What is sales cardio?

What is sales cardio?

What is your passion, your driver?

Chances you have more than one?

Perhaps you love creating and building, inspiring and leading?

Maybe your passion is for marketing, for numbers, for beauty or fitness, maybe you are driven to raise a family, to teach.

No matter what your inspiration whatever it is you do, you will either be an expert in your field or on your way to becoming one.

But you certainly did not start out as an expert.

It took time and dedication, you had to constantly use and flex those muscles you were building so things became second nature, you were constantly improving.

Constantly resetting your highest ingrained level of learning.

Now, Just like an athlete at the Olympic games, when the chips are down and when you are under pressure things come naturally, you don’t have to think about it, you just do it.

And selling is no different

I can pretty much guarantee that when you established your business your thought process would have been bringing your skill-set and passion to the world and then you realise..

‘oh really, now I have to sell’?

The selling profession is the largest in the world, it is estimated ten percent of the global population, that’s over eight hundred million people!

All in direct selling roles and the irony is there is no recognised qualification in sales.

There is no bachelor of sales, no degree in persuasion or masters in pitching so, you are left to figure it out on your own.

You attend a few courses, check out some online advice and you are selling.

And some of you are naturals, like a duck to water but for a vast majority of business owner’s selling is a challenge.

It need not be

Sales Cardio is all about making what may seem challenging simple and effective and a word many do not associate with sales, fun.

It does not matter what level of selling skills you already possess,

It all starts with a sales cardio workshop.

A workshop for the business owner and as many of your team as you would like to bring along.

An inclusive workshop where you can learn and engage together.

You workshop your own business and work on your own sales challenges during the event.


Like any cardio program just flexing that sales muscle once is not improving your highest ingrained level of learning so the Sales Cardio workshop is a thirty day commitment.

  • An initial three hour live interactive workshop
  • Two live follow up group zoom calls to debrief your progress
  • Access to a private facebook group for facilitation feedback and
  • Direct email access for input into the KPI’s you have set yourself.

For maximum interaction with your sales cardio instructor, the workshop is limited to ten attendees or a maximum of five business units

(for example if the workshop has 5 different individual business owners the workshop is capped at this number)

By the end of your thirty day sales cardio program, if you have engaged in all the follow ups you will have increased your sales skills and your highest level of ingrained learning.

You will have already noticed an improvement in lead conversions on how you liaise with clients and how you respond in a way that prizes you.

After thirty days your sales cardio journey can end but for most who engage in a workshop and are already seeing results a transition into a more specific sales cardio program is the logical next step.

But that is a discussion for another day, first step is to get that sales heart pumping with a sales cardio workshop.

Features and benefits selling is dead.

Features and benefits selling is dead


Features and benefits selling has been around for decades and we are all familiar with the script.


  • Build Rapport
  • Talk about product features
  • Enthuse about product benefits
  • Try to close
  • Overcome any objections
  • Now close


And it worked well, until it did not

There are many reasons features and benefits selling longer works. For starters it is all about the seller, not the consumer.

“Look at me, look at my product or service that has almost magical qualities and just try not to buy it because I can tell it is perfect for you. Oh and even if you don’t think you want it, I can overcome any objection, just try me”

It is a script that we the consumers have seen thousands of times over the course of our lives (depending on your age of course) it is not fun, it is not interesting and we know how to shut it down.

Features and benefits selling is dead.


Fast forward to 2020

Thankfully there is a growing movement, a rebellion of business owners who are embracing heart based selling which flips the script and makes each transaction about the buyer.

About the consumers pain, about the consumers problem and if there is neither a pain or problem the salesperson

A sales process that is all about us, the consumer and involves honesty and empathy, two qualities mostly bereft of sales processes for decades.

Features and benefits selling which is all about the triumph of the seller over the buyer has given way to the heart based selling revolution engaged by business who understand.


  • Stop selling
  • Start listening
  • Start putting the needs of the consumer ahead of the needs of the business
  • Start selling with empathy

And with each transaction improve a consumers life and make the world a better place.

Do you know your lead conversion rate?

Do you know your lead conversion rate?

Your lead conversion rate in my view is a number that is equally as important as revenue and profit.

It should be reported right along side these numbers monthly


What is a lead conversion rate?

It is the calculation of how many leads that were generated by your marketing efforts.

Social media, advertising, tradeshows, cold outreach  versus how many sales you make.

And it is important as without it you have nothing.


If you are not sure of your conversion rate read this https://thesalesstrategist.com.au/lead-conversion-not-lead-generation/


By monitoring your conversion rate you develop an insight into

  • Your business performance

  • The performance of your sales team

  • The performance of sales team individuals

  • The effectiveness of sales training you engage in

  • The effectiveness of your marketing efforts at providing quality leads

  • The ability to track which lead source is more effective in providing conversions

  • The ability to track industry trends that may effect performance


If you spend a little time getting clear on your  conversion rate it can have a double impact or reducing expenses and increasing revenue.

Reducing expenses by calculating which lead generation sources that you are paying for that may not as effective as others.

For example if you have a 5% conversion rate from leads generated on social media and this is costing you $1500.0o per month, versus a paid for advertisement in a trade publication that is costing $2000.00 per month with a conversion rate of 20% its easy to see where extra funds could be channeled.

Knowing your conversion rate is an excellent way to hold your sales team accountable and set reasonable and realistic KPI’s, and sets benchmarks for others to aspire.


If you are not clear on your lead conversion rate, get clear.