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Sales Success Starts Before The Meeting

As salespeople, we spend a lot of time researching, studying, planning and reaching out to generate conversations. Unfortunately, all that work can be undone in a moment when we finally get a prospect in a meeting. We’re warriors at generating conversations, but too many of us turn into sheep when we’re finally in them. It doesn’t have to be this way. The best salespeople apply the same amount of preparation and planning into what happens before the meeting as they do in generating the conversations. It means faster sales and the ability to be more present with the folks we’re…

First, Sell The Idea

Often, the toughest part of selling isn’t talking about features and benefits. Instead, the toughest part is often convincing the client why they should care enough to consider it! In an era where every prospect has access to product reviews and company websites, the unique value salespeople offer isn’t how much they care about what they’re selling – instead, it’s their ability to show their prospects why they should care. And that starts before we ever talk about features and benefits. Instead, it starts with an idea. There’s a type of salesperson who is used to pitching ideas to make…

Getting Teamwork To Make The Dream Work

You can do everything right as a salesperson, from the beginning of the sale to the end, and still lose the deal and create an unhappy customer. Whether we’re part of a large organization or a solo operator, it takes a team to not only sell, but deliver in a way that ensures your prospect becomes a loyal customer and a raving fan. Unfortunately, most salespeople struggle to get their company’s departments singing from the same sheet of music and this delays sales or worse – keeps them from ever happening. To learn how we can systemize a way to…

Systemizing Relentless Selling

In the fast-paced world of sales, it’s easy to forget to keep in contact with prospects. We can stay active all day, but too many of us realize too late that we’ve let an opportunity slip through the cracks. It may look like the best salespeople simply get better at managing their accounts, but in reality, no one can manage more than a few accounts from memory. The high performers in this industry have figured out a way to be relentless in outreach and in driving meetings by keeping the next step on each account outside their heads. To learn…

Unveiling the Blueprint for Negotiation Success

Salespeople will spend months setting up a sales meeting, putting in the hours of research, calling, and emailing – only to see it all fall apart when they’re in a sales conversation. We front-load our efforts into generating sales conversations but spend almost no time preparing to negotiate our deals. Instead of seeing all your efforts fall apart when negotiations begin, take the time to develop a system that ensures you’re showing up just as prepared for negotiating a great deal as you do to set up great sales meetings. To learn how the best are systemizing their negotiation preparation…

Crafting Purpose Into Sales Success

Every salesperson is looking for the ‘hack’ that will generate more conversations and speed up their sales. But what if the secret to sales success wasn’t an individual technique, but rather, a way of approaching every sales activity? There’s one recognized expert when it comes to purpose-driven sales, and we asked her to systemize how any salesperson could be more purpose-oriented in how they sell and how they serve. Sitting down with Lisa McLeod, founder of McLeod & More, Inc., and author of the bestselling Selling With Noble Purpose was an eye-opening experience into how we can get back to…

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