“What types of questions are you asking your sales professionals? How do you figure out which opportunities are real and which ones aren’t?” – Ian Altman

Why do some sales teams flourish while others struggle? What do good teams do so well that other companies don’t?

Recently, I’ve been working on a new book coming out in 2019. As part of my research, I interviewed executives at high-growth companies and come to understand why some companies are able to grow so fast while others have a hard time getting off the ground.

On today’s episode of Same Side Selling, I discuss what makes some teams excellent and others just mediocre.

Listen to this episode and discover:

  • What differentiates top performers from the rest of the crowd.
  • Why (and how) the best teams practice every single week.
  • Some key questions that every sales team should be asking.
  • And so much more…

Episode Overview

Surprisingly, the best companies on earth are able to double their numbers without increasing their workforce. It doesn’t necessarily take more people to do more business.

In fact, it’s quite the opposite. Some of the best companies are able to sell more by shrinking their teams. The key is for everyone to work as effectively and efficiently as possible.

Today, I talk about:

  • Shifting the client’s focus from price to value.
  • What great companies do to shorten their sales cycle.
  • How to make your company stand out from the competition.
  • Specific things you can do to win a higher percentage of opportunities.
  • The importance of weeding out customers who aren’t the right fit.

Too often, sales teams spend valuable time sharing information that everyone could easily learn from their CRM platforms. For the most part, they spend hours talking about who is pursuing which opportunities and how those pursuits are looking.

But, the best teams don’t ask these questions. Instead, they spend their time deciding whether an opportunity is even worth the effort.

There are a few key factors that distinguish great sales teams from everyone else. If you’re looking to take your game to the next level, tune into this episode of Same Side Selling!

Thanks for listening!


More information about the Same Side Quadrants 

This episode is also available on The Same Side Selling YouTube Channel.

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What’s On Your Mind

As always, this episode provides inspiration, entertainment, and an actionable message that can drive remarkable results. If you have any questions for a future episode, contact me.

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