CHAPTER 10
Sales Conversion System
Consistent and explosive sales growth doesn’tcome from salespeople—it comes from a welldesigned and executed strategic sales system.
An entrepreneur of a multimillion-dollar services company called me at 8 a.m. on a Monday morning and asked—more like demanded— “When this week can we meet for coffee?” I chuckled and said, “Wow, what’s the problem?” He said, “I’ve burned through so many salespeople I’m waving the white flag.”
Sipping a large java, I listened for what seemed like hours, finally interjecting, “How many people from sales have you hired and fired?”
He mumbled, “About 50.”
“Wow,” I choked. “Over what period of time?”
“The last three years,” he said sheepishly.
“From what you’ve shared regarding ...
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