Capo Sales Consulting

What do the recent pricing discount strategies by Aldi, Walmart, and Target have in common with tech sales? Their customer base is exhausted. Worse yet, the customer base says they are holding back spending, waiting for discounts. Sound familiar? ????♀? If your customers think they can wait to purchase your services in tech sales, you're a "nice to have," not a "NEED to have." You're not part of the plan; you're a widget that can be swapped out. The best salespeople uncover top-line client goals, but that's not enough in today's market. Your clients have to be able to clearly articulate in 1-2 sentences how your services help them achieve their top-line goals. That's how a tech company moves from being a widget to part of a client strategy. That's how you create deal urgency. ?? A sales playbook helps your sales team achieve this goal. Click here: https://lnkd.in/gCZW4PtA ??? ?? ?? Capo Sales Consulting #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting #sales #salescycles #salesmanagement? #dealurgency #salesplaybook

What are sales comp accelerators and when do you use them? Yes, there are more comp structures than basic commission plans. Why does this matter? Answer: Accelerators are higher commission rates for exceeding targets. Use them to motivate top performers and drive exceptional results. When the business strategically stacks quarterly accelerators on top of annual accelerators, the result is positive behavior drivers for salespeople that result in more revenue for the company. Here's a list of other types of commission structures that you can layer together: Tiered Commissions Profit-Sharing Performance Bonuses Gainsharing Equity Compensation Spot Awards Team-Based Pay Base Salary plus Commission (standard structure) Tiered Commissions + Accelerators + Team-Based Structures perform well in the enterprise market. Blog: https://lnkd.in/gEZvfS45 Capo Sales Consulting ??? ?? ?? #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting

?? How Do You Spot The Ideal Sales Rep Personality Profiles in the SaaS Industry? Nailing the sales team dynamic is as critical as the product itself. Our latest blog uncovers the key personality profiles that SaaS companies need to thrive across different segments—SMBs, Mid-Market, and Enterprises. Here's a glimpse: ?? SMB Sales Rep: Dive into traits like empathy, adaptability, problem-solving, and relationship-building tailored for small businesses' unique needs. ?? Mid-Market Sales Rep: Explore the consultative, data-driven, and collaborative approach required to strike deals in mid-sized companies. ?? Enterprise Sales Rep: Discover the strategic, executive presence, negotiation prowess, and resilience needed to navigate complex enterprise landscapes. Here's the full list: ???????????? https://lnkd.in/d6wswgcM ??? ?? ?? Capo Sales Consulting #teamcapo #SalesConsulting #BusinessGrowth #RevenueBoost #SalesStrategy #ConsultingServices #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting

Let's breakdown mapping deal close dates to REAL actionable timelines. Five questions below ?? to help you start today. We all know (or better know) how to ask a prospect: when do you want to have a solution in place? We've all heard: ASAP.......but is the urgency really ASAP? Nope ??. What the prospect really means is: I would LIKE to solve this problem ASAP, but I'm unsure how. Sellers, this is not the time to get "happy ears". Instead, establish a real timeline which goes something like: 1?? "Love that urgency. In order to help you move quickly, can you tell me who needs to weigh in on picking a new (fill in the blank)?" <-- Buyer committee. 2?? "Thanks for that list. Would they be available to join (requirements calls, demos) in the next week or two?" <-- Timeline/Reality check. 3?? "Great. Which one of them is the signer for a budget spend of (insert range)? <-- Budget check + uncover contract signer" 4?? "When does this solution need to be live and working?" <-- 2nd timeline check + close date you can back into. 5?? "Are there any other company wide projects or company events like conferences that would pull (list off names from buyer committee) away ?" <-- Obstacles. Close date slip. ?? Bonus 6?? Wrap up - Ok so in order to hit a timeline of being live by x date, we would need a contract signature by (insert conservative close date). Would you have budget available then for this type of project? ??. Then explain your sales process and book the next step as a placeholder for the group while you're on the call. Capo Sales Consulting PS. We give away free tools to build your own sales playbook. Check the ?? ?? 'd in comments. ??? ?? ?? #happyqualifying #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting #sales #salescycles #salesmanagement? #dealurgency #salesplaybook

Sales people, I know everyone is trying to increase meeting booking rates but please never do this: Never use one value prop message to book a meeting only to change crucial details of the value prop during the first call. ?? I had a recent call where the value prop was one message in email to get a meeting booked. ?? During the first 12 minutes of the call, the value prop changed. The seller intentionally left out details to make their offer more appealing. Maybe this was their managers idea, maybe some sales reps do this on purpose, maybe some sales reps don't think this approach is synonymous w/lying ????♀?. But if you have to mislead prospects to get people into meetings...guess what ??. This bad sales practice shows up in bad meeting metrics. I know this rep has a high meeting booking rate, but the number of prospects that move to the next step drops off a ?? cliff ??. That's a lot of wasted effort that could go into building honest relationships w/your buyers. ????♀?????♀?????♀? Capo Sales Consulting ??? ?? ??

Capo Sales Consulting's mission is to help sales professionals, CEOs and founders alike find repeatable sales practices that predictably grow revenue. When I learned that 81% of sales and marketing teams do not review and correct their sales processes, providing a platform to help people focus on improving this area jumped out at me. But I want to know directly from you ????. Would this event be useful to my network? ??? ?? ?? #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting #sales #salesstrategies #salescoaching #salescycles #salesplaybook