How to Grow Your Business in Less Time in 2019

Published on February 11, 2019

Sales and leadership have taught me a great deal about relationships, and so have those of you who have been on this journey with me over the years. We have worked together and grown together, and you have allowed me to develop as a consultant, speaker, and writer. That is why I am so excited to share the Velocity Mindset with you because everything I have learned from you has helped me to develop this breakthrough.

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I have worked in sales and leadership for nearly 40 years and have yet to meet someone who doesn’t want to sell more in less time. The trouble comes in figuring out how to do it. So I developed the Velocity Mindset—to empower sales execs, entrepreneurs and business owners to close more business—because I don’t want to see anyone leave money or opportunities on the table. The core of the Velocity Mindset is knowing that although we all have the same 24 hours in a day, it is possible to create solutions that do more, faster. 

Most companies have it wrong when it comes to growing sales. The first step they take is to hire more salespeople. That’s probably the worst thing to do. Instead, you have to find a way to have better conversations—more powerful conversations. That is how you reduce the sales cycle, create velocity, and free up time to close more business.

Powerful conversations involve trying to uncover the specific issues—what motivates that customer to buy. The key is to change the conversation with the customer, perhaps by just asking one different question that will reposition you in their mind, making you more valuable. The right sales conversation is really a collaboration; it’s an opportunity to discover what’s important to the customer, and out of that discovery to convey what you can do for them. 

What gets in the way of sales execs and leaders having these powerful conversations is their own mindset. In a self-focused mindset, salespeople lead with the “How”—their products and services.  This reduces them to a commodity, generates the wrong conversations, and wastes time. Instead, they should lead with the “What”—the outcomes people are trying to achieve.  

Focusing on the outcomes that customers are trying to achieve is what makes the Velocity Mindset so effective.  To attain the ultimate velocity in a conversation, it is critical to engage the customer in sharing their desired outcomes, not you telling them.  This level of engagement gets people to act.

This simple shift from a self-focused mindset to the Velocity Mindset has led to outstanding results like these for my clients:

  • Took client valued at $96 million to a $1 billion buyout
  • Doubled a client’s revenue by cutting bids in half
  • Repositioned a client and negotiated a $200 million 10-year contract
  • Retooled a client outcome sales strategy, netting their largest-ever consulting contract

My gratitude for all of my clients and the people I have spoken with at conferences over the years is boundless. Your openness and feedback have helped me to discover what works and what does not.

You know that your success starts and ends with you, and I know that you want to continue to differentiate your organization from the competition and increase your market share by generating velocity in your company and building a high-performing sales culture. The right mindset will get you where you need to go. Please watch this 2-minute video we have created on Velocity Mindset: