Untap Your Sales Potential

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I love getting emails like this. From a seller I've been working with... _ Just wanted to update you,. just got my commission statement in. Q2 was my best ever, even with a big lumpy deal slipping. ￡86.4k in commission ($112k in your coin) From what I can see, Q3 could be 300% and another monster QTR. Q4 still in play but could also be a monster QTR Props to Untap Your Sales Potential! _ Incredible results! Congrats to this unnamed seller. You put in the hard work. So proud of you. P.S. If you want results like this, book a free coaching strategy call here: https://lnkd.in/gQfXXTtV

Here’s the single biggest prospecting mistake you can make in 2024: Prospect a little bit to a lot of people. Here’s what I mean: Let’s say your territory consists of 50 prospects. Most people will identify a few key contacts in each account to target (let’s use 3 for this example). This gives them a list of 150 people across 50 accounts. On average, they will contact each unique person 1-3 times before moving on (usually via e-mail only). So in a best case scenario, they will contact 150 people 3 times each for a total of 450 touches. Here’s why this doesn’t work: According to the latest research from Rain Group (Top Performance in Sales Prospecting), it takes an average of 8 touches to get an initial meeting with a new prospect. Even for top sales performers, it still takes 5 touches. Regardless of the quality of your message, if you stop after 3 touches it’s highly unlikely you will book a meeting. Instead of taking this spray and pray approach, try this instead: 1. Pick your top 20% of accounts and focus there. In this same example, that’s 10 accounts. 2. Identify at least 5 unique contacts in each account to prospect into (50 total contacts) 3. Research and develop a unique Point of View as to how you can help each account and/or person. 4. Touch each contact at least 9 times across multiple channels (e-mail, phone, and LinkedIn video). My preferred mix is 6 e-mails, 2 phone calls, and 1 video. Then watch the magic happen. Notice that the second approach has the exact same number of touches (450) as the first approach, but they are focused on 50 contacts (9 touches each) rather than 150 (3 touches each). Even if you have a large territory, this is still the best way to go! Less is more when it comes to prospecting. Instead of prospecting a little bit to a high number of people, prospect a lot to a low number of people. Less is more! What you focus on magnifies. Finally, don’t send junk - each message should be high quality and build upon the previous message. This becomes much easier when you are focused only on 10 accounts rather than 50. Next week I will share the exact content you can use for each message to maximize impact. In the meantime, I’ve put together a free Masterclass Video which you can watch to learn how to prospect effectively in 2024.

Can money buy happiness? Yes, but not in the way you think. Here's my experience earning $500k-$1M/year in tech sales: Money is a tool. It affords you the time and freedom to pursue things that lead to happiness. It also helps you provide for your family and loved ones in ways that bring them happiness, and allow you to find meaning in your own life. But MONEY MOTIVATION alone is not enough. The best salespeople have a purpose for the money. Here are a few examples from my clients: 1. An Enterprise AE at SAP, is financially caring for her younger sister. She sold over 2M ACV in December alone. 2, A former soccer coach quit his job to pursue a career in sales because he had difficulty paying for his son’s Club Soccer. He finished as a top rep in his company for several years and was promoted to VP of Sales. 3. A seller wanted to start a real estate business, and needed a big nest egg to leave Corporate America by February of this year. He just finished the year #1 Worldwide at his company and sold 7.23M ACV! When money is mapped to our purpose, money motivation is powerful. In today’s video, I share how to use money motivation as a driver to make 2024 your highest earning year ever and provide few examples from my own career.