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 brake is actually inside your own company. It’s the misalignment between sales and marketing. And every day, it’s killing deals. Whether you’re receiving your leads from marketing or you are the marketing department and sales department for your company, you’ll want to make sure your…

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 prospects and wonder why their calendars are empty. They’re putting the cart before the horse. To sell more, we must ensure we are setting up as many opportunities to serve as we can. That means ensuring we have more meetings set than we think we…

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 the most important person in the sale completely out of the picture: the customer.To get salespeople excited about using their CRMs, we have to connect how that activity will allow them to serve more customers.Otherwise, they shouldn’t be using their CRM.To learn how to strip our CRM strategy…

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 every year – and it’s completely preventable. When it comes to how new leads are handled, most sales teams have a different process for every salesperson. What’s missing are a few consistent steps to make sure that leads are acted upon in the same way.…

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 hours. Combine that with the high turnover in sales, and you’ve got a recipe for stress, anxiety, and a revenue rollercoaster. The solution for this problem is scale – and when it comes to sales, that means hiring great salespeople. Finding great talent (or taking…

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 convinced – and their doubts WILL hold up your sales. Instead of focusing on why someone SHOULD buy, we can prevent objections and increase conversions by focusing on why someone SHOULDN’T buy from us. It’s possible to be negative in how you plan and produce…