Sales Performance Solutions

For my first 16 years in tech sales, I averaged 240K/year W2 income. In my last 4 years, I averaged 720K/year. In order to triple my income, I had to change my sales approach entirely. Here's what I changed: I started using a new approach that I now call Yo-yo selling: 🪀 Yo-yo selling emphasizes starting at the executive level, conducting thorough discovery within the organization, and then returning to the executive with a tailored business case. Like holding a yo-yo, you are constantly in communication with the Executive Sponsor and updating them as you collect information and conduct deep discovery lower down in their organization. You are literally going up and down the organization, but always taking everything back to the Executive Sponsor to surface your findings along the way. Here's a breakdown of the framework: 🎯 𝐈𝐚𝐧 𝐊𝐨𝐧𝐢𝐚𝐤’𝐬 “𝐘𝐨-𝐘𝐨 𝐒𝐞𝐥𝐥𝐢𝐧𝐠” 𝐅𝐫𝐚𝐦𝐞𝐰𝐨𝐫𝐤 This strategy involves a three-step process: 1. Start at the Top (Executive Engagement) Initiate contact with a senior executive to understand their most pressing challenges, the reasons behind the need for change, and the consequences of inaction. If your solution aligns with their needs, secure their sponsorship for further discovery within their organization. To secure the Executive Meetings, it's essential to create a tailored POV (point of view) on where you think you may be able to help them based on your initial research of their highest level goals and priorities. Chat GPT has made this research a LOT faster now. 2. Conduct In-Depth Discovery (Middle Management) Engage with department heads and key stakeholders to uncover the day-to-day challenges they face. Focus on understanding their processes, pain points, and the implications of current inefficiencies. Gather direct quotes and insights to build a comprehensive view of the organization's needs. 3. Return to the Executive (Present Findings) Compile the insights gathered into an executive summary and business case. Present this to the executive sponsor, highlighting how your solution addresses the identified challenges. Tailor your demonstration to focus solely on relevant aspects that solve their specific problems. 🚀 Why It Works 1. Accelerates Sales Cycles: Engaging executives early ensures alignment and expedites decision-making. 2. Builds Credibility: Demonstrates a deep understanding of the organization's challenges and showcases a tailored solution. 3. Facilitates Internal Buy-In: By involving various stakeholders, you ensure that the solution meets the needs of all parties, increasing the likelihood of adoption. I'm pleased to share that that Yo-yo selling was recently awarded as a Top 15 Sales Tactic of All Time by 30 Minutes to President's Club, and I received a cool plaque for entering the 30MPC Hall of Fame. Since I have no chance of entering the Hall of Fame for my baseball or golf game, this is a nice consolation prize 😁

One thing that your sales team is not doing - and it’s costing you millions!! What if your sales team operated like a micro-VC firm? Instead of chasing every lead that shows interest, they’d evaluate opportunities with the same rigor a VC applies to startups: looking for long-term fit, growth potential, and alignment with your company’s “investment thesis” (aka your Ideal Customer Profile). Here’s how this mindset could transform your team: 🔎 Evaluate leads like potential investments. VCs don’t throw money at every startup with a flashy pitch deck. They dig deep, looking at market potential, the team’s capabilities, product market fit and how well the startup aligns with their portfolio strategy. Your sales team can apply the same logic by scoring leads against key criteria: budget, authority, need, timing, and, most importantly, how well they fit your ICP.    📈 Prioritize growth potential over short-term wins. Venture capital is not about quick returns; it is about compounding growth. In sales, this means focusing on accounts that offer repeat business, long-term loyalty, or opportunities to expand within the organization, even if they require more nurturing upfront. 💰 Allocate resources with precision. VCs deploy their capital strategically, focusing on startups with the highest potential ROI. Your team can do the same by aligning SDR time, marketing resources, and account executive focus on leads with the highest likelihood of becoming not just customers, but valuable customers. Instead of chasing every deal, this approach ensures your team spends time and resources on what truly drives results. A clear focus on high-value opportunities means less time wasted and more wins that make an impact. Does your sales team have an “investment thesis”? If not, now is the time to create one. It could be the most strategic move you make this year. #salesstrategy #leadgeneration #salesgrowth #salesoptimization #businessdevelopment #leadquality #b2bsales #salesleadership #salesperformance #revenuegrowth #salesmanagement #salespipeline #scalingsales #icp #salesinnovation

7 proven ways to increase FMCG sales without discounts Discounts might seem like the easiest way to increase sales, but they’re also the fastest way to lose profits and damage your brand. There’s a better way. In 2013 when I started as a sales team lead in FMCG, I struggled. I relied on price discounts as the only way to increase my sales in stores, but this was unsustainable. Over time I learnt these 7 strategies and I’ve used them to double sales of established brands in retail outlets in 6 - 12 months. It is more sustainable for the company and your Bosses will love you. 1. Product visibility and placement. Shoppers buy what they see. Make sure your products are in the right place, such as eye-level shelves, hotspots, and checkout zones. 2. Strong retailer relationships. Retailers will champion your products if they feel valued and are incentivized. Offer quarterly rewards, better margins, or recognition programs to win their loyalty. 3. In-store communication. Your communication material in the store is your silent salesperson. Use clear, benefit-focused messages on materials like wobblers, banners, posters and shelf talkers to educate shoppers. 4. Right pricing. Help retailers stick to recommended prices. Educate them on their margins and how fair pricing improves volume and profits. 5. Product distribution. If it’s not on the shelf, it can’t sell. Fix stock outs, prioritize key outlets, and close distribution gaps to keep shelves full. 6. Shopper engagement through sampling. Sampling builds trust. Let shoppers experience your product firsthand through demos or activations in high-traffic stores. 7. Effective sales team execution. Your sales team is the engine. Train them, set clear KPIs, and give them juicy incentives to ensure great execution. Which strategy will you focus on first?

There’s a reason some medical sales reps consistently hit their numbers—year after year—while others plateau. Top-performing reps don’t just manage their territory. They develop it. It’s not just about product knowledge or hard work. It’s about how deeply you understand the market dynamics, referral flows, and long-term opportunities in your patch of ground. Here’s how great reps tap into the full potential of their territory: 1. Stop chasing. Start segmenting. Not every account is equal. Top reps know who to grow, who to maintain, and who to move on from. Time is territory equity—invest it wisely. 2. Build depth, not just width. A single strong advocate in a hospital isn’t enough. Build multiple relationships across roles: surgeons, techs, coordinators, procurement. That’s how you protect and expand your share. 3. Think like a territory CEO. Where’s the growth? What’s blocking it? Be the one who brings strategy—not just sales activity. 4. Follow the data—but listen to the field. Look at trends, but also pick up on subtle shifts: procedure changes, new leadership, staffing dynamics. That’s where the real intel lives. 5. Keep creating value—even after the close. The best referrals come from satisfied customers. Solve problems. Anticipate needs. Make them look good. Because the truth is: You don’t “have” a good territory. You build one. And when you do it right, high performance isn’t a lucky quarter. It’s your standard. What do you think?

You’re not immune to seasonal dips. No brand is. But if your revenue completely disappears outside of Black Friday, your strategy is off. Here’s how to keep cash flowing year-round without discounting yourself into the ground: 1. Sell with the seasons. The calendar gives you 365 days of opportunity, not just Q4. Tap into summer essentials, winter upgrades, fall refreshes, and spring cleanouts. Prioritize seasonal relevance. 2. Ride the wave of real-time trends. Big brands plan months ahead. Smart brands move fast. Tie your marketing to sports events, cultural moments, and trending topics to stay relevant without discounting a thing. 3. Make old products feel new. Your audience doesn’t know your catalog like you do. Reintroduce past best-sellers, highlight what newer customers missed, and give old collections a fresh spin. What feels repetitive to you is brand new to most of your list. 4. Turn shopping into a game. People love a chase. Create mystery gifts, hidden discounts, or an “Easter egg” product that’s 60% off for those who find it. If you make buying fun, customers engage without expecting discounts. 5. Borrow another brand’s audience. Stop marketing in a vacuum. Partner with complementary brands for joint giveaways, co-branded drops, or content swaps. You both win without slashing prices. 6. Educate instead of discounting. Quiet months are the best time to teach customers how to use your products, why they matter, and what makes them better. A well-educated customer doesn’t need a discount to convert. 7. Sell more to the customers you already have. Cross-sell complementary products, bundle best-sellers, and use personalized recommendations. More revenue, no extra ad spend. Stop blaming the “slow season.” Most of your audience doesn’t see every email, and even fewer remember past campaigns. Reuse successful promos, past partnerships, and old drops with a new spin.  What feels redundant to you is brand new to most of your list.

Sales growth is not a matter of luck; it stems from structured processes, consistent execution, and a deep understanding of customer behavior. The attached framework offers a practical breakdown of the key drivers that enable businesses and sales professionals to accelerate performance sustainably. One of the most valuable insights is the “4 Multipliers of Sales Growth” model: Leads, Conversion Rate, Average Deal Size, and Retention Rate. Sustainable sales growth occurs when organizations enhance each of these areas simultaneously. Simply increasing lead volume is insufficient if conversion rates are low or customer retention is lacking. High-performing sales organizations concentrate on the entire sales ecosystem, rather than focusing on a single metric. The framework also underscores the significance of process-driven and data-driven selling. Top sales teams consistently adhere to structured sales methodologies, track key performance indicators, and refine strategies based on measurable outcomes. Metrics such as Customer Acquisition Cost (CAC), Lifetime Value (LTV), Win Rate, and Sales Cycle Length provide essential insights into profitability and operational efficiency. Another critical lesson is the shift toward customer-centric selling. Modern buyers seek value, trust, and understanding rather than aggressive pitches. The “70/30 Rule” emphasizes that effective sales professionals allocate more time to listening than speaking. Successful sales conversations are built on smart questioning, active listening, and addressing real business problems. The framework also highlights the need for diversification in lead generation through inbound marketing, outbound prospecting, referrals, partnerships, and paid campaigns. Relying on a single source of opportunities can limit growth and increase risk. Ultimately, successful sales growth is achieved through a blend of strategic lead generation, disciplined execution, customer trust, and continuous optimization. The strongest sales organizations prioritize creating long-term value, fostering strong relationships, and enabling scalable growth.

THE BOARD SABOTAGED SALES. A CEO just declared: “We’re gonna hit $20M in revenue this year… because the board decided so.” No bottom-up reality check. No clear conversion math. No forecasting framework. Meanwhile, 69% of sales reps miss their quota in B2B Tech. The harsh truth? If your revenue goal isn’t tied to pipeline, win rates, and deal velocity, it’s not a goal. It’s a shot in the dark. We live in a data-fueled GTM era, and you just can’t cheat anymore. HERE’S 3 WAYS TO TEST TOP-DOWN TARGETS AGAINST BOTTOM-UP REALITY. 1. Full-Year Predictive Sales Forecast A real forecast isn’t just about projecting short-term revenue from your existing pipeline and hoping the rest falls into place. It’s about understanding how your sales engine actually works - tracking pipeline generation, win rates, and sales cycle length - to calculate a realistic full-year projection. And it’s not about averages. Start with each country, product line, and team individually, then sum them up to get a forecast that truly reflects how revenue is generated across the business. 2. Reverse-Engineered Growth Plan Start with your revenue goal, then apply your target growth percentages to last year’s conversion funnel broken down by country, product line, and team. How many new opportunities, proposals, and closed deals does that require? What level of activity needs to happen to support it? The numbers need to match both market reality and operational capacity. 3. Sales Velocity Lever Check Revenue growth comes down to four levers: deal size, win rate, sales cycle length, and pipeline volume. The key is knowing which of these actually drive growth and how they interact. Look at your 12-month trend for each by country, product line, and team. Where are improvements happening? Where are things stalling? Which shifts will have the biggest impact on hitting your goal? If your growth plan relies on improving performance this year, the trends should already be moving in the right direction. TAKEAWAY Win rates have dropped by 20 percentage points over the past years, sales cycles keep getting longer, and deal sizes are shrinking. Hoping for a sudden turnaround without real evidence won’t cut it. You can’t expect your board to be sales target experts, but you can give them the data to keep goals grounded in reality. No more BS targets just to please the board. No more CRO shoulder shrugs when it’s time to hit them. How do you balance ambition with reality in goal setting?

I asked 128 consultants with sales responsibility how their firm could help them achieve more sales. These were the top 10 themes answers in order of importance: 1. Training and Upskilling Many emphasised the need for ongoing sales training across all levels, including junior and senior staff, especially those who traditionally focus on delivery. 2. Structured Sales Processes and Systems A recurring theme was the need for implementing formal sales processes. Establishing or improving CRM systems, sales tracking tools and playbooks across the firm as well as win/loss reviews to improve future sales efforts. 3. Value Proposition and Messaging Many stressed the need to clarify the firm’s unique value proposition (UVP). Articulating clear messaging for the firm’s offerings, ensuring that all team members understand how to communicate it to clients. 4. Dedicated Time for BD and Sales Several respondents mentioned allocating more dedicated time to sales activities, especially for senior team members, who often prioritize delivery over business development. In my experience, this should also include more delegation by the senior! 5. Client Relationship Management Firms often indicated the need for better account planning and management. Fostering long-term client relationships and ensuring more engagement from senior leadership. Cross-selling and upselling to existing clients. 6. Increased Sales Capacity and Hiring Many respondents highlighted hiring more sales-dedicated staff, either in-house or external. Scaling the sales function beyond just a few individuals, such as the Managing Director or CEO. In my experience, this is often risky. 7. Marketing and Brand Presence Several respondents also suggested improving the firm's marketing efforts, both digital and physical. Attending more conferences, building thought leadership, and increasing brand visibility in the market. 8. Technology and Tools There were also calls for investing in better sales tracking technology, such as CRM systems, pipeline management tools, and account tracking software. Leveraging digital platforms and tools like LinkedIn for lead generation. 9. Incentives and Rewards Some respondents noted the importance of implementing incentive structures for successful BD efforts. Rewarding teams based on measurable sales performance. 10. Collaboration and Internal Sales Culture Lastly, there were suggestions about building a company-wide "sales culture" where everyone is engaged in some level of BD activity. Encouraging project managers and delivery staff to take part in sales conversations or upsell opportunities during project execution. #businessdevelopment #consulting

Hitting quota once is luck. Hitting it every month is a method. This is what separates good from great in sales. The best salespeople never stop building pipeline. They do it every day, not just at the end of the quarter. Here’s the method that works: 1. Map your accounts Know your territory inside out. List every account. Understand who matters. Find the decision makers. Track their needs and pain points. 2. Prioritize by intent Not all accounts are equal. Focus on the ones showing real buying signals. Use data. Look for recent funding, hiring, or product launches. Spend your time where it counts. 3. Commit to 100 calls a day Every single day. For four months straight. This is not about luck. It’s about volume and discipline. The calls you make today will pay off in the future. 4. Follow up after every conversation Never let a lead go cold. Send a quick note. Share something useful. Stay human. Stay present. People buy from people they trust. 5. Book future meetings Always leave the call with a next step. Put time on the calendar. When the new month starts, you already have deals in motion. 6. Track your progress Keep a simple log. Review it every week. See what’s working. Double down on what brings results. 7. Build momentum The calls from month one will start to convert in month three. The pipeline you build today becomes the deals you close tomorrow. 8. Stay consistent This is the real secret. Consistency beats talent. Consistency beats luck. Show up every day. Do the work. Results will follow. Great salespeople are not born. They are built by habits. Consistency creates results.

The fastest way to accelerate your sales is to slow down. I know that sounds counterintuitive to most sales leaders. But that’s because most sales leaders in the wine & spirits industry are still married to the more-is-more mentality. More calls. More accounts. More activity. But more is not a strategy. It’s a panic response. I’ve spent 41 years proving that the path to outsized success in sales is actually the opposite: Less is more. 📌 Want to grow your sales? Narrow your focus. 📌 Want better results? Be ruthlessly selective. 📌 Want to close bigger deals? Stop chasing minnows and go where the big fish live. The late Zoltners & Sinha said it best: “The key to accelerating sales is to narrow your focus to only the most attractive and responsible accounts.” And Tim Ferriss nailed it in The 4-Hour Workweek: “Being selective—doing less—is the path of the productive.” I’ve built high-performing sales teams in publicly held beverage corporations, and I’ve helped countless clients grow by doing one thing: focusing on fewer, better accounts. 💥 Not all customers are equal. 💥 Not all sales activities are worth your time. 💥 Not all placements stick. The "get-out-there-and-pitch-everyone" mantra is dead. It’s time we stopped romanticizing motion and effort over results. Want real growth? ✅ Fish where the fish are. ✅ Measure twice. Cut once. ✅ Think narrow and deep, not wide and thin. ✅ Prepare like a Navy SEAL, not a door-to-door vacuum salesman. As the elite forces say: “Slow is smooth. Smooth is fast.” It’s time to stop tallying calls and start counting wins. Want to see how this works in the real world? 👉 Watch this short case study now: https://lnkd.in/g3Nd9ADN