5 Reasons Top Sellers Outperform You

In Today’s Sales Jam

• Cold emailing vs. cold calling 

• AI is taking over the world, starting with your job. 

• 10 Strategies To Use When Your Prospect Goes Silent

• Which industries in sales are recession proof? 

• 5 reasons top sellers outperform you

• Sales Scene of the Week: an explosive pitch

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The Sales Lab🔬

It’s the age-old question: how many cold calls should I make per day? How many cold emails should I send per day? Both methods take some getting used to and have the ability to smash quotas if done correctly. But are you asking the right questions? Which of these methods are actually perfect for what you’re trying to accomplish?

Why cold emails are a great idea

Creativity: Cold emails give you a lot of room to get creative. Think of your CTA for instance. By running A/B tests, you can eventually refine your emails and turn them into high-converting tools for client acquisition. 

On the downside, cold emailing requires tons of follow-up and comes with a lot of radio silence. It can be discouraging before you get into a rhythm.

Are cold calls perfect for your sales approach?

Tailor-made for closing: Cold calling works best in the later stages of your sales funnel. It’s easier getting a prospect to authorize an agreement when you have them on the line as opposed to via email. 

When to use cold emailing

• You suck at cold calling –kidding–You want to generate sales opportunities at scale. 

• You want to measure and improve your sales outreach performance. 

• You want to book more meetings with prospects without sounding too intrusive.

When to use cold calling

• You want to bring more net new leads into your sales funnel. 

• You want to identify and qualify leads more quickly.

• You want sales reps to consistently iterate and improve their pitch.

You can sit there, racking your brain between what method is worth pursuing, or you can go ahead and check out the full breakdown here.

Seriously, how many cold emails do I send per day?

A safe range is about 10-20 emails per day. Based on research we know sales reps can send up to 100 cold emails per day. But is that ideal? It comes down to your specific strategy. Check out this article by Klenty.com and get informed on how best to tweak your cold email cadence.

How many cold calls do I make per day?

Ideally, if you want to make or smash that quota you’re looking at 60 calls per day. This includes callbacks from clients. This article by Sales Buzz breaks down why 20-30 calls won’t cut it.

Sales Confessions🧑‍💻

The Next Big Thing🤯

Research shows that cold callers are the top profession most likely to be replaced by AI. In other words, robots will be taking over the world starting with your job. 

Kidding. 

Sort of.

Here are some big takeaways from this research carried out by the UK’s Department for Education:

• Telephone salespersons are most likely to be replaced by chatbots in the near future. 

• Jobs that require a higher, more formal education are more exposed to being replaced by AI.

• Jobs that require manual labor and or pay lower wages are AI-proof. 

Check out the article here.

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Sales Freebie Vault 🆓

What if your prospect goes silent?

If you’ve seen Mary Harron’s American Psycho, starring Christian Bale, then you’re probably familiar with Patrick Bateman’s iconic line: “I have to return some videotapes''. He uses it when giving alibis to law enforcement; when trying to escape nagging co-workers and even to get away from his girlfriend who he clearly despises. Have prospects been pulling a Patrick Bateman in the middle of your pitch? Here are 10 strategies to use when your prospect goes silent.

The right words at the right time

You’re fresh off watching your daily dose of YouTube videos about selling and are about to call up some prospects and pull off the toughest close in record time. Except, the prospect answers the phone and instead of reeling off impactful words like Eminem you end up choking like Rabbit from 8 Mile and the sale has been flushed down the proverbial toilet. 

Do better next time with these 10 sales call templates that are tailored to outreach. Oh and here go 25 cold-calling scripts and tips for good measure. 

Sales Q & A🗣️

Is making $300k in tech sales realistic? Opinions on this one are about as consistent as your toxic ex. While we’re at it, let’s dive into sales industries that are practically recession-proof. Of course, this is according to real professionals in the field!

How realistic is $300k in tech sales?

Read more here.

What are some industries in sales that are recession-proof?

Game Changers of the week🔥

What to say in email, text and voicemail when leads “ghost you”

Stop being at a loss for words when prospects try to leave you in the dust. Jeremy Miner is giving you the blueprint for free with a breakdown of how to address prospects on several platforms, across B2B and B2C. Seriously, this video is packed with gems. Check it out here.

5 reasons top sellers outperform you

Top sellers compared to others:

• Have a 53% higher win rate. 

• Are 2.4x more likely to meet their sales goals.

• Are 1.7x more likely to achieve premium pricing.

Wondering why? So was the RAIN GROUP Center for Sales Research which is why they went ahead and studied more than 1000 sellers and sales managers. Their findings determine there are five main areas to understand if you’re going to keep pace with top performers:

• The ultimate goal of all sellers (hint: it’s not winning)

• How the best sellers stand out across the sales cycle

• 11 factors that influence whether an opportunity lives or dies

• 3 keys to increase the likelihood of seller top performance

• A roadmap to developing effective sales training initiatives

Well? Don’t just sit there. Learn their secrets now.

Sales Scene of the Week

Guess you could say his pitch was explosive. We’ll see ourselves out…