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Debunking the Biggest Sales Myth on Earth

Debunking the Biggest Sales Myth on Earth

November 20, 2024

In partnership with

In 2012, the owner of Jack Terzi Real Estate was sued by an employee (Albert Sultan) for harassing, and assaulting him, and going as far as urinating on his clothes — allegedly! Terzi would fine Sultan $15 for every minute late, and $1000 for every Sunday he missed according to the 26 agreed upon their contract. It took Sultan two years to get out of that situation and seek damages. Just a reminder that no matter how serious we get about hitting quota, no job can be worth your mental health. 🧘🏻

In Today’s Jam

Sales Tip of the Day: Always Be Curious
The Sales Lab: Debunking the Biggest Sales Myth on Earth
Weekly Poll
The Sales Q&A: Those Who Consistently Hit Quota — What’s Your Secret?
People Buy Stories Not Products
Today’s Story & a Sales Scene

The Sales Lab🔬: Debunking the Biggest Sales Myth on Earth

Ever found yourself hesitant to call a prospect because it’s “not a good time”? Chances are you’re getting in your own way. A lot of the times it’s not what sellers do that fumble the sale—it’s what they don’t do.

This is why “it’s not a good time” is absolute myth 👇🏻

The Prospect Should Fit Your Ideal Client Profile (ICP)

If your ICP is foolproof, it’s as good a time as ever to reach out to that prospect. If they fit your ICP, you can assume a number of things, such as they have similar problems to your past customers’ and product-market fit is not a concern.

You’re Calling Them to Help, Not Gossip

Based on data, and research, you should be able to grasp some ideas of what the prospect is up to (due to industry and other factors).

Use this information to guide the conversation before you even reach out to them.

Ask questions that align with these industry insights to determine whether this prospect is facing identical or very similar challenges compared to a past client.

The More Calls You Make, the Easier Your Job

Making calls to prospects isn’t just some exercise meant to embarrass you and “annoy” prospects.

And it’s not just an opportunity to make sales.

It’s also a chance to gather data. Reach out and qualify leads as quickly as possible.

Record calls if appropriate and learn what advances the conversations and what doesn’t. The sooner you do this, the sooner making those calls will stop stressing you out.

What's your current role?

Sales Q&A

Those Who Consistently Hit Quota – What’s Your Secret?

2025 Prediction: A Surge of Self-Serve CTV Buyers

Roku predicts that 2025 will be a breakthrough year for self-serve CTV advertising. Roku Ads Manager makes it easy to integrate CTV into your 2025 marketing mix. Easily segment your target audience, optimize campaigns in real-time, and drive conversions with interactive ad formats and shoppable ads with a Shopify integration. Roku Ads Manager makes CTV advertising accessible and impactful for businesses of any size.

Discover CTV performance on Roku

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

“I See Salespeople”

6Sense’s “Breakthrough 2024” might be concluded, but the conference returns in 2025, bringing a truck load of new insights on AI-driven strategies for sales professionals. Stay in the loop.

Create a B2B Sales Strategy that Kicks Butt and Helps You Close

If your goal is to connect with other businesses but you’ve been missing the mark, chances are your sales strategy needs a face lift. When’s the last time you did a refresher? Ensure you understand what a sales strategy is, and why you need it before more sales slip through the cracks.

How to Talk Your Way to that Commission Check

Trying to get your hands on specific, game-changing conversation tools? “Crucial Conversations: Tools for Talking When Stakes are High” is a good start; it offers tons of advice and great examples that’ll help you move from being hesitant to engage with prospects, to using conversation as a means to boost your close rate. Read more here.

People Buy Stories Not Products

Check out this example of how framing your product within a story can affect the way prospects perceive and make the difference in whether they make the sale.