Posts by Triple20

Do You Know your Win Rate?

Nearly 60% of sales opportunities end in “No Decision” according to Sales Benchmark Index. Perhaps the figure is half as much in your company, but odds are that it is higher than the percentage of deals lost to your leading competitor. “No Decision” means that the prospect has decided not to purchase at the time…

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Three Resources for Effective Discovery

A serial entrepreneur we work with once said that the best salespeople understand that it is more important to be interested than to be interesting. That was echoed in this article by Walker McKay, a sales trainer with a refreshingly candid style that he shows here. A genuine interest and an intellectual curiosity are essential…

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It’s Not About Working Harder

Almost every company has one or two salespeople who are not meeting expectations. All of us have probably even been ‘that guy’ at one point. Rarely is it a case of just working harder because most people who gravitate to sales have a strong work ethic. Doubling down on a failing strategy doesn’t change the…

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What’s Your Pivot Point?

The Pivot Point is that one central theme, or key attribute of a company’s product or service around which the branding strategy, product strategy, and sales strategy revolve.  That may sound simple but it is imperative to get it right as Tungsten Branding explains on their Brilliant Branding podcast. Great brands have four key elements according to Tungsten.  They are clear,…

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Two Strategies for Minimizing Objections

It takes a considerable amount of work to get to a sales conversation, some say as many as 6 to 8 quality interactions with a prospect, and it has been said that the buyer is 60% through the decision journey before they even talk with a sales rep. With that as a backdrop, you would think…

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Why an Outsourced Sales Manager is a Smart Investment

In small companies, there really are only two types of people; those who make the product and those who sell the product.  There is no excess capital to be allocated towards anyone else if the company is to thrive, let alone survive.  The only person to straddle both is the CEO, who ultimately has to…

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What to Expect with A Fractional Sales Manager

Conventional wisdom says that entrepreneurs must be great salespeople to succeed.  That’s a tall order, and quite improbable.  Entrepreneurs must be experts in their chosen field, but sales isn’t typically their profession. Like any discipline, salesmanship requires commitment, dedication to self-directed training, and practice.  Entrepreneurs simply don’t have that kind of time, nor do salespeople…

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Chasing Stars: Are Sales Skills Portable?

In Chasing Stars, Boris Groysberg analyzes the portability of performance when one company poaches a star performer from another company but it turns out that the results can be quite uncertain. His work focuses on whether top performing analysts at Wall Street firms can replicate their success at other firms. Groysberg concludes that it is…

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Take Time to Design a Clear Sales Process

Startup incubators are fascinating places because the people who gravitate there have gone to great lengths to bring innovative ideas to life. What I learned from my incubator days is that most entrepreneurs typically don’t invest enough time thinking through how they intend to bring their product to market. We work with startups and small…

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