Recently, while working with several sales teams, I have noticed a recurring sales communication problem. A customer raises a concern, asks a complicated question, pushes back on a proposal, or stops responding and the salesperson sends another email. Then another. Sometimes a text message follows. The salesperson believes they are following up, but the situation […]
Sales Communication: When to Pick Up the Phone Read More »
Every sales team wants to be closing more deals. But when deals stall, most companies look in the wrong place. They blame the salesperson. They blame the price. They blame the economy. They blame the prospect for “going dark.” Sometimes those things are true, but more often, the real problem happened much earlier in the
7 Reasons You’re Not Closing More Deals Read More »
Why Sales Follow-Up Matters Sales follow-up is one of those areas where salespeople often think they are doing the right thing because they are doing something. They made the call. They sent the proposal. They followed up. They sent another email. They left a voicemail. On the surface, it looks like activity…but when you look
Why “Just Checking In” Is Killing Your Sales Follow-Up Read More »
Your prospect may not come right out and say they do not believe your salesperson, but their behavior may be telling you the truth. They delay. They ask for more information. They want to “think about it.” They compare you to cheaper options. They stop responding after the proposal. They ask for references late in
Why Prospects Don’t Believe Your Sales Team – Building Trust in Sales Read More »
A full sales pipeline can make a CEO feel better, but it can also create a false sense of security. That is one of the most dangerous issues I see in small and midsize businesses. The pipeline report looks healthy. The CRM has plenty of opportunities. Salespeople are talking about deals that “should close.” The
Your Sales Pipeline Is Full. So Why Is Revenue Still Missing? Read More »
AI in sales is getting a lot of attention, and for good reason. It can help salespeople research prospects faster. It can summarize calls. It can draft follow-up emails. It can help prepare for meetings. It can improve CRM notes. It can support lead scoring, call intelligence, workflow automation, content generation, and sales productivity. Those
AI Won’t Fix a Broken Sales Process Read More »
B2B buyer behavior has changed, and many small and midsize businesses have not adjusted fast enough. Today’s buyers are more informed than ever. They are more skeptical. They are doing more research before they talk to your salesperson. They are comparing options, checking reviews, asking peers, reading your website, using AI tools, looking at competitors,
B2B Buyer Behavior Has Changed. Has Your Sales Team? Read More »
Sales assessments can be incredibly useful. They can help a business owner, CEO, or sales leader better understand how a salesperson communicates, what motivates them, how they respond under pressure, whether they appear to be wired for a certain type of sales role, and where they may struggle in the sales process. That is valuable
Sales Assessments: What They Tell You, What They Don’t, and Why Context Matters Read More »
If sales results feel inconsistent, forecasts are unreliable, or opportunities keep sitting in the pipeline without going anywhere, the problem may not be your market. It may not even be your salespeople. In many small and midsize businesses, the real issue is the sales process itself. That is the hard truth. A lot of companies
Completing a Sales Process Audit: Improve Sales in 7 Steps Read More »
If you have ever looked at your pipeline and thought, “We should be fine,” only to watch the month close light, you are not alone. I hear some version of that all the time from CEOs and business owners in small and midsize businesses. The CRM stages says there is plenty in the pipeline. The
Sales Qualification and CRM Stages: Why Your Pipeline Is Lying to You Read More »
