Chelsea Olsen ✨’s Post

If you’re an executive and don’t accept cold sales calls, you’re screwing yourself and your organization. Be honest ... You don’t have the first clue of every new product which could improve your business. You’re not proactively searching for new innovations on a constant basis. Even if you are, you can’t possibly get lucky enough to find all of them. The fact is, by refusing to take sales calls you’re likely shutting down the single best source of new information. And, it is a virtual certainty that you are missing out on amazing new solutions. What are you afraid of, anyway? Certainly you’re smart and powerful enough to not be pressured into something unless it brings you tremendous value. Humor me: - Set up a Calendly link and limit it to two specific hours per week. Personally, I prefer to see demos after my daily nap. - When you get a cold call, give the person 3 minutes to earn that Calendly link. - At the actual appointment, guarantee the person 30 minutes and let them earn another 20. - Fully invest in those conversations. Record them, if possible. Ask tough questions. Learn why you were chosen as a prospect, how your competitors are using their product, and so much more. - Be candid and open. Tell them your biggest problem and challenge them to fix it. And, if you're a Sales or Marketing leader: - Take notes on the script. Be open to learning a new sales technique. - If the rep is amazing, put them in your recruiting pipeline! Importantly, keep a detailed journal of these calls for future reference. Your worst case scenario is spending 4-8 hours a month learning about new technologies. Your best case scenario is finding a game-changing solution that makes you a hero. And you won't have to attend stupid conferences as often. You’ll thank me later. P.S. If you really want to gate it, set a $100 fee to set the Calendly appointment. If you learn something, refund the money. If they waste your time, keep it.

Ready to supercharge your sales game? Dive into our comprehensive blog post on cold calling and learn how to turn every call into a golden opportunity. Unleash your potential for success today! https://lnkd.in/eyMd_R4F #Hipcall #HipcallBlog #Sales

Salespeople are told "Prospecting fixes everything" but aren't shown how to prospect. Here are 5 ways how sales leaders are failing sellers! Let's break this down step-by-step. 1️⃣ Focus on short-term results Sales leaders are prioritize what's in the pipeline that's likely to close over long-term pipeline consistency. Challenge: many deals in the pipe are embellished. 2️⃣ Don't know how themselves Many sales leaders are promoted from within the field. But because there is no formal prospecting skills-sharing amongst sellers, the methods and practice is not developed. 3️⃣ Lack of understanding Many leaders think cold calling & message writing equates to prospecting training, not realizing these are methods, not systems. Sellers need systems (like a sales process, for example) specifically for prospecting. 4️⃣ Lack of awareness It's true, some leaders don't even realize there are systems for prospecting. The learning has to find them. 5️⃣ Company culture Shocking but true: in at least 1 out of 5 sales teams, prospecting is seen as "unnecessary" by Account Executives/Managers/Directors. This is a "task" not a skill that's farmed out to outsourced appointment agencies, BDRs/SDRs, an over reliance on inbound leads, etc. IN SUMMARY There are more reasons but these 5 cover the majority of problems in the market for account-based sellers. What do you think? Is lack of prospecting systems a problem in your opinion? Leave a comment to sound off. And if you found this post helpful/valuable, please ♻ Repost 🤝 Follow/connect with me for more insights

Everyone in #sales knows the importance of following up with prospects. But how do you do it effectively and properly throughout the entire sales cycle? This is what separates the top performers from the rest. Follow up can make or break your deals. Studies show 80% of sales require 5+ follow ups to close. Yet 44% of sales reps give up after 1 attempt. Don't let your deals slip away. Master the art of follow up. There's a right and wrong way to follow up. You need to be persistent but not annoying. Helpful but not pushy. Strategic but not robotic. It's a delicate balance. But once you get it right, your conversion rates will skyrocket. Imagine closing 80% more of your prospects simply by improving your follow up skills. Your pipeline would never run dry. You'd hit quota every year. And you'd become the top revenue generator on your team. That lifestyle and career growth is within reach with great follow up. Here are 3 tips to flawlessly follow up with prospects: 1. Vary your medium - Email, phone, LinkedIn, text, video, etc. Keeps things fresh. 2. Add value - Send useful info tailored to their needs to demonstrate you listen. 3. Remain patient but persistent - Nurture the relationship over time. Implement these follow up best practices to boost conversions and accelerate your sales success. The deals are out there, you just need to diligently follow up to win them.

Weirdly effective sales call tip. When a prospect brings up a problem. Never take the first answer as the actual problem. Go at least a couple layers deeper. Then you'll get the bleeding neck problem. (If there is one). _ _ _ Here's an example: "Our websites not driving enough leads. Can you help?" Me: Not enough leads? "I mean, we get leads but many aren't qualified" Me: When you say many? "Well, our sales teams wasting a tonne of time on demos to inbounds that can't afford what we do or aren't the right industry/persona" Me: How much time are we talking? "A couple hours a day for our key sales execs" Me: How's that impacting targets? "We are 25% down, losing time they could be prospecting new business and its impacting moral" Me: What's 25% mean? "£3m+ in revenue" _ _ _ In this case the issue was their website wasn't qualifying the right kind of buyers. And they likely are driving the wrong type of prospects to the site. If I'd taken the first answer as gospel - I may have recommended a service they didn't need. Not only that... But this help you identify the impact of the problem. And start understanding JUICY problems your focus clients have So you can build your website + marketing messaging to attack them directly. And attract dream clients. Features tell. Problems sell.

Sales prospecting is more than finding potential customers; it's about cultivating meaningful connections that lead to successful conversions. Here are the four fundamental pillars for effective sales prospecting: Mastering these fundamentals is the cornerstone of building a robust pipeline and driving sustainable business growth. Embrace these principles to unlock new opportunities and nurture lasting customer relationships. https://lnkd.in/gTuxgp36 #SalesProspecting #CustomerCentricity #LeadGeneration #BusinessGrowth

✍️Sales Techniques to Help Salespeople Close More Deals 🌹 BANT Sales Prospecting Technique When you’re prospecting new leads, it’s vital to manage their first impression of you. However, you should also identify whether a prospect is right for you. 🌹It’s crucial you have the right prospecting technique to help frame the process. The BANT Sales Prospecting Technique is excellent for qualifying leads, primarily through cold calls or emails. 👉Here’s the three-step process of putting this technique into action: 👉Check whether the potential client has the budget for your service or product. 👉Identify whether the person you’re in contact with has the authority for a purchasing decision. 👉Figure out what need your prospective clients has to fulfill. 👉Check whether the timeline when your prospective client wants to address their need matches with yours. 🌹Solutions Selling Sometimes, salespeople tend to be more focused on trying to make a sale and talking about the benefits of their service or product. They can end up neglecting the customer’s perspective. A great sales conversation shouldn’t be one-sided. 🌹Solutions selling is the best method that takes into account the problem of the client. It’s a technique that reminds you to keep the customer’s viewpoint and difficulties in mind. 🌹Afterward, you can then pitch your product or service as a solution to the problem. Within your relationship with your customers, the key thing to remember is that both of you want something from the other. At the very least, both of you have something to offer. 🌹Thus, what you should be communicating is what you can offer that will provide a solution or satisfy a need of theirs. This will then build a link between you and your customers, and you will both be on the same page easier. As your Virtual Executive Assistant and Customer Support: 🌟 I deliver exceptional administrative and operational support that drives success. 🌟 I streamline operations and boost productivity. 🌟 I transform your customers into loyal evangelists. #Sales #CustomerSupport #BeautifulFriday #ExcutiveAssistant

Yesterday, a sales leader asked me if you can still book meetings from sales emails. The irony of his question is he booked a meeting with me from my sales email!!!   Is cold calling dead? Are cold emails dead? Are two of the oldest channels used to generate sales pipeline finally reaching their end?!?   No, why? Because humans still need to find and rent apartments, book and go to doctors’ appointments, find and interview for jobs, and a myriad of tasks requiring them to pick up a call from an unknown number.   People’s need to interact with a world of strangers has always been the reason they picked up a call from an unknown number. Almost never does someone pick up a call hoping to talk to a salesperson.   That’s ALWAYS been the case, and this principle still holds true.   The same goes for cold emails.   Now, have these two prospecting channels become less effective. Absolutely! But remember, sales has - and always will be - hard. In what other profession can you quickly make six figures with zero advanced degrees?!? That’s because being good at sales is valuable (and hard!).   Rather than living in fear that cold calling or cold emailing is dead, I suggest sales teams do two things simultaneously. First, train their teams on how to make great cold calls and write excellent emails that break through the outreach noise. Second, experiment and search for the latest prospecting channel that delivers outsized results. For example, I’m testing social selling and texting (this article is exhibit A!). For more advice on the subject, read my full article: https://lnkd.in/epz-msUv

Here are 5 things I wish someone had told me when I was just starting out with prospecting: 👉 Prospecting is one of the most challenging parts of the sales process. Research shows that 42% of sales reps agree. The reason is that it’s the basis of all sales efforts. Without a proper sales pipeline full of good-quality leads, no new sales are going to happen. So, the more prospects you generate, the better your chances of selling. 👉 Leads will not come pouring in on their own. These days, buyers prefer doing their own research before making a purchase, with social media playing a huge role in their buying decisions. However, if you think that there's no point in even approaching them, you’re wrong. The vast majority of prospects don’t mind engaging with sales reps in the early stages of their buying journey, which means that you need to take charge and approach them. 👉 Persistence may be uncomfortable, but it’s a crucial part of the job. Frequent follow-ups, meticulous research, trying out different methods of reaching out, measuring the results – all of these are necessary when prospecting. Most importantly, stay disciplined. The more time you spend on directly sales-related activities, the better you’ll get. 👉 Personalization is the key. The best way to impress your prospects and make them listen to you is to understand their needs. No one cares how good your service is. They care about how it can help them solve their problems. 👉 Don’t be just an SDR. Instead, become a trusted advisor. Prospects expect you to be an expert in the field. They need you to know exactly how the product or service works and expect you to take their business seriously. Research shows that more than half of top-performing salespeople are seen as experts in the field. What hard lessons did you learn about your sales process?

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