In sales, we tend to focus on the deals we win. They not only validate all our efforts but move our numbers in the right direction. However, if we really want to grow as sales professionals, it’s just as important to understand why sales deals are lost as it is to understand why they’re won. The close ratio, typically defined … Read More
Understanding Prospect Needs: How to Be Comprehensive and Find More Ways to Help
In sales, it’s often easy to focus on just one need a prospect mentions and miss others that could make an even bigger impact. Maybe a prospect says they’re struggling with their payroll system, so we jump straight into talking about just that one service we offer. Or they come to us for a specific training program, and we dive … Read More
From Cold Calling to Warm Referrals: Referral Prospecting Strategies That Multiply Your Results
If you’ve ever been fishing with a rod, you know how it works. One hook, one line, one fish at a time. Now imagine throwing out a giant net instead. You catch an entire school of fish at once! That’s the difference between cold calling individual prospects and building strategic alliances that create warm introductions on your behalf. One’s a … Read More
Sales Management Best Practices: The 5 Rights of Sales Leadership
If you lead a sales team, you know the pressure is real to drive revenue, motivate the team, hit targets and keep everything aligned with company growth. But great leadership doesn’t need to be complicated and there are some sales management best practices that are easy to implement. In fact, some of the best-performing teams follow one clear and simple … Read More
Why Salespeople Quit (and How to Keep Your Best Performers)
If you manage a sales team, chances are you’ve probably seen quite a bit of turnover throughout the years. Some turnover is to be expected but often you lose top performers who are critical to your team’s success. It’s important to ask yourself some questions: Why are my salespeople quitting? What can I do as a sales leader to reduce … Read More
You Can’t “Cookie Cutter” Sales: Why There’s No One-Size-Fits-All Approach to Success
Let’s face it – there’s no magic formula for success and you can’t “cookie cutter” sales. What works for one person might not work for someone else, and something that worked great for someone today might not work for that same person tomorrow. Whether you’re in sales or sales leadership, or have another role, success is all about finding what … Read More