Follow This Blueprint To Grow Sales With Deb Calvert

Written by Wes Schaeffer | Apr 30, 2018

Know exactly what to do to grow sales with direct input from the buyers you're trying to reach

Stream below or right click here to download the episode.

Salespeople are good people with a bad rap
Salespeople lose sight
Buyers and sellers have their guard up all the time so the transaction is prone to conflict
Typical salespeople look for examples across the marketplace and do "what everyone else does"
Sales management is different from sales
There is no formal sales training program so bad habits are carried forward
Conduct surveys and field observation to customize the training
There are no shortcuts
Do you want to effect change or just check a box?
The book researched 530 B2B buyers
- 30 behaviors
- Big gap found
Through research we know that sales leaders and salespeople are born and made
Buyers commented the most on the seller follows through on their commitments
The phone is alive and well
Inbound is great but outbound is still effective
Buyers do not want fishing expedition calls
- They want value
- They want an experience
- Ask questions that make them think
- Be more purposeful
Before CRMs we had paper and tracked things about our leads
- You can still do that
- Pure persistence is not enough

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