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Acuity Systems, Inc. | Dallas, TX

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Tom Niesen

As a neutral party you know that there are two sides to every story and you only hear one side of both stories. I bring this up because I want you to know when you ask your sales people about their pipeline you are listening to a Democrat or a Republican and you are probably hearing one side of both stories.

When prospecting, how often are you able to reach a decision-maker? And, even whenever you do, how often do they simply refer you to someone else?

Depending on the kinds of question you ask, you might be referred back to what we call an "order-taker", or your call will simply be ignored altogether. At Sandler, we categorize prospecting questions as either being strategic or tactical.

The key to keeping your sales funnel full is not always about getting a lot of people in your funnel…..but the right people. It is too easy to fill the funnel up with the wrong people who waste your time, frustrate you, and can at times depress you. The only way to have a clean funnel with the right prospects is by keeping a WIN/LOST journal.

In this episode, Tom discusses:

Does your company have a culture?
How do you look at the people you have now?
What are 5 major weaknesses in sales people?
What is your sales process?

No one expected it, but we are in another recession (this one caused by a virus). It happens about every 10 years.

Is your company and sales team prepared for it?

With the year winding down, perhaps it’s a good time to take stock of what you have accomplished so far this year, file away the lessons of your successes and failures, and begin thinking about what you’d like to accomplish in the coming year.

You’re a salesperson. You’ve just checked the wall calendar. You realize that October is officially over. A chill runs down your spine, because you know this means that you are over 75% through the year and you haven't yet come close to the track you need to be on to achieve your yearly goals.

While the world of sales is constantly changing, one thing remains the same... to be successful, you have to PROSPECT! do you find the majority of your prospects? Are you utilizing all of the available technology? And, more importantly, are you using technology to set yourself apart from the competition, or are you doing what everyone else is doing?

We're almost halfway through 2019, is your business doing? Did you create a plan to follow for the year, and if so, have things turned out the way you wanted them to? If not, are you looking to create a plan for 2020?

Did you happen to watch The Masters over the weekend? If so, then you witnessed one of the greatest golf comeback stories of all time...and if not, you have at least probably heard about it.