Pause before you answer.
The fast answer is rarely the best one. Think first. And when you need to redirect a prospect's idea, protect their pride. "I understand why you would approach it that way. What do you think about this angle?"
About
We fix what happens after the lead.
SalesMaster is the sales operations partner for businesses that already know how to generate leads and want to stop fumbling them. Sister company to The Influence Agency. Founder led from Toronto.
Why SalesMaster exists
The leak we kept watching.
I run The Influence Agency. We generate leads for clients across home services, education, retail, healthcare, professional services, and SaaS. We are very good at the marketing.
Over and over again, I have watched well marketed companies leak revenue in the same place. The leads were there. The phones rang. The forms came in. And then nothing happened, or something embarrassing happened. A receptionist who could not close. A dial tree no one wanted to navigate. A follow up that never came. A pitch that did not land.
SalesMaster is the answer to that gap. We fix what happens after the lead is generated.
We train the phones. We build the systems. We design the comp plans. We coach the reps. We sit in your weekly pipeline reviews until your sales team runs like a machine that does not need us anymore.
That is the goal. Build it so you do not need us forever.
What I believe about sales
The principles that show up in every engagement.
The five things on the homepage cover the core. These are the rest I teach every rep I work with.
Be truthful. Put yourself in a position where the truth is advantageous.
You can convince someone of a lie if you work hard enough. It is so much easier to convince them of the truth. So design your business, your service, your offer so that the truth sells. Then sell the truth.
Do not undervalue what people will pay.
Early in my B2B career I would not pitch the most expensive option because I myself would not have bought it. There are a lot of people with more money than I had who do not want to drive across town to save twenty dollars. Show every option. Let the buyer tell you what they can afford. Never disqualify the sale before it begins.
Lead from the inputs, not the spreadsheet.
Dials, conversations, meetings, role plays. Outcomes follow inputs. Crushed morale kills sales every time. Track the leading measures and the lagging ones take care of themselves.
Standards build teams.
One great rep raises the bar for everyone else. The team that books five meetings a week stays at five. The team that books twelve forces everyone to ten.
A contrarian take
On objections.
Most sales coaches teach reps to dig deep on every objection. Why why why why. I will give that two or three questions. After that, you are spending finite mental and emotional energy on someone who is not buying.
I would rather you save that energy for the next call. Sales is a marathon, not a sprint. The reps who burn out are the ones who treated every objection as a personal challenge. The reps who win over five and ten year careers learned to walk away politely, log it, and pick the phone back up.
How I think about hiring and accountability
Coach the inputs. Hire people who do not need a stick.
If you have the right reps and you coach them well for three to six months, you should not need to keep pushing them. The right people save you time. If you are constantly using the carrot and the stick, you have the wrong people on the team.
The job of a sales manager is not to motivate the unmotivatable. It is to make sure the lead measures get hit. Dials. Conversations with decision makers. Meetings booked. Closes. Track the inputs, coach the technique, and the lagging outcome takes care of itself.
Ready to find out what is actually happening in your sales operation?
Book a Sales Diagnostic
$4,950 · Credited to your first retainer