Brendan MacCaoilte

The best cold calls 1. are brief and brilliant 2. close for the meeting, not the sale 3. open with account research insights 4. handle objections with curiosity, not tricks 5. have a persona-specific problem statement 6. highlight the business impact of that problem 7. tell a customer success story rather than a pitch 8. are delivered with confidence & the right tonality Most importantly, they deliver value. Nobody wants to be cold called. Everybody wants free value. Build your cold calls around that - and watch your meetings go 🆙 What's your approach to making cold calls?👇 PS: Free 📞 training here: https://lnkd.in/gTbPiShP

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What running my second half marathon teach me about B2B sales? Absolutely nothing....... But whether you're pushing through long meetings or that final mile, it all counts. We celebrate hitting sales targets—so why not celebrate personal wins too? 🏅 Turn your skill of hitting KPIs into breaking PBs. Running has become a huge part of my life since moving to London. Being part of two running clubs has helped me break health goals, crush step targets, and meet some amazing friends along the way (networking if you will). If you're thinking about picking up a new hobby, give running a try! It's free, non-committal, and a great way to improve both your physical and mental health. Also, as the evenings get darker and colder it's a fantastic excuse to get out of the house and catch-up with some friends. And if you're in London and looking for a running partner, feel free to drop me a message, I'd love to show you around 😄 So, whether you're closing deals or crossing finish lines, let's take a moment to recognize all our accomplishments—big and small, personal or professional 🎉 What personal goals have you smashed lately? let me know below! #wellbeing #running #personaldevelopment

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Marketers find it frustrating when sellers use outdated or off-brand content for pitches... and for sellers it can be a pain finding the latest materials and personalising them 🤦‍♀️ A strong sales enablement content strategy keeps everything organised, so sellers can focus on selling. How do you keep your marketing and sales teams aligned? 🤔 Check out this guide from Seismic... #sales #enablement #marketing

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DID YOU KNOW?? According to our GRAND Sales & Workplace Report, 60% of sales professionals plan to leave their current roles within the next 24 months. Alarming, right!? There is a clear and urgent need for the right support from organizations. That’s why this upGrad Enterprise x People Matters webinar ‘Sales Attrition: Bridging the Skills Gap to Drive Performance’ is a #mustattend. It's happening tomorrow(5th Sept) at 3 pm. Register ASAP: https://bit.ly/3Xajfur Help your sales team learn the right skills, prepare to lead, and understand what they need to do differently, from a panel of experts Shreyasi Singh, Ashissh Kapoor, Arati Parashar, Manavi Pathak, Jerry Moses.

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Setting sales targets is crucial for sales leaders. The key is to find a balance between ambition and reality: ambitious enough to motivate yet realistic enough to prevent frustration. This article explores strategies for creating inspiring and achievable sales targets. Understanding Your Team's Potential Before setting targets, it's vital to assess your team's capabilities through: - Individual Assessment: Recognize each member's strengths and growth areas. - Historical Performance: Review past sales data for trends and peak periods. - Market Dynamics: Account for external factors such as economic conditions and competition. Crafting SMART Sales Targets The SMART framework is a practical approach to setting sales targets: - Specific: Clearly define the goal, e.g., "Increase sales by 15% in the next quarter." - Measurable: Use quantifiable metrics like revenue or deals closed to track progress. - Achievable: Set challenging yet realistic targets to keep the team motivated. - Relevant: Ensure targets align with overall business objectives. - Time-bound: Establish specific deadlines to create urgency and focus. Cultivating a Growth Mindset To foster a growth mindset within your team, try these strategies: - Celebrate Milestones: Recognize individual and team achievements, big or small. - Provide Constructive Feedback: Offer specific feedback for performance improvement. - Invest in Training: Create ongoing learning opportunities. - Foster Positive Culture: Build a supportive and collaborative environment. Leveraging Technology Technology can enhance your ability to set and track sales targets by: - Sales CRM: Manage leads and track performance. - Sales Analytics Tools: Identify trends and improvement areas. - Sales Automation: Automate tasks to focus on strategy and customer interactions. Additional Considerations - Accountability: Clearly define roles and responsibilities within your team. - Flexibility: Be prepared to adjust targets as market conditions change. - Regular Review: Regularly review and adjust targets to ensure they remain relevant and achievable. By adapting these guidelines to your business, you can set inspiring sales targets that drive results and contribute to overall success. #sales #salesstrategy #targetsetting #teammotivation #management #growthmindset #CRM #SalesManagement #GoalSetting #SMARTGoals #Leadership #SalesGrowth #BusinessSuccess

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Do you want to take your medical sales career to the next level? Join 2000+ ambitious salespeople and subscribe to my weekly email. Each week, you’ll get: ✅ Proven strategies to boost your sales performance ✅ Tips to build lasting relationships with clinicians ✅ Sneak peeks of upcoming events Let’s unlock your full potential together! Click the link in the comments below and #BePhenomenal

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Lesson for sales leaders and individual contributors here... Yes LinkedIn is a great way to get in touch with prospects. Yes, automation can help. But you can also do that in a very wrong way... 1) Connection request with zero personalisation 👿 2) Pitch slap right after I accepted the connection 👿 3) That was sent on a Saturday, proposing "a quick only demo today". 👿 4) My response, addressing that total failure in terms of automation got zero reply. 👿 5) Now, 4 (!) years later, the next message (strange cadence...) 😲 6) Sent Friday afternoon at 16:58, proposing "a slot later this week". 👿 A real shame for the sales industry - this is the type of outreach that makes our profession look so bad... Or is it just me being overly sensitive? Have a great weekend! Unplug, and get rest so you can be fired up and ready to go again on Monday morning!

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We get bad advice at school Don't assume Ass / u / me NO! Do assume Intelligent assumptions Thinking about what might be going on in the customer's world Building a hypothesis Using questions to explore this together That's valuable #sales #assumptions #questions

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🚨SALES MANAGERS🚨 Want to challenge your sales teams to see how they'd go under direct, focused and clear coaching? May 28/29/30 I'm bringing back our 3 Day Sales Challenge to do just that!! - 3 x 90 min LIVE Zoom Sessions. - 6pm - 730pm AEST - 1 Challenge to complete post session. - Prizes to be won. - Results proven for 10 years. When you focus on connection, the commission is a natural by product. These 3 days, will show your teams how to: - Read prospects in 30 secs. - Remove tyre kickers with 1 text. - Highlight genuine opportunities by listening to what they DON'T say. - Understand the 3 pillars of elite communication - Stop the need for discounting with 1 simple shift and much more... Challenge your HOT SHOTS, share a different perspective and the new model of selling (The SWISH Method), with underperformers... Register for your FREE seat below 👇 https://lnkd.in/eGumEwX6 #3daysaleschallenge #salescoaching

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Embarking on a digital transformation journey? Get your team on board with a clear vision and strategy that resonates from top to bottom. 🚀🤝 Kieran Krohn shares valuable insights on The Exceptional Sales Leader Podcast - here is a 1 minute snippet. To listen to the full episode, please click on the links in the comments below. 👇 #DigitalTransformation #BusinessStrategy #TeamAlignment #CultureChange #InnovationLeadership

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At george james we love sales processes. Having a great sales process is all we need to be successful in sales, right? Well, not exactly. Having a great process is super important. But the process is only as good as the people using and OWNING it. The best salespeople I have either managed or trained are: ✔ Obsessed with owning the data in the sales process for THEIR territory; ✔ Able to keep feeding the process with new opportunities i.e. ALWAYS PROSPECTING; ✔ Always clear as to what the next step is in any opportunity they are taking through the process. HOWEVER They are also totally focused on their own self development, and the SKILLS they need to make the process work! In other words, recognizing: ➡ People by from people - a process has never sold anything on its own; ➡ Where their skills and/or knowledge gaps are ➡ Actively seek input from their peers and their boss on where they can improve ➡ See any training they are given as a GIFT from their organization and rigorously apply the training in their roles ➡ Are hungry for more development in whatever form it comes! In my recent experiences too many organizations focus JUST on the process and NOT ENOUGH (if at all) on the skills and knowledge their salespeople have to make the process work! How about your organization?

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3 x tips to help you increase the speed of your sales process... Speed is everything within the sales process... We all know from experience that the longer a deal is sat there, the less likely it will be to come in. Sometimes this is down to simple things, like not setting next steps and sometimes it's down to more complex things, like not having the right processes in place, to actually keep a deal moving. If you don't know what the next step is in the sales process, you've absolutely no chance that the client will. The other big one, is ensuring that your team aren't replicating things from scratch, every single time. In most companies, anything that is created for a client is often only used once and then it's on to the next thing. If you can find a way of taking the best bits of each of those assets and them using them again and again to give other clients value, you quickly become more valuable and more efficient. #BigPresence #LeadGen #Sales

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FRIDAY’s FOOD FOR THOUGHT … Solve your prospect’s/client’s problem without you … Allego Cognism Playboox Value your partnerships and being more value to your prospects and customers without you being part of the solution. #continuousimprovement #partnerships #saleseffectiveness #problemsolving #sales

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In sales, listening is key. As a sales representative, it can be tough since we often love to talk (yes, I'm guilty too!). Being on the receiving end of a sale call reminds us of the vital role listening plays in the process. #Sales #ListeningSkills

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How confirmed are your meetings? What difference does getting clarity on your set to sat ratio do for your business? Great insight from our Leon here when we all got together the other month. If you want to check out the full episode head to The Sales Dojo podcast.

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What is the psychological preparation needed to have a high energy focused appointment setting session? Many salespeople rely on standard scripts or wing it. Have you ever tried to purposely sit down and make calls to either cold call or call cold leads and past enquires? For most people its not easy to firstly get yourself into the mental state and plus have high energy to make the calls and the most difficult thing is to sustain that activity for at least 2 hours. Tell me if this happens to you. -You make a few calls -You feel relieved that the people were friendly or didn’t answer -You now feel you deserve a break after making 3-5 calls. -Then the cycle repeats again. If generating leads and following leads is something that needs to be done well, then there’s preparation needed plus script design customised and importantly the mental state. Behind the scenes at a car dealership, we dive into the psychology of appointment setting. It’s about more than just selling a car; it's engaging, adapting, and setting the stage for a meaningful connection. The reality is for many businesses to generate LEADS is becoming very costly and it becomes a SUNK cost if it is not done well. On average lead costs can vary from $250 to $750 per lead in the automotive industry This activity is not something you do when you need to sell more of anything. It should be constant. This applies to most industries. Here's a TIP: WHAT IS THE OBJECTIVE OF THE CALL! If you want to develop a program that puts a structure for following up, getting referrals, and setting meetings then CLICK on the link below in the comments section to book a time to discover the best appointment options for you. Happy Appointment Setting #salestraining #BMW #psychologyinselling

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