“Key Account” Proposal Structure (Simple But Effective)
TRANSCRIPTION: PROPOSAL STRUCTURE Your proposal should follow a structure similar to this – Executive summary It is clear and focused and contains all the essential facts and points. It draws conclusions rather than just talking fluff. And it pulls together all the information within the report in a logical order from analysis to objectives strategy […]
6-Step Life-cycle Of A “Supplier-Customer” Relationship
TRANSCRIPTION: SUPPLIER-CUSTOMER RELATIONSHIP And finally, in this video I want to quickly run through the life-cycle of a supplier – customer relationship. Key accounts aren’t binary. This is something that gets switched on one day, drives a revenue and it gets switched off the next. They have a natural life cycle, so let’s run through […]
How To “Turbocharge” Your Sales Pitch And Drive Incredible Results
TRANSCRIPTION: Once you have your initial pitch nailed, there are a number of ways you can improve upon it. I call these turbochargers. You don’t need to include all of these your pitch to have impact but if you can scatter a couple of them in there you will increase the impact that it will […]
3 Parts Of A “PERFECT Sales Pitch”
TRANSCRIPTION: There are three main parts of the perfect pitch – You must demonstrate a high return on investment You must have a clear message Finally you must provide evidence that you’re trustworthy 1) HIGH RETURNS The most important aspect of your pitch is that it demonstrates your offer has a high return on investment. […]
4 Questions Your Sales Pitch MUST ANSWER
TRANSCRIPTION: The four questions are – What are you trying to sell me? How much is it? Why should I believe you? What is in it for me? WHAT ARE YOU SELLING? The first sales question is the most obvious, and this is the one that most people spend all their time focusing on. What […]
SIMPLE 6-Step B2B Business Case (That Does The Selling For You!)
TRANSCRIPT: It’s not good enough to give a potential customer a compelling business case with data charts and graphs. No large B2B deal has ever been done from the spreadsheet alone. We don’t want to just make people feel sick about all the money they’re wasting or new profit their missing we need to engage […]
The ONLY 4 Things You Should Speak To A Potential Customer About
TRANSCRIPT: Every single one of your conversations with a potential customer should revolve around at least one if not more of these pathways providing insight. Customers want you to teach them not to ask them discovery questions like every other resident. Now with all this said, your goal isn’t just to give out free consulting. […]
4 Personality Types Of Salespeople (And Which Is MORE SUCCESSFUL)
TRANSCRIPT: As I briefly mentioned in the previous video there are four main types of sales professional they fall into the following categories – Hard worker Lone Wolf Relationship builder The debater Only the debater is going to have success moving forward in complex B2B sales over the next decade. Let’s very quickly run through […]
5 BEST Platforms To Prospect For B2B Business
TRANSCRIPT: So, with that in mind here are the five platforms that are most effective right now the prospecting in B2B sales. You can dive into influencing over email in our email course but the main thing to note here is that you should not get lazy with your emails. They should share something that […]
The Does/Don’t Of B2B Sales Messaging
TRANSCRIPT: Now specific to prospecting and going to give you some do’s and some don’ts for your messaging. These are not hard and fast rules but they are pretty good guidelines when you’re coming up with your initial messaging. THE DON’TS Don’t you repeat your product features/benefits back to the prospect when prospecting. nobody cares […]
Why You Need To “Break Through Obscurity”
TRANSCRIPT: See this as your competitive advantage when you implement a process of touching people multiple times before you make an ask, with scattering of value upfront, before you ask for anything in return because most B2B sales reps are not willing to put in the time and effort to do this. It is something […]
Is Your Personality Type Suited To Prospecting?
TRANSCRIPT: If you realise how important prospecting is and how it can make your life easier you are more likely to have success with it. So here are a series of personality types, some of which are better suited to prospecting than others, however I’m going to neglect to tell you which ones they apply […]
Using “Social Engineering” To Uncover Prospecting Information
TRANSCRIPT: There is a simple four step process to social engineering in sales and it goes like this – 1) Identify who you are and the company you represent. This immediately shows that you’re not hiding anything and means the person you’re calling upon will be more likely to drop their guard. 2) Simply ask […]
Where To Find Information About Prospects Before Speaking To Them
TRANSCRIPT: There has never been a time like today to uncover information about random people on the Internet. In fact, things might flow in the opposite direction in the not too distant future as more and more social networks both personal ones and professional ones lock up the doors to people who are directly connected […]
How To Research A Cold Call
Transcription: Firstly, we’ll uncover the types of information that we need to turn a cold call into a hot one and then I’ll share some resources places you can go to pull this information out. COMPANY INFO The information you need to uncover depends on what you sell and why someone should do business with […]
How To SPEED UP Your Sales Cycle And Drive More Revenue
Andy Paul is a well known sales trainer and the founder of The Sales House. In this episode of The Salesman Podcast, Andy shares the practical steps we need to take to shorten our sales cycle WHILST adding more value to our potential customers. Resources: AndyPaul.com Andy on LinkedIn @RealAndyPaul Previous episodes – #177: Maximise […]
SIMPLE 3-Step Sales Process (That Drives HUGE Results)
John Crowley is the Co-founder and creator of the Knuckle Dragging Sales System. He’s also an author, speaker, coach and just a Knuckle-Dragging Sales Guy. In this episode of The Salesman Podcast, John explains why your sales process probably sucks and a simple 3-step process that will get you the intended result. Resources: Resource: How […]
How Do You Uncover Who The Decision Maker Is?
Transcription: QUESTION: “How do you uncover who the real decision maker is?” Claude Diamond: You could say “I really enjoyed speaking with you. How are decisions made in your company, in your family?” or “In your family, what’s the dynamic?” What is so hard about asking questions of people and getting the information? It’s about […]
GOAL Setting System That Leads To REAL BUSINESS RESULTS
#583: How To WIN BIG In The “Innovation Economy” With Sean Sheppard
Sean Sheppard is an founding partner of GrowthX, investor and is on a mission to change the perception sales industry. On this episode of The Salesman Podcast Sean explains what the innovation economy is and why sales professionals need to adapt to it before they become obsolete. Resources mentioned: Previous episode of the podcast – […]