The Seven Sales Variables - The 411, September 22nd
Plus, remote interview tips, how to get hired, and why cold outreach needs to be clear.
Hey sellas,
Masters make things simple.
This quick Becc Holland video is a great example.
Not hitting your pipeline numbers? It boils down to seven variables.
Are you talking to the right people (1)? At the right accounts (2)? In the right channels (3)? At the right times (4)? The right number of times (5)? In the right sequence (6)? And with the right message (7)?
When things aren't going well, sales can feel really complicated. Like everything is broken. Too much to fix. Nowhere to start.
Get clarity by breaking it down to these seven things. Good targeting. Proper cadence. Strong messaging. And then it's all about getting in high enough quantity at high enough quality to make your numbers.
Not easy. But not complicated.
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. Tips for Crushing Remote Interviews
When Taylor Dahlem, Director of Growth at Pickle, said he wanted to write an article to be featured in the 411, I was skeptical. “What kind of value can you deliver an audience of remote sales pros? I want the good stuff.”
And he said, “How about I teach them everything I know about finding the perfect remote sales opportunity and crushing the interview?”
And then he wrote this highly entertaining and incredibly informative piece. Complete with good questions to ask when looking for a role, pro tips for video interviews, and common interview questions you should be prepared for.
“Remote employers want someone trustworthy, self-starting, a great communicator, high emotional IQ, and enjoys their work. They’re also not afraid to ask for support when needed or take on new projects with free bandwidth. Highlight those attributes in your resume and interviews.”
Be sure to check out Pickle AI on LinkedIn for more great content.
2. Why Cold Emails Need to Be Clear
Since Covid started:
Sales emails have increased by 16%
But replies have decreased by 8%
In this article, Will Allred, Co-Founder at Lavender, explains why the key to cutting through the noise is clarity.
That means:
Clear purpose with a direct ask.
Short sentences. Simple words. “Like 5th grade simple.”
Forget being comprehensive. Focus relentlessly on only including what matters most. Be brief.
If you want better reply rates, clarify your message.
3. Run Your Sales Process to Get Hired
I’ve seen this advice at least a dozen times in the past six months. If you’re a salesperson looking for work, run your process.
Pick your target accounts. Do your research. Figure out who the hiring manager is. Learn as much as you can about the company, the team and the role. Do personalized outreach through LinkedIn, email and phone, in addition to submitting an application. Send a personalized video. Follow up with added value. Create a presentation that showcases why you’d be a good fit. Close that role.
Sales Hacker recently hired a Partnerships Manager and explicitly asked applicants to apply by running their process. Some interesting learnings:
Almost no one called. If you want to stand out, pick up the phone.
“Do deep discovery up front.” Ask a lot of questions about the role.
Always discuss next steps.
Send follow ups after every meeting.
Get creative with your personalization and go above and beyond however you can.
4. The Words and Phrases Proven to Win Deals
Another week. Another great Gong post with actionable advice on how to be a top-performing rep.
This week, words and phrases that help win deals.
You, your, and your team.
Why? More direct. More personal. Tops reps say ‘em 29% more often.
Most-Trusted. Top Award. Best Reviews. Highest-Rated.
Why? Social proof creates a bandwagon effect and a sense of belonging. Top reps use ‘em 42% more often.
Imagine. That Means. For Example. Because.
Why? Set up an explanation. Give buyers a reason. Communicates why. Top reps use ‘em 31% more often.
Show. See. Hear. Touch.
Why? Helps make things concrete. Helps people understand abstract concepts. Top reps use ‘em 36% more often.
Problem. Challenge. Solution. Opportunity.
Why? Have to uncover the pain to illuminate the potential for gain. Top reps use ‘em 36% more often.
As always, check out the full article for detailed talk track examples.
One Tactic to Try
Here’s a tactic: When someone reads an article, downloads content, watches a webinar or otherwise interacts with your company but doesn't ask for a demo, maybe—hear me out here—don't try to immediately schedule a demo?
Instead, Patricia McLaren, Co-Founder at RevShoppe, suggests trying a softer approach. Send additional content that's related. Ask if they’re doing research or working on a project and if there's any other info you can help provide. Try to be genuinely helpful. Try to spark up a natural conversation. See where things go from there.
“Leave more breadcrumbs. Pay attention to their engagement with your breadcrumbs. Lower the risk of engaging with you.”
One Quote to Live By
"Success in sales is measured by the number of uncomfortable conversations you are willing to have." - Nick Cegelski, Enterprise AE @SurePoint
Which uncomfortable conversations are you not having that you know you need to have?
Now you know,
Steele
PS. Here are seven freshly picked postings from the past seven days: