"My Champion Loves Us" Is Not a Forecast
A client wanted to move her renewals close rate from 33% to 38%. Those five points were not a round number she liked, they were worth an exact amount. Here is the calculation she ran and the two part deal review that got her there.
How 5 Points Became $600,000
A client wanted to move her renewals close rate from 33% to 38%. Those five points were not a round number she liked, they were worth an exact amount. Here is the calculation she ran and the two part deal review that got her there.
Garbage In, Garbage Stays
Bad data does not leave your pipeline. It follows you into your reporting, into your coaching, and into the decisions leadership makes about your year. Here is why clean pipeline data is a closing tool and not an admin chore.
The Sales Topic You're Too Scared to Raise
Tariffs, supply chain, trade rules, the environment. Most sellers dodge all of it the way you dodge politics at the dinner table. The best closers raise these on purpose, as business issues, and they do it with one kind of question that keeps the conversation out of the ditch.
The Red Flags That Say Your Customer Is Leaving
Customers almost never announce that they're leaving. They signal it for months, and most sellers read those signals as a quiet quarter. Here are the warning signs worth watching on every account you own.
That Rolodex Is Worth Less Than You Think
A rep joins from the competition with a full contact list. A buyer you love lands at the account you've chased for years. Both feel like free pipeline, and both hide the same fallacy. Here's what to check before you forecast any of it.
One Is the Most Dangerous Number in Sales
If you are the only person at your company who can call your best customer, you are not protecting that account. You are the single biggest risk to it.
4 Habits That Feel Productive and Close Nothing
In our Closing Room sessions I watch sellers confuse efficiency with effectiveness in the same four ways. Every one of them feels like progress, and not one of them moves a deal.
Your Past Deals Are Lying to You
A seller was certain his plant manager contact could sign an $800,000 order, because that contact had signed every deal before it. Here's the question I asked him in the deal review, and why account history can quietly work against you.
Stuck Deal? Stop Working It Alone.
Most sellers work a stuck account solo. You have a roster of people inside your own company who can open doors you can't, and here's how to put them to work on the deals that matter most.
Your Stakeholder Is Ghosting You…Now What?
Sellers keep telling me the same thing: we can't get in front of the stakeholder. Here's why calling almost anyone else in that building beats sending one more email.
Navigating Iceberg Objections
Don’t let your promising deals get sunk by invisible, avoidable hazards! Much like an iceberg, hidden internal politics and shadowy elements lurk beneath the surface of every deal.
Stop Avoiding the Hard Questions!
Avoid being blindsided and putting your deals at risk. Tackle tough questions with your buyer now. Especially the ones they should be asking…but aren’t.
The Best Sellers Do This
Most sellers give up way too soon! Make another call, send another email, or send another text. It can make all the difference!
Cold Calling Is (Still) Dead
The most successful sellers I know agree that cold calling is dead. Here’s why and the strategies they implement instead.
The Right Outside and Inside Sales Team Structure | Sales Strategies
What’s the right outside and inside sales team structure? I recently had a conversation with an exceptional sales leader I work with. We discussed the...
Positivity in Sales: A Choice, Not a Feeling
Positivity in sales is a choice, not a feeling. It doesn’t require much effort to feel worried about the state of the world these days.
Getting Your Sales Calls Returned
Getting sales calls returned is almost always on a salesperson's mind.
