It's the WHY people come to you.

It's the pain point.

It's specific.

It's the journey and the outcome 

For example, if you're a beauty salon, you don't solve bad skin, you help them to overcome roacea and feel confident for their best friends wedding. 

If you're a change manager, you don't solve the problem of managing change and it's processes, you increase retention rates and make the current team feel part of the change process, which sees more success in the actual project in a shorter timeline. 

If you're a cyber security service provider, you don't make them more secure, you provide peace of mind to the board that the right solutions and back ups are in place, whilst reducing their largest risk factor, their users! 

These are all REAL life examples of clients coming with their 'perceived problems' and turning them into actual problems they solve. 

And do you want to know where we got the 'real' information from?

Their clients. 

Actual feedback, language and reviews - we turned that into specific messaging to attract more clients. 

And you can too. 

The mistake is generalisation to speak to 'many'.

The win is about making it specific, speaking as though to one person. 

Are outbound emails dead?

We don't believe so.

BUT know this, an email without a call is #1 lazy and #2 not effective. 

Email gets your name seen, build familiarity but a call gets commitment and requires a response (even if it's a no).

We recommend outbound emails to warm up a conversation and to capture their attention whilst answering 'why this', 'why me' and 'why now'. 

In this episode we share why emails still have a place in the sales process.

What to include in your emails and the BIG mistakes to avoid. 

We talk subject lines, gathering contact details and why others may say that email is dead. 

Loved this episode?

Leave a review & drop me a connection on LinkedIn

Sales Managers and Business Leaders are always keen to increase sales targets and very rarely inclined to decrease a target.

But when does a target become demotivating?

In this week's episode I share the considerations for increasing a target to make it about 'them' (your salesperson) to maintain their motivation and drive. 

I also share why and when to decrease a target to support a struggling salesperson get back on track. 

Great Salespeople are created with great leadership and development. 

Let me know what resonated with you most from this episode via LinkedIn

And as always, Happy Selling. 

Tracking your pipeline is IMPORTANT.

And whether you're ready to pay for system or just need something to get started this episode shares my favourite pipeline management tool 'Pipedrive' PLUS an alternative of how to do it for FREE on 'Trello' 

This episode is hands on... meaning you can implement as you listen. 

Both systems are simple and will give you a methodology and process to track. 

Learn how to set up the process, what to track and my tips for building a successful pipeline. 

Get a FREE 14 day trial of Pipedrive HERE

If we're not yet connected on LinkedIn send me a request & let me know what you thought about this episode.

Do you have a process for your discovery or qualification meetings?

This is your chance at an excellent first impression.

It's also where you gather the information you need to understand the prospect, showcase your capabilities and gain commitment for next steps, maybe even to create a proposal. 

This stage is the biggest opportunity for improvement and therefore this episode takes you through the 6 Step Discovery Process. 

I share the most important step in this process plus examples of how you can implement.

I would love to know if you got value from this episode? 

Connect with me via LinkedIn HERE

Are you maximising your LinkedIn profile real estate? 

The little headline space under your profile photo is often underutilised or misunderstood.

In this episode I share the importance of your headline, when and how to update it, along with suggestions for making the updates. 

Don't leave your potential clients in the dark and focus on what you offer, the outcomes you support and challenges you overcome. 

For more LinkedIn tools and tips be sure to connect with me HERE (I reply to all LinkedIn DM's personally so ask me about your profile if you want to know more). 

Sales and Marketing data is readily available but how to we navigate this data, what should we track and measure Vs what we shouldn't? 

We invited Jordan Lomax from The Social Lab back to the podcast to discuss what businesses should be tracking, how and what to do with it! 

If you want to know:

Then this episode is for you.

Enjoyed this episode? 

Let us know by tagging @harrietsalescoach on instagram or via LinkedIn https://www.linkedin.com/in/harriet-mellor/

Let us know by tagging @harrietsalescoach on instagram or via LinkedIn ⁠HERE⁠

Find and connect with Jordan Lomax on LinkedIn ⁠HERE⁠

Wondering if you should be leveraging the sales periods that break the internet?

From Black Friday, Cyber Monday, Christmas Sales and Afterpay Day there is no shortage of reasons to discount, but should you?

In this episode we have Jordan Lomax from The Social Lab sharing her expert opinions on who should be leveraging the Sales Periods, how and when to discount as well as some of the challenges around repeat sales following discount periods.

From this episode you will be clear on:

Find out why a 10% discount is no longer enough! 

Loved this episode? 

Let us know by tagging @harrietsalescoach on instagram or via LinkedIn HERE

Find and connect with Jordan Lomax on LinkedIn HERE

In today's episode, we're diving into the world of data and how it can support your sales effort and in turn business growth.  

I'm a firm believer in the power of data. By analysing numbers, Grant Cardone references this as ‘Do the Maths’ you can make informed decisions that can transform your business.  

 
However, I've noticed that many businesses fail to use their data effectively. In fact, a recent survey found that only 53% of businesses use data to make strategic decisions. 

So, in this episode, I want to share my insights on how you can utilise your data to improve your sales effort! 

First, it's important to identify your key metrics. These are the numbers that are most important to your business. By focusing on these metrics and analyzing the data related to them, you can make informed decisions that have a real impact on your business. 

Next, investing in analytics tools can be a game-changer. These tools can help you collect and analyze data more efficiently, saving you time and helping you make better decisions. 

Finally, it's essential to create a data-driven culture within your business. Encouraging your employees to use data in their decision-making processes and providing training and resources to help them do so can help your business make the most of its data. 

By the end of this episode, you'll have a better understanding of how data can help your business grow and how to start using it effectively. 

In this episode, we delve into the significance of framing your sales discovery meetings and calls. 

Tune in to understand the importance of framing your calls and gain insights on how to effectively implement it for better sales outcomes. 

I would love to know if this episode supported you in any way, connect with me via LinkedIn HERE and let me know.  

Happy Selling!