1. Understand the Lead’s Journey

Before you even think about securing a meeting, you need to understand the journey your lead has taken. What content have they consumed? Which emails have they opened? This isn’t about being creepy; it’s about understanding their pain points and interests. Ask questions, offer scenarios and discover their hot buttons. The more you know about their journey, the better you can tailor your approach.

2. Offer Immense Value Upfront

In the world of online marketing, there’s a lot of noise. To stand out, you need to offer something so valuable that your lead can’t help but want to meet with you. This could be a free webinar, an eBook, or even a short consultation. The key is to make it so irresistible that they feel they’re missing out if they don’t take you up on it.

3. Personalise, Personalise, Personalise

Generic messages are the death knell of online lead conversion. If you want to secure that meeting, you need to show the lead that you see them as an individual, not just another name on a list. Use their name, reference specific pain points they might have, and make it clear that you’re not just sending out a mass email.

4. Use Social Proof

Humans are inherently social creatures. We look to others to validate our decisions. So, if you want to convince an online lead to meet with you, show them that others have done the same and benefited from working with you. Testimonials, case studies, reviews and endorsements can go a long way in building trust.

5. Make the Next Steps Clear and Simple

So far, you’ve offered value, personalised your approach, and showcased your success with others. Now, it’s time to ask. But here’s the thing: if you make the process complicated, your lead will drop off. Make the next steps crystal clear. Whether it’s a link to your calendar, a phone number to call, or a form to fill out, ensure it’s straightforward and easy.

6. Follow Up (But Don’t Stalk)

Sometimes, leads need a gentle nudge. Maybe they missed your email, or perhaps they’ve been busy. A follow-up can serve as a helpful reminder. However, there’s a fine line between being persistent and being annoying. Respect their space and time. If they’re not interested, it’s better to move on than to damage your reputation by being overly aggressive.

7. Build a Relationship, Not Just a Transaction

This is perhaps the most crucial point. Securing a meeting isn’t just about making a sale; it’s about building a relationship. Approach your online leads with genuine interest in helping them, not just adding to your bottom line. When you prioritise the relationship over the transaction, you are being honest with them about whether your product really serves their needs. Being honest at this point is critical to your success. If your product is not a good fit, don’t be afraid to say so. Your honesty will turn the transaction into a relationship. They will appreciate your opinion more, and value your input on other solutions. In the long run, not only will you secure that meeting, but you’ll also lay the foundation for long-term success.

In Conclusion

In the vast sea of online leads, it’s easy to feel overwhelmed. But with the right approach, you can turn those digital names into real-world connections. Remember, it’s not about tricks or gimmicks; it’s about understanding, offering value, and building genuine relationships. When you master this art, you won’t just secure a meeting; you’ll create a loyal client base that will serve you for years to come.

The post Securing That Crucial Meeting from an Online Lead: A Playbook appeared first on The Sales Strategist.

A well-crafted script can open doors and lead to successful sales conversions, while a poorly executed one can lead to frustration and rejection. In this blog post, we’ll dissect and compare a bad example of a cold calling script to a good example, helping you understand the key elements that make a cold call successful.

Bad Example: The Stumbling Sales Script

Imagine a scenario where a salesperson fumbles through a cold call. Here’s a glimpse of what their script might sound like:

Salesperson: “Hello? Uh, hi, my name is John, and I’m calling from XYZ Company. We sell, uh, software and stuff. I was wondering if you, uh, might be interested in, um, learning more about what we do?”

 

[1.5 second pause]

 

Salesperson: “I am calling about our software that helps you with the strategic implementation of your biggest problems from [COMPANY].

 

Is this a priority for you today?”

 

Prospect: “Actually, this isn’t a great time …”

 

Salesperson: “Are you interested in a product demo of how we are in the magic quadrant? We have won all these awards.”

 

Prospect: “We’re not interested.”

 

Salesperson: “Are you the decision-maker? Give me two hours, and we can get you going — unless you don’t have a budget.”

 

**Click**

 

Analysis of the Bad Example

Lack of Confidence: In this script, the salesperson sounds needy, unsure and unconfident. Neediness is a major turn-off for potential clients and confidence is key in cold calling, as it conveys professionalism and trustworthiness.

Vague Offer: The script is vague and lacks clarity about the product or service being offered. Potential clients need a clear and compelling reason to engage in a conversation.

Weak Opening: The opening lacks a hook or value proposition to grab the prospect’s attention. The salesperson fails to provide any incentive for the prospect to continue the conversation.

Features and Benefits selling is dead, as is the age-old method of “building rapport”. 

Also, going for the demo before you have adequately demonstrated that you understand their pain will, in most cases, close the door for good.

The purpose of a successful cold calling script is to open the door, to intrigue the buyer, encourage them to stay on the call and delve deeper. 

Above all, your script should have space for your salesperson to listen to the prospect, build trust with them, and allow for a more personalised conversation. Do this and your cold calling script will project authenticity, interest and generosity of shared knowledge, through asking questions, discovering pain points, and establishing a timeline.

Now, let’s explore a good example to see how a cold calling script can be significantly improved.

Good Example: The Persuasive Pitch

Salesperson: “Hey, [Prospect’s Name]. It’s Sarah from XYZ Company, a leading provider of innovative software solutions designed to streamline your business operations and boost productivity. I noticed that you have been exploring ways to optimise processes on LinkedIn, and I believe we have a solution that could benefit you. Perhaps if you tell me more about what you need, we can quickly establish if my solution could be a contender. 

 

Prospect Responds: [Floating conversation. Listen and ask questions. Think about your solution and develop a use case that will intrigue your buyer].

 

Salesperson: So, [Prospect’s Name}. You feel that you need a solution that will [reiterate what the prospect just explained to you, demonstrating that you listened and are working with them to find a solution that will meet their needs. Be honest if you feel your solution will not meet their needs. They will respect you more.].

 

Prospect: “Yes, that’s right. Can you help?”

 

Salesperson: “Would you be open to a brief conversation to explore how our solution has helped similar businesses in your industry achieve remarkable results?”

 

Prospect: “Yes thanks. That would be very helpful.”

Analysis of the Good Example

Confidence and Professionalism: In this script, the salesperson exudes confidence and professionalism right from the start. The tone is assertive but not pushy, conveying competence and credibility.

Clear Value Proposition: The script offers a clear and compelling value proposition by addressing the prospect’s specific pain points and needs. It highlights the potential benefits of the product and how it can solve the prospect’s problems.

Intriguing Introduction: The script begins with a tailored introduction that captures the prospect’s interest. It mentions the prospect’s company and industry, demonstrating that the salesperson has done their homework and is genuinely interested in helping.

Keeping the Mystery: By requiring the Prospect to commit to the next step to learn more, you are establishing their level of urgency, and creating a promise that will make them turn up to the meeting.

Conclusion

Cold calling can be a powerful tool when executed effectively. This comparison between the bad and good cold calling script examples highlights the key elements that can make or break a cold call. Confidence, clarity, and a compelling value proposition are essential components of a successful script. When crafting your own cold calling scripts, keep these principles in mind, and remember that preparation, research, and a genuine desire to help the prospect are the keys to turning a cold call into a valuable business opportunity.

The post Crafting Effective Cold Calling Scripts: A Comparison of Bad and Good Examples appeared first on The Sales Strategist.

1. In-Depth Preparation for Cold Calls

The initial step in conquering resistance to cold calling is meticulous preparation. Comprehensive prospect research is a must. Understanding their demands, pain points, and business aspirations not only bolsters your confidence but also enables you to craft a pitch tailored to their unique requirements.

2. Crafting an Irresistible Cold Calling Elevator Pitch

An engaging elevator pitch is your secret weapon to crushing cold calling. An effective prospect pitch must be succinct, captivating, and centred on the value you can deliver to the prospect. The Sales Strategist underscores the importance of writing a compelling sales pitch that intrigues the buyer, spurring them to delve deeper. 

3. Building Resilience to Overcome Cold Call Resistance

Cold calling can be a daunting endeavour, and rejection is an inherent part of the process. When handling cold call rejection it’s imperative to cultivate sales resilience. The Sales Strategist suggests embracing rejection as a learning opportunity rather than a setback. 

Remember, every “no” brings you one step closer to a valuable “yes.”

4. Active Listening During Cold Calls

Active Listening in Sales is a skill that often goes unnoticed when doing cold calling. The Sales Strategist urges sales professionals to actively listen to their prospects. Building rapport in sales is dead. Prospect expectations have moved beyond rapport. By practising prospect empathy and comprehending their concerns and objectives, you can refine your pitch to be better than fake rapport. Instead work on establishing authenticity and generosity throughout your sales conversation.  It will make you memorable and lead to a much longer-term relationship with your client.

5. Leveraging Technology for Cold Calling Success

The Sales Strategist recognises the pivotal role of technology in modern sales. Utilise customer relationship management (CRM) software to manage your leads and monitor interactions. CRM Software for sales will stop leads from falling through the cracks and help you better manage your callbacks and follow-ups. Sales automation tools will streamline your cold calling process, enabling you to concentrate on relationship-building.

6. Maintaining Compliance with Cold Calling Regulations

When conducting cold calls, strict compliance with applicable laws and regulations is imperative. Most prospects now know about do-not-call list adherence. The Sales Strategist emphasises the importance of securing consent and adhering to these regulations. Cold Calling Compliance not only safeguards your reputation but also ensures that you’re targeting genuinely interested prospects.

7. Role Play and Training for Cold Calling Excellence

One of the most effective ways to overcome resistance is through sales role-play practice. The Sales Strategist advocates that cold call training programs should contain regular role-playing sessions to refine your cold calling skills. Collaborate with colleagues or enlist the services of a coach to receive constructive feedback and improve cold-calling skills.

8. Setting Attainable Goals for Cold Calling Triumph

Establishing realistic objectives is pivotal for maintaining motivation. The Sales Strategist advises sales professionals to break down their cold calling efforts into smaller, manageable and achievable sales targets. Celebrate every achievement along the way to stay motivated.

9. Embracing Multichannel Outreach in Cold Calling

Cold calling doesn’t operate in isolation. The Sales Strategist suggests integrating it with other outreach methods, such as email marketing and social media engagement. A multifaceted and multichannel cold calling approach heightens your chances of reaching prospects and reinforces your message and augments your Sales Strategy.

Conclusion

Cold calling doesn’t have to be a dreaded endeavour in your sales journey. With the right mindset and strategies, you can overcome resistance and transform cold calling into a potent tool for generating leads and sealing deals. You will find many tips and strategies for effective cold calling in this and other blogs on The Sales Strategist website. 

In a nutshell, thorough preparation, an impeccable elevator pitch, and continual refinement through practice and learning are your keys to mastering the art of cold calling and achieving sales success.

The post Dominating Cold Calling: 9 Tips to Crush Resistance for Sales Success appeared first on The Sales Strategist.

I admit I do not know much about him; I have heard his name but unlike Michael Jordan, Magic Johnson or the Shaq I would not know him by sight.

Probably a generational thing!

Yet he has just become the highest points scorer in all of NBA history, 38 390 as I write this blog and still going strong.

What an amazing feat of talent and endurance.

But if we were to get some sales tips from LeBron what would they be?

Consistency

Since he was drafted in 2003 Lebron has demonstrated a high degree of consistency voted Rookie of the year in 2004 with his career record littered with NBA championships, Championship MVP and league MVP awards, the list is impressive.

And what is more impressive is these awards and victories are not concentrated in a small block. They are spread out over what is now a twenty-year playing career.

And if you look at all champions that are at the top of their games, consistency is crucial.

Sales tips from Lebron would include

Consistently turning up, making the calls, following the process, pitching, and closing even on days when you didn’t really feel like it or want too.

Consistency in sales is a superpower, tasks become habitual, and you do them anyway.

Failure is part of the journey.

Sure Lebron is the highest points scorer in NBA history, look at his stats.

• 27.2 points per game
• 7.5 rebounds per game
• 7.3 assists per game
• 1.5 steals per game
• 0.8 blocks per game
• 3.5 turnovers per game
• 38.1 minutes per game
• 50.5 percent shooting
• 34.4 percent 3-point shooting
• 73.5 percent free throw shooting

Lets drill down on 3 statistics that show Lebron failed over and over.

50.5 percent shooting percentage – he missed 49.5% of the time.

And from 3 point range he missed 65.6% of the time.

Even from the free throw line he missed 26,5% of the time.

By any measure Lebron failed, a lot.

Salespeople also fail a lot.

The difference between elite athletes and salespeople, is the salespeople tend to take it personally, as being rejected, they get down on themselves.

Sales tips from LeBron would include accepting that failure is part of the journey, you know you will fail more often than you win.

But in each failure, there is a lesson.

A way to improve.

And this is why a majority of salespeople do not reach their full potential – they fail to learn a lesson and seek ways to improve.

Learning from failure

Lebron and his team would have embraced failure and learned from it.

They would watch back every game, they would debrief their offensive and defensive plays

They would be critical of their own performances.

They would practice, get coached, and practice some more.

If your sales team is not following a similar process, they will not learn from failure

Sales tips from LeBron would include

• Know the stats – Lebron does, and you should too. Your sales team and each member in it need to know their numbers, their conversion rates at step of the process.
• The stats should be in full public view weekly, Lebron’s is. Although unlike a sales team his stats are in the press and being analysed by commentators.
• Every pitch should be debriefed, Every game of Lebron’s is – how can anyone improve if their performance is not reviewed.
• If possible, every zoom sales call recorded. You guessed it, Lebron’s games are, not only for entertainment but for coaching and quality control reasons!
• Calls should be viewed by sales leaders and coaches. Lebron and his team are surrounded by coaches who cast an eye over everything they do.
• Every week feedback on how to improve their process should be given. Lebron and his team are coached constantly. Techniques are improved and at that level, a 1% gain can be worth millions and an NBA championship ring.

Sales tips from LeBron can be implemented in your business today – what is stopping you?

If you are unsure how to implement these lessons with your team, jump on a call with Martin.

BOOK A STRATEGY CALL WITH MARTIN

You may also like to read this recent blog The process of selling and what we can learn from elite athletes.

https://thesalesstrategist.com.au/the-process-of-selling/

The post Sales tips from LeBron appeared first on The Sales Strategist.

Novak Djokovic is a polarising tennis player.

Not as loved as Roger Federer nor as Flamboyant as Rafael Nadal.

But there is a high probability that in 2023 he will overtake Raffa as the most successful men’s player in history.

And he has achieved this all in an era where Feder and Nadal were dominating.

It has been no easy road.

Throw in the fiasco that was his expulsion from Australia over his Covid stance in 2022 and lack of match fitness from his withdrawal at other tournaments for the same reason, it appeared his hopes were over.

What can we learn from Novak?

NOVAKS PROCESS

Novak had three key elements he relied on to make his way back, three things that are also the foundation of a top salesperson.

His mind

His heart

His process

Armed with just these three things he thumbed his nose at the worlds tennis authorities and won his 10^th Australian open and 22^nd Grand Slam title in January.

What can we learn from Novak?

Selling can be an unforgiving profession, there is an adage “you are only as good as your last sale” and in Novak’s case “you are only as good as your last Grand Slam”.

What can we learn from Novak ? – Mindset

Mindset is the most important aspect of selling, without a strong mind, a determination to succeed, and ability to not see defeat as fatal, but an opportunity to learn and improve is essential.

When selling the client will throw everything at you, that’s what makes it worthwhile, that’s what makes it fun.

Few can imagine what Novak’s would have felt when he was deported from Australia in 2023 but his mind was strong, he knew he would be back.

What can we learn from Novak ? – Heart

The ability to get back up in sales after you have lost a big deal, you go though a slump, your targets are hard to reach takes heart.

Heart is the ability to keep going, to stay authentic and to speak your truth no matter what.

In selling authenticity is a superpower as you are one of a kind. Pretend to be someone else, act differently to get your numbers up – that never ends well. Clients can sense something is NQR and they resist.

Agree with his stance or not, you cannot help but admire Novak’s unwavering belief.

What can we learn from Novak ? – Process

A process

A logical series of next steps constantly repeated until it is second nature is the game plan of any high performing salesperson.

You rely on your process to get you to the top, and you rely on your process when things go wonky.

If you do not have a sales process, you are relying on luck.

And luck always runs out.

Novak knew his process was strong as he had won many grand slams before, it was just match fitness he had to get and the more times he practiced his process in match conditions the better he got.

Same in selling.

The more times you follow your process the more successful you will be come and importantly, if things don’t go to plan you can debrief and figure out why.

I guess anything is possible when you start believing and follow a process!

If you would like your team to learn from Novak, Chat Sales Cardio with Martin.

BOOK A STRATEGY CALL WITH MARTIN

You may also like to read this recent blog The process of selling and what we can learn from elite athletes.

https://thesalesstrategist.com.au/the-process-of-selling/

The post What can we learn from Novak? appeared first on The Sales Strategist.

• A  Hollywood movie, the Shawshank redemption
• A top selling novel – The DaVinci Code
• An awesome comedian – Jerry Seinfeld
• A musical extravaganza – Phantom of the opera

Between them they generate 10s of billions of dollars each year by following a formula, a formula that has remained successful since the dawn of time.

Ask someone what their favourite movie or novel is, and they will likely struggle to choose just one.

And for most the reason the movie or novel is so memorable is the story that is being told.

How the characters are brought to life, the unexpected twists in the storyline.

All leading to the final action sequences where everything is revealed.

While Hollywood producers, script writers, authors, composers are paid handsomely to get it right, there are a high proportion of creative ideas that never see the light of day or bomb spectacularly.

And the reason?

Usually a poor story, the characters were weak, I knew what the ending would be, it was boring.

The difference between a blockbuster and a bomb

The story and how it is told.

We business owners and salespeople could learn a lot from Hollywood if we listened but for the most part we don’t.

We are blissfully unaware that the secret to our sales success we are watching most nights on Netflix, at the movies or in reading in  a novel before we go to sleep

The process of pitching is easier than you may think.

Structure

The process of pitching your business your product your service is all about telling a story.

And every business has a great story, a masterpiece and how you craft and deliver that story is critical to the success of your sales process.

How well crafted and delivered is your story?

And what happens when we put your story, your pitch in a busy world, in a competitive post Covid marketplace, how does it stack up?

What makes you stand out?

Does your story have clients paying attention and wanting more like a good movie or is it straight to video, no one really cares?

SET UP / INTRIGUE /REVEAL

Every great story has these three ingredients, and everything starts with a setup, the foundations of the story, the structure.

Then intrigue is created to hold the attention of the reader, what will happen next, the hero is in harms way, you want to know more.

And then at the end, the big reveal.

Let me ask you all this, when you choose a new movie to watch do you Fast forward to the end and watch the last 15 minutes first?

When you purchase a new novel do you read the last chapter first

WHY?

Because if you know the reveal at the end, why would you pay attention to all the rest?

AND THIS is the biggest issue that I see with company pitches and presentations, they are all presenting the last chapter first, it is all reveal and once you have revealed everything the buyer is no longer paying attention.

The process of pitching – Creating your content.

The set up

A Hollywood movie or a bestselling novel story starts with a set up

When a story or a pitch starts, and you are talking about you, wrong way, go back, not interested.

So Start with a big change in your industry

Technology, consumer behaviour, regulations, supply chain, interest rates, labour shortages, fashion, colours, environmental,

What is the big change in your industry and how is it relevant to the buyer

The process of pitching starts here.

The Hero

In the novel I wrote one of my favourite parts was the character development. I just loved creating a character. But any great character does not just start there right.

Each character has its origins.

It usually starts out when they are a kid.

And all heroes generally find themselves in a situation, something out of the ordinary occurs, they have a situation that they have to confront.

Maybe it involves a quest and at some point, in the movie the hero is tested, things go wrong and the hero is force to confront his demons and overcome.

No rise is ever complete without a redemption story, a metamorphosis occurs, and the change is apparent.

The hero triumphs over adversity.

What’s your story?

If you are a business owner, CEO, salesperson you have all have overcome challenges in your life, sometimes seemingly insurmountable odds stacked against you.

Every one of you has overcome adversity

What’s your story. Where did you originate

I love working with clients on their origin story, go back, all the way back and make it compelling.

The big idea

What else do you need to create a good story a good pitch?

Well, you need a big idea, what’s yours?

All stories start with a big idea.

A great movie starts with a big idea and not many ideas are bigger than Star Wars

The novel I wrote started with a big idea.

A big idea is actually not about you, your company or your products, it is an actual high stakes idea.

The Big Idea is an actual high stakes idea, it provides insight, simplifies something complex and captures a changing world

What is your big idea.?

While there is a lot more to a pitch than a set up, a hero and a big idea if you can write a pitch that encapsulates these basic pillars your pitch will be a lot better than 80% being delivered today.

How can you improve ?

If you are a business owner, CEO, salesperson of manager, what you are doing now is already successful. You would not be  in business if you did not have a basic framework.

But just how tight is it.

How well scripted are the stories you are telling your clients about you, your origins, your big idea, what is changing?

And can everyone in your organisation deliver your sales pitch, your story, your big idea with the same degree of confidence and surety as you can?

If the answer is Meh, no, hell no or I cant even do that then it is an indication there is work to do.

And no matter how successful you may or may not already be at sales, just by investing a little time and effort in your process and your scripting , it will yield big results to your bottom line.

I work with clients every day helping them construct their pitch which allows us to create pillar pieces we can insert into their sales process that has clients engaged, intrigued, and wanting more.

If you would are unsure how to get started, would like some feedback on your current pitch or just want help, click on the link and lets chat.

https://TheSalesStrategist.as.me/cardioworkout

You may also like to read this recent blog The process of selling and what we can learn from elite athletes.

https://thesalesstrategist.com.au/the-process-of-selling/

The post The process of pitching and what we can learn from Hollywood appeared first on The Sales Strategist.

If you are an elite sportsperson, you have a defined passion and purpose, you have trailed and proven routines, a focussed mind, you have committed to continual training and coaching, have a high pain tolerance, and have demonstrated resilience.

If you are striving to be the best Gymnast, golfer, sprinter, tennis player or swimmer, name your sport, your technique, your process is one of the most important elements.

A slight deviation at that level has dire consequences.

Some may be more gifted, think Michael, Jordan, tiger woods, some may be more flamboyant, Usain bolt, some may be dour but get the job done, Novak Djokovic.

For me my sport was rowing

Rowing is a highly technical, you require strength and endurance, and I had the good fortune to be coached by some of the best in the world.

Rowing by its nature is about process and then you layer on top strength, cardiovascular fitness, mindset, diet.

Did I ever row the perfect stroke in the hundreds of thousands I rowed?

Probably although during the 6 minutes of a 2000m race there would likely only be a handful as the conditions, fatigue, and other factors contributed.

But what has this got to do with the process of selling?

Everything.

First you need a sales process.

Think of it as your golf swing, your tennis serves, your free throw, your floor routine, your rowing stroke.

We would have all either swung a golf club, hit a tennis ball, or tried a free thrown in basketball

And to start with we would have been pretty shit at it.

We had no process we just did what came naturally.

But the more we practiced and learned, the more we followed a process and got coached the better we became.

As you get better the basics become second nature, you do it without thinking, your highest level of ingrained learning kicks in enabling you to perform on bigger and bigger stages.

Closing the multi-million-dollar deals, competing at the Olympic Games.

Anyone competing at this level will tell you, if you deviate from your process your goose is cooked, your deal or game is over.

So what did I know about the process of selling?

I was fortunate in that I competed at World championships and commonwealth games at the same time I was starting to sell.

And back then no one showed me how to sell, I was thrown a set of car keys and had to figure it out myself.

So what did I know?

• I knew the power of a process, so I started developing one
• I knew the power of a winning mindset, so I used it
• I knew you learn more from loosing than winning so every rejection made me stronger
• I understood perseverance so I never gave up
• I had an abundance of confidence, so I believed.
• I knew I needed coaches, so I searched for and found then
• I knew I needed to learn so I read as much as I could (which wasn’t much back then)
• And I kept showing up, day after day
• I never gave up
• And eventually I started winning more deals than losing them
• I was never satisfied, I always wanted to improve so I sought out bigger and bigger challenges

Elite athletes from all sports follow a similar recipe for success.

And they all understand that their process always needs to be put under the microscope as when you are at the top of your game the one percenters are not little.

They are the difference between an Olympic gold medal and failing to even qualify.

Can your sales process compete at this level?

I was recently invited to facilitate for 90 days with one of the worlds most recognisable equipment brands, in Australia a sales team of over 60.

And as you would expect with a multi-billion-dollar multinational their process of selling was tight.

But as I dug deeper it was obvious that this high performing team needed some assistance.

What I was seeing from their sales process was incongruent with the brand they represented.

I started coaching them to make some small changes and to their credit the management and team embraced fully the techniques and changes I was asking them to make.

• Ninety days later discounting which was standard practice had reduced to a trickle
• They were getting better at selecting their clients
• The salespeople started getting time back
• Lead conversion rates started to rise.

As a specialist sales coach I was able to see things they could not.

Just like an elite athlete they needed an extra pair of eyes who is trained to pick up on the little things that make a big difference.

To improve their golf swing, their tennis serve, their sales process

What can we learn about sales from elite athletes?

Turns out quite a lot.

If you can see the benefit in having a professional coach look over your sales process, step 1 is to book a call.

https://TheSalesStrategist.as.me/cardioworkout

You may also like to read this recent blog on the steps you may choose to take once you have identified underperforming sales talent https://thesalesstrategist.com.au/underperforming-sales-talent/

The post The process of selling appeared first on The Sales Strategist.

As an elite sportsman in the late 1980s I was 10 feet tall and bullet proof until one day I felt a lump.

I was aware enough to go to the doctor, the diagnosis,

Testicular cancer.

Saw a specialist and within 24 hours of me noticing, well, feeling the symptom that presented, I was undergoing surgery.

That was followed up with five sessions of radiotherapy every week for three months before I finally got the “all clear”

A potentially life ending illness cured.

Now over thirty years later I am fitter than ever but maintaining my health and wellbeing takes work.

You cannot take it for granted.

What your personal health is to you, your sales health is to your business

And it is the same in business because like you, your business is a living entity, its health can be adversely affected by a myriad of issues.

As a professional sales coach, I see symptoms of ill health being ignored every day,

And I understand why.

Business is not for the faint hearted, it consumes your time, your energy, your focus, and many I interact with are just busy getting through each day.

And a large chunk of time is invariably treating the symptom, not the cause.

A tight cashflow, margin erosion, increased marketing spends, lead conversion rates falling.

All symptoms of a larger problem that if diagnosed can be worked on and cured.

Sales is the heartbeat of your business

Every business understands that sales are important.

And if you are in a business reading this then your sales process is working, it is generating income, so you are already successful at selling.

But just how healthy is the heart of your business?

Has it been showing and symptoms of fatigue or ill health?

The top 12 Symptoms that indicate your business could use a sales health check include:

1. A tight cashflow
2. Sales teams not hitting KPIs
3. Margin erosion
4. A softening of sales conversions rates
5. An increase in marketing expenditure
6. Continual buyer objections
7. A blocked sales pipeline
8. Customers Ghosting your outreach
9. Discounting
10. An unclear sales process of logical next steps
11. A sales pitch that is not replicated by everyone in a client facing role
12. A lack of daily / weekly / monthly meeting rhythm’s

Sales Cardio Tip –

When going through this list pause on each point and write down why you believe this is not an issue in your business.

Example

A tight cashflow

Response – our cashflow has remained healthy and positive for the past 6 months

Sales team not hitting KPIs

Response – Every sales team member has met or exceeded their KPIs for the last quarter

The temptation will be to mentally flick through this list but if you dedicate just 15 minutes to this task it could very well be the 15 minutes that, just like when I felt a lump all those years ago, will save your business from serious ill health or worse.

So, you have identified a symptom or two?

First thing to understand is its not fatal but now it has been drawn to your attention it is time for you to act and drill down to find the underlying cause, not symptom

The underlying cause of tight cashflow could for example be a rise in expenses or market conditions beyond your control.

However, I would strongly recommend jumping on a call with one of our team to guide you through the process in a complimentary 30-minute Sales Cardio session.

Just like with your own health, I would not rely on self-diagnostics or Dr Google.

Here is the link to book your free session.

https://TheSalesStrategist.as.me/cardioworkout

You may also like to read this recent blog on the steps you may choose to take once you have identified underperforming sales talent https://thesalesstrategist.com.au/underperforming-sales-talent/

The post The twelve symptoms appeared first on The Sales Strategist.

According to a 2021 study 64% of business admitted that their sales pipeline management was ineffective.

I personally thought it would be a lot higher as of all the businesses I help performance manage and coach there are only two I would identify as effective in this area.

And it confuses me as to why businesses do not take it more seriously!

Why is pipeline management so important?

If a sales process was a living organism the sales pipeline would be its beating heart.

An effective sales pipeline allows CEOs and CFOs to forecast monthly and quarterly earnings, manufacturing businesses can rely on its accuracy to procure raw materials, business owners can predict when to scale up or down, and it can even measure market trends.

The sales pipeline, this beating heart is constantly filled with prospects.

Consider for a moment that the prospects are the blood and one thing we all know is that the heart pumps the blood, it is constantly on the move.

If it is not there is a problem,

Any slowing down will result in a change to blood pressure and if there is a blockage, a clot, things can get serious quickly.

And this is the root of most businesses issues when it comes to their sales pipelines, they are clotted.

Clotted with stalled deals and prospects who are not going anywhere.

They are a slow-moving toxin that poisons the businesses sales pipeline to the point that it is, for the most part, useless.

Businesses ignore sales pipeline management at their peril.

How do you keep your pipeline moving?

• First hold your sales team accountable for their own sales pipeline and monitor it with them monthly
• Tracking the larger deals individually and setting an expectation, based on length of sale metrics how fast each prospect moves.
• Train your team to identify and remove bad leads quickly. It is all part of the client selection criteria.
• Every business will have prospects that are WOFTAMS (Waste of freaking time and money). Identify them early and move them on.
• If deals stall or go dark (ghosting is a real thing these days) invite your client to tell you NO, that they are not interested, it is amazing how often this re-engages customers.

I have an email template I use for exactly this purpose; send me an email and I will share it with you.

martin.eade@thesalesstrategist.com.au

The benefits of a CRM in sales pipeline management

With so many alternatives available to businesses at various investment levels there is no excuse for any business, even a start-up not to have a CRM.

I do not endorse one CRM over the other but a few I see in regular range from Salesforce and Hubspot to active campaign, Pipedrive and Odoo.

When I first started in sales computers were only just starting to be used and in the late 80s, they were the days of rolodex, tracking your leads manually by cards (I had this massive manual filing system supplemented with notes) and eventually started using a computer programme called Lotus 123.

The fact is today with the amount of leads being generated there is NO WAY any company can manually track leads without losing or forgetting them but more importantly, there is no transparency in the daily, weekly and monthly activities of your sales team.

A great CRM helps you manage your business and your team.

Take sales pipeline management seriously

I work with a large number of businesses in their sales pipeline strategy, from start ups to billion dollar multi-nationals. No one is immune from a clotted pipeline so the secret is taking action, sometimes drastic action to get things moving again.

If you would like to talk sales pipeline management just click the link below

Book a strategy call with Martin

A CRM will help measure your sales conversion rate – read the blog here https://thesalesstrategist.com.au/lead-conversion-rate/

The post Effective sales pipeline management appeared first on The Sales Strategist.

If you are competing at a chosen sport, about to deliver a speech, perform surgery, or attend a job interview one thing has a major impact on your performance.

Self-belief, a prize frame mindset, it is a sales superpower.

Does your team have it?

A successful sportsperson thinks they are going to win

An engaging speaker knows they are going to crush it.

A skilled surgeon believes the most difficult operation is achievable.

An outstanding applicant knows they are the best person for the job

Most of us would be exposed every day to at least one post, email, conversation, or program that mentions the power of mindset.

Yet in sales, the largest single profession on the planet, self-belief is lacking across the board from sales novice to thirty-year veteran.

This sales superpower is one thing every one of us has the ability to change and the one thing that will improve the performance of anyone who sells for a living.

And there are over a billion of us!

WHY IS THIS SKILLSET LACKING?

This is an interesting question that I have thought about as I have witnessed it in every business I performance manage and coach from single person solopreneurs to billion-dollar multinationals.

Firstly, we have the young who have just joined the workforce, and in my experience anyone under the age of around 25 falls into this category.

They have been told what to do all their lives, by parents, teachers, university lecturers, they have likely had a few poor buying experiences and have a less than positive outlook on sales.

Companies give their team some basic training and set them loose.

They are timid, shy, not confident, don’t want to appear arrogant and fear rejection.

Then we have those entering the sales profession from another role or at a more mature age and by and large they have the same issues as listed above but let’s throw in the fear of failure, the pressure and expectation of performance and some basic training if any.

They are uncertain, lack authority and expertise

And then we have the experienced salespeople, and they can range in experience from 5 years to many decades.

They have been in the hustle and bustle of sales for many years, and it is relentless.

Sales is not for the fainthearted, KPIS, budgets, cold calls, reporting, the constant monthly pressure of bring in the revenue for the business they work for.

And over time the prizing mindset, their sales superpower has been eroded without them knowing.

SELLING IS A CONTACT SPORT!

The thing about sportspeople is every time they enter the arena to compete, they have worked on their mindset, they have visualized victory, they have imagined success and have prepared through constant training so every time they turn up, they are at their peak.

Sales is a contact sport.

Constant training both in technique and the mind is essential.

It is a rare breed that have a successful career in sales as you always lose more than you win

You are always having to make cold calls, to handle rejection, to navigate through sales slumps.

That is why constantly providing your sales team, novice or professional with an awareness and training on the mindset of prizing is so important.

JUST IMAGINE

In every new facilitation I conduct I give myself a superpower and transport my attendees into the body of a super successful entrepreneur.

I ask everyone to imagine how the way they sell, the way they enter a conversation would change if they were Elon Musk?

(If you are not an Elon fan, think Richard Branson, Bill Gates, Opera Winfrey, Gina Reinhardt)

The answer is A LOT

And then I ask ‘So why are you not being Elon right now? You have the ability; it is just a choice”

And for the next 90 minutes we embark on a journey into the prize frame mindset.

If you want to change the sales game in your business work with your team on self-belief, on the prize frame mindset

https://thesalesstrategist.com.au/what-is-the-prize-frame/

Want to talk about a mindset facilitation for your team?

Book a strategy call with Martin

The post Sales superpower appeared first on The Sales Strategist.