ProLiant’s Post

🤔 Curious about the ROI of collaborative selling? Does it actually make a difference? Dive into our latest blog to see how teaming up with buyers can seriously boost your win rates, shorten sales cycles, and even up those deal sizes! 💸 Discover how tools like DealPad can make all the difference in enhancing buyer experience and driving revenue. 🔍 Check it out now at https://buff.ly/3YA5Pt5 #CollaborativeSelling #SalesROI #BoostYourSales

Merchanter allows you to simplify complex selling, streamline operations, and unlock new sales opportunities. But what does that mean? How will that help you to sell more? Here’s our 5 quick wins for more sales when you use Merchanter:

Unitrends have a high-level reseller training webinar coming up! Join the #Unitrends team on September 4th at 4pm BST to discover how selling Unitrends All-in-One BCDR and Kaseya 365 subscriptions can significantly increase your earnings. Sign up to the webinar here - https://zurl.co/BMrU #Partnership #SalesTraining #Webinar

Here's how I increased win rates of deals by 20% using the MEDDPICC framework in every deal. Qualification is one of the most important parts of sales. Speaking to the right customers and being meticulous with time allocation. Working on the wrong opportunities creates noise and holds sellers back from closing revenue. Before using MEDDPICC: - My deals were unstructured. Questions were freestyled - Hoped for the best that the deals would close - Didn't talk in the language of the C-SUITE - Deals had little urgency to close - No concrete business case to quantify ROI After using MEDDPICC: - Found true champions inside companies that fostered positive change - Quantified the value of our solution centred around cost, risk and revenue upside - Understood how to plant traps to get ahead of the competition - Implicated pain and the cost of doing nothing - Build structured close plans with critical dates and urgency MEDDPICC stands for: 💯 Metrics - the quantifiable measures of value that your solution can provide. Metrics (M1's) - Proof Points. Metrics (M2's) - Return on investment 👨✈️ Economic buyer - the one person within an organisation who is the overall authority to which the budget for your project rolls up. 🙋♂️ Decision criteria - the criteria upon which our customers are going to base their decision. 🔁 Decision process - a series of steps that dictates how your customers will make a decision. 📝 Paper process - a series of steps of actions that lie in place ahead of contracts being agreed and signed. 😰 Implicate pain - identified, indicated and implicated the pain your solution solves upon your customer. 🕺 Champion - a person who has the power, influence and, subsequently, credibility within the customer's organisation and who is willing and able to assist you in making progress with your deal. 🙈 Competition - any individual, initiative, or vendor competing for the same funds or resources you are. Installing MEDDPICC in every deal will identify key risks and red flags early on, providing an opportunity to mitigate the risks. Before every discovery call, I write out the framework in my notepad, which gets me thinking about running through the whole framework in conversations through the line of questioning. Being disciplined in filling out the framework for every deal has helped increase the sales process's efficacy and close rates. The top 1% of sellers are using MEDDPICC persistently to get ahead.

If the button on your website says "Book a Demo", give them the dang demo. Doing what you say you'll do is the first rule in building trust. So don't SAY you'll give them a demo, then DO a discovery call. It's a straight-up lie. Here are five spicy reasons we demo on the first call: 1. It's what our prospects asked for 2. Sales cycles are shorter 3. More buyers are starting to expect it 4. Additional stakeholders get involved earlier 5. Because we can Do you think disco calls are still necessary?

You can sell multi-year deals earlier than you think. I know it might be scary, and feel like a big ask for prospects, but a lot of buyers are happy to move to multi-year deals! Why? They understand that getting value from your platform is a long-term commitment. It's a subscription, not a one-off service. And particularly true for big companies: They don't want to have to fight for budget again every year! They WANT multi-year so they know they can show value with your product internally way before any renewal/budget conversations come around. Give it a go, you'll be surprised.

It’s National Get to Know Your Customers Day, MSPs! 🎉 There are two reasons why this is a big deal for MSPs: Making sure your clients are happy 😊 Collecting social proof for selling to prospects 🏆 The minMAX team knows from their MSP experience that getting quotes and testimonials can be tough. So we’re sharing our CEO Tom’s best tip for getting social proof from clients, tried and tested many times over during his many years of running an MSP! It’s simple: Write out what you want the client to say about your business. (It helps if you can base this off of something they’ve said to your tech or over the phone.) 📝 Email the quote to the client and ask them if they approve the testimonial or if they’d like to change it. 📧 Ask for permission to attribute the quote to them (usually by first name and last initial and/or business name) 🙏 You might be surprised how many clients choose to sign off on the quote. 👍 Low friction, and you’re not asking them to sit down and think about what to write. (It also helps you because you’re putting the review in words that are ready-made for your sales and marketing efforts!) 🚀 We know you want more positive feedback — who doesn’t? Go ahead and try this out, and let us know how it worked for your MSP! #GetToKnowYourCustomersDay #ManagedServices #GetMinMAXed #MSP #ITChannel

The one sentence email I learned from Josh Braun last week Reply rates have skyrocketed for this one 🚀 Use this for those who have ghosted you typically mid deal cycle: Subject: Given up? Hey John, Have you given up on exploring the opportunity at (Your company name)? Other options: - Have you put X on ice? - Have you given up on X? - Have you deferred X? For AEs: Create a search within your accounts that are stuck in a specific deal stage For SDRs: Create a search of your meetings booked that went cold #sales #sdr

NEVER MISS A FOLLOW-UP Sales reps can wake up each day with Scratchpad's zero boards and fly through opportunities, next steps, and next step dates to keep deals on track. - More strategic 1:1s with managers - No Opps out of compliance - Visibility for deals at risk Learn more ways you can up your pipeline management game at the 🔗 👇 #Sales #Revenue #GTM

Only when you fully understand your buyer’s current state — their problems, the impact and root cause of those problems — and their desired future state are you in a place to effectively position the value you can bring and even consider proposing your solution. Learn how to master the Revenue Accelerator skill of discovery in our expert Joel Reed's latest article installment. Learn more and get the how-to here: https://lnkd.in/eaRgjjhK #RevenueEnablement #SalesProcess