The Center for Sales Strategy Blog

Richard Branson, Mark Zuckerberg, Jack Dorsey, Mark Cuban — all agree that one habit is a key ingredient to success.

Practicing good health habits by eating right and exercising each day is what these billionaires, and 21 others, agree helped create the foundation for their businesses and financial success. Your habits and routines determine your success and your future. In order to see the true benefits of any effort, you must be disciplined and consistent.

The same holds true when developing new business. It takes that same effort and discipline to consistently create a healthy sales pipeline.

Inquiry is a powerful motivator. We use it to fuel conversations, problem-solve, and, ultimately, improve sales performance.

High-value questions are a driving force to much-needed mental shifts — especially in today’s environment. When your mindset changes, so does your behavior. As sales leaders, we can’t control market conditions, but we can influence a few things — like choices.

Below are five questions we challenge sales leaders to ask their salespeople every week if they want to improve sales performance, fill their funnel full of new prospects, and increase customer loyalty.

Have you ever stopped and wondered how many other salespeople are trying to get a meeting with the same prospect as you?

It’s a pretty overwhelming number when you think about it. Day-in and day-out, decision makers are being bombarded with voicemails, emails, drop-ins, and various other methods your competition is using to gain access.

In today’s competitive marketplace, it’s tough to cut through the clutter. Leading with a compelling insight that you can turn into a valid business reason (VBR) is essential for your prospect to want to connect with you.

Technology has disrupted the traditional techniques we have used to approach prospects. Today, the most successful developers of new business have a smart and focused prospecting strategy.  They concentrate their efforts on a disciplined strategy that provides more appointments and more revenue. 

The shotgun approach of yesteryear is dead. Before technology disrupted our approach, we could sit down, call 100 prospects, and get ten appointments. Any mention of not having enough appointments was met by your sales manager with, “This is a numbers game! Sit down with the phone, and don’t quit calling until you get ten appointments.” 

Today that strategy is total folly. 

GOOD NEWS: 80% of professionals prefer to use email for business communication. 

BAD NEWS: With over 269 Billion emails sent every day, there's a lot of fierce competition flooding your prospects' inboxes.

So how can you, the stealthy salesperson, craft a genius prospecting email that warrants a response? 

Even the best salespeople hear the word “no” from time to time.

You know how it goes; you did everything right. You built up some serious rapport, had that million-dollar idea, and presented a top-notch proposal. In the end, though, it just didn’t happen.

The prospect said “no.” NO! It’s never fun to lose, but how you handle these losses can make or break you.

For most sales reps, the benefits of employing automation tools are manifest. Who wouldn’t want to hand over humdrum tasks to digital systems so they could spend more time on activities that are fulfilling. Studies have shown sales professionals typically spend only 11% of their time actively selling, which is doubtless something many workers in the profession would like to change.

However, many of these same salespeople live in fear that reliance on automation will damage their ability to build deep and meaningful relationships with their clients.

It makes sense because often times we associate the word “automated” with the impersonal. Although it may sound counterintuitive, many of the processes facilitated by sales automation software actually make it easier for sales reps to dedicate additional resources to enhancing client relationships.

Case Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it boosts morale, sparks ideas, and motivates others to do similar work.

Salespeople value the real-life experience of their peers. After all, the best part of working in sales is celebrating your biggest wins after hours, weeks, maybe even months of hard work. Sales wins are a combination of strategies, tools, and content — doesn't other players on your team want to know what worked well for the salesperson who sealed the deal?