Can Checklists and Milestones be the Foundation of Sales?

YES! And combined it’s called the Sales Process. I wanted to write about the sales process because it is the foundation for everything in a sales organization. EVERYTHING. The sales process provides the context for: Milestones (aka KPIs) Quality of Opportunities (aka...

Hey Salespeople! Stop Thinking So Much and Help People!

Help people, don’t sell people to be successful. I applaud when any salesperson practices. When they ask to do it as a part of our coaching session, it’s even better and that’s exactly what happened today. My client asked to role-play sales calls with me, and it...

5 Tips for Awesome Customer Service

Did you know it’s 5 times more costly to gain a new customer than it is to keep a current one?  If it is less expensive to retain a customer, it makes the most sense to focus Customer Service so you can keep them.  Here are 5 ways to help your salespeople build...

Why You Should Shorten Your Sales Cycle

A sales cycle is the time it takes from the first conversation with a prospect to the time you receive a purchase order. If you could shorten your sales cycle by 30% or more, what would occur? More sales in less time. Your pipeline would be leaner. Revenue growth...