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The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
Is your top salesperson part of the problem?
Can your top salesperson really be a problem? How can this be true? Financially, they’re not a problem. The problem is the psychological damage they inflict on business owners....
New lead sources are long shots
I'm not a gambler, so I have not bet on a lot of horse races. But when I do, I rarely bet on the 50-to-1 shots. Sure, it's great when they pay off, but they rarely do. I'm...
Is the need for more leads a “salesperson addiction?”
Never in the history of business has a salesperson said, “please give me fewer leads.” They must teach a class at salesperson school that every lead is a good lead and you always...
Can you actually generate leads on LinkedIn?
If I had a nickel for every time I was promised bountiful lead flow in my inbox via LinkedIn automation, I would have a big pile of nickels. I’m guessing you feel the same way? ...
250 expensive leads purchased, zero sales
I met a sales turnaround expert who told me an interesting story. A medical device company raised $120M and, after six years, reported zero dollars in sales. Some of that $120M...
Are cheap leads the solution or the problem?
I’ve never met a business owner that said, “I wish my leads were more expensive.” It’s only logical to believe that cheap leads are better than expensive leads. However, the more...
More sales requires more leads, right?
The short answer is no. We have hundreds of examples where sales have been radically improved with no additional leads. Occasionally, leads can be reduced, and sales increased....
Have you heard of “narrow scoping?
"Narrow scoping" defines a problem by restating the problem as a potential solution to that problem. For instance, "we need more sales" may be the stated problem when the actual...
What is a Fractional Sales Manager
A fractional sales manager is outsourced sales manager hired by small businesses.
Lead Scoring Saves Lives
Ok, lead scoring doesn't really save lives, but it does save headaches, grief, and money. Watch the short video below to see how lead scoring works and how you can use it in...
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