In the meantime, if you have any questions, contact email@example.com or 0779 002 1885
In the meantime, if you have any questions, contact firstname.lastname@example.org or 0779 002 1885
When Sales ROI is such a powerful sales tool…then you are a fool! I wish there was an easier way to say this, but well there isn’t and if you’re offended then great. Hopefully you’ll be offended enough to do something about it.
If not, well…
Great question. Forget about all the hot leads you wish for, the warm prospects, the incoming calls and the warm word of mouth referrals – unless you flex your Sales ROI muscle, you’ll convert fewer than you should/could, you’re sales cycle will be longer than it needs to be, your margin will most definitely be lower than it should be AND you’ll waste so much time, forget about reaching sales targets early, if at all.
Get used to the month end stress of shredding your sales pipeline just to get a zero margin deal in before month end!
When I first started in sales, I quickly found out that some people just don’t want what you’re selling, on that day, in that way, in that colour, with those terms blah, blah, blah…you know that type of buyer.
Those prospects who wouldn’t consider buying a £1 note for 10 pence an ok deal…you notice I said ok and not great.
So, I decided I wanted to avoid those sales prospects as often as I could.
I wanted to find serious prospects ASAP, because those guys I could convert, fast, with a high margin and with a total win-win solution…they respected the value I bought to the table and I understood what they needed…happy days.
All I needed to do was to realistically prove that buy buying my service/product they would earn more money than they would ever spend with me.
The faster I got that sum out the way, the faster the close.
And guess what…as an added bonus, hardly anyone queried my prices.
Sales ROI can do that.
56% of buyers claim that one of their key requirements for buying is that they enjoy the sales process.
Sales ROI ticks that box too…it’s the easiest and fastest way to engage the buyer in the process.
It ticks the logical box, it gives evidence to support their emotional decisions.
Why wouldn’t the buy?
You know, that is EXACTLY what my buyers used to say too!
I’ve seen lots of sales people simply not be able to get their head around doing it…primarily I think because they don’t like talking about money (don’t ask)
Other sales people, well, they’ve told me they like selling how they are selling and that’s good enough for them. Good enough is such an interesting turn of phrase don’t you think…I guess their salary is good enough too, and they life, and their car, and their house…just good enough…
But let me tell you this.
The sales professionals that get it, try it, adopt the Sales ROI sales structure as their own, those guys that have some fun with it, that use it to reduce buyer defenses and so get rid of objections and boring and long sales processes, well those guys just never look back…AND their customers love them.
Come along to any of our sales training course – all through the UK – in house and open – just fill out your details and email me email@example.com or call 0779 002 1885…let’s have a chat.
p.p.s. Hop over here and collect your free subscription – Hot Sales and Business Development Tips – straight to your inbox weekly – perfect for feeding weekly team meetings, daily huddles and coaching sessions – it’s free and spam free too
There is no getting away from it, unless you are in a very specialist market, new business development and new business is the life blood of any business.
No matter how good your business is, if you’re relying on simply servicing existing customers then by definition your business may be exposed, over exposed some could say, to competitive forces.
So, for many, the skill the business displays in the field of new business development may fully dictate the value, growth, profit and market share of the business.
There is a clear and direct relationship.
Firms that are typically great at generating profitable new customers, generating new business, continuous new orders, and who can keep those customer happy and free from attack by competitors, by definition will enjoy greater business success.
So, if you or your business, are not getting the business results you want, need or feel you deserve, then take a look at the business development skills, focus and direction within the business.
Here are some of the reasons your business development efforts might be repelling buyers, instead of attracting them.
Any one of the above can switch your buyer from hot to cold very quickly, how about if your buyer experiences a whole handful? Imagine the impact then.
Don’t Be a Business Development Disaster
There is a whole world of skill in being a great business development expert.
You’ll find success comes easy, and the good news is, you only need to learn the skills once.
If you’re based in Sheffield or Yorkshire, then check this out – The Sales Improvement Workshop.
If you’d like your own specifically tailored sales improvement workshop – hit the link Fixed Price Sales Training
For a confidential chat about how to unlock the sales potential within your sales team, the contact details are below, call or email to book your confidential chat
firstname.lastname@example.org, 0779 002 1885
p.s. if you’re serious about boosting your business development efforts then join us here. Totally free, no spam and you’ll get sales and business development insights straight into your inbox. Every week. Just hit the link The Advanced Business Achiever
Ready commit to being the ultimate sales and business development professional? Check this out TurboCharged Sales – the business development program for ambitious B2B sales professionals.
Join us now – just one day to boost the sales results in your business, increase sales conversion rates, shorten sales cycles, and ultimately increase turnover and sales margin – just hit the link – The Business Development Workshop – Sheffield
Ask any business leader about the relationship between the business development skills of the sales team and the sales results of the business.
You’ll not find a single sales leader able to disagree. They’ll all tell you there is a very direct, very important and ultimately business success defining relationship between the strength and level of skills of the business development effort, turnover and margin.
Here’s another thing they’ll tell you…if they could fully realise the extraordinary sales potential that exists within their team then they could dominate their sector, and smashing target would never be an issue.
You’re probably the same?
All that sales potential. Sat in your offices. All costing you a small fortune. Some performing. Others performing not so much.
All that sales potential, just waiting to be set free.
What would that look like for you? For your business? Your industry reputation?
Find out here – start your journey – The Business Development Workshop – Sheffield
Spend just one day attending the Morton Kyle Limited Sales Workshop and discover everything your need to DO to make sure sales targets are smashed, sales conversion rate goes through the roof and you’re no longer having to discount to get the order signed.
If you really want to find out how much you could really bill if you fully realised your sales potential then this is the sales and business development training course for you.
You see, sales potential is great to have but it won’t get you very far. Whether you’re a sales person, a sales team or a business, your sales potential will never make you rich. At some point you have to release that potential. You have to DO something with it…
Here’s your chance – reserve your seat now – The Business Development Workshop – Sheffield
Don’t wait! This course is run monthly. It gets filled quickly.
And for a short time we’re running the following promotion
Here’s how you sign up to reserve your seat now – The Business Development Workshop – Sheffield
If you want to run this course for your sales team internally as a closed course – hit the link – Fixed Price Sales Training
If you want to discuss a bespoke sales improvement and business development course for your sales team, then email email@example.com or call 0779 002 1885
firstname.lastname@example.org 0779 002 1885
p.s looking for regular Sales and Business Development hints, tips, training, success stories and how to fact sheets straight into your inbox (all spam free) weekly? Check this out – The Advanced Business Achiever
p.p.s. If you’re looking for a Sales Improvement Program to embed in your sales team and your business – check out TurboCharged Sales – the 21 day step by step guide to boosting sales performance on a rinse and repeat cycle.
Every business leader craves real, meaningful and timely sales insight. If that’s what’s bough you to this page then check this out
Meaningful sales insight is so important, especially since much of the information floating about will leave you mired in superstition and folklore…not so good when you’re aiming for sales improvement.
I’m a scientist at heart. That means all things are semi-predictable and there is typically a cause and effect at play somewhere along the line, you’ve just got to dive in far enough to find it.
That’s why sales myths like this just blow my mind (and not in a good way) so here they are – busted once and for all.
Sure if you’re THAT incompetent…hell, let’s make it 25 and really over egg the pudding.
First Fact – the longer the sales cycle the greater the chance of the competition joining the party. That what you want?
Second Fact – with more touch points, I guarantee, you won’t be increasing the sense of urgency, you’ll subconsciously telling the prospect he’s got all the time in the world.
Third Fact – who has that much time to WASTE?
Fourth Fact – ok budgets are on hold for specific release dates, decision makers are sometimes wrapped in endless buying criteria cycles and decision making nightmare. BUT…if your sales contact plan is predicated on 7 touches you might be giving the sales cycle just a bit too much time
Sales Insight 1: Understanding the decision making process and the buying process is key to shortening the sales cycle.
To find out how to REALLY SHORTEN the sales cycle, kick the competition out and engage the prospect in the SHORTEST possible time – check this out
You’ll all have seen the stats claiming that most sales people give up after 2 follow up attempt. The same stats that claim most orders are placed after 12 follow up attempts. Is this true?
So what do these stats actually tell you?
Any, all, some, none of the above could be true.
But, based on 20 years experience let me tell you what I know:
Do I believe the stats? Maybe…
Do I think it’s good use of a sales persons time to chase 12 times? Rarely…
I’d rather have a process that didn’t rely on that…if you’d like the same process – check this out
Sales Insight 2: Getting in principal decisions/agreements at every stage of the buying cycle/decision making process is critical to ensure your buyer is not simply a chattering head with no intention of committing.
MYTH 3: Sending 20 Sales Emails is as Good as Having 20 Decision Maker Sales Conversations
Internet businesses are springing up all over, telephone numbers are disappearing from websites, everything is done via a contact form or an email.
Why is that important? Well these firms boom, record sales, mega growth and wow. All supposedly on the back of email and online interactions. That’s amazing.
And it’s turning the heads of B2B sales people because they got to thinking that people buy from emails, that people will read 12 page email brochures, that buyers click a few buttons and send the purchase order.
Oh if only.
Sales guys think a great email is as good as a great sales conversation. NO WAY!
I’ve seen good sales people fail miserably because they forget (displacement activity) to pick up the phone every single chance they got. I mean really tanked. Off a cliff tanked.
Likewise, I’ve seen mediocre sales people smash sales targets because they worked the most effective sales channel harder than their email writing, social media surfing, LinkedIn connectors!
Sales Insight 3: Look – both routes work. But neither route works to the exclusion of the other.
Sure, social media is great for research, relationship building, building highly qualified lists of prospects. But it’s the sort of activities that can be done at any time, BUT not during core selling hours and not to the exclusion of picking up the telephone.
I did a sales audit last week. Some sales guys were spending as little as 20 mins a day on the telephone and the Sales Director wondered why sales results were nowhere near what they needed.
Strangely no-one could really identify where the rest of the day went. They just knew that it went. The figures showed that wherever it went, it wasn’t on generating sales, feeding a pipeline or creating value that prospects were prepared to pay for…so, go figure.
We need to understand what sales channels work best, and work those, because that’s where the sales results are.
The Sales Improvement Workshop is designed specifically to get the juice back in to talking to prospects. Get the sales function having proper sales based conversations. Sharing sales insight. Delivering business development and sales techniques that will destroy all the myths that are leading to sales people losing focus.
This course can be delivered internally or it’s run monthly in Sheffield. Just call or email to discuss which option is better for you, contact details are below.
Book Your Sales Audit. If you’re looking to improve your sales results, then before you do anything, book your Sales Audit. It’s the fastest way to identify all those areas that are stopping you getting the sales results you deserve. Delivering sales insights that allow for targeted and focused sales interventions…instead of buying into the the sales folklore and myths currently derailing your sales results.
email@example.com 0779 002 1885
p.s. You can also subscribe to a free weekly sales insight and business development newsletter. I’s great for supporting daily sales huddles, internal sales training and sales coaching sessions. Subscribe here – The Advanced Business Achiever
‘If I’d had fully qualified sales data I’d have hit my sales target!!’
Well if this isn’t the battle cry of every sales team I’ve ever worked with then I don’t know what is.
It’s sales review time, whether that’s weekly, monthly or perhaps even daily in some instances and you, as sales leader, get the ream of typical excuses, how often do you hear that it’s not the sales persons fault the numbers aren’t great….?
That they could have hit target if only….they had enough good quality sales data, more leads, fuller sales pipeline, marketing had been more supportive…blah, blah, blah
You’ve heard them all haven’t you?
But you don’t have to any more, because this is one problem you really can solve.
And that matters. A lot.
You and I know it’s rarely just a lack of fully qualified sales data that hurts the sales figures, there is often a dash of sub standard activity, some lack of focus, maybe a bit of boredom and often a good spoonful of being out sold…
So when you do come across a problem – like the lack of fully qualified sales data and sales leads – and the solution then shouldn’t you take a look?
Yes. Available for you today.
Hot leads? Yes
Data that shows you who is interested, what they are interested in, and their contact details.
Leads qualified to such a level that you know exactly what your pitch should be when you pick up the phone…
So, let me ask you, would that increase your sales conversion or not?
Discover more here and see for yourself just how easy it is to switch on this source of fully qualified sales data…
And if you think there is anything else out there that gives you a fraction of this much detail, then think again.
I know, with this kind of sales intelligence your sales team will hit sales targets faster, with higher conversions, and your ROI will be huge.
Just check it out and ask for a demo to see how you can get the fully qualified sales data your sales team are looking for.
No where near what you think! I guarantee.
Just check it out – here’s the link – show me how to make my sales team happy
Be prepared to be impressed.
I’ve used this system, I’ve seen other sales teams use this system and I’ve seen how powerful it can be in supporting proactive and professional B2B sales functions.
I don’t recommend services or products lightly, but I’m recommending that this is a must for any business seeking a strong competitive edge in their market place, where speed is key.
You’ll also see huge benefits if you’re operating in a long sales cycle, a tender process or even the dreaded beauty parades that buyers like to run…
Information and insight give you competitive edge with the right people, when it matters, where it matters.
If you need help closing those deals once the hot data hits you sales team – check out our fixed cost sales training packages
0779 002 1885
Business Development and Sales Training for Colleges Selling Apprentice Schemes, Work Programs, Apprenticeships and Full Cost Training
Sales Success – More Sales, Shorter Sales Cycles, Higher Margins, More Referrals, Stronger Pipelines
Highly consultative – this program is designed to increase sales performance over a very short period by simply focusing on the key sales points that have a direct relationship with success.
Having attended this program you will be able to:
This is a 1 day program delivered on site at your offices.
Price on application
0114 236 3658 or firstname.lastname@example.org
Simple sales plan? Really?
It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…
it’s just wow…
Nearly 20 years ago I read quite a bit of this stuff. Yes, STUFF!
I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right? So I dutifully got stuck in…
Some of it worked, most didn’t. I learned a lot…how to test new approaches. Elements needed revising. Some ditching totally…but the new insights pushed me on so it was all worth while.
Now…could I do the same if I was an ambitious sales person? Not a chance.
There’s just too much information. Swamped in it. And that’s coming from someone who can scan and speed read with the best!
Absolutely too much to concentrate on.
But should it really be that complicated?
Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re a lone sales person looking to get a higher level of sales output (MORE BONUS), or you’re a sales leader building a sales function that delivers (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).
So, after all this time, I think there are three strands at the crux of this:
Does that make you feel any better? Any more motivated?
Better, maybe not.
Motivated, then I hope so.
Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!
And that’s the crux of it.
But toachieve that you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.
Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is
Once you have that total and absolute clarity then you can start the improvement process AND see results. Quickly.
As an individual sales person, that relies on you knowing your sales recipe, and how that relates to your results and ultimately your bonus.
As a sales leader, it still relates to your sales recipe – but this time it’s reflected in the activities of your whole sales team.
To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use
Once you’ve developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.
Now doesn’t that sound better than the alternative?
Where you engage in meaningful and relevant sales activity…
You have as much chance of getting a customer as getting a rejection.
You have as much chance of succeeding as failing.
Your chances are equal.
Need more proof?
The Equal Odds Rule was published by a Harvard psychologist, Keith Simonton in 1977.
Check out James Clear for more information.
So get dialing! Get talking! Networking! Profile Building!
If you’re not dialing, talking, networking, profile building you’re not in it!
Extra dials, the more rejections you’ll suffer, therefore the more success you’ll enjoy.
The Equal Odds Rule is simple. You’ve as much chance of success as failure, and it’s really that complicated, or that simple, depending on how your brain is programmed.
BUT too many sales people aren’t even in the game, not at all. They just think they are, and that’s where it’s dangerous, for them, their employers and their sales forecasts.
They don’t believe that the harder the dial, the more they dial, the more people they speak with, the more people they meet with, the more networking they do (online and offline)…they just don’t get the Equal Odds Rule and it’s predictor of their fate… or their success
It’s not about saying no to maxing the level of activity, it’s now about just one thing…
Activity = Failure/Success can be replaced by Relevant Activity = Failure/Success
What’s your WEEKLY relevant activity schedule look like? For example…
How much time do you spend
It’s not my job to point the finger and tell you what you should do or even what your Relevant Sales Activity should be, because I have no idea about you, your ambitions or how you currently work, instead I’d ask you to reflect on how you spend your time and how you could better spend your time to make sure you weight the odds in your favour in the Equal Odds Rule.
You have as much chance of winning as losing…you just have to be in the game.
To what extent are you really in the game?
Whether you believe the Equal Odds Rule or not, just think about it, there is an inevitable fact.
The more you are out there as a proactive sales person, the better you will get at your craft, the greater your skill, the better your professional profile, the higher your status, the better your sales skills will be.
You’ll get all of your ‘failures’ out of the way, by default, you’ll improve your chances of winning.
Work the Equal Odds Rule because you can’t lose.
You can take control of your own sales career now and focus on the absolute and critical sales success factors, and create your own relevant sales activity – just hit the link here – tell me more
Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business.
Anything else is just risky, costly, as well as unpredictable.
Is that what you want?
Spot on…it’s my guiding business tool?
Getting there – still some lingering prospects in there but they’ll be sorted soon?
It works on paper but it’s not producing the sales results I want?
The metrics are there but I don’t know what to do about improving them?
What sales funnel?
Or any variation of the above!
This is something I typically hear from people, sales leaders, business owners who have never known the absolute joy and certainty of having a smooth-running sales funnel, producing, managing and closing highly qualified sales leads, as often as they need, with the margin they need, at the frequency they need.
And that’s ok.
Trust me when I tell you I’ve seen all sorts of sales funnels. The great news is once you’ve got a working sales funnel…it’s like having your own ATM machine where you hit and it pumps out cash.
There’s a degree of certainty about the results it produces, what part your sales function needs to play, you can tell the marketing team what they need to produce in detail, account management becomes a breeze and the money keeps rolling in.
As long as you don’t get lazy, complacent and comfortable…you’ll only have to set your sales funnel up once then refine it until it becomes the highly qualified sales funnel you and your business needs.
Well, first of all, lets look at what a Sales Funnel is.
A sales funnel houses your sales process.
At the top of your sales funnel you have a wide entry – this is where the sales prospect is first identified as a potential target, worthy of engagement and spend, so it might be a list purchased against strict criteria, it might be twitter followers, LinkedIn contacts….
This follows though, post a level of suitable marketing activity, then the prospect acknowledges they have ‘seen’ you.
A prospect at this stage has migrated from the marketing stage of the sales funnel to a more directed stage in the funnel, it may be someone who has downloaded your white paper or your lead magnet. It might be someone who’s contacted you for further information, asked for details or spoken with you proactively via some form of social media.
The key to all this is the vital work QUALIFIED Sales Funnel. If you want to get your prospects in to this stage of your sales funnel and you want to watch what they do and how they interact with your business then check this out
Anyway, back to the structure…Rubbish in the top…rubbish quality or no business out the other end…you look busy BUT nothing’s happening.
This is why having strict go/no-go criteria about what level and type of prospect enters the top of the sales funnel is key. Too broad is as bad as too skinny. Likewise you’ll need some go/no go criteria at every stage if you want your sales funnel to stay healthy and producing
So, potential prospect enters at the top and as the sales process progresses, with very tight go/no-go criteria at each stage, so the funnel gets more selective regarding the quality of the prospects it lets through.
There is a go/no go set of criteria here at the top of this page – you’re version might look different.
Each one of these stages in the sales funnel has a metric. For example:
How many prospects passed from one level to the next? Higher than expected? Lower?
Why did you reject? What are the remedial actions at this stage that could convert a dead prospect to a live prospect again?
Knowing your metrics at each stage and your conversion options at this stage has many huge benefits:
Lost business is minimised – this can save you fortunes, and keep your competitors running hard
You are able to act in a timely manner to any deal that’s falling off the expected path
For more insights into what metrics to use – you can start by downloading – 7 Sales Metrics To Measure, Manage and Monitor
You can identify weeks, months, maybe even years (depending on the sales cycle duration) what your sales figures will be…which means you can make corrective action to boost sales when you still have the time.
You will be able to continuously monitor the quality, profit, value of the business you’re chasing
No deal falls through the net
In fact, a strategic and robust highly qualified sales funnel answers all the management information questions you need to run your sales function like clockwork…of course you need a motivated sales team who honestly report activity and a sales methodology that’s robust enough to train sales teams to ask the tough questions, and this is where having the go/no-go gates really pays dividends.
Building high quality sales funnels is not always a one off…in some instances you’ll need a sales funnel for different products and services because the sales process for those products and services is different.
This is where it’s worth considering how you are selling each of your products and services – some sales funnels maybe based on different sales methods – some of your products/services may respond better to Challenger sales methods, some will be SPIN based, some more strategically focused and often sales funnels need to be tailored to encompass various methodologies at different stages.
Note: this is reflected in the sales structure of the pitch, the reporting metrics and the no/no-go gates.
Is this; firms forget that even though it’s called a sales funnel. It’s actually a Sales and Marketing Funnel!
If you start building your high quality sales funnels at the point where the sales process formally starts, you’re actually starting it half way through the process…and missing a vital, key stage in the sales funnel.
Other common flaws are:
If you’re looking to at how you should be building highly qualified sales funnels in your business, you can call for a confidential chat 0779 002 1885
Alternatively, if you are looking for some insight into how your current sales funnel could be improved to further improve the sales results of you business, you can book your Sales Audit and get the results back within 10 days. Find out more here – Sales Insight and Fast Action Pack
0779 002 1885
p.s. One of the other real benefits of a highly qualified sales funnel is that it makes recruitment of sales people and onboarding a breeze…call me to find out more