Anthony Alfieri

#1 skill I’ve seen consistent across sales reps Is their ability to stay organized. It doesn’t mean unorganized reps can’t be successful, I know plenty that are. But a rep that can consistently execute a process will win a lot more often. This goes for: - Prospecting - Deals in early stages & follow up - Deal alignment with multiple stakeholders - Multi-threading - etc. Sadly, most deals are lost due to poor organization and follow up. My suggestion, take the thinking out of it as much as you can. Check out Boomerang who's solving this problem: https://lnkd.in/gmRveMqa

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13 Comments

Prospecting can be challenging, but keeping it simple can make a big difference. Here is my sales tip of the day: 📩 Keep your prospecting emails short and sweet. They should fit on your phone screen. Before sending out a blast, email yourself to ensure your message hits the mark. Remember, effective prospecting is all about making a connection in a short amount of time. Keep it simple and to the point, and you'll be on your way to success. #sales #prospecting #emailtips

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Overcoming sales resistance is crucial because it directly impacts the success rate of sales conversations. By effectively addressing and navigating through customer objections, sales professionals can foster trust, demonstrate understanding, and ultimately guide the customer towards recognizing the value of the solution being offered, leading to increased sales and customer satisfaction. NEPQ probing questions in sales conversations are significant because they shift the focus from pitching to persuading through understanding and emotional connection. This technique leverages human psychology to create genuine relationships with clients, ensuring they feel heard and valued. It's a transformative approach that enhances client connection and potentially increases sales effectiveness. Probing questions allow sales reps to delve deeper into prospects' needs and pain points, fostering a better understanding and connection. This approach helps in tailoring solutions that address specific issues, ultimately facilitating a more effective sales process. Share your thoughts.

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Stop overcomplicating outbound. Let me give you a simple, 3-step framework for outbound prospecting. Step 1: Get a list of your buyers with verified phone numbers. Step 2: Call that list and talk to your buyers. Step 3: Repeat step 2. Pfew... that was hard.

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3 Comments

5 strategies to automatically increase your win rate 👇🏼 Very interesting and accionable from Gong 1. Double down on backup 2. Give buyers time to think 3. Make sure reps talk money 4. Require next steps 5. Emphasize value, not features

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Sales + Confidence = Momentum Confident salespeople: 1. Build trust with customers. 2. Stay in control of the conversation. 3. Enhance the effectiveness of a pitch. Be confident. Build momentum.

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SWAG!! Forget "Net Promoter Score". Can you SELL your SWAG for actual $$$? Let's see how many "Swag Stars" we get. (⭐⭐⭐⭐⭐ means you have stark raving fans👍) Most Building Product Manufacturers are just that. Manufacturers. But in these times, we need to become more. This is just one signal, but a significant one. 😢 No Swag ⭐ basic giveaway swag, like hats and pencils ⭐⭐ giveaway swag like full workwear and tools ⭐⭐⭐ people begging for and collecting your swag ⭐⭐⭐⭐ online and events store, people buy your swag ⭐⭐⭐⭐⭐ online & events store, people buy & GIFT your swag https://lnkd.in/egeQSkRe #buildingmaterials #buildingproducts #lumberyard #lbm #consructionmaterials

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Is your team not hitting quota? Hiring more sellers won't fix it. You need the data on why, And a solution in place. Maybe you can't figure out the right hires -You need to test for - Will, Beliefs, and Skill Maybe people don't know what to do -You then need to create the right onboarding process Maybe folks are struggling with how to do it -You then need to figure out exactly where and focus there Maybe, just maybe, you have the wrong quota -Have you done the backward quota math to see if quota = your systems? Fact is: Tossing more people into bad systems doesn't work Sales = systems. Not just something you can "throw headcount at." Remember, a single bad hire pays for the investment in ALL systems A bad hire costs that much. Use data to figure out the real problem. Fix the problem. /end rant David out ✌️ 🚨 PS - If you want killer cheat sheets on quota math, process audit, or questions for better hiring, drop a note in chat and I'll send them to you. 👋 If you liked this, give me a follow ♻️ Repost if this landed with you.

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Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. You: "How long has that been going for?" Follow-up with: "Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business?" They’ll probably say yes in some way. Then, ask this: "Well, in what way though?" When you get to this point, you want to ask NEPQ probing questions. Here are a few: -"Oh what you mean by that?" -"Can you tell me more about that?" -"Can you tell me more about that?" -"What does that means for you when that happens?" -"Can you unwrap that for me?" -"Can you unpack that for me?" When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE.

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From the first contact to the last, what’s the average time a sale takes to close? How many touches in that time? Outbound vs. Inbound are likely different metrics. Make sure your not loosing the trust of your prospect while trying to gain it. Give space 🪐. _____________________________________ #sales #rejection #deal #coldcalling #onlinepayments #intagrations I’m Shalom Markman. I went into sales to become great❗️ I aim to sprinkle cold calls 🥶☎️, sales advice, and a dash 🧂 of sales humor as I show the journey of my success.

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4 Comments

Multi-threading... A skill that's fast becoming the most critical in a sales reps arsenal. Why? 🤔 The market is tough at the moment. 🤔 Buyers are more budget conscious. 🤔 CFOs are asking teams to reduce spend and cut back on investment. 🤔 Prospects that once had buying power and sign off capability now have to get approval from C-Suite. It sounds like an uphill battle 🏃‍♂️‍➡️⛰️ but the truth is, multi-threading is not as daunting as you might think. ⭐️ Here's some tips that have worked well for me in the last 6 months ⭐️ 🗺 Map out your accounts. Org charts are critical for multi-threading. You need to understand who your prospects are, who they report to, and who holds decision making power. Tip - LinkedIn SalesNav let's you build drag and drop org charts! 🗣️ Check with your your champion. Confirm your org chart is correct. Ask them what the process is for bringing on a new vendor. If they don't know, 🆘 they are not a true champion. 📧 Share content early. Begin introducing yourself to key stakeholders quickly. Tip - Connect on LinkedIn with a short and sweet connection request, something like "Wanted to put a face to a name following some great conversations I've been having with (champion name) re (challenge). I'll send over some content via email shortly. I look forward to hearing your thoughts." 🎺 Make sure your content is personalised, engaging, and stands out. TOP TIP - Using a tool like trumpet 🎺 (digital sales room) is a sure fire way to encourage stakeholder engagement. Upload clear and concise value props, how you can solve their businesses challenges, client case studies and more. Ask these contacts to bookmark the page as you will regular update it with content as the deal progresses. And, track their engagement, so you can meet them in the moment. So far, my prospects have been LOVING it! 📞 Pick up the phone. Once you've connected on LinkedIn and sent content, call prospects to ensure that they have seen it. Ask what questions they have and tell them about next steps. By doing the above, when it comes to negotiation these stakeholders will be informed and aware of the entire process to date, and you and your product will be top of mind 🧠 Tenured AE's in my network (I know there are a lot of you), what do you do to successfully multi-thread? P.S. You can guess what I'll be doing in the office today :😉 #multithreading #sales #digitalsalesrooms #dsr #aestrategies

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Hunter and Farmer are the two long standing analogies for salespeople… But in 2024 are they still relevant? 🏹 The Hunter: Hunts new logos. Bold. Coffee is for closers. Challenger seller. 🌽 The Farmer: Nurtures and grows existing clients. Soft skills. Relationship seller. So where does that leave the rest of the profession that doesn’t follow the hyper-specialized sales roles outlined in Predictable Revenue? Many of us are responsible for finding new logos, expanding existing accounts, and creating positive customer interactions that are not directly related to sales. I think of my role as: 🐻 The Trapper: Uses trends & observations to find the best ICP matches. Recognizes behavioral patterns to drive relevance & success. A mix of strategy and execution. Sellers, what do you think? Any other job analogies resonate with you? 

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December is where most sales leaders fail their teams. Here’s the thing: Treating December as just a mad dash to hit quota leaves teams burned out and pipelines dry when January hits. The best sales leaders? They use December to set the stage for massive wins in 2025. We’ve teamed up with Kevin Meyer, Enterprise Sales Director & Advisor, to dive into the hard truths about what sales teams are getting wrong—and how to fix it. We'll cover: ~ Why December hustle can cost you big in Q1. ~ How to re-engage prospects instead of annoying them. ~ Real ways to energize your team for a strong start to 2025. Have questions about making December work for you? Drop them in the comments, and we’ll tackle them live. Register here: https://lu.ma/6xsyhfrx It’s time to stop failing December and start using it to win 2025. Are you in?

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2 Comments

Sales reps will do 5 minutes of research only to end up DQing the account. When this happens 4 or 5 accounts in a row, it is demoralizing. Your leadershp should take measures to prevent that from happening. What if every account you prospected, you knew would be a good fit, and you had the context as to why they're a good fit? Now, through Gradient Works, you can do AI Research across your entire TAM, score your prospect accounts based on similarities to your best customers, and identify accounts outside the CRM that are most like your ICP. Get up to 5000 free credits between now and EOY to check it out for yourself! Check out the video below and go hit that "request a demo" button or shoot me a note to see for yourself www.gradient.works

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9 things Sales Leaders should stop doing in 2024 1. Being solely tactical 2. Dodging use of math 3. Befriending your reps 4. Opposing RevOps hires 5. Resisting remote working 6. Communicating infrequently 7. Avoiding tough conversations 8. Focusing only on team morale 9. Being penny-wise & pound foolish What else should we add to this list?

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21 Comments

Demand and lead gen people: 👇 “We’re drowning in inbound right now.” Sales leadership: 👇 “70% of our salespeople are not on target to hit quota.” Salespeople: 👇 “The leads we get suck and it might as well be cold outreach.” All these things are being said at the same time. 🧐 #saywhatsales #sellbetter

22

14 Comments

Say it with me: I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025. I will not ghost a salesperson in 2025.

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“Stop treating knowledge/ sales professionals like factory workers. Specialized knowledge, building networks, and embracing tech innovation are more important growth levers than measuring activity inputs.This is especially true for strategic sellers. If you’re leading with activity and not strategy, I guarantee you don’t have trust in your sales team. As we enter the 2nd half of 2024, I encourage you to think differently.” #strategicsales

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