Unleash Your Power: Part 1

Many sales pros today are being asked to change. Sell to the top Ask more questions Focus on business outcomes Be more of a trusted advisor Use Insight Selling Sell to LOB Be more strategic Use financial selling models Make 100% more prospecting calls Sell in teams Sell virtually...

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How to Prospect & Grow Sales in the Time of Crisis

Are you in a “sales” hole right now? Pipeline weak, meetings cancelling, sales not coming in as they should, forecasting increasingly difficult…? Join the club. If you had your “deer in the headlights” week/month then it’s time to get cracking. There are no commission checks or override...

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How to Get Through These Uncertain Times & Grow Your Business

Are You Confused About What to Do in These Uncertain Times? See How I Am Using Faith & Process to Get Through it. Are many of your sellers / channel partners struggling to find fresh leads? Are you dealing with a weak or eroding pipeline? Are too many deals stalling and pushing...

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3 Ways to Fix a Wounded Pipeline

I’ve heard it from businesses big and small across the country. Deals are stalling and pushing out, "we’re struggling to keep the lights on", "we are way down in pipeline and sales YOY." Here are 3 ways to fix a wounded pipeline if Covid 19 has hammered yours. 1. Reality is. Recognize this...

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How to Conduct Virtual Training Successfully

This is not new. Many of us have been doing this for years. With Covid 19 some of you might be scrambling and looking for ideas on how to do this. Here are some tips. Reflect back on your 7 Habits lessons. Habit # 3: Begin with the end in mind. What that means to you as the...

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How to Respond to Covid 19

First off be safe. Practice social distancing. Wash your hands. Stay home even if you think it's just a cold. Protect the elderly. Right. Be extra safe for a few weeks. That said you can still make calls, do webinars, ask questions, close sales and conduct business. Right? The sky is not...

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How You Add Rocket Fuel to Your Revenue Growth By Prospecting Less

Today let’s take a look at the biggest top of the funnel selling challenge. Sellers in general are NOT talking to enough new prospects. This problem has been plaguing sales leaders for 50 years. Why? Sales people hate cold calling. PERIOD! Hate it. Its nerve wracking, they face too...

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​Attention Marketing & Channel Sales Leaders: Finally Solve the Top of The Funnel Problem

What is cause and effect? Inputs = outputs. If you don’t sleep you get tired, if you never exercise you get weak, if you raise your head when you hit the golf ball you get trouble. Cause and effect in selling: If your channel sellers are not talking to enough prospects = you don’t...

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How Can Sales People Improve Operational Productivity to Meet & Exceed Revenue Targets?

1. Dialing for Dollars (not smart) If you’re new to sales you have hundreds of calls to make per week and if you have a book it’s virtually impossible to touch everyone personally by telephone if you do it the old fashioned way; meaning you actually make all the dials yourself. To improve...

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Top of the Sales Funnel: What are the costs for prospecting dials and live prospect conversations?

Inside the cost of prospecting dials: Hire a LDR /SDR $40,000 x 1.3 for on boarding & mgmt = $52,000 + $1500/yr for desk and tools = $53,500 How many dials are they supposed to make a day? 40 dials per day* x 250 work days = 10,000 = $5.35 per dial vs. $0.55 - $0.75 cents or 85.9% less...

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