Building a Sales Culture in Organizations

How to sell (without feeling salesy): First, understand the Ethical Wealth Formula: (Value First × Trust Building) × Authentic Positioning  ———————————————————  Frequency of Asks × Pressure Tactics This isn't abstract theory. It's practical math: • Increase the numerator: deliver more value, build more trust, position more authentically • Decrease the denominator: reduce frequency of asks, eliminate pressure tactics • Watch revenue soar while your integrity remains intact Ethical doesn't mean unprofitable. It means sustainable. Principle 1: Value-First Monetization The approach that generates $864,000 monthly without a single "hard sell": • Deliver so much value upfront that buying feels like the obvious next step • Create free content so good people say "If this is free, imagine what's paid" • Solve small problems for free, big transformational problems for a fee Give until it feels slightly uncomfortable. Then give a little more. Principle 2: Trust Through Consistency I've never missed weekly content in 3 years, through vacations, illnesses, market crashes. The trust-building machine that works while you sleep: • Show up reliably when competitors disappear during tough times • Do what you promise, when you promise it • Maintain quality across every touchpoint One founder implemented this and saw conversions increase 74% in 30 days, without changing offer or price. Trust isn't built in grand gestures. It's built in boring consistency, most won't maintain. Principle 3: Authentic Positioning The approach that helped me raise prices 300% while increasing sales: • Own your expertise unapologetically, confidence is not arrogance • Speak to specific problems you solve, not vague benefits you provide • Tell detailed stories of transformation instead of listing features You don't need to be perfect to sell effectively. You need to be authentic about how you help. Principle 4: Invitation Vs. Manipulation The ethical alternative to high-pressure tactics: • Invite people when they're ready, don't push when you're ready • Create genuine scarcity (limited capacity) not fake urgency (countdown timers) • Respect "no" as "not now" rather than objection to overcome My most profitable sales sequence has zero countdown timers, zero artificial scarcity, zero pressure. Ethical selling feels like extending help, not hunting prey. — Enjoy this? ♻️ Repost it to your network and follow Matt Gray for more. Want to improve your sales strategy? Join our community of 172,000+ subscribers today: https://lnkd.in/eTp4jain

Sales Leaders please remember this. Data doesn’t tell you what’s wrong. It just tells you where you need to look. It is still surprising to me how non data driven a lot of sales managers. VPs and CROs are But even with the ones that are they tend to stop too short. Ok close rates are low? Why? Now we need to go see where in the cycle the are getting kicked out. Ok most aren’t making past POC. Ok now we need ti go review the POC process. Listen to those calls. Review those emails. NOW we are getting closer to the cause. Show rates are bad? Ok we need to go review how far our they are being booked, what the calls sound like, what lie confirmation process is, etc If data told the whole story we wouldn’t be needed as leaders. Data tells you where to look. We bring the context from what we find there. Dig deep this next quarter. Pick ONE MAJOR METRIC and diagnose the living you know what out of it. Find the WGLL Then 4D it. Define Document Demonstrate Deliberately Practiced Go get it.

Most teams aren’t unsafe— they’re afraid of what honesty might cost.👇 A confident team isn’t always a safe team. Real safety feels like trust without fear Psychological safety isn’t about being nice. It’s about building an environment where truth can exist — without penalty. Where people speak up because they believe they’ll be heard, Not just to be loud. Here’s how to create a space where honesty doesn’t feel risky: 10 Ways to Foster Psychological Safety in Your Team 1️⃣ Acknowledge mistakes openly ↳ Normalize imperfection so everyone feels safe owning up. 2️⃣ Ask for feedback on your own performance ↳ Leaders go first. 3️⃣ Celebrate questions, not just answers ↳ Curiosity signals trust. 4️⃣ Pause for the quiet voices ↳ “We haven’t heard from X yet. What do you think?” 5️⃣ Replace blame with ‘Let’s find the cause’ ↳ Shift from finger-pointing to problem-solving. 6️⃣ Speak last in discussions ↳ Let others lead; you’ll hear their raw perspectives. 7️⃣ Reinforce confidentiality ↳ Discuss ideas without fear they’ll be shared publicly. 8️⃣ Encourage respectful dissent ↳ Conflicting views spark creativity. 9️⃣ Admit you don’t know ↳ Authenticity paves the way for others to do the same. 🔟 Offer thanks for honest feedback ↳ Show appreciation for candor, even if it stings. 1️⃣1️⃣ Set clear expectations for respectful communication ↳ Clarity creates comfort and consistency. 1️⃣2️⃣ Create space for personal check-ins, not just work updates ↳ Human connection builds trust faster than status updates. 1️⃣3️⃣ Invite rotating team members to lead meetings ↳ Empowering others signals trust and grows confidence. 1️⃣4️⃣ Support team members who take thoughtful risks ↳ Reward courage even when outcomes aren’t perfect. 1️⃣5️⃣ Recognize effort and growth, not just outcomes ↳ Celebrate the process, not just the win. Psychological safety doesn’t grow from good intentions, It grows from repeated proof that honesty matters more than perfection. ❓ Which one will you try first? Let me know in the comments. ♻️ Repost to help your network create safer, more trusting workplaces. 👋 I write posts like this every day at 9:30am EST. Follow me (Dr. Chris Mullen) so you don't miss the next one.

Your team isn't lazy. They're confused. You need a culture of accountability that's automatic: When accountability breaks down, it's not because people don't care. It's because your system is upside down. Most leaders think accountability means "holding people responsible." Wrong. Real accountability? Creating conditions where people hold themselves responsible. Here's your playbook: 📌 Build the Base Start with a formal meeting to identify the real issues. Don't sugarcoat. Document everything. Set a clear date when things will change. 📌 Connect to Their Pain Help your team understand the cost of weak accountability: • Stalled career growth • Broken trust between teammates • Mediocre results that hurt everyone 📌 Clarify the Mission Create a mission statement so clear that everyone can recite it. If your team can't connect their role to it in one sentence, They can't make good decisions. 📌 Set Clear Rules Establish 3-5 non-negotiable behaviors. Examples:  • We deliver what we commit to  • We surface problems early  • We help teammates succeed 📌 Point to Exits Give underperformers a no-fault, 2-week exit window. This isn't cruelty. It's clarity. 📌 Guard the Entrance Build ownership expectations into every job description. Hire people who already act like owners. 📌 Make Accountability Visible Create expectations contracts for each role. Define what excellence looks like. Get signed commitments. 📌 Make It Public Use weekly scorecards with clear metric ownership. When everyone can see who owns what. Accountability becomes peer-driven. 📌 Design Intervention Create escalation triggers: Level 1: Self-correction Level 2: Peer feedback Level 3: Manager coaching Level 4: Formal improvement plan 📌 Reward the Right Behaviors Reward people who identify problems early. (not those who create heroic rescues) 📌 Establish Rituals Conduct regular reviews, retrospectives, and quarterly deep dives. 📌 Live It Yourself Share your commitments publicly. Acknowledge your mistakes quickly. Your team watches what you do, not what you say. Remember: The goal isn't to catch people failing. It's to create conditions where:  • Failure becomes obvious  • And improvement becomes inevitable. New managers struggle most with accountability:  • Some hide and let performance drop  • Some overcompensate and micromanage We can help you build the playbook for your team. Join our last MGMT Fundamentals program for 2025 next week. Enroll today: https://lnkd.in/ewTRApB5 In an hour a day over two weeks, you'll get:  • Skills to beat the 60% failure rate  • Systems to make management sustainable  • Live coaching from leaders with 30+ years experience If this playbook was helpful... Please ♻️ repost and follow 🔔 Dave Kline for more.

One team I worked with increased their discovery to demo conversion by 40% in just 30 days with consistent role playing. But… Before I started working with them, they used to HATE it! Here’s what their sales leader said: "Marcus, my team hates it. It feels awkward and forced. Plus, my top performers don't need it." Here's the exact framework I implemented that transformed their performance (and changed their minds): 1️⃣ Make it unexpected Don't announce who's going next in your meetings This keeps EVERYONE engaged and prepared Your reps should be slightly uncomfortable (that's where growth happens) 2️⃣ Include your stars: Make sure to also pick your top performers This shows the team that EVERYONE needs practice It creates psychological safety for less experienced reps It prevents the "I'm-too-good-for-this" mentality 3️⃣ Make it specific: Don't use generic scenarios ("sell me this pen") Focus on REAL objections your team faces daily Target specific stages of your sales process Address actual deals they're working on 4️⃣ Keep it brief: 3-5 minutes per role-play Immediate, actionable feedback Recognize what they did well and then.. One or two specific improvements to focus on 5️⃣ Create a feedback culture: Have peers provide feedback too Focus on what could be improved, not what was "wrong" Document common challenges for future training Celebrate improvement openly This worked so well that even their top performer came to me and said: "I honestly thought I was too good for this, but you caught me off guard in that role-play and I realized I was leaving money on the table." The reality is simple: every professional athlete still practices fundamentals daily. Every world class musician still practices scales. Your sales team needs the same discipline. One sales leader told me: "I was shocked at how quickly our conversations improved. My team went from dreading role-plays to actually requesting them before big meetings." — Hey sales leaders… want to top this off with a 3 step blueprint to running the PERFECT sales meeting? Go here: https://lnkd.in/gtkFi9CK

What if your biggest growth opportunity isn’t in your sales pipeline, but in your post-sale experience? While most revenue teams obsess over lead volume and top-of-funnel performance, high-performing organizations are reallocating resources toward the one area most overlooked (and most profitable): customer retention. You’re not losing revenue because you can’t acquire customers; it’s because you can’t keep them. Customer experience, loyalty, and client services are no longer “support” functions. They’re strategic growth levers. And the cost of ignoring them is compounding: - Customer acquisition costs (CAC) are rising 60–75% - Churn is erasing pipeline gains before they hit the forecast - Siloed orgs are failing to act on critical post-sale insights Here’s how growth leaders are operationalizing customer-centricity to outpace competitors: ✅ Shift GTM strategy from funnel-filling to journey stewardship. Map the full customer lifecycle, then build cross-functional ownership for every phase beyond the sale. ✅ Hardwire retention into revenue models. Redefine revenue metrics: CLV, NRR, and CSAT become as critical as quota attainment. ✅ Turn customer success into a revenue function. Enable CS teams to identify expansion triggers, churn signals, and feedback loops that inform both product and GTM. ✅ Engineer feedback into daily operations. Surface real-time insights from support, community, and product usage–not quarterly surveys or lagging indicators. The companies doing this right see up to a 25% lift in renewals, 35% higher LTV, and customer referrals that shorten sales cycles by 30–50%. Want to build a revenue engine that scales and sustains? Start by asking: How are we designing for the customer after the contract is signed? Read the full post: https://lnkd.in/dY3Rxsc9 __________ For more on growth and building trust, check out my previous posts. Christine Alemany Join me on my journey, and let's build a more trustworthy world together. #Fintech #Strategy #Growth

Communication is the glue that holds teams together, but even the smallest cracks can lead to major fractures if left unaddressed. Imagine trying to build a strong, sturdy wall without noticing the hairline cracks forming—those tiny issues eventually compromise the whole structure. The same is true for communication within teams. Here’s why communication cracks happen and how to address them before they break the team dynamic: 1️⃣ Clarity Over Assumptions One of the biggest causes of communication cracks is the assumption that everyone is on the same page. Leaders often believe their instructions are clear, while team members interpret them differently. The solution? Prioritize clarity. Spell things out, confirm understanding, ask for play backs from your audience and encourage team members to ask questions. It’s far better to over-communicate to get it wrong. 2️⃣ Build a Culture of Openness Fear of speaking up is a silent communication killer. If team members feel like they can’t ask questions, provide feedback, or share concerns, cracks start forming. Leaders must actively create an environment where openness is celebrated. Foster trust by inviting feedback regularly and responding with empathy and action. 3️⃣ Don’t Let Digital Overwhelm Human Connections In today’s workplace, we rely heavily on emails, chats, and virtual meetings. While these tools are convenient, they can dilute the human element of communication. Misinterpretations happen, and nuances are lost. Incorporate more face-to-face (or virtual face-to-face) conversations for clarity and connection. Sometimes, a 5-minute chat can fix what a dozen emails cannot. 4️⃣ Active Listening is Non-Negotiable Effective communication isn’t just about talking—it’s about listening. Leaders and team members alike need to practice active listening. This means not just hearing words but understanding intent, emotions, and the bigger picture. Active listening makes people feel valued and prevents misunderstandings from growing into bigger issues. 5️⃣ Address Conflict Early Unresolved conflict is one of the most visible cracks in team communication. When issues are ignored, they fester and grow, creating divides that are hard to repair. Address conflicts as soon as they arise. Create an environment where disagreements can be discussed constructively and lead to solutions, not resentment. Take Action Before It’s Too Late Communication cracks, if ignored, don’t just affect a single project or conversation—they compromise trust, productivity, and the overall health of the team. Proactively addressing them ensures your team remains aligned, resilient, and effective. What’s one step you’ll take this week to strengthen communication within your team? Let’s start the conversation below. 👇 #CommunicationMatters #TeamSuccess #ConflictResolution #Leadership #WorkplaceCulture #RuthOnLeadership

How I helped ~90 AEs & BDRs increase outbound meetings set by 42% quarter over quarter 👇 Back story: - This sales team primarily relied on expensive inbound leads - AEs were not self-sourcing pipeline - Many AEs hadn't made a cold call in years - Inbound deals were way too small Here's what we did: ✅ Focused on training front-line leaders This is crucial for making habits stick and creating long-term results. ✅ Implemented the "Reinforcement Loop" framework with leaders We used this simple framework to reinforce the training. Teach. Telling is not teaching. Speak to the why, what, and how behind the area of coaching focus. Practice. The stakes are high in live situations with prospects. Avoid a culture where reps practice on prospects. Role play and facilitate practice during your 1on1s and team coaching calls. Observe. Self-reported data is the least accurate. Trust in your reps, but verify by watching and listening to them in action. Coach. Ad-hoc coaching doesn’t create lasting change. Be consistent in delivering coaching. But more importantly, empower reps with the tools and ability to self-assess and self-coach. ✅ Determine the Sales Math You must establish metrics for success. They worked with each rep to determine the exact level of activity needed to hit their desired target. No arbitrary activity metrics. ✅ Give to get culture with rep coaching In order to get coaching, reps must first attempt to coach themselves. We did this by aligning the leaders on a standardized cold-calling scorecard. Then, each rep was required to score one of their cold calls and bring it into their weekly 1on1 for feedback. ✅ Weekly GSD sessions We ran twice weekly Get sh*t done sessions with the sales team. These are two 1-hour standing calls where every rep is required to get on and prospect within each of their teams. Managers get in the pit, give feedback, and make calls with reps. ~~~ This is what it takes to create a dramatic pipeline-building culture shift in your org. It's hard. Requires a ton of discipline and accountability from front-line leaders. And takes 1-2 quarters to successfully implement. Want help making this culture shift at your org? Drop me a DM and I'll let you know we might be able to help #sales

As I was waiting to check my bag at JFK last week, I watched a VP of Sales berate an airline agent. Loud. Entitled. Disrespectful. Everyone in line heard him shout his title and what company he worked for; like it gave him the right and justification for his behavior. He wanted an upgrade, despite being late. And he wanted someone to blame for the situation he created. He found that someone in the woman behind the counter. But here’s the twist. Standing on the line quietly behind him? His boss. A Senior VP, that, ironically, I had coached years ago. As he watched this unfold, he didn’t say a word. He didn’t need to. Later, when we reconnected in the terminal, I asked, “What do you think about that experience we all observed?” He nodded. “Yeah. I saw it. Heard it all. That guy works for me, on his way to our regional meeting. He's one of my VP's who oversees a team of front-line sales managers.” “What are you going to do?” He looked at me and very poignantly said, “His next meeting isn’t on his calendar yet.” The next day, that VP had a meeting with HR and his boss. It was his last. Not for poor sales performance. Not for missing quota, which he exceeded. Not for the highest amount of turnover on any team, but for missing the moment to show character and live the values he's supposed to honor. People don’t separate the person from the company. That’s the personal and company brand damage, and expense you never see in your reports. One negative public moment can cost you dozens of future customers. One person, left unchecked, becomes the reason top talent looks elsewhere. You can build your business and your personal brand for 20 years, and watch it unravel in 20 seconds. Your brand isn’t a campaign. It’s every conversation. In texts, emails, client calls, meetings and how you show up outside the office. Culture isn’t a thing we talk about. It’s a thing you may be tolerating. And what you ignore, you endorse. This VP made a decision most leaders wouldn’t. He let go of a top performer because how they treated others mattered more than what they closed. He sent a message to the rest of his team: Results matter, but not at the cost of our reputation. And that’s leadership. If you touch it, it’s your brand. Not your marketing, website, or product. It’s what people experience in the moments you don’t think matter. Ask yourself: 1. If someone watched how you lead today, what would they learn? 2. If your team could describe your culture in one word, what would it be? 3. If you ran into a former employee ten years from now, what would you want them to say about you and the company? 4. If you ran into yourself ten years from now, what would you want to see? This is your brand, your company’s brand, your legacy. That’s why the question to ask isn’t, “How do I protect my brand and my company’s brand?” The question is, “What kind of brand am I creating every time I show up?” It all starts with the next conversation you have.

Empowering New Hires for Success in Sales Leadership As a sales leader, your role isn’t just to manage—it’s to empower your team to achieve results. Success doesn’t happen by chance; it’s driven by leadership that sets clear expectations, provides guidance, and unlocks potential. Here are five keys to ensure your team thrives under your leadership: 1. Define Success Clearly: Your team can’t meet expectations they don’t understand. Set clear standards and provide a roadmap for achieving success. Without it, new hires may struggle to find their footing. 2. Avoid the Sink-or-Swim Trap: Throwing people into the deep end without support is a recipe for failure. Equip your team with the skills, tools, and confidence they need to succeed from day one. 3. Focus on Meaningful Metrics: Counting activities like calls and emails won’t guarantee outcomes. Instead, track and coach around metrics that truly drive results, like quota attainment and win rates. 4. Overcome Fear-Based Leadership: Don’t fall into the trap of being liked at the expense of effectiveness. Great leaders challenge their teams and hold them accountable to high standards, even when it’s uncomfortable. 5. Be an Enlightened Leader: Invest in individual coaching and development. Tailor your approach to each team member’s needs, focusing on effectiveness over activity, and prioritize outcomes over technology. The success of your team is a direct reflection of your leadership. When you invest in their growth, you don’t just hit your numbers—you create a culture of excellence and leave a lasting impact. What’s one leadership strategy you’ve found essential for empowering your team? Share your thoughts below! Found this useful ♻️ Repost it to your network and follow Anthony Iannarino for more sales strategies.