Is coming up with your next growth plan frustrating the living crap out of you?
As a Sales Leader or Business Owner, you want the same things - more deals. How we get there... well, that's another story, and typically where the roads diverge.
The problem is that neither of you are right... or you're both right... or it's a combination of the two, plus something you hadn't considered yet.
I guess the real problem is that there is no way to validate or disprove anything, which brings to light the most glaring weakness plaguing your ability to grow - your data integrity.Read More
Making decisions without data is hard.
So, why do it? Why put hunches and gut instinct in the driver's seat when so much is at stake?
If your b2b sales process is meant to scale, you need data, and your CRM is the reason why you're not getting it.
Check out the video below for a discussion about your CRM, and how to transform it from an encumbering management tool to a tool for sales growth.Read More
Some time ago Hubspot's Sales tool (formerly known as "Sidekick") added the ability to schedule emails to send at a later time. The premise was that your sales activities, such as emailing, often occur later in the day, when it's not an optimal time to communicate with prospects. You want them to be in their email when you send it.
So, instead of sending right away (or saving it, then setting a reminder task in your calendar), you pick a day and time for it to go out, and schedule it at your convenience. No extra steps. Nothing falls through the cracks.
But there's one major, glaring, ugly flaw...
How can you possibly know with any amount of certainty when it's an optimal time to reach out to somebody? Hunches? Gut feelings? Certainly, there's nothing telling you this information based on hard data... So, how?... Without adding another cumbersome, time-sucking responsibility....?Read More
You may be experiencing whiplash if you spent any amount of time or effort into keeping your sales teams competitive over the last 5 years. There are new technologies, processes, and an endless supply of confusing ideas and suggestions. It's hard to know whether up is down or if they're supposed to fist-bump vs handshake...
You probably know about inbound marketing by now, and have no doubt toyed with video and a plethora of other marketing tactics.
But none of them seem to be doing what they're supposed to do - help you lead your sales teams to victory. That's because you may be missing 3 critical components that have only recently come into focus.Read More
Does your CRM elevate your salespeople? .... or encumber them?
Sales leaders - how important do you think a CRM is to reaching your daily, weekly, monthly, quarterly, and annual objectives? How much do you think it impacts your b2b sales process... or your sales training programs for that matter?
I'm betting that it's pretty darned important to most of you, since a study recently showed that 75% agree that they're critical. I've been in b2b sales for most of my adult life, and I have YET to work somewhere that didn't use one. And I can't tell you how much energy I have seen sales leaders waste on trying to get their reps to use it properly.Read More
Do your sales teams "get it?" Or are they battling for every inch of their success? Are they following your b2b sales strategies best practices?
I was recently in contact with an individual trying to sell their services to my agency. To say the least, it. Was. Painful.
They broke some of the most important rules of sales almost right away, and it got me thinking about you. Well, it got me thinking about my favorite self-improvement book, "How to Win Friends & Influence People" by Dale Carnegie, whose entire message centers around alignment.
It got me thinking about you, the sales leaders of this world, because many of your salespeople are doing these things every single day, and your numbers are suffering from it - greatly.
Whatever you do, don't let them make THESE FIVE TERRIBLE mistakes that a recent prospective vendor did with me when trying to close the deal!Read More
I received a call the other day from a guy named Tom. Tom was calling on behalf of his digital marketing agency that offers webinars for software companies, and was sent my way by my client, Jerry, with whom we are engaged for inbound marketing.
Tom cold-called Jerry, and Jerry apparently could not reject him meanly enough, so Tom was given my information, so I could basically tell him to f**k off. Although, knowing my client, he probably felt that telling the marketing agency to call his marketing agency would be enough for the guy to get the hint. But he didn't, because some crazy sales supervisor or business owner told Tom that he couldn't stop until he hit his calling quotas.
What came next had to have been the most moronic thing I have ever experienced in all my years of sales, marketing, and business ownership.Read More
Mirror mirror, on the wall, who should I make an example of today in order to close more deals?
My last couple of posts have been about me venting from a sales mistake I made when I let my business owner instincts take over, and ignored all of the screaming coming from my sales instincts. (part 1 and part 2).
It really had me angry - at myself - for ignoring nearly 15 years in b2b business development, leading to 14+ hours of wasted time.
In the grand scheme of things 14 hours isn't that big of a deal, I suppose... It's not like the deal had legs, and I missed out on a great opportunity. I just wasted my time and a little bit of money - and I learned to trust my gut a little more.
But what if I told you that the MAJORITY of the deals you're having your BD teams chase down are just like that? ... uncloseable - today, sucking valuable time away from activities that could actually move the needle?
Here are 3 more signs that they're wasting their time, and that you should let it go.Read More
They don't understand why you don't understand how they don't understand your understanding of a quality lead.
I am still steaming about a mistake I recently made because I let my business owner instincts completely take over my decisions during the vetting of a new sales prospect.
I should have cut bait, and in my prior life in sales, I would have, even if it meant taking heat from those who signed my paycheck every month.
But, like many business owners do every so often as well, I let their statement, "yes, I'm interested," overshadow the numerous red flags that popped up throughout the course of our sales relationship. And, owner-me promptly ordered sales-me to suck it up, and make it happen.Read More
A motivated and excited lead isn't necessarily a good lead, and knowing when to cut bait is often just as important of a skill as closing...
I am so mad at myself right now... I just wasted a MONSTROUS amount of time with a lead that I should have known was not ready to buy, but I blew it... and I know exactly why...
What makes it worse is that prior to starting my agency, when I was in business development for several organizations, I would have immediately recognized these red flags, and probably would have fought tooth and nail with management and even our owner(s) about cutting bait, and moving on.
Give your sales teams the opportunity to REALLY grow!
As a sales coach, I see all sorts of things that make me cringe. From the exercises around perfecting the 30-second elevator pitch, to mandatory mystery messages, to crazy work hours, to public humiliation to giving your best leads only to your A-players, to redlining said A-Players until they collapse from exhaustion... It's nothing but cringe-worthy policy after disastrous execution...
It turns out that there is ONE thing you should have them focus on first and foremost, and it's not breaking the record for most calls dialed in a single day.Read More