Power Tips for Sales Pros and Channel Chiefs

More sales skills = more sales

Sales Managers are Holding Your Sales Down

Sales managers have one of the toughest jobs out there. And at least 50% of them are failing at it. At least 50%! That is a huge problem. I have trained 10s of thousands of sellers and 100’s of sales managers in approx. 80 different corporations in the past 26 years. I’ve seen it with my own...

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The Selling Mistake That Makes You Look Like a Fool

After booking the meeting, the discovery conversation is the most important step in the sales process. If you are not convinced of that 100% then answer me this, in what other single stage of the process can you accomplish the following: 1. Build rapport and trust 2. Understand their...

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Do You Struggle with Not Enough Qualified Pipeline?

It is such a common problem. What is the root cause of not having enough pipeline? Let’s reverse engineer pipeline. Inputs = outputs. >>> Not enough pipeline is an output of not having enough discovery meetings; the input. Not enough discovery meetings is an output of not doing...

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MSPs/ Partner leaders… The 1 mistake that is killing your sales growth is...

Having just spoken at The Channel Co. Xchange Conference in Denver I was surprised by how many MSPs, Solution Integrators and VARs were making this one very costly selling mistake. The majority! Even if you are doing well, you’ll be able to drive massive new growth once you fix this nasty,...

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8 Keys for Speeding Up Sales Cycles

Qualified Build a business case Consequences Alignment Buy in Coaching Risk reduction Differentiation By baking your application of these 8 keys into your sales process you can shorten your sales cycles and increase your odds closing. 1. Is it qualified? a) Let’s start with the...

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Avoid the # 1 Problem Too Many Sales Pros Still Make

Too many sales pros still talk too much and sell too soon. I see it every single week I am out there providing sales training. Sellers get too busy, start cutting corners and BOOM. Talk too much. How do you know if this is a problem for you? 1. you are light on pipeline 2. your closing...

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If You Are Struggling to Fill Pipeline or Make Plan You Are Not Alone

Did you know that 57% of all sales pros MISSED quota last year / Forbes Magazine 2018. WHAT ARE THE PROBLEMS? Here are three of the most common problems I see from coast to coast, especially in the Telco and high tech re-seller worlds. PROBLEM #1 Sellers talk too much and sell too...

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Closing is Hard. This Makes it Easier

From reports on closing the sale by Spotio in Nov. 2018 and Hubspot in Dec. 2018 the following facts were documented. 48% of sales calls end without an attempt to close. The national sales closing rate is 19%. Hubspot Closing is a challenge for many sellers. Many reps avoid...

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​The Shocking Stat That Causes Much Of Your Worry About Making Quota

67% of lost sales are a result of sales reps not qualifying them properly before taking them through the sales process. Source: Spotio Sales Enablement Platform: Nov. 2018 / Snap App Think of the time wasted. Now multiply that x the number of sellers you have or the number of partners that are...

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Trusted Adviser Status, Driving Massive Sales Growth & Talking Out of Both Sides of Your Mouth

You’d rather be perceived by customers as the consultant vs. the one and done transactional seller. Right? Almost every business wants that. Why; because T’ing up recurring sales opportunities is important for driving growing revenues. You need repeat sales and an ever growing share of...

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