New Sales. Simplified.

It’s essential to be able to inform the sales team about: Our reason for existence The direction the company is headed and why it’s the correct course What we sell and why we sell it Which markets to pursue and where we are positioned in those markets The competitive landscape and how we stack up against competitive offerings, and why we’re better

When we don’t own the selling process, it’s likely we end up defaulting to the buyer’s process.

Sales calls are ineffective because the salesperson often forgets the purpose of the meeting; namely, that we are there to find pain, potential problems we can solve, and opportunities we can help capture.

The other consequence of not having a well-constructed plan is that the salesperson ends up talking way too much. Imagine that. A salesperson talking too much.

Most sales calls I see are not well structured.

Sales winners take full responsibility for results. They don’t whine and complain.

new business success usually results from a combination of perseverance, creativity, and resilience while staying laser-focused on a well-chosen, finite list of target prospects.

Many salespeople fail to develop new business because they’re wandering aimlessly. Too often, they’re not locked in on a strategically selected, focused list of target customers or prospects.

Salespeople consistently fail because they can’t tell their story effectively.