The Grow Show: Business Growth Stories from the Frontlines

The key to growing your business is having a predictable sales pipeline. There are a lot of statistics and figures that go into the sales and revenue formulas, and often times there is a limited budget to meet your goals. This episode breaks down the complex processes to highlight the must haves, discuss outbound vs. inbound lead generation efforts, and detail the importance of having a defined a audience and goal.

With employers across the world facing The Great Resignation, companies are being forced to rethink their policies. In this episode, the team discusses how hard they expect their team members to work and how to build a culture that promotes work-life balance as well as company growth.

We know how hard it is to set up an appointment with a prospect, but the sales meeting and follow up process is the most important part of the relationship. Today's tip comes from a member of our own sales team and highlights 10 things to gather before your initial sales meeting and how to include them into your agenda.

Most sales teams have a leaderboard where each person is held accountable to their number and leadership can monitor their progress. What if everyone on your team had a score based on their daily tasks and long-term goals? Find out more about how we implemented an A-Player score that our team uses to show when they've won their day or identify areas for improvement.

The most important task that your sales team has is to ask questions. But are they using these questions to help identify pain points and warm their leads or to avoid meetings with prospects that don't meet their BANT expectations? In this episode, we discuss the risks of over qualifying leads and the benefits of taking more meetings.

In this week's episode, our team dives into what goes into the perfect pitch. We discuss how many questions to ask, how long to boast about your own company, and most importantly, how to get to the next step in the sales process.

In part two of our series on preparing for a sales meeting, we review the best ways to perform industry research and recap the questions you should ask during the presentation. 

This week, we outline five simple steps to take in order to get the whole team bought in and create a growth culture. Take it from us, it took our leadership team 10+ years to grow our current company from 3 to 500+ team members. 

Focusing on core industries doesn't mean you'll miss out on opportunities elsewhere, it means you will be able to provide prospects a more personalized sales and marketing experience and your internal team better training and consulting opportunities. Find out more about how you can realize the riches in your niches. 

As a leader, holding your team accountable helps define expectations, tie individuals into the organization's goals, and provide achievable expectations. Tune in to hear what our hosts have learned over the years about the best way to share feedback that addresses the real issues and encourages growth.

No matter what role you play, it's important that you keep an optimistic attitude, especially when facing challenges. We've read the books, listened to the speeches, and researched the statistics in order to find the best commitments to keep ourselves confident.  

In part three of our series on preparing for a sales meeting, Steve Dozier dives into how the source of your leads should effect the way you navigate your initial outreach. Find out more about the difference between referrals, inbound leads, and outbound leads.