This interview-style podcast featuring Mack Sundaram is presented by Brian Burns, a widely known podcaster, writer and sales leader. In this episode, Mack identifies common mistakes C-Suite leaders make and how those are producing sales results difficult. He also shares a “mutual close” technique to recalibrate deals, to navigate “prospect-driven” selling processes and how to 10X results. After listening to this podcast, you want to get up and start reinventing your sales pipeline in the rapidly changing, twisting and turning sales environment – the perfect storm of B2B sales.
Why your renewal rate is NOT growing in 2018
RainmakerForce turns renewal sales into a science. Companies instantly determine
which specific actions motivate buying and also whether any given customer is likely
to renew, is on the fence and if they can be influenced. Reps can reach out to
customers with the right messages with the right offer and at the right time
Sales Freakonomics: Are you afraid of success or afraid of
Did you know that people not only fear the bad, but also the good? If you were asked, as
a salesperson, what scares you more, you’d say “fear of the bad.” That’s logical.
However, it so happens that salespeople aren’t actually aware that they fear the good
also, and there certainly back it up!
Let’s start by asking what you fear, success or failure? In a study...
Here’s another 27% revenue to improve your End-of-Quarter numbers!
There is no free lunch in life. You already know this! But since you are reading this, you
also are an executive leader who understands the costs of revenue and are sensitive to gross
vs. net margins. Now, let me ask, are you aware of the costs involved when your reps are in
a Quarter-end push to hit their numbers?
Letter to a sales leader: Think… Show me the Moxie!
How many, “The 8 sales actions you need to take…,” “Top 6 sales best
practices…,” “The 5 sales metrics you must have…” and so on have you read? Let’s be honest.
Are there are only so many things to do to become different
or successful or better? Is life so simple and someone has figured it out?
Who are we kidding! We read these articles because they are...