The sales funnel is a powerful tool. Once you understand what the stages of the funnel are and how the sales math works, your funnel will become a critical tool to manage your sales team, as well as the corporate resources needed to support sales and delivery. ...
Have you been hearing rumblings about an impending recession? Wondering if it will happen? It's likely. As an economist, I can tell you with confidence that the economy is cyclical, and this period of expansion has been unusually long. While employment numbers are...
Buyers are bombarded with information. It’s crippling. I’ve seen the worse cases of “Analysis Paralysis” with buyers who are looking at content from competitors and are trying to understand it. They look at websites, articles, pricing sheets, videos, and sites that...
The Buyers Journey is Complicated It’s more complex than ever to close a deal with a large company. There is a minimum of 6.8 buyers involved. Buyers have to validate, collaborate and come to a consensus before a decision is made. Gartner research finds that...
¾ Inch Bolts Were you ever walking down the street thinking, “Wow, I really want a ¾ inch bolt! Nothing would make me happier than a ¾ inch bolt.” When I asked that question in my last presentation, no one raised their hand. I wasn’t surprised because neither...
As a sales leader or business owner, you want every member of your team motivated, excited and committed to hitting goals and bringing in revenue. Usually, the positive attitude you seek from each salesperson starts with you. Each person on your team looks to you...
The Heat is On! Summer is here (in some locations it’s hot) and it seems everyone is on vacation. This might give your salespeople a signal to slow down because they think everyone is out of the office. Granted, having a 4-day weekend for the 4th of July did make...
Where Are Your Prospects? We need to meet our prospects and customers where they are. That might be at a trade show or event, at their office, on the phone, via email or on social media. Do you know if your salespeople are in the right places? It is possible that...
How much money are you leaving on the table every year with existing customers that should be growing but aren’t? Do you know the revenue potential of your top 10 clients? If you don’t, you could be leaving millions of dollars on the table, because you don’t know...
No Decision Doing nothing seems to be the most frequent reason for losing a complex sale these days. Deals stall, and the buyers go silent. I was talking to the founder of a company that was concerned about sales. Although his company was generating plenty of...