Highlights and Lowlights from Real Sales Calls with Apologies to ESPN Xtra

Highlights and Lowlights from Real Sales Calls with Apologies to ESPN Xtra

Borrowing an idea from ESPN Xtra’s Greg McElroy and Danny Kanell and their college football show on SirusXM, here is a video blog covering a lowlight and highlight from actual sales calls we received this past week. These real sales interactions provide some great learning moments and takeaways that apply to every sales team.

https://braveheartsales.com/wp-content/uploads/Sales-Highlight-and-Lowlight-10.22.2019-1.mp4

 

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Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

How to Recruit Like a National College Football Champion

How to Recruit Like a National College Football Champion

Clemson whips Alabama for the National Championship and the 2018 college football season is over. This is an especially sad time in my house and for me. My son just graduated from the University of South Carolina and played his last football game in a disappointing bowl loss to Virginia. With Clemson a South Carolina rival, we were pulling for Alabama and the SEC. Their defeat, along with the end of the season and my son’s football career, means an especially gloomy time for me.

Why Clemson over Alabama?

Sadness aside, all the hoopla about the showdown between
Clemson and Alabama made me […]

Six Simple Steps to Pipeline Predictability

Six Simple Steps to Pipeline Predictability

It’s very common for companies we work with to have a pipeline management and review process in place. It’s also very common for us to find that the process is broken. It’s important that management keeps salespeople focused on the right activities to move deals through the pipeline. Here are some good ideas to help.

Some Facts:

I reviewed data on 417,000 salespeople from the OMG (Objective Management Group) database, and discovered that 41% of these salespeople are not following a predictive sales process! And only 54% are adequately CRM savvy!

Just following a process and using CRM isn’t enough, of course. […]

Our Sales Future – Are You Ready?

Our Sales Future – Are You Ready?

What will it be like to sell in 2020? Perhaps you are thinking that far ahead, but more likely you’re worried about getting results now. Recently, I did have the chance to ponder this exact question.

Going deep on details

I was approached by Vistage Research to consider what selling would be like over the next three years and provide my insights for an eBook they are soon publishing on the future of sales called, Customer Growth: Decisions for the SMB CEO.

There’s a great deal I can say on the topic, but for the eBook I was limited to 200 words. Since […]