In the dynamic world of professional selling, optimizing selling performance is essential for growth and profitability. One powerful tool that can help achieve this goal is the concept of sales velocity. Sales velocity is a comprehensive metric that considers several key components, including the number of opportunities, average deal value, win rate, and sales cycle …
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Winning Big Deals with Decision-Maker Based Sales Training
Decision-maker centered sales training is a specialized approach aimed at equipping sales professionals with the skills and strategies needed to effectively engage and influence decision-makers within potential client organizations. The primary objective is to empower salespeople to understand decision-makers’ perspectives, address their concerns, and guide them toward favorable purchasing decisions. By tailoring their approach to …
Using Big Picture Thinking To Grow Market Share
In the fast-paced world of business, the pursuit of growth and market share dominance is a perpetual challenge. Sales leaders constantly seek ways to elevate their teams and strategies to stay ahead of the competition. In this blog, we’ll delve into the importance of cultivating a big-picture mindset to achieve extraordinary results. So, let’s explore …
Anticipate the Future To Grow Your Professional Service Firm
Expanding a professional service firm is a complex symphony of strategies, where each element plays a unique role in composing a successful growth narrative. Picture it as assembling a puzzle, where each piece contributes to the overall picture of achievement. These five strategies serve as a foundation for continued growth and help to align with …
Leading with Deposits: Becoming the Obvious Choice
Establishing and nurturing strong depository relationships is a cornerstone of success for commercial bankers. These relationships not only contribute to a bank’s stability but also play a pivotal role in its growth and reputation. To effectively win and maintain these valuable relationships, commercial bankers can employ a range of strategies that revolve around personalized engagement, …
Gaining Market Share in Turbulent Times
There is a well-known Chinese proverb that states, ‘The best time to plant a tree was 20 years ago and the second-best time is now.’ I love that message because it can remind us that it is easy to lose focus and get caught up in the noise of what may be happening and fail to …
Getting Paid for What You Know, Not What You Do!
The dream client slides the draft of the proposal back to a sales professional in disappointment. As the potential client considers this new relationship, he cannot help thinking that the recommendations are light on details, surface level at best. After all the work that went into the sales professional creating this first opportunity, the …
I Did Not Go to College For This!
Decades ago, when I started building banking markets, I faced a dilemma. I had to develop leadership and sales skills in people that went to college to learn how to be rewarded financially for their deep knowledge skills, not management or growing a client base. Adding call sheets, pipeline tools, and growth expectations into the …
When Your Dream Prospect Says, ‘Who Cares!’
A sales professional takes their seat in front of their dream prospect after nurturing a long business development process. After an exchange of pleasantries, the prospect asks the sales professional, ‘tell me why I should work with you; tell me why you are different!’ The sales professional proceeds just as they were taught to talk …
Building Credibility with Customers in Times of Crisis
Now is the time that our customers need us the most and gives us a unique time to separate from your competitors. Everywhere there is doom and gloom and people are looking for a ray of hope. That relief can come in the form of the sales professionals that usually spend their day calling on …