Sales Brief: LEAD FEED

Sales Brief: LEAD FEED

This week I'm SUPER excited to announce our latest free sales resource: The Close Sales Academy.

The Close Sales Academy is our first comprehensive online sales course. With over 6 hours of content (it's a beast!), it features a wealth of tips and techniques on prospecting, cold outreach, lead management, and so much more.

Enrollment is now open, and it's absolutely free to join! Secure your spot and start learning: Prospecting and Lead Management 101

Go get'em!

How to build a sales process that gets results and scales with your business

Converting a prospect into a customer is like trying to hit a moving target. On a windy day. With a blindfold on.

Selling is a process that constantly evolves. There’s no such thing as a fail-proof sales technique, but there are concrete ways to maximize your chance of success every time you approach a new lead.


The Non-Ideal Customer Profile: Knowing who not to sell to can save your company

If you’re like most founders, you’re going to take the money. The problem is, this is one of the biggest mistakes you can ever make.

In the early days of a startup, turning away sales is difficult. But taking money from the wrong clients is a death sentence for your company. You need to chase the smart money, not just the most money.


Sales training vs. sales coaching: What’s the difference

According to Brainshark, a formal sales coaching framework can increase win rates by as much as 28%—and it’s easy to see why. By improving each salesperson’s skills, the entire organization benefits.

Although sales training and sales coaching both aim to improve a sales team’s performance, each process follows a unique approach. Here's how to use both in tandem for less turnover, better close rates, and increased revenue.


Paying the price for lowering your price

There is nothing wrong with selling at a lower price than your competitors if that is the value you create for your clients.

Where you can get in trouble is when you believe that two companies who sell the same thing are in competition, when they are not. Salespeople make mistakes when they believe they are competing for the same clients. Which brings us to the question "who pays the price for paying the wrong price?"


How to warm up your prospecting: It's about persistence and variety

On a conceptual level, salespeople know that prospecting is vital to long-term success and that it takes time and tenacity to connect with potential buyers. Unfortunately, too often sales professionals approach prospecting all wrong.

If you have an inconsistent approach to prospecting, or are just plain winging it, you're going to fail to fill your pipeline with winnable opportunities. What’s the fix? Respectful persistence and strategic multi-channel cadences.


How to create sales decks that work in 2022

A demo-only approach doesn’t work anymore. With an average of 6.8 people involved in each B2B deal, you need sales decks if you want your message to travel from the champion you met to the buyer you didn’t.

Here's how to build winning sales decks based on tactical real-world examples from industry leaders.