A Sales Growth Company

Sellers doubling close rates? Doubling a company sales record?

There are 3 things you MUST understand about your prospect. If you don't know these 3 things you're just talking and telling is NOT selling. 1. What are they trying to achieve? 2. Why are they struggling to achieve their goal? 3. What is creating or causing the roadblock keeping them from achieving their goal?

Gap Selling Pro Tip - Struggling to get to the business problem?

Keenan joined Greg Christensen on CMMSradio last week 👇 They chopped it up about all manner of things around maintenance, better discovery calls, & selling better! Topic List: Maintenance and Reliability (Keenan consulted a BIG firm in this space) Adaptability in Sales & Better Discovery with Curiosity When to Leave vs Take Personal Agency Sales Methodology is a Must & MQL/SQL vs Celebrate the Wins Brand and Awareness & Organizational Transparency Scaling White Glove Service & Support Full episode here: https://lnkd.in/gqFrtUDa

DeRisking= COI+Problem Solving...................... Now let's get to the nitty gritty. Buyers buy based on solving problems - but they also buy because of Emotion By looking for the COI (Cost of Inaction) in the discovery process, you tap into the best of both worlds. Your buyer wants to fix an issue, but ALSO wants to know, when they put their personal brand on the line, it won't end in disaster (ie, they won't make a wrong decision, and be responsible for it) Find the COI, and de-risk the transaction for them. Your buyer's personal currency is their brand, success and their decision making, within their organization. Getting to the COI is the first step in demonstrating you understand what they're grappling with, and helps them see that change needs to be made. Masterclass - Thursday - 7/25 at 12PM MT Register - https://lnkd.in/gx3tUsXT

The prospect said yes, why that doesn't mean shit... https://lnkd.in/g62wUM6c

Sales is broken....

Gap Selling Pro Tip - Stop leading the witness...

Conversion rates are bad and getting worse... Why?

It's not just our customers who are ok with the status quo.... It's internal - CRO's, VPs and Sales Leadership too. Pushing teams to drive more top-of-funnel, adding more sales activity but being completely blind to the fact - these rarely change metrics and outcomes nor behaviors as they do not address the root. Asking teams to do more of the same without being open to change is you settling for the status quo within your team. In fact, 56% of buyers said that a deal stalls because a sales rep isn't able to properly address their business problem. This means that if your team doesn't unequivocally know the business problems you solve for, neither will your customers and 100% you will lose to the status quo. It takes a humble sales leader to say "hey - we don't know what we are looking for during discovery and this transcends through our pipeline - weak opportunities, stalled deals and losing to ghosting/status quo...and I need help". Losing over and over again to the status quo internally or externally is a sales leadership problem - not a customer problem nor an individual rep problem. If you are a sales leader who has settled for the status quo and is ready to be guided through change, you are in luck, I'm in the change management business. It's ok to ask for help. RIP status quo. Celeste Berke Knisely, MTA