What is Self Leadership and Why Should Your Sales Training Program Embrace It?
One of the best ways to foster innovation and performance is through autonomy. Even if you don’t have a leadership title within your organization, you can still be a self-leader. Self-leadership describes how you lead your own life – setting your course, following it, and correcting as you go. Hone these five skills to elevate your impact as a self leader,
Maximize Your Sales Kickoff in 2021Whether you’re a sales leader or an individual contributor, you probably have a sales kickoff in your future. This is The Modern Seller’s guide to maximizing your sales kickoff experience and making sure that you take away the strategies that you most need...
3 Fresh Strategies for Selling Through DisruptionThe arrival of COVID-19 changed the way we live, work, and sell. My friend and fellow sales expert Tibor Shanto launched a video series to share insights on how to positively approach the times we are in. I was pleased to be his guest on a recent episode. In our...
May I Introduce… My New Keynote Speaker Demo ReelI’m excited to announce my new keynote speaker demo reel, and I want to thank my clients, partners and friends who helped bring it to life. This new video showcases how I can help your organization transform sales culture, ignite sales growth, and build high-impact...
Loyal Clients: A Modern Sales Game Changer
Today’s topic in The Modern Seller video series is client loyalty. It used to be that satisfaction was the highest measure of success, and it’s still what many companies measure. But in the new sales economy, satisfaction is merely table stakes. Gallup has done research in this space and found that only 29% of our clients are truly engaged with us. Loyal.
That leaves up to 71 percent of clients that range anywhere from very satisfied to completely disengaged. These are the clients that can be swayed to move elsewhere…even the satisfied ones.
Modern Sellers are what I call Ambassadors. They’re skilled at cultivating loyalty and building long-term value. Because they take this long view, it’s a game changer for sales growth. The likelihood of expanding your sales into an existing loyal client is between 60 to 70 percent. The likelihood of selling to a net new prospect is only 5 to 20 percent.
To cultivate greater selling power, there are three common loyalty traits that are worth building in your best clients. I discuss these more in this week’s video.