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. There’s no one answer to achieving more sales vs. process shifts, but it starts with...
Is there a hole in your sales bucket?
There’s no point pouring water into a leaky bucket, just as there’s no point pushing more leads into a leaky sales system. Most companies start with a well-designed and tightly performing sales system. Over time, though, this finely tuned machine shakes loose a few...
What is reverse lead engineering?
It’s natural to assume that more leads will equal more sales. It usually does. However, more sales may not equal more profits. Transactions drive costs, and the more transactions you have, the more costs go up. If you drive low-quality transactions, you can have more...
How doubling leads ruined Rob’s business….
You’re probably scratching your head right now, wondering how more leads could ruin someone’s business. Rob’s business operates a network of home repair outlets in the Northeast. They were an early adopter of a lead aggregation website (e.g.,...
Do Products Sell Themselves?
We received this email from a customer the other day. It reflects a lot of the chasm between what business owners think and what salespeople know. Virtually no product sells itself. If it did, web orders would be overflowing and this email would not be necessary. As...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 →