Making "Land and Expand" Work for You | Sales Strategies
I want to highlight a sales strategy I’ve noticed perform incredibly well as of late. We started calling this the “land and expand” strategy.
Are You Giving Up Too Soon? | Sales Strategies
I want you to pay attention to persistence because far too many salespeople give up too early.
How to Use Operational Value to Become Indispensable | Sales Strategies
There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.
Why Top Performers Are Team Sellers | Sales Strategies
Top performers trust other people in the organization to help them manage and sell to customers.
Leverage Top Performers at Your Next Sales Meeting | Sales Strategies
Here’s an idea for all of you planning your sales kickoffs or big sales meetings with all of your team present.
The Big Mistake in Picking a Sales Manager | Sales Strategies
Why your top salespeople will not make the best sales managers.
Tomorrow's Deal Depends on Value Today | Sales Strategies
What contributes to customer growth when it comes to account management?
Non-Sellers Are Key to Improving Sales | Sales Strategies
Next time you are integrating any kind of sales training program in the organization, ask yourself these questions:
Managing Change is the Secret to Unlocking Value | Sales Strategies
If you start thinking about selling as managing a change management process, it really helps you to speed up sales and set yourself apart from the competition.
Over-Communicate Your Way to Increased Sales | Sales Strategies
Over-communicating with a customer helps the customer feel like you're working on their behalf. When you under-communicate or don't say anything at all, the customer assumes you are not doing anything.
Use Team Selling to Fend Off the Competition | Sales Strategies
When you accomplish this, you increase the likelihood of closing the sale.
I Have No Patience for Reps Who Don't Use CRM | Sales Strategies
I find that those salespeople who use CRM completely and effectively do outsell those that don't. Even if they have help with their CRM, they outsell those who don't. Why?
Not Taking Time Off Is a Warning Sign | Sales Strategies
Take time off. I promise you that, in doing so, you will be more efficient, effective, creative, and build much better relationships with your clients.
Proactively Managing Your Team's Talent | Sales Strategies
Far too many sales teams underperform because they have underperforming sales reps in the team. These sales reps need to be replaced.
Going Beyond Traditional Relationship Selling | Sales Strategies
Today, businesses are looking for an enhanced business relationship where you can show them how valuable—from a monetary sense—you are to their business.
What If You Lost Your Biggest Customer? | Sales Strategies
Customers make decisions that affect us all the time—decisions that we have no control off. However, that doesn't mean your sales have to be down.
Most Sales Managers Aren't Willing to Do This | Sales Strategies
Sales managers that consistently practice coaching and leading perform at a much higher level than sales managers who don't.
Stop Blaming Marketing: You Own Your Pipeline | Sales Strategies
How would you fill your pipeline if you had to do it on your own?
3 Ways Discounting Sabotages Your Sales | Sales Strategies
The reason why so many companies end up pushing and having a fire sale at the end of the quarter is because they did not have enough leads at the very beginning of the quarter to hit their targets easily.
Demonstrating Tangible Return on Investment | Sales Strategies
In all the cases where my clients are utilizing these calculators, their closing ratios are anywhere between 10% and 35% higher than their competition.