🏄‍♂️ Scott Leese’s Post

When was the last time you really dug into your sales process? 🌱 For many landscaping and snow business owners, the sales process often becomes an afterthought. But here’s the thing—it’s not just about closing deals. Your sales process is the foundation of your business, shaping the quality of your leads, the efficiency of your team, and the overall growth of your company. At Ramblin Jackson, we know that a great sales process is all about working smarter, not harder. It’s about knowing your Hell Yes Customers, making it simple for them to move forward, and using every touchpoint to build trust. The result? A system that doesn’t just close deals but creates raving fans who refer you to their network. If you’re spending hours on unqualified leads, feeling bogged down by endless follow-ups, or stuck in the grind of day-to-day sales, it’s time to rethink your approach. Small changes—like automating follow-ups or fine-tuning your lead qualification—can make a massive impact. What would you change about your sales process? 📋 Spend less time chasing the wrong leads? 📈 Automate follow-ups to save hours each week? 🌴 Finally step back and let the system work for you? I’d love to hear your thoughts—what’s one area of your sales process you’d like to improve? 🚀 #LandscapingBusiness #SalesProcess #BusinessGrowth #MarketingTips #HellYesClients

Driving urgency with buyers requires personalizing your sales message to their needs and priorities. That means your team needs to dig deep to uncover key pain points and decision-makers. Here’s some of our best content to get your team executing next-level discovery: https://hubs.ly/Q02CwFd20

SKO planning is a big topic for many companies right now! Are you ready to elevate your sales team’s performance? This year's Sales Kickoff is the perfect opportunity! Discover six dynamic themes to drive engagement and set your sellers up for success. Check out the full article for insights that will make your kickoff unforgettable: https://okt.to/J3NrkK

Accept the reality of your industry's sales cycle duration. Yep, you can tweak and optimize to speed up some deals, but you're not going to rewire the way your customers make their buying decisions. Most organizations already have established norms for buying whatever it is that you sell, especially in a complex buying environment with multiple stakeholders. And if procurement gets involved, your access to power can be thwarted in no time. And it's usually too big for one company to tackle, let alone one salesperson. Instead, focus on what you can control and make peace with the rest. 👉 Probe your prospect to get clarity on their decision-making timelines. 👉 Create a sense of urgency and offer up some kind of incentive for a rapid decision, but *avoid pushiness* — the last thing you need is to come across as obvious and in it for yourself. There's no better way to break that hard-earned trust. 👉 Be honest with yourself (and your leaders) about when deals are likely to get over the line, and the % likelihood for each stage converting to the next. 👉 Leverage content, offers, and deal nurturing emails to keep buyers engaged for length of your sales cycle, but make sure they're personalized and you're offering new insights rather than "are you ready to buy yet" nudges. As sellers, we influence decisions every day in small ways, but be realistic and align your sales motion with your market. —— 📍 PS: If you like this post, follow me here.

Surprises can kill your sales. Here's one way to avoid them: Sales meetings and daily training sessions are great for discussing areas that affect the whole team. But.... You also want to schedule a regular 1:1 meeting with each of your direct reports. They should be scheduled once a month. Even if your salesperson is remote, you should carve out time when nothing else gets scheduled. The 1:1 shouldn’t last more than 30 to 45 minutes.  Topics I suggest discussing include: ✅ What’s working? ✅ What’s not working? ✅ How can I do better? ✅ What could our company be doing better? ✅ Do you have all the tools you need to be successful? ✅ How would you evaluate your performance? ✅ Do you have any new goals? ✅ Are there any personal issues you want to discuss? 1:1’s are a great way to get insight into what each of your salespeople and direct reports are thinking. Do your best to make it a non-negotiable time for both of you.  What else would you include in your 1:1 meeting?

Don't Leave Empty-Handed: Master the Art of Next Steps in Every Sales Call The sales call is over... but the work isn't done! Founders often miss a crucial step: securing the next step. Don't let momentum die - here's how to nail it: Why Next Steps Matter: - Keeps the Conversation Moving: Leaving without a clear next step stalls the sales cycle. - Shows Initiative & Proactiveness: Taking charge and scheduling follow-up demonstrates your commitment and desire to move forward. Next Step Strategies: - Proactive Approach: Towards the end of the call, directly ask for next steps. Examples: "Would you be open to sending a proposal for your review?" or "Should we schedule a meeting to involve your team?" - Open Ended Questions: Elicit more information and guide the conversation towards scheduling. Example: "Are there any decision-makers I should include in the next call?" Pro Tip: Calendar Power! - Use your calendar as a weapon! Have your calendar open during the call and suggest specific times for the next step. - Confirm and Close: Once a time is agreed upon, immediately send a calendar invite to solidify the arrangement. Benefits of Mastering Next Steps: - Shorter Sales Cycles: By setting the next step on the call, you avoid email ping-pong and keep the momentum going. - Increased Close Rates: Showing initiative and taking charge positions you as a confident and valuable partner. Do you have any other tips for securing next steps in sales calls? Share your insights in the comments! #sales #nextsteps #salescycle #proactiveness #closingdeals

"We need to shorten our sales cycle." But do you actually know what your current sales cycle looks like? Or how long each stage typically takes? What's causing the delays? Where are the bottlenecks? This is a common challenge I see with many clients. Shortening the sales cycle isn't just about moving faster - it's about moving smarter. When I complete a sales audit for a client, I have a series of questions we talk through to understand their sales cycle: 👉What does your current sales process look like? 👉Are you tracking how long prospects spend in each stage? 👉Do you understand the decision-making process of your ideal customers? 👉Are you setting clear next steps after every interaction? Creating a more efficient sales cycle is about aligning your process with your customer's buying journey. It takes consistent effort and a deep understanding of your specific market and customers. Are you struggling with a long, unpredictable sales cycle? Not sure where the hold-ups are or how to address them? Don't want to figure it out yourself, but want it fixed? There's 2 ways I can help: Go to my profile and book a 15 minute clarity call. Subscribe to my newsletter. Link in the featured section.

Building a sales pipeline isn't about following a rigid formula. It's about creating a path that works for your business and customers. 🛠️ Your pipeline blueprint: WHO: Define your ideal customer ↓ HOW: Map out your sales journey ↓ WHAT: Decide on key metrics to track ↓ GUIDE: Develop a consistent process ↓ EMPOWER: Equip your team with skills ↓ EVOLVE: Regularly review and improve Here's the thing - many overcomplicate this, thinking more steps mean better results. They end up with a confusing system that slows everyone down. Remember, it's not about having the most sophisticated pipeline. It's about having one that helps you understand and serve your customers better. Crafting your sales pipeline? Take your time. Start with the basics. Focus on what your team and customers actually need. Keep refining as you learn. Read our full blog on the sales pipeline here: https://buff.ly/3TiNRrw #SalesStrategy #GrowthJourney

What's the purpose of sales assets? To me, it's fairly simple. Give prospects the information and confidence they (and their stakeholders) need to move to the next stage in their buyer's journey. This means mapping out your buyer's journey, the questions they have at each stage, and arming your sales team with assets that answer these questions at each stage. Here's a basic example... 1️⃣ Awareness: "What do you do? How can you help me?" > Overview one-pagers, decks... 2️⃣ Consideration: "Who else is using you? What results are they experiencing? How are you different than XYZ?" > Case studies, competitive comparisons... 3️⃣ Decision: "How much does this cost? What's my ROI? What does implementation and ongoing support look like?" > Proposals, business cases/ROI calculators, implementation/onboarding plans... By aligning assets in this way, you reduce friction in your prospect's buying process, which reduces sales cycles and increases win rates (because "time kills all deals"). The result? ⭐ Sales assets go from a checkbox in the sales process to a strategic resource. ⭐ Sales reps actually start using your sales assets. ⭐ Your perceived value goes from deliverables to business impact. ⭐ Your role transforms from tactical order taker to strategic partner.

🌟 Exciting News! All Out Sales is Ready to Elevate Your Sales Game 🚀 We're thrilled to announce the official launch of our LinkedIn page! 🎉 At All Out Sales, we're more than just a sales outsourcing company - we're your partners in driving revenue growth and empowering businesses with expert sales solutions. 💼💡 Here's what you can expect from us: ✅ Top-tier sales teams dedicated to your success ✅ High-ticket sales expertise to maximize your ROI ✅ Strategic sales consultation tailored to your unique needs We believe in integrity, innovation, and delivering exceptional results to every client we partner with. Our mission is simple: to help you achieve your sales goals and exceed your expectations. 🔝 But we can't do it alone - we need YOU to join us on this journey! 🤝 Here's how you can get involved: 1️⃣ Follow our page for regular updates on sales tips, industry insights, and company news. 2️⃣ Engage with our posts - like, comment, and share your thoughts with us. 3️⃣ Reach out to learn more about how All Out Sales can transform your sales strategy and accelerate your business growth. Together, let's take your sales game to the next level. 💥 #AllOutSales #Sales #SalesExcellence #RevenueGrowth #SalesOutsourcing #LinkedInLaunch #EmpowerBusinesses #Salestips #Salesadvice