The 10 Essentials for Sales Teams That Sell Smarter

The Sales Wake-Up Call: Why 73% of Sales Teams Are Already Behind (And How Yours Can Lead the Pack)

Here's a sobering statistic that should make every sales leader pause: 73% of sales teams are still using methods that worked five years ago. Meanwhile, their prospects have evolved light years ahead.

Just recently, I was working with a client in Manchester when one of their prospects corrected them about their own product features – the buyer had done more research than the seller!

Sound familiar? If this scenario makes you uncomfortable, good.

It should. Because in today's hyper-informed marketplace, being "pretty good" at sales is the same as being spectacularly average.

After training sales teams in 69 countries and watching billions in revenue transformation,

I've identified the ten non-negotiable activities that separate the sharp teams from the struggling ones. These aren't suggestions – they're survival skills.

1.    Master AI-Powered Sales Intelligence (Not Just ChatGPT)

 

Here's what's happening while your competition is still manually researching prospects: smart teams are using AI to do in minutes what used to take hours.

The Sharp Team Approach:

• ChatGPT for personalized outreach: I watched a client generate £180,000 in new business from a single LinkedIn campaign powered by AI-crafted messages
• Crystal Knows for personality insights: Know whether your prospect is detail-oriented or big-picture focused before you dial
• Tutorai.me for rapid onboarding: New team members are productive in days, not months

The key? AI is like salt in cooking – too little and your results are bland, too much and you've ruined everything. Master the balance.

2.    Become LinkedIn Legends (Not LinkedIn Lurkers)

 

LinkedIn isn't social media anymore – it's a sales weapon. With over 32,000 followers, I've seen teams transform their pipeline using strategies most sellers never discover.

What Sharp Teams Do:

• Post valuable industry insights 3-4 times weekly
• Use LinkedIn Sales Navigator like a precision instrument, not a blunt tool
• Engage meaningfully in comments before making any sales approach
• Share knowledge freely without expecting immediate returns

Remember: in 2025, buyers expect you to be visible, credible, and valuable before they'll even take your call.

3.    Sell to Both the Head AND the Heart

This is where most teams fail spectacularly. They either go full analytical (boring the emotional decision-maker) or full emotional (frustrating the logical buyer).

Head Buyers Need:

• Detailed ROI calculations and comparative analysis
• Risk mitigation strategies and implementation timelines
• Industry benchmarks and peer references

Heart Buyers Need:

• Vision of the transformation and personal impact stories
• Emotional connection to the outcome and recognition of their concerns

Sharp teams identify which type they're dealing with in the first five minutes and adapt accordingly. The best? They speak to both in every presentation.

4.    Prospect with Precision, Not Prayer

Gone are the days of "smile and dial." Today's sharp teams prospect like scientists, not gamblers.

The Modern Prospecting Formula:

• Research first: LinkedIn, company news, industry challenges
• Personalize ruthlessly: generic outreach gets deleted instantly
• Multi-channel approach: email, LinkedIn, video, phone – but strategically sequenced
• Track everything: what works, what doesn't, what converts

I recently worked with a team that increased their response rates from 2% to 34% simply by changing their prospecting approach from quantity to quality.

5.    Understand Marketing Like a Marketer

 

Sharp sales teams don't wait for marketing to hand them leads – they understand the entire customer journey and contribute to it.

What This Looks Like:

• Know your buyer personas better than marketing does
• Contribute to content creation based on real customer conversations
• Understand SEO basics and help optimize company content
• Use marketing automation tools to nurture their own prospects

When sales and marketing truly align (not just say they do), companies see 38% higher win rates.

6.    Develop Razor-Sharp Questioning Skills

Average salespeople talk. Sharp salespeople ask questions that make prospects think differently about their situation.

The Question Hierarchy:

• Surface Level: "What's your budget?"
• Strategic Level: "What happens if you don't solve this problem this year?"
• Transformational Level: "What would success look like for you personally?"

Master the art of asking questions that your competitors would never think to ask.

7.    Become Industry Authorities (Not Generic Sellers)

Your prospects don't need another salesperson – they need an industry expert who happens to sell solutions.

Authority Building Actions:

• Read industry publications religiously and share insights
• Attend (and speak at) industry events
• Build relationships with industry analysts and journalists
• Become the person prospects call for advice, not just quotes

8.    Master the Art of Social Selling

This goes beyond LinkedIn posts. Sharp teams integrate social selling into every touchpoint.

Advanced Social Selling:

• Monitor prospect companies' social activity for conversation starters
• Share relevant content that helps prospects solve problems
• Build relationships with prospects' connections
• Use social listening tools to identify buying signals

9. Embrace Video Communication

While your competition is still sending text emails, sharp teams are building relationships through video.

Video Applications:

• Personalized video prospecting messages
• Product demonstrations tailored to specific use cases
• Thank you videos after meetings
• Problem-solving videos that add value

My YouTube channel has over 4 million views because video builds trust faster than any other medium.

10. Continuously Upgrade Your Skills

The moment you think you've "arrived" as a salesperson is the moment you start falling behind. Sharp teams are learning machines.

Continuous Learning Strategy:

• Read one sales/business book monthly
• Attend at least two professional development events yearly
• Practice new techniques with low-risk prospects first
• Regularly role-play challenging scenarios with teammates

Companies with robust training programs experience 53% lower employee turnover and 34% higher win rates.

The Bottom Line: Sharp or Obsolete

The sales profession has evolved more in the last five years than in the previous fifty. Teams that embrace these ten practices don't just survive – they dominate their markets.

But here's the challenge: knowing what to do isn't the same as doing it consistently and correctly. Implementation is where most teams fail.

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Ready to Transform Your Sales Team's Performance?

If your team is ready to stop being average and start being exceptional, let's have a conversation. I work with organizations in 69 countries who are committed to staying ahead in today's competitive landscape.

I can help your team through:

• High-impact keynote presentations that inspire and educate your entire organization
• Intensive sales training workshops that deliver immediately applicable skills
• Conference speaking that positions your event as cutting-edge and valuable
• Custom coaching programs tailored to your industry and challenges

Don't let your competition leave you behind while they master these essential skills.

Contact me today:

• Email: frank@frankfurness.com
• Phone: +44 7711 672888
• LinkedIn: linkedin.com/in/frankfurness
• Website: www.frankfurness.com

Remember: in today's rapidly evolving sales environment, standing still means falling behind. Your competitors are already adapting – are you?

Frank Furness is an internationally recognized sales expert, keynote speaker, and author who has trained teams in 69 countries. He's helped organizations generate over £1 billion in additional revenue through modern sales methodologies.

 

10 AI and LinkedIn Breakthroughs Every Sales Leader Must Know in 2025

 

Last week a friend asked me: “Frank, is AI really going to take over sales?”

I smiled and said, “Only if you’re still selling like it’s 1999.”

The truth is, sales isn’t disappearing—it’s evolving. AI isn’t here to steal your job; it’s here to steal your excuses. And LinkedIn? Well, it’s no longer just a place to park your CV—it’s the world’s biggest sales stage.

So, what’s new? Here are 10 advances in AI and LinkedIn that dropped just this past month. They’re practical, powerful, and (if you actually use them) they might just help you book more meetings, close more deals, and even get home early enough to watch Netflix without your laptop glowing in the background.

1. Sales Navigator's New Assistant (Your Digital Wingman)

Think of this as your personal sales butler. Every morning it politely serves up the best leads, insights, and conversation starters—without you lifting a finger. No silver trays, but plenty of golden opportunities.

What this means: You'll spend less time hunting and more time selling.

2. Account IQ & Lead IQ (Because Homework Sucks)

Remember those awkward moments when you hop on a sales call and have no idea what the company  does? LinkedIn fixed that embarrassment for you.

These tools pull together everything you need to know about a prospect or company. It's like having the world's most thorough stalker working for you—but in a completely legal and helpful way.

The bottom line: No more starting calls with "So... tell me about your business."

3. Message Assist (For Those Who Hate Writing)

If crafting personalized outreach messages makes you want to fake your own death, this is your lifeline. LinkedIn's AI writes InMail’s that sound like they came from a human who actually did their research—not a desperate robot.

Before: "Dear Sir/Madam, I hope this message finds you in good health..."

Now: "Hi Sarah, Sarah, I saw your post on renewable energy—let’s connect!”. Quick question about your Q4 initiatives..."

 

 

4. Smarter Notifications (The Noise Filter)

LinkedIn quietly became less annoying. They upgraded what they show you, which means you'll see more relevant prospects and fewer updates about someone's lunch.

Translation: More signal, less noise. Finally.

5. LiDDA Attribution (Know What Actually Works)

This sounds technical, but it's pure gold. LinkedIn can now track what actually leads to closed deals. Was it that blog post? Your webinar? That comment you left on someone's update?

Why you care: Stop wasting time on activities that feel productive but don't move deals forward.

6. SalesRLAgent (Your Deal Whisperer)

Imagine having a co-pilot who whispers: "This prospect is 94% likely to buy—don't screw this up."

Early tests show this can boost conversion rates by over 40%. It's like having a crystal ball, but one that actually works.

Reality check: This isn't magic. It's pattern recognition on steroids.

7. Lumio AI (The Tool Buffet)

Not LinkedIn, but worth mentioning. This platform lets you test multiple AI tools side by side. Think ChatGPT for brainstorming, Claude for research, Gemini for data analysis.

The benefit: Stop guessing which AI tool to use and start using the right one for each task.

8. LinkedIn's Knowledge Graph Upgrade (The Behind-the-Scenes Magic)

LinkedIn improved how it connects people, companies, and industries. You won't see this directly, but you'll feel it through better targeting and richer prospect insights.

What you'll notice: Your search results will be more accurate, and your content will reach the right eyeballs more often.

9. The 2025 AI Sales Stack (What Everyone's Using)

The latest roundup of must-have tools includes everything from Gong to HubSpot to Clari. If you’re not experimenting with at least one or two of these, you’re basically showing up to a Formula 1 race on a bicycle.

Frank's take: You don't need every tool. You need the right tools. Start with one, master it, then expand. (Let me help you and your team to find the right solutions for your business)

 

10. The Uncomfortable Truth About Job Security

Microsoft saved $500 million by using AI in their call centers. Some traditional sales roles are disappearing faster than free donuts at a Monday morning meeting.

But here's the flip side: Solution-focused, tech-savvy sellers are more valuable than ever. The "I'll just build relationships over golf" approach is becoming as outdated as fax machines.

Don't panic. Adapt. The fastest way to become irrelevant is pretending this isn't happening.

My Challenge to You

Pick one new AI or LinkedIn feature this week. Test it. See what happens. Don't wait for your competition to figure it out first.

Sales have always been about connecting with people and solving their problems. AI just gives us sharper tools to do it better and faster.

The game is changing whether you like it or not. The only question is: are you changing with it, or are you the person still insisting that email will never replace phone calls?

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Ready to get serious about AI in sales? Check out my workshops and strategy sessions at frankfurness.com. Let's make sure you're ahead of this curve, not buried under it.

Let me speak at your next conference or train your team on the latest tools or strategies.

 

#Innovation #Technology #Futurism #linkedin #business

Selling from the Heart vs. Selling from the Head: The Two-Brain Strategy That Actually Closes Deals

 

You’ve polished your pitch. The ROI calculator is glowing. The PowerPoint animations are smooth and you are ready to close.

And yet… nothing. Just glazed eyes and a polite, “I want to think about it.” 

Have you ever had that?

 I have, more times than I can count, before I realised I was selling the way I sold and not the way they bought.

You don’t bomb the pitch. You pitched to the wrong brain.

“People buy emotionally and justify logically.”

I heard that 20 years ago from Alan Weiss, and it’s still true.

But here’s the kicker—some people need the emotion before they commit, others won’t budge without the numbers (think most accountants, lawyers and architects).

And if you sell the wrong way to the wrong person, you’ll lose faster than a cold caller who forgets the prospect’s name.

Let’s unpack the difference between heart buyers and head buyers, how to spot them, and—more importantly—how to sell to them without sounding like a canned sales script.

The Great Brain Divide

Every buyer has two internal engines running the show: the Head (logic, data, risk management) and the Heart (emotion, story, connection). And here’s the kicker:

Most salespeople pitch as if every prospect is powered entirely by Excel spreadsheets or Hallmark cards—when in reality, they’re some messy, glorious combination of both.

Think about yourself, how do you like to buy, from the head or heart. I am a bit of a combination of both.

The Two Tribes

Head Buyers
They’re spreadsheet samurais. They want case studies, KPIs, due diligence, and disaster plans. You’re not pitching a partnership—you’re submitting a procurement dossier. They want facts and figures and proof.

Logic-driven, fact-finding missiles.

They want spreadsheets, ROI projections, case studies, and the approval of their inner accountant.

They don't “feel” their way into decisions—they calculate, analyze, and dissect.

Think:

• The CFO who wants a 3-year cost-benefit analysis before switching software.
• The investor who needs market performance graphs before touching a property.
• The tech buyer who asks about compatibility, warranties, and uptime percentage.

My success in financial services sales was although I am a heart buyer, most of my sales were to accountants, doctors and dentists who by and large were logical head buyers.

When they said they wanted to think about it, they did.

I always gave them two proposals and used head language like ‘I have analysed the alternatives and want you to go away and study and analyse what would work best for you and when we meet again let me know which is best’

They don’t want to be rushed and normally would study the proposals and tell you what they have decided.

One word of warning, when selling to head buyers, know your product, their company and any pain points, they will have the answers but will still test you.

I remember when I first started selling, I managed to make an appointment with one of the wealthiest entrepreneurs in South Africa.

This was in the 80s and when I walked into his office he told me he had $5 million to invest, what would I suggest (what I heard was ‘go and order your Bentley this afternoon)

He then started asking difficult questions to which I did not have the answers.

After 10 minutes he walked around the desk, shook my hand and said ‘young man, go and learn your business and come back in 5 years’ time when you know what you are talking about’.

I felt sick for a week but then realized the importance of knowledge in selling to head buyers and my sales career took off.

Heart Buyers

These are the gut-feel gladiators. They buy on emotion, trust, culture fit. To them, a deal that "feels right" is often better than one that merely "adds up."

These are your emotional decision-makers. They care about how it feels, not just what it does.

They’re buying the dream, the status, the story, the legacy.

Think:

• The client who buys a beachfront apartment because their dad always dreamed of retiring by the ocean.
• The business owner who signs the deal because “it just feels right.”
• The gym owner who installs £50k of equipment because they want to “change lives,” not because of ROI.

You’ve met both. The CFO who wanted 43 pages of ROI analysis. The founder who bought after a five-minute story about your dog and your startup journey.

Most people lean one way or the other.

Your job? Know which way they’re tilted—and sell accordingly.

Spotting the Buyer in 60 Seconds

You don’t need a neuroscience degree. You just need to ask better questions and listen like your life depended on it.

Spotting a Heart Buyer from a Mile Away

Heart buyers give signals that are easier to spot than a bad poker face:

What They Say:

• "I just have a feeling about this..."
• "My team is going to love this"
• "This feels right for our culture"
• "I trust your judgment"
• "What do you think we should do?"

How They Behave:

• They ask about your experience with similar companies
• They want to know who else you've worked with
• They focus on relationships and partnerships
• They make decisions quickly (sometimes scarily fast)
• They trust recommendations from people they respect

Real Example: Sarah, a marketing director, called me after a 20-minute conversation and said, "I've been burned by marketing speakers before, but you just get our brand. When can we start?"

She didn't ask for case studies, pricing comparisons, or a detailed proposal. She made a gut decision based on connection and trust

Identifying the Head Buyer (AKA the Spreadsheet Warrior)

Head buyers are the ones who make you work for every single data point:

What They Say:

• "What's the ROI on this?"
• "Can you provide benchmarks?"
• "I need to see the numbers"
• "What's your methodology?"
• "How do you measure success?"

How They Behave:

• They ask for detailed proposals before committing to anything.
• They want multiple options to compare
• They research you and your competitors thoroughly
• Decision-making takes time (sometimes painfully long)

·         They involve multiple stakeholders in the process 

 (I hate putting together proposals but know I must do it for head buyers. Heavens opened when I started using ChatGPT as my helper)

Real Example: David, a CFO, requested a 40-page proposal, three references, a risk assessment, and a pilot program before committing to a $15K consulting project. He spent six weeks evaluating options and built a comparison matrix with 17 different criteria. But once he decided? He became a client for life.

Ask These Questions:

• “What’s most important to you in making this decision?”
• “Making an impact.” → Heart.
• “Staying within budget.” → Head.
• “What would success look like 12 months from now?”
• “Happy clients who love our service.” → Heart.
• “12% increased profit margin.” → Head.
• “What’s the best buying experience you’ve had?”
• “They just got us.” → Heart.
• “They provided detailed comparisons and timelines.” → Head.

Your Guide to Selling to Each Brain

Selling to the Head Buyer

These folks are walking procurement checklists. Respect the process.

Bring the Data (Lots of It) Come armed with case studies, ROI calculations, benchmarks, and proof points. If you can't quantify it, don't mention it.

Create Clear Comparison Frameworks Help them evaluate options by providing structured ways to compare solutions. They love matrices, scorecards, and detailed proposals.

Address Every Possible Risk -  Head buyers are naturally cautious.

Proactively address potential concerns and provide mitigation strategies.

Be Patient with the Process Don't rush them. They need time to analyse, compare, and build consensus. Trying to speed them up often backfires.

Frank’s Real Example:
David, a CFO, made me jump through every hoop—proposal, pilot, risk assessments, references. Took six weeks. Became a lifetime client. Of course, he was an accountant and figures and facts were what he bought, tangible proof.

Selling to the Heart Buyer

Now we’re in my zone. These are the buyers who want to trust you, feel the vision, and see that you “get” them.

Lead with Stories, Not Stats Instead of rattling off features and benefits, tell them about other clients who were in similar situations. Paint the picture of transformation.

Wrong: "Our platform increases productivity by 23% on average."

Right: "I remember when the CEO at a financial services company in Malaysia told me, 'Frank, for the first time in years, my team actually looks forward to Monday mornings.' That's what happens when you get the right tools in place."

Build the Relationship First

Heart buyers buy from people they like and trust.

Spend time getting to know them, their challenges, and their vision.

Make It About Them (and Their Team)

Show them how this decision makes them look like a hero.

Heart buyers often worry about how decisions affect their relationships and reputation.

Move Fast When They're

Ready When a heart buyer says yes, get the paperwork signed quickly.

Don't let them overthink it—their gut is usually right.

The Million-Dollar Mistake Most Salespeople Make

They use the same approach for everyone.

They either go full data-dump on a heart buyer (who stops listening after the third statistic) or try to build rapport with a head buyer who just wants to see the numbers.

Here's the fix: Ask diagnostic questions early.

For Heart Buyers:

• "What's most important to you in a supplier?"
• "How do you typically make decisions like this?"
• "What's worked well for you in the past?"
•  

For Head Buyers:

• "What criteria will you use to evaluate options?"
• "What metrics matter most to your organization?"
• "Who else is involved in this decision?" 

When They're Both (like me)

Some buyers flip between heart and head depending on the situation. The secret? Start with logic, finish with emotion.

People make decisions on logic; they act on emotion.

Give them the rational reasons to buy (satisfying their head), then help them feel good about the decision (satisfying their heart).

Example Script: "Based on the analysis, this solution delivers a 200% ROI within 18 months [HEAD]. But honestly, the real win is that your team finally gets to focus on strategy instead of fighting fires every day.

 Imagine walking into the office knowing everything just works [HEART]."

What Happens When You Get It Wrong?

You lose the sale. Plain and simple.

• Pitch logic to a Heart Buyer. You’ll sound cold and robotic.
• Pitch emotion to a Head Buyer? You’ll sound fluffy and unprepared.
• Pitch both wrong? You’ll be ghosted harder than a bad Tinder date.

 

The Final Word: Sales is Emotional Intelligence in Action

Great selling isn’t about scripts. It’s about EQ.

It’s about reading the room. Listen between the lines. Knowing when to show the spreadsheet… and when to tell the story.

So, here’s your new mantra:

 “Speak to the brain they’re using.”

You’re not selling to robots. You’re not selling to daydreamers.

You’re selling to real, complex humans—who just want to make a decision that makes them feel smart and feel right.

And remember, this is not just in your face-to-face selling, its in your marketing, prospecting, preparation and approach.

 

Does your team need help building a sales strategy that actually converts?

Whether you're a CEO looking to scale your sales team or a consultant wanting to close bigger deals, I help leaders build systems that work.

Visit www.frankfurness.com to explore keynote speaking, sales training, and strategy sessions.

Otherwise email me at frank@frankfurness.com or call +44 7711 672888

Email me at frank@frankfurness.com

Let's turn your prospects into clients—no matter which brain they're using.

To get your free PDF copy of Heart to Head Selling, please email me at frank@frankfurness.com