Stop Guessing: A Proven Way to Build Reliable Revenue Forecasts with KPIs that Matter

Blog, Sales Team Performance / By Helix Sales Development

I recently sat with a manufacturing CEO who was visibly frustrated. His sales forecast showed $2M in pending deals, but quarter after quarter, his actual revenue came in way below projections. His solution? He’d just increased the pipeline requirement to 5x quota, thinking more opportunities would solve the problem. It didn’t. Here’s the […]

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Why Your Sales Message Isn’t Converting (And Why It’s Costing You More Than You Think)

Blog / By Helix Sales Development

CEOs in manufacturing, distribution, and professional services have a shared concern. It is that their sales teams are not connecting with buyers. Despite investing in marketing materials, brand positioning, and sales training, something isn’t clicking. The symptoms are painfully familiar. Salespeople struggle to differentiate from competitors. Prospects seem increasingly price-focused. Sales cycles stretch longer while

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Why Your Sales Team Sounds Just Like Everyone Else (And What to Do About It)

Blog, Sales Messaging/Marketing / By Helix Sales Development

Your sales team is struggling, but not for the reasons you might think. You’ve put money into training, set up good processes, and hired skilled people. Yet something still feels off. Your team’s message isn’t connecting with the market. Deals take longer to close, and too many end with price as the main factor. Here’s

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Why Your Sales Team Is Stuck? (3 Ways to Fix It)

Blog, Sales Management Coaching, Sales Team Development, Sales Team Management / By Helix Sales Development

What’s the scariest sound sales? Silence, after you ask a rep an accountability question? Silence when you ask your team why deals aren’t closing. The silence when you bring up their pipeline projections in your weekly meeting. Or maybe it’s the endless noise of excuses, blame-shifting, and disjointed processes. Either way, these are red

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The Power of Choices: Transform Your Sales Team and Your Life

Blog, Sales Team Development / By Helix Sales Development

Your Choices Define You—and Your Business Who you are today is the sum of every decision you’ve made. Every choice—big or small—shapes your future. It’s not fate. It’s not luck. It’s you. Your choices. Epictetus, one of the great Stoic philosophers, said, “If your choices are beautiful, so too will you be.” In simple

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Increase Your Productivity

Blog / By Helix Sales Development

You might think productivity is all about working harder, putting in longer hours, or multitasking. But if you’re doing that, you might be missing the mark entirely. In his quest to decode what makes the ultra-successful tick, Kevin Kruse found that their methods are often counterintuitive. They don’t necessarily work longer hours but know

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The Biggest Roadblock to Goal Attainment

Blog / By Helix Sales Development

We’ve all been there. You set a goal, you’re excited, you envision the success and the accolades that will come with it. But somewhere along the way, frustration creeps in. You start to question if you’re even on the right path, if it’s worth it, if you’re capable. The biggest obstacle to reaching your goals

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Why Less Ya Da, Ya Da Could Mean More Business

Blog / By Helix Sales Development

When you’re growing your business, every minute counts, especially during meetings with potential clients, here’s why – cutting down on the chit-chat and focusing on business can help salespeople in the small to mid-market market shorten the sales cycle and increase win rates. Think of it this way. We want to build rapport with a

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Asking Questions vs. Making Pitches: Why Your Approach Matters

Blog / By Helix Sales Development

Curiosity. Skepticism. Active Listening. Keep your ears open like your life depends on it. Have you ever noticed that some conversations make you feel heard? Others seem like someone is waiting to sell you something. This can happen with a friend or in a sales conversation. You either pose sincere inquiries or make

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Your Price is Too High!

Blog, Sales Management Coaching, Sales Team Performance / By Helix Sales Development

“Your price is too high.” If you’re in sales, you’ve likely heard this line before. It’s the dreaded phrase that makes your heart race and your palms sweat. But what if I told you that this isn’t an objection at all? In fact, it’s not even close. It’s a statement, a tactic, and a chance

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