Is this forever? - The 411, October 14th
Plus, tips on going for no, multi-threading and keyboard shortcuts.
Hey sellas,
Whether you’re talking about exercise, writing or selling software, everyone’s got an opinion on the best way to do it.
Follow my program. Use my methodology. Here’s the blueprint for success.
But as a general rule, these opinions are expressed with far greater certainty and in far greater specificity than they should be.
There are many ways to get in great shape, many ways to write compelling copy, many ways to hit quota.
The question isn’t, “Does this tactic or strategy work?” Lots of things work.
The question is, “Does this tactic or strategy work better than what I’m currently doing?”
To answer that question, experimentation is required. That’s why finding time each week to test and tinker is always part of the game.
This week’s edition is brought to you by Vidyard. Record and send sales videos to connect with prospects, convert opportunities and close deals—for free.
Four Links
1. Go For No!
Have you given up on getting better at sales? Is it a ridiculous idea for you to read this article? Would it be horrible if you learned a new way to phrase questions that might get more positive responses?
Going for no is a classic Chris Voss tactic and one that you’re likely familiar with if you follow Josh Braun. But until I read this article, I didn’t fully understand the difference.
Yes doesn’t always mean yes. But no means no.
People are often hesitant to cough up a yes because it means they’re committing to something. They know they’re being led.
People like saying no because it makes them feel safe. It gives them a sense of control.
If you’re looking to grab people’s attention, increase reply rates, and get quicker, clearer answers, go for no.
Nothing fancy here. just some really helpful shortcuts courtesy of Sam Nelson.
Because speed really does matter.
Engaging with multiple people at the same organization is only becoming more important. In this article, Gabe Villamizar shares some great stats and steps to get started.
The stats:
Multi-threading increases win rates by 34% and decreases sales cycle length by 10%
“One in five decision makers leave an organization every year...when that happens, 24% of forecasted deals go dark.”
Buying committees are growing with increased interest from ops, finance and top executives more generally
The steps:
Map out the buying committee and their relationships
Research the key players
Run your cadence on the three you think will be most important to your deal
Focus on providing value. Teaching, not pitching.
According to a MicKinsey study, 79% of business leaders say they think B2B changes driven by COVID-19 will likely last more than a year after the pandemic ends. (And who the hell knows how long that’ll be?)
This Clari blog post rounds up five expert predictions on what exactly those changes will be, including:
Less flying (apparently Zoom is slightly cheaper and a touch more convenient)
More remote work (no way!)
More focus on current customer success (I’ve heard this is important)
Bigger buying groups (why can’t the CFO just stay out of it?)
More tech investment to support remote work (please let it update the CRM automatically)
Featured Posting
Sales Development Manager at ReCharge Payments
ReCharge makes selling subscription products easy. Remote-first team. Already serving thousands of merchants and processing billions in payments each year.
They’re looking for an experienced salesperson to lead a team of reps, build processes and exceed KPI targets. If you’re a great communicator with a deep understanding of effective messaging and tooling that will improve your team’s velocity and rate of success, you know what to do.
One Tactic to Try
Kyle Coleman suggests offering “product tours” instead of “demos.”
Too gimmicky? Maybe. But it is different.
Whereas a demo can sound like an offer to sit through a “canned robotic monologue,” a product tour might sound more “interactive, tailored and engaging.”
Worth a shot?
One Quote to Live By
“Sales is not alphabet soup.” - Rachel Mae
I loved this quote from Rachel Mae. In fact, the whole LinkedIn post was great.
Her point was that not all sales methodologies are created equal. It’s not just about throwing acronyms at the wall and seeing what sticks.
“An effective sales methodology teaches you how your buyers actually buy TODAY and how to think critically about your buyer’s business in the moment.”
Now you know,
Steele