18 SALES EXPERTS
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Base CRM 2
Butch Bellah Sales, Marketing & Business Coach, ButchBellah.com
Most salespeople could immediately improve their productivity if theyd simply focus on spending their
selling hours on selling. Eliminate all other time-wasters and put all their efforts in those hours toward
tasks that move them closer to a sale. From needlessly checking email every hour to paperwork to just
plain busywork, once they begin to identify these habits theyre much easier to break.
Base CRM 3
Jim Keenan Founder, A Sales Guy Consulting
Sales people, good sales people, have no shortage of shit to get done, the best know which things to work on
first. The key is to focus on the things that have the biggest impact on making your number, and are the least
complex ie. take the least amount of time to complete. Knowing which these are is key! Then move to those
things that have big impact but are more complex, (take longer to complete). After that, tackle those things that
are easy or not very complex, BUT dont have much impact, and finally do what you can to avoid all things that
take a lot of time (are complex to execute) BUT offer little impact to making your number. Its not enough to get
everything done, the key is to get the things that matter done!
Base CRM 4
Lori Richardson Founder & CEO, Score More Sales
Create a habit of doing specific tasks that lead to revenues regularly, such as having real conversations with
potential buyers rather than just talking about having them. Set time aside to be on the phone that is separate
from planning or research time. Finally start each day with an idea of what youre doing and be ready to go
with it. So many sellers waste an hour or two each day getting ready.
Base CRM 5
Jeb Blount CEO, SalesGravy.com
The best salespeople map or grid their territory by day. They then plan their appointments and calls each day,
within the grid, thus reducing wasted drive time. The key is leveraging the CRM to run call lists by geography
based attributes. This makes it easy to stick to the daily plan. Salespeople that utilize this methodology are many
times more productive than reps that take a random approach to managing their territory.http://SalesGravy.com
Base CRM 6
Ron Karr President & CEO, Karr Associates, Inc.
According to Ron Karr, author of CEO Bestselling book Lead, Sell or Get Out of the Way, there are two questions sales people should live by when it comes to increasing their productivity.
1. What does success look like to you?
2. Do your actions support your success goals?
Base CRM 7
Colleen Francis President & Founder, Engage Selling Solutions
Optimize your number of hours selling Can you outsource some non-sales work to others so that you can
increase the number of hours you spend per week in front of customers? Consider outsourcing low-return tasks
such as expense reports, preparation of slide decks, editing. The top sellers I work with often pay a part time
business student to help them with these tasks so they can spend more time with clients and prospects.
Improve your closing ratio Are you asking for referrals every day from clients? Cold leads close at a ratio of
1:25, whereas referred lead close at a ratio of 1:3. Can you make a better productivity improvement than that?
Base CRM 8
Craig Wortmann Founder & CEO, Sales Engine
Say thank you and go all the way with it. Salespeople most often thank people via email. But an email thank
you is more like than spam than it is like gratitude. If you want to truly thank someone, then thank them. Take
20 seconds and write a hand-written note that says; Chase, thanks very much for the time you gave me today.
One thing you said really stuck with mewhen you said x it made me think of y. Thanks for that. Best, Craig
Thats it. No muss, no fuss. But it sure does thrill people to get a proper thank you.
Base CRM 9
Alen Mayer President, International Association of NLP Sales Professionals, AlenMayer.com
Dont use hype! Salespeople love hype language because they dont have to invest time into understanding
the product or the customer. Introverts spot the exaggerated information in these traditional types of pitches
quickly, and when they find out that the salesperson doesnt know what he or she is talking about, they shut
down the conversation. To win an introverts respect, you need to prove your credibility using third-party
endorsements, certifications and awards your product or company won. Introverts dont usually get swept away
by a sales pitch, but they can be influenced by objective reviews or media coverage.
Base CRM 10
Wendy Weiss President, ColdCallingResults.com
Follow the money. When planning your day or week or month or year always determine which activities are
closest to bringing in revenue and prioritize those activities. For example, paperwork is far down the list when it
comes to generating revenue. Meetings or conversations with existing customers to potentially sell additional
products or services would be high on the list. Prospecting is a high priority item although its further down the
list than meeting with a prospect who is about to say, yes. Save non-revenue generating activities for off hours
or better yet, delegate those activities. Too many sales professionals spend far too much time on activities that
do not increase sales. Prioritize and execute on the activities that generate revenue and watch your sales soar.
Base CRM 11
Anthony Iannarino President & Chief Sales Officer, Solutions Staffing
There is nothing that will make you more productive than spending time on Sunday doing a weekly review and
putting the most important tasks and outcomes on your calendar. Then, like any other commitment you put on
the calendar, keep that commitment. Productivity is about deciding what needs done and doing it. Productivity is
about taking action.
Base CRM 12
Trent Leyshan Managing Director, Boom Sales
Get crystal clear on where you (the sales professional) add the most value to your company and customers.
You then structure your time in and around that activity. Take a blow torch to your time wasting activities with
conviction. You then create support structures around yourself to allow you to execute. In short, do more of what
Base CRM 13
Ian Brodie Expert Sales Consultant
You should focus your time on finding and nurturing your ideal clients who want and need what you have to
offer, rather than focusing on people who dont think they want it and trying to convince them that they do.
Base CRM 14
Jeff Sheehan Author of Hired! Paths to Employment in the Social Media Era
Keeping your contacts, prospects, and customers organized, as being organized is the key to success. For
those who are in sales, or who network extensively, it becomes very difficult to be productive if you have a
loose collection of business cards, contact, and customer information that can be readily be accessed,
segmented, and used for marketing/sales work. Although it may be a bit time consuming to load this data into a
spreadsheet or CRM system once you receive a business card or other contact from someone, the time that
youll save trying to find this information later will be incredible if it is readily accessible.
Base CRM 15
Nancy Bleeke Founder, SalesProInsider.com
Prepare! Plan first on paper and then mentally just before the contact. Focus on Whats in it for Them (your
buyer) during this preparation and ensure that from the first words in initiating through the final closing
statements your comments are relevant to them and their situation. Use all the tools available to you to research
the person, company, and situation to guide you in this focus. When you make it about Them, every minute of
preparation time is gained back two to three times through that sale and follow-up.http://SalesProInsider.com
Base CRM 16
Dave Stein Founder, ES Research Group
Relentlessly qualify your sales opportunities. More time is wasted pursuing business that cant be won or isnt
worth winning than any other activity.
Base CRM 17
Tibor Shanto Principal, Renbor Sales Solutions
Sales people need to stop seeking time management solutions, and instead focus on allocating time to specific
high value activities, and the manage their activity in the allotted time. Time already comes managed, 60
minutes, 24 hours, 12 months, etc, everyone agrees, cant manage any further. Know what you have to do to be
successful, in what proportions, the map it out, allocate the time, and do it in that time.
Base CRM 18
Jill Konrath Author, Speaker, Strategist, JillKonrath.com
Never, ever multi-task. Your brain is incapable of doing two things at one time. Instead, it bounces back and
forth between them. The result? It takes you 30-40% longer to get things done than if you were single tasking.
Do one thing at a time and focus in on it.
Base CRM 19
Elinor Stutz CEO, Smooth Sale
I learned to keep a running task list at all times of what