What is the number one indicator that you will win or lose a deal?

For complex, enterprise deals that require prospects to make significant changes, you need a coach within the buyer organization. We analyzed almost 10,000 complex sales opportunity records from several of our SalesSparx Shared Vision Selling (SVS) clients. The data point most correlated to Win Rate was Coach. But not all Coaches are the same. There are two basic types of Coaches: Talkers and Doers. While either type is better than none, Doers are best. How do you spot a Doer? They are skeptical and ask hard questions. They love their organization and do not trust easily. Inexperienced sales professionals will often gravitate to the Talker who gives them “happy ears” and tells them what they want to hear. However, once you show a Doer you can be trusted and add value, they will be the best coach and champion. So what do you do now? Update your CRM to capture the Coach data field. Use the data values “None,” “Talker,” and “Doer.” A Coach/Doer increases the win rate of our SVS Clients by 60%+. Teach your sales team how to find and nurture Doers and see your win rates soar!
salessparx authority magazine

5 Tips for Your B2B Marketing Strategy

The article is reprinted from Authority Magazine. The B2B marketing landscape is a complex and evolving space, with its unique challenges and opportunities. Navigating it effectively requires well-thought-out strategies and insightful tactics. With a myriad of...

The Death Of The Traditional IT Staffing Model

The Death Of The Traditional IT Staffing Model

I was at VIVE 2023 and ran into my good friend Eric Utzinger who started Revuud a couple of years ago, a platform for matching health systems to healthcare IT talent. His company is the future of health IT staffing. The primary value a staffing firm adds is finding...

How Does Salesforce.com Grow Their Revenue 100% Each Year

How Does Salesforce.com Grow Their Revenue 100% Each Year?

Design Thinking drives their sales process (Forbes, Jan 15, 2019 – Why Design Thinking Is The Future Of Sales). Design Thinking was first used for urban planning and later adopted by Apple to rapidly innovate product design. But sales is the latest and greatest...

The 3 Golden Rules Of Selling

The 3 Golden Rules Of Selling

Several years ago I had just been promoted to a sales VP role, and my new boss wanted to meet to do some “sales training.” He was a former, very successful, partner at a Big 4 firm where I worked earlier in my career and I braced myself with my notebook and pen...

Stop Making The Solution About You!

Stop Making The Solution About You!

The proposal stage is a common sticking point in the sales process that delays the sales cycle.  Why? Often sales teams listen well in the Discovery Stage, but do not tailor their offering sufficiently to address buyer pain points. This incomplete connection leads...

Hit your numbers- No Excuses!

Hit your numbers- No Excuses!

I remember the first lunch I had with my boss after I was promoted to a sales leader role. He congratulated me and said, “I am going to give you the best sales advice you will ever hear.” The ambitious 26-year-old I was, that really made me pay attention. This boss...

How To Sell To The C Suite

How To Sell To The C Suite

Cs (CEOs, COOs, CIOs, etc.) speak their own language. They are focused on strategy, team-building, market share, growth, margins, competition and capital allocation. Before you meet, do your research on their company and have a point of view about how your offering...

What Is Disruptive Innovation

What Is Disruptive Innovation?

What is disruptive innovation? It’s a question most new business owners have, and it’s a valid one. The theory of the phrase came to fruition in 1995. Now, it’s one of the most important terms regarding exponential company growth. It’s not only for new business...

How To Get Ahead Of The Competition

How To Get Ahead Of The Competition

Are you wondering how to get ahead of the competition? There are millions of companies out there running full steam ahead, but are there ways to be the best in your department or field? Absolutely! At SalesSparx, we specialize in sales acceleration using...

3 Tips On How To Make Sure Your Company Stays Relevant

3 Tips On How To Make Sure Your Company Stays Relevant

Having your own business can be exciting, but it also means keeping up with the fast-paced world of online marketing. Unfortunately, marketing on digital platforms isn’t something most people grew up doing. Within the last decade, the way we consume information has...