There are a lot of lessons on sales growth strategy from the NCAA Women’s Basketball Tournament. Quality, deal structure, understanding buying patterns, and consistency are key. **** I became a fan of women’s college basketball when the Final Four came to Columbus in 2018. These games made history even then. 7.62 million television viewers. Three sold-out games. Two overtime wins. And a championship game that came down the wire (Notre Dame beat Mississippi State by a three-point margin.) Fast forward to 2024. This time, Cleveland played a fantastic host to an even greater event. Ticket prices ..read more

  One of the most powerful tools you possess as a sales pro, especially when delving into budget and financial conversations with prospects and clients, is the language you use. The right language is a sales strategy that can be the difference between an opportunity stagnating in the sales pipeline and it moving smoothly towards a win. Here are three key areas where paying attention to your language around finances can significantly enhance your sales strategy: Put Yourself in Your Buyer’s Shoes: Take a moment to consider what goes through your mind when you’re the one making a buying ..read more

  In sales, objections are not roadblocks; they’re signposts guiding you toward a successful transaction. Embracing objections as a natural part of the sales strategy and sales process can revolutionize your approach and ultimately lead to more fruitful outcomes. But how do you navigate objections without turning them into a zero-sum game? Let’s delve into a strategic sales approach that shifts the paradigm from overcoming objections to addressing client and prospect concerns. The first step in this approach is to reframe the language in your sales conversation. Instead of focusing on “o ..read more

  Commission plans serve as motivators for sales professionals, driving their efforts towards achieving organizational goals. However, not all commission plans are created equal. To ensure optimal performance and alignment with organizational objectives, smart commission plans incorporate four key elements: 1. Simplicity A commission plan should be easily comprehensible to sales professionals. They should be able to calculate their potential earnings from a deal effortlessly. Simplicity not only facilitates clarity but also enhances engagement with the commission plan. 2. Behavior Incent ..read more

Struggling with decision-making in sales growth? This article dives deep into the impacts of ambiguity and certainty on performance. Too much ambiguity leads to indecision, while too much certainty creates a rut. Learn tangible examples and how CEOs can foster a culture of innovation. Don’t let uncertainty stall your progress or complacency hinder your success. ******* One of my mentors, Alan Weiss, recently shared this thought with my mastermind group: There are two things that impede decision making. The first is too much ambiguity; that leads to indecision. The second is too much certainty ..read more

In any sales opportunity, understanding the true quality and urgency is crucial. But how do you accurately gauge these factors? Here are two simple yet powerful questions to ask during your conversations: How important is it to you to solve this problem, on a scale of one to ten? This question provides insight into the mindset of your client or prospect. By understanding the level of importance they assign to solving the problem, you gain clarity on how critical the issue is for them at the moment. When you consider your stakeholders, again on a scale of one to ten, how important is it to t ..read more

  In the fast-paced world of sales, mastering the art of communication is key to unlocking success. While digital channels offer convenience, they often fall short in fostering meaningful connections and driving conversions. That’s where the power of live sales conversations comes into play. Why Live Communication Matters When it comes to nurturing sales opportunities, moving conversations from digital to live formats—such as phone calls, video chats, or face-to-face meetings—can make all the difference. Here’s why: 1. Reducing Miscommunication Risks Digital communication channels, like ..read more

What if we prioritize culture and community impact over sales growth? This unconventional approach highlights the importance of adaptability in sales strategy, emphasizing quality over quantity. It’s a reminder that sustainable growth requires a holistic approach, focusing on client mix, strategic clarity, and embracing counterintuitive ideas for real progress. ***** I had lunch with an executive who shared with me that they weren’t focused on sales growth. In fact, it wasn’t a goal at all to add more staff, increase sales, or to exponentially increase the size of their organization. They were ..read more

  A common challenge in designing sales strategy is focus. No shortage of activities exists—solution sets, pursued industries, customer types. Elite organizations use focus as a filter, selecting only activities aiding success in the next one or two years. Anything else is set aside. What remains is a refined, concise sales strategy, allowing focus on vetted activities. With such clarity, sharing with sales teams becomes easy, facilitating swift implementation. This approach not only accelerates short and long-term revenue and profit growth but also instills confidence in pursuing the ..read more

  As it relates to long term successful sales growth, elite organizations, need three strategic plans in their organization. They have a visionary plan. They have a sales strategy. And they have a marketing strategy. That visionary plan is that big picture horizon. What does the organization look like? Who do we want to be in three years or five years or ten years? Most organizations that do strategic planning, they have a visionary plan, but they stop short once they get that visionary plan put in place. They’re often lacking a specific sales strategy and a marketing ..read more