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Have You Re-Opened Your Closing Process?

A lot of salespeople can get a prospect close to becoming a client and then drop the ball on the final inches of the race. They may say their prospect didn’t have the budget, another supplier undercut them, it turns out it’s not the right time, etc. Regardless of the reason, it’s a mis-management of the closing process. The problem is, so many salespeople wait until the month or week they’re projected to close a deal before handling things that should have been ascertained during discovery. Hal Deadwyler, a sales leader with Call MC, recently educated us on how he…

The Importance Of A Crisis Campaign

It’s inevitable that sooner or later, our prospects and clients will go through a time of crisis. Whether that crisis is negative, such as a downturn in their own businesses, or positive, as in a lot of demand and not enough personnel or supplies to deliver, the salespeople who are prepared to be a solution are the ones who will get the business.But few salespeople take the time to plan a ‘crisis campaign’ so they can be ready to step in and be a strategic solution provider to their prospects. Why?Salespeople are busy, and few take the time to think…

More Sales With New Products And Services

In the midst of all the call quotas, meeting goals and closed business salespeople have to manage, it’s easy to hope we remember to mention new products or services we have available. Multi-tasking account management, prospecting for new leads and educating prospects on new ways we can help almost guarantees those new products and services go unused. Why is it critical that we not let new products and services drop on our priority lists? Our prospects’ worlds are changing at a rapid pace, and they’re looking for providers who can help them move into the future and avoid pitfalls along…

Ensuring Salespeople Re-Engage Unresponsive Prospects

Chad Hastings, a sales manager with Alta Equipment, shared a strategy with us that allows sales leaders to hold their salespeople accountable for reaching out to all their accounts – not just the easy ones to do business with. Salespeople don’t exist to sell our products and services as quickly as possible. Rather, they exist to sell our products and services to as many people as possible. That means ensuring salespeople are maintaining contact with all their accounts throughout the year, not just the ones easy to do business with. Hoping our salespeople stay in contact with hundreds of accounts…

Converting Sales With Campaigns

One of the smartest minds in sales is Jeff Bajorek, and we were able to sit down with him to talk about making sales Bulletproof. One of the chief challenges we discussed was outbound campaigns to convert conversations – a perennial issue in the world of sales. Jeff made it clear that leads are different from prospects. A ‘lead,’ according to Jeff, “is someone I know I can help.” A ‘prospect,’ on the other hand, is someone we know we can help who has expressed an interest in a further conversation. While drip sequences are fine for leads, prospects deserve…

Relevant Outreach In Sales

In an interview with David Copeland, we learned that in 2019, his team was slated to attend 96 trade shows to meet prospects had to take a hard pivot in 2020 – only attending 3 trade shows. Thankfully, David’s salespeople were still able to maintain relationships virtually because they remained relevant. The one thing that didn’t change for his team was the importance of staying top of mind with their prospects – it just became amplified when in-person meetings were no longer possible. That means being (and staying) relevant to prospects. David’s team does that using calendar-driven campaigns that keep…

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Clients immediately benefit from improved results for their salespeople, teams and organizations. Bulletproof Selling means salespeople can replace hope with certainty, close more deals and provide more value to more customers.

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