Effective Sales Strategy: Slow Down Your Sellers to Speed Up Sales

Written by Rob Malec Though it may seem counterintuitive, forcing your salespeople to slow down can help them speed up their closing cycle. The way to do so is to move your team away from the tactical and towards focusing on sales strategy. Creating and pursuing an effective sales strategy will result in increased […]


The F-Word You Need to Improve Sales

Written by Rob Malec If you are seeking optimal revenue generation results (and who isn’t?), you need to look carefully at certain aspects of the business. There are a few common red flags to look out for if you want to improve sales but aren’t sure how. Focus is Crucial to Improve Sales The […]

How to Motivate Your Sales Team: Finding the Why

Written by Rob Malec If you want to increase your sales and ultimately grow your business, you need to know how to motivate your sales team. Contrary to what you may think, money may not necessarily be the main driver (at least not for every member of your sales team). Figuring Out the “Why” […]

How to Boost Sales by Attracting Ideal Clients Instead of ‘Good Enough’ Clients

Written by Rob Malec When you look at your current customer base are you happy with what you see? Or do you find yourself wondering how to boost sales and wishing you had more ideal clients instead of the merely okay clients you currently have? The way to a roster filled with brag-worthy clients […]

How to Make Easy Money Without Finding New Clients

Written by Rob Malec Looking for the best way to grow your revenue? It’s a common mistake to assume that means landing new clients. In fact, easy money is yours for the taking if you put some effort into getting new revenue from your existing customers. In my work as a Fractional VP Sales, […]

how to improve sales

Clarity in the Sales Function: Effective Ways to Improve Sales Performance

Written by Rob Malec From the outside looking in, job role clarity in sales seems like it should be easy. Work with buyers, help them to become clear on their needs, present your products and solutions in a compelling way, and close the deal. Simple, right? In reality, it’s trickier than you might expect.  […]

Helping Potential Buyers Navigate the Consumer Decision-Making Process

Written by Rob Malec Many people believe that sales is the art of persuasion. This isn’t true. More accurately, it is the art of helping a potential buyer move forward in the consumer decision-making process. If the seller is persuading a would-be customer to do this, then they are pushing, not selling by helping.  […]

How to Deepen and Broaden Your Customer Relationships

Written by Rob Malec Often in sales, you communicate with one individual within the buyer’s organization to get deals done. But if any of your client relationships hinge on a single point of contact at the firm, you’re putting your business at risk. In this scenario, you are in an unstable arrangement; one wrong […]

Cracking the Code for How to Increase Sales

Written by Rob Malec I recently came across the most simple and elegant formula I’ve ever encountered that cracks the elusive code of increasing the revenue that you as a business owner can generate from the total of your team’s marketing, sales, and business development efforts. I encountered this in Timothy Gallwey’s excellent book […]

“There MUST be a better way to sell!”

Sell More by Selling Less

After studying many sales methodologies and being thoroughly bamboozled by most of them I thought “there must be a better way to sell. One that is sound, effective and is easy to learn and apply.” That way is The Conversational Sales Method. In Sell More by Selling Less you will learn to master it.

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