The Sales Multiplier Formula

Simple Strategies to Multiply Your Sales by 4.68X

Shawn Casemore

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English

Productivity Press
20 December 2024

Economics; Business strategy; Management: leadership & motivation; Sales & marketing management; Sales & marketing

Why do some companies close deals worth three times more than their competitors?

They're not working harder. They're not making more calls. They've discovered something different.

Companies like Northwestern Mutual Life, Nokia, and Zapier don't treat sales as a department function. They treat it as an organizational process that everyone supports.

Sale values double, triple, or sometimes quadruple as a result.

Meanwhile, selling keeps getting harder. Over one million sales positions sit vacant in the United States, according to the Bureau of Labor Statistics. Work-from-home schedules make prospects unreachable. Anti-spam laws block emails. Visitor policies keep reps out.

Your sales team battles just to have conversations.

Then, when they close the business, the rest of your company resists. Operations complains about delivery dates. Finance questions terms. Sales becomes isolated from everyone else.

This creates turnover. It erodes revenue. It will continue unless something changes.

Shawn Casemore has coached thousands of sales professionals. He's identified the exact formula that separates companies multiplying their results from those barely surviving. This book gives you that formula.

Here's what this formula does for your business:

● Your sales team closes larger deals without burning out

● Operations and finance support deals instead of resisting them

● Your top performers stay because their job becomes rewarding instead of frustrating

● Your entire organization contributes to revenue, not just one department

● You build an advantage that competitors can't easily copy

This book is for:

Business owners watching sales plateau. Sales leaders frustrated by constant obstacles. CEOs seeing the damage from internal division. Revenue executives dealing with turnover.

Anyone who knows the old approach isn't working.

When you shift from departmental function to organizational process, everything changes. Deals get bigger. Teams get stronger. Growth becomes sustainable.

By: Shawn Casemore
Imprint: Productivity Press
Country of Publication: United Kingdom
Dimensions: Height: 229mm, Width: 152mm,
Weight: 453g
ISBN: 9781032733937
ISBN 10: 1032733934
Pages: 178
Publication Date: 20 December 2024
Audience: Professional and scholarly , Undergraduate
Format: Hardback
Publisher's Status: Active

Part 1: Selling is an Inside Job Chapter 1: How Your Customers Buy Has Changed Chapter 2: Your Secret Ingredient to Multiply Sales Chapter 3: Why Your Sales Are Stagnant Chapter 4: Selling Today is a Team Sport Part 2: Your 4.68X Selling Opportunity Chapter 5: The Initial Sale is Small Potatoes Chapter 6: Good: Every Good Sale Deserves an Upsell Chapter 7: Better: Introduce Creative Cross-Selling Chapter 8: Best: Generating Unstoppable Referrals Part 3: Building Momentum with Your Sales Multiplier Formula Chapter 9: The Foundation: Build A Sales Centric Culture Chapter 10: Foundation: Design Your Sales Multiplier Formula Chapter 11: Testing: Implement Your New Sales Multiplier Formula Chapter 12: Winning the Race for New Customers

Shawn Casemore is a consultant, speaker, and advisor. He is the Owner and Founder of Casemore and Co Inc., a global consulting firm that has attracted clients such as Bosch, NGK, Tim Hortons, Pepsi Co, Kids Help Phone and Sick Kids, and over 200 other leading organizations. In addition, he's served on several boards, including the Canadian Association of Professional Speakers, Canadian Association of Family-Owned Enterprises, and Excellence in Manufacturing Consortium. His speaking typically includes over two dozen keynotes each year at major conferences, and he's lectured at institutions such as the University of Waterloo and Humber Institute of Technology and Advanced Learning. Shawn's publishing includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, Industry Week, PLANT Magazine, and The Globe and Mail. He's also written four commercially published books, including his most recent, The Unstoppable Sales Team (Taylor and Francis, 2023).