Sales Archives - Malloy Industries

The Referral Diamond

Words I like: “The 4 referrability characteristics are (1) show up on time, (2) do what you say you will, (3) finish what you start, and (4) say please and thank you. If one or more is missing, you won’t get referred.” – Dan Sullivan Most CEOs at the growth stage have built something impressive. You have paying customers, a product that works, and real momentum. Yet when we ask CEOs where their next ten customers are coming from, the answer is almost never referrals. That needs to change. Referrals to future customers arrive pre-sold on your value, close faster,

5 Winning Negotiation Tactics + Chris Voss GPT

Words I like: “When the pressure is on, you don’t rise to the occasion. You fall to your highest level of preparation.” – Chris Voss, Former FBI Lead Negotiator & CEO of The Black Swan Group Ever notice how some people walk away from deals looking like magicians while the rest of us wonder what just happened to our leverage? Here’s the truth: Most entrepreneurs are leaving serious money on the table because they’ve never been taught how to negotiate effectively. We’ve got 5 battle-tested negotiation tactics for you, and the Chris Voss GPT to transform your next negotiation. You

The Magical 9 Word Email

Want to learn a simple email that can unlock thousands in revenue from your existing contacts? Here’s a mind-blowing stat from Dean Jackson, who taught it to me: Only 15% of people buy within the first 90 days of inquiry. The other 85%? They’re still planning to buy…just not right now…so you need to follow up with them when they’re ready to buy. The Magical 9-Word Email “Are you still interested in _________?” Fill in the blank with the problem you solve, transformation you provide, or product/service you offer. That’s it. No fancy HTML. No long explanations. No “hope this

Mastering Networking Follow-Ups: Turning First Meetings Into Lasting Relationships

Networking is essential for business and personal growth…but approaching new connections feels intimidating. Meeting new people in a professional setting can be both stressful and awkward. The pressure to make a strong first impression while also standing out in a sea of conversations can be overwhelming. How do you genuinely maximize these opportunities and leave a memorable impression? You’re about to learn why the keys to successful networking are all about how you prepare, how you introduce yourself, and how you nurture new connections. This transforms initial one-off encounters into valuable, long-lasting, and mutually beneficial relationships. Shout out to Tian

How to Know When You’re Ready for a Fractional CRO

If revenue is flat, your sales process is held together with duct tape, and you're still the best (or only) closer, you may be ready for a fractional Chief Revenue Officer: senior revenue leadership across sales, marketing, and customer success. This guide covers the signals, the economics, the timing, and how to choose and onboard one. The Signals You're Ready A few patterns reliably point to a CRO-shaped gap: Revenue is stagnant or lumpy and you can't say why; leads leak somewhere in the funnel and you can't see where. Your sales process won't scale: it lives in the CEO's

The Malloy Formula to calculate your profits & increase your revenue

Boost Your Bottom Line: 5 Strategies to Increase Revenue

Introduction In our last Business Bite, we explored how smart CEOs make vacation a priority to recover, recharge, and refocus. This time, we’re diving deep into a crucial aspect of business success: strategies to increase revenue! Profit = Revenue – Cost The secret to increasing profits is simple: increase revenue and decrease costs wherever possible. Today, we’re going to focus on increasing revenue, and in two weeks, we will discuss decreasing costs. As entrepreneurs, our goal is to make as much profit as possible. Profit measures how much your customers value your products and services and how efficiently you deliver

A customer holding a credit card while buying on a laptop, representing revenue from conversion

Revenue Growth Framework for CEOs

Revenue growth is a handful of levers, and most CEOs yank the one that feels urgent instead of the one with the most leverage. This framework will help you choose the right lever by diagnosing where growth is stuck before you spend cash trying to unstick it. The Five Levers of Revenue Acquisition: get more customers. Conversion: turn more of your leads into customers. Average order value: get each customer to spend more per purchase. Frequency: get customers to buy more often. Retention and expansion: keep customers longer and grow the accounts you have. CEOs default to acquisition ("we need

How to Get Reverse Testimonials & Convert New Customers

Let’s talk about one of the most underrated tools to grow your business: testimonials. Not just any testimonials, but the kind that make prospects sit up, take notice, and think, “I want that result, too!” We call these reverse testimonials, and they are the most effective way to use social proof, 1 of the 6 principles of persuasion. Why Testimonials Are Your Best Advocates Testimonials aren’t just filler content on your website. They’re trust builders, objection busters, and conversion drivers. Think of them as mini case studies that show potential customers a sneak preview of the transformation your product or

The SaaS Sales Funnel: How to Master Conversion

A SaaS sales funnel is the path a stranger takes from first hearing about your software to becoming a loyal, paying customer, and where you lose them along the way is where your revenue leaks. Mapping the funnel, measuring each stage, and fixing the weakest one is how subscription businesses grow predictably. Here's the funnel, the metrics that matter at each stage, and the practices that move the numbers. The Five Stages Awareness: a prospect discovers you through content, SEO, paid ads, or referral. The job here is visibility and a clear first impression. Engagement and education: you earn trust

Heatmap analysis of a webpage, highlighting areas of frequent user interaction in red and less attention in yellow and green.

Enhancing Your Sales Webpage for Maximum Conversions

Introduction In our last Business Bite, we explored the world of persuasion and influence, as outlined by Dr. Robert Cialdini. Today, we’re turning our attention to the digital storefront of your business – your sales webpage. It’s working tirelessly around the clock, but is it truly optimized for success? Understanding the Customer Journey Your future customers go through three phases before making a purchase: awareness, consideration, and evaluation. Your sales webpage needs to guide them seamlessly through each stage. The Importance of a Sales Webpage Audit When was the last time you critically examined your sales webpage? An audit is