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Continuous Sales Improvement | Sales Process Audit to Boost Sales

Continuous Sales Improvement | Sales Process Audit to Boost Sales

What is a Sales Process Audit?

You know there are 100’s of sales levers to improve sales results, how do you know you’re working the right levers to get the sales improvements you need?

The truth is you don’t always know, it’s more intuitive, its worked in the past, it seems to be working now, you read about it in a book…

Sometimes sales improvement is just 100 of mini things rather than a few big things that are done differently

But the question is, just where do you start?

Start Here! The Sales Insight | Sales Process Audit

Just hit the link above for full details.

But Why Should I Get a Sales Process Audit?

Well that depends on you, so I’ll share some of the reasons past clients invested in Sales Insights for their business:

Software client:

Problem: dramatic drop in sales after a long plateau, is a subscription product so recurring revenue took a hit

Discovery: they’d recently invested more focus, energy and money on new business development than customer ervice and retention, ex customers were starting to talk and their credibility was shot.

Solution: power up your customer retention

Business Solutions Client

Problem: loosing 100k+ per month

Discovery: their average sales order value was just 20% of their competitors, they didn’t focus on specific sectors so message was all over the place, sales guys were diverted between sales and new business development as well as account management

Solution: create separate functions for new business development and account management, pick 3 red hot niches and get s robust ROI to demonstrate value, restructure the management team – average order value after 5 months was x5, and team had stopped loosing money

Professional Services Client

Problem: Client retention, poor margins

Discovery: commission structure stopped paying out at 3 months, coincided with biggest client drop off, poor pricing skills based on being unable to demonstrate strong value based ROI

Solution: changed commission structure to reflect a period where the sales person could hand over to customer services/internal team, introduced sign on costs and bulk buy packages, tighter terms and conditions for long term block usage, improved skills on pricing and relaying pricing information and packages.

Could All These Firms Improved Without a Sales Process Audit?




Worth the Wait to Find Out?

That’s your call…but why risk it.

Book you Sales Insight Now

To discuss how you’d like to improve your sales results, the functionality of your sales team or simply take your competitors out for a walk next quarter – call Carol on 0779 002 1885 or email

To sign up for free sales and business development insights – hit the link – The Advanced Business Achiever – and claim your free subscription.

A sales process audit is your key to releasing the infinite potential within your sales team…so why wait?

The Perfect Sales Recipe – What Sales Metrics To Use

The Perfect Sales Recipe – What Sales Metrics To Use

Sales Metrics and sales KPI’s matter,for lots of reasons.

Having the right team sales KPI’s and the right individual sales metrics means your chances of achieving sales success are already increased.

The following will help you identify some of the challenges around this area, and for a more step by step guide you can download our free guide. See the link at the end of the article.

What Sales Metrics to Use?

That really depends on what you want to achieve?

And that’s the easiest way to start.

For example, if your primary aim is to drive activity then there are key metrics that will impact that:

  • How much data is available?
  • How much of that data has been called more than 7 times?
  • Average call duration?
  • Average admin time per call?
  • Contact rate for your industry – i.e. ratio of decision maker call/gate keeper call

This is not an exhaustive list, but you’ll get a picture for how you create your very best sales metric template for you.

BUT don’t set up metrics for the sake of it.

Ask yourself; if you had to identify the most critical sales improvement, profit improvement, sales performance improvement sales metric then what would it be, then monitor that by reviewing the intrinsic parts.

Often one of the first and biggest piece of work done in any sales turnaround or sales performance improvement is to agree to measure those sales metrics that have a direct relationship to sales success.

The sales metrics you can control.

The sales metrics you can influence.

Why Use Sales Metrics?

Lots of reasons, primarily it’s an indicator for the sales management and the sales people that you’re all on the same track.

It’s a way of measuring sales progress when the month, week, day is still in play. Check out more on this here

If you’re a sales person, you know you’ll earn bonus, and if not you’ve got some idea of what to do to change that.

If you’re a sales manager, you know what skills to re-coach and with who.

And if you’re the business owner, you don’t have to wait 2 weeks after the month end to discover how much money you’ve made, or not made, as the case may be.

Agile use of your sales metrics is the easiest, quickest and most efficient way to improve sales skills, sales people, sales function performance and bottom line profits.

The key to continuous sales improvement.

Plus, it engages everyone.

Whether you’re using a league table, a weekly sales meeting, a daily sales huddle, everyone is following the same road map.

Everyone is working with the same sign posts and with a supported and directed mission to get there!

When to Proactively Use Sales Metrics?

That’s simple, every day.

Both the team sales metrics/sales KPI’s and the individual numbers.

This is the top of the tree in hands on sales management and sales leadership.

It will focus everyone’s attention on what’s not happening.

Not so you can blame anyone but because now, as a sales leader, you can make it right.

But it helps if you launch that months sales metrics at the beginning of the month. Explain why you’ve selected these metrics. Explore what success looks like, what disaster looks like. Highlight what support the business is providing to help everyone get where they need.

Then you’ve set the premise of expectations, it’s your management guide map for the month.

These sales KPI’s can then be reported/reference daily via huddles, emails, leader board, office screen, 121 sales coaching.

How to Use Your Sales Metrics?

Your selected sales metrics and sales KPI’s are also part of every sales persons sales review.

They form part of every performance management and sales development plan, personal development plan.

Used to drive performance, striving for continuous improvement.

They can also highlight areas where sales training, coaching, shadowing, mentoring or additional support is required.

To foster team spirit and collective sales team focus for the good of the individuals and the business.

A reason to celebrate sales success.

To foster team spirit and shared focus, as well as giving a team platform for discussion and suggestions.

Collective learning, ideal for targeted buddying.

Sales Metrics Matter…but that’s not all

Of course, it’s not all.

No-one manages solely by numbers any more.

Numbers, sales metrics, sales KPI’s well they’re just the foundations. Keeping score.

The real winning benefit is how the sales leadership team use these metrics. Great sales leaders use them to interact, develop, coach and motivate the team.

Having worked with thousands of sales people, I know for sure that the fastest way to improve sales performance is to spend more time coaching and mentoring the sales team.

Having great clarity and shared ownership of group and individual sales metrics/sales KPI’s is the easiest way to do just that.

To get more details on what sales metrics you could monitor in your team, download this free guide 7 Sales Metric You Need to Measure, Manage and Monitor 

Also if you’re really serious about improving sales results within your business, hit the links below:

TurboCharged Sales – for when you are ready to embed a continuous sales improvement framework into your sales team

The Sales Improvement Workshop – the fastest way to refocus, re-energise and improve sales results – one day course inhouse or open – check dates and locations

Sales Audit – for when you want to improve sales results, turnover and profits, but have no idea where to start.

And, if you’re great at getting sales quotes out, but your buyer’s all seem to disappear when you follow up the sales quite check this out Buyer Gone AWOL – Following Up Sales Quotes

To discuss your specific sales training and sales improvement needs you can contact us on 0779 002 1885 or email

Remember, having the right sales metrics is critical to any sales function wanting to outperform competitors, drive margins and foster continuous sales improvement.

How High Performing Sales Teams Close More Sales

How High Performing Sales Teams Close More Sales

High Performance Sales Closes are like Unicorns.

They exist, but no-one has ever seen it. Yeah, you know it.

And the truth is – really successful sales people ask for the business, of course they do, but they never, ever hard close, because they just don’t need to.

High Performance Sales Pro’s 

Have a totally different way of closing more sales.

They simply don’t rely on the close. Not at all.

They don’t ask for the business until they know the answer will be YES!

In fact, some of the sales high flyers will wait for the buyer to ask…where do I sign?

Are you asking yourself just how do they do this?

They angle their prospect interaction so that the buyer is begging them for the opportunity to buy. Talk about turning the tables.

You know what also happens?

They close faster.

Typically discounting less.

And they close more sales, more often.

High Performance Sales Closes Rely on One Thing

And it’s not the close!

Think of it like this…

Your ability to create a ‘sales no-brainer’ for your prospect is directly related to your sales success.

If it’s not a no-brainer it won’t be a fast, easy close. In fact, it might not be a close at all.

So, now your sales pitch is not about closing but it is all about creating a no-brainer!

If you can create a situation where the buyer has to conclude – ‘well, I’d be mad not to do this’ …then you have an order. Typically an order on your terms.

That’s how to he a sales super star.

How close to ‘no-brainer’ are your sales pitches?

Because close just doesn’t cut it.

Selling ice in a hot place – name your price. That’s no-brainer.

Even the national/state lottery…for some people, it’s a no-brainer to buy a ticket. Sure the odds are crippling, but for such a small amount, it’s worth a go. Plus it’s easy.

So, is your sales pitch a no-brainer for your prospects?

Then don’t bother wasting their time.

You’ll do far more harm that good.

You’ll be entering a competitive sales race that will exhaust you and tie up your resources with no guaranteed reward.

Why would you do it?

The 5 Key Element of a No-Brainer Sales Pitch

You must show the prospect/buyer:

  • A ROBUST ROI for your product/service
  • The true cost involved in him saying no to you
  • How his current thinking can be improved. To do this you need to respectfully challenge him so as to reframe your product/service as the solution
  • An easy way to do business with you
  • How your product/service is without competitors

If you can’t do all of these, at the very least, then you’re just one of the many mediocre sales pitchers out there.

Don’t be those guys.

High performance sales closes don’t exist. High performance sales people do. It’s your choice.

What Next?

You can join us on our next Sales Improvement Workshop. This is run as an open course and also as a bespoke inhouse course, onsite sales training on a day to suit you.

Or if you’re looking for a sales process and sales methodology training to embed in your own business, then check out TurboCharged Sales.

And finally, if you’ve no idea where to start but you know you need to improve the sales results within your business, book our Free Sales Health Check

And, if you’re struggling to sell because of buyers going AWOL after you’ve sent the sales quote – don’t get caught out – read How to Follow Up Sales Quotes

There are no magic high performance sales closes that will totally change you sales results, because that sort of change needs a change of heart, mind, positioning and the skills to influence and persuade.

Happy Selling


0779 002 1885

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results | What to do Before Starting B2B Sales Training

Increasing Sales Results – What to do Before Selecting Your B2B Sales Training Courses

There are lots of ways of increasing sales results, you could:

  • Focus on bigger deals
  • Increase, or decrease prices
  • Sort out your incoming sales funnel and sales lead generation
  • Only chase good quality business with your clearly defined perfect prospect profile and decision maker
  • Soup up your case studies and testimonials so everyone gets more social proof
  • Fine tune your sales processes
  • Split the business development function from the sales closing function
  • Ask your sales manger to spend more time coaching in situ as salespeople connect with potential customers

And all of these would work… they’re all part of the 100% Club – the go to list of how to increase sales results.

Also on that list is…

B2B Sales Training to Increase Sales Results…

But that’s not the only way.

Whatever your sales and marketing efforts, whatever your business development strategy, effective sales, great B2B sales will invariably come down to how you intersect with the decision maker to get them to make a purchasing decision. But there are a myriad of other sales stimulating activities you can do before you get to the sales training stage.

If you do everything else in the sales process, but you cant get the decision maker to make a purchasing decision, well that’s a NO SALE!

Hers’s 10 ways to make sure that doesn’t happen to you.

10 Way of  Increasing Sales Results

Ensure your sales process deals with the decision maker and the relevant influencers. However, never take your eye of the main buyer. Loosing contact with the person who makes the purchase decision can catch a lot of sales people napping. Never forget whose signature you want.

Increase your conversion rate by ensuring you spend time with viable buyers. Check this out if you want to know if you are dealing with a viable buyer or a tyre kicker – Engaging with the Perfect Prospect.

Also – read this if you want to know How To Qualify A Perfect Prospect

Too many sales people are happy just to be busy, but not especially effective sales people. I’m not saying lazy sales people sort of have the right idea, but how about you ask yourself this question every morning – what’s the fastest way, least stress, low risk way to get my sales pipeline full of high quality, viable  prospects who are able to make a purchase decision? Once you have the answer – do that! Being an effective sales person is key in an industry that judges you by results delivered and not hours worked.

Get a super clear picture of what your potential customer looks like. The sooner you realise what your ideal decision makers look like, and that you can increase sales results by killing your compulsion to try and convert every potential decision maker, the richer you will be, because it’s one of the fastest ways you can use for increasing sales results.

Then: if you’re really serious about increasing sales results and improving sales conversions

Work your referral networks. Draw up a list of 10 people per week, happy customers who have benefited from you an your expertise, then ask them for one or more of the following: an introduction to a named contact, a referral, a testimonial, a shout out on social media, a case study or a linked in introduction…that’s 10 new pieces of sales and marketing activity from people who love you, and as you know, social proof rocks

Purchase decisions can take ages to make, so when you do get the prospect to that stage, then don’t let them off the hook. Just ask for the business and don’t stop asking until you get what you need. Think that’s too pushy? Look at it this way. At this point you’ve just rolled a huge snowball up Everest, so why would you let it go now? A good buyer, a good decision maker will know what you’ve invested, he’ll work with you if he sees you working for the order so don’t fade away.

Talk to your sales and marketing and business development teams all the time. Especially if you’ve found a trend that’s swaying decision makers at the moment, or perhaps some competitors have a nice hook you’d also like to use. Sometimes the sales and marketing teams are working in isolation and inspiration from the sales team at the front line can really boost their creative juices. Get them creating compelling call to action sales and marketing material, and those first class landing pages.

Next:Sales Strategy

Understand your sales processes and work it hard. Whilst you’re doing that, look at where most of your sales stick in the sales process and get some help. I know lost of people ho are great at the first half of the sales process, but can’t progress to a close. Some would die rather than ask for the business. Likewise I know some sales people who are dropping opportunities because the deal doesn’t progress fast enough and they have no nurturing skills. Everyone needs help sometimes. It’s a valuable insight to know where your own strengths sit. If you need some help – check this out – it show you what sales metrics to watch if you want to increase sales results

Once you know what your sticking point is, what sales skills you need to improve, then take action. Either grab your manager for some training. You could even check out some self development videos. I love YouTube. Perfect for getting something sorted and a new skill gained really quickly. It  is learning on the go and you’d be surprised at how quickly you can pick up new sales skills. In fact, better still, get the whole sales team involved in the learning and sharing.

Register now for your weekly free and practical sales insights into how to increase sales results, improve business development efforts and fill your sales pipeline full of high quality sales prospects. Just hit the link Advanced Business Achiever

When you’ve done all of that and you need B2B Sales Training, then we’d be delighted to help.

Fixed Price Sales Training

Sales Improvement Workshop

Online TurboCharged Sales 

Or if you want to discuss how we could design a tailored sales improvement solution for your business – contact us on or call 0779 002 1885

Free Sales Health Check | Book Now

Free Sales Health Check | Book Now

The Free Sales Health Check – Your first step on your road to sales clarity and focus.

Book now for your Free Sales Health Check

If you’re struggling to see the real potential of your sales team…

When you’re tired of wondering if your expectations are too high, or if the market is really that tough…

If you feel your sales team should be delivering at a higher level…

Or maybe it’s as simple as you know something needs to change in the sales team, but you just don’t know what or where to start…

Worry No More | Book your Free Sales Health Check Now

I focus on looking at the easy wins in your sales team. After all this is the home of the 30 day Fast Track Sales Improvement plan and the Plug and Play Modular Sales Improvement System.

I’ve found, over 25 years that Sales improvement need not be complex, and it rarely requires drastic action.

But it does involve you knowing what’s  causing your sales problems.

Because once you know that, you can apply your wisdom and knowledge, and considerable focus to solve the issue/s.

That’s where your free sales health check starts.

Book Now

It’s two hours…to discuss any sales issues you have.

You can send across anything you need pre-event.

We can focus on a very specific issue or sales performance in more general terms.

The choice is yours. All yours.

In total confidence.

And there will be no sales pitch – this is a free exchange of information.

Just call 0114 236 1221 or email


I’ve spent the last 14 years doing mainly sales turnarounds, sales builds, sales rescue and sales improvement programs, training sales teams in highly competitive environments, structuring sales teams, sales functions, sales process and sales strategy.

Now I have lots of sales insights and I need to commoditise those, but first I need to understand what some of the biggest sales challenges are out there, for firms in all sectors, all sizes and all ages.

So you see, you’ll be helping me as much as I’m helping you.

Fair? I think so…do you?


For the reason above, this is a very limited offer and may be on offer infrequently as the business transitions, however, I aim to engage withing 24 hours of receiving your booking request, and aiming for the consultation to take place no later than one week after we set a date.

If you’re still thinking about it…pick up the phone anyway, 10 mins and we’ll know if it is worth your time.

Just call 0114 236 1221 or email

Whilst you’re thinking, here are some of the subjects we’ve covered recently: how to roll out price increases when the competitors are discounting, how to recruit better quality sales people who stay longer than 6 months, how to remove a long serving sales manager who’s not responding to the needs of the business, how long to give a new sales team before starting formal performance management, what should a good commission structure look like, increasing activity levels without everyone claiming over work, qualifying great sales prospects, what should a good sales process look like…

What do you want to talk about?

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training, Sales Coaching and Business Development

Funded Sales Training

Funded sales training is now available across the extending Sheffield/South Yorkshire region.

Depending on your business size you can receive funding of up to 70% towards your sales, business development and business growth objectives.

This can involve working with your sales team, your team leaders, your board or your customer facing functions.

If you’re looking to enhance your business performance, build your sales skills, boost sales capabilities or simply refresh the sales skills of your team, then contact us now for a confidential chat – or 0779 002 1885


Funded Sales Training: What’s Covered?

This is a long list and by no means exhaustive:

1 Day Sales Improvement Training for Telesales – Closing more sales, faster, with higher profits. Discover how to build a solid sales pipeline of fully qualified leads, structure the sales call and close. Suitable for B2B sales people at all levels.

1 Day Sales Improvement Training for External Sales Teams – Closing more sales, faster, with higher profits. Inc: building a sales pipeline of fully qualified leads and creating a compelling value proposition. Suitable for B2B sales at all levels.

2 Day Sales Improvement Training for External Sales Teams – Covering the whole sales cycle from cold call to close. Inc: qualifying, gate keeper calls, appointment setting, preparation, face to face selling, trial closes/closing, objection handling, pricing.

1 Day – How to Make High Quality Sales Appointments/How to Fill the Sales Diary with High Quality Sales Appointments – Discover how to engage the perfect prospect, generate high quality, fully qualified sales appointments, maximize the call/close rate and ensure zero cancellations. Making sales easy.

I Day Sales Improvement Workshop (designed for anyone in sales) – Great for the whole sales function to attend. Lead generation and external sales to enhance the sales skills and build common understanding around generating high quality business leads that close.

1 Day Sales Strategy Training – Tools and Techniques to Boost Sales Growth – Perfect for Sales Team Leaders/Managers and anyone in a Sales Coaching/Mentoring/Performance Improvement role. Designed to unlock sales potential and create additional revenue/profit.

1 Day Sales Training for Professional Services and Fee Earners – For Fee Earners needing to generate work via networking, referral, cross function, lead generation to generate new clients. Also looking at  how to have those conversations with existing clients to increase average client spend/cross selling.

Funded Sales Training is also available for:

1 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement – Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team including a full performance management/improvement suite of skills and insights.

2 Day – How to Run a Sales Team – Sales Metrics, Sales Coaching/Mentoring, Sales Improvement. Ideal for new/experienced sales leaders who are looking to embed a company wide sales process into the sales team. Including a full performance management/improvement suite of skills and insights.

1 Day – How to Find Your Perfect Client and Fill Your Sales Funnel – ideal for sales team that want to streamline their sales process but don’t know where to start. This process maximises sales ROI, sales conversion. It can lead to the creation of a robust and high converting sales funnel.

1 Day – Sales Strategy and Planning – a day to refocus on your business sales strategy, how your day to day sales activities are impacting on your sales results, and how those sales results could be improved.


Bespoke Funded Sales Training and Sales Improvement Solutions

The list above is not an exhaustive list and each course/workshop is designed to meet key pre-agreed objectives.

So, if you’re looking for additional insight into how to boost the sales results, business development effectiveness and potency of your sales function, then we’ll be able to design a sales improvement program specifically to address your needs.

Furthermore, if you’re looking to how your sales process actually works, versus how it could work. Seeking higher levels of efficiency in the sales function then you can also access our Fast Action Sales InsightIt‘s an in depth sales audit designed to give you rapid action solutions to boost sales. Hit the link to check out the full details.

Interested in Funded Sales Training and Sales Improvement Solutions

Contact me on or 0779 002 1885

Also, you can get sales and business development insights directly into your inbox weekly. Perfect for sales training/sales huddle/sales coaching sessions. You can access all the information you need via The Advanced Business Achiever

Sales Detox

Sales Detox

When Did Sales Get So Complicated?

Simple sales plan? Really?

It seems tough to open my inbox some days without getting a flood of information on new sales techniques, tips on how to be a better influencer, how to close every deal first time and make all your prospects swoon at the thought of getting a call from you…

But hasn’t it always been this way?

Sort of…20 years ago I read quite a bit of this stuff.


I was a proactive sales person, keen to be at the top of my game, every little bit helps and you can’t out earn your learning right?

So I dutifully got stuck in…

Some of it worked, most didn’t.

I learned a lot…how to test new approaches.

Elements needed revising.

Some ditching totally…but the new insights pushed me on so it was all worth while.

Now, today…could I do the same if I was an ambitious sales person? Not a chance.

There’s just too much information.

Swamped in it.

And that’s coming from someone who can scan and speed read with the best!

Too Much to Concentrate On?

Absolutely too much to concentrate on.

But should it really be that complicated?

Especially when all we’re really looking for is a simple sales plan that works for us, and that’s the same whether you’re:

– A lone sales person looking to get a higher level of sales output (MORE BONUS), or

– You’re a sales leader building a sales function that delivers deals (MORE PROFIT, MORE MARKET SHARE. MORE CUSTOMERS).

So, after all this time, I think there are three strands at the crux of this idea of making sales simple again:

  1. There is no ONE universal simple sales plan…once we get over that it’s easy to stop seeking the unicorn
  2. The only simple sales plan is the one that works for you
  3. You need to build it…and keep building it

Does that make you feel any better? Any more motivated?

Better, maybe not.

Motivated, then I hope so.

Because it’s full and total permission to create your best ever sales pitch, your best ever sales process and your world class sales funnel which will deliver the financial rewards you need, and because, well, if you don’t do it then no-one will do it for you!

Make the Most Important Thing THE Most Important Thing!

My personal sales mantra…

But to achieve that focus you need total and absolute clarity on what it is you’re doing and how each activity relates to your ultimate one and only goal…because that will dictate YOUR simple sales plan.

Once you can isolate every single element of your sales recipe and the activities that sit behind it, you’d be surprised at how simple sales really is…and therefore how simple sales improvement really is

Once you have that total and absolute clarity then you can start the improvement process AND see results.


As an individual sales person,  knowing your sales recipe, and how that relates to your results and ultimately your bonus will dictate your every action. Your every revenue generating action.

The same is true if you are a sales leader – but this time it’s reflected in the activities of your whole sales team.

To fully understand more about the Sales Recipe and what it means for you – check this out The Sales Recipe – What Sales Metrics to Use

The Simple Sales Plan

Once you’ve understood your very own sales recipe (and if you need help – check out our Sales Improvement Workshop) and  developed your simple sales plan, the plan that works for your, gives you the sales results you want, when you want them, as often as you won’t them…then you’re in danger of becoming legendary.

Now doesn’t that sound better than the alternative?

Happy Selling


p.s. If you’re looking for a massive step up and embedding this in your business you can check out Sales Insight or you can hit the phone/email on 0779 002 1885 or

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels

Building Highly Qualified Sales Funnels…

Building highly qualified sales funnels is the single most important task in building any growth model, scaling your sales team, and therefor, building your business.

Anything else is just risky, costly, as well as unpredictable.

Is that what you want?


How Would You Describe the Health of your Sales Funnel?

Spot on…it’s my guiding business tool?

Getting there – still some lingering prospects in there but they’ll be sorted soon?

It works on paper but it’s not producing the sales results I want?

The metrics are there but I don’t know what to do about improving them?

What sales funnel?

Or any variation of the above!

Why Should I Even Bother Building Highly Qualified Sales Funnels?

This is something I typically hear from people, sales leaders, business owners who have never known the absolute joy and certainty of having a smooth-running sales funnel, producing, managing and closing highly qualified sales leads, as often as they need, with the margin they need, at the frequency they need.

And that’s ok.

Trust me when I tell you I’ve seen all sorts of sales funnels. The great news is once you’ve got a working sales funnel…it’s like having your own ATM machine where you hit and it pumps out cash.

There’s a degree of certainty about the results it produces, what part your sales function needs to play, you can tell the marketing team what they need to produce in detail, account management becomes a breeze and the money keeps rolling in.

As long as you don’t get lazy, complacent and comfortable…you’ll only have to set your sales funnel up once then refine it until it becomes the highly qualified sales funnel you and your business needs.

Building Highly Qualified Sales Funnels – What Does That Mean?

Well, first of all, lets look at what a Sales Funnel is.

A sales funnel houses your sales process.

At the top of your sales funnel you have a wide entry – this is where the sales prospect is first identified as a potential target, worthy of engagement and spend, so it might be a list purchased against strict criteria, it might be twitter followers, LinkedIn contacts….

This follows though, post a level of suitable marketing activity, then the prospect acknowledges they have ‘seen’ you.

A prospect at this stage has migrated from the marketing stage of the sales funnel to a more directed stage in the funnel, it may be someone who has downloaded your white paper or your lead magnet. It might be someone who’s contacted you for further information, asked for details or spoken with you proactively via some form of social media.

The key to all this is the vital work QUALIFIED Sales Funnel. If you want to get your prospects in to this stage of your sales funnel and you want to watch what they do and how they interact with your business then check this out

Anyway, back to the structure…Rubbish in the top…rubbish quality or no business out the other end…you look busy BUT nothing’s happening.

This is why having strict go/no-go criteria about what level and type of prospect enters the top of the sales funnel is key. Too broad is as bad as too skinny. Likewise you’ll need some go/no go criteria at every stage if you want your sales funnel to stay healthy and producing

So, potential prospect enters at the top and as the sales process progresses, with very tight go/no-go criteria at each stage, so the funnel gets more selective regarding the quality of the prospects it lets through.

There is a go/no go set of criteria here at the top of this page – you’re version might look different.

What Building Highly Qualified Sales Funnels Means for Your Business

Each one of these stages in the sales funnel has a metric. For example:

How many prospects passed from one level to the next? Higher than expected? Lower?

Why did you reject? What are the remedial actions at this stage that could convert a dead prospect to a live prospect again?

Knowing your metrics at each stage and your conversion options at this stage has many huge benefits:

Lost business is minimised – this can save you fortunes, and keep your competitors running hard

You are able to act in a timely manner to any deal that’s falling off the expected path

For more insights into what metrics to use – you can start by downloading – 7 Sales Metrics To Measure, Manage and Monitor

Sales Forecasting Using Highly Qualified Sales Funnels

You can identify weeks, months, maybe even years (depending on the sales cycle duration) what your sales figures will be…which means you can make corrective action to boost sales when you still have the time.

You will be able to continuously monitor the quality, profit, value of the business you’re chasing

No deal falls through the net

In fact, a strategic and robust highly qualified sales funnel answers all the management information questions you need to run your sales function like clockwork…of course you need a motivated sales team who honestly report activity and a sales methodology that’s robust enough to train sales teams to ask the tough questions, and this is where having the go/no-go gates really pays dividends.

Types of Sales Funnels

Building high quality sales funnels is not always a one off…in some instances you’ll need a sales funnel for different products and services because the sales process for those products and services is different.

This is where it’s worth considering how you are selling each of your products and services – some sales funnels maybe based on different sales methods – some of your products/services may respond better to Challenger sales methods, some will be SPIN based, some more strategically focused and often sales funnels need to be tailored to encompass various methodologies at different stages.

Note: this is reflected in the sales structure of the pitch, the reporting metrics and the no/no-go gates.

The Single Most Common Flaw with Building High Quality Sales Funnels Today…

Is this; firms forget that even though it’s called a sales funnel. It’s actually a Sales and Marketing Funnel!

If you start building your high quality sales funnels at the point where the sales process formally starts, you’re actually starting it half way through the process…and missing a vital, key stage in the sales funnel.

Other common flaws are:

  • Over filling the sales funnel
  • Not being quick enough to cut away or spend time re-qualifying prospects that have stalled
  • Using discounting to attempt to flush solid sales prospects through the sales funnel at a faster rate
  • Not focusing enough on filling the top of the sales funnel
  • Putting any sales prospect in there, rather than focusing on high quality

If you’re looking to at how you should be building highly qualified sales funnels in your business, you can call for a confidential chat 0779 002 1885

Alternatively, if you are looking for some insight into how your current sales funnel could be improved to further improve the sales results of you business, you can book your Sales Audit and get the results back within 10 days. Find out more here – Sales Insight and Fast Action Pack

Happy Selling


0779 002 1885

p.s. One of the other real benefits of a highly qualified sales funnel is that it makes recruitment of sales people and onboarding a breeze…call me to find out more

The Relationship Between Risk, Value and Price – Know the Implications

The Relationship Between Risk, Value and Price – Know the Implications

Risk, Value and Price

Risk, Value and Price, and how your explore these areas with the buyer are the cornerstones are sales success. Or sales failure.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex.

That’s a fact.

The relationship between risk, value and price in the eyes of the sales person is not always as well defined as it might be. In fact it is often confused and assumptive.

That’s an observation…based on extensive research.

For a win-win sale to be made there needs to be clear line of sight in the buyer’s mind in terms of the financial outlay versus the value received from the purchase.

This is closely related to the risks involved in both making that purchase and NOT making that purchase.

For the sales person, that’s a lot of things to uncover, explore, define and incorporate as part of the sales process.

That’s why the quality of the sales persons and their ability to openly explore  risk, value and price with the buyer needs to be razor sharp.

Some sales people do better than others.

Refusing to Explore the Risk, Value and Price Relationship Costs Sales

Some sales people will ignore the exploration to a large degree, hoping that the features and benefits will sell their solution easily enough.

This breed of sales person won’t exists for much longer. They create little value, they treat their product/service like a commodity and invite the buyer to do the same.

Often this leads to a no sale or low margin sale…and no-one really wins.

Some sales people will conduct a low level discovery around the issues associated with risk and value, maybe erring more on the value side than they ought. Quite often they’ll lose sales because they are simply selling the ‘positives’

According to Cialdini, an expert on influence and persuasion, people will invariably do more to escape pain then they’ll do to seek pleasure…and so now you can see why just selling the positives will stifle your sales conversion rates.

What’s the Buyer Really Thinking About?

A typical buyer, hearing a typical sales pitch will, primarily, rarely be focused on all the good things your solution will deliver. That’s a given. A tick box exercise completed before your appointment was dropped in his diary.

Instead, your typical buyer’s mind will be reaming through the endless list of risks involved. That’s the list the ambitious sales person concerns themselves with, because that’s the list that needs taking to pieces.

These risks will typically revolve around what happens if he takes your solution and pays your price.

BUT, there is a much bigger area of risk that buyers often pay scant attention to, even though they acknowledge it exists.

Some sales people, in their efforts to keep away from anything overly contentious, will avoid this MUCH BIGGER area of risk completely, and therefore deprive themselves of one of the most powerful sales tools, that, if only they could capture and use this, would almost certainly lead them to close more sales.

YET, still they stay away. Head in the sand. Ruled by fear.

So? How Can Uncovering this Unexplored Area Help You Get the Sale?

It is exploring this much bigger area of risk where the sales person can be of greatest value to the buyer. And in doing so can also positively and ethically help the buyer arrive at the most suitable solution.

The key element that is the missing link for many under performing and mediocre sales people is simple. It’s the discussion around the ‘cost of doing nothing’. The cost of not buying. The risk, value and price of NOT buying from you.

Whilst it’s crucial to remember that demonstrating value is the minimum entry level focus of the sales exchange, the sales person will rarely achieve the sales they could without consideration and balanced exploration of value against price and risk, both in the areas of ‘buying’ and ‘not buying’

What many forget, to their loss, is that there are two opportunities in a well defined sales process to explore pain.

Two opportunities to explore risk. Two opportunities to understand the buyer’s perspective on both.

Using both risk laden opportunities to their fullest extent, helps you and the buyer to shorten the sales cycle. Helps create raving fans. Helps you protect/defend your margins in instances where there is price resistance.

The relationship between risk, value and price in the eyes of the buyer/prospect is complex. Unraveling it for the buyer has a high level ROI. It’s more than worth the effort.

The relationship between risk, value and price in the eyes of the sales is often ill defined. It is often lacking clarity and focus. That alone is costing business, orders, margin and market share.

It needn’t be that way.

Discover how you can gain razor sharp focus in exploring risk, value and price during sales exchanges, because it’ll make the biggest difference to your sales conversion rate, your sales pipeline and your sales acquisition costs.

Just hit the link – Tell Me More

Happy Selling


0779 002 1885

p.s. You can check out Free Sales Improvement Guides from Morton Kyle Limited here.

p.p.s Subscribe to our weekly sales improvement and business development guide here – The Advanced Business Achiever

Fixed Price Sales Training | B2B Sales Training Courses

Fixed Price Sales Training | B2B Sales Training Courses

Fixed Price Sales Training Courses | B2B | Book Now

Fixed Price  Sales Training – B2B Sales Training Courses – Train up to 12 sales people for just £1,250

Book your date ASAP….and get next month off to a great sales start…because that’s how quickly you’ll see improvements if you use the sales skills, techniques and insights you’ll learn during the course.

Did you know that according to CSOInsights, 54% of sales professionals will NOT hit their sales targets this year.


How many of your sales team won’t hit their targets?

More than 54%? Less than that?

What’s the Gap Costing You?

I’m talking about the gap between what sales revenues your sales sales team should be hitting and where your sales guys are currently landing.

That Gap…what’s it costing you?

What’s it cost you in the last three years?

What’s it going to cost you in the next three years if you don’t do something about it?

Either way…it’s costing you something.

The Fixed Price B2B Sales Training Course will help you close that gap. Stop the sales leaks and give you a solid sales pipeline BECAUSE, here’s how I look at it.

If 54% of your sales team aren’t hitting target it means that you should be able to double your sales output without increasing your overheads, headcount or wage bill

The Fixed Price Sales Training Course – Selling Vs Buying – B2B Sales Training Courses

The fact of the matter is that sales is a fluid industry, and buyers are now setting the sales agenda in a far bigger way than every before.

That can seriously damage and challenge some sales people…hence the reason why more sales people typically fail to hit sales target than actually hit it.

Over the last 4 years I’ve been studying key reasons for failure or under performance in the sales team, here’s what I’ve found.

Sales people/teams tend to fail to hit their sales targets for a handful of key reasons:

  • Inability or poor attention given to filling the sales funnel with high quality profiled sales leads in the correct quantity
  • Failing to ask the right questions, in the right format, at the right time to allow them to close sooner, with higher prices and a higher level of buyer urgency
  • Leaving the buyer confused at the end of the sales presentation due to inability to close, or reticence around closing
  • Confusing the sales process with a free information and advice service
  • Treating all prospects as being of equal value – failing to qualify leads properly
  • Letting the sales process develop without digging for, exposing and dealing with explicit and implicit objections
  • Being scared of price.
  • Poor sales follow up process…80% of sales will require at least 12 chase stages…
  • Inability to create clear blue sky between their offering and that of the competitor

This course is designed specifically to address all of these issues.

The B2B sales and business development training covers all of the key elements associated with:
  • Filling the Sales Diary because every empty selling slot is forever lost
  • Keeping the Sales Funnel Flowing because a slow and congested sales funnel costs money
  • Efficient and Effective Sales Presentations because being able to influence, persuade, entertain and educate takes skill
  • Smart Sales Closing because working hard and not getting the business is just a crime.
  • Increasing Sales Conversions because success is addictive
  • Boosting Prices because being the cheapest is just a race to the bottom
  • Minimising Objections because the best sales pitches have zero buyer resistance
  • Creating Ongoing Sales and Business Development Leads because that’s just plain SMART!
  • Generating Cross Sales, Up Sales and Referrals …every time, because your competitors won’t be doing this
  • Building a Strong Sales Pipeline – Quality and Quantity because that’s how you build a scaleable sales function
Hitting Your Key Sales Drivers

Don’t think this is some out the box course, your fixed price sales training package will focus on your key sales drivers, prior to the course, we explore your key sales issues, so you know the training focus is geared to have the maximum positive impact.

These could be anything from losing business to competitors, relying to heavily on discounts, lack of loyalty with your customers or any other sales and business development issue, or combination of issues.

Your fixed price sales training package has you covered.

If it’s affecting your sales results, your profitability and your business performance then we obviously need to do something about it.

The Fixed Price Sales Training course runs from 9 am to 5 pm on your site and is:

  • High Impact
  • Practical
  • Full to bursting with proven sales improvement techniques you can use IMMEDIATELY
  • Focused on getting the highest possible ROI back into your business as fast as possible
  • Maximising conversion rates, profits, market wins and time

To discuss your specific sales issues and how the Fixed Price Sales Training course can help you – email or call 0779 002 1885

Feedback from recent attendees be found in the ‘Client’s View’ section which you’ll find at the top of the page.

For all your internal B2B Sales Training Courses you can also register to receive your free copy of The Advanced Business Achiever , it’s delivered weekly, totally free to your inbox and covers Sales and Business Development Insights to help you boost and improve your sales performance, it’s great for using in the sales meeting, board meetings and generally as part of ‘staying up to date with the world of sales’…Just hit the link The Advanced Business Achieve

*Expenses will be charged at cost for delivery over 30 miles of S1

Book your fixed price B2B Sales Training Courses today and see what your sales team is REALLY capable of.