Joseph Patros

#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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My Bulletproof Method for Crushing Objections in Sales Conversations 💥 Let’s set the stage. You've invested time and effort into booking a meeting with your prospect, delivered value, and pitched for the past 15 minutes... ⏰ You’ve gone above and beyond to ensure your prospect understands everything there is to know about your product/service and how it can completely transform their business toward monumental success. But then, they hesitate... and you know what’s coming next... You've been down this path dozens of times and can feel it piercing in the air... Ah, my old arch-nemesis: "Let me think about it." 🙄 You hesitate, not wanting to "rock the boat," so you let your potential client walk away, telling them to "come back when they're ready to make a decision." Then, you wonder why they never return your calls—just like the "one that got away" back in high school. 👻 But hold on, there's a solution to this! ☝ Fortunately for you, I have the ultimate "Cheat Code" to overcoming this objection every single time 😉 First, let’s break it down: 1. Why does this objection come up? 🔍 "Let me think about it" usually surfaces because the prospect isn’t fully convinced yet. There’s lingering doubt or uncertainty about what your product does and how it can truly benefit them. In other words, you haven’t demonstrated enough value and benefits for them to feel confident pulling the trigger on your solution. Here’s what you need to do next... 2. Dig Deeper: Uncover the Real Reason 🕵️‍♂️ You must identify the true reason behind their doubts or concerns. It could be: - Budget concerns 💸 - Uncertainty about the value 🤔 - Needing to consult with a co-founder 🗣️ - Fear that your offer might backfire and not deliver the desired outcome 😨 And so on... Your goal is to pinpoint exactly what it is that is holding them back and determine what’s workable and negotiable to reach a consensus for both parties. 🤝 Now, it’s time to... 3. Address Their Concerns by Providing Solutions 🛠️ Your role as the salesperson is to always find solutions that work for your prospects to create a win-win deal. 🏆 You can do this by: - Offering additional information 📝 - Sharing previous success stories 📈 - Establishing a guarantee 🛡️ And so on... The key is to understand their hesitation, address it head-on, and guide them toward making the best decision for themselves. 🌟 Remember, the greatest salespeople don’t try to "sell"—they present the best possible solution for their prospects. 💡 Happy hunting! 🏹

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As an AE I was making an error without knowing it... I talked TOO much. Here's a quick story: 👇 In the beginning I approached demos the wrong way. I thought to myself… "I have 30 minutes to cover X, Y, and Z" "I'll start with this, end with this, and leave time for questions at the end" Every call was exactly the same. This was the completely WRONG way to go about it. -> There was little to no additional discovery. -> Conversations were limited. -> Focused on all our features. Instead… Focus on having a genuine conversations. Listen twice as much, as you speak. -> Do your research before the call. -> Spend time asking meaningful questions. -> Uncover major problems that need to be addressed. -> Then tie those problems to your unique features. Structure or a framework in your calls is important… BUT also have the flexibility to spend time where it matters. Like, follow, and comment below 👇

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If you're in a sales slump you need to change your perspective The 2 fastest ways to change your perspective are: 1: Surround yourself with new people 2: Get yourself new education We get complacent and stuck in our way of doing things. To break out, talk to new people who are finding success and learn new skills that you can apply. These are the fastest ways to get out of a sales slump. If you want to meet other life science sales reps who are having success or need new sales skills/training, come join Succession.

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The interview process is a sales process. I was just thinking about this as I was speaking to someone who wanted some tips on how to stand out, interviewing for AE roles. Salespeople interviewing for sales roles don't realize this. But... You are the product in that sales (interview) process. You're also running the sales cycle, selling the product (yourself) in that sales process. You are the product and the company that is interviewing you is the buyer. The first phone screen with HR, is the qualifying call the buyer has with the SDR (you)... The second interview with the Sales Manager, is the discovery call the buyer has with the AE (you). The third interview with the panel (which is usually a mock discovery call/ cold call roleplay/ presentation), is the product demo (you) the AE (also you) goes through with the buyer. The fourth interview with the VP of Sales, is the pricing/proposal call the AE (you) has with buyer. And the final call with HR when you are given an offer and you now negotiate your salary... Is the same as the negotiation/followup call on price that the AE (you get the point) has with the buyer. Going through the interview process to get a sales role is exactly like selling a product/solution. Except you're the product and you're also doing the selling.

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Sales isn’t just about talking, it’s about listening. Here’s why: -Listening builds trust with your prospect. -You understand their true pain points. -It helps you tailor your pitch perfectly. -You stand out from the competition who only talk. The top salespeople listen more than they speak. Because it leads to more closed deals.

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Utah has produced some of the top SMB / MM sales teams: Podium Route Divvy Canopy Lucid Pluralsight Brex Pinterest BambooHR and so many more here... Why? ⛪️ A huge percentage of saas sales reps start their sales career knocking doors. Selling Jesus. Nothing harder than that. Slam the door in your face? Go to the next smiling ear to ear. Oh, and do it for 2 years in a foreign country at 19 years old. Oh, and you pay for it yourself. Yes, I'll be making 'Utah, Selling Jesus & Saas' shirts soon. 🚪A HUGE percentage of these then go on to sell door-to-door with solar, pest, alarm, or whatever else you can sell door-to-door. It's what they are good at and know. 💵 Many then realize it's unrealistic to be 23, married and have their second kid on the way and still be making >$180k a year knocking doors only during the summer. So, the fastest path to $180k+ a year is selling saas. ⤴ The path to selling large enterprise is a journey and many fall out during the journey. So, sales teams naturally have a huge influx of SMB / MM talent that is top notch here to pull from 🎯 We're small. The community is still small and has the feel of 'everyone knows everyone'. This means your recruiting efforts have compounding effects. If you can steal a rep from company X, they likely went to school with, roomed with or worked with 3 others that want to follow them Regardless, I'm a believer. Selling to SMBs / MMs. No better place to build it than Utah. Shoot me a note, I'll tell you which companies to pick from. 😇

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50% of salespeople burn out because they live paycheck to paycheck You can make big $$$ in sales BUT, remember when you earn more, save more, and then invest more. Simple things like: → house hacking → past time consulting → buying a turnkey business → content creation Can help lower your stress around quota and set you up for long-term financial success.

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You’ll put yourself in danger by “knowing just enough to be dangerous”. If you don’t take the time to understand the industries you support, the real problems they have and how those problems effect business outcomes, you’ll struggle. What’s worse? 👉Taking surface level knowledge to your outbound. 👉Not being able to ask 2nd and 3rd layer questions. 👉Doing the 2 above but acting like an expert. What’ll happen? 👎You risk losing credibility at first contact. 👎You struggle to convert meetings. 👎You’ll miss quotas How do you change? 💪Take ownership of your development. 💪Practice with peers and mentors. 💪Hold yourself accountable for your actions.

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B2B enterprise sellers, here are 3 things you can do to immediately start making more money than you could ever do alone. 1. Find a good VAR partner to work with. 2. Leverage them to help you find and close deals. 3. Repeat. Here's what you're likely doing instead. 1. Trying to sell direct. 2. When a customer asks if you work with channel partners, you reluctantly say yes. 3. You bring them in at the last minute and expect them to just take their cut and be happy. Here's why that's a problem. 1. VAR partners are loyal to a fault. If you don't bring them in early on in the sales process, they'll never trust you and will be hesitant to bring you into their accounts. 2. By not involving them in the entire sales process, you've essentially made them a commodity. There's no value add for the partner and they have no reason to be loyal to you. Here's what you can do instead. 1. Find a good VAR partner

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Athletes = better sellers. Change my mind. Imagine this skillset of a new sales rep... 1. A competitive mindset 2. Resilience and willingness to bounce back 3. Focus on the end goal (championship/quota) 4. Practice and preparation 5. Product knowledge (scouting report) 6. Adaptability (playing in weather/locations) 7. Goal setting 8. Performance metrics (goals/assists) 9. Teamwork 10. Endurance (long sales cycles) 11. Energy management 12. Leadership (team captain) 13. Motivation 14. Performance based Don't get me wrong... you can be a great non-athlete seller, but I don't believe anyone is born with grit, determination, and consistency. Once you harness that. You are unstoppable. ☎️ RYAN PEREUS 📜 Donald C Kelly JR Butler William Padilla Brian Liebel Ronen R. Pessar Harris Fanaroff Michael Manzi Nick Cegelski You all come from a sports world. How have your athletic experiences shaped your sales approach? In the pic - (sister)ellis taylor (brother)Franklin Taylor

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#1 big mistake B2B sellers make when working with VAR channel partners Treating them like transactional paper pushers. Here's the thing... You've been sold the lie that the only thing they're good for is to take an order and process it. It's not your fault, you've been conditioned this way. But... Here's why that's a huge mistake. When you work with channel partners correctly, you can: 1. Leverage their time and effort to scale yourself 2. Gain access to accounts you've been trying to break into for years 3. Have someone else do the implementation and support work for you All of this leads to you being able to: - Close more deals - Work less - Make more money But... Here's the thing. You've got to be willing to change the way you work with partners. Are you willing to try something new? I'm curious, what's your biggest frustration when it comes to working with channel partners? 👉👉 Check out how I help Enterprise B2B sellers create time freedom and financial freedom. Leverage your commissions to retire faster and save on taxes. Grab your success blueprint here: https://lnkd.in/env-fv78 #TechSalesInvestors #SalesCoaching #saassales

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Just think...you might have the keys to your 2025 pipeline right under your nose - in your CRM!   While sellers are heads down closing deals, be careful not to take your foot off the gas of building pipe and a solid foundation for 2025 - it's only nine weeks away... 😅 So, how do we get there?   Samantha McKenna is spilling it all and giving you the inside scoop on how to:   🔍 Cut through the chaos and streamline your sales process  🔍 Close deals faster (because who’s got time to wait?) 🔍 Build a 2025 prospecting strategy that crushes it from day one 🔍 Turn your CRM into a deal-closing machine We hope you'll join us, Melinda Prescher, and our friends at Insightly, an Unbounce company on 11.7.24!

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Why SDRs Are the Midfielders of Your Sales Team ⚽ Think of your sales process as a football match: *The goal is your AE, ready to score that deal. *The SDRs? They’re your midfielders, controlling the flow of the game. Just like midfielders in football, SDRs are in the thick of it, fighting for possession (prospecting), making the key passes (qualifying leads), and setting up the strikers (AEs) to take the shot (close the deal). The ball? That’s the meeting they’re booking. Every successful pass (meeting set) brings you closer to the goal. Without strong midfielders, the ball never reaches the goal-scoring opportunity. Similarly, without effective SDRs, your pipeline dries up, and those scoring chances (closed deals) become few and far between. It’s a team game, and your SDRs are the unsung heroes, making sure the ball keeps moving forward. #Sales #SDR #AE #Football #Teamwork #SalesDevelopment #WinningStrategy

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One skill all sellers and SDRs should master: The ability to quickly identify things you can’t control and having the ability to let them go, and focus on what you can actually control. That’s how you ‘detach’, that’s confidence and that’s conviction. It takes guts to remain neutral in times of adversity or when it isn’t sunshine & rainbows. IE: have a gap to quota? Bad territory? Bad call? It’s okay to feel pissed. But it’s not okay to dwell on it. Or then let it show up in other areas of your life. Instead, feel how you feel and then start focusing your energy and time on what you can actually control. It’s a much more peaceful way to live and operate.

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How salespeople leverage LinkedIn is an endless list of tactics, techniques, and frameworks. One of the best use cases for sellers on the front lines is education about your prospect and their company. 👨‍🍳 Elric Legloire and Stephanie White 🩵 have a few flows they run to learn about people they're about to approach with a value proposition. They're both LIVE with me November 19th to share their secrets with the Sell Better audience. Be there. Learn. Change. Win. 👉 https://hubs.la/Q02WQjJT0 #saywhatsales #sellbetter #dailyshow #idealclientprofile #ICP

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Don’t be the salesperson who sends one email and waits. Why relentless follow-up is crucial: -80% of sales require 5 follow-up calls. -It shows persistence and dedication. -Keeps you top of mind for prospects. -Increases your chances of closing exponentially. The best closers follow up like their career depends on it. Because it often does.

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