Nicolas Vandenberghe is the CEO of Chili Piper, an Inbound Revenue Acceleration platform and the CEO KosmoTime, a Time Management app.

In this episode of The Salesman Podcast, Nicolas shares the steps we need to take to accelerate our sales and we also get into all the experiments that he’s running over at Chili Piper.

Resources:

ChiliPiper.com

KosmoTime.com

Nicolas on LinkedIn

Book: Way of the Wolf: Straight Line Selling: Master the Art of Persuasion, Influence, and Success

Book: The Enigma of Reason

Book: Never Split the Difference: Negotiating as if Your Life Depended on It

Transcript:

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Nicolas Vandenberghe:

You read that something is a really good idea, so say a thought in your email. I ask you, put the title thought in an email. So it starts working, but then people get used to it and they recognise it as spam. We pattern recognise. And then that thing that used to work is now recognisable as spam and you delete it. All these techniques have a short lifespan.

 

Nicolas Vandenberghe:

You know, in the end of a sales call you say, put it in your own words. In your own words, what is it that you see in my product that can help you? But it’s phrasing in their own words. They convince themselves, or at least they make it clear why they should do it and they feel more committed.

 

Will Barron:

Hello, sales nation. My name is Will Barron, and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. In today’s episode, we have the legend that is Nicolas Vandenberghe. He’s the CEO over at ChiliPiper.com.

 

Will Barron:

On today’s episode, we’re getting into how you can reduce the time from when a buyer puts up their hand and says, “Hey, I need help. I have a problem,” to when you, I, the salesperson, gets on the phone or a meeting with them and then solves these issues and gets deals done. Everything we talk about in this episode is available in the show notes over at salesman.org. With that, let’s jump right into it.

 

Will Barron:

We’re going to dive into a topic today which I think is going to become increasingly important as buyers are working from home, sellers are working from home, and this is the speed from interaction to a salesperson engaging with a potential customer.

 

Is There Data That Proves Quicker Reaction Times Actually Lead to More Deals Being Closed? · [01:40] 

 

Will Barron:

But before we get into the hows and the whys of all of this, is there any data that shows that we should be focusing on the speed from a customer putting up their hand to a buyer engaging with them? Is there data that shows that quicker reaction times actually leads to more sales being closed?