Tips for Getting 1% Better and a Remote SaaS Toolbox - The 411, August 18th
Plus a monster list of data-backed tips, tactics and techniques.
Heyo,
Value is a tricky word to pin down. Like beauty, it’s in the eye of the beholder.
Yet, sales folks are frequently reminded to provide value in every interaction they have. Add value. Add value. Add value.
But how?
One easy way is to listen. Really listen. Many people go through life feeling as if no one really listens to what they’re saying, so it’s a valuable experience to finally feel heard.
Another way is to make people feel human. This is a good litmus test for good personalization. Your message should make your prospect feel valued as a person, rather than as a dollar sign you need to hit quota.
You can provide industry insights. You can offer tips that help people do their job better or solve their most pressing problems. Those work, too.
But making people feel heard and human is often all the value you need to succeed.
Now, speaking of added value, here’s the 411.
This week’s edition is brought to you by Sizle, your co-pilot for sales presentations.
Four Links
Loved this short LinkedIn list from Meagan Suckling, the Founding Coach at SDR Nation, on small ways SDRs can level up each day:
Sit in on a late stage AE call
Attend a webinar on objection handling
Book time with someone in your company you're interested to learn more about
Block time in your calendar to read up on the latest industry insights
Record your own pitch and listen back to it, or ask your manager for feedback
Check out SDR Nation to explore supplementary coaching
It’s been tough to maintain a high level of conviction through 2020.
Budgets have been slashed. Prospects are harder to reach. Uncertainty is high.
In this short LinkedIn post, David Priemer proposes the cure:
“Research from Adam Grant at the Wharton School of Business has shown that conviction developed from FIRST-HAND customer accounts is second-to-none when it comes to helping sellers develop a compelling narrative that converts.”
When you feel your conviction starting to waver, speak to a customer who loves, values and uses your product.
Focus on these people. They’ll restore your faith. And it’s your job to find others just like them.
3. Monster List of Data-Backed Sales Tips, Tactics and Techniques
In this long read, Chris Orlob absolutely throws down.
Tips for every part of the sales process. Data to back everything up. Practical scripts and exact phrasings to use. It’s a goldmine.
For example, on cold calls:
State your full name and company name
Try leading with, “How’ve you been?”
Then immediately state your reason for calling
Sell the meeting, rather than diving into discovery
Close with, “Do you have your calendar handy?”
Or on objection handling:
Pause after objections and speak calmly
Clarify and isolate the objection with questions
But don’t ask why, which can trigger defensiveness
Instead try, “Can you help me understand what’s causing that concern?”
Tell them the objection is valid and label the feelings you hear
Ask to respond with, “Can I bounce a few thoughts off you?”
Try to reframe the objection by helping your prospect see things differently
Finally, ask, “What part of your concern do you feel is still left unaddressed?”
If you’re working on your tech stack, my man Alvin put together this searchable list of SaaS sales tools that’s worth checking out.
You can also upvote the tools you swear by, or suggest one that’s not yet on the list.
One Job Posting
Gong just raised another $200 million. This time at a $2.2 billion valuation.
Their Revenue Intelligence Platform improves win rates, increases deal sizes, and accelerates employee ramp-times.
It’s a rocket ship and they’re looking for an experienced Strategic Account Executive to climb aboard.
If you’re US-based and know how to sell to sales…
One Quote to Keep You Going
“Sales is an outcome, not a goal. It’s a function of doing numerous things right, starting from the moment you target a potential prospect until you finalize the deal.” - Jill Konrath
It always comes back to falling in love with the process.
A better process leads to better results. If you love it, you’ll do it often, and you’ll get better over time.
But more importantly, if you really love the process, the results won’t matter. Your happiness, satisfaction and self-esteem won’t depend on the outcome.
They’ll rest on the part you can control, the part you can take pride in, the part that makes you better—mastering the process.
Now you know,
Steele
PS. If you’re on the hunt, here are seven freshly picked postings from the past seven days:
PPS. If you want to make remote sales less lonely, join our Remote Sales Slack Community.