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Having been out of the game for ~9 months, I still feel that twinge of excitement, anxiety, and overall sense of urgency this time of the month. Must be a Pavlovian response to that bell ringing… As the incredible Kristina Gudelis, MBA, AISM® used to say, it's #LWOM, and #LDOM, and it is ON!! There is money out there to be had. If you're working with someone, remember you've built a relationship with them and inspired them to trust and rely on you to help sell your solution internally. You've built a compelling business case and delivered value along the way (see Eric Shaver if you haven't). Don't be nervous about being direct; you've earned that right! Pro tip: As a former #DM, I had many things on my mind at month/quarter-end. Your paperwork might just be sitting on my desk waiting for a signature. If you've successfully done all the above, ask them to do you a solid: "Hey #decisionmaker #champion, I'm right on the cusp of hitting my quota, or whatever YOUR TRUTH is (never lie), and if you can find a minute, it would help me greatly if we could get this done today." Why would they do this? People want to help people they like and want them to be successful. All they can say is no. Bonus: it's also a great way to re-qualify whether your deal is real or not. #closing #saleswarriors #endofmonth #hunters #askfortheorder

57% of your A-player sellers are looking for a new role and you think increasing their comp will keep them but you're wrong. Here's the 3 top things they really want: According to SBI, the top three factors include: 1️⃣ ability for sellers to see the potential for future career growth 2️⃣ executives’ advocacy for sellers, and 3️⃣ short-term success path (e.g., sufficient pipeline and a fairly defined territory) Does that sound about right to you? Original research here: https://lnkd.in/gzUqzKt8

Why I chose Sales Geek, and the importance of genuine culture. There were many reasons I decided on Sales Geek. That leap of faith was driven primarily by the people I met along the way. It was never about them, it was always about me. They cared about me. They were curious about me. They were always there to help, and not once in three months did I ever feel pressured to make a decision. They were there simply to support my journey no matter how it turned out. The experience was just different. They have a shared set of values, and they genuinely live them. They’re not just slogans. Geek care Geeks are curious Geeks are brave Geeks change the world Geeks get stuff done. The word isn’t actually stuff… And Geek have fun. Most importantly, after a career working at jobs within companies, when I walked through the door at Blackburn, UK that first morning of onboarding, I felt for the first time that I was home. Everybody should feel that way. #salesgeek #geeklife

I've been talking about LinkedIn a lot today are here are the 3 things that I keep hearing: From my lunch & learn with Joshua Kline & these young sales peeps at REVelry co-working space, To my masterclass with Holly Crawshaw & a room of other amazing friends from the Links, There are some things that I hear often: 1. "I don't know if what I say will be meaningful to anyone." It totally will. Without even knowing it, you will say some profound sh*t & connect with more people than you ever imagined. Just ask Laura Krauss about her viral layoff post. 2. "My customers aren't active on LinkedIn." Fine, maybe they aren't. But is their best friend here? The one who likes empowering sales people, and sees you posting about the very same thing? They might just pass your name along. 3. "How much time does it take to grow here?" Here's the thing: The time you invest is directly equivalent to the results you get out. It takes time to build. If you start now, you won't be left wishing you had. So to take a page from Melissa Cohen's book, I've tagged all these young sales minds in the photo. --> Give them a follow AND drop the name of someone YOU love to follow in the comments <--

I created my LI account in September of 2012. My husband was my first “connection.” Thanks, dear! Added 3️⃣4️⃣ other connections in the next few months. Mostly friends and relatives. Maybe I thought it was like Facebook? 🤷🏻♀️ I was in a Sales Operations role back then, so pretty busy crunching numbers for my sales peeps. The next 11 years saw minimal growth with most connections made with people I worked with across multiple companies. My SaaS sales rep career began in 2016 so that’s the “jump” in numbers below, but I didn’t use LI or social selling to my advantage. Did anyone way back then? I barely posted any content: 2013: 1️⃣2️⃣ 2014: 2️⃣1️⃣ 2015: 1️⃣4️⃣2️⃣ 2016: 3️⃣4️⃣0️⃣ 2017: 1️⃣8️⃣1️⃣ 2018: 2️⃣0️⃣5️⃣ 2019: 2️⃣7️⃣5️⃣ 2020: 3️⃣5️⃣4️⃣ 2021: 2️⃣4️⃣4️⃣ 2022: 1️⃣9️⃣8️⃣ 2023: 2️⃣9️⃣9️⃣ Then the unexpected happened. I was laid off on 11/29/23. My once busy calendar was now completely open. What to do with my free time? I went to LI to find my people. I was in such dire need of connection. I just started posting how I felt that day. About the emotional trauma from my layoff. About my family and upbringing. About my 25 years in sales. About my upcoming book. About, well, anything. Fast forward several months… Guess how many connections so far this year? 2024 (through July): 3️⃣9️⃣5️⃣4️⃣ That’s a whopping 63% of my TOTAL connections in just the last 7 months! THANK YOU. It’s been a fun ride. I hope it’s just beginning. Lots more storytelling for you. —— Hi! I’m Laura. I’m fulfilling two passions in 2024: 👩🏻💼I coach sales reps and first line sales leaders with EASE: Everything is Attitude, Skill, & Effort. I love mentoring sales professionals. Let’s chat! 📖 I’m writing a book called “The Layoff Cooties: It’s Them, Not You.” It’s part of my healing process after an unexpected layoff last year. Publishing in Fall 2024!

Not sure if this is helpful but for those of you who are selling high-priced services or products — there's a lot of stoppage when the 'No' is directly related to the price. Something to consider, it's not necessarily because the pricing is high. It's sometimes because the perceived value doesn't match the price. Less about how much it is and more about what value it's going to bring. Without communicating that, it's hard to jump on board. A good example of this: I was looking for some help with business optimization and reached out to two different independents. Both with the same high price point. One simply gave me their rates and services over email and said "let me know if you're in." The other asked to set up a video call so they could take the time and care to explain their services and show me data from their previous clients. Which person did I go with? Right. That's kind of the game. Not about sales but building real relationships with people you actually want to work with. That's why saying 'No' yourself is such a godsend because you can sift through the offers and see who's primed to team up and plough forward. Maybe you're person #1 in this scenario and could have done more to communicate the value of your service. It's never too late to circle back and say, "Hey just wanted to check in if you're still looking for these services. If so, I would love to jump on a call with you and walk you through a pitch deck that breaks my services down in more detail." But so many people toss in the towel after the rejection instead of thinking, "How could I have presented this better and what was that client ACTUALLY looking for?" Good questions go a long way and asking yourself what you could have done differently is a good one to lead with. #sales #thoughts #humpday

😇 ✨ The Girls Are Back in Town ✨ 😇 Hayley A. and I spent the day around Mansfield and the surrounding areas yesterday, meeting old and new prospective clients, and honestly, we had so much fun. Door-to-door sales can be quite intimidating, especially when you do it alone, but it's an essential part of any sales role. Connecting with people face-to-face makes a huge difference. Despite the initial nerves about how people might react, I've found that 9 times out of 10, people are much more forthcoming when you're standing right in front of them. I must say, door-knocking with someone makes it a whole lot easier and more enjoyable. I learned a lot from watching how Hayley approaches this type of sale, and I think we made a pretty great team. As I mentioned in my last post, life is too short to worry about what others think. I'm a big believer that everything in life should be fun! So, if you're feeling anxious about door-knocking, grab a colleague and make it a fun experience. What's the worst that can happen? They say no, and you move on to the next. That's not so scary, is it? A special shoutout to the Halo Recruit, a Challenge-trg Group Company Ladies – it's an absolute breath of fresh air working with you, and I'm really excited to collaborate more in the coming months. Sarah Kaye Hanson Joanna Carlton Francesca Green Georgina Bird MREC, Assoc BIoR (CERT) and Lu. 💖 If you are looking for a new partnership, with ladies that will truly go above and beyond, then Halo Recruit, a Challenge-trg Group Company is the way to go. #newpartnerships #coldcalling #sales

Q1 was a rough quarter for me. The thing is, we can only effect change on the next quarter. If you had a bad Q1 here are some things you can do to come back with a vengeance in Q2: - Build pipe through the channel & meet with partners (virtual is good but in-person is great). Channel pipeline has a snowball effect that can multiply throughout the year. - Ask your manager for a rep they'd recommend you study on Gong. They can tailor the recommendation to your areas of improvement and style. - Focus on deal strategy and make sure you're not winning/losing alone. Turn it into winning together and include the right people on your team early in the process. One quarter doesn't make or break a seller. A selling career consists of decades. Make the small changes now to get where you want to not just next quarter but next year and 10 years from now. Infinite game > 3 month game

🔄 Share the love! A referral program is a way to thank your clients for spreading the word. Add special incentives for referring your friends and family. Have you ever referred someone to a service or product you love? #SmallBizMarketing #MarketingHelp #SMEs #BusinessPromotion #DigitalMarketingTips #MarketingStrategy #LocalBusinessMarketing

You likely would have heard of a win-win situation. How about a win-win-win situation? Have you created one before? Being in the sales industry, it is easy for me to focus on what I can gain from a transaction. But I know that by having that self-centered mindset, my career will likely not go far. I believe in interdependence - creating value for oneself and others at the same time. My network of individual and corporate clients, vendors and other associates have grown over these couple of years. I make effort to keep myself engaged with people from various walks of life, both online and offline. I try my best to create synergy in my networks, even if I have no material gain by doing so. It is because I know kindness begets kindness. Interested to know about what I do? Just DM me! 😀 #lbfalumni #skyhightower #championsneverrunalone   How Can I Help You? https://lnkd.in/gYDpyU_8