Tag: sales strategy

Sales Strategy Plan

Is Your Sales Strategy Stuck in the Past? Signs It’s Time for a Refresh

Posted on | by Sienna Anderson
Sales Strategy Plan

Sales is one of those fields that never really stands still. Buyer behaviours shift, technology evolves, and industries are constantly disrupted. Yet, many businesses keep using the same old sales strategies they relied on years ago—hoping they’ll still deliver results. The problem? What worked five years ago might be costing you sales today.


At KONA Training, we often meet business leaders who say, “Our team is doing everything right, but sales aren’t growing.” Nine times out of ten, the issue isn’t their product or their people—it’s their outdated sales strategy.


So, how do you know if your sales approach belongs in the past? Let’s outline the warning signs.

1. You’re Still Leading with Product Features

If your pitch starts with “Here’s what our product does,” you may already be losing prospects. Buyers today are bombarded with options and have access to more information than ever before. They don’t want to hear a laundry list of features—they want to understand outcomes.
A modern sales strategy focuses on solving problems, not pushing features. At KONA Training, we teach sales teams how to shift their conversations to value and results, which is what truly resonates with today’s buyers.

2. Your Strategy Relies Too Heavily on Cold Calling

Cold calling isn’t dead—but treating it as your primary strategy is a red flag. Buyers now prefer to research online, read reviews, and ask their networks before ever talking to a salesperson. If your sales team is still making endless cold calls without a digital strategy in place, you’re falling behind.
The smarter approach is blending outreach with inbound techniques like content, social selling, and consultative conversations. That’s where sales strategy needs a refresh.

Plan your strategy

3. You Compete Mostly on Price

If discounting is your go-to move to win deals, your strategy is outdated. Competing on price used to work in a less crowded market, but now it’s a race to the bottom. Today’s buyers look for partners who understand their challenges and offer measurable value.
A strong sales strategy positions you as the expert who can deliver ROI, not the cheapest option. At KONA Training, we help salespeople build confidence in holding the line on price by focusing on value-driven conversations.

4. Your Sales Cycle Is Dragging On

Are deals taking longer and longer to close? That’s often a symptom of outdated methods. Long, drawn-out pitches and multiple back-and-forths no longer match the pace of modern business.
Today’s buyers expect quick insights, clarity, and flexibility. If your sales cycle is lagging, it may be time to simplify your strategy to match customer expectations.

5. You’re Not Using Data Effectively

In the past, sales was mostly gut instinct and experience. While intuition still has value, modern sales leaders rely on data to drive decisions. If you’re not tracking metrics like conversion rates, pipeline velocity, and customer acquisition cost, you’re flying blind.
An updated sales strategy uses data to spot bottlenecks, refine messaging, and forecast with accuracy.

6. Training Isn’t Part of the Plan

Another big indicator of an outdated sales strategy? Treating training as a “one-off event.” Too many companies send their team to a single workshop and assume the job is done.
But markets evolve. Customer expectations evolve. Competitors evolve. If your sales team isn’t continually learning, your strategy will inevitably stagnate. Ongoing training and coaching are critical to keeping your sales approach fresh, relevant, and effective.

Choose the path for your strategy

An outdated sales strategy is like running a race in worn-out shoes—you might finish, but you won’t perform at your best. If you see any of these signs—focusing too much on features, competing on price, dragging out the sales cycle, or ignoring data—it’s time to rethink how your team approach selling.

At KONA Training, we help businesses modernise their sales strategies so their teams can adapt, stay relevant, and close more deals with confidence. A refreshed strategy isn’t about keeping up—it’s about staying ahead.

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. Or, to read more about the importance of updating your sales strategy, click here.

Contact KONA Training today for tailored Sales Strategy Training that will help your business thrive.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Uncover your Sales Strategy

10 Game Changing Sales Strategies You Can Start Using Today

Posted on | by Sienna Anderson

The world of Sales is fast-paced, so standing still isn’t an option. What worked yesterday might not cut it today—and that’s where a strong sales strategy comes in. Whether you’re leading a team of experienced sales professionals or just starting out, refreshing your approach can make all the difference between hitting targets and missing opportunities.


At KONA Training, we’ve worked with countless businesses to transform their sales performance, and one thing is clear: a well-designed sales strategy can be the difference between average results and extraordinary success. Here are 10 game-changing strategies you can put into action right away.

Sales strategy

1. Sell Value, Not Price

Too many salespeople focus on discounts and deals, but the strongest sales strategy is about demonstrating value. Customers want solutions that solve problems—not just the cheapest option. Position your product or service as an investment, not an expense.

2. Do Your Homework

Preparation is a non-negotiable. A powerful sales strategy always starts with research. Know your prospect’s business, their industry challenges, and what matters to them. The more relevant your insights, the more credible you’ll be.

3. Ask Better Questions

Great salespeople listen more than they talk. A winning sales strategy includes asking open-ended questions that uncover needs, pain points, and opportunities. Once you truly understand your customer, you can tailor your solution with precision.

4. Build Long-Term Relationships

Stop chasing quick wins. A sustainable sales strategy focuses on building trust and long-term partnerships. At KONA Training, we see time and again that strong relationships lead to repeat business and referral—the lifeblood of sales growth.

5. Leverage Social Selling

Your prospects are on LinkedIn, Instagram, and even TikTok. Part of a modern sales strategy is showing up where your customers are, providing valuable insights, and building your credibility online.

6. Master the Follow-Up

Here’s a game-changer: most sales are made after the fifth follow-up, but most salespeople stop after two. A resilient sales strategy means staying consistent without being pushy. Thoughtful, value-driven follow-ups make all the difference.

Storytelling in Sales

7. Use Storytelling to Sell

Facts tell, but stories sell. A great sales strategy includes weaving customer success stories into conversations. Show how others in a similar position have achieved results with your solution—it’s relatable and persuasive.

8. Embrace Data and Metrics

Don’t guess—measure. An effective sales strategy uses data to track performance, conversion rates, and deal cycles. With these insights, you can see what’s working and where to improve. At KONA Training, we help sales teams harness this data for smarter selling.

9. Collaborate with Your Team

Sales isn’t a solo sport. Sharing insights, strategies, and wins with your team sharpens everyone’s performance. The best sales strategy is one that encourages collaboration, not competition.

10. Invest in Continuous Training

The sales landscape is always evolving. A future-proof sales strategy means continually developing your skills. Partnering with experts like KONA Training ensures your team stays ahead of the curve with proven techniques tailored to your business.

Uncover your Sales Strategy

Sales success doesn’t happen by chance—it happens by design. Each of these strategies can give you an edge, but the real transformation comes when they’re implemented consistently and tailored to your unique business challenges.

At KONA Training, we specialise in building customised sales strategies that drive real results. If you want your sales team to not just meet but exceed their targets, it’s time to take action.

Contact KONA Training today to discover how tailored Sales Training can transform your team’s performance.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales strategy steps

How Power Mapping Can Make or Break Your Next Big Deal

Posted on | by Sienna Anderson

In sales there’s nothing quite like the thrill of chasing a big deal. You know the one — the deal that could make your quarter, impress your manager, and maybe even earn you bragging rights at the next team meeting. But the truth is, no matter how polished your pitch is, how confident your delivery feels, or how perfect your proposal looks… you could still lose it.


Why? Because you didn’t have a clear map of who really holds the power in the buying process.


That’s where Power Mapping comes in — and if you’ve never used it before, it could be the game-changer your sales strategy has been missing. At KONA Training, we’ve seen it transform sales teams from “good” to “unbeatable.”

KONA Group Power Map example

So, what is Power Mapping?

Think of Power Mapping as creating a GPS for your deal. It’s the process of identifying all the key players involved in a buying decision — not just the decision-maker’s name you were given, but everyone who influences them.


It’s understanding:
• Who has the authority to say yes
• Who can say no
• Who holds sway behind the scenes
• Who’s quietly sabotaging your deal without you even knowing

If you don’t map this out, you might find yourself spending hours building rapport with someone who likes you… but can’t actually sign off on the deal. That’s a fast track to frustration.

Why skipping Power Mapping can sink your deal

Imagine this – You’ve been talking to a friendly contact for weeks. They love your solution, they nod enthusiastically at every demo, and they assure you it’s “looking good.” You’re feeling confident.
Then… radio silence.

When you finally find out what happened, it turns out there was an internal meeting you weren’t even aware of… and another department head vetoed the deal because they had concerns you never addressed.


That’s the danger of flying blind. Without Power Mapping, you risk missing critical influencers, failing to address hidden objections, and ultimately losing to a competitor who simply knew the playing field better than you did.


At KONA Training, we train sales teams to never let this happen. Our process ensures you uncover every stakeholder, understand their motivations, and strategically win over each one.

Sales Strategy steps

How to start Power Mapping

Here’s how you can integrate Power Mapping into your sales process right now:

  1. Identify all stakeholders early
    Don’t wait until you’re halfway through the sales cycle to ask who else is involved. From your very first conversation, make it a priority to uncover the names, roles, and responsibilities of everyone connected to the decision.
  2. Understand each person’s influence
    Not all stakeholders are created equal. Some hold budget control, others influence technical decisions, and some act as gatekeepers. Assign each one a level of power and influence so you know where to focus your energy.
  3. Map relationships between stakeholders
    This is the secret sauce. Knowing how stakeholders relate to each other — allies, adversaries, mentors, or rivals — can help you navigate tricky internal politics and avoid stepping on toes.
  4. Tailor your messaging for each person
    A CFO cares about ROI. An IT manager worries about integration. A frontline user just wants to know the solution will make their life easier. By mapping this out, you can speak each person’s language instead of delivering a one-size-fits-all pitch.

Why Power Mapping is more than a sales tactic — it’s a winning habit

Here’s the thing, Power Mapping isn’t just for massive enterprise deals. Whether you’re selling to a five-person company or a Fortune 500 giant, understanding the power dynamics will always give you an edge.

When KONA Training works with sales teams, we don’t just teach Power Mapping as a checklist item — we build it into their culture. It becomes second nature, something they automatically do before making a single pitch.


The results?
• Shorter sales cycles
• More accurate forecasting
• Higher close rates
• And fewer “surprise losses” that leave you scratching your head

Power map example

Your next big deal could be hanging in the balance right now. You might be one conversation away from sealing it — or losing it to a competitor who simply did a better job of reading the power dynamics.
Don’t leave it to chance. Learn the skill, practice it, and watch your win rate climb.

At KONA Training, we’ve helped countless sales teams master Power Mapping so they can consistently close bigger, better deals — and we can help yours too.

Ready to make Power Mapping a standard part of your sales playbook?


Contact KONA Training today for tailored Sales Training that will give your team the tools, strategies, and confidence to win your next big deal — and the one after that.

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

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Power map chart example

What Power Mapping Reveals About Your Clients That CRM Never Will

Posted on | by Sienna Anderson

Honestly, CRMs are great. They’re sleek, organised, and full of helpful features that let you log calls, track emails, and move deals through your pipeline. But when it comes to understanding the dynamics inside a client’s business? A CRM won’t cut it.


That’s where Power Mapping comes in.


If you’re relying solely on CRM notes and job titles to make sense of who matters in a buying decision, you’re flying blind. Because businesses aren’t just driven by neat org charts—they’re driven by people, and those people don’t always follow the formal chain of command. Power Mapping helps you uncover the invisible influence in the room—the politics, alliances, blockers, and champions that determine whether your deal gets the green light or buried in red tape.

Power map chart example

CRMs Track Interactions—Power Mapping Reveals Influence

Here’s the first major difference: CRMs are interaction-focused. You log a call, tick off a meeting, update a status. Great. But Power Mapping is relationship-focused. It forces you to think beyond the tasks and look at who holds the real power.
For example, your CRM might tell you that you’ve had five meetings with the Procurement Manager. But Power Mapping might show that Procurement is just a box-ticker—and the real decision-maker is the Head of Operations, who listens closely to a senior engineer that never appears in your sales process.
When you map influence, you start seeing the unofficial hierarchies. The people who actually get listened to. The quiet objectors. The internal champions. And most importantly—the gatekeepers no one talks about.

Power Mapping Helps You Focus on the Right People

Every sales team has made this mistake – chasing the most responsive contact instead of the most influential one.


CRMs can’t warn you when you’re spending all your time with someone who has zero sway over the final decision. But Power Mapping? It forces that conversation.


It asks:
• Who’s in favour of this solution?
• Who’s against it—and why?
• Who influences the decision-maker?
• Who has political clout, even if they don’t have the title?


Armed with that map, your team stops wasting time on “talkers” and starts engaging the people who can actually move the deal forward.

Power map vs. CRM

It’s About Strategy, Not Admin

CRMs are good at administration. Power Mapping is all about strategy. A good Power Map doesn’t just sit in a file—it evolves with the account. It becomes a living, breathing strategy tool that shapes your approach. You can use it to:
• Tailor your messaging to different stakeholders
• Identify internal advocates who can build your case from within
• Pre-empt objections and political friction
• Plan multi-threaded engagement across the buying committee
That level of insight just doesn’t live in your CRM. And it never will—because CRMs aren’t built to capture office politics or human relationships. Power Mapping is.

Real Sales Professionals Know: It’s People That Win Deals

In B2B sales these days, deals are rarely won on product alone. They’re won by understanding how decisions actually get made. Power Mapping gives you a way to decode the hidden power structures and adjust your approach accordingly.


So, while your CRM might be telling you that everything’s on track, Power Mapping might be telling you, “You’re missing the person who’s going to kill this deal at the last minute.”
Which one would you rather listen to?

Power map example

Want to learn how to power map like a pro?

At KONA, we help sales teams go beyond surface-level selling and build strategic, account-driven relationships that convert.

If your team needs the skills to uncover influence, engage key players, and close complex deals faster, get in touch with us today for tailored Sales Training that actually moves the needle.
Call 1300 611 288 or Email info@kona.com.au

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales strategy

Think You Have a Strong Sales Strategy? Think Again.

Posted on | by Sienna Anderson
Sales strategy

You’ve got targets. You’ve got a team. You’ve got a plan. So, you must have a strong sales strategy… right?

Maybe. But let’s take a moment to look a little deeper. Because if your sales strategy isn’t consistently converting, aligning with your market, adapting to change, or bringing out the best in your team, it might not be as strong as you think.

At KONA, we see this all the time. Businesses come to us with decent sales numbers, solid teams, and a strategy that—on the surface—seems to be working. But after a closer look, we uncover the hidden gaps that are quietly draining performance, killing momentum, and limiting long-term growth.

So, before you pat yourself on the back for having a “strong” sales strategy, here are a few signs that you might need to rethink things.

1. Your Team Is Busy, But Not Always Effective

Busyness and effectiveness are not the same thing. If your sales team is constantly chasing leads, making calls, sending follow-ups—but only occasionally closing deals or hitting quota—your strategy might be more reactive than strategic.

A truly strong sales strategy provides clarity on where to focus, how to qualify leads, when to push and when to pivot. If your reps are overwhelmed or “winging it,” it’s a sign your strategy lacks structure.

2. You’re Not Getting Predictable Results

Sales will always have some ups and downs. But if every quarter feels like a gamble, it’s time to investigate.

A solid sales strategy should create predictability. That means tracking key metrics, having a repeatable process, and understanding what drives conversions at each stage of your pipeline.

If success seems tied more to luck or one superstar rep, rather than a system the whole team can follow, then your strategy needs reinforcing.

3. You’re Relying on the Same Tactics from 5 Years Ago

Buyer behaviour has changed. Your strategy should too. If you’re still relying on cold calls and one-size-fits-all demos without personalisation, storytelling, or value-based messaging, you’re probably losing to competitors who’ve evolved.

A strong sales strategy is not static. It adapts. It evolves. It leverages data, tech, and changing customer expectations to stay relevant and effective.

Not listening

4. You’re Selling Without Listening

If your strategy is built around what you want to sell, rather than what your customer needs to solve, you’re already behind.

Modern sales strategies start with deep customer understanding. They’re built on solving real problems, not pushing products. If you don’t have a clearly defined ideal customer profile, buyer personas, or discovery process that uncovers pain points, your strategy isn’t truly customer-centric.

And that’s a big problem.

5. There’s No Alignment Between Sales and Marketing

Marketing is promising one thing, sales is delivering another, and leads keep falling through the cracks. Sound familiar?

If your sales strategy is operating in a silo—separate from your marketing team, customer service, or product development—it’s not a strategy. It’s a gamble.

Alignment across departments is key to a strong sales strategy. Everyone should be rowing in the same direction with the same messaging, goals, and understanding of the customer journey.

6. Your Strategy Lives in a Slide Deck (and Nowhere Else)

Be honest—when was the last time your team actually looked at your sales strategy?

If it’s sitting in a PDF on someone’s desktop, it’s not doing its job. Your sales strategy should be living and breathing: referenced regularly, embedded in daily workflows, and understood by everyone from leadership to frontline reps.

If it’s not operationalised, it’s just wishful thinking.

Strong sales strategy

So, Do You Really Have a Strong Sales Strategy?

If you’re nodding along to some of the above, don’t worry—you’re not alone. Most businesses believe their strategy is solid… until it’s tested.

But a strong sales strategy isn’t about being perfect—it’s about being intentional. It’s about clarity, alignment, adaptability, and execution. And if you’re ready to go from good to great, we can help.

Not sure where to start? Use KONA’s Sales Activity Calculator to take out the guesswork. This free tool helps you break down exactly how many calls, meetings, and follow-ups your team needs to achieve your sales goals. It’s simple, fast, and incredibly useful for planning a realistic, high-performance sales strategy. Try it now and see where your numbers really stack up.

Ready to Reinforce or Rethink Your Sales Strategy?

At KONA, we work with businesses to design and implement tailored Sales Strategy Training that transforms performance from the inside out. Whether you’re scaling, struggling, or just want to sharpen your competitive edge, we’ll help you build a strategy that works in the real world—not just on paper.

👉 Contact KONA today to find out how we can elevate your team with a sales strategy that actually delivers. Call 1300 611 288 or Email info@kona.com.au to get started!

Contact Us

Author – Garret Norris – https://www.linkedin.com/in/garretnorris/

Sales strategy

The Hidden Sales Strategy Behind Every Strong Sales Team

Posted on | by Sienna Anderson
Sales strategy

When it comes to high-performing sales teams, most people assume the secret lies in slick closing techniques, charismatic salespeople, or a killer product. While those things certainly help, there’s a deeper, often overlooked sales strategy driving real, consistent results, and it’s called alignment. It’s the hidden engine behind every successful sales team—and when it’s missing, even the best talent and tech won’t save you.

What Does Alignment Really Mean?

Alignment in sales isn’t just about everyone working together in the same department. It’s about synchronising everything—from messaging, goals, and processes to individual roles and customer experience.


A strong sales strategy connects the dots between:
• Leadership and Sales Teams: Clear expectations and consistent communication.
• Marketing and Sales: Unified messaging and seamless lead handovers.
• Salespeople and Buyers: Deep understanding of buyer needs and the sales journey.
When everyone is on the same page, the whole team moves faster, with fewer mistakes and greater impact.

The Cost of Misalignment

Here’s the reality: most sales teams aren’t fully aligned. Salespeople often chase leads that aren’t ready to buy. Marketing teams push out messages that don’t reflect what’s happening in real conversations. Managers are unclear on what’s actually driving success.
This disconnect creates confusion, frustration, and lost opportunities. In fact, according to a LinkedIn study, 87% of sales and marketing leaders say alignment is critical to business growth—but only 17% feel their teams are well aligned.
That’s a massive gap. And closing it is where the real sales strategy comes in.

Alignment

Building Alignment Into Your Sales Strategy

So how do strong sales teams stay aligned?

1. Shared Goals and KPIs
The best sales strategies start with clear, measurable objectives. Every person—from new recruits to sales leaders—should understand what success looks like and how their role contributes to it. It’s not just about hitting quotas, it’s also about aligning personal performance with business outcomes.

      2. Consistent Messaging
      When sales and marketing speak different languages, buyers get confused. Unified messaging ensures your team communicates clearly, confidently, and consistently—across emails, calls, presentations, and social media.
      Great sales teams rehearse key messaging, share feedback, and continuously refine how they talk about the product and the problem it solves.

        3. Collaborative Training
        Sales training shouldn’t be a one-off event or limited to new hires. Strong teams build a learning culture that involves everyone. That includes joint sessions with marketing, customer service, and leadership. It includes regular coaching. And most importantly, it includes training tailored to your unique sales environment—something cookie-cutter workshops just can’t deliver.

          4. Clear Processes and Tools
          Alignment thrives on structure. Strong sales teams use CRM systems effectively, follow a clearly defined sales process, and remove unnecessary friction at every step.
          This doesn’t mean rigid scripts—it means having a reliable foundation so your team can be agile without being chaotic.

          5. Ongoing Feedback and Real-Time Adjustments
          The most successful sales teams treat their strategy like a living, breathing thing. They don’t wait until the end of the quarter to make changes—they adapt based on what’s working now. This requires regular check-ins, a culture of open feedback, and leaders who actually listen.

            The Real Secret? It’s Not So Secret

            Alignment might be the “hidden” strategy behind strong sales teams, but once you understand its power, it becomes obvious. Every top-performing sales team has it. Every struggling team is missing it.

            At the end of the day, building alignment takes intentional strategy—not guesswork. That’s where we come in.

            KONA Training Workshop

            Want to Build a Stronger, More Aligned Sales Team?

            At KONA, we specialise in tailored Sales Strategy Training that helps teams unlock clarity, consistency, and performance. Whether you’re scaling a team, revamping your sales process, or simply want better results, we’ll help you build the foundation that fuels real growth.

            👉 Contact KONA today to discover how we can transform your team with a strategy that sticks.
            Call 1300 611 288 or Email info@kona.com.au

            Contact Us
            Missing targets

            Avoid These 5 Common Mistakes That Sabotage Your Sales Strategy

            Posted on | by Sienna Anderson
            Missing your target illustration

            Crafting the perfect sales strategy can feel like chasing a moving target. The market shifts. Customer expectations evolve. And just when you think you’ve nailed it… something slips. Sound familiar?

            The truth is, at KONA, we have seen even the most experienced sales leaders fall into surprisingly common traps that quietly undermine performance and potential. But the good news? With the right awareness and a few intentional tweaks, you can steer clear of these costly missteps.

            Here are five of the most common mistakes we have seen that sabotage your sales strategy—and what you can do instead.

            1. Ignoring the Sales Team’s Input

            Here’s a big one: decisions being made about the sales process without input from the sales team.

            Your team are on the front lines. They’re the ones having real conversations, hearing objections, and feeling the friction. Yet too often, strategies are built in boardrooms and PowerPoint decks—with little connection to the real-world selling experience.

            To avoid this mistake, make your salespeople part of the strategy development process. Their insights can uncover roadblocks you didn’t even know existed—and unlock smarter, faster wins.

            2. Chasing Every Lead (Instead of the Right Ones)

            It’s tempting to think that more leads = more sales. But without focus, your team wastes time and energy on prospects that were never going to buy in the first place. An effective sales strategy means targeting your ideal customer profile with laser precision.

            How to fix it:

            • Clarify who your high-value buyers really are.
            • Build detailed customer personas.
            • Prioritise quality over quantity when it comes to lead generation.

            3. Overcomplicating the Sales Process

            A bloated, confusing sales process slows everything down—and frustrates both your team and your prospects.

            If your salespeople are jumping through hoops, battling multiple approval layers, or juggling too many tools, it’s time to simplify.

            You can overcome this mistake by auditing your sales process regularly. Eliminate unnecessary steps, simplify communications, and ensure your CRM is a help, not a hindrance.

            Don't overcomplicate things

            4. Focusing Only on Short-Term Wins

            It’s easy to get caught in the month-to-month quota chase. But when your entire sales strategy is focused only on hitting immediate numbers, you lose sight of long-term growth.

            This tunnel vision can lead to poor customer relationships, burnout, and missed opportunities for repeat business.

            A good way to avoid this is to build in strategic goals that go beyond the next quarter. Train your team to think like trusted consultants—not just deal-closers.

            5. Skipping Sales Training and Development

            Sales is a skill that needs continuous sharpening. Yet many businesses treat training as a “one-and-done” box to check.

            If your team isn’t growing, neither is your strategy.

            It’s important to invest in regular, high-impact sales training tailored to your team’s unique challenges. Whether it’s handling objections, qualifying leads more effectively, or adapting to buyer psychology—targeted sales training and coaching turns average salespeople into top performers.

            Strengthen your sales strategy

            Ready to Strengthen Your Sales Strategy?

            If any of these mistakes hit close to home, don’t worry—you’re not alone. The best sales leaders recognise when it’s time to rethink and refine their approach.

            At KONA, we specialise in tailored sales training designed to elevate your team and align your sales strategy with real-world success. Whether you’re scaling a team, launching into new markets, or simply want to improve performance—we’re here to help.

            👉 Contact KONA today to create a sales strategy that actually works. Your team—and your revenue—will thank you.

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

            Contact Us
            Loss of revenue

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

            Posted on | by Sienna Anderson
            Loss of revenue

            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.

            Sales strategy

            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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            Always be closing

            Sales Strategies to Help You Close More Deals

            Posted on | by Sienna Anderson
            Close more deals

            Closing deals is the ultimate goal for salespeople, but it’s not always easy. Deals can slip through your fingers for countless reasons, and sometimes it feels like no matter what you do, the prospect just isn’t ready to commit.

            The good news? There are proven strategies that can help you not only close more deals but do so in a way that is authentic and customer-focused.

            Here are six strategies to close more deals:

            1. Understand the Buyer’s Journey

            Before you can close a deal, you need to know where your prospect is in their decision-making process. Are they still gathering information? Comparing options? Or are they ready to make a decision? Tailoring your approach to their current stage shows that you understand their needs and builds trust.

            Ask open-ended questions like, “What’s most important to you in choosing a solution?” or “How do you see this impacting your goals?”

            These questions uncover valuable insights and move the conversation forward.

            2. Focus on Solutions, Not Features

            It’s easy to fall into the trap of talking about your product’s features, but prospects don’t care about bells and whistles—they care about solving their problems.

            Shift the conversation to how your product or service addresses their pain points and delivers value.

            For example, instead of saying, “Our software has a built-in analytics dashboard,” try, “Our analytics dashboard helps you track key metrics in real-time so you can make data-driven decisions faster.”

            Customers are more likely to make a purchase when they clearly understand how a product or service will deliver personal value and meet their unique needs.

            3. Create a Sense of Urgency

            Sometimes, prospects linger in the decision-making stage longer than necessary.

            Creating a sense of urgency can help them move forward, but it’s important to do this ethically. Highlight time-sensitive opportunities, such as limited availability or upcoming price changes, only if they’re genuine.

            You might say, “We have a promotion running until the end of the month, and I’d hate for you to miss out on the savings.” But be careful not to overdo it—pressure tactics can backfire.

            Always be closing

            4. Handle Objections with Confidence

            Objections are a natural part of the sales process. Instead of dreading them, view objections as opportunities to address concerns and build trust.

            The key is to listen actively and respond thoughtfully.

            For instance, if a prospect says, “This is too expensive,” don’t just defend your price. Dig deeper: “I understand—can you share more about your budget or what value you were hoping to see?” This approach allows you to explore their priorities and potentially reframe the value of your solution.

            5. Ask for the Close—Clearly and Confidently

            One of the biggest mistakes salespeople make is not asking for the close. It might feel awkward, but your prospect expects it. When the time is right, be direct and clear.

            For example, “It sounds like this solution aligns with your goals. Are you ready to move forward?”

            If they hesitate, don’t panic. Ask follow-up questions to understand their hesitation, and address those concerns on the spot.

            6. Follow Up!

            Not every deal will close on the first attempt, and that’s okay. A well-timed follow-up can make all the difference. Check in with additional information, address any lingering concerns, or simply remind them of the benefits of moving forward.

            A quick email like, “I wanted to follow up and see if there’s anything else you need from me to make your decision,” keeps the conversation open without feeling pushy.

            Importance of follow up

            Closing more deals isn’t about being pushy or aggressive; it’s about understanding your prospect, addressing their needs, and guiding them toward a solution that benefits them. By focusing on these strategies, you can build stronger relationships, close more deals, and ultimately grow your sales success.

            Which of these strategies do you plan to try first? To read more of KONA’s insights into Sales Closing Strategies, click here, and to read about how KONA’s sales training process stacks up against the Miller Heiman methodology, click here.

            Contact KONA today to discuss our range of tailored Sales Training programs and the value they will bring to your Sales Team.

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

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            4 Ways to Make 2022 Your Sales Strategy G.O.A.T.

            Posted on | by Sienna Anderson
            Make Your 2022 Sales Kickoff the G.O.A.T. (Greatest of All Time)

            For many post the pandemic, the thought of actively selling makes their hair stand on end. The dreaded sales task, or worse, networking events, leaves the body shuddering. But pandemic or not, products and services still need to be sold. So, what are the steps to make that apprehensive sales strategy more enjoyable? And also more rewarding. That is, to ensure you get the desired outcome.

            Garret Norris, CEO of the KONA Group and Sales Executive Coach, teaches businesses and sales teams how to confidently sell their products and services. Here he shares with you his top tips and 4 Must Haves in Your 2022 Sales Strategy.

            Get your team onto these tips (and if you’re one of the wise ones, get them on a Sales Intensive Workshop), and learn how to calm the networking nerves. That is, learn to prospect confidently to ensure your pipeline is full all year. Have a read and get busy living the dream.

            4 Must Haves in Your 2022 Sales Strategy

            1. EMBED A HYBRID SALES MODEL

            The good part of the past two years sent sales teams into survival mode. The attitude was typically to move our offline operations all entirely online. That is even just for the short term. And we would then all see how it pans out. However, as we know, fortune favours the brave. And for those of us who jumped into the deep end and invested in remote working options, ultimately reaped the benefits as the pandemic drew on, and on, and on.

            “According to HubSpot’s 2021 Sales Enablement Report, 64% who transitioned to remote selling met or exceeded their revenue targets.”

            Hybrid Sales Strategy

            Now we are at the time where many are playing catch up. To stay ahead in 2022, it is now time to shape our policies and processes around a hybrid working model.

            And guess what? It is not just remote leaders or salespeople who are benefitting from moving towards remote operations. The “LinkedIn State of Sales Report 2021 revealed 50% of buyers believed remote working had made the purchasing process easier too”.

            Book Your Team’s Tailored 2022 Sales Strategy Workshops

            2. PERSONILSATION!

            Personalisation in sales pretty much means the act of tailoring your pitch so it acutely addresses the pain points, needs, and challenges of your client. That is, all while making them feel appreciated.

            In other words, personalisation in sales means getting rid of generic one-liners and messages. Instead, replace them with ones that provide a more customised customer experience.

            Talking Business: Predictive analytics to improve personalisation and boost sales

            Among many Personalisation Techniques in his Sales Intensive Workshops, Garret suggests for higher levels of conversion, embedding some of these tips:

            • WHAT’S IN A NAME: Include your customers’ names in the subject line.
            • SPECIAL EVENTS: Send them a note on their birthday. (Keep in mind this means knowing how to create a customer profile, so you know when their birthday is. As well as those other important points you gained from your quality questioning skills!)
            • RECALL A CHAT: How did your daughter go at the championships? Did Billy get his braces?
            3. KNOW YOUR WHY

            According to Garret, the key to knocking the sales nerves out of your system is by having a really solid value proposition and knowing it off by heart. He adds, your reason for selling – your Why Statement – should be at the core of your sales strategy. To help craft your team’s Why Statement, Garret suggests asking yourself three questions.

            1. Why do we do what we do?
            2. What are the problems that I’m going to solve for them?
            3. How am I going to solve their problem?

            Your value position is not an elevator pitch about your product or service. Rather it is the problems it solves for them. Now once you have crafted your Why Statement, make sure you know it back to front. As well as the answers to all the possible questions that could come out of it.

            In Garret’s Workshops and Coaching sessions, he role-plays with his clients to go through the various scenarios and questions that a potential client might ask. He says that after doing this, clients are much more confident in pitching their product or service. As well as very keen to strike up a conversation at a networking event. They often replay these conversations as a team and share answers and insights

            4. GET TECHY

            It does indeed circle back to our work-from-home setup. Consider, just how much time have we spent in front of screens during the last two years? So it stands to reason that buyers too have now developed a preference for digital.

            Sales Technology Landscape: Blueprint

            Now, from a buyer’s perspective, that may mean relying more on live chat options. Or perhaps platforms where questions can be posed and answered on demand. But it also speaks to wider technology sales trends in 2022. Such as automation’s growing role. Or giving your salespeople more tools to drive efficiency and productivity. Keep up with the apps, software, and databases that make the selling and buying process a lot smoother for both you and your customers.

            To Book Your Team’s Tailored 2022 Sales Strategy Workshops

            Stay ahead of your competition by ensuring your team is sales savvy and ready for 2022. Gather the team and we will take care of the rest – learning and laughs included.

            Call us at KONA on 1300 611 288 for a conversation, or email info@kona.com.au anytime.

            LAURETTE WITH HOPE IS NOT A STRATEGY ON IT FOR KONA GROUP SALES TRAINING SALES HEALTH CHECK

             

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