Why Today’s Sales Strategies Rely on Relationship-Building Skills

Let’s cut to the chase. What you really want, as a company leader or business owner, is more sales. You want to land more clients and boost your company revenue. And you’re looking for any real-life insights to improve your sales methods and bottom-line results. But you’re not interested in fluffy, do this-not that kind of general advice. There are companies out there, blasting through sales and conversions like the Hoover Dam burst on their revenue projections. You want to know what THEY’RE doing. It’s no secret that today’s most successful sales teams rely heavily on their abilities to build relationships with their prospects and clients. Naturally, it makes sense for today’s business leaders to focus on improving their relationship-building

Growth & Scaling: How Today’s Company Leaders are Succeeding at Both

So, here we are. It’s officially 2023. What are your big ideas for your business this year? Are you launching a brand-new (or new to you) product or service? Do you have plans to innovate something entirely new? Is your company growing into new markets or regions? And more importantly, do you know what you need to effectively stay relevant to your customers and your market? If you’ve spent the last couple of years trying to survive, dodge, and weave, then 2023 is your year to thrive, boost, and grow. Part of your team and company conversations will likely include growth strategies as well as scaling strategies. The two are different and require unique lenses. And considering how challenging today’s

Outbound Sales: 6 Crazy Stories from the Field

(And what you can learn from them) When you’ve spent a decade, or in my case two decades, in a sales role, you have quite the arsenal of stories and memories. There were some pretty incredible sales victories over the years. And plenty of failures dot my timeline, too. More importantly, sales has allowed me to cross paths with some fantastic people, many of whom taught me lessons in life. Since we’re preparing for the holidays and now’s the time you’re likely reflecting on your sales metrics for 2022, I thought it might make sense to share some memorable stories from the field. These are just some of the most career-impacting lessons I’ve learned in the field, cold-calling and presenting

Inbound vs. Outbound: What Today’s Leaders Need to Know to Drive Both

When you go fishing, do you paddle out to the middle of the lake with all your bait and tackle and wait for the fish to jump in the boat? Now, if the goal is to actually bring home fish, this is likely not the best strategy. What you’ll do instead is paddle out to the middle of the lake and make smart use of your bait and tackle to attract and reel in those monster bass. And if you’re really interested in harvesting fish, like the ocean fishing professionals, you’ll have rigs with massive nets designed to scoop up entire schools of fish in one hoist. Now, let’s pivot to look at your business model. Is your company fishing

Are Quotas Really a Thing Anymore?

Let’s talk quotas. For any salesperson, novice or veteran, the word alone can inspire some pretty intense reactions. Either it’s terrifying, automatically ushering in overwhelming pressure and a sense of dread. Or it ignites fierce competitiveness that can drive salespeople to hit incredible numbers. So, after decades of enforcing quotas and benchmarks for sales teams, business owners and sales managers want to know. Are quotas really the best way to motivate a salesforce these days? Today’s sales workforce looks vastly different than it has in years past. And how consumers and customers make purchasing decisions has, too. So, it only makes sense that the old way of measuring success and performance no longer be relevant, right? There’s more to quotas,

How to Build a Home Run Sales Funnel

Home runs are a baseball player’s dream. Without it, the long slog to home base is a spasmodic campaign of leading off and dodging base players before rushing to home plate, sliding in just under the catcher’s mitt. But hit a home run, and all those ordinary hurdles vanish. It’s a guaranteed score. Nudging prospects through the sales funnel can feel a lot like rounding bases through a line-up of no-hitters. You’re left hoping to make the sale before the prospects fall off and the game ends. Building a home run sales funnel means getting more prospects to the sale more quickly. In this article, we share top tips to building a sales funnel that draws in quality leads and

How Food Inspires My Sales Game

And How It Can Deliciously Transform Your Sales Process When it comes to improving your sales game, there’s no shortage of anecdotes and expert advice out there. But it can be challenging to assimilate every suggestion or remember every rebuttal, especially for business development reps who may be newer to sales. To overcome these sales training and learning obstacles, managers and business leaders will often look to more real-life analogies to help bridge gaps in understanding and application best practices. Some of the best sales leadership I encountered in my 20 years of pounding pavement came from managers who made the sales process relatable in a memorable way. And some of the greatest gurus will always find a way to

The Ultimate Guide to Training Sales Assassins

In your company, you don’t just need transactional sales reps or account executives. You need straight-up sales assassins. These professionals are masters at reading clients, overcoming objections, and getting deals done. You’ve seen them in action and know the kind of sales beasts I’m talking about, too. It’s like they walk into a room or hop on a call and the champagne just falls from the heavens. Those are the incredible sales assassins your business needs. So where do these behemoth acquisition and sales leaders come from, anyway? And can you be developing your existing team into such a business unicorn? Actually, yes. Much of how business is conducted today is different than in years past. And that shift in

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