation doesn't last. Well, neither does bathing — that's why we recommend it daily."
-Zig Ziglar

"Value the relationship more than making your quota."
-Jeff Gitomer

"Success seems to be connected with action. Successful people keep moving. They make mistakes, but they don't quit."
-Conrad Hilton

"Selling to people who actually want to hear from you is more effective than interrupting strangers who don't."
-Seth Godin

"Most people think 'selling' is the same as 'talking.' But the most effective salespeople know that listening is the most important part of their job."
-Roy Bartell

"The secret to selling more is having the ability to tell your story more times to people who are interested in buying your product.”
-Mike Scher, FRONTLINE Selling CEO and Chief Demand Creation Architect

If you would like to take the guesswork out of prospecting and would like to reach more people who are genuinely interested in learning about what YOU have to offer, contact the professionals at FRONTLINE Selling today. We're here to help.

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Topics: Sales Tips, sales quotes, Sales motivation, motivational sayings, Sales inspiration

Active listening (Pt 3): How non-verbal cues affect sales discussions

Posted by Cherie Stowe

Aug 14, 2014 11:00:00 AM

client communication


Although many first sales appointments take place over the phone, if you have been following our Guide to Active Listening, chances are you've had a meaningful, successful interaction with your prospect and may have landed that deal-closing face-to-face meeting. To further aid you in your communication endeavors, FRONTLINE Selling CMO, Cherie Stowe, discusses the final component to active listening: non-verbal signals and how to use them to improve your conversations.

Body language is a large part of communication. Picking up on non-verbal cues can be vital to understanding meaning when having a discussion. Crossed arms can signal resistance. Someone who doesn't like the person sitting next to them tends to cross their legs away from that person. There are hundreds of examples of how body language conveys meaning. In a business setting, being able to portray and read body language can be the difference between winning a sale and tanking it. The following is a short list of non-verbal signs you can use or look for to gauge or reinforce active interest in what is being said.

  • Smiles - small smiles can be used to show that the listener is paying attention to what is being said. Combined with nods of the head, smiles can be a powerful tool in affirming messages are being acknowledged and understood.
  • Eye contact - it is normal and usually encouraging for the listener to look at the speaker. Combine eye contact with smiles and other non-verbal messages to encourage the speaker. If your prospect is looking at their phone or out the window, you have a problem. Change focus or bring them back into the fold by asking them a question.
  • Posture - posture can tell a lot about the sender and receiver in interpersonal interactions. The attentive listener tends to lean slightly forward or sideways while sitting.
  • Reflection - automatic mirroring of facial expressions used by the speaker can be a sign of attentive listening. These reflective expressions can help show sympathy and empathy, especially in emotional situations.

Using or looking for these non-verbal signs in face-to-face communications will not only help you to become a better communicator, but will help you build better overall relationships and enhance your sales success.

To learn more about the importance of interpersonal communication and how you can increase the number and quality of your first business conversations, contact the professionals at FRONTLINE Selling today. 


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Topics: Sales Meetings, Sales Calls, Sales Tips, Listening Tips, Active Listening, first sales appointments

Active listening (Part 2): Achieve sales goals through reflection

Posted by Cherie Stowe

Aug 7, 2014 1:00:00 PM

client communication


In the last installment of our guide to active listening, FRONTLINE Selling CMO, Cherie Stowe, wrote about the four fundamentals of active listening. In her latest post, she focuses on how to reflect content, feeling and meaning in order to let your prospect know you have heard what he/she is trying to convey.

The purpose of communication is to derive meaning, and the most immediate part of a speaker's message is the content -- in other words, those aspects dealing with information, actions, pains, events and experience. Reflecting, or mirroring, content back to the speaker not only helps to clarify what has been said but gives focus to the interaction. Reflecting the speaker's feelings and emotions brings them into sharper focus and uncovers what's underneath, allowing you to best diagnose how you can alleviate the pains your prospect may be experiencing.

There are two techniques built into active listening that will help accurately expose what the speaker wants you to hear: mirroring and paraphrasing.

Mirroring - this simple form of reflecting involves repeating what the speaker says near verbatim. The listener mirrors the degree of intensity of the speaker's emotions and pains by repeating short, simple statements.

For Example:

  • "You feel overworked by having to do things manually."
  • "Your infrastructure is outdated."
  • "You feel pressure to update your environment."

Paraphrasing - Another way to show that you are listening, this technique involves using your own words to reflect what the speaker has conveyed. When paraphrasing, it is of utmost importance that you don't introduce your own ideas or question the speaker's thoughts, feelings or actions. Your responses should be non-directive and non-judgmental.

  • "I heard that you are angry about the lack of progress being made on the project."
  • "You said IT has been stalling the decision-making process, and you wish you had more control."

Don't be concerned if you don't manage to get the feeling or message right. The speaker will correct you. For example, she may say, "I'm really feeling more frustrated than angry about the lack of progress." Getting the prospect to open up about pains and reflecting them back accurately can make all the difference when it comes to diagnosing the issue and offering the best solution. For more information about engaging your prospects, contact FRONTLINE Selling today.

Coming soon: The third installment of our series will focus on the non-verbal signs of active listening. Don't miss it!

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Topics: Sales Meetings, Sales Calls, Sales Tips, Listening Tips


Meet Steve Staccato

We are excited to introduce Steve Staccato, a very special friend of FRONTLINE Selling. 

He's a little prospecting genius and he'll share some prospecting tips, techniques and trends, not to mention other great information here on our blog.

So, stay tuned . . . you just never know what Steve has up his sleeve.  Oops, you're right.  Steve doesn't have any sleeves!

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