Blog
The conventional sales wisdom says that increasing sales is best accomplished by improving the quality of the sales team. For the Fortune 500, investing hundreds of thousands of dollars in training, recruiting and paying top-tier talent is a viable strategy.
More sales requires more leads, right?
The short answer is no. We have hundreds of examples where sales have been radically improved with no additional leads. Occasionally, leads can be reduced, and sales increased....
Have you heard of “narrow scoping?
"Narrow scoping" defines a problem by restating the problem as a potential solution to that problem. For instance, "we need more sales" may be the stated problem when the actual...
Lead Scoring Saves Lives
Ok, lead scoring doesn't really save lives, but it does save headaches, grief, and money. Watch the short video below to see how lead scoring works and how you can use it in...
Is there a hole in your sales bucket?
There’s no point pouring water into a leaky bucket, just as there’s no point pushing more leads into a leaky sales system. Most companies start with a well-designed and tightly...
What is reverse lead engineering?
It’s natural to assume that more leads will equal more sales. It usually does. However, more sales may not equal more profits. Transactions drive costs, and the more transactions...
How doubling leads ruined Rob’s business….
You're probably scratching your head right now, wondering how more leads could ruin someone's business. Rob's business operates a network of home repair outlets in the Northeast....
Do Products Sell Themselves?
We received this email from a customer the other day. It reflects a lot of the chasm between what business owners think and what salespeople know. Virtually no product sells...
The “Is-Ought Problem” and Why You Aren’t Closing Business
Enlightenment philosopher David Hume is most famous for the “is-ought" problem. Also called Hume’s Law. Hume's Law is specifically related to the concepts of morals and ethics. ...
Why Ineffective Sales Management Is So Costly
Quite often, small companies don’t have the resources to hire the caliber of sales manager they really need, so instead they either designate one of their senior…
10 Words not to use in marketing and sales
PR Guru Adam Schiff studied hundreds of thousands of websites with the purpose of discovering their unique value proposition. His conclusion was that buzzwords do not improve...
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