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May I Introduce… My New Keynote Speaker Demo Reel

May I Introduce… My New Keynote Speaker Demo Reel

I’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...
Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark

Sales Prospecting: 5 Reasons Why Your Prospect Goes Dark

Building a better sales pipeline is a lot like that famous lyric from Kenny Rogers’ The Gambler: “Know when to walk away, know when to run.”

Through my years as a sales leader, I’ve learned that, despite our natural instinct as sellers to fight to win every sale, sometimes it’s best to walk away when the prospect goes cold.

In the February issue of Top Sales Magazine, I reflect on a recent situation where a prospect went cold, explore five reasons why it can happen even to the best of us, and share some strategies you can employ to tackle the challenges when they arise.

Loyal Clients: A Modern Sales Game Changer

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.

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