Dave Schwallier

Background

About Dave Schwallier

As the Director of Consulting with Lift Consulting, LLC, I help business owners, executives, and sales leaders navigate change within their teams and individual staff members. This includes restructuring sales organizations, developing the right GTM strategy and plans that support its success, developing compensation plans that drive the right behavior, finding and developing the right talent, and ultimately accelerating bottom line profit and business value. We work with clients that commonly share any or all of the following challenges: • We struggle with insufficient prospect meetings on a regular, consistent basis • Our close rate is below my expectations and is keeping me awake at night • We don't have a common culture, language, and system across our sales team • Onboarding and training new sales people is very difficult because there's no roadmap to success • We have little to no accountability in our organization • We know we need to restructure our organization, but we just don't know where to start. Here’s how you start. • Analyze your sales process, and if you don’t have one, get one fast. Any sales process is better than ad-hoc selling. Of course, we recommend the Sandler process. • Improve your sales skills and techniques, such as building rapport, ensuring you get an active decision, yes or no, and leveraging questioning strategies and emotional needs to close the deal. • Commit to the daily and weekly selling behaviors that will drive your sales to achieve targets. Build a top-down plan that starts with goals and translates down to specific activities to get you there. • And don’t forget about attitude and perceptions. You and your sales people will live up to or be constrained by your own perception of what is possible and expected. If you want to have a discussion about how to get more sales personally or across your business, let’s schedule a 15 minute no obligation call. Then you decide if it makes sense to keep talking or not. Either way, you’ll gain valuable insights to start improving your sales and overall business. Call or email me to get started! 608-515-8163, ext. 706 or lift.sandler.com.