Cosgrove Partners’ Post

How can you innovate and grow your sales organizations amidst increasing competition, customer expectations, and economic uncertainty? Join FranklinCovey's Randy Illig, global practice leader of sales performance, as he shares what sales leaders need to know and win.

How can you innovate and grow your sales organizations amidst increasing competition, customer expectations, and economic uncertainty? Join FranklinCovey's Randy Illig, global practice leader of sales performance, as he shares what sales leaders need to know and win.

Continuing our thread about what 2024 will bring for sales leaders, one question we've been asked quite a bit lately is why create an efficient sales process. It's a fair question! An efficient sales process helps you "do more with less," which many people are being asked to do now. But beyond that, it also helps your team stay aligned and motivated. They will know precisely what is expected of them and won't have to spend their valuable selling time wondering about what to do next. And if you're planning to create a new process for your team, here are three things to keep in mind: 1. Keep it simple. If a sales process is too complicated, nobody will follow it. The goal is to make the process work for how your team works. No two sales processes will be exactly the same. 2. Make it repeatable. Once you figure out the steps in your sales process, you have to write it down, keep it in a place where everybody can access it, and share it with the team regularly so they know what is expected of them. Seems simple but it's often overlooked! 3. Hold your team accountable. If your reps aren't following your sales process, take a step back and figure out why. Do you need to tweak the process to fit with reality? Or would you like to change your team's behavior to fit the process?

The top sales managers implement effective methods to empower, educate, and guide their teams to increase revenue through sound Sales Management practices.

The 3 simple things that top performing sales reps do more than the rest ✅ They get to pain They make the pain explicit I’m not talking about a surface level need They drill deep to establish the root cause issue They capture urgency & harness it to drive opportunities ✅ They understand the decision making process Where the power sits The criteria used to evaluate decisions The steps to go through to get business signed off They use this as a map to navigate deals to closed won ✅ They get access to power Using the pain identified And understanding the decision process Building exec relationships by multithreading Foster engagements with economic buyers early on These three behaviours, when done consistently, transform sales performance P.S. Get access to free sales tools, including discovery cheat sheet, here https://lnkd.in/eTYE-QYn

Want to close more sales? Here’s two actionable insights you can use today. Gathered from peer discussions in READ TO LEAD® with our partners at The Institute of Sales Professionals, and meeting Matt Dixon, author of “The Jolt Effect.” 1️⃣ Limit the number of options you present to a client. Suggest only one or two products or services. Say, "If I were you, I’d choose X because...". Be honest about why other options might not be suitable. This approach builds trust and positions you as a credible guide. It shows you’ve listened and are offering what they genuinely need, making it easier for them to make a decision and increasing your chances of closing the deal. 2️⃣ Take risk off the table by offering smaller, less daunting options like trials or rolling monthly arrangements instead of lengthy contracts. Simplify and shorten contracts to build customer confidence; it will also help you better understand their needs. And, of course, it gets things moving, and momentum is everything. What have you tried to overcome customer indecision and close more deals? If you’re interested in getting involved in future RTL and ISP discussions, to learn and connect with sales professionals and leaders, put “ISP” in the comments and we’ll be in touch. #salesskills #customerindecision #leadershipdevelopment #connectedlearning #ReadtoLead

Want to close more sales? Here’s two actionable insights you can use today. Gathered from peer discussions in READ TO LEAD® with our partners at The Institute of Sales Professionals, and meeting Matt Dixon, author of “The Jolt Effect.” 1️⃣ Limit the number of options you present to a client. Suggest only one or two products or services. Say, "If I were you, I’d choose X because...". Be honest about why other options might not be suitable. This approach builds trust and positions you as a credible guide. It shows you’ve listened and are offering what they genuinely need, making it easier for them to make a decision and increasing your chances of closing the deal. 2️⃣ Take risk off the table by offering smaller, less daunting options like trials or rolling monthly arrangements instead of lengthy contracts. Simplify and shorten contracts to build customer confidence; it will also help you better understand their needs. And, of course, it gets things moving, and momentum is everything. What have you tried to overcome customer indecision and close more deals? If you’re interested in getting involved in future RTL and ISP discussions, to learn and connect with sales professionals and leaders, put “ISP” in the comments and we’ll be in touch. #salesskills #customerindecision #leadershipdevelopment #connectedlearning #ReadtoLead

As we close out another impactful week, it's imperative for Sales Development Representatives to execute a refined end-of-week routine. Take this opportunity to meticulously analyze your wins and losses, extracting valuable insights to inform your strategy moving forward. Reflect on successful approaches, pinpoint areas for refinement, and prioritize tasks for the upcoming week with precision. This disciplined approach ensures a seamless transition into the next week, setting the stage for sustained momentum and success. Here's to finishing strong and laying the groundwork for continued excellence!

Just finished the Sales Operations course by former VP of Global Sales Operations at LinkedIn Brian Frank. An insightful course on how a sales team operates and how it should operate. Check it out: https://lnkd.in/dc-5HcnY #salesoperations

Everyone loves the Hero's Journey but why? Think about it. In the Hero's Journey the protagonist is losing 80% of time. And we all know losing hurts. Sales is the same way: - 100 cold calls or emails typically yield 3 or less intro meetings - 10 intro meetings typically yield 3 or less qualified sales opportunities - 3 qualified sales opportunities typically yield 1 deal (These conversion rates are generous in the current economic climate.) Just like our protagonist, the odds are stacked against sellers. That's why these 3 principles are crucial for driving long-term sales success when the short-term Ls are piling up: - Consistent, targeted activity - Clear, concise communication - Humble, authentic posture I'm breaking down each of these 3 principles during Q4 since senior SDRs and junior AEs have been asking for more help here. Anything else we should add to the list?