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CLOSELLERATE: Accelerate Sales Closing: 17 Multiplier Moves for Bullseye Lead Generation, Faster Selling & Business Development
Does a lack of sales growth frustrate you or your sales team?
Have you tried multiple new techniques, methods and incentives with unsatisfactory results?
What is holding back your sales growth?A lack of talent or effort? Probably not.
A handful of bad habits and avoidable mistakes that create barriers to deserved sales success, probably yes.
You have heard of the 80/20 20% of actions drive 80% of results. Closellerate is about the flip side—showing you how a small number of weak spots and self-inflicted errors are usually responsible for a wildly disproportionate share of lost deals, wasted time, and missed quotas.
The 80/20 Rule in
Identify and eliminate the few critical mistakes and weak areas that account for 80% of what’s blocking your success. Before you chase another “game-changing” tactic or invest in new tech, behaviors or training, solidify your sales foundation.Why fixing weak areas comes first
It’s tempting to try to boost results with a silver bullet –a new CRM, more training, the latest fad of the month. But if bad habits or structural deficiencies continue, adding more on top will just make the problem worse.
Addition by subtractionThose that use an addition by subtraction mindset often experience immediate performance improvements even before introducing something new – simply because they stopped shooting themselves in the foot.
When teams have the guts to cut loose long held comfortable practices that are not moving the numbers, the outcomes can be transformative.Sales teams don’t typically fail due to a lack of ability—they fail as they do too many low-value things, waste time with busy work and have unnecessary barriers in their way.
Inversion thinkingInstead of first asking “How can we improve?” Inversion thinking prompts the questions “What are the most common mistakes sales teams make? What mistakes are we making? What is holding us back? How can we avoid or fix them?”
Fixing a few high-impact weak areas can catapult a team's performance more than any flashy new strategy.
Running with weights onYou would not expect to win a road race with weights on, but that is exactly what you are doing when you try to accelerate sales results with behaviors or sales system components that are subpar or broken.
Closelleration is rooted in subtractive improvement not by doing more right things, but by doing fewer wrong things. Productivity author James Clear observes, “In many cases, improvement is not about doing more things right, but about doing less things wrong.
The 17 high-leverage focal points where sales are won or lost will not surprise you—well, most of them anyway.This book is not a deep dive on fixing any of the most common weak areas that hold back sales team weak first impressions, bad data, busywork, an activity vs results focus, lack of follow-up, bad segmentation and qualification, sales debt and failure to communicate credibility and trust and more.
This is about a mindset of identifying the “vital few” issues that weigh down your progress and hinder achievement of the success you deserve.
It is about accepting that if you are capable and competent and working hard, trying many things, but for whatever reason, you are not experiencing the sales success you deserve, there must be some barriers in your way.
It might be that some things you think are true are not true. It might be that some things you think are acceptable are not.
Have you tried multiple new techniques, methods and incentives with unsatisfactory results?
What is holding back your sales growth?A lack of talent or effort? Probably not.
A handful of bad habits and avoidable mistakes that create barriers to deserved sales success, probably yes.
You have heard of the 80/20 20% of actions drive 80% of results. Closellerate is about the flip side—showing you how a small number of weak spots and self-inflicted errors are usually responsible for a wildly disproportionate share of lost deals, wasted time, and missed quotas.
The 80/20 Rule in
Identify and eliminate the few critical mistakes and weak areas that account for 80% of what’s blocking your success. Before you chase another “game-changing” tactic or invest in new tech, behaviors or training, solidify your sales foundation.Why fixing weak areas comes first
It’s tempting to try to boost results with a silver bullet –a new CRM, more training, the latest fad of the month. But if bad habits or structural deficiencies continue, adding more on top will just make the problem worse.
Addition by subtractionThose that use an addition by subtraction mindset often experience immediate performance improvements even before introducing something new – simply because they stopped shooting themselves in the foot.
When teams have the guts to cut loose long held comfortable practices that are not moving the numbers, the outcomes can be transformative.Sales teams don’t typically fail due to a lack of ability—they fail as they do too many low-value things, waste time with busy work and have unnecessary barriers in their way.
Inversion thinkingInstead of first asking “How can we improve?” Inversion thinking prompts the questions “What are the most common mistakes sales teams make? What mistakes are we making? What is holding us back? How can we avoid or fix them?”
Fixing a few high-impact weak areas can catapult a team's performance more than any flashy new strategy.
Running with weights onYou would not expect to win a road race with weights on, but that is exactly what you are doing when you try to accelerate sales results with behaviors or sales system components that are subpar or broken.
Closelleration is rooted in subtractive improvement not by doing more right things, but by doing fewer wrong things. Productivity author James Clear observes, “In many cases, improvement is not about doing more things right, but about doing less things wrong.
The 17 high-leverage focal points where sales are won or lost will not surprise you—well, most of them anyway.This book is not a deep dive on fixing any of the most common weak areas that hold back sales team weak first impressions, bad data, busywork, an activity vs results focus, lack of follow-up, bad segmentation and qualification, sales debt and failure to communicate credibility and trust and more.
This is about a mindset of identifying the “vital few” issues that weigh down your progress and hinder achievement of the success you deserve.
It is about accepting that if you are capable and competent and working hard, trying many things, but for whatever reason, you are not experiencing the sales success you deserve, there must be some barriers in your way.
It might be that some things you think are true are not true. It might be that some things you think are acceptable are not.
129 pages, Kindle Edition
Published July 24, 2025
1 person want to read
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