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Sales Training That Actually Creates Sales

Salespeople the world over understand that training rarely trains them to create more results. Often the training is out of touch with the goals they’re pursuing, or it doesn’t apply to the type of prospects they have in the pipeline, or maybe it’s using language and scripts that went out with bellbottom pants. Yet we know if we don’t train to succeed, then we are training to fail. How can salespeople get training that actually creates more sales, given how diverse and quickly-changing everything is in the world? Mike Phillips, a sales leader with McCloskey Motors, sat down with us…

Are You Owning The Next Step?

In any conversation with a prospect, the most important thing isn’t being brilliant, or providing the cheapest solution. The most important part of a sales conversation is what happens after the salesperson hangs up the phone. More opportunities are lost due to lack of follow-up than any other reason.Think about the last few conversations you, or your team, had with prospects. Most salespeople hope they remember everything they agreed to do after a sales conversation, including making a note of when to be back in touch with that prospect. Instead of hoping that everything you discussed is captured outside your…

Improve Sales Even If The Sale Isn’t Made

Ever had a day when you went from one sales meeting to another, to another, to another? When we get on a roll, it can seem like we’re running from one sales meeting to another. That used to look like driving from one part of town to another, trying not to break too many speed limits. Recently, it’s become the zoom meeting shuffle as we leave one virtual sales meeting to hop immediately onto another. While that looks good on our activity reports, it actually hurts our sales goals. Why? If we’re focused on activity then we’re hoping that we…

The Importance Of Flawless Follow-Up

When someone has expressed interest in a company, a stopwatch starts ticking. The prospect is now testing that company to see how responsive they are and what they respond with. Will they get a spammy email or something more personal like a phone call or custom-made video? Salespeople know that the calls we make today end up being the business we write down the road, but few of them have a system for ensuring they make time to plant those seeds with inbound inquiries today so they can generate business tomorrow. Instead of relying on an autoresponder to handle prospect…

Why Over-Delivering Kills Sales

The first question a prospect has to answer before becoming a customer is: “Do I trust this company?”And salespeople, in an effort to accelerate that trust, often try to over-commit and over-deliver.This actually kills more sales than it creates. But let’s back up a bit, because every time a salesperson interacts with a prospect, a commitment is being made (even if all we’re doing is sending an email or leaving them a voicemail).If a salesperson looks back over their interactions with prospects over the course of just a few weeks, they’ll see dozens  -- or hundreds – of commitments they’ve…

Why Salespeople Struggle To Engage New Prospects

In a period of history where almost all of our prospects are struggling, the last thing a salesperson wants to be is another problem to deal with. Unfortunately, that's exactly how most prospects see us. Why? It's because salespeople rarely show up with valuable information - solutions that mean our prospects struggle less after talking with us.  Salespeople who show up with solutions usually find their prospects have time to chat. But how do we consistently source and communicate solutions in the midst of all the prospecting, account management, record keeping and customer service tasks we have to manage? When…

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