Sales Success
How much more business would you do this year and how much more money would you make, if you reduced your sales cycle from five calls to three? In this week’s video training I reveal how a client of mine – a well-known financial services company – did just that by making one simple adjustment…
Deals get stalled when unexpected events happen. Sometimes pending decisions take a back seat to other issues that have become more important or time-sensitive. So how do you create urgency with proposals stalled during a crisis and move things forward? Watch this video to find out. #VelocityMindset #CrisisManagement #DealOrNoDeal #CEOmindset #SalesStrategy
Velocity is Speed with Direction + Alignment. If you don’t have alignment with the people you are trying to influence you will not have Velocity and it will impede your success. So what do you have to do differently to gain better alignment and move forward? #VelocityMindset #alignment #leadership #influence
To increase your closing ratio, a good story can help. It may sound obvious, but customers are often moved by how your products or services have helped others. Testimonials from clients enhance your credibility factor—and you can increase it further by providing a case study that demonstrates your products or services in action. A good case…
As spring approaches, I’ve been thinking of new starts and renewals, specifically of the time I decided to launch my speaking/consulting business over thirty years ago. I was in an unfulfilling management job at the time—successful but not satisfied. My business skills had helped me to succeed but so had two important questions: What is…
As our society has become more polarized politically, many people have started talking about the term confirmation bias to explain what is going on. The term basically means the tendency to look for information that confirms our existing beliefs and to ignore the information that challenges our beliefs. Our confirmation bias leaves us stuck in…
When you lose a sale, whose fault is it? Is it the customer who doesn’t know what they want or need, the competition who gave the customer an offer they could not refuse, or the customer’s unwillingness to fire a long-time vendor? Or do you blame the lost sale on the most common explanation of…
Have you ever heard successful salespeople say they do very little marketing yet business just comes to them? Everyone wants to increase sales and impact their markets, but not everyone has uncovered the key to making that happen: calling on the right customers. The old axiom “You can’t be everything to everyone” is as true…
This past Friday I had the privilege of attending my daughter’s graduation from Northeastern University where CNN anchor Christiane Amanpour spoke to the graduates. In her commencement address she quoted a civil rights activist who once said, “Give good trouble,” and implored the graduates to “make a hell of a lot of good trouble.” In sales, you’re…
This past Sunday on a flight to San Francisco, I had the privilege of sitting next to Jim Plunkett, who led the Raiders (first Oakland, then LA) to two Super Bowl wins, and who also played for the San Francisco 49ers and New England Patriots during his career. I remember watching Jim play in the ‘80s…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
Read MoreA few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
Read MoreSo what is your goal for the communication you’re about to make? When I coach CEOs or sales executives, I ask them: “What’s your goal for the call?” Often, they have the wrong goal in mind, which leads them to wrong actions that don’t deliver the results that they want. More importantly, it strips them of…
Read MoreYesterday morning started out with me helping a client get out of a rut. He just spent 6 months working on a big deal, putting his whole life into it. And it did not go the way he wanted to. And of course, he got depressed. He got down on himself when he started doubting…
Read MoreTo maximize sales growth, leaders now recognize the importance of collaboration between sales and marketing teams. It’s no longer just about marketing generating leads and sales closing deals separately. Achieving success together requires a shared mindset and vision. So how do you unite your sales and marketing teams for a common goal? Discover in this video. #VelocityMindset…
Read MoreLeadership isn’t limited to a select few; it resides within each one of us. We all possess the ability to lead in our own lives, families, and pursue our purpose. For sales people, leadership is about leading their potential clients or customers through a decision-making process to help them make the right decision. If you…
Read MoreHave you ever found yourself frustrated by those annoying robocalls that start off with a plea, ‘Please don’t hang up’? We’ve all been there. But think about it for a moment. Why would anyone begin a conversation like that? It’s off-putting, uninteresting, and suggests that most people simply disconnect the call. In today’s video, we’ll…
Read MoreFinding a target audience and narrowing the company focus often trips up new and established organizations, who find it difficult to turn down business opportunities when they arise. But trying to be all things to all customers is a recipe for failure. So what questions should you ask to identify your target market and achieve…
Read MoreThe inability to properly qualify prospects is the one behavior that strips sales executives of their Velocity. I’ve seen many companies waste a lot of time sending countless proposals to new prospects with a closing ratio of only 10-20%. So what is the best way to qualify your prospects? Do these two things. #VelocityMindset #sales…
Read MoreBoosting sales and revenue is at the top of every sales executive’s list. But what if you haven’t seen the growth you desire despite all the time and efforts you invested? In this week’s video training, I share the one act that will sabotage your revenue growth faster than you ever thought was possible. #VelocityMindset…
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