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Connecting With Customers Who Believe in Your Mission

It’s difficult salespeople to stand out in a busy world.The best salespeople fill their pipelines with prospects who don’t need to be convinced to do business with you.To learn how we can better connect our mission with the best prospects for us, we sat down with Luke Cox, CEO and founder of Hunt Lift Eat, and former infantry captain in the US Army. He showed us the same system he used to connect his company with prospects who already believed in his mission, all while still serving on active duty!Because we’re trimming hope from our sales strategy, we’ll use the…

Using Your Selling Style As A Differentiator

In a crowded marketplace, many sales people struggle to differentiate themselves. Usually, we will revert to features, pricing, or a host of other things that our competitors can quickly copy. However, one of the hardest things to replicate is style. And believe it or not, we can definitely use our selling style as a key differentiator in every sale. To learn how to leverage our selling style as differentiator, we sat down with Tim Kuehn, vice president of global sales and supply chain with ITS. He showed us how his team has systemized selling their process as a differentiator. Because…

Standing Up A Stellar Outbound Process

When waiting for the phone to ring isn’t an option, we turn to outbound sales. The problem is most salespeople wing it with their outbound; hoping people return their calls, hoping they’re getting in touch with the right decision makers, and hoping the organization has budget. Whether you are standing up an outbound sales process from scratch or want to get better results from an existing one, you’ll want to ensure you have and maintain a stellar outbound process. To learn how we can improve (or stand up) that kind of outbound process, we sat down with former Marine and…

Systemizing Follow-On Sales Through Appreciation

We know how valuable it is to have customers who keep coming back to do business with us, but how many salespeople build follow-on sales into their sales strategy?As it turns out, we can leverage existing sale for more follow-on business than we ever thought, if we turn it into a system.To learn how to better appreciate our existing customers to generate more business from them, we sat down with Curtis Lewsey, author of Appreciation Marketing and founder of AM Cards. He shared with us the same system he uses with clients to leverage appreciation as a sales differentiator and…

Better Alignment With Buyers

Ever felt like you were on the same page with a prospect?When two people are aligned in conversation, ideas (and sales) flow freely. Too many salespeople hope they’ll be able to ‘line up’ with different types of prospects, each having different types of days, across a variety of industries.That hope, unfortunately, means a lot of crossed wires and delayed sales.The very best salespeople don’t leave alignment to chance. They ensure that there is a symmetry between how they are selling and what they’re selling. This ensures your prospect is receptive to your messaging and ensures that you are aligned in…

Selling Solutions To Problems Instead Of Products

It’s a well-known fact that people buy solutions to problems instead of products or services. However, problems look different in every industry, in every business, and are individual to every buyer. Most salespeople make assumptions and ‘wing it’ in their discovery conversations and do more harm than good. To be able to systemize selling solutions that are tailor-made for our customers instead of just products or services, we need to systemize how we conduct discovery. Sometimes, helping people better define their problem is the biggest piece of value we can add to our customers! To learn how it’s done, we…

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