Purpose-Driven Sales - A Sales Leadership Podcast

For founders, bringing in leads is paramount. As an organization grows, however, determining whether or not you will continue to drive for high volume or start to focus on higher quality leads is a decision that warrants careful consideration. What route is the best fit for your organization?

Find out in this episode as we talk through the pros and cons of each approach, real world examples of how different organizations have handled their leads, and pose questions for you to help discover which path best suits your team.

“Think about where you want to go based on where you are now, and how you can overcome those challenges.” - Josh Sweeney

Ultimately, to close a deal, a prospect needs to be able to afford your product or service, but, when is it appropriate to have the budget conversation with your prospect? How do you go about discovering whether a prospect is a good fit for your organization? In this episode we discuss the finer details and considerations of how to handle the budget conversation with prospects that you, as a sales leader, can bring to your team to more effectively qualify leads.

“You have to establish budgets on the front end as soon as possible, without scaring the prospect away.” - Taylor Barnes

In communications with clients and prospects, setting appropriate expectations and delivering on your promises are key behaviors that contribute to strong, positive relationships. Join Taylor Barnes and I as we discuss how to handle setting expectations with your clients, reigning in the desire to say yes to everything, and the value implementing these strategies will bring to your organization.

“Channel your internal project manager when you’re setting expectations.” - Taylor Barnes

In the business world, being the jack of all trades but master of none can be detrimental, especially for small businesses. In this episode, Taylor Barnes and I discuss how focusing on the things you’re great at, and having the discipline to say no to the things outside your wheelhouse, can return dividends in your ability to retain and acquire customers.

“You want to be great at a few things, that’s really what’s going to put you on the map.” - Taylor Barnes

Closing a deal is the ultimate objective of a sale, but there are many stages that lead up to a successful outcome. How you handle your communication with your prospects is pivotal to converting more leads into satisfied customers. Join Taylor Barnes and I as we share our insight on how to successfully guide a prospect through your sales process and close more deals.

“Human beings have three basic wants: they want security, they want approval, and they want control.” - Taylor Barnes

Building a high performing sales team starts with the recruitment process. In this episode, Taylor Barnes and I discuss the approaches we’ve developed, from our favorite questions to filtering techniques we’ve found to be most effective, over the course of our years in the industry.

“Too many people hire on skill but fire on culture.” - Josh Sweeney

Narrowing the audience for your sales efforts may seem counterproductive, but there are many benefits to honing in on a profile for your ideal customer. Join Taylor Barnes and I as we delve into how to go about developing an Ideal Customer Profile (ICP), and the advantages a focused sales effort can bring to your organization.

“If you have an ICP, you are leading the sales process.” - Josh Sweeney

Oftentimes, in the sales process, multiple people are involved in closing a deal. When things don’t go according to plan, it’s easier to relegate blame than acknowledge that you could have been more involved to ensure a positive outcome. In this episode, Taylor Barnes and I discuss the mindset of outcome ownership and the positive impacts it will have on your relationships with your team and with your customers.

“The more management responsibility you take on, the more ownership you should be taking as it relates to the outcome.” - Taylor Barnes

Measuring the pulse of your sales is key to tracking the health of your sales programs. In this episode, Taylor Barnes and I discuss how to simultaneously use metrics to motivate your sales team and, as a sales manager, make strategic decisions regarding the direction of your sales initiatives.

“A metrics driven sales culture gives you the ability to make much more impactful decisions.” - Taylor Barnes

One-on-one’s have a reputation for being either highly beneficial or a distraction. Join Taylor Barnes and I as we discuss how to implement these crucial meetings so that they bring about the most benefit to your organization and foster a culture of continuous improvement.

“What gets measured gets done.” - Josh Sweeney