Gavin Kowalski

Reaching decision-makers through voicemail There’s two ways to make more sales. One is to close more of the customers you do know. The other is to get more customers into the pipeline. When prospecting for more customers, who could buy on your development, to visit and revisit you, you can look at voicemail as either your enemy or your ally. Especially with 70% of your call outs going to voicemail, it is time to make friends with it! Although you will not get even close to getting every voicemail returned, you can get a significant number of your messages returned when treat them as a one-on-one advert. Try preparing 3-5 separate benefit-focused voicemail messages that you can leave over a period of days for a single decision-maker before you give up on the customer. Each message should focus on a single unique customer-focused benefit and a call to action. You want them to want to call you back and to revisit the development, let them know you are trying to help them and that calling you back has is worth their time. How do you tackle the dreaded voicemail answer machine? #newhomesales #intelligentselling

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Ignite your sales success by 56% in just 8 exhilarating weeks with our Sales Mastery & Client Acquisition Programme! 🚀 Witness a dramatic transformation in your sales prowess, from sharpening your skills to closing those deals with unshakeable confidence. We're here to skyrocket your journey. Our bespoke, blended learning approach will turbocharge your sales capabilities and supercharge business growth. 💼💪 Here's what our passionate learners have experienced: - Conquering post-Brexit market hurdles - Mastering objection handling with newfound assurance - Elevating negotiation finesse for sustainable contracts - Enhancing client meetings & strategic targeting - Efficiently overcoming gatekeeper barriers Are you ready to unlock boundless sales potential and soar your revenue to new heights? Sign up now for a transformative adventure that promises a profound impact on your career! URL in comments! #SalesMastery #ClientAcquisition #SalesSuccess #BusinessDevelopment #MaximiseRevenue

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Talk to your clients about...  emotions, not facts, features and benefits Comment "feel" below if it would be useful to learn how to sell based on emotions. #salestraining #salesprocess #salesmanager #successprinciples #salestraininguk #salestips

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Sharpen your skills, gain a competitive edge, and unlock your true earning potential with Sandler Canary Wharf. 🙌 Our proven sales methodology focuses on building relationships, qualifying leads, and effectively navigating the sales cycle.  Discover how our personalised programs can help you achieve your sales goals 👉https://hubs.la/Q02yzGhg0 #SalesTraining #ProfessionalDevelopment #SandlerTraining #CanaryWharf

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Are your customers more elusive than ever? Like they are hiding not wanting to talk to salespeople Lets think about this using 🟠 Orange Hat Thinking 🟠 Consider the ABCs of customers today Change is happening faster than before and as a result our customers are likely to be more: ⚠️ Advanced With more information now available customers are able to progress further along the buying cycle on their own ⚠️ Biased Given the resources they can tap into the are more likely to have a stronger leaning towards where they think their increased expectations will be met. ⚠️ Confused They also face a VUCA world with increased volatility, uncertainty, complexity and ambiguity so they are struggling to think about what should be doing It creates something of a paradox that they know both more and less at the same time Makes them feel uneasy and why they go to a safe place They may also feel that they are wasting time with salespeople that bring nothing new to the table We have a huge opportunity here if know how to work with customers. First and foremost we need to help them make sense of their situation NOT understand our solution However there are things that get in the way ❌ Mechanical Messaging: using high volume methods with little room for personalisation means that the customer doesn’t feel that what you offer is for them 🔶 Make the customer feel special by making it clearly about them ❌ Product Training Overload: if the salesperson is highly prepped to speak about a product that is what they will do 🔶 Equip the seller with insights to share rather than features to force (plus the skill to introduce these elegantly) ❌ Sales Process Fixation: forcing the customer to do what the seller wants because that is what the CRM says does not go down well 🔶 Understand how they want to buy and flex with, follow when necessary and guide when required ❌ Tech Stack Snobbery: using all the latest gear with no real impact on the customer 🔶 Apply the kit to augment the human (or bin it if it is getting in the way and having the opposite effect) ❌ Tech Ludditery: spurning the use of any new tools and techniques that make it a better experience for customers 🔶 Ditch personal preferences and understand what really works ❌ Crass Consultative Mindset: continually digging for pain is not enough anymore and might do more harm than good 🔶 Add more finesse with more modern mindset and associated techniques ❌ Dark Social Denial: people share stuff where you can't follow. Are they sharing yours? 🔶 Create content that people want to 'ping' to their friends and colleagues It’s easy to see why customers are becoming elusive when they have issues that aren’t going away and salespeople aren’t really helping them to address them Might as well crack on with that rather than wasting more time Are you set up to collaboratively today? Will customers welcome you with open arms? #sales #collaborativeselling

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As an IT Channel Partner Business Leader it helps when our sales professionals feel confident to engage willingly and sufficiently early with those that allocate and those that hold budgets within prospects and clients. Knowledge, experience, guidance and support underpin confidence for us all. What steps do we currently take to help our sales professionals evolve the confidence they need to proactively engage with business leaders? Any investments we make in our people has a motivational effect beyond the individuals themselves. https://lnkd.in/deHC77Az This programme has been created to help you help your Sales professionals become more confident in engaging with business leaders. It doesn’t cost thousands, it doesn’t take days to complete and it does aim to inspire, engage and educate. The approach takes the attendees on a journey of teaching, thought provocation and self reflection to help work not only on knowledge and skills but to also put a focus on mindset. It’s straightforward to enrol, is mobile enabled and participants can easily break the work down into manageable chunks to suit them, 15 minutes a day would be an example. They also have opportunities to interact and raise questions with me directly at online forums to which they’ll be invited. My work has been described as a ‘Fantastic Practical Learning Experience’. Feel free to reach out to me with any questions.

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Question: What sets the top 10% of sales performers apart from their peers? Answer: They optimise their sales calls by planning ahead. With Sandler’s Pre-Call Planner, you can do this too. Organise essential information, record notes, outline goals and next steps to maximize your chances of success. 👉 Download yours here to start planning your next call: https://hubs.la/Q02Lh4LB0 #Sandler #SalesTraining #SalesTool

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🔶 COMPLIMENTARY WEBINAR 🔷 Evolve Your Sales Approach 👉 Tuesday, May 14 @ 7pm (London Time) Modern buyers today have endless access to data before they ever interact with sellers. In fact a recent study found that 68% of buyers don’t engage a seller until the last stage of the buyer’s journey. This puts salespeople at risk of getting left behind by new technology and shifting buying behaviours. However, using AI tools and tech stacks to boost sales requires training and enablement. Discover the secrets of success in an evolving sales landscape. Join Sandler Executive Chairman, Dave Mattson, and Head of Strategy and Support, Franchise, Mike Montague, as they address three critical issues: - Today’s more complex buyer journey and sales landscapes require a new breed of salespeople. - Technology and Sales need to work as one for the survival of sales organisations. Register here: https://lnkd.in/eimZ2xHd #SandlerTraining #Technology #SalesSuccess - Organisations that succeed in developing strong sales leaders will gain a competitive edge. Align your knowledge and expectations with the future of sales intelligence! This session will inspire you with ways to evolve your sales approach in today’s landscape. Meet Our Speakers: Learn from Dave Mattson, a preeminent sales thought leader, best-selling author, and keynote speaker with 35+ years of experience. Mattson has guided Sandler to its position as a global provider of sales and management training, with over 200 operating units in 25 countries.

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Essential strategies and insights crucial for any business leader to effectively manage risk and steer their organisation towards sustained success. #management #b2b #RiskManagement #BusinessManagementTips #sales #SalesCoaching #SalesManagement https://lnkd.in/efK4_Sik

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#QuestionForGroup Do Your Customer Visit Reports Add Value? Sales Managers tell me they don't read them. Salespeople say they're just an admin task for 'Big Brother' Customers often don't get email confirmation of the next steps agreed upon. Your CRM meeting notes must capture key business value for all 3 parties: 1. Sales - Capture key business info & track opportunities effectively 2. Management - Visibility on progress - Highlight Coaching Points 3. Customers - Value demonstrated - next steps confirmed Here's a quick sketch showing why you need value from all 3 #SalesManagement #CustomerEngagement #ValueSelling #lightingsolutions

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#QuestionForGroup Do Your Customer Visit Reports Add Value? Sales Managers tell me they don't read them. Salespeople say they're just an admin task for 'Big Brother' Customers often don't get email confirmation of the next steps agreed upon. Your CRM meeting notes must capture key business value for all 3 parties: 1. Sales - Capture key business info & track opportunities effectively 2. Management - Visibility on progress - Highlight Coaching Points 3. Customers - Value demonstrated - next steps confirmed Here's a quick sketch showing why you need value from all 3 #SalesManagement #CustomerEngagement #ValueSelling #b2bsales

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Improve your sales performance with Sandler's on-demand webinar, 'Break the Rules, Close More Sales.' Uncover cutting-edge strategies and insights that are shaping the future of sales. Grab a cuppa and watch now: https://hubs.la/Q02xd8F60 #SalesTraining #SandlerTraining

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Are You a Trusted Expert or a Transactional Salesperson? Did you know 86% of B2B buyers want to work with a trusted industry expert, yet 73% feel they’re dealing with transactional salespeople? 🤔 Why the gap? 1️⃣ Lack of deep industry knowledge. 2️⃣ Over-focus on targets vs. problem-solving. 3️⃣ Limited personalised engagement. The question is: What are sales professionals doing differently to bridge this gap and position themselves as trusted advisors? Let’s start a conversation—what strategies have you seen succeed in building trust with B2B buyers? 💡 #TrustedAdvisor #ProvidingValue #SandlerCanaryWharf

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It's "Focus Week": Focus your time into Paytime and No-Paytime to be more successful #salestraining #salesprocess #salesmanager #successprinciples #salestraininguk #salestips

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