View in browser | Send to a friend

APRIL 2021

"Move ‘em Forward or Move ‘em out."

- Kristie Jones

"My 2nd favorite word is No!" That's what my former employee James was famous for saying. It's great when your prospect does you the favor of saying no, but most times their actions and words will sound more like, maybe. That puts the pressure on you to decide when a maybe is really a no. The trick is to be confident about when to pull the plug on a prospect and move 'em out. If you're not making forward progress with each call, email, or meeting then you need to stop and ask yourself, what are the chances this will close? Your confidence might wain at any time during the sales cycle from a cold outreach conversation to after you've sent a contract with Ts and Cs. You need to be able to identify the red flags that might pop up along the way and then take appropriate action to get the deal back on track or decide it's time to move on.

Read More Now »

Webinars & Podcasts

Accountability is a Sale Strategy

If you missed any of my 4-Part Series on Accountability you can watch the recordings now! I provided several documents that included:

Key takeaways
How to interview for accountability - Behavioral-based interview questions
Blog post on accountability

Check It Out Now »

The Earning Curve Panel Speaking Series: Build Meaningful Accountability into the Sales Function

If you missed the Earning Curve’s panel discussion on Accountability watch it now! We Covered:

What does "accountability for sales" look like and why is it so tricky to implement for sales teams?
What are the primary characteristics of an effective sales accountability structure?
And if the current accountability structure is deficient, where do you start for creating meaningful accountability for the sales team?
How do you interview for accountability and why is that sometimes the fastest path to building accountability across the entire sales team?
Why is it so hard to hold sales team members accountable consistently and how do you address common fears sales managers have when trying to tackle this problem?

Check It Out Now »

The Sales Acceleration Strategy

We are helping Founders accelerate revenue by:

» Evaluating current people, processes, and tools.

» Strategizing a more effective and efficient course of action.

» Executing on the strategies we believe will have the greatest impact on revenue in the shortest amount of time.

Let us know if we can help you in 2021!