Sienna, Author at Kona - Sales and Management Training

Is Your Sales Strategy Costing You Money? Here’s How to Fix It Fast

Posted on April 29, 2025 | by Sienna

You could have the best product in the world, an awesome team behind you, and still be leaving serious money on the table because of one thing—your sales strategy.

At KONA, We see it all the time. Sales teams working hard (really hard), but chasing the wrong leads, pitching the wrong angles, or following outdated processes that just don’t land anymore.

The result? Lost deals. Burned-out salespeople. Frustrated managers. And yes… lost revenue.

If your sales strategy isn’t built to match today’s buyers and today’s market, it’s costing you. Big time.

But here’s the good news:

You don’t have to overhaul your entire team, invest six months, or spend a fortune to fix it. You just need a smarter, sharper, faster approach—and that’s where KONA comes in.

How to Spot if Your Sales Strategy Is Draining Your Profits

If any of these sound familiar, your strategy might need a serious refresh:

Your team is working harder, but closing fewer deals.
Your ideal customers aren’t engaging—or worse, they’re ghosting you.
You’re discounting heavily just to win business.
Your sales cycle keeps getting longer.
Your messaging sounds like everyone else’s—and it’s getting ignored.

If you’re nodding your head right now, know this: it’s not your team’s effort that’s the issue.

It’s the strategy they’re being asked to follow.

Here’s How to Fix It—Fast

Here’s the part you’ve been waiting for: what can you actually do to turn things around?

1. Revisit Your Ideal Customer Profile (ICP)

If your team is spending time on leads that don’t convert, your ICP is either outdated or too vague.
✅ Define exactly who your best-fit customer is—industry, size, pain points, buying behaviours.
✅ Talk to your current top clients and analyse why they chose you.
✅ Align marketing and sales around that ideal target.

2. Audit Your Sales Messaging

When was the last time you updated your pitch, emails, or objection handling?
✅ Use language that speaks directly to customer pain points—not your product features.
✅ Replace generic scripts with customer-focused conversations.
✅ Build credibility with proof points and quick wins early in the conversation.

3. Shorten the Sales Cycle by Fixing the Middle

Most deals stall in the middle. Why?
Because reps aren’t equipped to lead the buyer forward.
✅ Train your team to identify decision makers early.
✅ Use call planning and next-step agreements to keep deals moving.
✅ Arm your reps with tools like ROI calculators, quick demos, or customer stories to close gaps fast.

4. Rethink Your Metrics

What gets measured gets managed—but are you tracking the right things?
✅ Go beyond call volume and start measuring conversation quality, pipeline movement, and conversion rates.
✅ Focus on leading indicators that show progress, not just lagging results.

5. Coach, Don’t Just Manage

Your salespeople don’t need another spreadsheet—they need guidance.
✅ Offer consistent coaching based on real calls, not just pipeline reviews.
✅ Tailor your coaching to each rep’s strengths and gaps.
✅ Celebrate progress, not just wins.

Fixing loss of revenue - balancing costs

At KONA, we specialise in helping sales teams adjust fast—so you can see the results fast.

Our Sales Strategy Training is built to meet your team exactly where they are and quickly guide them to where they need to be.

Ready to stop losing money and start closing smarter?

👉 Contact KONA today for tailored Sales Strategy Training designed for your team’s real-world challenges. Let’s get your sales strategy working for you, not against you.

Call 1300 611 288 or email info@kona.com.au

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You’re Losing Sales Because You’re Not Asking These Questions

Posted on April 23, 2025 | by Sienna

You’re doing the work—prospecting, pitching, following up. You’ve got a solid product or service, you know your stuff, and yet… the deals keep stalling. Or worse, disappearing completely.

It’s not your hustle. It’s not your product.

It’s the questions you’re not asking.

Most salespeople spend way too much time talking and not nearly enough time digging into what actually matters to the buyer. And that’s where deals go to die—in the shallow end of the sales conversation.

At the KONA Group, we believe in flipping that.

Here are a few killer questions that we’ve seen top performers ask—and why they work.

💡 1. “What’s really driving this decision for you right now?”

This question gets straight to the point. You’re not just asking about features or budgets—you’re getting into motivation. Is it urgency? Cost pressure? Fear of falling behind the competition?

Why it works: People buy emotionally and justify logically. This gets right to the emotion.

🔍 2. “If nothing changes, what happens?”

AKA: What’s the cost of doing nothing?

Why it works: It forces the buyer to consider risk—and lets you position your offer as the solution before they even ask for it.

🎯 3. “What does success really look like to you?”

Here’s the truth: Their definition of success might be wildly different from yours.

Why it works: It gives you a custom blueprint to tailor your pitch. Now you’re not selling a product—you’re delivering an outcome they actually care about.

🚫 4. “What’s stopped you from solving this before?”

This one’s a gem. It uncovers roadblocks, hesitations, or internal politics that have killed past attempts.

Why it works: You’re not just selling—you’re strategizing with them. And that builds trust.

🤐 5. “Who else needs to be in this conversation?”

You can have the best sales convo of your life, but if the decision-maker isn’t in the room, you’re wasting time.

Why it works: It surfaces influencers and gatekeepers early—before they become deal-breakers.

So… How Many of These Are You Using?

If your sales conversations aren’t revealing the real story behind a buyer’s decision, you’re flying blind.

And that’s where we come in.

At KONA Group, we don’t do cookie-cutter training.

We tailor sales training to your team, your market, and your goals. Whether you’re chasing bigger deals, shorter sales cycles, or better close rates, we’ll show you how to ask the right questions—and turn conversations into conversions.

Ready to stop guessing and start closing?

Contact KONA today for tailored sales training that actually moves the needle.

Call us on 1300 611 288 or email info@kona.com.au

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KONA’s TTI DISC Difference

Posted on April 22, 2025 | by Sienna

At KONA, we don’t just use DISC—we elevate it. While many businesses rely on basic DISC assessments to improve communication and teamwork, KONA takes it a step further with the powerful insights of TTI Success Insights DISC. Backed by science and enhanced by decades of practical application, our approach doesn’t just put people in boxes—it opens doors. Whether you’re leading a team, hiring new talent, or developing your own leadership skills, understanding the KONA TTI DISC Difference can be the game-changer you’ve been looking for.

So, what makes our DISC methodology stand out? Why that matters, and how does it help individuals and teams grow stronger together?

If you’re using DISC for anything more than surface-level self-awareness (like real team dynamics, leadership, hiring, etc.), KONA’s TTI DISC is in a totally different league.

🧩 1. Depth of Assessment

Feature:	KONA / TTI DISC:	Other DISC Assessments:
Measures intensity of traits	✅ Yes – measures intensity + spectrum	❌ Often limited to basic letter combos
Natural vs. adapted behaviour	✅ Differentiates clearly	❌ Rare or missing in many free/cheap tools
Multi-science integration	✅ Combines with Motivators, EQ, Acumen, etc.	❌ Usually only DISC

🧪 2. Scientific Rigor

Feature:	KONA / TTI DISC:	Other DISC Assessments:
Normative testing (not ipsative)	✅ Yes – more consistent & accurate	❌ Mostly ipsative (forced choice, less stable)
EEOC / ADA compliance	✅ Yes – validated for legal/business use	❌ Usually no compliance guarantees
Ongoing psychometric validation	✅ Continuously updated by research teams	❌ Rare, often static or unverified

🌍 3. Cultural Applicability

Feature:	KONA / TTI DISC:	Other DISC Assessments:
Available in 40+ languages	✅ Yes – translated & culturally normed	❌ Often English-only or auto-translated
Culturally neutral framework	✅ Designed for global consistency	❌ Prone to cultural bias or misunderstandings

📈 4. Business Use & Practicality

Feature:	KONA / TTI DISC:	Other DISC Assessments:
Built for coaching & development	✅ Used by certified professionals	❌ Often DIY or for entertainment
Application to hiring/sales/team	✅ High-value use in business strategy	❌ Limited to basic self-awareness
Custom reporting & action plans	✅ Yes – tailored insights for roles/teams	❌ Generic summaries

🧠 5. Insight Quality

Feature:	KONA / TTI DISC:	Other DISC Assessments:
Behavioural coaching built-in	✅ Insights tied to actions, leadership, EQ	❌ Mostly personality labels
Clarity on stress triggers	✅ Yes – includes stress & motivator analysis	❌ Minimal or none
Compatibility & communication tips	✅ Team-fit insights + language alignment	❌ Often missing or vague

🏆 Summary

Category	Winner
Depth of insight	KONA / TTI
Scientific rigor	KONA / TTI
Business application	KONA / TTI
Cultural reach	KONA / TTI
DIY entertainment use	Other tools

KONA’s TTI DISC profiles are considered by many to be better than other DISC assessments for several key reasons. Here’s a breakdown of what sets them apart:

🔍 1. Multi-Science Approach

TTI Success Insights (used by KONA) goes beyond just DISC. Their assessments often combine DISC with other validated behavioural sciences like:

Motivators (Driving Forces) – why you do what you do
Emotional Intelligence
Acumen (Decision Making)
Competencies (Skill Sets)

This gives a fuller, more dimensional view of a person, instead of just behaviour.

📊 Superior Validity and Reliability

TTI’s assessments are psychometrically validated and regularly updated based on ongoing research. Compared to many quick-fix DISC tests online, TTI:

Uses normative testing (more accurate and consistent over time)
Has rigorous validation studies
Is compliant with EEOC and ADA guidelines

🧠 Deeper Behavioural Insights

While most DISC profiles just spit out four-letter combinations, TTI’s DISC tool:

Measures the intensity of each behavioural factor (Dominance, Influence, Steadiness, Compliance)
Breaks behaviour down into natural vs. adapted style
Provides insight into how people respond to stress, decision-making, leadership, and communication

It’s not just “you’re a High D.” It’s more like: “You tend to adapt into a more cautious style under pressure—but your natural drive is decisive and direct.”

🌐 Global and Culturally Neutral

TTI’s tools are translated and normed across 90+ countries, meaning they’re effective and fair across different cultures and languages.

🛠️ Built for Business Impact

KONA leverages TTI DISC specifically for high-impact business outcomes:

Team alignment and communication
Leadership development
Hiring and retention
Conflict resolution
Sales enablement

It’s not just theory — it’s practical, actionable, and measurable.

🤝 Expert Coaching Integration

A big part of the value is how KONA coaches and consultants interpret and apply the insights. Anyone can give you a DISC report. KONA turns it into:

A playbook for better leadership
A roadmap for personal growth
A cheat sheet for team dynamics

DISC Sample Graph

The KONA Group offers a range of Personality Profiling tools, each with their own benefits. You can read more about the different profiling tools we offer by clicking here .

We believe that real growth starts with real insight. The TTI DISC Difference isn’t just about understanding behaviour—it’s about unlocking potential, improving communication, and building stronger, more self-aware teams. By combining the foundational power of DISC with the depth of TTI’s validated science, we help individuals and businesses go beyond surface-level understanding to drive meaningful change.

Whether you’re looking to hire smarter, lead better, or simply understand your team on a deeper level, KONA’s approach to DISC gives you the tools to do it with confidence. Experience the difference for yourself—and discover what’s possible when people truly understand themselves and each other.

Not convinced? Click here to read more about KONA’s DISC Profiling.

Call KONA on 1300 611 288 or send us an email to info@kona.com.au to get started with DISC Profiling for your team today.

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What the Best Sales Managers Do in the First 30 Minutes of Their Day

Posted on April 17, 2025 | by Sienna

How you start your day as a sales manager sets the tone for everything that follows. The best sales leaders don’t just roll into the office and wing it. They know those first 30 minutes? Gold. And they use them to their advantage.

So what separates top-performing sales managers from the rest of the pack before most people have even finished their first coffee?

1. They Review Their KPIs—Quickly and With Purpose

Great sales managers don’t just look at numbers—they read them like a story.

First thing in the morning, they check key metrics. Pipeline movement. Individual and team performance. Forecast vs. actuals. But they don’t obsess—they look for what’s changed and what needs action. This gives them a pulse check without falling into the spreadsheet rabbit hole.

Tip: They focus on the leading indicators, not just the lagging ones. Activity drives results, so they zero in on what’s driving momentum.

2. They Touch Base With Their Team—Even Briefly

Whether it’s a quick Teams message, a 5-minute huddle, or a one-on-one walk around the office, top sales managers make sure their team feels their presence early.

This isn’t micromanaging. It’s leadership.

They check in. They motivate. They remove roadblocks. And most importantly—they listen. When a salesperson feels heard at 9:00am, they sell better by 10:00am.

3. They Prioritise Properly

The best sales managers don’t start the day buried in their inbox.

They identify the top 1-2 needle-moving priorities for the day—before the chaos kicks in. This often includes prepping for high-stakes meetings, strategizing on a key deal, or planning a coaching session.

They don’t react to their day. They own it.

Prioritise - later, tomorrow, today or now

4. They Coach—Even in Small Doses

Great managers know coaching isn’t a “set and forget” activity. It’s ongoing, and sometimes just a quick comment, a shared article, or a 10-minute review of a call recording in the morning can make a big difference.

Early coaching moments show the team that development isn’t something we do when things are bad—it’s part of the culture.

5. They Get Their Mind Right

Here’s a secret: mindset isn’t just for the reps.

Top sales leaders take a moment to centre themselves. Whether it’s a quick journal entry, a deep breath, or reviewing their goals for the quarter, they set their own tone first—so they can lead with clarity and purpose.

Because if you’re scattered, stressed, and reactive, guess what? Your team will be too.

Want Your Sales Managers Operating at Their Best?

At the KONA Group, we train sales managers to lead with purpose, coach with confidence, and deliver results. If you want your managers to start every day like high-performance leaders—not just task jugglers—let’s talk.

To learn why KONA’s Sales Training Processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.

💬 Contact KONA today for tailored Sales Management Training that turns good managers into great leaders.

KONA Group Sales & Management Training – Real-World Strategies. Measurable Results.

Call 1300 611 288 or email info@kona.com.au

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10 Secrets to Building a Sales Team That Closes Deals Like Clockwork

Posted on April 8, 2025 | by Sienna

🚀 Want to close more sales deals? Stop winging it and start doing this:

1️ Listen > Pitch – Prospects don’t want a script. They want solutions.
2️ Qualify hard – Right prospect = easy close. Wrong one = endless follow-ups.
3️ Follow up like a pro – 80% of deals close after the 5th touch. Don’t ghost.
4️ Handle objections early – If you wait till the end, it’s too late.
5️ Ask for the close – Seriously. Don’t dance around it. Be direct, be confident.

Sales isn’t about pressure. It’s about precision. 🎯
Sharpen your team’s skills and watch your win rate climb.

🔥 Your sales team isn’t closing deals after you have implemented the above? Don’t blame them — train them.

If they’re struggling, it’s not a flaw. It’s a signal.

A signal that they need tools, coaching, and support — not finger-pointing.

👎 Blame creates pressure.
👍 Training creates performance.

Invest in your people, and the pipeline will follow.
Because a well-trained rep is a high-closing rep.

Building a sales team that consistently crushes quotas and closes deals with ease doesn’t happen by accident. As a sales leader or manager, it’s your job to ensure that your team is not only equipped with the right tools but also motivated, well-coached, and supported. But where do you start?

We’re going to dive into 10 proven secrets that we at KONA know will help you build a sales team that operates like a well-oiled machine—closing deals faster and improving productivity. Ready to get started?

1. Recruit the Right People, Not Just the Right Skills

It might sound obvious, but one of the most overlooked secrets to building a top-notch sales team is hiring the right people. While skills and experience are important, attitude and adaptability often make a bigger impact. Look for candidates who are motivated, eager to learn, and aligned with your company’s values.

A great team member won’t just fit into your business—they’ll elevate it.

2. Set Clear Expectations

At KONA, when we see high-performing teams, they know exactly what’s expected of them and how their success will be measured. Be crystal clear about sales goals, KPIs, and what success looks like. Whether it’s revenue targets, lead conversion rates, or customer satisfaction scores, having clear metrics ensures that everyone is working toward the same objectives.

3. Provide Ongoing Training and Development

Sales is not a “set it and forget it” profession. Equip your team with the tools, techniques, and training they need to succeed. From product knowledge to negotiation tactics, continuous learning keeps your team sharp and prepared for anything that comes their way. Engaging with KONA for workshops, one-on-one coaching and access to online learning materials will help your team keep their skills up to date.

4. Encourage Collaboration, Not Competition

While healthy competition can drive motivation, building a collaborative environment is often the key to long-term success. Encourage knowledge sharing, teamwork, and mentorship. When salespeople support each other, it creates a positive work atmosphere and helps everyone perform at their best.

5. Use Technology to it’s full Potential

Sales technology—like CRM systems, automation tools, and analytics platforms—are game changers. By restructuring and simplifying processes, you free up your team to focus on what matters most: building relationships and closing deals. Choose the right tools that integrate with your sales process and make your team’s job easier.

6. Lead by Example

The best sales managers don’t dictate—they lead. Your behaviour as a leader sets the tone for the entire team. If you want your team to be motivated, adaptable, and persistent, you need to model those qualities yourself. Lead with integrity, transparency, and a strong work ethic, and your team will follow suit.

7. Recognise and Reward Achievements

Recognition goes a long way in keeping your sales team motivated. Celebrate milestones, whether they’re closing a huge deal, hitting a sales target, or simply going above and beyond. Whether it’s a public shout-out during a meeting or a special incentive, rewarding your team keeps morale high and performance consistent.

8. Provide Constructive Feedback (and Do It Often)

Great salespeople crave feedback—it’s how they improve. Whether it’s a quick check-in after a sales call or a formal performance review, feedback should be specific, actionable, and frequent. Be sure to provide both praise for what they’re doing right and advice on how they can improve.

9. Keep Your Sales Process Simple and Scalable

A complex sales process is a sales team’s worst nightmare. Simplify your sales strategy and remove unnecessary steps that slow down the process. Focus on what works and make sure your team can easily follow the sales steps without confusion. This not only saves time but ensures consistency across your team.

10. Build a Resilient Mindset

Sales can be tough—rejection is inevitable. A great sales team knows how to bounce back from setbacks and keep pushing forward. Instill a resilient mindset by encouraging your team to learn from their losses, stay motivated, and keep striving for success. Developing resilience will undoubtably help your team stay focused on the bigger picture.

Ready to Build Your Dream Sales Team?

If you’re ready to take your sales team to the next level and implement these sales secrets, KONA is here to help. Whether you need assistance with sales training, team development or leadership coaching, we’ve got you covered.

Contact KONA today and let’s discuss how we can help you build a sales team that exceeds expectations. We’ll work with you every step of the way to ensure your team’s success.

By applying these 10 secrets, you’ll be on your way to creating a high-performing sales team that consistently closes deals and drives business growth. Ready to put these strategies into action? Let us help!

Call 1300 611 288 or email info@kona.com.au to get started.

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Why You’re Losing Deals Without Power Mapping

Posted on April 3, 2025 | by Sienna

Any experienced salesperson will agree that losing a deal stings. You put in the work, made the calls, nailed the pitch… and still, the deal slipped through your fingers. Sound familiar? If you’re tired of hearing “we went with someone else”, then it’s time to ask yourself one critical question: Are you using power mapping? If not, you’re leaving money on the table.

The Harsh Truth: Sales Isn’t Just About Selling

You might think your killer presentation is enough to win deals, but here’s the truth—sales is more about strategy than just persuasion. And that strategy starts with understanding exactly who holds the power in a deal.

Power mapping is the secret weapon that top salespeople use to identify decision-makers, influencers, blockers, and champions within a business. Without it, you’re blindly pitching to the wrong people, hoping your message trickles up the chain of command. Spoiler alert: It rarely does.

Why You’re Losing Deals Without Power Mapping

You’re Talking to the Wrong People
Just because someone is friendly and willing to chat doesn’t mean they have buying power. Without a power map, you risk spending time with gatekeepers instead of decision-makers.

You Don’t Know Who’s Influencing the Deal
Even if you’re speaking with a decision-maker, there’s often a hidden influencer behind the scenes—someone who whispers in their ear and sways their choices. If you don’t identify these players early, they could derail your deal before you even see it coming.

You’re Missing Internal Politics
Every business has power dynamics. Some departments have more pull than others. Some people secretly oppose the change your solution brings. Power mapping helps you navigate these unspoken rules and avoid unexpected objections.

Your Pitch Lacks Targeted Messaging
Without power mapping, you’re using a one-size-fits-all approach, instead of tailoring your message to what matters most to each stakeholder. Decision-makers care about ROI. Influencers care about ease of implementation. Tailoring your approach based on your power map can make or break your deal.

How to Fix It – Power Mapping in 3 Simple Steps

Identify Key Players

Map out everyone involved in the decision-making process. Who has the final say? Who influences the deal? Who might block it? Understanding the power structure is the first step.

Understand Their Motives

Decision-makers, influencers, and blockers all have different concerns. Some worry about budgets, others about efficiency, and some just don’t like change. Align your pitch with their priorities.

Strategically Engage the Right People

Don’t just rely on one contact. Build relationships at multiple levels within the organisation. Find a champion who will advocate for you internally. The more allies you have, the harder it is for your competition to take the deal from you.

Stop Guessing, Start Winning

Power mapping isn’t a luxury—it’s a necessity. If you want to stop losing deals to competitors and start closing more high-value clients, it’s time to implement this strategy.

Not sure where to start? The KONA Group has helped countless sales teams master power mapping and close more deals with precision. Contact us today to learn how we can help you turn insights into action and prospects into customers.

Call KONA on 1300 611 288 or send an email to info@kona.com.au

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How to Create a Power Map That Gives You a Competitive Edge

Posted on March 25, 2025 | by Sienna

If you’ve ever lost a deal and wondered, “Did I even talk to the right person?”—you’re not alone. In sales, getting a “no” from someone who isn’t the real decision-maker is a painful waste of time. That’s where Power Mapping comes in. It’s the secret weapon that we at KONA believe salespeople should use to navigate complex deals, uncover hidden influencers, and close faster.

What is Power Mapping?

Power Mapping is the process of identifying key players within a company, understanding their influence, and strategically engaging with them. It helps salespeople avoid blind spots, ensuring they’re talking to the right people at the right time.

Why Power Mapping is a Game-Changer in Sales

Imagine walking into a sales meeting already knowing who calls the shots, who influences the decision, and who might block your deal. With a well-crafted power map, you can:

✔ Identify decision-makers and influencers early

✔ Build stronger relationships with key stakeholders

✔ Avoid wasted time on the wrong contacts

✔ Anticipate objections before they arise

✔ Close deals faster with targeted strategies

Step-by-Step Guide to Creating a Power Map

1. Start with a Target Account

Choose a high-value prospect where multiple decision-makers are involved. Enterprise deals, for example, often have committees, gatekeepers, and hidden influencers.

2. Identify Key Players

Map out everyone involved in the buying process. You’ll typically encounter:

Decision-Makers: The people who sign off on the deal.
Influencers: Those who may not have final say but can sway the decision.
Gatekeepers: Assistants or lower-level managers who control access.
End-Users: People who will actually use your product or service.

Use LinkedIn, company websites, and CRM data to gather intelligence.

3. Uncover the Power Dynamics

Not all decision-makers are created equal. Some have final authority, while others just rubber-stamp approvals. Ask yourself:

Who has budget control?
Who influences the budget owner?
Who has veto power?
Who is most likely to advocate for your solution?

4. Visualise Your Power Map

You can use tools like a spreadsheet to plot out key players, their roles, and their level of influence.

Colour-code them: 🟢 Allies – Supporters of your solution 🟡 Neutral – Uncommitted but could be swayed 🔴 Opponents – Those resistant to change

5. Develop a Strategic Engagement Plan

Now that you know who’s who, tailor your outreach:

Build rapport with influencers before engaging decision-makers.
Equip internal champions with the right messaging to sell internally.
Address potential blockers’ objections before they escalate.

6. Refine and Update Your Map

A power map isn’t static—it evolves as you gain insights. Update it regularly based on conversations, meetings, and changes within the company.

The Competitive Edge of Power Mapping

Most salespeople blindly pitch to whoever responds first. The best ones strategically navigate the decision-making maze. By mastering Power Mapping, you’re no longer guessing—you’re strategizing. This approach not only helps you close more deals but also strengthens long-term relationships with key stakeholders.

Ready to Power Map Your Next Big Deal?

If you’re serious about levelling up your sales team, start incorporating Power Mapping into your sales process. It’s the difference between chasing deals and winning them.

Have you used Power Mapping before? Will you try it now? To learn more about how to close more sales deals, click here.

Contact the KONA Group today to discuss our tailored Sales Training Programs and help your Sales Team get ahead of the competition.

Call 1300 611 288 or email info@kona.com.au

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AI in Sales: Will You Be Replaced or Will You Dominate?

Posted on March 18, 2025 | by Sienna

🚀 Why Sales Coaching Sites NEED AI for Instant Q&A 💡

With 25 years’ experience KONA understand that sales teams move FAST. If a coaching website doesn’t offer its customers an AI-powered Q&A, clients are missing out on a game-changing edge.

Why?

✅ Instant Answers – No more waiting for replies. ASK KONA AI delivers real-time guidance on objections, scripts, and strategies.

✅ 24/7 Availability – Sales never sleeps, and neither should your coaching resources. ASK KONA AI supports users anytime, anywhere.

✅ Personalized Coaching – ASK KONA AI adapts responses based on user needs, offering tailored insights just like a real coach.

✅ Scalability – ASK KONA AI Serve 10 or 10,000 sales reps without extra effort. ASK KONA AI grows with our customer’s needs.

Give your salespeople the support they need—when they need it. ASK KONA AI isn’t the future of sales coaching; it’s the NOW.

🔗 Try Asking KONA https://ask.kona.com.au/

AI is changing the game in sales. Some people are excited, some are nervous, and others are outright panicking. The big question is: Will AI replace salespeople, or will it make them unstoppable?

The answer? It depends on you.

AI Is Here… But It’s Not Closing Big Deals (Yet)

Artificial intelligence has already started handling many routine sales tasks: email automation, lead scoring, chatbots handling initial inquiries, and even predictive analytics to tell you which prospects are worth pursuing. It’s efficient, fast, and never forgets to follow up.

Sounds like a salesperson’s worst nightmare, right? Not exactly.

Because while AI can analyse data and send emails, it can’t build trust, handle objections with empathy, or close high-stakes deals that require human connection.

The Sales Reps Who Will Get Left Behind

If your approach to sales is robotic—just reading scripts, sending generic emails, and following a process without adapting—you should be worried. AI can do that faster and better.

But if you’re a consultative, relationship-driven, adaptable salesperson, AI won’t replace you—it’ll supercharge you.

How Top Salespeople Are Using AI to Dominate

Rather than fearing AI, top salespeople are leveraging it to work smarter. Here’s how:

1. Automating the Mundane, Focusing on the Human

AI can handle time-consuming tasks like scheduling meetings, logging CRM data, and sending follow-up emails. This frees you up to do what AI can’t: building trust, negotiating, and closing deals.

2. Hyper-Personalising Outreach

AI-driven tools can analyse customer data and suggest highly personalized messaging. Imagine an AI assistant giving you insights like: “This prospect recently engaged with your competitor. Highlight why your solution is different.”

3. Predicting the Best Prospects

Instead of chasing cold leads, AI can analyse behaviour patterns and tell you which prospects are most likely to buy. Less wasted time, more closed deals.

4. Sharpening Sales Pitches with AI Analytics

Some tools can analyse your calls and emails, providing feedback on your tone, speech speed, and even the words you use. Think of it as having a personal sales coach available 24/7.

The Future: AI + Humans = Sales Domination

AI isn’t here to take your job—it’s here to take away the dull parts. The future of sales belongs to those who know how to blend AI efficiency with human intelligence.

So, will you be replaced or will you dominate? The choice is yours. Adapt, learn, and use AI to your advantage—or risk being left behind.

🚀 Your Move: Have you thought about how you will incorporate AI in your sales process?

Ready to elevate your sales force? Contact KONA today to explore how we can empower your team for success.

Call 1300 611 288 or email info@kona.com.au

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“Alright, that was good. Send me the details.”

Posted on March 11, 2025 | by Sienna

A desperate salesman is trying to pitch an expensive business software over the phone.

Salesman: “Hello, sir! I’m calling today because I have an incredible solution that can save your company thousands of dollars.”

The voice on the other end sighs. “Not interested.”

Salesman: “Totally understand. But just out of curiosity, what’s your biggest business problem right now?”

“Honestly? People like you calling me all day.”

The salesman grins. “Perfect! Because our software filters out spam calls. Should I sign you up now, or do you want to hear the features first?”

There’s a long pause.

“…Alright, that was good. Send me the details.”

The Biggest Cold Calling Mistakes Sales Reps Make (Are You Guilty?)

Cold calling is an art—and let’s be honest, it can also feel like a nightmare if you’re doing it wrong. Nothing stings more than hearing “Not interested” before you even introduce yourself. But here’s the good news: most of the mistakes salespeople make on cold calls are fixable.

If you’ve been struggling to book meetings, close deals, or even just keep prospects on the phone, you might be guilty of one (or more) of these common cold calling mistakes. Let’s break them down and, more importantly, fix them.

1. Talking Too Much (And Not Listening Enough)

Ever had a salesperson call you and ramble for five minutes straight? Annoying, right?

Many salespeople make the mistake of diving into a pitch before they even understand the prospect’s needs. Remember, cold calling isn’t about you—it’s about them.

The fix: Ask open-ended questions. Listen twice as much as you speak. A simple framework is the 70/30 rule—let the prospect talk 70% of the time.

Try this: “I know I called you out of the blue, but can I ask—what’s your biggest challenge when it comes to [their industry] right now?” Then, shut up and listen.

2. Sounding Like a Robotic Script Reader

“Hi [Prospect’s Name], my name is [Your Name] from [Company], and I’d like to take a few minutes to tell you about…” Click.

Sound familiar? The moment you sound scripted, you lose credibility. People can smell a robotic pitch a mile away.

How to fix it: Learn your script, then ditch the script. Instead of reading word-for-word, focus on a natural conversation. Use a bullet-point outline instead of a full script so you can adapt to the prospect’s responses.

3. Not Researching Your Prospect

Would you rather: A) Call a prospect and know their company, industry, and pain points? B) Call and hope they magically need your product at that exact moment?

Exactly.

Fix it: Spend at least 5 minutes researching your prospect before calling. Check LinkedIn, company websites, and recent news. Reference something specific to show you’ve done your homework.

For example: “Hey Mike, I saw your company just expanded into the [example] market—congrats! Curious, how has that affected your [relevant challenge]?”

4. Giving Up Too Easily

Sales reps hear “no” once and assume the deal is dead. Big mistake. Most prospects need at least 5-7 touches before they’re ready to buy. A single cold call rarely seals the deal—but it’s the start of the conversation.

Fix it: Follow up strategically. If they don’t answer, try again with a different approach—an email, a LinkedIn message, or a voicemail that provides value.

Example: Instead of “Just checking in,” try “I came across an article on [prospect’s industry challenge] and thought of you. Want me to send it over?” Give before you ask.

5. Not Handling Objections

When a prospect says, “I’m not interested,” do you:

A) Say “Okay, thanks for your time” and hang up?

B) Panic and start pitching harder?

C) Ask a question to uncover the real objection?

If you answered C, you’re on the right track.

How to fix it: Objections aren’t always real. Often, they’re just a reflex to get off the call. Instead of backing down, ask something like:

“Totally understand. Just curious—when was the last time you reviewed your [service/product] strategy?”
“I hear you. Before I go, can I ask—what would make this worth a conversation down the line?”

This keeps the door open rather than slamming it shut.

6. Not Having a Clear Call to Action

A great call means nothing if you don’t ask for the next step. Too many salespeople finish a call with:

“Let me know if you’re interested.” (Spoiler: They won’t.)

The fix: Always guide the conversation to a clear CTA (call to action).

“Let’s set up a quick 15-minute chat next Tuesday—what time works for you?”
“I’ll send you some info, and we can follow up on Thursday—sound good?”

Be direct. Be confident. Lead the prospect, don’t just hope they follow.

Are You Making These Cold Calling Mistakes? Let’s Fix Them Today.

At KONA, we believe that cold calling doesn’t have to be painful—it just takes the right approach. The best salespeople aren’t the ones who never fail; they’re the ones who fail, learn, and improve.

Are you guilty of any of these cold calling mistakes? If so, it’s time to make a change. Start listening more, ditch the robotic script, research your prospects, and always have a next step.

Want to level up your cold calling game? Contact KONA and speak with one of our Sales Training Experts and get your team to start closing more deals today!

Call 1300 611 288 or email info@kona.com.au

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Psychological Triggers That Make Prospects Say ‘YES’ Every Time

Posted on March 11, 2025 | by Sienna

At the KONA Group, we often find that the most successful salespeople aren’t just pitching their products—they are tapping into psychological triggers that compel prospects to say “YES.” By using some powerful persuasion techniques, you can build trust, create urgency, and influence buying decisions more effectively. Below are some key psychological triggers that can skyrocket your closing rate.

Illustration of the brain and psychological triggers

Reciprocity – The Give-and-Take Effect

People naturally feel obligated to return favours. When you offer something valuable upfront—whether it’s a free resource, an insightful consultation, or a helpful tip—prospects feel inclined to reciprocate. This could mean giving you their attention, scheduling a meeting, or even making a purchase.

How to Use It:
• Offer a free trial, sample, or valuable content (e.g., eBook, webinar).
• Provide genuine advice or insights before asking for anything in return.
• Send a personalised thank-you note after a meeting.

The Fear of Missing Out (FOMO)

When something is perceived as rare or limited, its value increases in the eyes of potential buyers. Scarcity creates urgency, pushing potential buyers to act before they miss an opportunity.

For Example:
• Highlight limited-time offers or exclusive deals.
• Show real-time stock availability (e.g., “Only 3 left in stock!”).
• Emphasise unique features that set your product apart from your competitors.

Social Proof – The Power of the Crowd

It’s no secret that people tend to follow the actions of others, especially when making purchasing decisions. If they see that others have had positive experiences with your product or service, they’ll be more likely to say “YES.”

How to Use It:
• Showcase testimonials, reviews, and case studies on your website.
• Highlight well-known clients or industry endorsements.
• Use real customer success stories in your sales pitch.

Social media and social selling illustration

Authority – Trusting the Expert

Typically, people trust experts and figures of authority. When you position yourself or your company as an industry leader, prospects are more likely to believe in your product’s value.

Examples:
• Share your expertise through blogs or speaking engagements.
• Highlight industry certifications, awards, or media features.
• Use authoritative language and data-driven insights in your pitch.

Commitment & Consistency – The Foot-in-the-Door Technique

Once someone takes a small step in your direction, they’re more likely to stay consistent with their actions. Most salespeople would agree that getting a prospect to commit to a minor action increases the likelihood of them saying “YES” to bigger commitments later.

How to Use It:
• Get prospects to agree to small, low-risk commitments (e.g., a free consultation or newsletter signup).
• Use follow-up questions that reinforce their previous decisions.
• Remind them of past positive interactions with your brand.

Be Likable – People Buy from Those They Like

People are more likely to buy from individuals or brands they feel a connection with. Building rapport and finding common ground can significantly influence a prospect’s decision-making process.

You could try:
• Showing genuine interest in your prospect’s needs and challenges.
• Finding common interests or shared experiences.
• Maintaining a friendly, approachable, and authentic tone.

Loss Aversion – The Pain of Missing Out

People are more motivated to avoid losses than to gain equivalent rewards. Highlighting what a prospect stands to lose by not acting can be a powerful motivator.

How to Use It:
• Emphasise the risks or missed opportunities of not choosing your solution.
• Use emotive phrases like “Don’t miss out,” “Act before it’s too late,” or “Protect your business from…”
• Show comparative losses (e.g., “Companies without this solution lose 30% more revenue”).

The Contrast Principle – Making Decisions Easier

People make decisions based on comparisons. When you present two options side by side, the difference becomes more apparent, helping prospects make a quicker decision.

For Instance:
• Show how your product stacks up in comparison to competitors.
• Use price anchoring (e.g., presenting a premium option first to make the standard option seem more reasonable).
• Highlight improvements (e.g., “Clients who switched to us saved 50% on costs”).

Understanding these psychological triggers can give you a powerful edge in sales. By strategically using some of these techniques, you can guide prospects toward saying “YES” with confidence.