New Sales Expert, LLC

I hope everyone in the Cincinnati and Dayton area can join us in June for this great event.

In this invigorating episode of Two Tall Guys Talking Sales, hosts Kevin Lawson and Sean O'Shaughnessey delve into the crucial nuances of discovery meetings with the seasoned sales leader, Chris Cocca of Sales Xceleration?. They explore why many deals falter at this stage and how refining the process can dramatically enhance sales outcomes. Tune in to gain deep insights on optimizing discovery meetings to ensure you're not just participating but capitalizing on these opportunities. Key Topics Discussed: - Understanding Discovery Meetings: A primer on what constitutes a discovery meeting and its pivotal role in sales. - Common Pitfalls in Discovery: Chris Cocca discusses the frequent missteps that lead to lost deals post-discovery, emphasizing the need for thorough preparation and engagement. - Refining the Process: Strategies for new and seasoned sales professionals to craft effective discovery processes within their organizations. - Probing Beyond Surface-Level: Techniques for digging deeper during these meetings to uncover clients' real needs and pain points. - Impact Questions: How to frame questions that reveal the true impact of solutions on a client’s business, which are essential for closing deals. - Managing Multiple Discovery Meetings: This section discusses the feasibility and strategic approach to conducting more than one discovery meeting, depending on the deal size. Key Quotes: Kevin Lawson: “9 out of 10 losses are a result of a miss during the discovery stage. This implies a critical look at our processes and the necessity for thorough post-mortems on losses.” Sean O'Shaughnessey: “It’s hard to pre-write the third and fourth questions because they are unique to each opportunity. How do you coach your salespeople to dig deeper?” Chris Cocca: “The first answer is never the full answer. You've got to probe deeper. It's about asking the right impact questions to truly understand the client's pain and needs.” Remember to download this episode of Two Tall Guys Talking Sales to hear the full conversation and improve your sales strategies today! https://lnkd.in/gQei74Gs

This presentation of "The High Cost of Discounts: Navigating Sales Strategies for Maximum Profitability," delves into the nuanced implications of discounting strategies within the B2B sales arena. It will be held during the Revenue Growth breakout session of Beers & Biz Networking Group. The presentation critically examines the traditional practice of offering discounts to boost sales volume and its potential adverse effects on profitability. By exploring key financial metrics such as Gross Profit, Net Profit, COGS (Cost of Goods Sold), and SG&A (Selling, General & Administrative Expenses), the presentation sheds light on the essential balance businesses must maintain between generating sales and sustaining profitability. It challenges the conventional sales approach, advocating for a more strategic application of discounts and emphasizing the importance of aligning sales strategies with the company's broader financial objectives. A detailed analysis reveals how indiscriminate discounting can undermine net profit margins, necessitating a significant increase in sales volume to maintain overall profitability. The presentation concludes by suggesting a shift towards value-based selling, strategic negotiation, and aligning product offerings closely with customer needs as effective strategies for enhancing profitability without relying on discounts. The discussion also shares immediate action items that company leaders can use today to increase their profitability.

In the same way you build relationships with clients and prospects, CEOs need to be intentional about how they build the sales organization.?Whether adding your first?role or building and scaling your team, this CEO Workshop will open the doors to the role of culture, critical measures, compensation, and marketing alignment.?Opt in to the 45-minute session today.? ? Attendees will walk away with the building blocks for creating a high-performance system built for scale.