Your Weekly Bulletproof Brief

Weekly Sales Bullets

Most salespeople leave a critical element out of their CRM activity: The customer.

To ensure you have a customer-centric CRM, the primary data point to track is whether you’re serving customers (this doesn’t always involve selling stuff!)

Your pipeline should be based on the involvement your prospect has in the buying process, not in how close they are to becoming a customer

Featured Livestream

Interview with Bill George on Bulletproof Selling

Bill George began his sales career in 1987 with UPS where he spent 10 years as an Account Executive and Area Sales Manager for Norther California. Bill simultaneously joined the National Guard where he spent 14 years Active, Guard and Reserves and rose to the rank of E7, Sergeant First Class. Bill was a Platoon Sergeant in the Military Police and was part of Desert Shield, Storm, and Sword. He also served during the LA Riots and the Loma Prieta earthquake in San Francisco. In 2000 Bill formed a consulting firm with two partners and delivered world class IT infrastructure projects for over 15 years. Bill is now the Vice President of Sales at Ewing Foley, a manufacturers rep firm and is responsible for over 150 million in IT infrastructure sales and has 20 fantastic salespeople on his team. Bill enjoys spending time with his two grown kids, golf, movies and hanging out with Boomer his 13-year-old pup.

Upcoming Speaking Events

Advertising?Specialty?Institute

Power Summit

Pasadena, California

October 23, 2023

National Association of Trailer Manufacturers?

NATM Show

Las Vegas, Nevada

February 13, 2024

Featured Article

Serving More Customers With Your CRM

by Shawn Rhodes, Author Of Bulletproof Selling

To polarize a group of salespeople, you don’t have to mention religion or politics.

Just mentioned the acronym ‘CRM’.

Many salespeople see their customer relationship management system as a hindrance to their sales, and many sales leaders spend much of their time struggling to get salespeople to use their CRMs.

This push and pull leaves the most important person in the sale completely out of the picture: the customer.

To get salespeople excited about using their CRMs, we have to connect how that activity will allow them to serve more customers.

Otherwise, they?shouldn’t?be using their CRM.

To learn how to strip our CRM strategy back to its foundations, assess it, and rebuild it with a customer-focused vision,?we sat down with Hunter Austin ,?co-founder at Kelly-Austin. He’s dedicated his career to helping salespeople get more out of their CRMs, and he showed us it’s possible to systemize how we use our CRMs to ensure we sell more – and serve more.

KEEP READING

Featured Podcast

Arming Your Salespeople With Technology

In the battlefield of sales, we can’t hope to win with outdated technology. Fortunately, the most effective piece of sales technology is likely one you already have: your CRM. Yet, too many salespeople avoid their CRMs because they can’t see how it serves their prospects, and sales leaders are rarely able to pinpoint where their CRMs are most valuable in advancing the sale. To learn how to arm our salespeople with customer-driven technology, we sat down with Hunter Austin, co-founder of Kelly-Austin, and he showed us exactly how powerful a sales process can be in our CRM – when it’s focused on the customer’s needs.

LISTEN

This Week's Bulletproof Backlink

“Alternate how you're reaching out. That's the method of outreach we have to use to break through the noise, until you discover what that prospects preferred method of communication is.”

-Shawn Rhodes On The Successful Pitch with John Livesay

Full podcast linked below!

LISTEN TO THE ENTIRE INTERVIEW