- The Sales Jam
- Posts
- Get Your Mind Right Before You Hop On That Call
Get Your Mind Right Before You Hop On That Call
Ever heard of that one salesman who ended up becoming a renowned inventor? In 1975, Howard Rohrlick was selling audiovisual equipment to industrial and institutional users. He eventually noticed a lot of customers had the same complaint about the product (which led to him inventing an improved version — the Auto Fade Slide Projector). Rohrlick was a firm believer that ‘solving problems’, not ‘selling products’ was key to success in sales. Years later, he was inducted into the Inventors Hall of Fame.
In Today’s Jam
Sales Tip of the Day: Bring The Humanity
The Sales Lab: Pre-Call Strategies For Sales Reps
Weekly Poll
Sales Q&A: What Are Your Tips for Cold Calling (B2B)
Winning Arguments Won’t Win You the Sale
Sales Scene: Good Sales Process > ‘Cold Brew Nitro’
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The Sales Lab🔬: Pre-Call Strategies For Sales Reps
Cold calling is one of the most intimidating parts of sales (notably for newer sales reps). We’ve discussed in the past, that finding success in sales is similar to how you find success anywhere else – with preparation.
Today, we’re looking at some unique measures you can take to set yourself up for success at the start of the day. That way you don’t have to dread picking the phone up when it’s time to put in that work.
Check out these pre-call strategies that are PERFECT for sellers just like you 🤓
What Are You Trying to Achieve?
This one may sound a bit obvious. Naturally, you want to sell, to close. But hold your horses. If selling done right is all about helping people, that means a good deal of your time will be spent building relationships too.
That means some of your goals may look more like this:
Get contact for X executive at Y company
Follow up with X person about Y thing that you suggested they check out to help them understand your product.
The end goal for the day may not be literally closing. But simply taking small, significant steps that bring you closer to the sale.
You’re Already Winning
If you’re taking the right approach to engaging prospects, there’s virtually no way you can lose. We talked about building relationships instead of chasing sales. In fact, we’ve talked about this a bit. But if you’ve put yourself in a winner’s mindset then that energy becomes contagious; people will LOVE talking to you.
Besides, winning doesn’t always translate to closing (even if that is the end game).
In the context of our previous point, a win can look like:
After making contact with X executive, you finally book a meeting at Y time
After following up with X person, they’ve fallen in love with your product and are craving an in-person demo.
Get Some Inspiration
Every call doesn’t have to be to a new prospect you’re trying to convince to meet with you or to check out a demo. What about the people you’ve already sold to?
What are they up to?
Remind yourself what it feels like to win by picking up the phone, and checking in on existing customers.
It’s a good way to set the tone for the rest of your day.
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Game Changers of the week🔥
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WARNING: Sales Statistics Are ‘InBound’
94% of marketers say personalization boosts sales (Hubspot)
Translation: Avoid making prospects feel like an item you’re trying to check off of a list. Get to know them and their company and show that in your outreach.
CEOs who prioritize marketing in their growth strategy are twice as likely to report more than 5% annual growth compared to their peers (McKinsey)
Translation: Do everything you can to ensure your sales efforts are fully aligned with what’s happening in marketing. A strong seller can sell on their own, but it’s better for everyone when every facet of a company is working towards the sale.
72% of company revenue comes from existing customers, with 28% coming from existing customers (Hubspot)
Translation: Never stop prospecting. But never take existing customers for granted either. Add value for existing customers whenever possible.
28% of sales reps say the sales process taking too long is the reason prospects back out of a deal (Hubspot)
Translation: Find out early on whether any processes in place will stand between you and the sale. Voice these concerns with the appropriate persons. Take actionable steps toward making your job easier.
More Sales Templates Than You Can Shake a Stick At
Zendesk is pulling out all the stops; get a load of these sales email templates for engaging prospects like a true sales professional (instead of making potential customers cringe to death with cheesy humor); also, writing tips!
Winning Arguments Won’t Win You the Sale
Guiding a prospect doesn’t entail proving that you’re right or wrong on a matter; it’s about making them trust you enough to go through with the sale and here’s why.
Sales Scene of the Week🎬
What’s your secret?
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