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Trying to boost your sales numbers in 2024? You won't want to miss the insights from sales expert Tom Stanfill in a recent post from Badger Maps, Inc! Packed with proven strategies from top sales leaders, this is a must-read for any team looking to drive sustainable growth. From lead generation to customer retention, we've got you covered. Check it out now → https://hubs.li/Q02sHRV30 Tom's Top Sales Growth Tip: "The number one reason opportunities stall is due to a seller centric process. Build your process around helping your customer quantify the problem, determine the solution needed, and the best practices for evaluating potential solutions – not your solution. If you align your recommended next step to where they are in their journey, communicate how the step helps them make the right decision, and share best practices designed to help the prospect become an expert buyer (vs. sell your solution), it will be much easier to create a competitive advantage and maintain momentum. Customers don’t care about Prospect, Qualify, Propose, Negotiate, Contract Signed! Being other-centered is no longer an option. Product center sellers have already been replaced by AI."

💡 Sales in the modern world has shifted again. Blink and you will miss it.... ⚠ It feels like only yesterday I sitting at a desk with a yellow pages cold calling prospects 50-70 times a day ☎. We've been through 2 or 3 seismic shifts in sales since then. However in the wake of COVID-19, the sales landscape has undergone another huge shift, transforming how we connect, communicate, and close deals. As we navigate this new era marked by artificial intelligence, hybrid work environments and economic uncertainty, it’s crucial to understand how these changes have impacted and redefined the sales cycle. What’s different and how to adapt for success?: 👉 1. Avoid AI for AI sake: Everyone talks AI nowadays but don't fall into the trap of building AI for the sake of competing "because everyone else has it". Build your point of view and sell the value of generative AI in unique and specific ways that add value to your customer base. 👉 2. Sales Plays are the silver bullet: Selling by "feature and function" has been dead for a long time. Its is a sure fire gaurenteed way to burn through your account base collecting "No's" and closing the door on further conversations. Sales Play's pointed at customer processes and challenges open the door to mutliple conversations with the same people until you find the right challenge to solve for. 👉 3. Propensity selling is non negotiable: Having logic behind what you sell to who at any given time is critical. It is well established that sales people typically spend roughly 30% of their time selling. So why would you take the scatter gun approach with such limited customer facing time. Data capture, maintenance and transformation into customer insights and propensity modelling drives smart prioritisation and pointed selling of the "next best product" to every customer in your base. 👉 4. Fix your back end to avoid breaking your front end: Lead to cash is an overused term and most companies struggle to manage this concisely end to end. Aligning the marketing function with the sales team might just be the singularly most controllable and impactful process you have to enhance your sales capability. Understanding your engine, creating visibility and connectivity in your funnel from lead creation all the way to the sales follow up will create a "no lead left behind" culture which supports your growth. 👉 5. Sales Generated Pipeline is KING: While every lead and source of pipeline is valuable, the elephant in the room is there is no better source of pipeline than the sales team sitting in front of you. They own the relationships with the customer, they have their finger on the pulse in the market and with the right approach they can quickly become the most predicatble and impactful source of pipeline. Embrace it, normalise it and set your pipeline targets accordingly. Curious to hear your thoughts. Let me know anything I have missed below! 👇 #SalesStrategy #SalesPipeline #DemandGeneration

10 mistakes 90% of sellers make, from the experience of a strategic selling specialist with +$160M in closed deals: 1. Managing 20 deals at once instead of focusing on the 5 that really matter. 2. Doing quick 10-minute account research instead of doing deep detective research uncovering exactly what the C-suite is promising Wall Street and the impact if they don’t. 3. Asking discovery questions only of employees of their accounts vs. connecting with former execs, partners, and even non-competing sellers who sell to the same account. 4. Relying on AI to craft compelling messages rather than creating insightful outreach that shows you understand the client’s business and have strong Point of View. 5. Asking customers what keeps them up at night before delivering three solid value points to earn the right to ask. 6. Reaching out to anyone in the organization with a pulse instead of strategically mapping out the highest role you can realistically connect with early in a potential sales cycle. 7. Trying to solve the pain point on the first call rather than co-creating the solution with the customer. 8. Treating B2B as a numbers game instead of an impact game (unless you’re an SDR). 9. Talking price without a justifiable ROI story. 10. Last one (and I don’t know how many times is enough to say this): Selling benefits applicable to an entire market vs. a vision of solving a specific problem for a specific customer. Comment below your thoughts ⬇️ #salescaddyai #sales

𝟭𝟬𝟮 𝗗𝗮𝘆𝘀 📆 𝗜𝘀 𝘁𝗵𝗮𝘁 𝗵𝗼𝘄 𝗹𝗼𝗻𝗴 𝗶𝘁 𝗥𝗘𝗔𝗟𝗟𝗬 𝘁𝗮𝗸𝗲𝘀 𝘆𝗼𝘂 𝘁𝗼 𝗰𝗹𝗼𝘀𝗲 𝗱𝗲𝗮𝗹𝘀? On average, sales cycles drag on for 102 days ⌛ That's a lot of wasted time and lost opportunities. In this blog, we unveil 12 data-backed strategies to shorten your sales cycle and boost your bottom line significantly. Discover data-driven strategies to: ✅ 𝗧𝗮𝗿𝗴𝗲𝘁 𝗹𝗮𝘀𝗲𝗿-𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗹𝗲𝗮𝗱𝘀 and stop wasting time on unqualified prospects. ✅ 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝗿𝗲𝗽𝗲𝘁𝗶𝘁𝗶𝘃𝗲 𝘁𝗮𝘀𝗸𝘀 𝘄𝗶𝘁𝗵 𝗔𝗜 to Free up agents to focus on closing deals. ✅ 𝗦𝘁𝗿𝗲𝗮𝗺𝗹𝗶𝗻𝗲 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝗰𝗮𝘁𝗶𝗼𝗻, eliminate bottlenecks and keep deals moving forward. Ready to unlock the secrets to faster deal cycles and a thriving sales pipeline? Book a 𝗙𝗥𝗘𝗘 𝗖𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝘁𝗶𝗼𝗻 𝗖𝗮𝗹𝗹 with our AI expert Today! (🔗Link in the first comment) Manish Gupta | Rashi Gupta (Ph.D) | Harsh Patni #SalesCycle #LeadGeneration #B2Bsales #RezoAI

Wow, the sales landscape in 2024 is looking like a garden ravaged by rabbits—bleak and battered. The latest data confirms what many have feared: the year is not just challenging, it's transformative. Key Trends: ➡18% drop in win rates. ➡ 21% decrease in average deal value. ➡ 16% longer sales cycles. Rep Performance: ➡ 69% of reps are missing quota. ➡ Only 17% are generating a staggering 81% of the revenue (Reliance Alert!). ➡ Turnover skyrocketed from 22% to 36%. Pipeline Challenges: ➡ 44% of deals are being postponed. ➡ Pipeline generation is up by 23%, yet win rates are falling. Lead Sources & Strategy Insights: ➡Partnerships close deals 3.8x faster—no wonder we're doubling down here! Yet, only 8% of companies utilize this channel. 🤔 ➡Top sellers are 366% more likely to close at the "Discovery" stage, engaging the economic buyer 489% earlier. Handling Objections & Relationship Management: ➡Top performers are 843% more effective in overcoming objections. ➡Winning deals involve 9 contacts; losing ones, just 2. In such a competitive environment, automation and AI aren't just buzzwords—they're survival strategies. 🚀 If you're not leveraging AI or automating critical sales processes (like using webinars on autopilot), you're already behind. What’s your game plan for thriving (not just surviving) in 2024? Let's discuss.

 📈 "What if there was a way to increase your sales by 30%? The answer lies in AI!" 📈 Sales are the lifeblood of any business. Yet, finding and converting leads can be a time-consuming process. That’s where MyWorker AI steps in. We designed MyWorker AI to be your ultimate sales assistant, capable of transforming how you approach sales. Here’s how it works: Lead Generation: Our AI scours the web and social media to identify potential leads, ensuring you always have a fresh pipeline of prospects. Personalized Outreach: With AI, each interaction is tailored to the prospect’s needs and preferences, increasing the chances of conversion. Follow-Up Management: Never lose a lead due to missed follow-ups. MyWorker AI ensures timely and consistent follow-ups, keeping your prospects engaged. Data-Driven Insights: By analyzing customer data, our AI provides actionable insights, helping you refine your sales strategy and close more deals. Since implementing MyWorker AI, our clients have reported a significant increase in their sales. The AI handles the heavy lifting, allowing sales teams to focus on building relationships and closing deals. Ready to take your sales to the next level? Let’s discuss how MyWorker AI can help you achieve your sales goals! Drop your questions and thoughts below! 👇

The Sales Skill Gap is Widening. 📈📉 🛑 According to CSO Insights, over 50% of sales reps fall short of the quota, where it's also reported that most companies see sales as the top growth driver. 🤯 The report suggests that this decline has resulted from the lack of crucial sales competencies. 🧐 As sales continue to evolve and buyers are more informed than ever, reps have been unable to catch up. 🏃♂️💨 So, what's causing this gap? 👇🏽 It's simple: Reps often must provide compelling answers to technical questions and insight requests and back their products with valid social proof. This requires constant upskilling; without it, they cannot guide buyers effectively and win their trust. 🤔 The good news is that sales leaders can close this gap for their team by: ➡️ Evaluating current reps on the most essential competencies needed to engage buyers. This allows leaders to form plans and invest in upskilling programs to bring reps up to today's sales benchmark. 🎯 ➡️ Making sales competencies the focus of recruiting, onboarding, and ongoing sales enablement. 💪 ➡️ Leveraging AI platforms like Docket Inc to support reps by having a stand-in AI teammate always available to answer technical or product queries, enabling reps to learn and upskill on the fly. 🤖 📖 In this blog post, we dive deep into the significant competencies required to build a high-performing sales team - https://lnkd.in/gfDAaCKr 💼

🚀 Elevate Your Sales with Our AI-Driven Sales Agent! 🚀 Struggling to keep up with the demands of modern sales cycles? Our AI Sales Agent is designed to revolutionize how you connect with leads and close deals. By leveraging data collected during customer interactions, our Sales Agent ensures that every call is informed and every opportunity is maximized. 📊 **Key Features:** - **Data-Driven Conversations:** Utilizes real-time insights to tailor dialogues specifically for each lead, enhancing engagement and conversion rates. - **Comprehensive Tracking:** Keeps a detailed log of all interactions, allowing for nuanced follow-ups and informed decision-making. - **24/7 Availability:** Ensures your business is responsive at all times, capitalizing on every potential sales opportunity without delay. - **Integrated Sales Process:** Seamlessly connects with other parts of your sales funnel, from the Lead Agent to deal closure, ensuring a smooth transition and higher efficiency. 🎯 **Ideal for Businesses That:** - Want to increase the efficiency of their sales teams. - Are looking to automate parts of their sales process to focus on strategic initiatives. - Need a reliable solution for advancing leads through the sales pipeline even outside of traditional business hours. 🌐 With our AI Sales Agent, watch your sales efficiency soar as you harness the power of AI to make smarter, faster, and more effective sales calls. 👉 Ready to transform your sales strategy? Contact us for a free consultation to discover how our AI can boost your sales performance. [Link to schedule a consultation]

Last week, we had our yearly sales review meeting. When we reviewed our sales outbound experiments and numbers, we were surprised: → 4 major and 10 minor experiments in the sales workflow → 1 major change and 6 minor changes together improved our pipeline numbers by 36% with the same resources The situation was completely different earlier… We knew we had to invest time and effort in researching each account. Our challenges were multiple: 1/ More time spent on research meant better personalization but fewer outreach numbers. 2/ Less time on research meant hitting more accounts but with weaker personalization. We started using our own tool for "Account Research" and flipped the entire workflow. We started seeing outcomes. Here’s what finally worked for us: 1/ Parse through the entire target account list for deep account research using an AI tool. 2/ Prioritize the accounts. We usually create batches: Top 30%, First 20%, Second 20%, and Last 20% high-priority accounts. 3/ Assign the top 30% leads to sales reps for outreach. 4/ Use AI-based account research to score and prioritize these assigned accounts. 5/ Leverage account research to hyper-personalize email outreach and calls at scale. We have written more about this in our latest newsletter, “Flip your outbound workflow for booking meetings.” Link in the comments 👇

As a founder or early stage revenue leader, what are you measuring? (beyond closed revenue) I usually hear: - Average deal size - Sales cycle length - Number of leads - Win rate The list typically ends there. There's a ton of metrics you can measure, but here are a 5 additions I would make that are both insightful and manageable. The best bang for your buck if you aren't ready to go full sales/rev ops - Lead to opp conversion rate - Win rate by sales stage - Rolling pipeline to goal coverage - when combined with your win rate, you can get pretty good at forecasting - % of pipeline sourced per channel - Inbound, SDR, AE, Events, etc. - Open pipeline & Revenue closed by customer segment I've found list provides a ton of value towards understanding what's working and not working, while not being overly burdensome. For extra credit, create a list of why you win and why you lose deals. Pricing, competitor, product (product gap), etc. Make sure that you or your reps fill these out at the end of ever deal. Review and analyze these results monthly & quarterly. What else would you add?