It’s not what you sell but how you sell
Win rates have been on a constant decline for years now. Research shows any deals over $100,000 are won at an average of 17%. That’s less than 1 in 5. Price or feature parity exists, products and [...]
10 Important Questions To Ask Before You Appoint Your Next Rural Sales Training Provider
Getting your rural sales team sold on training isn’t easy. Like poor sales people that have gone before them, poor sales trainers makes your job that much harder too. Getting your team excited [...]
Let’s call out Marketing for what it is
I want you to ban the word Marketing in your rural business and call it Sales Support instead. Brace yourself for the howls, complaints and massive amount of crap you’ll get when you put [...]
[Rural Sales] The Difference Between Pains And Problems
The problem with problems is they are public, whereas pains are private. We have to get past problems to get to pains because when something pains us, it is specific and sensitive to us. And when [...]
The Best Sales Presentation Is The One You Never Make
When you go to the Doctor you present your problem to them. They don’t present your problem to you. We call it a consultation. You give them information by answering their questions and [...]
[Rural Sales] Why Consumption Comes Before Conversion
Most rural sales reps I know fail because they are too eager to sell. They push and pressure their buyer. They want to close and convert too quickly. As a result, they make no sale because their [...]
How To Halve Your Rural Rep’s Ramp Time
Research from Accenture shows that 42.5% of sales reps take 10 months or longer to hit their straps. That means 10 months before they’re making you money, instead of costing you money. The [...]
7 Things You Should Never Say In Sales
Traditional sales training has a lot to answer for. Here are seven of the weakest sales questions we hear when training or observing rural sales teams. Usually the reason these situations occur [...]
Are You Doing Sales Debriefs?
The top rural sales professionals always plan and prepare pre-their sales meetings. That’s what makes them super successful. Now imagine what would happen if you and your rural sales team [...]
Fail To Follow up, Fail To Make Sales
Most rural reps I meet fail to follow up. Yet research shows the final 8-12 interactions is where 80% of all sales are made. This means if you or your rural sales team are failing to follow up, [...]
