How to Identify Quality Sales Leads

Your best client might be those that purchase your most expensive products or services. Or not.

Either way, you need to know who your ideal client is. Who are they, where are they, what motivates them to buy, when do they buy, why do they buy, how do they buy? (For help begin with the Resultist Ideal Client Persona Worksheet.)

After identifying your best current client and creating your ideal client persona, the next step is to evaluate your prospects as compared to your ideal client. This will ensure that your sales team is investing in the “right” opportunities. Our team uses the  Sales Qualification Matrix.

Topics: Sales B2B Sales Evaluation Planning Persona

A Simpler Approach to Create Your Ideal Client Persona

To grow profitable revenue, I recommend that you do more of what’s working and less of what’s not. A key to achieving this state is knowing the characteristics of your ideal client. Actually, not just the characteristics, but also their demographics, psychographics, and purchasing patterns. In other words – their persona.

Topics: Sales B2B Sales Persona

A Strategic Sales Model Checklist

Savvy business executives understand that sales aren’t just about selling – it is about positioning and planning to ensure long-term success. An effective sales model has always laid the framework for a go-to-market strategy across all areas of the business. However, sales models today vary substantially from their historical counterparts.

Modern businesses face more rapid change and more complex logistics than ever before, which means their sales models have to follow in stride. Traditional sales models are failing to keep pace with the number of potential buyer touchpoints that B2C and B2B businesses manage.

Today’s sales model must be strategic in nature – integrating sales, marketing, distribution, and promotional considerations.

This checklist will help you align business functions with the end goal of a strategic sales model in mind:

Topics: Sales Strategy Checklist

Habits and Mindset of the Top 5% of Sales Professionals

It appears the top 20% of your sales team are closing 80% of the deals. This reality of 80-20 performance, where approximately 20 percent of salespeople produce approximately 80 percent of sales, can be disappointing. (Though it validates Pareto’s Principle).

Pareto’s Principle was named after Vilfredo Pareto (1848-1923), an Italian economist who observed that for certain economic conditions, roughly 80% of the effects come from 20% of the causes.

Instead of accepting Pareto’s Principle as a standard, I would prefer to see your team perform with excellence. Inspiring and leading a team to break away from average can be difficult if they are following the crowd and paying attention to what ‘everyone’ follows. I learned firsthand the importance of a network, excellent habits and a mindset of high standards when I grew a business from $4 million to $16 million over the course of four years.

Today I want to share thoughts, habits, and mindsets that help many to be a top 5% sales professional and potentially break Pareto’s Principle.  

A pdf copy of this article with checklists and questions can be found here > <>

Topics: Sales Leadership B2B Sales Sales Training Checklist

Improving the Accuracy of a Sales Forecast – Myth or Reality?

Sales forecasting is not simply a necessary evil mandated by finance. The best sales leaders use revenue forecasting as a tool to manage the business, support strategic decisions, and allocate resources. Estimating sales accurately for the upcoming 12 months gives your organization foresight into where your income is really coming from and when. Sales forecasts drive decisions related to:

Topics: Sales B2B Sales CRM

Jumpstart Plan to Fill-the-Funnel

Each year annual sales quotas and long-term goals are set. While they are important, when too focused on the end game, it is easy to take your eye off the pipelines. To keep new leads coming into the pipeline, also set manageable prospecting goals.

Topics: Sales Sales Funnel Map

How to Get Your Sales Team to Perform Beyond Expectations

To get a sales team to perform beyond expectations, we focus on these five essentials: 

  • Characteristics of a High Performing Sales Team
  • Hiring Best Practices – building the best team
  • Data Mining – providing the right data
  • CRM – the right tool for your organization
  • Training - the ongoing need

Topics: Sales B2B Hiring CRM Sales Training

Sales-as-a-Service Comparisons & Insights (Can you outsource sales?)

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Sales-as-a-service (SAAS) is not yet clearly defined and could be considered as software or services (or a combination of both), which provides businesses with “sales capabilities as a service” whereby, businesses can access relevant and crucial sales resources when they need them. For instance, if you are looking for an efficient sales channel or sales team, SAAS software can help you acquire the resources you need to meet your company’s goals.

Topics: Sales B2B Sales