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One of the biggest mistakes new salespeople make is winging it, even after receiving training. This is going to have you leaving lots of money on the table, and the only way to turn this around is by developing a framework that actually works.
My guest, Luke Lunkenheimer, is going to share the 3 C’s Selling framework that’ll change your mindset to improve your sales game. Give it a listen; it may even help you in other areas of your life!
Meet Luke Lunkenheimer
Luke grew up as a regular guy from a small town and started out in the industry as a car salesman. For years, he did not live up to his full potential in the sales industry, losing unnecessary money. He finally figured out what he was doing wrong. After developing his new sales approach, he realized that you need a certain mindset and values in order to make it in this industry, which he is going to share with you in this episode. Now, Luke is a successful entrepreneur, owning the Paid 2 Persuade sales training platform that is transforming and empowering sales teams to achieve lasting success.What is the 3 C’s Selling Framework?
Luke shares that the sales framework isn’t something that provides a step-by-step introduction to closing a deal. Instead, it helps you differentiate a leading sales professional from someone who just does it to get a paycheck.
The framework is also the foundation of what he teaches in his Paid 2 Persuade sales training course. It includes: Content: From the time of saying hello in a sales conversation, you need to know what you’re trying to accomplish right now. Are you trying to get them to buy a product from you, or are you trying to change their way of thinking?
Confidence: Sales is the act of transferring your certainty onto the client. The only way you can do this successfully is by having a high level of confidence as a sales representative.
Cadence: Start role-playing, practice your sales skills, and educate yourself on how to become better. Once you get into your rhythm, it’ll help you with being uncomfortable and push yourself to do better.How to Create Your Own Sales Framework
If you prefer not to use Luke’s framework, creating your own is simple. He shared some advice on how to do this:Self-education: Don’t think that because you’re not in school anymore, you should stop learning, especially in this industry. Read books or take courses to help improve your sales skills.Endure pain and get comfortable: If you haven’t realized already, in this industry you’re going to have to get used to being uncomfortable. Nothing stays the same. The key is to adapt to the change and figure out how you can do better.
If you’re brand new and don’t want to spend any money, implement your own framework by tallying up all of the objections you have faced already and practice how you can overcome them. It’s a good idea to practice this with your coworkers to become better at this.
With your next customer, build rapport with them and then get into inquiries to see if the objections you were having are present in this conversation. This can help you solve the objections immediately,... -
I had to do it again and bring back Marcus Sheridan for another episode. Today, we’re going over details of his new book, “Endless Customer,” and he's going to share four ways to make your brand the most trusted in the industry.
Background on The Newest Book
After the rise of AI tools, Marcus noticed a major change in the sales industry. It’s getting harder and harder to produce content that will generate leads. Also, those who are not using AI technology in some form within their work are struggling the most now. On top of this, companies are having a harder time gaining consumer trust, all thanks to the advancement of AI. This is why Marcus wrote the "Endless Customer" book! To generate leads and to shine through AI, you’re going to have to become a well-known and trusted brand, which you can do with the help of his guidance.
How Can You Make Yourself Stand Out
If you’ve noticed, not too many people are using Google nowadays. Also, when you search on Google, a lot of AI answers or Reddit posts pop up too. Stop caring so much about keywords and instead start telling AI why you need to be trusted. Marcus shares that you can do this through the four pillars in his book: You have to be willing to say what others are not in your market. Get serious with video content and do what others are not. Sell in a way that others are not. You have to be more human than other brands.
In other words, stop following your industry’s set rules and disrupt. Put a personality into your brand and do things that no one else is willing to do. Marcus also shares how sales reps and industry leaders can get out of a pride cycle that they often put themselves in without knowing.
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Saknas det avsnitt?
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I’m giving you another rerun again. Yes, I know, but you’re going to love this episode with my guest Bob Burg, who is an expert sales leader and author with a real go-giver attitude. Listen to this live episode to get the right mindset to help you get prospects.
Meet Bob Burg
Bob Burg is a salesman who has written a series of books about The Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve.
After spending some time in the sales industry, he realized that he wasn’t living up to his potential.
Until one day he had a conversation with another salesman and recalling how his parents worked to make other’s lives better, it hit him.
Instead of trying to meet quota, Bob shifts his focus on how he can serve others, and his reward happens to be more money coming into his pockets.
Great salesmanship is about the other person and how they’ll benefit from your product or service.
Focus on Value
People aren't going to buy from you because you need to meet quota or because you’re a nice person. They are going to buy from you because they’ll be better off after they do.
Salespeople need to focus on bringing value to the prospect’s life. Value comes first, and the money you receive is a natural result of the value you provided.
Value Without Attachment
Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result.
If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result.
Give value because it’s who you are and what you do. When that happens, you create a benevolent context for success. You develop great relationships with people who feel good about you.
Communicating Value
Bob shares how sales reps can communicate value to prospects through these five elements:
Excellence
Consistency
Attention
Empathy
Appreciation
To the degree that you can communicate these things to your customer, that’s the degree to which you take price and competition out of the picture.
“Money is the thunder to lightning’s value. The value comes first.” - Bob Burg.
Resources
Listen to Bob Burg’s The Go-Giver Podcast for more mindset tips.
Join the Sales Foundation Course for a blueprint to closing more deals.
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You started working at a new company, and on the outside everything seems great. But when it comes time to find leads, everyone completely ghosts you. Even the management-level employees are nowhere to be found.
It kind of makes you feel like everyone hates you. I have experienced the same situation, and I’m here to share some tips to help you out when you start a new sales position and it seems like no one can help you get started.
Find People Close to Your Proximity
If you’re struggling with finding leads, consider getting on LinkedIn and network with your connections who are close to your ICP. I share a strategy that I teach in my LinkedIn prospecting course. It’s a neat sales trick that works every single time, only when they know you already! You can also ask your proximity connections how they can give you insights on getting leads if my first strategy doesn’t work for you.
Target Accounts
When you have an understanding of those who can potentially buy from you, you can focus on your ICP and target those accounts. Per week, find two to three accounts within a specific organization that are a part of your ICP.
Tier 2 Outreach Campaign
As an individual sales rep, you may not be able to do a full cold outreach campaign. But you can use tools to help you do one on a smaller scale. I share how you can use FullEnrich to find emails and phone numbers of your prospects.
"The best time to find a job is when you have a job. So if you have a job and it’s stable, it might be a good idea to look to see what’s out there. Just make sure you maintain longevity in your current position before searching." - Donald Kelly.
Resources
Book more appointments with our LinkedIn Prospecting Course
Test out FullEnrich to find more clients
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Sometimes it's better to break the script and listen to what your client is saying when trying to close a deal. In today’s episode, I chatted with Christian Jack, founder of the Sales Dojo and a master of influence, about why it’s important for sellers to understand the psychology of persuasion. He breaks down how the human mind works when sellers become too pushy and how agents can overcome this challenge.
Meet Christian Jack
Christian Jack is a highly respected sales coach and growth consultant with a proven ability to scale businesses to multiple eight figures. He provides fractional CRO services, one-on-one coaching, and tailored sales training that empower professionals and entrepreneurs to achieve sustainable growth. His practical, personalized approach enables clients to maximize their influence, boost performance, and achieve long-term
Sales Is All About Connecting The Dots
You want to be a top-performing agent, but to get there, you need to understand that it’s not about meeting goals or persuading someone to make a decision. Sales is about helping prospects connect the dots and showing them that you’re the right person to help them. Three points can help prospects connect the dots before you try to persuade them: verbal communication, non-verbal communication, and listening to get them to open up.
Verbal Communication Comes Last
You may think that people convey verbal messages first; however, this is far from the truth. Christian breaks down how the human mind conveys verbal communication last due to its two subsets. He also explains how the social mask works when it comes to how we communicate our words to others.
Non-Verbal Communication Comes First
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Staying curious is one of the top skills a sales professional must have in order to succeed in this industry. But why is it so important? My guest, Denise Murtha Bachmann, a sales coach and founder of the Sellovatorz programs, is here to tell you about it in this episode. She's going to share how to flawlessly conduct a discovery call and get to the root cause of a problem to help close a deal.
Meet Denise Murtha Bachmann
Denise Murtha Bachmann is a sales strategist, coach, and fractional sales leader who helps businesses humanize their sales approach while leveraging AI for smarter selling. With a deep focus on relationships, curiosity, and uncovering the probable root cause, she empowers sales teams and founders to build predictable pipelines and close more deals with authenticity. Through her Sellovatorz programs Denise is redefining modern sales by balancing cutting-edge technology with the human touch buyers demand.
Take a Step Back and Slow Down
Most sellers try to rush through the sales process to hurry up and close the deal. However, Denise shares that it's better to slow down and ask prospects questions to learn their root problem. Prospective buyers know they have a problem and want a solution to it. But if sellers take the time to help them identify the root cause of the problem, prospects will realize that money isn’t a problem when it comes to fixing it. When you give them the ability to see that you’re trying to solve the bigger problem, you build a connection with them, which builds trust and credibility with your clients. Working together will help them see that you care about them and make them want to continue through the sales process.
Prepare Yourself Before The Call
Denise shares that before you jump on a call with a client, you should take the time to educate yourself about them. Here are some things you can do before your discovery call: Have your discovery questions ready. -
We are going old school today. I’m sharing a past episode of my conversation with Tim Riesterer, co-author of The Three Value Conversations, where he shares details of his book. Check it out to learn the conversations you need to be having to master your sales craft.
Meet Tim Riesterer
Tim is the Chief Strategy and Marketing Officer of Corporate Visions. He has more than 20 years of experience in marketing and sales and is a co-founder of Customer Message Management. Tim also worked with Corporate Visions LLC, where he was the CEO until it was acquired by Corporate Visions in 2008. He brings a lot of great insights to a sales conversation, and during this episode, he offers some great thoughts relative to his book.
Importance of Value Conversations
Being a sales professional is hard! You have to provide a solution that isn’t complex and too difficult for your prospects to understand. How can you do this when you’re stuck at the proposal stage, getting caught up on prices, and unable to build your pipeline? By having conversations with prospects that help educate them and bring value to them!
The Three Value Conversations
Tim breaks down his book in full detail and shares how to overcome common sales challenges to bring value to prospects: The time for change: Feeling stuck at the status quo? Learn your prospect’s situation and get them to recognize they need to change before they buy from you. Unconsidered need: You already know your prospects' pain points, and so do they. Customers know what their problems are and may believe they have already found their solutions. To get you away from the proposal stage, help them discover their hidden problems. Finances: 80% of business deals need to be signed off by a CFO. However, only 10% of... -
Hey, hey, hey! I’m back on the road again and here in Dallas celebrating the Sales Kick-Off Season. While here, questions on multi-threading kept popping up, so I’m here to share the four characteristics you must know about your prospects to help you out with this sales challenge. Also, don’t forget to reach out to me on LinkedIn!
Individual’s Title
Yeah, I know, a pretty obvious thing to know about your prospect. But it’s so important to know this because each individual you’re dealing with must be able to move a deal forward in the pipeline. If their job role is unable to do this, then you’re not talking to the right person. Look at their LinkedIn profile or ask other individuals within the organization to learn more about their title.
Know Their Responsibilities
Sometimes a job title can mean nothing, and a person can just be filling a specific role until the right person comes along. If you’re getting nowhere from learning about an individual’s job title, learn what their responsibilities are within an organization. I like to use ChatGPT to learn more about a person’s job responsibilities. This can give you an idea if they’re the right person to speak to about moving forward with your offer.
How Do They Influence the Deal?
You have to sit back and think about how this person influences a deal you’re trying to make with the organization. I provide an example of how you can figure this out and use this to your advantage.
How Do They Help the Organization Make Money?
If they know how to bring money into the company, then they’re more than likely the ones who can make a deal move forward. For example, a marketing director might bring in money for the company -
No, guys, this episode has nothing to do with you switching professions and becoming an auctioneer. However, you will learn four core principles from the industry that will help you become a better sales professional. My guest, Dia Bondi, leadership communication coach and author of Ask Like an Auctioneer, is going to share how to articulate the offers you bring to your clients in a unique way. Also, don’t forget to download the hidden gems she shares at the bottom of these show notes.
Meet Dia Bondi
Dia has an exciting background as a leadership communications coach with over 20 years of experience. She has worked on high-profile projects, including helping Rio de Janeiro win the bid to host the 2016 Olympics. With a unique love and hobby for fundraising auctioneering she became inspired to write the book "Ask Like an Auctioneer," which focuses on making impactful asks.
Paddle Through The No
Auctioneers have a tendency to speak fast, or maybe they’re just good at doing a special chant. The chant they do allows them to keep going until they get a final bid, the highest offer. If you paid attention, the auctioneers are paddling through each offer until they are able to maximize the initial offer.
Importance of Value
Another core principle of auctioneers is not defining an offer based on the price. The price is to show the value of the product and how individuals can see that value. You may find it hard to ask for a higher price because you’re unable to get the prospect to see the value of what you’re offering. Get them to see the worth of your offer, and they’ll be ready to spend whatever amount you’re asking for.
Connect with Prospects with Storytelling
Part of your job as a seller is to understand what they really care about to help solve their problem. Just like an auctioneer, use storytelling to help you practice empathy... -
LinkedIn Sales Navigator is a handy tool to help you find prospects, but if you’re not using it right, you won’t be able to target the ones who have the say in closing a deal. How can you learn to use it to get in touch with C-suite executives? Find out in this episode with my guests Mike and John Murphy, the father-and-son duo of Text Tonality, and learn their three-step strategy for using LinkedIn.
Where Did Their Passion for LinkedIn Come From?
After struggling to find new clients, John turned to his son Mike for help. Mike had a unique strategy that helped his father find high-stakes clients in no time. Thanks to Mike’s method, he and his father are now the proud owners of Text Tonality.
Understanding What Filters Are
When you first use LinkedIn Sales Navigator, you’ll notice the many different filters within the tool. Mike noticed that people usually use the filters incorrectly in two different ways: either using too many or not enough filters. There are a certain number of filters you can use to help you find the right clients. If you DM Mike, he gives you the code to his free training to help you learn this trick.
What To Say to C-Suite Executives When You Find Them
John shares that to get your message out correctly, you first have to position yourself in front of them. They have to see how you can help them with their problem. If you can’t get them to see this, then they’re not going to spend 30 minutes on the phone with you. Start with the big problem they have to intrigue them with a solution.
Sending LinkedIn Messages Without Spamming
John and Mike share that it’s best not to send messages within LinkedIn connections. They share how sending Text Tonality messages works better after waiting a day after sending a connection request. Mike also shares how probing can help get prospects to speak to you more after they say no -
You're having a wonderful time speaking with a prospect and believe they're going to take the deal. But when you go in to offer it, they quickly shut you down with the most disappointing sales objection: "not interested." Instead of tackling the objection with different common sales methods, try this unique strategy that I share in this episode.
What is the Go Around The Block Principle?
Inspired by one of my trips, I created this concept to help tackle a sales objection that most reps seem to struggle with the most. The idea is for you to prepare before the meeting by doing research on the prospect. You can use what you learn about the prospect to help connect with them better before pitching the deal again.
Deflect the Sales Objection
I share a short story on how I used a prospect's area code to help build a better connection with them before closing a deal. Of course, you won't always get this lucky, but try going on their LinkedIn profile to see if you can find a specific person, job role, or content they share to bring up during the meeting. Get the prospect to talk about something they're interested in; they will be more likely to hear your offer again.
"Your job right now is to have conversations. The more conversations you have, the more opportunity you have to get the person to listen." - Donald Kelly
Resources
Looking for a new Sales Coaching Software, try out Ambition
Do you need help creating a podcast? Visit Bluë Mango Studios
Connect and chat with me on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
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After making several calls back-to-back and finally getting an answer from a prospect, you may find yourself shocked that they even decided to pick up the phone. Now lost for words, there's a thick air between the lines that quickly makes them lose interest in whatever you have to say. How can you fix this awkward silence to turn everything around? Tune in and hear the three tips I share to help you out.
Back to the Basics Series
If you go back and listen to my back-to-basics series, one of the tips I share is how to fill in the first ten seconds during a cold call.
The tips I share in this series are to slow down the call and ask specific questions that will help you stay in control. I also share a story in this episode on how you can stay on your game when a prospect answers the phone.
Provide Relevancy
The whole point of cold outreach is to provide the prospect with a solution relevant to their problem. If you can't give this to them the moment they answer the phone, then more than likely they're not going to listen to you.
"If you don't have true relevancy, then it's tough to make an effective cold call. You gotta make sure you have something that matters to them and a solution that can fix their problem." - Donald Kelly.
Resources
Looking for a new Sales Coaching Software, try out Ambition
Do you need help creating a podcast? Visit Bluë Mango Studios
Connect and chat with me on LinkedIn
Sponsorship Offers
This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast,
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You can always get the best sales secrets from the top companies in the industry. In this episode, I’m chatting with Josh Garrison, the Vice President of Apollo.io, about the top three sales practices you must stop doing in 2025. Even if you don’t use this sales enablement AI platform, these tips will help you boost your performance and close deals faster.
Meet Josh Garrison
Josh Garrison oversees product growth, content marketing, and customer education at Apollo.io. He has 15 years of experience founding companies, leading teams, and writing the bestselling book Outbound Sales. As a two-time founder, he created the “full-cycle selling” framework to share a proven approach to B2B sales.
Only Let AI Do Some of the Work
Are you still making the mistake of using AI to do all your work? If you haven’t realized it yet, people want a human touch, and too much AI can damage their trust in a company. Josh shares that it’s better to use AI for specific tasks. For example, AI tools have gotten better at research and summarization. Use the information from your research to personalize emails and connect with customers.
Diversify Your Outreach
If you’re still relying solely on email for outreach, Josh suggests adjusting the timing of your emails and not limiting them to one specific part of the day. Pay attention to your prospect's daily routine. If they’re busy parents, it might not be a good idea to send emails at 8 a.m. Instead, try sending them later in the day when they have downtime.
Use Social Media the Right Way
Josh advises using social engagement strategically, particularly by commenting on LinkedIn posts. Also, social listening can help you build a presence and -
You want to move your deals through the pipeline, but you have no idea how to do it. In this episode, I had the pleasure of chatting with Bob Spina, a successful sales expert known for building and advising high-performing sales teams, on deal acceleration. Join us to hear his strategies on how to slow down and achieve greater success.
Meet Bob Spina
Bob is well-known for working with Gong and scaled it from under 21 million in revenue to the empire they are today. His focus lies in enhancing revenue processes and strategies, offering his expertise across various companies to drive successful outcomes. Currently, Bob is dedicated to advising company leaders, sharing his deep knowledge of accelerating deals and navigating multi-stakeholder environments.
The Importance of Focusing and Understanding the Industry
We discuss the necessity for sales reps to go beyond tool training and understand the industry trends and challenges faced by their target markets. Having business acumen and understanding what's on the minds of C-level executives gives salespeople a consultative edge, establishing credibility and accelerating deals.
The Power of Relevance and Relationship Building
Understanding your customer's industry and delivering relevant information can set you apart from competitors who rely on generic, automated messages. Authenticity and personal experiences, not just AI, should be at the forefront of sales interactions.
Multi-Channel Communication
Utilizing a multi-channel approach is key to accelerating deals. Bob shares the importance of connecting with prospects through a combination of LinkedIn, phone calls, emails, and personalized video messages. This approach helps in nurturing leads through the pipeline effectively.
Sales Advice...
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Is it possible to get multiple appointments on LinkedIn in just one week? Guys, I'm telling you that it is, and in this episode, I'm going to show you how I got eight appointments in five days. I promise it's no influencer trick and has everything to do with prospecting.
Take a look at your LinkedIn Connections
Go through your LinkedIn connection list and group them into potential customers, past customers, and people you know but don't know what you do. For the ones grouped in "people you know," try booking a 5-7 minute meeting by doing the most simple thing: ask permission to ask a question.
Appointment Influencers
Past coworkers could be your connection to getting appointments for a specific organization. You may have to set up an appointment with them, but at least they can probably influence a deal for you.
Look for Partners
Sometimes you have to provide opportunities to others to help you set appointments. I share how I did this with a recruiting firm and some of my sales reps. If you give to others, they will be more willing to give to you.
Post LinkedIn Polls
Creating LinkedIn polls on an industry issue and responding to those who engaged with it is a great way to find prospective clients. They're telling you what their problem is, and you can use this to your advantage. Shoot them a question to start a conversation and see if you're able to set an appointment.
"You guys get to hear from me all the time, but I never get to hear from you. I want to hear from you! Connect with me on LinkedIn, and I'll be happy to answer questions or even help you out with these tips." - Donald Kelly.
Resources
LinkedIn Prospecting Course
Sales Mastermind Group
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While working with a fellow sales rep, I noticed the many phone calls he was making and how many of them weren't turning into appointments. Does this often happen to you?
In this episode, I show you how to fix this common sales mistake and turn those phone calls into deals. If you'd like to try my tips, connect with me on LinkedIn and send me a message.
Have The Right Offer
You’re getting connections, but it’s just not going the way you want it to. To change this, start with having the right offer to provide to your prospects. You know you have a tailored offer when some sales team members are getting appointments.
Articulate The Message
Thanks to my speech debate days, I tend to speak fast. I’m sure you noticed on this podcast. But when dealing with prospects, I slow down to help articulate the offer value to them. You can practice this with someone not in the sales industry to see if it makes sense to them.
Stop Rushing
Phone calls are not a race to the finish line, so don’t rush your prospects off. Take the time to help them see the value of your sales offer. If you’re a part of my Sales Mastermind group then you know that one of the things I teach sales reps is to ask permission to ask questions! Be calm and collected to slow the conversation down, ask the question if the prospect lets you, and get them to understand the offer value before you let them go.
“If you discover the cure for cancer, there’s no way on this beautiful Earth that you’re going to sit down and tell people about it. You’re going to find ways to get the message out there. If you believe in your offer so much, don’t rush to get off the phone. 9 times out of 10 people say they’re not interested because they didn’t listen to the offer.” -...
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I’m being like Edgar Allan Poe in this episode and providing you guys with my top five sales predictions for 2025. Will there be an increased use of AI tools in the sales industry? Are consumers wanting more human connection? Tune in to find out!
Sales Prediction 1: Increased AI Technology Use
Yes, it’s true. AI tools are not going anywhere, and more than likely, you’re going to use them more and more this year. You’ll probably even find yourself not even realizing that you’re using them. The downside is that 55% of consumers don’t like for companies to rely so heavily on AI technology. They believe it lacks authenticity and transparency. So, keep this in mind when you’re sending your automated cold emails to prospective customers.
Sales Prediction 3: Old-School Networking Is Winning
I also share another statistic on how AI-generated content provides a negative brand image. What’s the point of using it if your audience is going to see it as a bad thing? This is when old-school sales methods come into play: networking. Get your face out there and attend networking events. Those within the Boomers, Millennials, and Gen X can spot AI content from a mile away. Humans want connection, and if you’re not providing that in some way, then you’re going to lose business. What are my sales predictions 2, 4, and 5? I gave you a teaser of some of my predictions in these show notes. To learn the rest, you’re going to have to click the play button to find out.
“82% of attendees express a preference for attending an in-person event, underscoring the value of face-to-face interaction. That piece is showing us that AI will cause us to miss big opportunities.” - Donald Kelly.
Resources
The Sales Evangelist Sales Planner
Cold Call Openers
The Sales Evangelizers Facebook Group
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How can you optimize your pipeline to ensure accurate forecasting and set your team up for success? Join me and my guest, Walter Crosby, as we explore how transforming ineffective habits can lead to better outcomes in your sales process. By the end of this episode, you’ll gain clarity on your pipeline and learn to identify which prospects are most likely to deliver the results you need.
Meet Walter Crosby
Walter Crosby is a seasoned sales expert and business consultant with decades of experience in helping organizations refine their sales processes and drive sustainable growth. He specializes in developing tailored strategies that align sales pipelines with business goals. His expertise lies in sales leadership, process optimization, and revenue forecasting.
Accuracy in Sales Forecasting
Walter shares actionable tips for creating accurate sales forecasts. The key takeaway? Quality over quantity. Learn how to identify realistic opportunities and focus on meaningful data, ensuring your forecasts are reliable and actionable.
Gatekeeping: Building the Right Pipeline
Your pipeline is only as good as what you let in. Walter introduces the concept of a "gate" for qualifying potential leads before they enter your sales process. This ensures you’re targeting the right prospects, saving time, and increasing conversion rates.
Planning for Contingencies
Unexpected challenges are inevitable, but how prepared are you? Walter discusses how to incorporate contingency planning into your pipeline strategy to mitigate risks and keep deals moving forward.
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Happy New Year! Let’s kick off 2025 with some sales tactics in this episode. Today, I’m sharing ten key insights from my experience coaching and consulting sales teams in 2024. Here’s five of them below, tune in to learn the rest of my sales tips!
Find Your Ideal ICP
Are you still working with different types of clients and struggling to figure out which one is the right fit for your business? It’s time to double down and define your Ideal Customer Profile (ICP). Focus on what works and identify the best individuals who can buy from you. This will help you stop spinning in circles and spreading yourself too thin. Also, create social media content tailored to this ICP to bring them to you.
Cold Calls Still Work
Don’t listen to those who say cold calling doesn’t work, because it does. You need to spend more time on this sales outreach method. I share an interesting story with one of my classes about how cold calling still gets results. If you stay consistent, you’ll see success. So, don’t abandon it!
Get Social
You probably realize how important it is to have social media accounts, especially LinkedIn. You don’t need to do the latest TikTok dances, but you should share educational content. Also, make sure you’re engaging with your audience by responding to their questions in different online forums. This can create conversations that’ll bring opportunities.
Fewer Tools Equal Better Results
Many sales tools have overlapping capabilities. To save money and boost productivity, limit the number of tools you use. You’ll be surprised at how much this can help.
Events Are Back
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If you don’t build trust with your customers, you’ll never close a deal—there’s no way around it! You’ve already heard how companies can build customer trust, but how can an individual seller do this? Join me and my guest, Liesl Nel, in this live coaching session as we share strategies to help your prospects feel safe and confident in doing business with you.
Meet Liesl Nel
Liesl Nel is a seasoned sales professional in the yachting industry, specializing in working with charter agencies, particularly in the Mediterranean region.
Her expertise lies in navigating the complexities of B2B sales and addressing the unique challenges within this niche market.
Building Open Relationships
Liesl emphasizes the importance of maintaining open and frequent communication with agencies.
This helps address challenges proactively and assures agencies that customer data will enhance rather than compromise the customer experience.
She also shares how face-to-face interactions are better for building trust instead of email marketing.
Storytelling and Customer Reviews
Using stories and customer reviews to demonstrate repeat business and successful partnerships can significantly build trust.
Liesl suggests leveraging third-party success stories to reassure new prospects.
Authenticity and Honesty
Liesl advises sales leaders to coach their teams on being authentic and transparent.
Acknowledging and addressing problems openly fosters a collaborative and trustworthy environment.
"I always tell my sales agents to be authentic. Don't hide any problems. If we're having a problem, admit to our B2B customers we're having this problem. We're going to solve it for you. We're going to work together on it versus there is no problem. Be open, honest, and vulnerable. People understand that things do go wrong, but we are going to fix it and we want to continue our relationship." - Liesl Nel.
Resources
Liesl Nel on LinkedIn
Moorings.com
Sunsail.com
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