A Normal Close Rate - And How to Improve It | Sales Strategies
I often get asked: what is considered a normal close rate and how do we improve it?
How to Shorten Your Sales Cycle | Sales Strategies
How you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move that, for example, from 90 days to 80 days or 120 days to 90 days, you can dramatically improve your sales velocity.
The Biggest Reason You Don't Get the Sale | Sales Strategies
The biggest reason salespeople don't get the sale is because they never ask for it.
Shape Your Future Success with Sales Velocity | Sales Strategies
Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating base on a variety of key measures.
We Create Our Own Gatekeepers | Sales Strategies
It's important to remember that we create the gatekeepers—they're all in our own mind. If we create them, we can get rid of them.
Increase Engagement without More In-Person Meetings | Sales Strategies
Although face to face or in-person meetings—where you shake hands, make eye contact, and develop a tangible relationship—are effective and timeless strategies to create engagement, videos are another effective and modern avenue to create engagement.
Ignoring this Management Task Will Cost You Dearly | Sales Strategies
A good sales organization centres around a good sales coach. In fact, coaching is what drives top performance in sales teams.
Don't Give Up on Your Leads - Follow Up! | Sales Strategies
If the leads and opportunities you are working on have not yet made a decision—perhaps they forgot or have gone silent—your follow-up plan needs to be professional, albeit assertive.
The Precise Formula for Social Media Success | Sales Strategies
My recommended social media strategy for you is called "The Power of 3."
The Mistake that Sabotages Sales Training | Sales Strategies
I will highlight what I've discovered about making training work—making it work in a way that you get and a way that will yield the highest ROI from your sales training dollar.
The Easiest Way to Get Referrals | Sales Strategies
A surprisingly easy way to get referrals.
The Competition You're Not Thinking Of | Sales Strategies
There's the competition you're thinking of, and there's the competition that might be flying under your radar.
Accepting Lost Deals | Sales Strategies
Even the best sellers lose deals. Accept that up front and figure out what to do about it.
Three Key Self Assessment Questions | Sales Strategies
Top sales performers consistently self-assess. Ask yourself these three questions.
Don't Overlook this Talent Source | Sales Strategies
Looking internally beyond the sales team may be your best source of talent.
5 Steps to Reduce Turnover | Sales Strategies
High sales team turnover doesn’t have to be the norm. These 5 steps will stabilize your team.
Don't Mess with People's Pay | Sales Strategies
Do your sellers know exactly how much they will get paid based on their sales? If you answer no, you are in trouble.
Buyers are Busier than Ever: What to Do | Sales Strategies
Buyers are busier than ever before. That means we need to be ready when they are. Here's how.
Act Fast - Get the Win | Sales Strategies
In today's market, speed may be your biggest competitive advantage. Are you fast enough to win?
I'm Sorry But Your Market Isn't Different | Sales Strategies
All too often, I hear sellers complain that their market is different and strategies in one industry won't work in another. They're almost always wrong.