SalesQualia

Startup Selling: Talking Sales with Scott Sambucci : Ep 123: Women in Sales Club The Fierce, Female Future of Sales: A Conversation with Alexine Mudawar & Gabrielle Blackwell

Startup Selling: Talking Sales with Scott Sambucci : Daily Dose: Prospecting Partnering System

Startup Selling: Talking Sales with Scott Sambucci : Daily Dose: Demo Should NEVER Be A Stage In Your Sales Process

Startup Selling: Talking Sales with Scott Sambucci : Daily Dose: 3... 2... 1... Weekend

Startup Selling: Talking Sales with Scott Sambucci : Daily Dose: Can We Please Eliminate "Follow Up" From our Sales Jargon?

A paying customer plan is . . . This is the development and implementation action plan with your target customer to move them from their purchasing decision to implementation and long-term success. It includes these three core components. 1. Why-Buy Analysis: This is an individual analysis for each target customer that shows them how their purchase will achieve a specific ROI in terms of increased revenue, decreased cost, increased efficiency, or decreased risk.... 2. Pilot Programs and Risk Reducers: These are the strategies that you put in place that prompt your customers to act and commit to the purchase and implementation of your product. 3. Work Plans and Customer Success Strategies: This is the complete guide for you and your customers that outlines the actions and all the steps related to implementation, integration, training, and customer success that will assure the achievement of the customer’s target business outcomes from the purchase and use of your product. [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

Startup Selling: Talking Sales with Scott Sambucci : Daily Dose: LinkedIn Live: Funnel Filler Foundations Sales Accelerator #1

What are some rules for making successful follow up calls to prospects? Continuation vs. Advance. An advance progresses the sale whereas a continuation simply maintains the sale in its current state. Prepare a script. For even the simplest of calls, be prepared with exactly what you want to communicate. Remember, in every conversation there is:... - What you wanted to say; - What you think you said; - What you said; - What the prospect heard. Give yourself permission to call back again. If it goes to voicemail, your message should be Hi, this is Scott with ABC Software. We said we’d talk this week to discuss next steps. Because I’ve missed you, I’ll try you again this afternoon at 4pm and if we don’t connect today, expect a call at 8:30 am tomorrow. In the meantime, you can reach me at 415-555-1212 #sales #saassales #startupselling #enterprisesales #gofarther

Paying Customer Plan The key measurements to track are: --> Price Per Customer: As you continue to establish your product’s worth to each new customer, you should be able to increase the price that each new customer pays for your product. The more that you implement with paying customers, the more data you’ll have for the next customer to show proven ROI. As your proven ROI grows, so should your price. ... --> Customer Lifetime Value: This accounts for customer retention, price increases over time, and upsells and cross-sells that you secure with your paying customers. [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

Dials to your Startup’s Sales Process Think of each of these three systems as dials to your startup’s sales process. Your job is to turn these dials to increase the output for each of the systems so that you can increase your customer’s revenue. 1. If your prospecting plan of action increases the number of qualified leads, even while keeping your sales conversion rates and price you charge per customer, revenue increases. ... 2. If your pipeline pull-through strategy increases your sales conversion rates with the same number of qualified leads and price you charge per customer, revenue increases. 3. If your paying customer plan enables you to increase the price you charge per customer with the same number of qualified leads and sales conversion rates, revenue increases. [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

Why is it so hard to break through to the magic $1MM ARR? Powered by Restream https://restream.io/ You’ve hustled & hard-worked to $10k or $20k or $30k MRR. Your early customers LOVE your product. ... But now growth got REALLY FREAKING HARD. When you work the top of the funnel, you find a few leads, but it’s ad-hoc & time-consuming. When you work pipeline, new leads dry up and your customers wonder where you've gone. After every new sale, you're sucked into the implementation vortex of support questions, integrations, training (and re-training) your new customer to actually use the product they bought. Why? Because you haven't grown from hustling & hard work to SYSTEMS and STRUCTURE. This is the ONE CRITICAL FACTOR for #B2B Startups to Convert Enterprise Deals Consistently. To ramp up your REPEATABLE REVENUE, you need SELLING SYSTEMS across Prospecting, Pipeline & Paying Customers. Type SYSTEM below and I’ll show you how to get some help implementing them for your #startup.

New Podcast on the Startup Selling Show! In this episode of the Startup Selling Show, I was interviewed by Scott Cowley, The Sales Mastermind as we discussed the topic: "What Every Founder Must Know About Startup Sales". Check it out and let me know what you learned and what kind of questions it brought up for you so we can start our own discussion!... #sales #saassales #enterprisesales #startupselling #scaleup

Information is easy Implementation is hard. It’s time to stop being a reader and start being an implementer. One of the most challenging aspects about building and implementing a sales process is knowing what and how to fix what’s not working to realize the best results in the shortest time. That’s why I created the Scale-Up Session. In this one-to-one call, we analyze your current sales process with a series of rapid-fire questions, with the purpose to identify the key op...portunities, gaps, and blind spots in your sales process, so you can achieve repeatable, scalable growth and build the company you imagine. [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

Startup Selling: Talking Sales with Scott Sambucci : Ep. 108: What Every Founder Must Know About Startup Sales

10 Sales Email Strategies & Tips Is anything more frustrating than sending a follow up to a prospective customer only to get nothing back in reply? Use these ten tips for sending emails to your customers and I guarantee you’ll get more replies and more follow up meetings, and close more deals.... 1. Always end your email with a question. 2. Suggest specific times in your email for a meeting. 3. View a draft of your email on a mobile device. 4. Use specific subject headings. 5. Use RE: in your subject line, even if it’s the first email in the chain. 6. Send a LinkedIn connection request the day after your email. 7. Copy (cc) someone else on the email and mention the person you’ve cc’ed. 8. Give yourself permission to follow up with a call in two days. 9. Send a separate email with a news article, blog post, video, or some other content related to the discussion. 10. Email 1-2 days after your first email with a follow-up question or a mention of their work. Awesome! Now you’ll get more replies to your emails, set more next meetings, and keep moving your sales opportunities forward.

Six Reasons for Selling Pilot Programs By first implementing your product on a small scale in an actual working environment, the customers can see how it will work for them and reduce the risk of committing to a full-scale implementation. There are many advantages to pilot programs, especially as a startup. Here are six reasons to run pilot programs as part of your sales process.... Reason 1: Pilot Programs Enable You to Vet Your Opportunities Reason 2: Pilot Programs Shorten Your Sales Cycle Reason 3: Pilot Programs Reduce Risk Reason 4: Pilot Programs Build Trust Reason 5: Pilot Programs Enable You to Prove Success Reason 6: Paid Pilot Programs Generate Revenue [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

Pilot Programs Enable You to Vet Your Opportunities If you’ve been selling your product for any amount of time, you’ve gotten to a point where you’re juggling multiple potential prospects. Congratulationsyou’ve built a sales pipeline! Regardless of whether you have three or thirty opportunities in your pipeline, you need to identify which prospective customers are the most interested in buying and using your product right now. As I’ve said a few times already, there’s no s...hortage of interesting conversations. The challenge is that while you might have many people interested in talking about your product, they might not necessarily be interested in buying your product. By introducing a pilot program to your potential customers, it brings the companies who are most interested in your product to the forefront, so you know where best to focus your time and energy. [Excerpt from my new book - "Stop Hustling, Start Scaling."] Did you know you can download a free & complete PDF version of the book? Link in the comments below. #sales #startups #scaleup #gofarther #startupselling #saassales #enterprisesales

New Podcast on the Startup Selling Show! "We still want humans involved in our buying process even when it's completely self serve." -Ethan Beute In this episode of the Startup Selling Show, Ethan Beute, MBA & I talked about rehumanizing your business, accelerating sales, and improving customer your experience.... Check it out and let me know what you learned and what kind of questions it brought up for you so we can start our own discussion! #sales #saassales #enterprisesales #startupselling #scaleup