Nov 21

Sales Advice You will Absolutely HATE

By Kelly Riggs | Sales + Leadership

Let’s quit messing around and get down to it. There is one reason – and one reason only – that you don’t hit your number. One. Reason. Only. You just don’t have enough opportunities in your pipeline. PERIOD. I don’t care if you close an abysmal 1-out-of-10 deals. I don’t care if your average deal size is 25 percent lower than everyone else. Regardless of your win rate and deal size, if you put enough deals in the hopper, you WILL hit your number.

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Nov 07

The Insanity of Sales Managers

By Kelly Riggs | Sales + Leadership

Unfortunately, the whole concept of insanity seems to be lost on many sales managers. Salespeople will produce the same mediocre results over and over, but never change a single thing they are doing. In many cases, they resist any kind of change, insisting that what they do actually works! The problem, they say, is a sluggish economy, or a product that lacks key features, or a marketing initiative that falls short, or a set of circumstances that is working against them. Anything, of course, except what they are doing. Over and over and over…

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Nov 01

Customer Service? You’re Kidding Yourself

By Kelly Riggs | Sales + Leadership

A week doesn’t go by that I don’t encounter bad customer service. I suspect most people could make the same claim since it’s increasingly difficult to find companies that are focused on providing genuinely exceptional service. But, do you know what all those companies with inadequate customer service have in common? Answer: They claim that customer service is one of their priorities or values. In fact, if you asked them about their service they would insist it’s very good. And they are kidding themselves.

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Manage your time
Oct 24

How to (Profitably) Manage Your Time

By Kelly Riggs | Sales + Leadership

Given how ridiculously easy it is to prove the value of time, salespeople are incredibly cavalier about giving it away. Trust me when I tell you that the average salesperson easily gives away 3-5 hours per week. In many cases, the number is as high as 8 hours per week. Every week. But what if you had that time back and you used it to do just one thing: develop new opportunities? Is there a possibility your results would change in the next three months?

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Jun 20

Effective Salespeople: Why Only 23%?

By Kelly Riggs | Sales + Leadership

I’ve never known a company to accept 60% production efficiency, or 75% data accuracy. In the realm of BIG numbers (think Amazon or UPS), a company can’t afford to accept even 99% as a benchmark for success! Amazon, for example, ships approximately 1.6 million packages per day, which would mean – at 99% accuracy – 16,000 mistakes PER DAY. So, here’s what I want to know: Why do companies routinely accept 1-out-of-4 as the standard for the percentage of effective salespeople?

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