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Finding Time To Sell While Servicing Customers

It’s a struggle to get it all done in sales. We’re juggling outreach, existing tasks, and handling existing customers. We know how difficult it is to convert new customers, so many salespeople will prioritize their existing customers at the expense of developing new business. How do we find the time to service existing accounts while creating time to develop new business? To answer this question, we sat down with Josh Patton, a former naval aviation ordinance specialist and now vice president of sales. He showed us the same system that he coaches his salespeople with that allows them to streamline…

Building Your Best Pipeline

In sales, tomorrow’s revenue is only as certain as the quality of today’s pipeline. Many of us have plenty of potential deals, but how many of them are truly qualified? Or, in other words, if we were going to prove the quality of our deals in court, would there be enough evidence in our pipelines to convict us? Too many salespeople are tracking opportunities that aren’t really opportunities because many of their companies aren’t applying consistent standards to how their salespeople qualify one prospect over another. If we’re leaving our qualification process to chance, then we’re letting hope creep into…

Building Great Sales Partnerships

No one finds success on their own in sales. Whether it’s a great customer success team, marketing department, or even a distribution channel spread across the country, it takes a team to sell and deliver great products and services. But how do we get folks that don’t report to us ‘on our team’? How do we get them to see themselves (and us) as essential to success? To learn the answer to that question, we sat down with Shawn Breaux, a sales manager with Central Spine and former Navy Corpsman. He leveraged his experiences in the military and as a…

Transform Sales With Transparency

Being ‘transparent’ is something every buyer wants more of from their salespeople, but how many salespeople simply hope they’re sharing the right things with prospects? And how do we know what, exactly, to share that will build trust, rapport and close more deals? That’s the question we posed to Shane Wingo, partner and VP of sales of employee benefits for BKS Partners. Shane credits his sales success to leaning into transparency, especially in a saturated market where customers are making price-based decisions on who to buy from. He shared with us exactly how he builds transparency into every conversation he…

Staying Ahead Of Change In Sales

Sales is the front line of business, and being on the front line means we’re in a battle every day. In a battle for the attention of our prospects, and in a battle against our competition.Too many salespeople wait for their environment to change before they do, and as a result they always feel like they’re reacting instead of being the one prospects seek out.The problem is that few of us were ever taught how to assess what was working and what wasn’t early enough to change our results. On the battlefield, we needed to be able to take the…

The Secret To Validating Value

Ever connected with a prospect who could immediately see how what you’re selling would change their lives? For most of us, prospects like that are few and far between. Unfortunately, that has more to do with us than it does with our prospects. Prospects need to immediately understand how what we’re selling will make their lives (and businesses) better. And that means we need to validate our value. While many salespeople are great at this, we wanted to hear from someone whose job it is to hear OTHER people’s pitches, as they have a special insight into validating value. To…

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