Blog

Here is my success code for high-performing salespeople: Examine your level of self-awareness. 

How large is the gap between where you think you are and where you are in terms of success? Be honest! 

Albert Einstein's definition of insanity was "doing the same thing over and over and expecting different results." 

That's also the meaning of our Sandler rule" Every unsuccessful prospecting call earns compound interest." 

Did you ever question your choice of a career in sales?
 
Far too many in the field "default" their way into the profession and develop a comfort zone that turns into a mediocre career.

You may meet some great people and have some interesting conversations. Still, you will probably not build business relationships to deliver an ongoing stream of qualified referrals. 

Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. 

Imagine you’re deep into the sales cycle, having engaged in what seemed like promising discussions with a prospect. You've crafted an impressive presentation, received positive feedback, and then, upon revealing the price, the prospect's enthusiasm vanishes. The deal goes cold. Why?

Salespeople often get frustrated when they recognize a need and feel they could provide a product or service to solve the problem. 

Uncover the "four elements of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.

I have developed a theory that each prospect knows how they should be closed.

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy.