How to Implement Feedback Loops in Sales

Your positioning isn't worth 💩 if your sales team doesn't use it. Here’s how I got my last sales team to sell - a different product, - to a new customer, - with new messaging, - & at a new price. I did 3 things: 1. Showed my homework 2. Served it on a gold collateral platter. 3. Kept feedback loops tight. a word on each... 1. Showed my homework If you're going to mess with their sales, salespeople deserve to know the why. After spending a month forming an ideal customer profile, the path was clear: We needed to focus on our service offering and move up market. Instead of just telling the sales team my conclusions, I took them through a 25-ish page deck on our ICP. I explained: - how we determined our deal customer, - what made them ideal, - and our change in positioning born out of that. I took questions, explained ambiguities, and backed up every decision with customer data. 2. Served it on a gold collateral platter If you expect your team to sell differently, you need to make it easy. With this change in positioning, I rolled out: - A new sales script - A new deck - new battle cards for newfound objections - and a ton of content to support our POV The sales team had everything they need to reinforce our new positioning and strategy with every call, follow-up, and demo. And with our new ads and content, prospects came into the funnel with our new positioning in mind. and finally... 3. Kept feedback loops tight After launching our new positioning, I got together with all the AEs every single week. We'd chat through questions like: - what's working? - what's not working? - what objections are coming up? - where are you getting stuck? - where are deals stalling? This would allow me to adjust the collateral, and put it back in their hands sharper than it was before. And the result of all this work? Our highest MRR months as a company ever. 😎 Get your sales team on board with your positioning and it can go from 💩 to 🥇

During my years in retail I noticed two distinct decision-making camps - the gut-feelers vs. the analytical. It was always a matter of pride as to which camp you belonged to. Gut-feelers thought they were superior because their insights were driven directly from being in touch with the average consumer. The analytical camp thought that they were more reliable because they were uncovering stated and unstated patterns through their analysis of shopper data. For me though, we've got to marry up the two. And this is how I delivered a category turnaround of 40% top-line growth on the declining ready-to-heat pizza category. 1️⃣ Start with data. Because, data never lies. Data showed me that even though everyone wanted to sell $5 pizzas, we simply could not afford to do it. And no, selling more pizzas at a unit loss would not grow the category sufficiently to rub away the losses. 2️⃣ Apply intuition. Visit stores, check out what your competition is doing. Put yourself in the customers' shoes, or better yet, chat with them. This is how I figured out that the $5 price point was a must-have. We just had to find a more profitable way to deliver it. 3️⃣ Challenge assumptions. When folks claimed that the strong sales was linked to $5 promotions, my data showed that it was not the promo price that was doing the trick, but it was the ad and display support that was driving consumption. 4️⃣ Build scenarios. Use the data on hand to test out different scenarios. Using historical data, I built different 4P scenarios to see which would give us the best results with minimal change. How many SKUs would we carry, where would we carry them, would they be EDLP or promoted? 5️⃣ Set up feedback loops. Afraid to see how your initiatives pan out? Forget about being right.. Care more about finding and fixing gaps. I established Units/Store/Week/SKU goals and monitored them obsessively. Some may say I went a tad crazy for a while there. But, it delivered results. Because, I could use this to course correct immediately. The result was market share growth, top-line growth, and gross margin growth - the trifecta. So, next time someone tells you you've got to pick sides of gut-feel vs. analytics, stick to the middle.

Why do some writers earn more than others? It's not just about writing. The top earners know something you don't. They master the subtle art of the Client Experience. This approach transforms casual clients into loyal partners. ▶ Client-Centered Communication. It all starts with understanding your client as a person. Listen actively to their needs and feedback. Take responsibility for everything. Tailor your messages to reflect their personality. Effective communication builds trust, the cornerstone of any relationship. A client won't pay you if they don't trust you. ▶ Empathetic Engagement. Engage on a personal level, not just a professional one. Share stories that resonate with their experiences. By the way, this means having a life outside of work! I can't tell you how many times a quick story about one of my kids has cemented the relationship with my client. And celebrate their successes as if they were your own. Take ownership of the relationship, even if you aren't directly benefiting. This personal touch makes clients feel valued and understood. ▶ Confidence + Comfort. Clients should always know what to expect from you. Maintain a consistent tone and approach in all interactions. Don't let your mood dictate how you treat them - that's a quick way to get fired. You don't need to be available 24/7, but you DO need to be predictable and reliable. Consistency breeds comfort, and comfort breeds loyalty. ▶ Feedback Loops. Make it easy for clients to give feedback. Regularly ask for their thoughts on your work. Show that you're receptive and act on their input. And if you screw up, hold yourself accountable and admit fault (even if the fault is shared). Become the dude in the pickup basketball game patting his chest and saying, "My bad - that's on me". Feedback loops help refine your approach and enhance satisfaction. Transform every client interaction into a step toward lasting loyalty. This framework isn't theoretical—it's a compilation of strategies used by the highest earners in the industry. Soft skills win, but only if you develop them. Get likable and watch your client work stabilize.

"𝐶ℎ𝑎𝑛𝑔𝑒 𝑖𝑠 𝑜𝑣𝑒𝑟𝑟𝑎𝑡𝑒𝑑, 𝑒𝑠𝑝𝑒𝑐𝑖𝑎𝑙𝑙𝑦 𝑖𝑓 𝑦𝑜𝑢'𝑣𝑒 𝑎𝑙𝑟𝑒𝑎𝑑𝑦 𝑛𝑎𝑖𝑙𝑒𝑑 𝑝𝑟𝑜𝑑𝑢𝑐𝑡-𝑚𝑎𝑟𝑘𝑒𝑡 𝑓𝑖𝑡.” "There's nothing more powerful than a slight pivot after truly listening to your customers." Who said you can't teach an old dog new tricks, especially when those tricks substantially boost your bottom line? I've been in the trenches, witnessing firsthand how a minor tweak in the offer, when deeply aligned with customer feedback, can dramatically shift the sales and retention landscape. Here's the gold I unearthed: ➤ 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐟𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐢𝐬 𝐭𝐡𝐞 𝐧𝐨𝐫𝐭𝐡 𝐬𝐭𝐚𝐫. A client, despite having a solid product-market fit, dared to refine their offer after diving deep into conversations with their current users. This wasn't about reinventing the wheel but adjusting its spokes ever so slightly. ➤ 𝐂𝐨𝐧𝐠𝐫𝐮𝐞𝐧𝐜𝐲 𝐢𝐬 𝐤𝐢𝐧𝐠. They ensured the change was not just a superficial marketing layer but permeated through every customer touchpoint. From ads and landing pages to sales scripts, onboarding, and nurture sequences, everything echoed the new value proposition. ➤ 𝐓𝐞𝐬𝐭𝐢𝐧𝐠 𝐢𝐬 𝐧𝐨𝐭 𝐚𝐧 𝐨𝐩𝐭𝐢𝐨𝐧 - 𝐢𝐭'𝐬 𝐚 𝐧𝐞𝐜𝐞𝐬𝐬𝐢𝐭𝐲. Rather than making assumptions, they tested the new offer in the market. The result? A 22% surge in sales and a notable dip in churn rates. ➤ 𝐈𝐭'𝐬 𝐚𝐥𝐥 𝐚𝐛𝐨𝐮𝐭 𝐭𝐡𝐞 𝐟𝐨𝐥𝐥𝐨𝐰-𝐭𝐡𝐫𝐨𝐮𝐠𝐡. Post-sale engagement became more meaningful, with customers feeling heard and valued. This not only solidified their loyalty but also turned them into brand evangelists. ➤ 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐥𝐨𝐨𝐩𝐬 𝐜𝐫𝐞𝐚𝐭𝐞 𝐯𝐢𝐫𝐭𝐮𝐨𝐮𝐬 𝐜𝐲𝐜𝐥𝐞𝐬. Continuous feedback collection and analysis have now become a cornerstone of their strategy, ensuring that they stay ahead of customer needs and market dynamics. If you're stuck in the unreasonable mindset that your current offer can't be improved because it's already 'good enough,' think again. The landscape of software development is unapologetically ever-evolving, and so should your approach to serving your customers. Are you up for that? I'd love to know if you agree or disagree with any of this. Want to grow? Follow for more or feel free to send me a DM. P.S. How do you like the pic?