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Implementing Change On A Sales Team

 In an interview with Brian Haug, we discussed the importance of ensuring changes stick in a sales team. Because our salespeople are learning things every day that allows them to better connect with and serve clients, it's critical that sales leaders take the time to download those lessons for the benefit of the team - and then ensure those lessons creates change that benefits everyone's outreach and sales.No surprise, Brian recommends both gathering change and ensuring it's implemented within a CRM. Because we’re trimming hope from our sales strategy, we’ll use the acronym TRIM to guide us through creating a…

Knowing When (And How) To Close An Unproductive Account

When salespeople are in an industry with long buying cycles or buying windows, prospects will often weeks or months before they are in a buying mode – and a lot can change in that time. A formerly viable account could lose funding, interest, need or even go out of business altogether!We recently sat down with Alex Texeira, a sales manager in just such an industry. He shared the process he uses with his salespeople to ensure they regularly remove unproductive accounts from their pipelines.If salespeople are going to manage pipelines and keep viable accounts in play, it means knowing how,…

Deciding Who Deserves Outreach

It’s a fact that not all buyers are created equal, yet many salespeople spend a lot of time pursuing prospects that either can’t or won’t do business with them. When we sat down with Dale Roznowski, an engineer-turned-sales-leader, we asked him how he advised his salespeople to prioritize their time and decide which prospects actually deserved attention. Like many industries, Dale’s company sells to buyers who have ‘buying windows’: times of the year when budget becomes available. If Dale’s salespeople and company are not top of mind when those buying windows open across their prospects, their competitors will likely get…

Tech That Salespeople Forget To Use

Technology has become ubiquitous in prospecting – salespeople embraced social media, LinkedIn, and auto-responders as sales tools that get results. Unfortunately, few salespeople are leveraging technology throughout their sales cycle to ensure their deals have a higher chance of closing. As Phil Gerbyshak shared with us on our recent livestream series, technology can actually help us close sales. When sending a proposal into a corporation, it’s common to be ‘ghosted’, and then we’re right back where we started chasing folks down on the phone and via email. Sometimes, it can even seem like the whole sales process has restarted.To trim…

Why Winning In Sales Has Little To Do With Selling

If you’re judging the success of your sales career by how many sales you make, you’re destined to live in feast or famine.You’ll be chasing the next deal in front of you and not planning for long-term revenue. It’s a cycle of pain that will never let you get on top of what does allow you to win in this profession: prospecting.We recently sat down with Meridith Elliott Powell on our live stream interview series, and she shared a sales system with us that belongs in the quiver of any salesperson and also allows them to ensure their own success.She…

How To Systemize Great Sales Emails

While email should only play a small part in our prospecting systems, it is still a great communication channel and should not be ignored.But how do we differentiate our emails from the dozens (or hundreds) of emails our prospects receive?We sat down with a sales legend recently and he told us the only emails we should be sending are the ones that benefit our prospects’ lives and business.Jim Cathcart, a multiple hall-of fame recipient in the sales, marketing and speaking world, shared with us that the best emails serve as ‘virtual hand shakes’.As always, we’re using the TRIM system in…




About Bulletproof Selling

Clients immediately benefit from improved results for their salespeople, teams and organizations. Bulletproof Selling means salespeople can replace hope with certainty, close more deals and provide more value to more customers.
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