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The One Thing

An effective sales coaching program is key to developing a high performing inside sales team. At SalesRoads, we built a rigorous sales coaching program where everyone on our inside sales team has a regular coaching from their designated manager. We found that our appointment setting reps would emerge from their coaching session with many new ideas and actionable concepts, but after a few days most, if not all, of these key takeaways were all but forgotten. As a result, our coaching program did not have the impact that we wanted on sales and appointment setting performance. We knew that there had to be a better strategy for sales coaching.

It was not until I read Gary Keller’s phenomenal book, The One Thing that I realized what we were missing when it came to our sales coaching program. Keller argues that the key to success in business and life is not to do more things, but rather to focus on The One Thing that will have the biggest impact on achieving your goals. When reading his book, a light bulb went off for me as a sales coach.


Sharing Our Keys to Success

Welcome to Success, the SalesRoads Blog.

In the following articles, we will share with you some tips, tricks, and ideas that you can easily implement in your business development efforts.  These are some of the same tactics that we use in our appointment setting and sales outsourcing programs, which have been delivering triple-digit ROI for our clients for a decade.  Even if you don’t continue reading, we hope that you implement our 3 Keys for Sales Success.



Selling Value in a Feature-Rich Society

People don’t want to buy a quarter-inch drill, they want a quarter-inch hole.
~ Theodore Levitt

Mr. Levitt is credited with (among other things) giving us this popular anecdote, succinctly explaining that buyers aren’t interested in the ways and means, they’re interested in the end result.

With technology becoming more and more ingrained into business processes, sales teams have begun to mimic the sales techniques of their IT providers – offering features, versus benefits and values. For those that may not be familiar with the distinction between the two, here’s a quick lesson – features talk about the product or service; while benefits talk about the gains or results the end-user will receive from using the product or service. More simply put, features focus on you, while benefits focus on your prospective clients.  (more…)

The Domino Effect

The domino effect is a chain reaction when one motion sets off a series of similar events – such as a row of dominoes falling.  In sales, the stages of our sales process set the dominoes up and when we initiate that process, we push that first domino and the chain of events begins.  The problem is that undisciplined salespeople follow the natural human tendency to cut corners – everyone at some point in their lives have done this, present company included.  But in sales, this can also set off a dangerous set of events which leads to reduced conversions, sales, and even profitability.

The domino effect works to explain how modifying the sales process can actually benefit, and then hinder the sales process.


It’s Not 1992 Anymore…3 Tips Bring Your Prospecting Efforts Into The 21st Century

1992 gave us some great things – Windows 3.1 made desktop publishing viable on a Windows PC, Space Shuttle Endeavor brought us back to space after the Challenger tragedy, and the US Olympic Men’s Basketball Team, dubbed the “Dream Team”, crushed every other country’s dreams of Olympic Gold.

In addition to that, Glengarry Glen Ross made its big screen debut, giving us great sales lines.

Coffee is for closers!

A-B-C, Always Be Closing!

These are the Glengarry leads…

One thing it also gave us was age-old sales tactics.  The world has moved on, but why are we still prospecting like it’s 1992?

Oh, have I got your attention, now? (more…)

How To Earn The Right To Pitch, In 27 Seconds

When a decision maker answers your call, you have 27 seconds to earn the right to pitch your product or service.  That’s it, just 27 seconds.  And a lot needs to be done to earn that right – Who are you?  Why are you calling?  What do you want? – and you must do it in a fleeting moment with near surgical precision.  At this point, you may be asking why this post has odd formatting or sentence structure.  I would love to explain why, but unfortunately at the end of this sentence, my 27 seconds are up!

You cannot say hello then just straight into a pitch and expect the call to be successful.  Introducing yourself, and earning the right to pitch is one of the most important parts of prospecting.  Doing it right is the key to every successful sales team. (more…)

When You Should Avoid Asking Yes/No Questions

My biggest pet peeve is callers who ask questions where the only logical response is either ‘yes’ or ‘no’ – also known as close-ended questions.  Decision makers are more intelligent than many companies realize, and they can see through qualifying questions, and manipulate their responses to avoid sales calls.  Asking close-ended questions can be a powerful part of a sales call, but only if used at the proper times and in the correct way.