Modern Sales is connected and highly engaged.

Full cycle sales is retired. It’s been replaced by specialized roles that are geeked out with technology and performance dashboards. In today’s high speed era of selling you still need a great product and story, but you must communicate in a efficient manner across multiple channels. You need to outfit your team with the right equipment… Let’s build the machine.

Specialization

A winning team starts with the right structure. Separate hunters from closers. Inbound from outbound. Lead generation reps qualify the best prospects. Account executives close. Henry Ford had it right.

Tools

CRM, email automation, site tracking, online collaboration are just the start. There’s a whole new set of sales automation tools. If it feels like you’re running a technology lab, you’re in the right neighborhood.

Metrics

Measure everything. Use dashboards. There should be no mystery around the benchmarks for activity and performance. Break down game film weekly. Funnel, velocity, close rate and ACV make it a math equation.

Coaching

Your team wants mastery of their craft. Deliver it through intentional training, coaching & 1:1 shadowing focused on the process, pitch, objections, metrics, & goal attainment. Schedule it weekly.

Get it FREE: The Ultimate Sales Playbook

Crush the target by mastering modern sales with world-class process, tools, and specialization.

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Sales is less art, more science… it’s a process.

Every winning team has a playbook. And the greatest ones have a process. Saban and Wooden will testify. If you’re going to build a high velocity machine, one that fires on all cylinders with scaleable, predictable, and repeatable revenue, you sure better have a process.  Here’s a short version of the process I used to build a $15M, $24M, $31M and $60M business (all from ground zero). The right sales formula is built around a scientific process…

Ideal Client Profile

Outreach

Discovery

Demo Scheduled

SDR-AE Handoff

Pre-call Research

Demo Complete

SQL / non-SQL

ANUM Scorecard

Sell Across

Closed Won / Lost

Cement the Sale

A sales formula built with a proven process…

Add sales stages, scripting, metrics, accountability and automation to your playbook.

Let’s go

I’ve got a process… and now it’s yours!

I’ve been inspired by my mentors to “show your work”. In large part, that’s what this site is all about. Sharing the lessons, strategies, and tactics that I’ve learned along the way. If I’ve had particular success in any area, it’s been sales. And it’s been because I was a freak about process. Along the way, I built some nifty teams and great companies. And I built a rock solid process.  Here it is… steal like an artist.

The Ultimate Sales Playbook

Get it FREE: The Ultimate Sales Playbook

Download the step-by-step process and playbook I used to create a $15M, $24M, and $60M business

Get The Playbook

Sales blunders and other potholes…

I have a favorite quote: “The undisciplined will die”. That’s definitely true in sales because your sales organization will flounder without structure, process, and accountability. Knowing what-to-do is important, but it’s equally important to know what-not-to-do. Here are the 8 biggest sales blunders. These are like hitting a pothole at 90 mph…

Put an end to the unforced sales errors
Sales blunders and other potholes
and you'll sell more

Poor metrics and accountability

Funnel, velocity, close rate & deal size are just the start. If you’re not measuring every step from lead to acquisition you’re flying blind. Set conversion benchmarks for activity and performance at each step. Build team and rep standards. And establish weekly accountability meetings.

Lack of weekly training

Your team wants mastery of their craft. You need to build a shared lens for the business. You accomplish this through WEEKLY training. Start with sales process training, call recording training, and book club.

No script or written objection responses

Sadly many teams just “show up and throw up”. Each rep makes up their own pitch with a little guidance from the sales deck. Please stop. Written sales scripts and objection responses are mandatory. Regular role play is also mandatory.

Drive by selling

Your prospect is bombarded by messaging and responsibility. That one contact every two weeks just isn’t going to cut it. It’s your job to stand out and make contact. Create a non-negotiable email, call, and social contact cadence. Amp up the outreach over a short period of time. Make it so they can’t ignore you.

Future email marketers of america

Yeah, the new email tools are cool, but you know what makes you stand out? The phone. Double tap your contacts – email and phones. Do it throughout your cadence and they’ll know who you are and why you’re calling.

Features based pitch deck

Me, me, me, me, me… that’s what I see when I review most pitch decks. It should be about them and the benefits you’re going to deliver. Go Challenger on them by teaching, tailoring and taking control of the conversation. And do yourself a favor, google: “the greatest sales deck I’ve ever seen”.

Response time longer than 5 minutes

The time value of a lead is real. The odds of contacting a lead if called in 5 minutes versus 30 minutes drop 100 times! If you’re not following up with leads in 5 minutes, you’re wasting your time and marketing spend.

No voice on the marketing team

Sales objections are your best marketing copy. And understanding attribution by source, campaign, and message allows you to accelerate sales leads. This will never be accomplished unless there’s a constant feedback loop and trust. It’s one team, not a weekly meeting. Every sales meeting should include marketing. And vice versa. Connect it.

High velocity sales requires framework

Need help setting up the right process, scripting, metrics, accountability and automation?

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