Laugh and Sell的动态

Is there really anything wrong with a little bit of light stalking in sales? Imagine how much easier your job would be if you could pinpoint the exact moment when a prospect is ready to engage—whether it’s for the first conversation or to re-engage. You could try calling them every week or even setting up camp outside their window, hoping to catch a glimpse of your website or proposal on their screen…* *Disclaimer: Please don’t actually do that. Instead, my team and I rely on prospect intent tracking. This isn’t about website IP matching (I’ll cover that on a later date); it’s about understanding the exact actions of a specific decision-maker within your pipeline. From the moment a prospect takes an interest in your offering, you should be tracking and logging every interaction. Some key signals to watch for include: - Multiple visits to your website - Return visits without prompt - Landing page activity - LinkedIn connection acceptances - Gift claims - Whitepaper downloads - Proposal opens and shares These activities are golden signals that your prospect is actively considering your solution. Please make sure you set up notifications! Now, when you reach out—strategically, of course—it feels to the prospect like a perfectly timed phone call, message, email, or your chosen method. And don’t forget: always bring something valuable to the table. Avoid the dreaded “just following up” at all costs (it pains me every time I hear it). Remember, in sales, timing is everything, so don’t leave your timing to chance.

Most sales teams are looking for the mythical 3% of the market who are "buying now" The messaging & sales process reflects this! Unfortunately, so do the results! Everyone is scrapping to serve the customer who is at the till now, completely ignoring the ones who are browsing the store, walking through the door, or contemplating "popping in" on the way home from work! By logic, focusing on the 3% means you are IGNORING the other 97%, letting your competitors start conversations and develop relationships! Even IF you manage to beat off the top 3-5 competitors to win the 3% of the market who are looking THIS QUARTER, its not set in stone that you can continue to do this. Products develop Competitor pricing becomes more "creative" Sales teams expand Marketing budgets increase Top performers move on Sooner or later, a competitor will get the upper hand and start to claw back some of the "buying now" prospects you have in the funnel. There IS a better way! Shift your messaging & sales process to target the 37%: - the 7% who are "open to it" - AKA warm leads - the 30% who have not thought about it YET - AKA Future leads! By starting conversations with these prospects, you can begin to build pipeline for the next 2-12 months +, and gain an understanding of their problems WAY BEFORE they ever go to market! You can align yourself as a partner, and help them identify and diagnose issues! Playing outbound as the long game will allow you to serve your prospects better, strengthen your ability to charge a full & fair price, and royally annoy your competitors as they wonder HOW you are present at almost every deal that goes to market!

?? Struggling to keep prospects engaged throughout the sales cycle? ?? Unlock key strategies for personalized communication, building trust, and shortening deal cycles. To know more, read at https://buff.ly/3A0EdU2

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My Hope for 2025 Sales: More Reps Ditch the “F” Word! ?? You know the one I am talking about.... “Following up.” Let’s be real, no prospect wakes up excited to see an email from a salesperson that says, “Just following up…” ?? Here’s why: When we say "following up," what we’re really saying is, “I don’t have anything new to add, I am not currently relevant to this conversation and I have no additional value to offer, but I’m hoping you’ll reply anyway.” This is a Spam email. So, what do you do instead? ?? ?? Add value.? Be relevant. Instead of “Just checking in,” try something like: “I’ve been thinking about how we can help with [specific issue]—here’s a suggestion.” “Here’s a quick update on [relevant development] that could impact you.” “I came across this [insight/resource] that could help solve [problem].” Give your prospect something to do or think about with your email that directly adds value to the deal and that actually matters to your prospect. Be different. Stand out. Make it clear why it matters to them. Make it so they don’t just see your email, they feel the need to reply. And for the love of all that’s good in sales—ditch the desperation. A follow-up with value will ALWAYS get a better response than one with the dreaded F-word. ?? Here’s to more relevant, compelling, and customer-first outreach in 2025! ??

Customers have been telling me a similar story these past 6-12 months... They say, "Our commercial pipeline is not where it needs to be..." Developing business in the B2B world has never been harder... Sales reps are struggling, managers are confused and there are no 'silver bullets' to solve the problem... So, as a seller, what do you do? A really good read below for the sellers and sales leaders on how to begin to solve this ongoing problem ↘?

Hey Sales Pros! ?? We all know that sales is a thrilling ride - filled with both challenges and wins! But sometimes, it’s those hurdles that really make us stronger, right? So, let’s talk about it. What’s the biggest challenge you face in your sales role? ?? I’ve got a poll going with a few options, but feel free to drop your thoughts in the comments if I missed anything important! Let’s learn from each other and share strategies to overcome these obstacles. ?? Here are a few common challenges: ?? Generating Quality Leads Getting your foot in the door can be tough. How do you go about finding the right leads in your space? What’s been working for you lately? ?? Qualifying Leads Once you’ve got leads, how do you figure out which ones are worth pursuing? Do you have any tips for sorting through them effectively? ?? Nurturing Leads & Building Relationships It’s all about the long game, right? Keeping leads engaged and building solid relationships can be tricky. What are your go-to tactics for nurturing? ?? Booking Meetings & Demos Getting a “yes” for that demo or meeting is key. How do you secure time on your prospect’s calendar? ?? Closing Deals The big one! What’s your approach to seal the deal and bring it home? ?? Managing Customer Relationships Post-Sale And after the sale, the work doesn’t stop. How do you stay connected with your clients and continue to grow those relationships?

A sales pro isn't just a smooth talker equipped with a towering stack of product info. ??They are architects of relationships. ? Sales aren’t just a numbers game. It’s about understanding, empathy, and making connections - understanding a person’s needs, wants, and pains. ?? Money isn’t made at the end of the CLOSE, but at the EXCHANGE of VALUE. ? You see, the old adage of ABC - Always Be Closing has evolved. An evolved sales strategy today is ABV - Always Be Valuing. ? The sales approach isn't about pushing your product or service into the spotlight or charming your way into the prospect's good graces. You're driving relationship-building–the kind that drives trust and long-term business. ? Here's the truth: ? Sales can be uncomfortable. ? Sales can be challenging. ? Turn the discomfort into excitement. ? The challenge into an opportunity. ?? You see, the best sales pros can navigate difficult conversations. They stand firm in their value proposition because they believe in their product and trust their skills. We sell IDEAS, STRATEGIES, PRODUCTS, HOPE & FUTURE. We are not just selling a product or service, we sell an experience, a solution, a better future, a hope of achieving dreams. - Prospects need to recognize the value in what we're offering. - Sell a vision, not just a tool. ?? Paint a vivid picture of what their future could look like with your solution—and then work to make that vision a reality. ?? It's not just about closing deals, it's about opening relationships. ?? It's about empathy, active listening, & patience. ?? Sales is a form of art, and we are the artists. ?? It's the era of consultative sales approach because people are done with being sold to. They crave genuine human connection. Sales pros, it’s time to rip up those scripts and toss out the aggressive sales techniques. It's time to lean into authentic, trust-based selling because, at the end of the day, people buy from people they trust. A sales pro is – PASSIONATE, PERSISTENT, and BOLD. #sales #passion #consultativeselling #value #salesstrategy #relationships

??Sales Techniques to Help Salespeople Close More Deals ?? BANT Sales Prospecting Technique When you’re prospecting new leads, it’s vital to manage their first impression of you. However, you should also identify whether a prospect is right for you. ??It’s crucial you have the right prospecting technique to help frame the process. The BANT Sales Prospecting Technique is excellent for qualifying leads, primarily through cold calls or emails. ??Here’s the three-step process of putting this technique into action: ??Check whether the potential client has the budget for your service or product. ??Identify whether the person you’re in contact with has the authority for a purchasing decision. ??Figure out what need your prospective clients has to fulfill. ??Check whether the timeline when your prospective client wants to address their need matches with yours. ??Solutions Selling Sometimes, salespeople tend to be more focused on trying to make a sale and talking about the benefits of their service or product. They can end up neglecting the customer’s perspective. A great sales conversation shouldn’t be one-sided. ??Solutions selling is the best method that takes into account the problem of the client. It’s a technique that reminds you to keep the customer’s viewpoint and difficulties in mind. ??Afterward, you can then pitch your product or service as a solution to the problem. Within your relationship with your customers, the key thing to remember is that both of you want something from the other. At the very least, both of you have something to offer. ??Thus, what you should be communicating is what you can offer that will provide a solution or satisfy a need of theirs. This will then build a link between you and your customers, and you will both be on the same page easier. As your Virtual Executive Assistant and Customer Support: ?? I deliver exceptional administrative and operational support that drives success. ?? I streamline operations and boost productivity. ?? I transform your customers into loyal evangelists. #Sales #CustomerSupport #BeautifulFriday #ExcutiveAssistant

The Fundamentals of an Effective Sales Call: Captivate from the First Second Mastering the art of the sales call is crucial in today’s competitive landscape. ??? From the initial hello to the final goodbye, every moment is an opportunity to build rapport and drive engagement. Here’s how you can captivate your prospect right from the start: 1. Prepare Strategically: Research your prospect thoroughly. Tailor your approach to their industry, pain points, and goals to demonstrate your understanding and relevance. 2. Craft a Compelling Opening: Start with a strong hook. Whether it’s a thought-provoking question, a relevant statistic, or a compelling insight, make sure it grabs their attention immediately. 3. Listen Intently: Actively listen to understand their needs and challenges. This not only builds trust but also provides insights into how your solution can add value. 4. Present with Clarity: Communicate your solution clearly and concisely. Focus on the benefits that directly address their pain points. Use stories or case studies to illustrate your points effectively. 5. Handle Objections Thoughtfully: Anticipate objections and respond with empathy and confidence. Address concerns directly and position your solution as the best fit. 6. Close with Confidence: When the timing is right, guide the conversation towards a clear next step. Whether it’s scheduling a follow-up call or sharing additional resources, ensure it aligns with their buying journey. Mastering these fundamentals can transform your sales calls into meaningful conversations that resonate with your prospects. ???? Do you have any tips or experiences to add? Let’s continue the conversation in the comments below! Javier,