Everyone loves the Hero's Journey but why? Think about it. In the Hero's Journey the protagonist is losing 80% of time. And we all know losing hurts. Sales is the same way: - 100 cold calls or emails typically yield 3 or less intro meetings - 10 intro meetings typically yield 3 or less qualified sales opportunities - 3 qualified sales opportunities typically yield 1 deal (These conversion rates are generous in the current economic climate.) Just like our protagonist, the odds are stacked against sellers. That's why these 3 principles are crucial for driving long-term sales success when the short-term Ls are piling up: - Consistent, targeted activity - Clear, concise communication - Humble, authentic posture I'm breaking down each of these 3 principles during Q4 since senior SDRs and junior AEs have been asking for more help here. Anything else we should add to the list?
🦄 Matt Farina 🦄’s Post
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Customer Success Specialist at Follett | Building lasting customer relationships, maximizing value
Staying positive during a long sales cycle can be challenging, but it’s essential for success. Here are some strategies to help you maintain a positive mindset: Set Specific Goals: Approach each interaction with prospects with clear goals in mind. Whether it’s scheduling a second meeting, identifying key decision-influencers, or solving a specific challenge, having short-term objectives keeps you motivated1. Celebrate Small Wins: Break down the sales process into phases and celebrate victories at each stage. Securing a meeting, conducting a thorough needs analysis, or designing a customized solution are all wins that boost motivation1. Stay Resilient: Understand that long sales cycles are part of the game. Real-world factors can extend the process, but maintaining discipline, focus, and integrity will help you stay resilient1. Remember, it’s the little victories that keep you engaged and driven, especially during those extended sales cycles. 🚀12345
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The results are in from the Lead Response Management Study and the findings are eye-opening. Calling a lead within 30 minutes of receiving their information leads to a significantly higher success rate in qualification compared to waiting 3 days. This just goes to show that timing truly is everything in the world of sales. Don't let potential leads slip away, make that call within the golden 30-minute window.
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Just finished the course “The Sales Discovery Conversation: 10 Steps to Build Credibility” by Mark Donnolo!
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💡 Navigating the Price Pitfall in Sales! 💼🔍 Have you ever found your sales team caught in the price war maze? It's a common challenge that savvy businesses overcome with a strategic approach. 📉 The Dangers of Price-Driven Competition: Competing solely on price can undermine your product/service's actual value. It's a race to the bottom that often leads to diminished profits and missed opportunities. 🛠️ Breaking Free with Value-Centric Sales: Shift the narrative! Equip your reps with the tools to emphasize your solution's unique value proposition. It's about showcasing benefits that go beyond the price tag. 🌟 Strategies for Success: 1️⃣ Differentiation: Highlight what sets you apart. 2️⃣ Value-Based Selling: Showcase the impact, not just features. 💬 Let's Discuss! How do you navigate the price challenge in your sales strategy? Share your insights or DM for a personalized chat on transforming your sales approach! 💬🚀
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Being a buyer isn't easy 🌪️ No one trains you how to buy a solution for your company. There’s so much going on: ✔️ Content to consume ✔️ Competitors to compare ✔️ ROI to calculate ✔️ Risks to assess It can lead to indecision, deals falling through, and longer sales cycles. That’s why you’ve got to make your key point of contact a champion for your solution. 🎺 Rory Sadler says: "I'm a big believer that internal sales champions should become messengers. They have to navigate a lot of back and forth between you and the wider stakeholders." Anything you’d like to add? Let us know in the comments 👇
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Being a buyer isn't easy 🌪️ No one trains you how to buy a solution for your company. There’s so much going on: ✔️ Content to consume ✔️ Competitors to compare ✔️ ROI to calculate ✔️ Risks to assess It can lead to indecision, deals falling through, and longer sales cycles. That’s why you’ve got to make your key point of contact a champion for your solution. 🎺 Rory Sadler says: "I'm a big believer that internal sales champions should become messengers. They have to navigate a lot of back and forth between you and the wider stakeholders." Anything you’d like to add? Let us know in the comments 👇
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Just finished the course “The Sales Discovery Conversation: 10 Steps to Build Credibility” by Mark Donnolo!
Certificate of Completion
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Just finished the course “Solution Sales”
Certificate of Completion
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Energizing people & businesses to be, feel and live their best through example & coaching
9moAfter identifying the essential, eliminate and filter out the rest.