Brett Child

Can you really make it up in volume? For years, salespeople have justified price cuts by saying, "We’ll make it up in volume." But let’s get real—does that actually work? Let’s do the math if you operate at 30% margins: 📉 A 10% discount? You need 50% more sales for the same profit. 📉 A 20% discount? You have to quadruple your sales. 📉 A 25% discount? You have to sell 500% more! That’s a hamster wheel of insanity. 🏃‍♂️💨 And it doesn’t stop there… More volume means more resources—more people, more equipment, more overhead. That squeezes margins even tighter. You’re not just chasing sales; you’re chasing your tail. 💰 Instead of cutting prices, sell your value. 💰 If the customer doesn't buy value, don't cut the price, cut the customer loose! 💰 You can’t discount your way to success. You have to sell your way there. #Sales #ValueAddedSelling #Profit

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Sales process optimization - What happens when you stop managing sales teams & start coaching them?  I once worked with a VP of Sales who was personally involved in every deal review.  “I need to be in the room to make sure we don’t lose the deal.”  The problem? His team’s numbers were stuck.  Activity was high, but revenue wasn’t moving.   His team wasn’t learning to close, they were learning to depend on him.  Then we made a radical shift.  He stopped managing the pipeline and started coaching the team.  Most sales leaders don’t realize that their involvement slows down the team.  📉 More oversight = Less ownership.   📉 More pipeline reviews = Less real selling.   📉 More micromanagement = More dependency on leadership.  When we shifted the VP from deal tracker to deal coach, the team started operating differently 👇 ✔ Reps closed more deals independently.   ✔ Sales cycle time dropped by 30%.   ✔ Pipeline value increased by 42% because deals weren’t rushed through stages.  How sales process optimization starts with Leadership 👇 Most companies think sales process optimization is about better tools or CRM updates.   But the truth is, a sales process is only as strong as the team running it.  A flawless process won’t save a team that lacks confidence.  If sales leaders - 📉 Solve every problem themselves → Reps never develop problem-solving skills.   📉 Push deals forward for their reps → The team never learns to control momentum.   📉 Rely on more data instead of more coaching → Forecasting improves, but revenue doesn’t.  Optimizing a sales process without optimizing leadership is like tuning a race car without training the driver.  The best sales leaders don’t track deals, they build closers.  Want to build a coaching-first sales culture? Let’s talk. P.S. This moment from my recent workshop says it all...participants fully engaged, actively learning, and sharpening their skills in real time. ________________________________ I help sales teams optimize their sales process, sharpen their skills, and close more deals through hands-on workshops, strategic sales talks, and leadership-driven training. Want to level up your sales team? Let’s talk. DM me. #salestraining #sales #leadership #coaching #growth #salesmanagement #salesstrategies #motivation #team #upskilling #workshop #trainings

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Prospecting is by far, my favorite part of the sales profession. Just something about a 2-hour time block titled: "Do you want to hit your number?" Listen. I love running first calls I love joint engagement plans I love account planning I love running demos (actually, I don't love that part) I love navigating legal, security, finance, etc I love closing But. None of that stuff happens without getting that calendar invite secured (and for the love of all things sales, please don't confirm your calls the day before and especially don't do it with an automated system) Save this, here is my exact flow: Step 1: Identify your 5 target accounts Step 2: Identify 3 buyers inside of those 5 targets Step 3: Engage with those 3 buyers' content inside of those 5 target accounts Step 4: Send connection requests to those 3 buyers inside of those 5 target accounts Step 5: Wake up the following day and see 6 connection requests accepted Step 6: Send the best video DM you can possibly send - do your research here, remember it isn't a pitch slap if you have identified pain and have a solution to solve said pain Step 7: The following day, send a regular text-based DM that says, "Just making sure you saw that, I know you probably don't get a ton of video DMs but I promise this will be one you are glad you watched." Step 8: Repeat every single day for all of your accounts, should be able to get through 1000 target accounts in a year, engaging with 3000 potential buyers' content and getting accepted by 400 of those potential buyers and that will land you somewhere between 50-80 first meetings. Step 9: Create content that will make your buyers smarter and eventually want to come to you to learn, this is the part most folks miss. Because, if you do all the things I said above then your feed will be filled with your buyers and when you post, your content will land in their feed - that is just how this all works. Step 10: Remember, social selling like this is only one tiny part of the sales world - you still need to be sending emails, going to events, dialing, running channels, etc. Happy selling and go save this one. For those interested, I have a few spots open for 1:1 Coaching in November - January and have 22 spots open for my December Cohort which will be the 17th sold out class since launching my business a little over a year ago! Testimonials are down on the bottom of my page, have fun.

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Yesterday, the Pyramid Club's monthly Sales Round Table sparked engaging discussions focused on empowering business owners and entrepreneurs to enhance revenue growth through effective sales strategies. Each month I host this session to focus on aspects of assuring greater sales results for business owners and sales professionals. Tony Simas, MBA, Managing Partner of Client Growth Partners and Adjunct Professor at Fordham Gabelli School of Business, shared insights on aligning Marketing and Sales. His expertise in delivering sustainable growth through comprehensive marketing and sales plans bridges the gap between technology, legacy products, processes, and people. Did you know, a recent Harvard Business review report revealed that 90% of Sales and Marketing professionals experience misalignment, while 68% of b2b Marketers believe half of MQLs are overlooked or disqualified by Sales? These statistics highlight the crucial need to improve seamless processes from awareness to deal closure. Our session explored identifying and rectifying common sources of misalignment, emphasizing the importance of communication and collaboration within teams. Aligning Marketing and Sales goals fosters a cohesive approach. Sales involvement in Marketing planning ensures a field perspective of prospects' needs and potential solutions. Join us on the second Wednesday of each month for dynamic discussions at our Sales Round Tables. If you're interested in participating as a guest, please reach out to me for registration details. #PyramidClubPhl #Salesleadership

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I put James Santy in the hot seat on Burn The Playbook Podcast. Everyone's favorite “Burn It or Build It” segment always lights up the room 🔥 Here’s where we landed: 🛠️ Standardize sales training → Build it. Common language and process beat chaos. 🔥 Lone-wolf top reps → Burn it. Culture and team wins out. 🛠️ Prospecting at scale → Build it. Break through the noise with real grit and better outreach. 🛠️ Double down on core markets → Build it. Stop chasing shiny objects. 🔥 Managers as dashboard jockeys → Burn it. Coach in the trenches. 🔥 Trusting gut over messy CRM → Burn the gut, build better tools. Fewer fields. More automation. 🔥 “Sell more” battle cry → Burn it. Build a battle plan with how, not slogans. 🔥 AI-scripted email blasts → Burn scripts, build smart automation after the message hits. 🛠️ Tracking rep activity → Build it. Effort is the leading indicator. He brought the heat! This is how teams get better, faster.

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🚨SATURDAY SALES TIP🚨 If your pitch only works when the buyer is already sold… It’s not a pitch—it’s a crutch. 🧠 Real sales skill kicks in when the room is cold, the prospect is skeptical, and attention spans are fried. Can you create clarity before there’s interest? Spark urgency before there’s a clear need? Build trust before they even realize they’re searching for a solution? Most reps are great when the buyer is warm and ready. But elite sales pros? They know how to meet someone in confusion and lead them to confidence. They don’t wait to react—they know how to guide. Because sales isn’t about convincing. It’s about clarifying. And the moment you can do that consistently— You stop selling... and start leading. If your pipeline feels stuck, don’t just blame the leads. Ask yourself: 👉 Are you leading the conversation—or hoping it leads you? The best don’t wait for the pitch to land. They create the moment that makes it matter. #SalesHERO #TheHEROFactor #SalesLeadership #HighImpactSelling #SalesPsychology #TrustBasedSelling #SalesGrowth #ClarityCreatesConversion

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I see business owners making this mistake 𝗮𝗹𝗹 𝘁𝗵𝗲 𝘁𝗶𝗺𝗲… Losing sales by 𝗶𝗴𝗻𝗼𝗿𝗶𝗻𝗴 𝗮𝗯𝗮𝗻𝗱𝗼𝗻𝗲𝗱 𝗰𝗮𝗿𝘁𝘀. Abandoned carts aren’t just missed opportunities…they’re your hottest leads waiting to be converted. ☺️ 𝗪𝗮𝘁𝗰𝗵 𝘁𝗵𝗲 𝘃𝗶𝗱𝗲𝗼 𝘁𝗼 𝗹𝗲𝗮𝗿𝗻: 👉 Why it happens 👉 How to fix it 👉 The simple strategies to turn abandoned carts into sales Don’t let those carts go to waste. Watch now! 🎥

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Sales will beat the optimism out of you, those who can stay optimistic will win. Big. Here is the Math: I've trained thousands of sellers and watched the market relentlessly erode their mindset and their hope. 🤜 Suspects are rude. 🤜 Prospects ghost them. 🤜 Deal after deal falls through. 🤜 Pipeline can evaporate overnight. 🤜 The last minute demand for a discount. 🤜 The hidden decision maker waiting in the wings. The human response is cynicism. Self-protection. Lowered expectations. "It can't be me... it's the game." But we miss the asymmetry. The mathematics of it. ❌ Every "no" costs very little time and zero dollars. ✅ A "yes" can change your year, your career, your life. The math is stacked so heavily in your favor that it's a trade you would take a thousand times a day if you could. Cynical sellers think they're being realistic. The self-image of being the battle hardened and wise 'grandmaster of sales' is a nonsense, optimizing for avoiding disappointment instead of maximizing opportunity. It's feeding their ego while starving their bank account. They choose the illusion of control over the reality of abundance. Optimistic sellers understand a deeper intrinsic logic: 1. Rejection has no mathematical power over outcomes. 2. Action is therefore a near infinite resource with a near infinite upside. So sustained optimism creates limitless results. David Sandler: "You don't learn how to win by getting a yes, you learn how to win by getting a no." The asymmetry rewards those who can stay in the game long enough to hit the exponential returns. One great month erases ten mediocre ones. One client relationship generates referrals for years. One new account can grow to $millions. This optimism is a competitive advantage. A selling super-power. Three actions to weaponize optimism: 1️⃣ Track rejection ratios, not just wins (celebrate the math working) 2️⃣ Calculate the dollar value of a "no" (if 10 nos = 1 yes @ $50K: a no = $5K) 3️⃣ Close each day by texting a 'thank you' 3 prospects who said "no" - stay top of mind for timing changes - it's a second bite at the cherry - a massive mindset reframe The market can't beat you if you don't stake your mindset on any hand. ♻️ What's your typical ratio of "nos" to "yes"? Share in the comments as inspiration. #SalesStrategy #SalesMindset #NoIsTheNewYes P.S. Are you looking to Scale your business, your impact, your results? We design the Building Blocks of Scale for hundreds of businesses: Vision & Offer - Leads - Sales Systems - Leadership - Talent Development P.P.S. As a Founder or sales leader these Mathematics are truly limitless. It's a trade that can be made a thousand times with a scaleable team. Comment "Briefing" to be invited to our next Leaders' Webinar "Building Your Scalable Sales Team".

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Stop wasting your money attending lots of different conferences this year. Do this instead:⁣⁣ ⁣⁣ 𝐆𝐞𝐭 𝐟𝐨𝐜𝐮𝐬𝐞𝐝. Let me explain…⁣⁣ ⁣⁣ A friend of mine (a BPO salesperson) attended an industry-specific conference last week because his firm hoped to break into this new market.⁣⁣ ⁣⁣ Every time he introduced himself to a potential prospect, he’d hear, “Oh, so you’re a competitor of [BPO XXXX].” ⁣⁣ ⁣⁣ That BPO wasn’t even at the show. Yet, they haunted every conversation he had.⁣⁣ ⁣⁣ That’s because their reputation for excellence in serving that community cast a shadow over every conversation. ⁣⁣ ⁣⁣ 𝐓𝐡𝐢𝐬 𝐢𝐬 𝐭𝐡𝐞 𝐩𝐨𝐰𝐞𝐫 𝐨𝐟 𝐲𝐨𝐮𝐫 𝐫𝐞𝐩𝐮𝐭𝐚𝐭𝐢𝐨𝐧. ⁣⁣ ⁣⁣ At Quinn Growth Advisors, we help BPOs like yours achieve this kind of market dominance with smart investments in sales and marketing. It’s about sustainable growth through trust and recognition. ⁣⁣ ⁣⁣ Here’s how you can build a reputation like that BPO:⁣⁣ ✅ 𝐒𝐩𝐞𝐜𝐢𝐚𝐥𝐢𝐳𝐞 𝐢𝐧 𝐘𝐨𝐮𝐫 𝐍𝐢𝐜𝐡𝐞: Tailor your services to solve the unique challenges of your target industry.⁣⁣ ✅ 𝐁𝐮𝐢𝐥𝐝 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬: Connect authentically with key decision-makers who amplify your credibility.⁣⁣ ✅ 𝐄𝐬𝐭𝐚𝐛𝐥𝐢𝐬𝐡 𝐓𝐡𝐨𝐮𝐠𝐡𝐭 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩: Share insights, case studies, or solutions that position you as the expert.⁣⁣ ⁣⁣ The payoff? BPOs with a strong reputation can benefit from increased trust, which leads to more efficient sales processes. According to Resourceful Selling, social selling—a key component of building reputation—has helped 𝐨𝐯𝐞𝐫 𝟒𝟎% 𝐨𝐟 𝐬𝐚𝐥𝐞𝐬𝐩𝐞𝐨𝐩𝐥𝐞 𝐜𝐥𝐨𝐬𝐞 𝐛𝐞𝐭𝐰𝐞𝐞𝐧 𝐭𝐰𝐨 𝐚𝐧𝐝 𝐟𝐢𝐯𝐞 𝐝𝐞𝐚𝐥𝐬 𝐝𝐢𝐫𝐞𝐜𝐭𝐥𝐲. Additionally, the Harvard Business Review highlights that companies with strong reputations enjoy higher customer loyalty and can charge premium prices. For BPOs, 𝐭𝐡𝐢𝐬 𝐦𝐞𝐚𝐧𝐬 𝐧𝐨𝐭 𝐨𝐧𝐥𝐲 𝐜𝐥𝐨𝐬𝐢𝐧𝐠 𝐝𝐞𝐚𝐥𝐬 𝐦𝐨𝐫𝐞 𝐞𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐭𝐥𝐲 𝐛𝐮𝐭 𝐚𝐥𝐬𝐨 𝐟𝐨𝐬𝐭𝐞𝐫𝐢𝐧𝐠 𝐥𝐨𝐧𝐠-𝐭𝐞𝐫𝐦 𝐠𝐫𝐨𝐰𝐭𝐡 𝐭𝐡𝐫𝐨𝐮𝐠𝐡 𝐭𝐫𝐮𝐬𝐭 𝐚𝐧𝐝 𝐫𝐞𝐜𝐨𝐠𝐧𝐢𝐭𝐢𝐨𝐧.⁣⁣ ⁣⁣ What’s one step you’re taking to make your BPO the go-to choice in your industry? Drop your thoughts in the comments—I’d love to hear!⁣ ⁣ #BPOStrategy #ThoughtLeadership #OutsourcingExcellence #CustomerExperience #BusinessGrowth #BrandDifferentiation⁣

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