Leon Potter’s Post

Hi Dealmaker, What if I told you that the secret to closing bigger B2B deals lies not just in your product but in your mindset? 🤔 In my three decades of coaching sales teams, I've seen it time and again: the most successful dealmakers aren’t just selling a product; they’re selling a vision, a partnership, and a promise of value. When I co-founded Leon Potter Coaching, my mission was clear: to transform ambitious sales talent into extraordinary dealmakers. But how do we achieve this? It starts with the right mindset and a structured approach to finding and engaging the right customers with a compelling proposition that helps them overcome obstacles or grow their profits. Enter the Six-Step Dealmaker Method. This isn’t just a set of techniques; it’s a transformative customer engagement journey. It empowers sales professionals to: 1. Explore New Opportunities: Shift your perspective and uncover hidden potential in your market. 2. Engage Senior Decision-Makers: Build authentic relationships that go beyond the transaction. 3. Compose a smart solution: Construct a high-value solution that is unique and impactful. 4. Present Unique High-Value Solutions: Stand out by addressing the specific needs of your clients. 5. Negotiate Profit-Healthy Deals: Create win-win scenarios that foster long-term partnerships. 6. Grow: Cultivate a reputation that attracts clients to you by leveraging your wins & positioning The results? Stronger pipelines, fewer lost deals, and a reputation that speaks volumes. Remember, it’s not about having the cheapest or the best offering. It’s about embodying clarity of purpose, integrity-based engagement, and customer-first values. Are you ready to reignite your passion for new business and elevate your sales game? Let’s connect! Share your thoughts below: What’s the biggest challenge you face in closing deals? If you found this post insightful, I encourage you to repost it to inspire others in your network. Let's help you and your team write bigger deals in half the time. Leon #SalesSuccess #B2BDeals #CoachingTransformation

Hi Dealmaker, If you are chasing lowball deals, you are already losing the race to win. High-impact sales are not just a strategy but a game changer for sustainable growth. Focusing on enterprise clients can set you apart in a world where every business is vying for attention. These clients don’t just bring in revenue; they offer long-term partnerships that can transform your business landscape. When you shift your focus from chasing small deals to nurturing relationships with larger enterprises, you unlock many opportunities that can fuel your growth trajectory. Why is this approach so powerful? First, enterprise clients often have larger budgets and more complex needs, which means they’re willing to invest in solutions that truly add value. By understanding their pain points and delivering tailored solutions, you position yourself as a trusted partner rather than just another vendor. This enhances customer loyalty and opens doors to upselling and cross-selling opportunities. Moreover, the insights gained from working with enterprise clients can inform your product development and marketing strategies. Their feedback is invaluable and can help you innovate in ways that resonate with a broader audience. But let’s not forget the importance of a strong sales team. Investing in training and development for your sales professionals ensures they have the skills to engage effectively with these high-value clients. Empowered sales teams can build lasting relationships, driving sustainable growth for your organization. So, if you’re looking to elevate your business, consider pivoting towards high-impact sales. It’s not just about closing deals; it’s about creating lasting partnerships that propel your business forward. What strategies have you found effective in engaging enterprise clients? Share your thoughts in the comments, and if you found this post helpful, like it or repost it to inspire others. It's time to change your focus to winning major deals that catapult earnings and growth. Are you battle-ready? Let's create your extraordinary Leon Potter Dealmaker Mentor & Speaker #Sales #Growth #Strategy

Top 13 traits of top sales producers Musings and meanderings from many years of sales training/coaching. What would you add to this list? 1. They plan questions rather than presentations. 2. They play a longer game, prioritize larger strategic sales rather than quick hits. 3. They get to business quickly and spend little time on small talk. 4. They ask questions with impact related to the result sought, rather than unfocused time-stealing questions. 5. They resist the urge to describe solutions too early. They wait until they have the total picture. 6. They do not describe capabilities unless it relates to something the prospect has mentioned. 7. They prepare and practice for common scenarios, constantly improving. The rest perpetuate weaknesses. 8. Top producers are more resilient. When faced with objections or obstacles, they adapt and recover. The rest muddle through and retreat. 9. They embrace “no.” Lower producers do backflips to avoid no. 10. Top producers self-manage themselves to succeed. They are self-motivated and confident enough to do things differently than their average and below average colleagues. 11. They sort and prioritize prospects by potential worth and probability of success and use different strategies for each segment. 12. They have more confidence and will do things differently from the rest. That is why they are top producers. Lower producing reps are not confident in their approach and their hesitations and doubts are apparent. 13. They can generate qualified opportunities deeper into the prospect pool. They generate opportunities beyond the layups. These traits combine to make salespeople more effective. With commitment and practice, anyone can learn them.   #salescoaching #salesexcellence #b2bsales What would you add to this list? https://lnkd.in/eivasfxE

Hi Dealmaker, "How often do you say, 'I wish I had more time'? ⏳" In B2B high-stakes sales, respecting and using time effectively isn't just a nice-to-have—it's a game-changer. A few years ago, my team at Leon Potter Coaching faced a monumental challenge. We worked with a client whose sales team struggled to close big deals. They had the talent, the products, and the drive, but their pipeline needed to be stronger, and time was slipping through their fingers. We had to find a solution, and fast. Here’s what we did: 1. Clarity of Purpose: We started by helping the team clarify their goals. What did they want to achieve, and why? This wasn't just about numbers but about understanding their more profound mission. Clarity brought focus, and focus brought efficiency. 2. Integrity-Based Engagement: We taught the team to engage with prospects in a genuine and value-driven way. This was about more than quick wins but building trust and long-term relationships. When you respect your prospect's time, they respect yours. 3. Customer-First Values: We shifted the team's mindset to prioritize the customer's needs above all else. This meant listening more than talking and providing solutions that genuinely solved their problems. Happy customers are not just repeat customers; they're your biggest promoters. 4. The Six-Step Dealmaker Method: We implemented our proprietary method, which streamlined the sales process. From exploring new opportunities to negotiating deals, every step was designed to save time and maximize impact. The results? The team transformed from struggling to thriving. They closed bigger B2B deals quickly, and their pipeline became robust and healthy. Time is the most valuable resource we have. When you respect and use it effectively, you unlock potential you never knew existed. 👉 How do you ensure you’re using your time effectively in sales? Share your strategies in the comments below! If you found this post insightful, please like it and repost it to help others in your network. If you or your team need help achieving those bigger wins, we should talk. Leon Potter Dealmaker Mentor #SalesSuccess #TimeManagement #B2BDeals

Attention, Sales Leaders! Did you know that 60% of B2B deals are lost due to a lack of proper follow-up? [selling power.com] That's a staggering number, and it got me thinking about the real cost of missed sales opportunities. As someone who's spent over 30 years in the trenches of corporate dealmaking, I've seen firsthand how easily potential deals can slip through the cracks. It's not just about losing revenue; it's about losing trust, credibility, and future opportunities. One of my biggest challenges was transforming a sales team stuck in a cycle of missed follow-ups and lost deals. It was a tough nut to crack, but here's what we did: We shifted the focus from selling to engaging. Instead of pushing products, we started building relationships. We asked questions, listened actively, and tailored our solutions to each client's unique needs. This approach improved our follow-up rates and strengthened our client relationships. We also embraced technology. By implementing a robust CRM system, we ensured that no lead went unnoticed. Automated reminders and follow-up sequences became our new best friends, allowing us to stay on top of every opportunity. The results? A 40% increase in closed deals within six months. 🎉 The lesson here is simple: In B2B sales, it's not just about closing deals; it's about building lasting relationships. The deals will follow when you focus on understanding and engaging with your clients. What's your biggest challenge in B2B sales? Share your thoughts in the comments below. If you found this insight helpful, give it a like and share it with your network. Let's help each other succeed. Reach out if you and your team need help closing bigger deals in half the time. Let's create your extraordinary. Leon Dealmaker Mentor & Speaker #B2BSales #SalesSuccess #DealMaking

🌟 Why to target C-Suite is your ''Prime''... Hey LinkedIN friends, diving more into the strategy that’s transformed my approach to B2B sales.  Forget the middlemen – if you want to make time-efficient progress, the C-suite is where you need to be. 1️⃣ How do your services make them more successful? It’s about getting your pitch to the people whose careers depend on company success - the CEOs, CFOs, and COOs. These folks have the power and the perspective to see how your solution can be a game-changer. 2️⃣ Sales meeting without sales? ''RESEARCH'' their mission, their challenges, and what matters to them. Make your pitch so aligned with their vision that it feels tailor-made. That’s your golden ticket, not just a sales meeting, but a potential partnership. 3️⃣ Where to start? I challenge you, NOT to hit up 100 top execs in a week but instead DO a deep research of 5 companies which are your ideal customers. After you can present at least 5 minutes to your best friend about each company, only then you make your pitch to C-Suit. With precision, personalization, and a bit of Jasmin Alić touch :) - it’s your pathway to success. The truth? The magic doesn’t happen in the comfort zone. Middle management might seem like the safer bet, but real change, real impact? That’s crafted in the boardroom. What do you have in common with them? Better... What do you want to have in common with them? 💕 The love and passion for their company... Like they do. I’m not just talking sales tips; I’m preaching revolution. A revolution where you don’t just aim for success; you aim to be indispensable partner in business. Been there, done that? I want to hear from you. Drop your stories, your triumphs, and yes, even your failures, below. Keep grinding, P.S. I just love to talk about sales with you guys. Hit me up if you have time! https://lnkd.in/evA8MQBf

The TRUE VALUE of a lead… Every organization has some difficulties generating leads. However, ELITE PERFORMING salespeople and sales organizations INVEST MORE into lead generation than their average performing peers… Why??? Without leads, there's no business to close… Duh… BUT… They understand the secret of a lead's TRUE VALUE (hint… it's related to Lifetime Value of a Customer - LVC) Consider this…. How much will an average customer spend with per year? (let's assume $10,000) How many years will that customer stay with you? (let's assume 5 years) What is the average profit margin per customer? (let's assume 30%) The LVC of this company's average customer is $15,000 So, if ELITE PERFORMERS close 70% of their leads (which they do), their leads' TRUE VALUE= $10,500 Average Performers who close 40% of their leads have leads with TRUE VALUE of = $6,000 Which one of these would YOU or any business owner want? ELITE PERFORMERS of course…. Book a Sales Sherpa Diagnostic call and we'll discuss how to train ELITE PERFORMERS and create COMPETITVE ADVANTAGES with your sales team. Here's the link: https://lnkd.in/dGev9ts7 #sales #salestraining #salescoaching #salesleadership #salessherpa

Attention, Sales Leaders! Did you know that 60% of B2B deals are lost due to a lack of proper follow-up? [selling power.com] That's a staggering number, and it got me thinking about the real cost of missed sales opportunities. As someone who's spent over 30 years in the trenches of corporate dealmaking, I've seen firsthand how easily potential deals can slip through the cracks. It's not just about losing revenue; it's about losing trust, credibility, and future opportunities. One of my biggest challenges was transforming a sales team stuck in a cycle of missed follow-ups and lost deals. It was a tough nut to crack, but here's what we did: We shifted the focus from selling to engaging. Instead of pushing products, we started building relationships. We asked questions, listened actively, and tailored our solutions to each client's unique needs. This approach improved our follow-up rates and strengthened our client relationships. We also embraced technology. By implementing a robust CRM system, we ensured that no lead went unnoticed. Automated reminders and follow-up sequences became our new best friends, allowing us to stay on top of every opportunity. The results? A 40% increase in closed deals within six months. 🎉 The lesson here is simple: In B2B sales, it's not just about closing deals; it's about building lasting relationships. The deals will follow when you focus on understanding and engaging with your clients. What's your biggest challenge in B2B sales? Share your thoughts in the comments below. If you found this insight helpful, give it a like and share it with your network. Let's help each other succeed. Reach out if you and your team need help closing bigger deals in half the time. Let's create your extraordinary. Leon Dealmaker Mentor & Speaker #B2BSales #SalesSuccess #DealMaking

What Sets Top Sales Executives Apart? It’s Not What You Think! 🤔 There’s one thing common in every top sales executive I’ve met: their approach to leads is refreshingly different. In my early days in sales, I used to think that the best reps could sell anything to anyone. But after talking to top performers over the years, I realized their real strength lies in being selective. 〽 Here’s what I learned from these sales stars: ▫ They disqualify faster than they qualify. One rep told me, “If a lead isn’t a good fit, I move on quickly. Time is too valuable to waste.” ▫ They protect their time fiercely. Another top performer said, “Every meeting has to matter. I don’t waste time on leads that won’t convert.” ▫ They dig deep to understand real problems. “I ask questions until I find a real issue to solve,” one of them explained. If there’s no real problem, they quickly move on. ▫ They aren’t afraid to say no. A common theme was, “A polite no can save me hours of effort later.” What struck me most was how these reps treat sales as a partnership. They aren’t trying to sell to everyone but focus on building real connections with those who need what they offer. This experience changed my perspective. The best salespeople aren’t closing every deal; they’re creating value by being picky. 〽 So, here’s the lesson: ✅ If you’re trying to sell to everyone, you’re probably selling to no one. P.S. 👉 How do you decide which leads are worth your time? Share your thoughts in the comments! Let’s learn from each other! #SalesTips #LeadQualification #SalesSuccess #B2B #B2C

Stop Chasing Every Opportunity: The One Thing You Can Do Instantly to Succeed in Complex Sales Are you wasting time on opportunities that will never close? It’s time to face a harsh reality: Not every opportunity is worth your time. If you’re serious about winning in complex sales, the single most impactful change you can make—starting right now—is to rigorously qualify your prospects. Here’s why—and how it will instantly improve your results. The Problem: In complex sales, many teams spread themselves too thin, chasing every potential opportunity without properly assessing whether it’s truly viable. This “spray and pray” approach leads to wasted time, extended sales cycles, and a lower win rate. The Solution: Qualify ruthlessly. By implementing a rigorous qualification process, you’ll quickly identify which opportunities are worth your effort and which ones aren’t. This allows you to focus on high-potential deals, increasing your efficiency and boosting your success rate. How to Get Started: 1. Define Clear Criteria: Establish specific criteria for what makes an opportunity qualified—think budget, timeline, decision-making authority, and alignment with your solution. 2. Ask the Right Questions: Don’t be afraid to ask tough questions up front. Understanding a prospect’s real needs, decision process, and urgency will save you time and resources down the line. 3. Adopt a Diagnostic Approach: Inspired by Jeff Thull’s Diagnostic Business Development, shift your focus from selling to diagnosing. Engage your prospects in deep conversations that uncover the root causes of their challenges. This will help you ensure that your solution is not just a fit, but the best possible answer to their needs. 4. Focus on High-Value Deals: Prioritize your efforts on opportunities that truly fit your criteria. Let go of the rest—they’re only distractions. The Result: By qualifying opportunities more rigorously and adopting a diagnostic approach, you’ll instantly sharpen your focus, cut down on wasted time, and see an immediate boost in your win rate. In the world of complex sales, this is the game-changer you need to start winning more, faster. Stop chasing every opportunity—start qualifying and diagnosing your way to success. #SalesStrategy #ComplexSales #SalesPerformance #B2BSales #SalesLeadership