Why Your “Hot” Leads Aren’t Buying

Why Your “Hot” Leads Aren’t Buying

Marsue Sams is a Sales Growth Specialist with Braveheart.  She is a passionate sales strategist and coach with over 20 years of award-winning corporate sales and sales leadership experience.  Marsue has written multiple sales guides and motivational sales programs for a wide variety of organizations during her time in corporate America and has spoken at national and regional user-group meetings.

I have seen many sales people fall into the habit of believing that anyone who requests information about your product or service is ready to buy. This is a dangerous mindset and a huge time and resource waster.  Learning how to properly […]

How to Fix the 5 Most Common Sales Team Defects

How to Fix the 5 Most Common Sales Team Defects

I wrote about this a few years ago in a series of blogs but I wanted to do an update that sums up the common causes of problems with sales teams — and their fixes— in a single article. This is not meant to be a comprehensive list.

Here are five of the most common defects in sales teams:

1. Your salespeople aren’t asking enough open-ended questions.
2. Your salespeople wait for leads to come to them.
3. Your new salesperson didn’t turn out to be the person you thought you were hiring.
4. Your salespeople go after the wrong deals.
5. Your salespeople don’t close.

Problem #1: […]