Hiring high-performing salespeople is hard. You’re right. I get it.
However, if your sales growth plan is dependent on hiring a bunch of A+ salespeople who can just “figure it out,” I highly recommend you rethink this strategy.
1. Lead with Human Connection, Not Technology
2. Deliver Value Throughout the Sales Process
3. Customize Sales Strategy Based on Buyer Intent
Mastering these capabilities will enable sales teams to build credibility, strengthen relationships with prospects, and win more deals.
Read MoreAnd then when I enter an organization as a sales consultant, you find these really talented people (whether they're subject matter experts, tech architects, SEO specialists, UX designers) who are fantastic at sales, but they flat out don't want to sell.
“I can't sell!” They say as soon as you call what they're doing sales. They finally get in front of a prospect, they shut down.
What my message to them is, you're actually the best salesperson of all.
Read MoreThe #1 discovery question most salespeople aren’t asking isn't “What is your budget?” but “How did you come up with it?” This question uncovers buyer intent, giving your salespeople insight into where your prospect is in their internal buying process and how they can best help them.
Read MoreSo how and when can you start to remove yourself from the repetitive sales grind and focus your energy on scaling the business?
Read MoreQuarter after quarter the team was struggling to hit its number. Nothing was working.
Until their manager rolled out a weekly sales contest where the winner each Friday was awarded a frozen chicken.
Even the best builders will struggle.
This is effectively what you’re doing when you hire a salesperson, hand them a stack of business cards, and say “double our revenue."
Read MoreYour stories don’t have be about what you’re selling to inspire your prospects.
This story is about our family vacation to the mountains during the pandemic. Yet at the end, I'm able to segue into the topic of sales.
Read MoreThe program held its 2023 showcase and pitch competition, spotlighting 10 startup teams vying to transform the state's recycling and composting infrastructure and a grand prize of $5,000. Hosted by yours truly.
Read MoreHere’s 5 comedy tips that will help you differentiate from the competition, build stronger relationships, and win more deals!
Read MoreThis (not yet) award-winning guide is packed with actionable techniques you can use in your next presentation, even if it’s only an hour from now.
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