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. That’s the problem. Most true superstars are paid like superstars. They act like...
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 guessing that most business owners are like me. They don’t like to bet...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 need more. Sometimes it feels like your sales team is an incessant child asking for...
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? Here’s our collective experience regarding LinkedIn lead generation: LinkedIn lead...
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 was spent on very expensive surgeon leads. You’re probably wondering how a group of smart...Recent Posts
Sales Secret #1: DISC Profiling
First used by the U.S. Army in the 1940s, DISC personality profiling has remained a powerful and well-kept secret until recently. While tons of personality profiling systems exist, DISC is special because it allows you to quickly categorize someone AND predict their behavior. This ability to predict the person’s motivation and future behavior makes DISC... Read more →
Elevating Your Sales Strategy Through Better Processes
In the competitive arena of modern sales, excellence is not just closing deals but also coaching sales reps to ensure constant improvement and leveraging automation to drive consistency. At a high level, this guide explores the nuances of crafting a sales strategy that meets targets and ensures sustainable growth and success. Crafting a Winning Sales... Read more →