Putting Sales Velocity into Action: Deal Size
So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to …
How to Shorten Your Sales Cycle | Sales Strategies
Today, I will be exploring how you can improve the metric of sales cycle length: how many days it takes to close a piece of business. If you can move …
Use Paranoia to Your Advantage
Want to know the very best way to keep the majority of your customer base? Develop a healthy sense of paranoia. That’s right, paranoia.
The Biggest Reason You Don’t Get the Sale | Sales Strategies
You can sometimes learn a lot from your dog. I have a relatively new puppy at home and there’s one thing I noticed about her that all salespeople can learn …
Putting Sales Velocity into Action: Opportunities
In this series, we’re looking at sales velocity: measuring how fast your team is making sales and earning revenue. The reason it’s one of your most important metrics—and predictors—of success …
Shape Your Future Success with Sales Velocity | Sales Strategies
Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It’s a great indication of the future success or the …
How Do YOU Respond?
Take the time to analyze how you respond to things, both online and offline. Recently, I posted a new video on cold calling on LinkedIn.
Are You Hiring The Right People?
How can you ensure that you’re hiring the right people to join your sales team? Many sales leaders have been asking me how to hire new sales reps and build …
We Create Our Own Gatekeepers | Sales Strategies
It’s important to remember that we create the gatekeepers—they’re all in our own mind. If we create them, we can get rid of them.
Micromanaging…a Good Thing?
Micromanaging often gets a bad wrap in the professional world. But, could it actually be a good thing? Look, the term micromanage can have different meanings to different people.
Your Sales Velocity: Why It Matters
Imagine you’re driving your car on a highway. Nearly everything in the vehicle seems to be in working order except for the speedometer. You don’t know how fast or how …
Increase Engagement without More In-Person Meetings | Sales Strategies
I often get a number of questions from clients about sales productivity enhancements: how do we sell more in less time, how do we bring our sales ratios down, how …
