Chris Hatfield

Efficiency vs Efficacy in Sales? 🤓 🤯 Most of the chatter I hear now generally centres around efficiency and how to automate parts of the sales process but it's crucial to understand the difference between efficiency and efficacy to truly level up your results. Efficiency in sales is about doing things right. It means maximising your time and resources—whether it's optimising outreach, automating repetitive tasks, or streamlining your sales process to close deals faster and with less effort. Efficiency allows you to do more in less time, but it’s only part of the equation. Efficacy, however, is about doing the right things. It's about the impact of your efforts. Are you targeting the right prospects? Are your conversations driving real value? You can be highly efficient, but if you're not focusing on the right leads or offering the right solutions, the results won’t matter. 🔄 Efficiency = How quickly and resourcefully you work 🎯 Efficacy = How well your efforts lead to actual sales outcomes In sales, both matter—but to close more deals, you need a balance of both. Efficiency alone won’t help you if you're chasing the wrong opportunities. And no matter how effective your pitch is, if you’re not working smart and optimising your time, you’ll miss out on potential. Strive for effective efficiency—where you're not just closing deals faster, but focusing your efforts on the right leads and providing real value that drives results! Thank you Darren Neill L.ISP for the conversation last week that's had me thinking about this all weekend! 😄 #sales #salesgeek #salesgrowth

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I can’t believe this… but it’s true!! Most business owners invest more in their CRM system than they do in their Performance System—the one that drives THEM. Think about it—your CRM tracks leads, manages relationships, and optimises sales… but what about the system that keeps YOU performing at your best? And if you don't have a performance system you likely have a stress system.. and that is even more costly If you’re running on empty, overwhelmed, or battling fatigue, even the best CRM won’t save your business. Your mindset, energy, and health determine your success. Your business will never outgrow YOU.

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Day two of The Sales Accelerator and its ‘growth’ focuses. Business Development Strategy: Covering... - Current Clients: Protecting and developing those key accounts - Acquisition: Bring new clients onboard - Targeted List: Ensure you have a list of target clients (business name, persons names) - Webs: Who knows who - who can introduce you - Elevator Pitch: What value does your organisation bring a client, be clear and concise - Mindset: Acquisition is certainly a mindset game; ensure you are in the right ‘state' - Network: How to work that persons ’network’  - Set Time: Batching time to focus on BD means it happens Learning this and much more today! #BusinessDevelopment #AddValue #BeHelpful

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New Year, New Sales Goals! 🎉🎉🎉 In one of our latest The Sales Dojo Podcasts, Leon McCowan and I talked about 5 things to focus on to stay ahead in 2025. And these are top things we identified for you to focus on in the coming year: 1️⃣ Set goals: Break them down into smaller, manageable milestones to keep momentum. 2️⃣ Clean up your pipeline: Be bold and disqualify anything that hasn’t moved on - focus on the deals that matter. 3️⃣ Create and use a repeatable sales process: Consistency is key to scaling your success. 4️⃣ Network: Your network is your net worth - invest time in building meaningful connections. 5️⃣ Increase communication: Don’t wait until Monday - stay proactive and maintain clear communication! It’s not just about being ahead. It’s about discipline, consistency, and truly understanding your numbers. These are the fundamentals that create lasting success. Start today to make 2025 your strongest year yet. 💥 For more tips, tune into Episode 336 of the Sales Dojo Podcast – link in the comments! And in case you missed it, check out my post from Monday with my top three tips to improve your sales performance! Let’s make 2025 your best sales year! #SalesDojo #SalesPodcast #2025Ready #SalesStrategy

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What if the key to learning and improved performance isn’t better content but trusting people to learn their own way? In the latest episode of Learning Uncut, I speak with James Swift from Leyton UK. When James moved from sales into an L&D role five years ago, he followed the standard playbook — buying in content and trying to create engaging experiences. But it didn’t work. So he did something radically different. James worked with stakeholders across the business to define what ‘good’ looks like for key roles. Then he focused on helping people to reach these standards and holding people accountable for their own development. The key? Accountability. James embedded this at every level – from individuals evidencing they could meet standards before leaving training, to managers being held responsible for developing their teams. Coaching, not content, became the cornerstone. People chose their own learning methods, integrating them into their lives, while coaches ensured progress. Along the way, they also introduced AI tools, not as a headline feature, but as a practical enabler that freed up time and made learning more accessible. The result? A stronger connection between learning and performance, without forcing people through a one-size-fits-all experience. It’s a powerful reminder that capability grows when people feel trusted and supported. Thank you, James, for joining me to share your story so generously. Listen on your favourite podcast app or go to the episode landing page to listen and access additional resources https://lnkd.in/djwUppy2  #LearningUncut #LearningAndDevelopment #WorkplaceLearning #Sales #TalentDevelopment

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🚀 Breaking Down Silos: Your Sales and Marketing Alignment Game Plan In one of my workshops, we dove deep into the sales and marketing alignment challenge and I want to share a game-changing perspective that can transform how your teams collaborate. Most software companies treat sales and marketing like distant cousins at a family reunion - awkward, disconnected, and speaking different languages. But what if you could create a unified front that speaks with one powerful voice? 🔊 Here's the real deal: Alignment isn't about meetings or fancy presentations. It's about creating a shared DNA of understanding. Start by building a unified narrative that goes beyond surface-level messaging. Your teams need to: • Develop a crystal-clear ideal customer profile • Create joint buyer persona workshops • Establish a common language around value propositions • Design feedback loops that actually matter Pro tip: Don't just document - internalize. Your messaging should feel like a natural conversation, not a robotic script. 💡 The magic happens when sales understands marketing's strategic insights, and marketing gets real-world feedback from sales interactions. This isn't theoretical - it's about creating a living, breathing ecosystem of communication. Key metrics to track: - Lead quality - Conversion rates - Customer acquisition cost - Sales cycle length Your competitive advantage isn't just in your product - it's in how seamlessly your teams communicate and execute. 🏆 Want to transform your approach? Start with radical transparency and a commitment to continuous learning. Your bottom line will thank you. Who's ready to break down those silos? 💪 #SalesMarketing #SoftwareBusiness #CompanyGrowth

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