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The Breakthrough Way to Make Sure No Lead Gets Left Behind
When I was a sales manager, I was ready to close the biggest deal of my life. I met this guy, we clicked, and our products were a great fit. He told me, “Clayton, I really like you and what you’re offering. We are a perfect fit. I’m going to be your biggest customer and your […]
5 Tips to Reconnect With Unresponsive Sales Prospects
Getting dumped feels awful. And salespeople deal with this feeling more than most. When a lead stops responding, it can feel like your whole world stops. You’ve been nurturing this sales relationship for months, and now it’s over. Or is it? If a sales lead stops communicating with you, they doesn’t mean they “broke up” […]
What You Can Learn About Sales Hustle From an 8-Year-Old
Eight-year-olds think they know everything. Trust me — I’ve got one. They think they understand how life works and they don’t want help from anyone. Now, as the adult, I can easily look at a situation and see the problems. But, if I ask my daughter, “Hey, can I help you with that?” or “Why […]
The #1 Conversation You Should Never Have With a “Non-Decision Maker”
Some people could be professional time-wasters. You know the kind. They piddle, browse, and fidget their days away. But although we know some of the obvious wastes of time (like drifting into the social media vortex), other time-sucks come disguised. Want to know a great waste of time? Trying to close deals with non-decision makers. This is […]
How to Double Your CRM Adoption Rate
“You’ll lose your job if you don’t use the CRM.” That should work, right? Surely your salespeople will get on board if their jobs depend on it. Not exactly. Even when people’s jobs are on the line, only 40-60% of sales reps are using their CRM — leaving your company with inaccurate data, stunted growth, […]
7 Conversations You Should Never Have With a Prospect via Email
Email is easy. But easy isn’t always best. People try to send emails instead of having conversations all the time. Sometimes it works. But in these seven situations, it just doesn’t. Even if you’re tempted, don’t have these conversations via email. It’s time to pick up the phone. 1. Anything that starts with “Just” I […]
How to Create a Sense of Urgency in Your Sales Team
As an employee, it’s always nice to hear, “It’s okay. Just wait until tomorrow…” But if you want to build a winning sales team as a sales manager, you need to build a sense of urgency. You need your sales team to get excited, to crave a win today, and to move on leads quickly. And […]
11 Essentials to Have With You in the Sales Field
With a few outside sales essentials, you can stand out. We’ve all watched a rep come into a meeting fumbling through their bag. The pen doesn’t work, they’re scattered, and it shows. You want to be the one who walks in calm and ready. You know your stuff and you’ve got the right stuff. Here’s […]
5 Must-Have Elements of a Winning Sales Proposal
Sales proposals aren’t magic. They won’t make your reluctant prospect suddenly say yes. They won’t save a bad deal. They’re not the secret ingredient to your recipe for success. But sales proposals are essential. They may not seal the deal, but you can’t seal a deal without them. When a potential client is ready to […]
How to Minimize Turnover on Your Sales Staff
Turnover in sales is high — to say the least. With an annual sales turnover rate of 27%, it’s actually double the rate of the overall labor force. Not only are the rates unfortunate, but they’re also costly. The time and money you spend on sales training are lost. Your investment doesn’t bring the return you needed. It’s […]