BLOG

  In complex sales, indecision—not competition—kills deals. Learn how sales leaders can facilitate better executive decision-making and move opportunities forward with confidence.   *******   My friends at Membrain.com shared two eye-opening statistics with me. Here’s the first one: 61% of sales losses are due to non-decision and not competitive loss. This means that your current pipeline may contain only 39% of opportunities that are truly decision ready.   How do we improve this? It involves a key mindset shift you must make about your role in the client’s decision process, and then a fresh approach to your sales conversations.   In this week’s video I share more on this, so you can make the most of the time you’ve earned with executives and decision makers. (And I also share the second statistic you’ll want to know!)   Key Takeaways Why 61% of sales losses happen due to...

***** Cross-selling is a growth strategy and sales strategy that is an underused revenue accelerator. In this video, Amy Franko explains how to uncover new opportunities in existing accounts to drive profitable growth, strengthen loyalty, and outpace competitors. Key Takeaways Cross-selling or cross-servicing adds new products or services to existing clients to expand value and revenue. Cross-selling or cross-servicing protects your investment in long-term client relationships. Discussing new client problems creates a competitive buffer. New solutions in established accounts often come with higher margins. Account reviews and ongoing meetings are prime moments for cross-sell conversations.   Why Should I Watch Amy Franko’s Video, Cross-Selling Strategies for Profitable Growth: How to Expand Revenue Inside Existing Accounts Today’s buying environment is filled with indecision, lengthy timelines, and...

Key Takeaways: B2B buying decisions slow down when too many challenges are presented at once Narrowing the playing field helps decision-makers focus on one or two priorities they can act on now Smaller, focused proposals reduce risk and speed up approval A narrow initial scope often leads to larger engagements over time This strategy helps sales teams move deals forward in uncertain buying environments How Can Sellers Speed Up B2B Buying Decisions? Narrowing the playing field speeds up B2B buying decisions.  Buyers stall when too many options compete for attention. Executive buyers want to move forward, but complexity creates hesitation. In the video below, Amy Franko breaks down a simple strategy that helps leaders and decision-makers move through decisions faster: narrowing the playing field. This approach helps sales and consulting teams reduce indecision, shorten approval cycles, and get proposals...

Key Takeaways: Client indecision is a reality, not a personal sales failure. You control how you show up, even when buyers delay decisions. Open dialogue builds trust when urgency is low. Advisory conversations move deals forward faster than pressure. Immediate business impact drives momentum, even in uncertainty. Why Are Sales Teams Facing So Much Client Indecision Right Now? In today’s uncertain business environment, sales teams across industries are facing a common challenge: client indecision.  Proposals are being delayed, projects are being canceled, and even strong opportunities are stalling. When decisions aren’t seen as immediately critical to the business, progress halts.   What Can You Control When Market Conditions Stall Deals? While you can’t control market conditions or internal client politics, you can control how you show up in conversations. By shifting your mindset and focusing on...

Trade shows and events are among the biggest investments in any sales organization’s budget — and often among the hardest to measure in terms of ROI. From planning and execution to post-event follow-up, getting these right can mean the difference between wasted spend and high-value relationships. In this video, I break down how to get more out of both curated events and large-scale trade shows as part of a sales strategy, along with a simple three-phase approach to maximize results. Key Takeaways Blend both event types: Curated events build depth; large trade shows build reach. Think in phases: Pre-plan with a clear business case, execute with purpose, and follow up with precision. Track everything: Data drives better decisions for future events. Position yourself as a thought leader: Whether on stage or in a breakout room, influence often begins with visibility. Plan for the long game: Not every...

As 2025 winds down, every sales leader is laser-focused on how to close the year strong and set up early momentum for 2026. One of the smartest ways to do both? Strategic account planning. A well-built account plan helps you defend and grow your existing client base, identify cross-sell and upsell opportunities before competitors do, and position yourself as an indispensable partner heading into a new fiscal year. Everywhere budgets are tight and client expectations are rising—leaving revenue to chance is not an option. Now is the time to double down on your key accounts and plan for growth that’s predictable, sustainable, and scalable. ******* In Salesforce’s State of Sales research, sales leaders identified three key revenue channels they expect to drive their sales forecasts in the coming year: Run-rate business from existing clients Cross-sell opportunities within those clients Upsell opportunities to...