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Part 19 of 20: HubSpot Sales Statistics…With Secret Sauce Added
19. Retaining current customers is 6–7 cheaper than acquiring new ones It’s not a new sales enablement statistic, but it’s just as true today as it was in the past. It’s cheaper to keep your current...
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Part 7 of 20: HubSpot Sales Statistics…With Secret Sauce Added
7. 80% of sales need at least 5 follow-up calls after a meeting As shown in sales enablement statistic #6, sales reps are giving up far too fast on potential clients. The majority of sales take...
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Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added
6. 44% of salespeople give up after one follow-up Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent...
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Part 5 of 20: HubSpot Sales Statistics…With Secret Sauce Added
5. Personalized emails have higher open rates Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or...
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High Impact Actions
For sales leaders, everywhere Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale. All are...
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Raise the Standards…..
For sales managers, everywhere …not the Goals. I know. It seems weird, right? When I look at the top producing teams I work with, it starts with the top. Ownership has standards that need to be met...
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Customers Don’t Know What They Want
For sales professionals, everywhere Customers Don’t Know What They Want… Really? Is that accurate? I hear that a lot from salespeople who are not closing the sale or finding the right solution for the...
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‘Decide Between’ versus ‘Choose Among’
For sales professionals, everywhere. I wrote a blog about “Cultivating Confusion” that addressed how salespeople, with the very best intentions, throw too much information at the prospect. They...
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Similarities
Similarities For Sales Professionals everywhere As a sales trainer, I am often looking for openings – places that need to be filled, patterns crying out for recognition. When I look at what happens...
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Learning in Layers
For everyone, everywhere As a coach and trainer, I find that educating adults happens in layers. And the more practice and integration of the material, the more mastery the learner gains. No...
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Serve and Solve
For salespeople everywhere As often happens, I derive my blog content from coaching calls and conversations held when conducting seminars. And while I hope that the student learns more than the...
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One More Thing
For sales leaders, everywhere… I am sure you have heard the question: “How do you eat an elephant?” Answer: One bite at a time. And while I am an elephant advocate and don’t like the example, it...
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MY Retail Furniture Shopping Experience
For retail salespeople and sales managers… Grab a cuppa something hot and tasty, as unlike the brevity of most of my blogs, this one will be a bit longer to read and digest. It’s not common for us...
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Practice Makes Better
For sales professionals, everywhere… As a performance coach, I get to tell people what to do. ; D As a naturally bossy person, that’s kinda fun! More importantly, I get to direct actions that will...
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Setting Up Successful Meetings
For everyone, everywhere… In keeping with the “What? By when?” mantra for this year, let’s look at some other actions that coincide with that way of organizing yourself and your business interactions....
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More on “What? By when?”
For everyone, everywhere Imagine that you begin the practice of not ending an interaction without setting up the next contact. Really. Imagine it. What do you imagine the impact would be to your...
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Asking Discovery Questions
For salespeople and sales managers… A couple of months ago, I had the good fortune of working with an organization that had me start DiSC and sales training with the 3 sales teams. It was great and we...
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It’s Not Too Late to Write Your Goals
For sales professionals, everywhere I know it’s the first week of the second month of the year and you are still struggling to articulate what you intend to accomplish this year. The good news is...
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Sketching Checklist
For salespeople and sales managers, everywhere… A couple of months ago, I was having a coaching conversation with Sarah Scott of Furniture Mall of Kansas. She’s a rock star with whom I have had the...
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The Three Wise Men
For retail salespeople and sales managers everywhere The Three Wise Men are cousins of The Three Ways to Increase Your Business. To remind you, the latter refers to increasing your...
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