Welcome to the fifth issue of our newsletter to help you make your sales team better. Here is what we have in store for you this week:
I provide you with the five essential elements to make your sales team better today and in the future. The goal of these five steps is to provide you with a process to achieve sustainable revenue growth.
Caryn Kopp, Chief Door Opener at Kopp Consulting, discusses the importance of fixing the right problem.
Scott Paul, CEO of Premier LogiTech, prompted me to analyze what is needed to fix our sales funnels.
Kristina Witmer, President of the Witmer Group, provides you with a view from a Marketing Consultant on why your salespeople struggle closing more deals.
As always, we welcome your feedback as we strive to produce regular communication to help you make your sales team better.
“The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.” Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
What Sales Problem Do You Fix First?
by David Wuensch
Sales problems can include:
Sales results are not what they should be.
Our pipeline is stale; our sales opportunity funnel does not look like a funnel.
I don’t think I have the right salespeople.
My sales team is not creating new opportunities at the desired rate.
My team is stuck in a rut and in need of fresh ideas and outside perspective — particularly around proactively developing new business.
My salespeople are not using repeatable sales processes that work.
Any of this sound familiar? I come across these items on a regular …
For many, the beginning of the year can be a time to reflect on decisions made over the last 12 months. What worked, what didn’t? What to continue doing to meet your new year’s goals and what to stop doing? As you may be embarking on this kind of reflection as well, I thought it would be helpful to lend a piece of advice that has kept many on the right track ….
Last week, I was having a conversation with Scott Paul, the CEO of Premier LogiTech. I asked Scott what comes to mind when he hears the theme. “What sales problem do I fix first?” Without hesitation, he said that the biggest sales problem he ….