What’s the fastest way to get in front of B2B buyers?

This, in three words, is the new strategic selling.

Find Twenty PWM.

That’s… players with money.

Find twenty bonafide buyers spending money with competitors, with recent funding, or with five to fifty roles to fill.

All three criteria are your golden goose, but just one will do.

PWM will give you 10 minutes because they have a BEAST to feed. That beast is their profit and shareholders.

PWM have no time for incremental growth.

When you sell to them you’ll seldom hear…

We don’t have budget, or we’ll consider it next year.

Because PWM are laser focused on exponential growth.

So go right after your twenty PWM with tact and haste.

How to find twenty PWM?

1.) For competitors visit Owler.

2.) For funding go to Crunchbase.

3.) For hiring check career sites.

Still can’t find twenty PWM?

1.) Ask your manager.

2.) Barter with reps.

3.) Switch employers. (last resort)

In three days from now, this advice will be so common as to be boring.

Today, it’s almost certainly the opposite of what 80% of sales reps are doing.

You know…

Alphabetical order prospecting, incremental selling, and 57% not hitting quota.

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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How can I get my prospect’s attention?

Ready for some insight on how to leave a compelling voice message, email or phone script?

If you give your prospect what they want, they’ll listen to you.

This is tough. Here’s why:

Because every prospect is different.

Rest assured they’ll ALL ask themselves these 3 questions when they listen to your voice message, read your email, or engage you on the phone…

Here they are:

1. “Who cares?”

2. “So what?”

3. “What’s in it for me?”

Address these questions and you’ll earn the right to speak to them again, again, and again.

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P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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How do I add value to prospects instead of being a pest?

There’s a lot of talk among sales reps about adding value, but what specifically is value, and how do I follow up with prospects with value instead of being a pest?

Like this…

Before I ask my prospect for any kind of commitment like a call, meeting, or demo … I identify, create, and share commercial insight with them. AKA – Value.

I’m talking about commercial insight with a single purpose: To solve my prospect’s problem.

This means…

Sharing short, easy to digest, actionable ideas. Stuff they (a) don’t know how to do, (b) don’t have the time to learn how to do, or (c) don’t have the resources to do.

Here’s an example of how a realtor can create value:

Let’s say I want to sell my house but I don’t want to pay a $20,000 commission to a realtor…

I run a search on Google for “how to sell my home without a realtor” and discover one local realtor offers a free online course on how to do it in 50 short, simple explainer videos.

Sounds counterintuitive, doesn’t it? What kind of crazy realtor would do this?

A smart one! You’ll see…

Anyway…

This realtor’s free online course sounds great because it’ll save me $20,000 in commission…

And the fact he’s laid out for me step by step for free how I can sell my home and avoid the hefty commission creates tremendous value in my eyes (the prospect).

But once I realize how many steps are involved in selling my home (50 steps)…. I end up asking the realtor to do it for me, since I don’t have the bandwidth and he’s already given me so much value already so I know, like and trust him.

By giving away the farm, the realtor gets the listing (my home).

So, how can YOU create value in your business niche?

If you’re selling software, what commercial insight can you share with your prospect that helps solve their problem? (even if they aren’t interested in a demo yet)

If you’re selling advertising, what can you share? (even if they aren’t ready for a discovery call yet)

If you’re selling financial services what can you share? (even if they think it’s too soon for an initial consultation)

The best way to build goodwill with prospects is with easy-to-digest educational content that takes them one step closer to solving their problem.

What commercial insight could YOU share to create value with YOUR prospects?

Things like…

Downloadable worksheets (share a post on LinkedIn)

Presentation videos (send an email with a screenshot and clickable link)

Webinar presentations (invite them by phone)

White papers (offer to send in a voicemail message)

Case studies (offer to share on a phone call)

When YOU engage prospects give away 90% of your offering for free in the form of valuable content.

Do it once per week. Don’t skip a beat.

In time, your prospect will be open to speaking with me, and you’ll get some orders.

Don’t have commercial insight to share?

Talk to marketing.

View original question on quora

P.S. Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.

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How can I add value with prospects?

In sales, interruption isn’t valued, but usefulness is.

Here’s what I mean….

Calling your prospect and leaving a voicemail asking them to “call you back” isn’t useful.

But…

Calling to tell them the apply button to the job ad they’re desperate to fill is broken… sure is.

(Can’t tell you how many times I’ve seen this)

At the very least….

Small gestures like this will get you a simple thank you.

Collect three THANK YOUs and they’ll grant you 10 minutes (out of reciprocity alone).

Be useful. Not useless.

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P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

 

Do I make more money selling front end or back end products?

It’s 15X harder to make your first sale to someone than it is to make your second sale to them.

This means…

The big revenue is in the back end… Not the front end.

Think Netflix, Apple, Dollar Shave Club.

Without a back end offer it’s easy to get anxious about future sales.

Knowing this…

When I get a new client… I believe the real work has just begun.

If I can place one new sales rep in their company.. I can place 10 over 2 years. (which is where the real money is made)

This is why I do these three things every month.

1.) Pull out my list of customers.

2.) Call them up and do a 5 minute check in.

3.) Incubate back end sales opportunities.

Don’t have a back end product?

No problem…

Your customers are your single best source of new product ideas.

Talk to them!

Sell the back end not the front end

View original question on quora

Share this post on LinkedIn

P.S: Whenever you’re ready, here are 3 ways I can help boost your sales very quickly…

1. Be a guest on the “Stoic Sales Minds” Podcast

This is where we get on a 30 minute ‘recorded’ call to talk about you, your company, and your value proposition. It’s a great way to position yourself as the expert in your industry. To be a guest on the show connect with me on LinkedIn.

2. Join the Stoic Selling Masterclass

My favourite thing to do is empower sales reps to get new clients for life. This is done by helping them apply the 7 stoic selling mindsets to their businesses. Enterprise businesses, Mid-Market businesses, SMBs –  Click Here.

3. Hire a Stoic Sales Rep for your business

If your business is scaling and you’re ready to hire a sales rep, but WON’T settle for a dabbler, an unrealistic optimist, or an empty suit… then let’s connect. 

What are the two mostly costly words in professional selling?

Two of the most costly words in professional selling are “I forgot”.

I forgot to listen.

I forgot to qualify.

I forgot to add value.

I forgot to follow up.

I forgot to close.

I forgot to care.

Quota missed.

P.S: Whenever you’re ready, here’s how I can help you hire stoic sales reps so your business scales.

How can I write persuasively to prospects?

As a salesperson my words matter.

In fact, they’re ALL that matter.

When I type scripts, emails, texts, presentations and proposals… the words I choose define my success.

When I’m speaking to a prospect, I speak like a friend…

I use plain, simple language, short words, and brief sentences.

Words like “really” and “very” are not useful to my prospects. They clog up my message.

Words like “best” and “largest” and “number one” are not useful to my prospects. They don’t believe them.

After your write your message and you see a “weak” adjective, KILL IT.

View original question on quora.

P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business succeeds.

What’s the perfect length for a sales voice message?

Guess what sales reps?

Human attention spans have plummeted from 12 to 6 seconds.

FOX TV is experimenting with 6 second ads.

Nobody has patience for 60, 30, or even 15 second commercials anymore.

Ditto for your sales prospects.

They hate pesky voice mails.

So, how do you tell them your story in 6 seconds?

Start paying attention to those annoying 6 second YouTube ads you can’t wait to skip.

Script them.

Say them out loud.

Now…

Rewrite your curiosity driven, value packed voice message in 6 seconds.

Have a hook.

Have a benefit.

Have a call to action.

View original question on quora.

PLUS: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business succeeds.

How can I get better at listening to prospects?

Listen to your customers

Scramble the letters in the word LISTEN and it also spells the word SILENT.

69% of buyers say “listening to their needs” is the best way to create a positive sales experience.

Implement active listening.

This means….

Repeat back to your prospect what you heard.

If your prospect agrees with what you heard… you can move on.

If not, they’ll rephrase their statement until you understand them.

There is no better “growth hack” for selling MORE than repeating back what you heard from your prospects.

View original question on quora.

P.S:  If you’d like me to scout some stoic sales reps for your business… tell me a little about your role and I’ll share 3 profiles of sales reps who are interested.

Do I need to constantly be prospecting on LinkedIn?

86% of prospects use LinkedIn as one of the key deciding factors to choose who to work with.

As a sales rep…

You are losing sales opportunities every day…if you are not promoting yourself and others on LinkedIn.

Question is…

How do you stand out from your competitors?

First, you need a solid set of 500 connections.The operative word is SOLID.

If you’ve got 500 solid connections, and your 1st degree connections have 500, that’s 250,000 solid connections.

These can’t be just strangers.

And once you like, comment, or share something “good” on LinkedIn, you can reach up to 250,000 solid connections.

That means your prospects can see you. You’re VISIBLE.

Because… if you aren’t VISIBLE… you, your product, and your company DO NOT exist.

View original question on quora.

PLUS: Whenever you’re ready… here’s how I can help you hire stoic sales reps, so your business grows.