Stuff About Sales

Turning your webcam on during a sales meeting creates a better experience for your buyer and leads to more sales.  Don't take our word for it though because according to Gong, deals are 127% more likely to close when a webcam is used during any point in the sales process (link below).  Get an edge over your competition as we give you some cover WHY a webcam creates a great experience and some tips to maximize your buyer's experience with you once you turn the webcam on.

Links reference during show:

 https://www.gong.io/blog/how-video-really-impacts-remote-sales-in-2020-according-to-data/

https://www.forbes.com/sites/insights-zoom/2017/10/30/5-reasons-why-your-company-needs-to-embrace-video-conferencing-now/?sh=df3ec8347c4f

Email us at [email protected]

Recap emails can be an effective way to highlight important topics from a recent call to keep them top of mind for your buyer, however when done incorrectly they can be confusing and irrelevant.

On this episode we cover best practices when you're putting together that recap email for the great call you just had.  This includes, how to open the email, how to structure the content and then finally how to end the email for maximum impact and no wasted space.

Before your next sales call give this one a listen to arm yourself with a plan to make sure your call recap email provides maximum impact.

Email us at [email protected]

Positioning a proof of concept or trial account can be a great way to let a customer test your solution in a hands-on way.  It can be particularly useful if they need to test a specific feature or integration that is integral to their business.

However, AEs make some big mistakes when offering a trial account that can sink deal velocity and sometimes even the sale.

In this episode we identify those mistakes and give you some tips on how to position a successful trial to impress your buyer and win the deal.

Email us at [email protected]

The bad news is that feature dumping during discovery is widespread and one of the biggest ways to bore your buyer and lose momentum in the sales process.  The good news is it's one of the easiest things to fix.  We tackle how to identify if you are feature dumping & some things to keep top of mind to help you shift your mindset into curious discovery and away from solutioning and feature dumping too soon.

We reference an article referencing Gong during the episode.  Here is a link to that article - https://valueinspiration.com/to-boost-sales-performance-stop-feature-dumping/

Email us at [email protected]

Listener requested topic!  As much as we are told by sales expert that getting access to the decision maker and gaining influence is one of the most important things that sellers needs to do, the practical reality is that it's not always possible.  In fact, you may be in a sales job where a high percentage of your opportunities don't allow for this.  So what do you do?  We break down some tips to gain influence, work through your point of contact to set you up in the best position to win deals without direct access to a DM.

Email us at [email protected]

In this episode, Hannah and James discuss how to address your competition when it comes up during a sale.  Do you go right in and lay out all the dirt or is there a more effective way to position yourself against your competitors without needing to do that? 

We discuss why going negative is bad, ways to address an incumbent and other competitors without being so direct. Finally if there is no way to get around it, how to address your competition in a positive way that will set you apart.

Email us at [email protected]

Salespeople...are you just "checking in"?  In this episode, Hannah and James identify this habit, discuss why you must break this behavior ASAP and some actionable coaching tips and pointers to make your sales follow ups more meaningful!

Email us at [email protected]

According to SalesHacker - "A gatekeeper in sales is someone who intercepts marketing and sales experts before they speak with a company owner or leader. They commonly feature in major firms and corporations, where they listen to a salesperson’s material and determine whether it will benefit the company."

We discuss how to identify a gatekeeper and some some tips on how to get through a gatekeeper to move your sale forward.

Link to Sales Hacker article - https://www.saleshacker.com/getting-past-gatekeeper/

Email us at [email protected]

In an effort to be agreeable, as salespeople, we do not ask for anything in return..  On this podcast, Hannah and James discuss some ways to keep this top of mind and cover some things that you can ask for in return that aren't monetary to help you win deals.

Email us at [email protected]

Win More Sales Teaser

Email us at [email protected]