In the old days of selling, closing was about what happens at the end of a client or prospect meeting – did we get them to sign something, give us the green light, or seal the deal? The activity was about applying pressure on the buyer to make a decision NOW. Let’s pause and think about how we, as buyers, feel when a person is “pressuring” us to make a buying decision now. It seems there is only one agenda happening – and it’s all about the seller. That may contribute to why, over the years, salespeople have gotten a bad reputation ..read more

When asked, most sales managers say that one of their greatest challenges is their ability to motivate salespeople. If a sales manager can figure out what makes their salespeople “tick,” they can help them hit their goal numbers. Motivation seems like hard work because nearly every salesperson values different things. However, there are several steps a sales manager can take to establish a motivating environment for salespeople in order to build a high-performance sales team ..read more

Many companies monitor their pipeline opportunities with the use of a CRM in order to have information about the opportunities being created by the sales team. Companies want to know ..read more

There are few responsibilities in life more important than being a coach, whether for a sports team, teaching mastery of a musical instrument, or serving as a sales coach. Consider the impact a coach has on their students: helping them uncover problems, discover opportunities, enhance their approach, improve their skills, and achieve success. This also makes coaching one of the toughest roles, as those responsible for it often juggle numerous other tasks daily, including operational, administrative, and development needs for the company. How does a sales coach find the time and motivation ..read more

Sales leaders must be both effective managers and great coaches by arming their salespeople with the skills to be successful and managing their strengths. This week, we identify the final 5 keys to success in leading a sales team ..read more

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success ..read more

Companies develop a brand, why not salespeople? It is worthy of your time to think about what you do differently and better than your competition. What do you bring to the table, and how do you solve problems for your existing clients? If you cannot pin that down, it is critical that you focus and develop your personal brand. Think about a significant purchase you made recently and the process you went through as a buyer. What research did you do to explore your options, and where did you go to find the advice to make a decision among the choices you had? If the investment is significant eno ..read more

According to HubSpot, companies with well-optimized sales pipelines reported a 28% higher revenue growth rate compared to those with poorly managed pipelines. So why is it that many sales leaders default to coaching the deal at hand and do not consistently have sales pipeline management sessions with their people? These sessions should begin with a broader view of the opportunities each salesperson has in their pipeline, with a focus on several key metrics so that managers can compare and track how the deals are improving as they coach their people. Certainly, effective coaching is an essent ..read more

In order for salespeople to truly engage, build value, and develop long-lasting relationships, they must compliment their selling approach with sales enablement tools and technology.  Listening with the intent to learn, asking questions that are not product-based, and understanding the nuances, trends, and challenges of a company and industry are required in today’s environment. We turn to a valued resource and partner IBISWorld for more on this topic ..read more

Most of the companies and salespeople we work with must do outbound lead generation and relationship building, and many do not have the luxury of filling their sales pipeline with inbound leads. Like most things, if you have a plan and stick to it, outbound selling will be more effective. If you are a sales leader or a salesperson in need of an outbound sales strategy, here are our 7 steps to improve your success ..read more