When it comes to sales, it’s easy to focus on what we say or what we do. But often, the real difference lies in how we sell. Conflicts, missed opportunities, or stalled deals aren’t always about the words you use—they’re about your approach. The process you follow, the order of your steps, and the consistency of your actions can make or break your success.
We suggest to take a moment to reflect: if you need new revenue in the next 12 months—and let’s be honest, most of us do—what are the steps you take to source it?
Practical Tip: Jotting down your steps can make a big difference. Use a virtual document or plain paper to outline your process, sharpen your approach, and catch any overlooked details. Let us know if you need our tool.
The key is to be intentional. Instead of chasing deals randomly, think about the repeatable steps that consistently uncover real opportunities.
Ask yourself:
How do I identify the right prospects?
What actions do I take to engage them effectively?
How do I follow up and keep my pipeline moving?
By documenting and refining these steps, you create a roadmap for success—a process that not only generates new revenue but also builds confidence and consistency in your sales approach.
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At Sandler Toronto, we help sales professionals focus on both mindset and process, providing the tools and frameworks to turn potential into consistent results. Start by mapping your steps today—it might be the single most important thing you do for your sales pipeline this year.
