🏆 Why Trust, Not Tactics, Wins The Sale

📬 Friday, July 25, 2025

TGIF! Summertime Fridays are the best Fridays, aren't they? ☀️ New weekly goal: Celebrate any win you’ve had throughout the week. It could be a “small c” (small close), something that moves the needle towards closing a deal. Or it could be a “BIG C,” such as signing a major customer or striking gold with a huge networking meeting. Business moves fast, and in sales, it’s all about “what have you done for me lately.” Take the time to celebrate your victories! 🎉

Here’s what you missed this week while you were out selling and growing your business:

1) 5-Step Follow-Up Strategy to Grow Business Sales and Trust 📈

While many small business owners wear multiple hats, including sales, marketing, and operations, they often fall short in follow-up. That shortfall can be costly, as most sales require a minimum of five follow-ups. Most business owners and sales reps stop at one or two…Read more here. 👈🏼

📎 Sales Tip(s) of The Week:

Business Growth Tip:

𝗦𝗔𝗟𝗘𝗦 = Effective Communications

Marketing = Strategic Communications

I love this tip because it encourages you to think critically about the subtle differences between communication strategies.

Aligning 𝗦𝗔𝗟𝗘𝗦 and marketing efforts can be hit or miss. Often, it comes down to the messaging (by a person, such as a sales representative) that is either missing or misaligned with the organization's published messaging strategy (the marketing material).

In 𝗦𝗔𝗟𝗘𝗦, the most successful reps or business builders are effective people communicators. They understand the importance of listening (a critical part of communication) and are masters at following up, another effective communication tactic when implemented correctly.

With Marketing, because most messaging is conveyed through a 2D element (website, one-pager, social media, etc.), the strategic nature of the message must align with what’s being communicated to buyers and prospects who are working through the 𝗦𝗔𝗟𝗘𝗦 team.

Alignment = Growth; Misalignment = Stalled Revenues.

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The CRM to get your sales organized. Pipedrive users close an average of 28% more deals after their first year. Learn more here. 👈🏼

2) Why Processes Don’t Just Save Time - They Drive Profit 🚘

Every company has a sales function, but most treat it like art rather than a systematic discipline. They chase outcomes - more calls, more demos, higher close rates - without building systems that create consistent results. Banks don’t lend money to people who need it; they lend it to people who can pay it back. Sales work the same way - customers buy from organizations with proven processes…Read more here. 👈🏼

📎 ForwardSelling

Have you navigated to ForwardSelling, Sales Homie’s digital asset brand’s website? If not, you can find it here.

ForwardSelling provides ‘Sales Tools to Power Your Business Development,’ including Sales Homie’s digital sales prospecting tools, strategic sales forecasting and process documents, and marketing-related publications, which are available for download.

3) Why Trust, Not Tactics, Wins The Sale 🏆

It’s not that people don’t want to buy. It’s that they’re wary of the way they’re being sold to. Sales today isn’t just harder - it’s louder, less human, and more emotionally loaded. So, how do you cut through the noise? The solution isn’t better tactics. It’s a better relationship with your buyers, built through clarity and a trust-led, human-centered strategy…Read more here. 👈🏼

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Sales Squad Kick-Off Event: Thursday, September 18th

Did you know that only 60% of sales reps actually hit their quotas? - Hubspot

Did you know that for every $1 invested in sales training, it returned $29 in incremental revenues. - Forbes

Sales Homie is launching 🚀 the Sales Squad community, a monthly peer group for 10-12 sales pros focused on skill-building, networking, and mentorship. Join them for a free kick-off event on Thursday, September 18th, from 4:00 to 7:00 p.m. at their office in Edina, MN. Meet members of Sales Homie and the Sales Squad, as well as other prospective Squad members. There will be a brief presentation detailing the Sales Squad community and how membership works.

Learn more + register here.

📊 Weekly Financial Forecast:

Gains in the economy and through policy are influencing small business owners. Concerns about inflation and tariffs remain relatively high on Main Street, but small business owners are more confident in the economy and their business outlook than they were earlier in 2025.

After a significant decline in small business confidence in the second quarter amid President Trump’s tariffs policy pronouncements, nearly half of small business owners (46%) now say that the economy is “excellent” or “good,” up from 30% in Q2, according to the quarterly CNBC SurveyMonkey Small Business Survey.

🦉 Who Is Sales Homie?

To do this, we focus on three areas :

Fractional Sales Leadership, placing a seasoned Sales Executive at any level (Manager, Director, Vice President, Chief Revenue Officer) into your department. Additionally, we have developed our Sales Leader Pro for Small Businesses program, which helps organizations conceptualize revenue and growth initiatives without the investment range typically associated with Fractional. For organizations seeking a consultant, Sales Homie offers Consulting Services tailored to meet your organization’s specific needs.

In need of targeted recruiting for your business development teams? Sales Homie Recruiting builds sales teams that drive results for their organizations. Our retained searches offer 180-day placement guarantees, detailed 30-, 60-, and 90-day onboarding plans, and additional benefits.

Coaching and Training programming includes membership in one of our Sales Squads, a sales peer group ecosystem, individual Sales and Business Owner Coaching, plus our quarterly sales education series, the Revenue Hangout.

For more information, please visit our website.

If you found this content relevant and helpful, please hit the subscribe button below to receive The Sales Report. You can also follow Sales Homie on LinkedIn or Nate Zoellner on Twitter and LinkedIn for more conversation and discovery!