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Convert Quicker By Aligning Sales And Marketing

Convert Quicker By Aligning Sales And Marketing

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If you’re dedicated to success in sales, then you’re doing everything you can to generate more meetings, more deals – and more value. It takes a lot of salespeople years to realize there’s a brake being pumped on their success, though. This brake isn’t the economy, the supply chain or even your tough-to-reach prospects. This…

Improve Skillset By Improving Your Mindset

Improve Skillset By Improving Your Mindset

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We know that if we’re not growing as salespeople, we will be left behind. But how do we identify and prioritize the improvements we need to make, and then create an action plan to ensure those changes are made? To learn the answer, we sat down with Alan Versteeg, the CEO of Growth Matters. He…

Are Your Sales And Marketing In Harmony?

Are Your Sales And Marketing In Harmony?

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Want to start an inter-office fight? Pit sales and marketing against each other. When these two teams work together, magic happens, but there’s often misalignment that slows down sales and increases attrition. To learn how to ensure sales and marketing are in a harmonious relationship, we sat down with Tim Butler, CEO of Innovation Visual,…

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Surviving On The Front Lines Of Sales

Surviving On The Front Lines Of Sales

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If business is a battlefield, then sales are the front lines. It’s where we encounter the greatest risks – and the greatest rewards. However, too many salespeople put all their energy into surviving the battle and not enough into ensuring they stay on the battlefield. Most salespeople do everything in their power to convert qualified…

The Secret To A Packed Calendar

The Secret To A Packed Calendar

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The more meetings we book, the more conversations we can have, and the more chances we have of making sales. However, most salespeople approach their sales cycle from the wrong end and wonder why they’re not seeing results! To learn how to construct a calendar that provides value to prospects at every meeting, we sat…

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Serving More Customers With Your CRM

Serving More Customers With Your CRM

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To polarize a group of salespeople, you don’t have to mention religion or politics. Just mentioned the acronym ‘CRM’. Many salespeople see their customer relationship management system as a hindrance to their sales, and many sales leaders spend much of their time struggling to get salespeople to use their CRMs. This push and pull leaves…

Arming Your Salespeople With Technology

Arming Your Salespeople With Technology

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In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their…

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Turn Outreach From An Event Into A Process

Turn Outreach From An Event Into A Process

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One of the biggest places you’re losing sales isn’t in your calls, meetings or negotiations. It starts before you ever contact your prospects. Too many leads hit our desk, our inbox, or our CRMs and are either never contacted, or are lost somewhere along the sales process. This means billions of dollars in lost deals…

Systemizing for Consistent Success

Systemizing for Consistent Success

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It’s upsetting to lose a deal, only to discover that your competitor got the business. And that the customer paid more and is receiving less! Most of our lost deals occur long before we even reach out to the customer, and to discover why – and how to turn it around – we sat down…

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Always Be Recruiting

Always Be Recruiting

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No matter how great you become at sales, there’s going to be one issue that will stop your success. It’s you. Not your skillset, and not your personality. Rather, it’s the fact you only have so many hours in a day. If you’re part of a team, then your team will only have so many…

The Sale Of Building Sales Teams

The Sale Of Building Sales Teams

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When it comes time for us to scale our teams, we’ll want to make sure we’re not caught off guard. Hoping we stumble across great candidates isn’t a recruitment strategy we can depend on, so we went looking for a sales leader who understands the power of a candidate pipeline. We sat down with George…

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Getting Negative To Sell More

Getting Negative To Sell More

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Sales requires a positive mindset, but too often we focused on why someone should buy from us. Take a look at your marketing, your scripts, your email templates; they likely all point to how awesome your company is and valuable your products are. The trouble with that strategy is that your prospects may not be…

Be Negative To Positively Sell More

Be Negative To Positively Sell More

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Most salespeople are focused on why someone should buy from them, and then they’re surprised when the deal stalls or objections appear. You may be convinced, but that doesn’t mean your prospects are! To learn how to look at all the reasons someone isn’t buying and leverage them, we sat down with Jakub Hon, CEO…

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Spend More Time In Your Selling ‘Sweet Spot’

Spend More Time In Your Selling ‘Sweet Spot’

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Too many salespeople are singing from other people’s sheets of music. If you struggle to use the sales advice you’re given, like, ‘Fill the pipeline!’ or ‘Make one more call!’, you’re not alone. These aren’t bad pieces of advice, but they may not be for you. They’re written by people who were talking about what…

Achieving Balance By Doing More?

Achieving Balance By Doing More?

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‘Doing more with less’ is a phrase that drives most of us up a wall, but in this week’s podcast, we found a way to actually apply it and achieve better balance in the process. We sat down with Dr. Travis Parry, PhD, an expert in both sales and life balance, to learn how we…

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Build Better Relationships In Your Sales Meetings

Build Better Relationships In Your Sales Meetings

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We all know that the better relationship we have with a prospect or customer, the easier it is to sell. But ask a salesperson how to develop great relationships, and you’ll only hear, ‘it takes time.’ While building great relationships is a time-consuming process, we don’t have to hope that relationships happen. Instead, we can…

Where Relationships Grow, Deals Flow

Where Relationships Grow, Deals Flow

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Relationship selling’ is a popular term, but too any salespeople wing their relationship-building during sales meetings, hoping their charisma works. To remove hope from how we develop relationships with prospects and clients, we sat down with Scott Hubble, CEO of Nucamp, and learned how we can be more intentional about building relationships during every conversation…

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Are You Serving, Or Just Selling?

Are You Serving, Or Just Selling?

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Sales gets a bad rap, and all because salespeople misunderstand their role. Too many of us think that our job is to sell, instead of to serve. We’re seeing things from our perspective, and when things change in our prospect’s world, we’re a step behind the curve. So how do we learn what changes they’re…

Showing Up From A Place Of Service

Showing Up From A Place Of Service

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If you want to know how to get prospects into conversation, this episode is for you. This week, we sat down with David Kurkjian, the founder of Master Messaging. He showed us how a simple prospect-focused agenda can move us leaps and bounds through a sale. Turns out, showing up to serve and not just…

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Stop Problems Before They Stop Sales

Stop Problems Before They Stop Sales

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Objections, prospects ‘going dark’, budget problems – and these are just three of the hundreds of challenges salespeople deal with every day. Instead of letting these challenges hold up your sales, it is possible to stop them before they ever occur. The military has a way of planning and then poking holes in it to…

Stop Sales Problems Before They’re Problems

Stop Sales Problems Before They’re Problems

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The problems that stop our sales are rarely a surprise, but they are always annoying. They’re annoying because we see them again and again! Instead of letting the same objections, challenges and problems stop our sales, we can use the same process that keeps troops one step ahead in their planning and performance. To learn…

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How To Stop Chasing Prospects

How To Stop Chasing Prospects

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Salespeople work hard to identify prospects and drive conversations. But that’s not where they spend most of their time. By far, salespeople spend their time pursuing prospects. To prevent prospects from avoiding us, we must build a system that ensures we minimize the potential for endless outreach, rescheduled meetings and no-shows at appointments. To learn…

Stop The Prospect Chase

Stop The Prospect Chase

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If you’re spending time chasing down prospects, leaving voicemails and sending emails into the ether, you’re going to love this week’s episode of Bulletproof Selling. We sat down with Dailey Tipton, Senior Vice President of Revenue at Ndustrial and former Navy flight officer. He shared a systematic way to ensure you stop chasing prospects and…

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Is Training the Answer To Your Sales Problems?

Is Training the Answer To Your Sales Problems?

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When we encounter a problem in sales, our first stop may be to hit the internet, listen to podcasts or read sales books. Unfortunately, training may not be the answer to your sales problems. It takes a high level of expertise to look at a problem and determine the way to fix it. Sales leaders…

To Train Or Not To Train?

To Train Or Not To Train?

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In this insightful episode,we sat down with Bill Parry, Director of Sales Enablement with Privitar and a Coast Guard veteran, to learn how to decide if training is the answer to our sales problems. Join us as we explore the critical question of whether problems can be effectively solved through training, or if there are…

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Sell More Through Stories

Sell More Through Stories

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Remember the last big purchase you made? Chances are, it was a story that closed the deal. Stories engage us. They move us. And most importantly, they allow us to see ourselves in their characters. That’s why they’re such a powerful tool in the hands of salespeople. Whether it’s a story about how you personally…

Harnessing the Power of Storytelling In Sales

Harnessing the Power of Storytelling In Sales

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It’s a fact: Stories sell. But how many salespeople hope they remember to use stories, and use the right stories, when in sales conversations? To learn how it’s done, we sat down with Tom Jackobs, an Impact Pilot at JackobsEffect, to explore the art of sourcing, developing and delivering stories that connect with our prospects….

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Systemize How You Sell Guarantees

Systemize How You Sell Guarantees

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Warranties. Certifications. Guarantees. Most salespeople use them in some form, and most prospects couldn’t care less. Why is that, when many companies are putting a lot of data and research behind their products, their certifications, and their warranties? It come back to the old saying: They won’t care about you until they know how much…

Certify Your Success: Systemizing How You Sell Certifications

Certify Your Success: Systemizing How You Sell Certifications

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Does your company offer a certification or warranty on what you sell? And does it make a difference in whether someone buys from you? In this latest episode of our podcast,we sat down with Robb Clawson, Director of Marketing, Education, Membership, and Events at AMCA International to learn how to systemize the way we sell…

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Orchestrating The Buyer’s Emotional Journey

Orchestrating The Buyer’s Emotional Journey

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Unfortunately, engaging our buyers emotionally takes time. So how do we speed up the relationship-building process in a way that adds value to our prospect’s lives? To learn how to orchestrate the emotional journey of our prospects, we sat down with Ryan Staley, founder and CEO of Whale Boss, to learn more about how he’s…

Scaling Emotional Connections Across Prospects

Scaling Emotional Connections Across Prospects

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In this episode of our podcast, we sat down with Ryan Staley, CEO of Wale Boss, to discuss how to systemize our emotional connections in a scalable way. Ryan shared his insights on the importance of researching what our prospects care about so we can show educated and prepared to offer solutions. Tune in to…

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Systemizing Success As A New Sales Leader

Systemizing Success As A New Sales Leader

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On the battlefield, we always learned the role above us and trained the person below us to take on our duties. Why? You never know when your leader could be called out of action. While your sales leader likely won’t be injured in combat, personal and professional priorities may mean you have to step into…

Systemize Your First Days As A Sales Leader

Systemize Your First Days As A Sales Leader

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If your careers takes you to a leadership position, you don’t want to hope you figure it out as you go. This week, we sat down with John Hoskins, founder of Level Five Selling, to learn what new sales leaders need to know to ensure they’re starting off well. Because we never know when we’ll…

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Systemize Your Sales Hiring Process

Systemize Your Sales Hiring Process

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Having a ‘wrong fit’ on your team is almost as painful as being a ‘wrong fit’ on someone else’s team. If you’re a sales leader, you know the pain that comes with managing a bad hire. And if you’re a salesperson working for the wrong company, you know how difficult it is to get up…

Are You Hiring And Firing The Right Salespeople?

Are You Hiring And Firing The Right Salespeople?

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Whether you’re a sales leader or on the front lines, the cost of a poor hiring decision cuts deep. In our latest podcast episode, we sat down with Chaminda Wijesundera, a sales headhunter and managing partner at Emphire Agency who shared his secrets on how to systemize your hiring process to ensure faster ramp-up and sales…

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Systemize Your Way Out Of Sales Stalls

Systemize Your Way Out Of Sales Stalls

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There’s nothing more infuriating in sales than putting in the work, doing everything ‘right’, and watching a deal stall. Most salespeople assume stalled deals are the cost of doing business, but they don’t have to be. It turns out that stalled deals can be prevented before they happen! To find out how, we spoke with…

Keeping Deals From Sticking: The Secret to Faster Revenue and Sustainable Growth

Keeping Deals From Sticking: The Secret to Faster Revenue and Sustainable Growth

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In the world of sales, keeping your pipeline moving is crucial. That’s why we sat down with Steve Gielda, author of the book “Influence Acceleration: How to Get Your Way Faster and with Less Resistance,” to discuss his insights on keeping deals from getting stuck. In our podcast, Steve shares his strategies for accelerating pipeline…

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Revolutionize Buying By Understanding How You Sell

Revolutionize Buying By Understanding How You Sell

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Ever ‘clicked’ with a prospect? Like you had the same personality type and were already old friends? How much more impact could you make if you only had prospects you ‘clicked’ with? To learn how to leverage our selling style so that we can better serve prospects and create more of those ‘click’ moments, we…

Create More Ideal Prospects

Create More Ideal Prospects

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In this episode of our podcast, we sat down with Collin Mitchell, sales expert at Humantic.ai, to discuss how sales professionals can leverage the power of AI and personality types to systemize and streamline their sales process. Collin touched on various topics, including the importance of understanding your ideal customer profile, the role of AI…

Mastering Sales Success Through Controlling The Basics

Mastering Sales Success Through Controlling The Basics

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Are you struggling to achieve sales goals? Trying to get back on track after some tough calls? We sat down with Steve Heroux, founder and CEO of the Sales Collective, to discuss his insights on how to reclaim our control of sales calls and of our sales careers. In this episode, we dive into the…

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Systemizing Success Into Every Call

Systemizing Success Into Every Call

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Sales is the battlefield of business, with unknowns around every corner. If we’re going to win on this battlefield, then we have to stop trying to control every outcome and focus on what we CAN control – ourselves. So how can we ensure that we identify the things we can control on any sales call,…

Optimize Your Qualification Process

Optimize Your Qualification Process

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Ever wasted months pursuing a prospect only to discover they’d make a horrible customer? During our latest podcast episode, we sat down with Ian Selbie to discuss the importance of systemizing how we qualify prospects into our pipelines. He shared his insights on how to create a repeatable and measurable system that can help you…

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Qualifying For Customers Instead Of Prospects

Qualifying For Customers Instead Of Prospects

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Ever sold something and immediately regretted it? While the rush of making a sale is great, if we’ve taken on a bad client or sold them something that’s time-intensive to deliver, a dream sale can quickly become a nightmare. Instead of focusing on selling anything to anyone, the highest-performing salespeople don’t cultivate a pipeline full…

Creating Effective Systems for Getting Paid On Time

Creating Effective Systems for Getting Paid On Time

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Selling is tough enough, but too many of us stop when the sale is made. In this episode, we sit down with Dee Bowden, the founder of BCS Solutions, to uncover the secrets to creating an efficient and effective system for managing accounts receivable, so that we can begin delivering on the value we promised…

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Systemizing What Happens After The Sale

Systemizing What Happens After The Sale

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You made the sale – congrats! But don’t think that you’re done. Until that check is in the bank, you haven’t completed the sale. In fact, you’ve only just begun. As a salesperson, it’s all too easy to overlook the importance of the money customers owe you. However, managing accounts receivable is vital for any…

Being The Salesperson Your Prospects Seek Out

Being The Salesperson Your Prospects Seek Out

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Top salespeople seem to be the ones prospects seek out, and they’re the envy of everyone else on their team. However, what they’re doing isn’t magic – it’s just different than how most salespeople are selling. Instead of focusing on their product or service, top salespeople are focusing on the challenges their prospects face and…

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Systemizing Solution-Oriented Sales Calls

Systemizing Solution-Oriented Sales Calls

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In crowded markets, it’s tough to stand out from competitors – especially if what you’re selling is more expensive. Add to that the fact our prospects are more inundated than ever with information and challenges. If we’re not showing up with value, then we will be sent to voicemail and have our emails deleted. However,…

Creating A Customer-Focused Buying Journey

Creating A Customer-Focused Buying Journey

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Salespeople often struggle to convince prospects to take their calls, review materials, and make decisions. Yet, each of us make buying decisions every day. What is the difference? When salespeople focus on their sales journey, prospects must be led. When prospects are the ones calling the shots, they do the leading. To learn how to…

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Systemizing Certainty Into Your Sales

Systemizing Certainty Into Your Sales

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When most of us think of sales, ‘certainty’ isn’t the first word that comes to mind. Sales is a tough industry, buyers are tough to get ahold of, and we’re encountering more stakeholders than ever in every deal. Yet, we have a product or service that makes the lives of our customers better, allowing them…

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Tackling Your Toughest Sales Task

Tackling Your Toughest Sales Task

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Every salesperson struggles with it, and it costs some of us our commissions, our careers and even our families. It keeps us up at night or wakes us at 3 a.m. in a cold sweat. It’s what our sales leaders say we must improve if we want to succeed, and it’s the thing we hate…

Removing Procrastination From Sales Activity

Removing Procrastination From Sales Activity

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We all have that one task we avoid at all costs, and it usually costs us dearly. Whether it’s cold calling or filling the pipeline, what we avoid always comes back to haunt us in sales. To learn how to identify, document and overcome even our toughest sales task, we sat down with Larry Long,…

Systemizing Your Sales Solutions

Systemizing Your Sales Solutions

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Being the person our prospects and customers turn to when they have a problem is a great place to be, but there’s an even better place the best salespeople strive for. It’s to be the person with solutions to problems that prospects didn’t even know they had. To learn how we can systemize listening for…

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Be The Person Prospects Can’t Wait To Talk To

Be The Person Prospects Can’t Wait To Talk To

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It’s tough to engage prospects in conversations, and even tougher to convince them they need what we’re selling. Yet there are salespeople who seem to have long conversations with every prospect they speak with, and who drive meetings and sales faster than anyone else. After listening to the results of more than 30,000 sales calls,…

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Systemize Prospect-Focused Outreach

Systemize Prospect-Focused Outreach

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Convincing someone to part with their money is a tough job, but it doesn’t have to be. What makes calling prospects difficult isn’t having a conversation – something each of us do multiple times a day with friends and family – rather, it’s trying to have a conversation while convincing someone to buy something. The…

Are You Focused On Your Mission Or Theirs?

Are You Focused On Your Mission Or Theirs?

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Salespeople are reviled, but not for the reasons they think. It’s not because they’re calling unannounced. Rather, it’s because salespeople tend to be focused on themselves and what they’re trying to accomplish, rather than what their prospects want! To help us systemize how to shift the focus from ourselves to our prospects in every sales…

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Systemize Keeping Your Sales Calls On The Rails

Systemize Keeping Your Sales Calls On The Rails

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Getting ahold of decision makers is hard enough, but what’s even harder is having a conversation you thought was going well suddenly go off the rails. There are a lot of reasons a sales conversation can go south, and Bulletproof salespeople don’t ‘hope’ they’ll know what to do when it inevitably happens. Instead of hoping,…

Save More Sales Calls

Save More Sales Calls

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Salespeople are excited to get into conversations with potential customers, but that excitement can quickly turn to fear if the call starts to go south. The best salespeople have ways to turn sales calls around mid-stream or decide to cut and run – and we sat down with Kevin Vear, a sales expert from Franklin…

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Lose The Sale To Save It

Lose The Sale To Save It

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Salespeople spend a lot of time working towards a prospect saying ‘yes’ to the sale. However, the top sales performers in any industry use a different strategy: They’re always looking for reasons to say ‘no’ to a prospect, and to hear ‘no’ as well. Why would a salesperson purposely elicit the word ‘no’ in a…

Inviting ‘No’ To Hear More ‘Yes’

Inviting ‘No’ To Hear More ‘Yes’

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Salespeople, by their nature, want to be accommodating and easy to speak to. However, top-performing salespeople are too busy to spend time on prospects who won’t ever become customers. They have a way of ‘weeding out’ folks who don’t need the solutions they have, and they do it by inviting the prospect to say ‘no.’…

Convert Lifetime Customers

Convert Lifetime Customers

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Salespeople spend entire careers creating customers that keep coming back. These salespeople don’t have to prospect as much and they rarely have to overcome objections. Instead, they only deal with people that know, like and trust them. While it used to take decades to develop a book of business like that, it doesn’t have to….

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Systemizing Lifetime Customers

Systemizing Lifetime Customers

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We all know it’s easier to sell to someone who’s already a customer, but how many of us are systemizing a sales process that keeps customers for a lifetime? Certain industries like insurance, auto sales and realty depend on customers coming back to them again and again – yet they’re still hoping that they convert…

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Systemizing The Moments Before The Call

Systemizing The Moments Before The Call

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The most stressful moments for most salespeople don’t happen when they’re engaging with a prospect. Instead, they happen in the moments right before the salesperson hops on the phone. Why? It’s because few salespeople do anything to prepare in the moments before the call. It’s surprising how many don’t even look at the name of…

What To Do In The Seconds Before The Sales Call

What To Do In The Seconds Before The Sales Call

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It’s go-time. The prospect’s name and number are in front of you, and you’re about to hit ‘dial.’ What did you do to prep? Too many salespeople answer that question with ‘nothing’ or ‘not enough.’ Figuring things out on the call isn’t the best time to help customers solve problems, which is why the best…

Ensuring Discovery Is Not A One Time Event

Ensuring Discovery Is Not A One Time Event

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Discovery is one of the most critical jobs of a salesperson, because we need to know if we can help the people we’re speaking with! Unfortunately, many salespeople make discovery a one-time event in their sales process and then get frustrated when interest wanes, objections arise and priorities shift. Salespeople that ensure discovery continues throughout…

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Systemizing Discovery Levers

Systemizing Discovery Levers

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We know discovery is a critical process in sales, and most salespeople have an idea of which questions they need to ask when they get in front of a prospect or have them on the phone. Unfortunately, too many of us use our discovery questions as clubs in the conversation instead of levers. This results…

Customizing Value In Your Pitches

Customizing Value In Your Pitches

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‘Pitching’ has a bad rap in the sales industry, because too many salespeople ‘spray and pray’ when it comes to showing prospects what their products and services can do. If we could make our demos and pitches prospect-focused and actually provide them with something they couldn’t get anywhere else before they purchase from us, how…

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Systemize Value Into Your Pitch

Systemize Value Into Your Pitch

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‘Value’ is an over-used term in selling, because few salespeople understand what it means. That’s because ‘value’ will look different in every industry, in every company, and with every prospect. Does that mean we give up on trying to define it, and more importantly, provide it when selling? Absolutely not, and according to some of…

Micro Objectives For More Sales

Micro Objectives For More Sales

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If you knew you could make progress on any account you called on, would you pick up the phone more? Instead of being a fantasy, delivering on that is exactly what we’re covering in this week’s podcast. We sat down with Gerry Hill, vice president at ConnectAndSell, to learn how salespeople can set and leverage…

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Using Mission Objectives To Drive More Sales

Using Mission Objectives To Drive More Sales

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Ask a salesperson what they’d prefer to do instead of being on the phone or visiting a new prospect and you’ll never be short of excuses. Yes, calling and being in front of new prospects is the exact thing these same salespeople say they’re in the business to do! Why do salespeople struggle so much…

Improving Your Account Handoff Process

Improving Your Account Handoff Process

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One of the easiest places to experience loss in a pipeline has nothing to do with pricing or competitors – it’s because we let a prospect slip through the cracks. To ensure we never lose a prospect during a handoff between team members, we sat down with Sebastien Van Heyningen, president of Central Metric, to…

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Systemizing Account Handoff

Systemizing Account Handoff

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Selling is tough enough when prospects have so much competing for their attention, other salespeople, professional priorities, personal issues. That’s why it’s downright depressing when we find out we lost an opportunity because our own sales process failed. Whether due to a poor handoff or lack of a next step on an account, too many…

Adding More Prospect Value

Adding More Prospect Value

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If our prospects don’t know how much we care about them, then we can’t expect them to care about what we’re selling. That’s why it’s imperative we add more value to their lives even before they become customers. But how do we identify their pain points and build resources that will ensure they see us…

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Systemize Sales Resources

Systemize Sales Resources

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‘Adding value’ are popular words in sales, and for good reason – if we’re not adding value to the lives of our prospects and customers, we can’t expect them to care about what we’re selling. You may have a lot of resources available, whether it’s pricing sheets, delivery timetables, product samples, etc. However, the time…

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Systemize The Way You Communicate Research To Prospects

Systemize The Way You Communicate Research To Prospects

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Prospects don’t care what we’re selling until they know we care about them. That means not just taking the time to research their industry, market, and challenges, but also being able to share what prospects don’t know – but should. If we can move beyond asking prospects what’s keeping them up at night and move…

Leveraging Data Your Prospects Care About

Leveraging Data Your Prospects Care About

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Have you ever tried to convince a prospect to care about the features or benefits of what you sell? And how did that go? It’s true that prospects only care about the things that could affect them, and if they don’t understand how what you sell does that, you’ll struggle to sell. To understand how…

Linking Profits With The Moods Of Prospects

Linking Profits With The Moods Of Prospects

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Unhappy people don’t tend to do well in sales, and there’s a reason: People want to have conversations, relationships, and buying experiences that leave them feeling good about their choices.  To learn how we can positively elevate our prospects in every conversation, we sat down with Mark Bowden, an international expert in leveraging body language….

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How To Consistently Elevate Prospects

How To Consistently Elevate Prospects

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Ever try to sell to someone who was angry? And how did that work out? The best salespeople tend to be the best influencers – and I’m not referring to their Instagram following. The basic function of a salesperson is to help their prospects make decisions, and of course to influence them towards the outcome…

Accelerate Your Sales Pitch

Accelerate Your Sales Pitch

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Salespeople often struggle through sales scripts and pre-built ‘pitches’ their companies provide them, wondering why the highest performers in their organization often go off-script. To learn how we can make any sales pitch our own, we sat down with Caelan Huntress, creative director of Stellar Platforms and author of the book Marketing Yourself. He showed…

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Systemize Your Pitch With Your Personality

Systemize Your Pitch With Your Personality

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One of the toughest parts of any sales role is trying to learn the ‘company pitch.’ It’s something that every junior salespeople has to memorize and oddly, something senior salespeople don’t seem to use at all. If a ‘pitch’ is so valuable, why do the most successful salespeople not use them? They do, in fact,…

Systemizing How You Maintain Or Regain Control Of Your Sales

Systemizing How You Maintain Or Regain Control Of Your Sales

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Sales is a tough job if we think we’re responsible for controlling the actions of others. Often, however, top salespeople place their focus on the things in their schedules, outreach and day that are within their control. This mindset shift can make the difference during times when prospects aren’t picking up the phone despite our…

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Maintaining Control Of A Sales Career

Maintaining Control Of A Sales Career

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Sales is one of the most stressful careers in any company because it’s our job to encourage people to make decisions. With everything going on in people’s lives, convincing them to prioritize the decision to consider what you’re selling is tough, and it’s why sales experience some of the highest turnovers of any job field….

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Systemizing Science Into How You Sell

Systemizing Science Into How You Sell

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How many deals have you lost in the last year? And do you know why those deals were lost? Those are questions salespeople often avoid because in this industry, mindset is everything and focusing on lost deals sucks. However, without taking an honest look at where we’re losing deals, we’ll be hoping those issues don’t…

Systemize Your Way Out Of Lost Sales

Systemize Your Way Out Of Lost Sales

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Systems are part of nature and for the best salespeople, part of how they sell. When scientists conduct experiments in the natural world, they’re looking for things that reliably repeat – a lesson salespeople can benefit from. To learn how to apply science to systemize our way out of losing sales, we sat down with…

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Systemize Profiling Top Prospects

Systemize Profiling Top Prospects

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In every industry, the folks who know more about their targets tend to win. Sales is no different – those salespeople that are great at learning about their prospects and their companies are able to craft better solutions. In the military, the process of building a target package or intelligence profile is often the difference…

Leveraging Prospect Target Packages

Leveraging Prospect Target Packages

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A famous saying is ‘Knowing is half the battle,’ and it’s a saying that the best salespeople take seriously. Showing up to a sales meeting already knowing about your prospect, their goals and their challenges positions you ahead of every other salesperson who has to build their prospect’s profile on the fly. To learn how…

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Systemize Your Way Out Of The Friend Zone With Prospects

Systemize Your Way Out Of The Friend Zone With Prospects

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Have you ever gotten along so well with a prospect that you were afraid of sacrificing the friendship for the business? It’s a common problem with even senior salespeople. In fact, the more history we have with a prospect, the more we tend to avoid tough conversations. However, to manage our pipelines means to be…

Serving Rather Than Being Subservient In Sales

Serving Rather Than Being Subservient In Sales

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Sales is a relationship business, but many salespeople sacrifice the sale to maintain the relationship. It is possible to have both and be seen as an equal partners. That’s why we sat down with Leon McCowan, creator of The Sales Dojo, to learn how to keep ourselves out of the friend zone with our clients….

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Moving Past Relying On Rapport

Moving Past Relying On Rapport

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Ever spoke with someone who really wanted you to like them?  And did that make you want to have a relationship with them or not? It doesn’t work in social situations, but it’s often the chief strategy of salespeople. Desperate for the sale, they turn on the charm and try to leverage rapport to win…

Overcoming Likeability In Sales

Overcoming Likeability In Sales

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When salespeople get desperate, they really turn on the charm. Unfortunately, buyers can smell it a mile away and it shuts down more sales opportunities than it creates. To learn how we can overcome the need to be likeable in how we sell while still serving our prospects, we sat down with Douglas Cole, author…

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How Senior Salespeople Can Systemize New Ways Of Selling

How Senior Salespeople Can Systemize New Ways Of Selling

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When was the last time you tried something new in your sales process, even if you were already hitting your sales goals? As we advance in our sales career, it becomes tougher and tougher to improve. Paradoxically, the thing that allowed us to be successful – our willingness to adapt and try new things –…

Systemizing Sales Even When You Are Senior

Systemizing Sales Even When You Are Senior

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There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople…

Systemizing Sales Even When You’re Senior

Systemizing Sales Even When You’re Senior

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There’s a saying that ‘you can’t teach an old dog new tricks’, and we’ve seen that apply to a lot of senior salespeople. After all, why fix what isn’t broken? In this week’s interview, we sat down with Charles Reiling, CEO of Coastal One Advisors, to learn how he ensures his team of experienced salespeople…

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Breaking Out Of Your Comfort Zone

Breaking Out Of Your Comfort Zone

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Once we get the hang of selling, it’s easy to put ourselves on auto-pilot – focusing on the things we’re great at and ignoring or minimizing the areas where were struggling. One lesson we learned in the military was that we were only as strong as our weakest area. In sales, our weakest area may…

Systemize Your Way Out Of Sales Plateaus

Systemize Your Way Out Of Sales Plateaus

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If you sell long enough, you’ll find yourself in a sales plateau. It might be in how you prospect, drive meetings or ask for the sale, but as we become comfortable in any process, we become complacent. To learn how to identify where we might be in a comfort zone in how we sell and…

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Creating A Bulletproof Prospecting Plan

Creating A Bulletproof Prospecting Plan

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One of the scariest things any of us can do is go into an unknown situation where the stakes are high. Where rejection is likely. Where success and failure are on the line. Yet, that’s exactly what we’re asked to do as salespeople every day: Introduce ourselves to strangers and still accomplish our mission. When…

Kicking Down Doors In Sales

Kicking Down Doors In Sales

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If you’ve ever been nervous to reach out to a stranger and try to sell them something, you’re not alone. It’s natural to be nervous when we’re in a new environment, whether we’re selling something or kicking down a door with a military team. Where military teams get it right is having a plan before…

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Eliminating Sales Stalls With Systems

Eliminating Sales Stalls With Systems

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Every salesperson on the planet has an area where their sales typically stall. For some, it’s filling their pipelines with new prospects. For others, it’s overcoming prospect concerns during sales calls. Regardless of where your sales are stalling now, it is possible to create a crystal ball to use throughout your sales cycle; knowing ahead…

Predicting Where Your Sale Will Stall And Getting It Moving Again!

Predicting Where Your Sale Will Stall And Getting It Moving Again!

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Sales stall for thousands of different reasons, and most salespeople chalk it up to bad luck, inflation, or a stagnant economy. However, there is a group of high performers out there who never settle for sales stalls. They’re constantly examining what they could do differently next time, effectively ‘sprinting’ as they try new methods scripts…

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Unsticking The Sale Between Demo And Close

Unsticking The Sale Between Demo And Close

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We spend a lot of time researching prospects, qualifying them, reaching out and demonstrating that we can help them solve their problems. But if you’ve been selling any length of time, you know that the time between the demonstration of what you sell and getting buyer commitment is where many sales are lost. Prospects don’t…

Systemizing Sales Conversion After Demos

Systemizing Sales Conversion After Demos

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The time between when we meet with a buyer and when they say yes can be frustrating for a salesperson who’s always hearing, ‘We’ll check with our folks and get back to you.’ To help us overcome this sticking point in the sales cycle, we sat down with Brandon Bornancin, CEO of seamless.ai, to learn…

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