Key Tactics for Achieving Sales Success

While preparing for a talk, I came across an old article of mine that had gone viral on LinkedIn and was later published by Tech in Asia. Revisiting it with fresh perspective, I realized there was room to improve the insights based on what I’ve learned over the past few years. Here’s the updated list: 1. If it’s not in writing, it didn’t happen. 2. Speed matters. You don’t need a perfect reply, but you do need a fast one. Responsiveness signals priority. People notice who gets back to them. 3. Underpromise and overdeliver. Most do the opposite. Flip it. Exceed expectations and you'll earn trust, referrals, and repeat business. 4. Choose your customers wisely. Some clients will push endlessly on price and give little in return. Learn to say no. Not all revenue is created equal. 5. Mirror your client's communication style. WhatsApp? Slack? Voice notes? Go with what they prefer, but always follow up with an email summary, remember #1. 6. Be authentic. In Southeast Asia, the default playbook is karaoke and whiskey. I don’t play that game. My preferred game is solving problems for the customer while being competent at all times. 7. Never walk into a meeting unprepared. Know the context, the pain points, and the history. 8. Incentives run the world. Want to scale sales? Nail the commission structure. The right incentives turn good people into your growth engine. 9. The founder must lead the first wave of sales. No one else will navigate the messy terrain of buyer personas, pricing, and product direction as well. 10. Use the Rule of Four. In every key account, you need to approach at least four people. It de-risks the outreach and increases deal velocity. 11. Relationships > Transactions. Southeast Asia is not a transactional market. People buy from people they like and trust. If you rush the relationship, you lose the deal. 12. Show cultural intelligence and respect. A few local phrases, genuine curiosity, and humility go a long way. It shows you're not just here to sell. 13. The more technical your pitch, the faster you’ll be handed off to someone technical but not necessarily a decision maker. 14. If they’re not measuring or managing the problem today, it will be hard to sell, no matter how great your product is. 15. In Southeast Asia, you win by selling a service first and product second; in the US, it is the opposite. 16. I borrowed this from Ben Horowitz, and it holds up. Hire sales talent from underdog companies so they have the drive to hustle. Most people can sell Google or Meta, but not many can sell an unknown startup. With engineers, it's the opposite; it's best to hire from top-tier logos.

💼 𝐋𝐞𝐬𝐬𝐨𝐧𝐬 𝐟𝐫𝐨𝐦 25+ 𝐲𝐞𝐚𝐫𝐬 𝐢𝐧 𝐬𝐚𝐥𝐞𝐬 (aka: what actually works when the script doesn’t) After two and a half decades in sales, you learn a few things the hard way. Some lessons hit you like a cold call gone wrong. Others sneak up on you after the third “let me think about it.” 𝐇𝐞𝐫𝐞 𝐚𝐫𝐞 𝐦𝐲 𝐭𝐨𝐩 𝐭𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 👇 ✳️ 1. 𝐘𝐨𝐮𝐫 𝐞𝐠𝐨 𝐢𝐬 𝐲𝐨𝐮𝐫 𝐰𝐨𝐫𝐬𝐭 𝐬𝐚𝐥𝐞𝐬 𝐦𝐚𝐧𝐚𝐠𝐞𝐫. X It tells you you’ve got the deal in the bag. ↳ Then the client ghosts you. Ego loves assumptions. Discipline loves process. ⇢ Trust your calendar, not your confidence. ✳️ 2. 𝐋𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠 𝐛𝐞𝐚𝐭𝐬 𝐩𝐢𝐭𝐜𝐡𝐢𝐧𝐠.......𝐞𝐯𝐞𝐫𝐲 𝐭𝐢𝐦𝐞. In my early years, I talked too much. I thought persuasion meant more words. Turns out, the client tells you exactly how to close them—if you just shut up long enough. Now I call silence my secret weapon. ✳️ 3. 𝐀𝐜𝐜𝐨𝐮𝐧𝐭𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐢𝐬𝐧’𝐭 𝐩𝐮𝐧𝐢𝐬𝐡𝐦𝐞𝐧𝐭, 𝐢𝐭’𝐬 𝐟𝐫𝐞𝐞𝐝𝐨𝐦. When I finally started tracking my numbers daily (calls, meetings, closes), I realized accountability isn’t about pressure. It’s about clarity. ↳ You can’t fix what you can’t measure. And once you start measuring, you stop guessing. ✳️ 4. 𝐓𝐡𝐞 𝐛𝐞𝐬𝐭 𝐬𝐚𝐥𝐞𝐬𝐩𝐞𝐨𝐩𝐥𝐞 𝐜𝐨𝐚𝐜𝐡 𝐭𝐡𝐞𝐦𝐬𝐞𝐥𝐯𝐞𝐬. Every elite performer—athletes, musicians, executives—has a coach. So why do so many salespeople think they can “wing it”? The best reps I’ve coached don’t rely on motivation. They rely on structure, feedback, and reflection. Consistency always beats charisma. ✳️ 5. 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐨𝐮𝐭𝐥𝐚𝐬𝐭 𝐭𝐫𝐚𝐧𝐬𝐚𝐜𝐭𝐢𝐨𝐧𝐬. Twenty years from now, people won’t remember your pitch deck. They’ll remember how you made them feel when they needed help, not a sale. Play the long game. It always pays. 💡 𝐈𝐟 𝐈 𝐜𝐨𝐮𝐥𝐝 𝐬𝐮𝐦 𝐢𝐭 𝐮𝐩: Success in sales isn’t about being the slickest closer. It’s about being the most coachable, consistent, and curious person in the room. You’ll lose deals. You’ll get rejected. You’ll question if you’re cut out for this. That’s the part most people quit on. The pros? They keep refining the process. 🔥 My challenge to you this week: Pick one area to get 1% better in. Listening. Follow-up. Time blocking. Doesn’t matter which—just make it measurable. Because after 25+ years, here’s what I know for sure: The top performers don’t have better luck. They have better habits. 👊 What’s your biggest sales lesson so far? Drop it in the comments—I want to hear the ones you learned the hard way.

Old school sales tactics are broken. Nobody responds to a hard sell anymore... The best pitches don't feel like sales calls, they feel like a diagnosis. When I first started Lever, I'd get on calls and try to convince people they needed what we offered. It felt forced and no one cared. But everything changed when I stopped trying to convince and started trying to understand. When you do that, the sale becomes natural. Not because you convince them, but because they can see you get their problem better than anyone else. And there are a few things that make that possible: 1. Define A Clear ICP (Ideal Customer Profile) Know exactly who you're selling to. Figure out: → Who this is built for? → What stage they're at? → What they're struggling with? → Who this isn't for? 2. Understand Their Pain Points Show you understand what they're going through. Ask: → "What's your setup now?" → "What's broken?" → "What's that costing you?" → "What changes if this gets solved?" 3. Create An Irresistible Offer Everything flows from your offer. If it's weak, nothing else matters. Make it valuable, clear, and tied to the outcome they want. 4. Build An Ecosystem That Drives Leads Build systems that generate attention, nurture it, and convert it. → Content, outbound, ads → Newsletters, lead magnets, funnels → Calls, product pages 5. Remove Risk With Proof Don't just talk. Show evidence. → Results with context → The process you followed → Predictable timelines Skip the pitch until you've earned trust with proof. 6. Make The Next Step Easy End every conversation with clarity: → "Here's what I'd do next." → "Want me to map this out for you?" No pressure. Just direction. 7. Ask for Referrals Great work leads to referrals naturally. → Deliver a clear win → Remind them who you help → Make it easy to introduce others Sales get easier when you stop trying to convince people and start helping them see what's possible. If you want more breakdowns on building trust and turning conversations into clients, subscribe to our free newsletter, Building Leverage. Each week, we'll give you quick tools to grow your influence and close more deals without feeling pushy. Subscribe here: https://lnkd.in/eqJtR_Vf

I spent 20 years mastering the art of sales strategy in the Spirits industry. Here's the shortcut to save you countless hours of trial and error...   Know Your Audience:    -You can't sell what you don't understand! Get to know your customers like they’re family. What do they drink? Why do they choose a particular brand? Use surveys, social media insights, and conversations to gather data!   Leverage Data:    -Have numbers on your side! Track sales trends, seasonal preferences, and even competitor strategies. Tools like CRM software can provide invaluable insights that lead to smarter decisions!   Build Relationships:    -Partnerships are golden and can be overlooked by focusing solely on data. Don’t just focus on transactions; create lasting relationships! Suppliers, distributors, and retailers. Attend networking events or join relevant groups online—these connections can open doors you didn’t even know existed!   Innovate Constantly:    -Never settle for ‘good enough’. Whether it’s trying out a new marketing technique or diversifying your product range, embrace change with open arms. The market is evolving; make sure you evolve with it!   Train Your Team:    -This isn’t a solo mission! Invest time in developing your team’s skills—train them not just on products but also on customer service and sales techniques. A knowledgeable team is an empowered team!    Measure Success Regularly:     -What gets measured gets improved! Set KPIs (Key Performance Indicators) for yourself and your team, then regularly assess progress toward those goals. If something isn’t working as planned, pivot quickly instead of doubling down on a losing strategy! These steps have helped me consistently increase sales and reduce turnover rates across my teams. So whether you're just starting out or looking to refine your existing strategy... remember that success is less about luck and more about well‑planned actions! What has been your biggest win in sales? Share your insights below.

Sales success is not about charisma, luck, or having the “perfect pitch.” After years in this field, I’ve realized it’s actually about what you do after the rejection. That’s where the 3 R’s come in. 1️⃣ Reset – Renew Your Drive + Clarity After every tough call or lost deal, pause. Step back. Analyze what went wrong. Recharge your mindset. Sales is a long game. If you carry the baggage of yesterday’s "no" into today’s meeting, you’ve already lost. The best salespeople hit reset fast → and show up fresh for the next client. 👉Ask yourself: Am I starting this call with yesterday’s energy or today’s clarity? 2️⃣ Reframe – Shift Your Pitch Through Connection Most salespeople talk. The best ones listen. Instead of pushing the same pitch, they reframe the conversation around the client’s world: What’s their pain point? What’s keeping them awake at night? How can I solve, not sell? Reframing builds trust. And trust is the only currency that closes deals in B2B. 👉Remember: Growth doesn’t come from more words. It comes from deeper relationships. 3️⃣ Respond – Move Forward with Smart Actions Sales is not a script. You won’t always get the answer you want. But how you respond decides whether the conversation ends or evolves. The pros don’t panic. They reflect, adjust, and move forward with micro-wins: A follow-up call booked. A small insight uncovered. A champion identified inside the account. 👉Small, smart responses compound into big wins over time. Don’t measure your success by the one deal you closed. Measure it by how many times you showed up strong after hearing “no.” That’s where mastery lives. That’s where sales careers are built.

This infographic captures one of the most important truths about modern sales: successful selling is no longer about pushing products — it is about creating value, building trust, and solving problems. The word “SALES” is broken down into five powerful principles that reflect what high-performing sales professionals consistently do in today’s competitive market. The first principle, Serve the customer’s needs, reminds us that great sales begins with understanding the customer, not the quota. Customers today are more informed than ever, and they are looking for advisors who genuinely understand their challenges and goals. Professionals who focus on service instead of pressure build stronger long-term relationships and customer loyalty. The second principle, Ask the right questions, highlights the importance of discovery. Effective salespeople do not dominate conversations — they guide them. The quality of questions often determines the quality of the solution. Strategic questions uncover pain points, priorities, decision-making factors, and hidden opportunities. The third principle, Listen actively and carefully, may be the most underrated skill in sales. Many people listen to respond, while great sales professionals listen to understand. Active listening creates trust, improves communication, and helps tailor solutions that genuinely fit the customer’s needs. The fourth principle, Explain the value clearly, focuses on communication. Customers are not simply buying products or services; they are buying outcomes, efficiency, confidence, growth, or solutions to their problems. The ability to clearly articulate value is what separates transactional selling from consultative selling. Finally, Seal the deal with confidence reflects the importance of professionalism, preparation, and belief in the solution being offered. Confidence comes from understanding the product, knowing the customer’s needs, and building credibility throughout the sales process. What makes this infographic especially valuable is its final message: “Sales is not about selling, it’s about helping.” This mindset changes everything. The best sales professionals are not focused only on closing deals. They focus on: • Building relationships • Creating trust • Understanding customer challenges • Delivering meaningful solutions • Providing long-term value In reality, sustainable sales success is built on empathy, communication, credibility, and consistency. Strong salespeople do not convince customers to buy something they do not need. They help customers make informed decisions that improve their business, solve problems, or create opportunities. In today’s business environment, the most effective sales strategy is simple: Listen more. Understand deeper. Serve better. Deliver value consistently.

Navigating Pitfalls: Common Sales Leadership Strategies That Can Derail Success As sales leaders, the path to success is complex and filled with potential pitfalls. By categorizing these challenges, we can better understand and address them. Here's how these insights break down into four key categories: 🚀 Strategy Missteps: Balancing Act: Avoid over-emphasizing new customer acquisition at the expense of existing ones. Growth requires a balanced approach. ⚖️ Evolving Strategies: In a rapidly changing B2B landscape, sales strategies must evolve to meet new buyer needs. 🌱 Chart Your Own Path: Don’t follow the crowd; tailor strategies to what's proven effective for your organization. 🛤️ Embrace Change: Be ready to adapt and make necessary changes if current strategies falter. 🔄 Operational Oversights: Quality Over Quantity: Prioritize high-quality leads over a high volume of low-quality ones. 🎯 Meaningful Metrics: Focus on outcomes, not just activity, for genuine insights into success. 📈 Pipeline Reality Check: Maintain a realistic view of your pipeline to improve win rates. 🔍 Developmental Dilemmas: Continuous Learning: Ongoing B2B sales training and development are crucial for keeping your team competitive. 📚 Simplify to Amplify: Simplify over-complicated sales processes to empower your team. 🔄 Customer-Centric Concerns: Customer Voices: Valuing customer feedback is essential for avoiding loss to competitors. 👂 Patience Pays: Prioritize the customer’s readiness over pushing for quicker deal closures. ⏳ Realistic Targets: Set achievable sales targets to prevent stress and burnout, ensuring a modern approach that values relationships. 🎖️ Reflective Realizations: Achieving Goals: Remember, success is strategically winning the right deals, not just hitting numbers. 🏆 Best Practices: Lean on reliable best practices to enhance effectiveness, rather than fleeting trends. 🌟 By understanding these categories, you can steer clear of common pitfalls and guide our teams toward more effective and successful sales strategies. How do these categories resonate with your experiences? Let’s share insights and grow together! 👇

Years ago, I thought sales success was all about volume. More calls. More emails. More pitches. If we just kept pushing, the deals would follow. Right? Wrong. We were working harder than ever, but the results didn’t reflect that. Then came a meeting I’ll never forget. Mid-pitch, the CEO leaned back and said, “You’re telling me what your product does, but not why I need it.” Ouch. That hit hard—but it was the wake-up call I needed. I realized sales wasn’t about us. It was about them. Their problems. Their needs. Here’s the 5-step strategy that changed everything: Step 1: Focus on Value, Not Volume Stop pushing everything. Tailor your pitch to solve one core problem. Ask yourself: What’s the one thing this client truly needs? Step 2: Shift From Selling to Solving No one likes being sold to, but everyone loves having their problems solved. Follow up with, “How’s [pain point] going?” Step 3: Listen Like It’s Your Job (Because It Is) The best salespeople aren’t the best talkers—they’re the best listeners. In your next meeting, spend more time listening than pitching. Step 4: Understand Your Customer’s Customer Want to stand out? Solve problems for your client’s clients. Position yourself as a partner, not a vendor. Step 5: Don’t Let Tech Replace the Human Touch Automation is great, but empathy and connection win deals. Schedule one personal call or face-to-face meeting this week. Give this a shot and watch how it impacts your results. Because sales isn’t about what you’re selling. It’s about how you’re solving. 🔗 If this resonates with you, check out the link in the comments to join my newsletter. It’s where I share daily sales insights, actionable strategies, and tips to help you close smarter, not harder.

Early in my sales career, I took my daughter to a car dealership. She was happily enjoying her ice cream, and the salesman suggested I get a car with leather seats. When I asked, "So what?" he pointed out that it would make cleaning up the ice cream easier. That moment taught me the power of selling through features and benefits. Recently, on a podcast, the host asked whether my sales approach was product-focused or sales-focused. My answer? Neither. I use a buyer-first approach. Here are the three key approaches: 1️⃣ Product Approach: This is all about features and benefits, like the car salesman explaining the practicality of leather seats. 2️⃣ Sales Approach: This involves following a structured sales framework like SPIN Selling or The Challenger Sale. 3️⃣ Buyer-First Approach: This is my preferred method. It's about making deep and wide connections with your clients across their organization, building relationships, and practicing empathetic listening. ➡️ The data supports this approach: - According to Salesforce's State of Sales Report 2022, 87% of buyers expect sellers to act as trusted advisors. - The 2024 report discovered that 59% of business buyers feel sales professionals don't listen to them or truly understand their needs. - Recent insights from LinkedIn’s Deep Sales 2024 Report, revealed that only 17% of professional sellers follow the three habits that lead to success: building relationships, focusing on the right accounts, and immersing themselves in their clients' world. In today's market, a buyer-first approach isn't just effective—it's essential. Prioritizes the needs, preferences, and experiences of the buyer above all else. Share how you are connecting deeply with your clients? Links to learn more: Salesforce State of Sales Report https://lnkd.in/d6zTp2QQ LinkedIn’s Deep Sales 2024 Report. https://lnkd.in/insiders