Steven Farrell, CSP

When selling, boil the sale down to one decision. The call agenda isn’t “to see if you’re a good fit for our program/service” It’s “to decide whether you’d make more money working together than on your own.” Etc. Clarify to ONE decision. And the moment they say yes, close. Credit: AlexHormozi on Twitter/X

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Why some reps close at 7% while others close at 40%? It’s not luck. It’s the words they use. The difference isn’t in the product. It’s in the frame of the conversation. 👉 Instead of saying: ❌ “Do you want to buy?” Say this: ✅ “Based on what you’ve told me, here’s how this solves your problem. Does it make sense to move forward?” This one shift: • Positions you as a problem-solver, not a pusher. • Builds trust because you tie the close to their words. • Increases close rates instantly. 📌 Sales isn’t about pressure. It’s about clarity. Get clear, and watch your close rate jump. 👉🏻 Follow Pavel Ketsuk for more such amazing content 👉 Follow Sales Tips for no-fluff sales tips.

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“A/B split test everything." 💬 That’s the advice JB Sales CEO John Barrows would give his 21-year-old self. In a conversation with LinkedIn for Sales’ Jason Everitt, John shares how sheer hustle fueled his early career — but it was intentional learning that really accelerated his growth. John’s advice to young sellers? Don’t just go through the motions. Experiment, analyze, and iterate on the work you’re already doing to get better with every rep. What advice would you give? Share it below 👇 #B2BSales #SalesTips

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𝗠𝗼𝘀𝘁 𝗽𝗲𝗿𝗳𝗼𝗿𝗺𝗮𝗻𝗰𝗲 𝗶𝘀𝘀𝘂𝗲𝘀 𝗮𝗿𝗲𝗻’𝘁 𝗽𝗲𝗼𝗽𝗹𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀—𝘁𝗵𝗲𝘆’𝗿𝗲 𝘀𝘆𝘀𝘁𝗲𝗺 𝗽𝗿𝗼𝗯𝗹𝗲𝗺𝘀. When sales teams underperform, the instinct is often to train more, coach harder, or tweak comp plans. ⭐But here’s what we’ve seen after working with Fortune 100 and 500 teams: If even one of the six arrows in your performance system is misaligned, results stall—no matter how capable your people are. This video breaks down how we diagnose and align the six arrows to create sustained, scalable impact—starting with your top performers. 📹 Watch the video—and ask yourself: ❓Which arrow in your system is out of sync? 💬 Comment or message me if you want to unpack this in the context of your team. ♻️Missed the original webinars? 📽️ Watch "Cracking the Code: What Top Performers Do Differently and How to Scale Their Success: https://lnkd.in/gmDJGZVg   📽️ Watch "Beyond Skill: The 6 Forces that Make-or-Break Sales Performance: https://lnkd.in/eDCzhxYJ

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Hiring “natural” salespeople won’t fix a broken sales process. Talent alone doesn’t create consistency—training does. The best teams don’t rely on charisma; they build systems that elevate everyone. If your sales performance is flat, don’t look at your people first—look at how you’re training them. https://lnkd.in/gCDwRMBJ #SalesTraining #SalesLeadership #B2BSales #SalesPerformance #SalesStrategy #Enablement #SalesProcess #SalesCoaching #PRECISESelling #RevenueGrowth

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➡️ Most new producers don’t realize how much activity it takes to succeed. If you don’t set clear expectations early, they’ll struggle to hit their targets. Instead, use goal setting & data-driven guardrails to guide them: ✅ Dials → Conversations → Appointments → Deals Closed ✅ Understand close ratios & account sizes ✅ Create structured expectations for success How do you keep new producers accountable? Comment below!

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Sales scripts are like training wheels—they’re great to get started, but they’ll trip you up if you rely on them too long. Real connections don’t follow a script. Ditch the robotic lines, listen actively, and tailor your approach to each prospect. That’s how deals are won. #SalesTips #AuthenticSelling #InnerGame

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Sales isn't about chasing results. It's about doing the right things, consistently. Making the call. Sending the follow-up. Booking the next meeting. That's where the real magic happens. The #1 reason reps miss out on deals is they fail to take action. 🚫 No outreach = no opportunity. It’s easy to stay motivated when you’re on a winning streak. But what about when you’ve had a rough week full of “no’s”? That's when it really counts. Stay consistent with your behaviors. Because over time, the right actions compound and lead to the right results. Use a cookbook of daily/weekly behaviors to stay on track—calls, meetings, LinkedIn touches, follow-ups. Stick to it. Refine it. Trust it. 💡 What behavior have you been avoiding that, if done consistently, would move your pipeline forward? #salesadvise #salestip #sales

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Salespeople aren't the problem. It's sales management. The idea of focusing on fewer, higher-value accounts never crosses their minds. They rely on what they've always done and thought: 🔨 More accounts sold 🔨 More PODs 🔨"Nobody ever made a sale sitting in the office." 🔨"I want you on the street 80% of the time." 🔨 "Ask for the order." When all you have is a hammer, everything looks like a nail. I once knew a sales leader whose favorite rallying cry was "Let's kick some ass!" Every time I heard it, I'd think to myself, "That's not very strategic," and "Well, exactly whose ass are we kicking?" For whatever reason, the wine & spirits industry is chock full of sales leaders who think applying pressure to the sales team is the way to move the needle. To accept this results-by-volume approach, you must ignore (either intentionally or unintentionally) the reality that not all accounts have equal value. Accounts sold and PODs are what I call "hollow" KPIs. Mattering more to fewer but well-chosen accounts is the key to accelerating sales. Velocity, retention, re-order rates. These are the KPIs to track now. In their defense, there was a time not long ago when pursuing a wide-and-thin approach worked. Expanding points of distribution and accounts sold were key strategies for building brands. But that was when there were 1/10th the number of brands on the market than there are today. The path to sales success now belongs to the selective. To the strategic. Narrow and deep is the smart move now. Times have changed, but most sales leaders haven't changed with them. So I decided to do something about it. If for no other reason than to let smart, strategic salespeople everywhere know they're not alone. My new online course, called "Relentless Depth" (just launched this week), teaches sales pros WHY the inch-wide-mile-deep strategy beats wide-and-thin every time. But more than that, it shows HOW to execute it. This new course doesn't just share information; it offers transformation. Want to see the detailed curriculum? Check it out here: https://lnkd.in/gKVHW_jj

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"Half ass, quarter ass." I learned this sales leadership lesson back in 2009. Here's the key idea... Your reps will model your behavior. And most (not your top performers) will bring about half the care, attention, and energy into selling that you do as a leader. So you have to give 100% anytime you're teaching or working deals with them. You have to model excellence. Because they'll do about half that... And here's where you run into trouble... When you "half ass" things as a leader. You don't always show up on time. You don't always follow up. You don't show up to calls prepared. You guessed it...your reps will do half of what you do. Half of a half is a quarter. You get it. Mark Hunter said it best: "Your team will never bring more 'game' to the game than you do." Culture starts at the top. Catch the rest of my interview with Mark here: https://lnkd.in/eDWyrXKz

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Too many sales reps lead with features. High-performing reps lead with listening. When you uncover the language of finance, operations, or the CEO you’re not selling, you’re connecting. Want to close bigger, strategic deals? Start by speaking their language. #SalesTraining #B2BSales #ClientRelationships #StrategicSelling #SalesLeadership #BusinessGrowth #StrategicGrowthGroup

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SELLING IS TEACHING. Credit to Jerry Acuff for his powerful words, thoughts, and ideas that continue to shape how we think about sales. In every successful sales conversation, something is taught—and something is learned. When your customer walks away saying, “I didn’t know that,” you’ve added value. The role of a great salesperson is to become valued and trusted. How do you do that? You teach. You listen. You uncover what matters. And then you help them get it. Sales isn’t about pushing a product—it’s about providing insight that shifts perspective. It’s about guiding someone to a better outcome. When done well, sales isn’t transactional—it’s transformational. #Sales #Teaching #JerryAcuff #Trust #Value #SalesLeadership #SW3equalsN #RelationshipsMatter #ProfessorOfSales

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Most salespeople have no idea how their prospects actually buy. In this clip, Doug Lotierzo breaks down why understanding a prospect’s buying system is a game-changer. Watch the clip.👇 #sales #salestraining #buyingprocess #SalesEssentials #B2Bsales

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Brian LaManna – Gong AE and 7x President’s Club winner – knows what it takes to level up as a seller. One of the biggest gaps he sees? Coaching. Nearly half of reps say they get none. But waiting for coaching isn’t a strategy. Brian breaks down how to manage up and take ownership of your own growth: “𝗡𝗲𝘅𝘁 𝟭-𝗼𝗻-𝟭, 𝗯𝗲 𝗶𝗻𝘁𝗲𝗻𝘁𝗶𝗼𝗻𝗮𝗹: - Share what motivates you and your ‘why’ - Share you desire more coaching + feedback - Share what you need from them to unlock your potential 𝗠𝘆 𝗥𝗲𝗰𝗼𝗺𝗺𝗲𝗻𝗱𝗮𝘁𝗶𝗼𝗻: -Align on 1 focus area with your manager -Tell them YOU will proactively tag them in 2 calls per week (in specific moments) where you want that coaching. No need to dig. -Ask for their buy-in that they will review it and leave specific feedback, prior to your 1:1 Take extreme ownership of the entire process. As you would for a prospect or deal.” This is gold from someone who’s walked the walk. Thanks for sharing, Brian 🙌

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Want to get better at sales? Start by asking better questions. The best salespeople aren’t the best talkers—they’re the best listeners. Better questions lead to better conversations, and better conversations lead to better outcomes.

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I've seen 99% of salespeople make this mistake on calls. This is one of the most common 'bad' habits in sales.  𝗢𝗿𝗮𝗹 𝗳𝗶𝗹𝗹𝗲𝗿𝘀. They clutter your calls, dilute your credibility, and distract from your message. Replace them with pause and presence. #sales

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How do you build a sales team that consistently hits 22 deals a month—per person? Jonathan Dawson laid out the playbook. He calls it Mission 22, and it rests on three pillars: • Belief – Leaders must believe their team can and should hit the goal. • Blueprint – A clear plan for staffing, incentives, and accountability. • Behaviors – The daily actions that drive consistent sales. Watch the full episode here ⤵️ YouTube: https://cbtnews.co/4mhjz4T CBT News: https://cbtnews.co/3V0zM2h ——— Thanks to our sponsor: Joe Verde Group (https://www.joeverde.com/)

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The reps who plan their calls win deals. The reps who plan their strategy build careers. _________________________ FREE BONUS RESOURCE: Sales KPIs Explained on One Page: https://lnkd.in/e2mC45mt) _________________________ Most sales reps operate at the activity level calling, emailing, and following up. Top performers think in systems. They know exactly which level drives the next win. Here are the 4 levels of sales success: 1. Territory Strategy → Market and account planning. Decide where to play and how to win. 2. Account Strategy → Stakeholder mapping, penetration plans, and multi-threaded outreach. 3. Opportunity Strategy → Qualification, competitive positioning, and deal control. 4. Activity Strategy → The daily calls, sequences, and follow-ups that move deals forward. Activity creates motion. Strategy creates momentum. Which level do you think most reps overlook? 📬 Subscribe for proven sales frameworks, daily insights and free resources: https://lnkd.in/eYDurXJp

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