25 Sales Growth Strategies From Top Sales Leaders
Are you struggling to drive sales growth?
Not sure which sales strategy is best suited to increasing sales?
Don’t worry, because we’ve gathered the top sales growth strategies from some of the best sales leaders in the business to help you achieve your goals.
From prospecting tactics to upselling strategies, these sales leaders have offered up their insider secrets and their very best sales growth strategies that will help you increase your sales and give a sharp boost to your revenue levels.
Let’s check them out!
Cian Mcloughlin
Cian McLoughlin is the founder and CEO of Trinity Perspectives, a sales training and consulting company specializing in win loss analysis and sales transformation. He is a 20+ year veteran of the B2B sales industry, including roles in some of the world's largest software companies. Cian is also the author of the Amazon best-selling book, Rebirth of the Salesman.
Cian’s Top Sales Growth Tip:
“My single best tip for driving sales growth is to stop trying to make a sale. Our anxiety as sellers to make a sale translates into rushed discovery, overly frequent communication and an imbalance in the relationship dynamic with our prospective customers.
Instead, focus simply on earning the right to move to the next step of the process, by doing an exceptional job at each step of your customers buying process. Do the simple things well, add some value in each interaction, slow down, to speed up. You’re not 50% better or worse than your competitors, so aim for the 1% gains along the way.
Happy Selling!”
Listen to Cian’s Outside Sales Talk podcast episode to discover why you’re winning and losing in sales!
Cindy McGovern
Cindy McGovern is an international speaker, best selling sales author, and consultant. She is the founder of Orange Leaf Consulting, which helps organizations, entrepreneurs, and individuals create dynamic and robust sales processes. She has released a couple of books, her most recent being Sell Yourself: How to Create, Live, and Sell a Powerful Personal Brand.
Cindy’s Top Sales Growth Tip:
“Before you can sell anything to anyone, you need to sell yourself. People like to buy from people they know and trust. They like personal interactions. They like the human touch. So each member of your sales team must solidify his or her own personal brand as someone who is trustworthy and has the client's best interests at heart. Do this as a team and watch your sales multiply.”
Check out Cindy’s Outside Sales Talk episode where she teaches you how to create, live, and sell a personal brand!
Steve Benson
Steve Benson is the Founder and CEO of Badger Maps, the #1 route planner for field teams. After receiving his MBA from Stanford, Steve’s career has been in field sales with companies like IBM, Autonomy, and Google – becoming Google Enterprise’s Top Performing Salesperson in the World in 2009.
In 2012 Steve founded Badger Maps to help field salespeople be more successful. He is the host of the Outside Sales Talk podcast and has been selected as one of the Top 40 Most Inspiring Leaders in Sales Lead Management.
Steve’s Top Sales Growth Tip:
“The most important growth strategies are the referral and the ‘land and expand' strategy. The ‘land and expand strategy’ is when one person at a company uses your product, and because you make them successful, their coworkers and management finds out about you and it spreads around the organization.
Work closely with your customers to make them really successful and happy with your product and because of that they will tell their friends, colleagues, ex-co-workers, new co-workers, etc. about your solution. That is how your current customers become your best salespeople and help you grow your business.
Some of your biggest customers can be acquired this way. Maybe one manager sees the success of your product and wants it for the rest of his or her team, then the regional manager sees that one manager’s team is doing well, so then all the regions get it, then the division, etc.”
Check out Steve’s LinkedIn Learning course on building and managing a high-performing sales team!
Cherilynn Castleman
Cherilynn is a sales coach and internationally renowned sales expert with over 20 years of experience who teaches clients how to develop highly effective growth strategies and innovative go-to-market models to increase sales productivity and drive revenue.
Cherilynn helps forward-thinking sales professionals and small business leaders solve their toughest sales, leadership, and culture challenges. She currently serves as a Managing Partner and Executive Coach at CGI, a consulting and training firm specializing in sales training, leadership development and executive coaching. She has released her own book, What's in the C.A.R.D.S.?: 5 Post-Pandemic Sales Strategies.
Cherilynn’s Top Sales Growth Tip:
"In sales, having a strong Point of View (POV) is vital. To succeed, become a trusted advisor, which 87% of B2B buyers expect (Salesforce's State of Sales Report). Create your unique POV by triangulating insights from client discovery interviews, client research, and industry benchmarks data - competitors, peers, and industry trends. Start conversations with, 'I'd like to bounce something off of you.' A solid POV sets you apart and builds lasting client relationships."
Rob Jolles
Rob Jolles is a sought-after sales speaker and a pioneer of customer-centered selling and influence training. He is the author of a number of best-selling books, including How to Change Minds: The Art of Influence without Manipulation, Why People Don’t Believe You: Building Credibility from the Inside Out, and Customer Centered Selling: Sales Techniques for a New World Economy.
Rob’s Top Sales Growth Tip:
“In sales, you need to be persistent, but you will never win in the long term by being pushy. The challenge is usually found in knowing the difference.”
You don’t have to be in sales to know how important it is to stay connected to your customers.
The reality is the biggest difference between being persistent and being pushy has less to do with how often you reach out, and everything to do with the value you provide when you do reach out.
- Get your client’s consent. Ask your client how he or she would prefer you follow up with them, and take the guesswork out of the equation.
- Stay organized. Be methodical in how you keep track of the moves you make. Staying on top of this information also lets you stay in control of your strategy.
- Try and make every interaction personal. Rather than coming off as pushy, you make it clear that you have an interest in getting to know this person and seeing how you can help them as an individual.
If you want to stay on the right side of the persistent vs pushy dance, it really begins with knowing your customer, and the value you bring to the relationship. That will keep you in rhythm with your clients and respected for your persistence."
- Have something to offer when you reach out. Being generous with what you have to offer can help your follow-ups have the right tone, and it will certainly increase your chances of success.
Listen to Rob’s Outside Sales Talk podcast episode to discover the art of persuasion and influence in sales!
Samantha McKenna
Samantha McKenna, the CEO and Founder of #samsales, is an award-winning sales leader, brand ambassador for LinkedIn, highly sought-after speaker. She has nearly 90,000 LinkedIn followers and was recently named one of the Top 100 Global Sales Leaders.
Samantha’s Top Sales Growth Tip:
“When you're prospecting, look for your lowest hanging fruit rather than making things harder on yourself. Ask yourself these two questions: has anyone previously worked for my company and now works for one of the companies in my territories, or has anyone worked for the company(ies) I recently worked at that work in my territory? You'll immediately find warm leads and people willing to help you crack your book open just by running these simple searches in LinkedIn Sales Navigator.”
Mark Hunter
Mark Hunter, known as the “Sales Hunter”, is a keynote speaker, sales trainer, consultant and the author of numerous best-selling books, the most recent being A Mind for Sales: Daily Habits and Practical Strategies for Sales Success.
With over 30 years of sales leadership experience, Mark helps salespeople develop successful prospecting strategies and close more deals.
Mark’s Top Sales Growth Tip:
“The attitude you have going into each sales call and each day pre-determines the results you will achieve. Focus on yourself and what you can control and ignore the rest. Our world is full of noise and negativity, when you choose to ignore the outside world it’s amazing at what you can and will achieve. Your goal each day is to influence and impact others to allow them to see and achieve what they didn’t think was possible.”
Find out more about Mark in the Sales Hall of Fame!
Deb Calvert
Deb Calvert is the President of People First Productivity Solutions, founded in 2005 to help companies boost productivity through people development.
She has been named as one of “The 65 Most Influential Women in Business” and consistently appears on lists of Top Sales Influencers and Thought Leaders. She is a UC-Berkeley Instructor, field researcher, trainer, speaker, and best-selling author.
Her bestseller, DISCOVER Questions® Get You Connected, has been named one of “The 20 Most Highly-Rated Sales Books of All Time” by HubSpot.
Deb’s Top Sales Growth Tip:
“To close more sales, differentiate yourself by asking better questions. Learn how to craft purposeful questions and avoid aimless fishing expeditions. Leverage the power of quality questions to build connections, create clarity, and reclaim control. By asking better questions, you'll become a sensemaker, and your prospects/clients will greatly appreciate your efforts to help them make sense of their options.”
Learn more about Deb in the Sales Hall of Fame!
Janice B Gordon
Janice B. Gordon is ‘The Customer Growth Expert’ who specializes in keynotes that help deliver customer excellence that increases sales. She was named one of the Top 15 Innovating Sales Influencers to Follow on LinkedIn and she also hosts the popular Scale Your Sales Podcast.
Janice’s Top Sales Growth Tip:
“The key to driving sales growth is fostering a customer-centric mindset and sales operation. You must equip your sales team with a deep understanding of customer needs and challenges. Aligning products or services to solve specific customer priorities, you enhance value perception. Leverage data analytics to identify trends and personalize interactions, elevating the customer experience. Emphasize continuous learning to adapt strategies in the dynamic B2B landscape.
This approach not only accelerates revenues but also builds lasting customer relationships, fuelling sustained growth.”
Listen to Janice’s Outside Sales Talk podcast episode to discover the 5 steps it takes to become a trusted advisor!
Dave Kurlan
Dave Kurlan is the founder and CEO of Kurlan & Associates, a full-service sales, sales management consulting and training firm. He is also the founder and former CEO of Objective Management Group, the leading developer of sales assessment tools.
Dave is the best-selling author of “Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball”.
Dave’s Top Sales Growth Tip:
“The one and only way for sales leadership to drive sales growth is to provide consistent and effective one-on-one coaching through role-play.
When the sales manager plays the salesperson and the salesperson plays the prospect you can demonstrate what a good quality conversation should sound like. When the salesperson is the salesperson and the sales manager plays the prospect, you can hear how well prepared the salesperson is for an upcoming conversation.
Finally, when two salespeople role-play with each other, the sales manager can stop the conversation to provide real time coaching.”
Find out more about Dave in the Sales Hall of Fame!
Andrea Waltz
Andrea Waltz is a sales speaker, virtual trainer, and the co-author of Go for No! Yes is the Destination, No is How You Get There. She was named one of 25 Sales Experts You Should Follow On Twitter by Hubspot and 25 Sales Influencers to Follow on Twitter by Salesforce and Live Hive.
She is also the founder of the publishing company Success in 100 Pages.
Andrea’s Top Sales Growth Tip:
“If individual failure leads to individual success, then team failure should lead to team success. When the entire team embraces rejection as a stepping stone to success, it does two things:
Every rejection becomes collective data towards learning what is not working to shift to trying something else in the team’s messaging, approach, or ICP. They redefine failure so that instead of slowing down or becoming frustrated, they become more resilient, understanding that each 'no' is a pathway to the ultimate 'yes.'”
Listen to Andrea’s Outside Sales Talk podcast episode to learn how to overcome the fear of rejection in sales!
Robin Treasure
Robin Treasure is a sales trainer, coach and author of the book Heart Powered Sales: Grow Your Sales Exponentially with Emotional Intelligence and Intuition which was published in 2022.
She is also a Certified Gap Selling Sales Trainer.
Robin’s Top Sales Growth Tip:
“My top sales tip to any sales team is this: identify the business problems that your customers experience because they don’t yet have the solution you offer. Stop focusing on the features of your product. Start thinking about why the product matters in the broader context of your customer’s business. This is how you shift from being product-centric to buyer-centric. When you do this, you will stand head and shoulders above your competition.”
Listen to Robin’s Outside Sales Talk podcast episode to learn how to grow your sales exponentially with heart-powered sales!
Looking for Alternative Ways to Drive Sales Growth?
Why don’t you try using one of the best sales tools on the market today?
That tool is Badger Maps.
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Brad Moxley
Business Development Manager, Cutter & Buck
With other important sales features such as lead generation on-the-go, customer data visualization, and check-ins, Badger Maps helps field salespeople discover exciting new leads, maintain healthy customer relationships, and close more deals, all of which are major factors for driving revenue growth.
By optimizing the time you spend on the road, you can use your free time on more productive sales activities, which has resulted in the average team of 10 Reps selling $936k more the year they start using Badger Maps.
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If you're looking for a different way to drive sales growth, look no further than Badger Maps.
Reducing sales reps’ average drive time by 20% and freeing up an average of 8 hours a week is one of the best sales growth strategies there is.
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Mario Martinez Jr
Mario Martinez Jr. is the CEO and Co-founder of Vengreso. In his numerous B2B Sales and Leadership roles, he has helped companies grow their revenue by hundreds of millions of dollars annually.
He was named the #1 Most Influential Business Leaders by Beyond Magazine and is also one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales“.
Mario’s Top Sales Growth Tip:
"Prospecting in sales is crucial because without sales conversations the rest of the process won’t begin. They say nothing happens until someone sells something. I say, however, that nothing happens until a sales rep leads a prospect to a sales conversation. For that reason, we teach sellers in our LinkedIn training to subscribe to omni-channel prospecting for the best sales prospecting success. If you’re only leveraging the phone and email and LinkedIn for researching then you're doing prospecting wrong.
The goal of leveraging the omni-channel is to turn every digital engagement into an offline conversation regardless of the medium by which a buyer and seller engage with each other. To do so use an AI tool like FlyEngage AI to help you write relevant and engaging LinkedIn comments quickly! We have enough admin hours as it is that management wants us to do. So focus on what matters most. That is saving time while prospecting so you can reach your buyer across more channels paving the way to get your customer in the channel they prefer!"
Find out more about Mario in the Sales Hall of Fame!
Colleen Stanley
Colleen Stanley is the president of SalesLeadership, a sales development firm specializing in the integration of emotional intelligence, sales and sales leadership skills. She is the author of three books, Emotional Intelligence for Sales Success, Emotional Intelligence for Sales Leadership, and Growing Great Sales Teams.
Colleen has received many awards for her work in sales development and thought leadership. Salesforce named her as one of the most influential sales figures in the 21st century and she has been recognized as one of the Top 30 Global Sales Gurus.
Colleen’s Top Sales Growth Tip:
“Resilient sales teams drive resilient revenue. Why? Because the best salespeople keep producing regardless of setbacks and adversity. But how many sales leaders provide resiliency training to their sales team? My observation is that most sales managers focus on managing numbers and closing deals. The irony is that the numbers and closed deals would increase if their sales team was equipped with the skills to:Build your sales team's resiliency muscles and you will build sales.”
- Bounce back quickly from setbacks and self-doubt.
- Embrace lessons learned from a failure to ensure future success.
- Focus on what they can control rather than what is out of their control.
Find out more about Colleen in the Sales Hall of Fame!
Victor Antonio
Victor Antonio is an internationally renowned sales trainer and keynote speaker with over 20 years of experience as a top sales executive. While working as a Vice President of International Sales in a Fortune 500 $3B corporation, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management.
He is the author of 9 sales books.
Victor’s Top Sales Growth Tip:
“The 3 x 3 Strategy: As the swirl of technology continues to accelerate, and market uncertainties persist, be it geopolitics, market fluctuations, or inflation, sales teams will retreat to the basics. The first being, retention. How can they hold on to the existing clients/customers they currently have?
Second, will be what I’ve coined ‘intraprospecting’; finding new business opportunities within existing clients. Beyond upselling or cross-selling, intraprospecting is about creating value by uncovering unconsidered opportunities/needs within an existing client to help them either increase revenue, reduce cost, or expand their market share.
Lastly, salespeople need to refocus on re-acquiring past clients (i.e., winning back the business).
3x3: Retention, intraprospecting, and reacquisition of clients will be the triple play salespeople will use to (1) reduce cost-of-sales, (2) shorten sales cycles and (3) increase their client wallet-share.”
Listen to Victor’s Outside Sales Talk podcast episode to learn how to master sales presentations!
Alice Kemper
Alice Kemper is a sales and leadership consultant, author, and speaker with more than 36 years of experience in the industry. She is the president of Sales Training Consultants, a company that specializes in sales and leadership training solutions as well as the founder of Sales Training Werks, a do-it-yourself sales training solution.
Alice’s Top Sales Growth Tip:
“Sales managers are key to empowering their sales teams to drive sales growth, close more deals, and meet sales quotas consistently. How? By embracing three transformative actions consistently.
First, immerse in real-time observations of sales conversations. Get in the car, get on zoom or listen on the phone. Second, forge stronger connections with each seller through impactful one-on-one weekly coaching sessions. And the coaching sessions are not about what did you sell this week. Instead, the conversations work through the barriers that keep them from moving each qualified prospect forward.
Finally, fuel their expertise with targeted and bite-sized skill-boosting sales training workshops. Even the best of the best sellers want to get better. Help them eliminate the shortcuts they fall into and introduce the new tools and new rules of today’s sales conversations.”
Check out Alice’s Outside Sales Talk podcast episode to learn the 3 secret actions that can help sales teams meet their quotas!
John Barrows
John Barrows is a sales trainer and founder of JB Sales where he provides customized sales training and consulting services for clients like Salesforce, Google, Meta, LinkedIn, and many others.
John is also a published author, whose work can be seen in Inc. Magazine, Huffington Post, Forbes, and HBR & Fortune. His main goal is to improve the overall education and quality of sales by sharing ideas and techniques that work.
John’s Top Sales Growth Tip:
“My best tip for sales teams to drive sales growth is to turn their sales orgs into a sales lab and start collectively trying new approaches, techniques and technologies to find out what works. Agility is the number one competitive advantage moving forward.
What worked 6 months ago is not working any more so we have to be constantly upskilling and trying new approaches to stay ahead along with finding new ways of adding value to the client throughout the buying process. It’s no longer an option to be average.”
Listen to John’s Outside Sales Talk podcast episode to learn the top questions you should be asking every prospect!
Rachael O'Meara
Rachael O’Meara is a transformation leadership and executive coach, and breathwork facilitator. She empowers professionals to learn and build emotional intelligence skills to thrive at work and beyond. Her book Pause: Harnessing the Life-Changing Power of Giving Yourself a Break was named one of 2017's top business books for your career and was featured in the New York Times and on WSJ.com.
Rachael’s Top Sales Growth Tip:
“Trust is Core to High Performing Teams.
Building trust is key in sales and teamwork. As the saying goes, "people buy from people." If you want sales success, establishing rapport with decision makers is crucial. The same goes for your team - trust is an essential foundation.
Creating rapport with decision makers is essential for sales success, while trust forms the foundation of a strong team. Working together towards common goals fosters unity and cooperation. To earn trust, be genuine and empathetic, offering support and expressing gratitude.
After 13 years of sales at Google, if I am not generating trust with either my team, my boss, or my clients and prospects, I am not very successful.”
Check out Rachael’s Outside Sales Talk podcast episode that will help you avoid burnout with the power of the pause!
Ken Lundin
Ken Lundin is the creator of the Sales Alpha Roadmap and the President of Ken Lundin and Associates, a sales consulting firm. He has extensive sales experience and brings his expertise to his consulting, coaching, and training methods. Along with his team, they have a proven track record of helping businesses adapt and grow their sales in any market.
Ken’s Top Sales Growth Tip:
“Knowing client needs is vital for sales teams, particularly in economically turbulent times. (8/9 Fed easings have been at the beginning of a recession) By deeply comprehending the core challenges and specific pain points of clients at each persona level of the organization, sales professionals can tailor solutions that align with the customer's strategic needs, tying your solution to a 12 month or longer priority.
This approach not only safeguards the ongoing revenue base but also opens avenues for expansion. When clients are hesitant to invest, providing solutions that are essential to their success helps maintain the relevance of your services.
Also, this deep understanding positions the sales team as trusted advisors, fostering stronger, more resilient client relationships.”
Listen to Ken’s Outside Sales Talk podcast episode to learn how you can take control of the sales process!
Gina Trimarco
Gina Trimarco is a sales improv trainer and leadership strategist who helps organizations re-humanize relationships through Improvised Intelligence™ (improv-based emotional intelligence).
Gina is a Master Sales Trainer for Jeb Blount’s Sales Gravy, with over 25 years of experience. She is the founder of Carolina Improv Company (improv comedy theater and school), Pivot10 Results (leadership and sales training agency). She also produces and hosts a business lifestyle podcast called the Women Your Mother Warned You About, since 2019.
Gina’s Top Sales Growth Tip:
“Unleash Your Sales Prowess with Improvised Charm.
Mastering the art of effective selling is more than just transactions – it's about forging authentic connections. Imagine a sales journey that flows seamlessly, filled with excitement, and devoid of any pushy vibes. That's the kind of experience we're talking about.
By infusing the spirit of improvisation comedy into your approach, you'll discover a whole new level of sales finesse. Here's how:
· Embrace your true self, quirks and all, creating a relatable persona.
· Channel the curiosity of a child, exploring and understanding your clients and prospects with sincere interest.
· Kick off conversations with a magnetic "Tell me more about..." instead of the typical interrogation-style questioning.
· Stay firmly rooted in the present moment, showcasing your active listening skills and genuine care.
When you flex your "improvised intelligence" muscle you’ll cultivate partnerships that pay.”
Listen to Gina’s Outside Sales Talk podcast episode to learn more about sales improv!
Doug C. Brown
Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationwide, Embassy Suites, Inc. 500 to 5000 companies, and thousands of other businesses and entrepreneurs, while generating over $500 million in sales. His mission is to help companies grow their sales revenue and to have better-performing sales teams.
Doug’s Top Sales Growth Tip:
“It starts with sales team members understanding who their true buyer is. Most salespeople are chasing leads that are unqualified sales leads. There is a difference between a lead, a marketing-qualified lead, a sales-accepted lead, and a sales-qualified lead. If we focus our sales teams on talking with buyers who are not indifferent or pretending, but are qualified in terms of a scoring system which identifies a higher propensity to buy, and we focus the majority of our sales efforts on those people, then we will convert more sales, and thus improve the sales team's sales growth.”
Check out Doug’s Outside Sales Talk podcast episode to learn how you can master your sales follow-ups!
Aleasha Bahr
Aleasha Bahr is a sales expert and international sales closing coach who is the founder of The Black Sheep Sales Method. She transitioned from a successful corporate career in outside sales to coaching solopreneurs and sales teams with her unique sales approach, which regularly doubles, or even triples, their results.
Aleasha’s Top Sales Growth Tip:
“How you handle objections is crucial to a prospect moving forward or not. When you "overcome" them with mainstream sales tactics it often ends up feeling predictable and like you're dismissing or invalidating the person's concerns.
What works even better is to get curious about the objection and hold space for it to actually BE valid. For example, for the objection "this seems time consuming", you can ask "how much time do you have?" More often than not, you'll find that the objection was due to lack of clarity or confusion and would have ultimately ended in a "let me think about it" if you hadn't gotten curious.”
Listen to Aleasha’s Outside Sales Talk podcast episode to learn all about the secret art of subtle selling!
Sally Duby
Sally Duby is the Chief Sales Officer at The Bridge Group, a leading inside sales consulting firm. She is an expert in building and transforming inside sales and sales development teams to achieve repeatable and predictable models combining next-generation technologies and services with innovative sales processes to accelerate revenue growth.
She has worked at major companies such as Oracle, Skype, and also spent 15 years running and managing an inside sales consultancy.
Sally’s Top Sales Growth Tip:
“Last year many companies saw sales cycles increase, average deal sizes fall, and close rate falls. Going into this year it seems to be the same challenge. To combat this you need to increase your pipeline drastically- if typically your goal was 3x pipeline to quota now you need to focus on 5-6X pipeline to quota.
How do you get there- improving outbound prospecting. It's not rocket science, it is about process, heavy use of phones and proper messaging. Email response rates hoover around 1-2% while phone connect rates can be between 4-11%! The phone provides a much better opportunity to connect. The ones that are getting 9-11% connect rates are using mobile numbers (Modigie) and a tool like Apollo or ConnectandSell to do power dialing.
They are using AI to supplement and increase productivity. It's important to train your team on how, when to use it and give them the appropriate prompts to use.”
Tom Stanfill
Tom Stanfill is CEO and Co-Founder of ASLAN, a global company providing sales training to a wide range of clients including household name corporations such as HP, Aflac, Johnson & Johnson, Merck, and FedEx. ASLAN has served more than 100,000 sales professionals in over 35 countries. For nine years in a row, Selling Power magazine, the premier industry publication for sales professionals, has named ASLAN one of the nation’s top sales training companies.
He is also the author of UnReceptive: A Better Way to Sell, Lead, & Influence.
Tom’s Top Sales Growth Tip:
“The number one reason opportunities stall is due to a seller centric process. Build your process around helping your customer quantify the problem, determine the solution needed, and the best practices for evaluating potential solutions – not your solution.
If you align your recommended next step to where they are in their journey, communicate how the step helps them make the right decision, and share best practices designed to help the prospect become an expert buyer (vs. sell your solution), it will be much easier to create a competitive advantage and maintain momentum.
Customers don’t care about Prospect, Qualify, Propose, Negotiate, Contract Signed!
Being other-centered is no longer an option. Product center sellers have already been replaced by AI.”
Check out Tom’s Outside Sales Talk podcast episode to learn more about his book - Unreceptive: A Better Way to Sell, Lead, and Influence!
Marcus Chan
Marcus is the CEO of Venli Consulting Group, which provides high-performance training for B2B sales professionals. He has worked for two Fortune 500 companies and was promoted 10x in 10 years. He is a 2X Salesforce Top Sales Influencer. Marcus is also the author of the book Six-Figure Sales Secrets - The Ultimate Guide to Overfilling Your Pipeline, Closing More, and Earning in the Top 1%.
Marcus’ Top Sales Growth Tip:
“My #1 tip in helping sales teams drive growth is a simple principle:
Remove obstacles and provide support to help them team succeed. Each team and member has very different needs, in order to thrive. It can be easy to drive the "activity" lever demanding them to increase inputs.
Instead, seek to understand and dive in deep to see what obstacles are in the way.
Do they need more coaching on objection handling?
Do they need more support on demo's?
Etc.
The fewer the obstacles and the more support they feel? The greater the performance.”
Check out Marcus´ Outside Sales Talk podcast episode to discover how you can turbocharge your prospecting to be a top-performer!
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