Justin Michael 🔥

I believe that investing in industry education for your sellers is an ignition switch 💥 that propels your sales engine to a higher performance. Imagine this #B2BSales vendor approach: ✨ A highly tailored value proposition that maps perfectly to specific industry needs, demonstrating deep alignment with case studies. ✨ Superb #SalesEnablement technology and programs that equip sellers with killer collateral, product knowledge, and a powerful sales methodology. ✨ Market segmentation that ensures sellers are targeting the right industries and ideal customer profiles, armed with the finest sales data. Sounds like a recipe for sales success, right? 🚀 *Except for one problem*: Sellers aren't connecting very well with the customer. *Why*: Because they don't understand the customer's industry, they don't speak their language, - they haven't been trained with industry knowledge. They struggle to gain credibility and to build trust with the customer. On the flip side, if the sales learning includes proper industry education 💻 --> 🔹 Sellers become trusted advisors, not just product pushers. Deeper industry knowledge allows them to converse intelligently with prospects, understand their specific pain points, and tailor solutions that truly address their specific needs. Clients expect this nowadays. 🔹 Win rates and larger deals result. Sales conversations become more strategic, fostering trust and leading to higher-value, long-term partnerships as well as shortening sales cycles. 🔹 #CustomerExperience is improved. Understanding industry trends and challenges allows sellers to propose solutions that not only solve current problems, but also position customers for future success. This is the problem Primerli was built to solve 🎯 #IndustryEnablement

18

2 Comments

Struggling with churn? Validate the value your customer receives. This is not a static metric/KPI - it needs to be nurtured, revisited, redefined, and reinforced throughout the customer lifecycle ♻ #customersuccess #sales #customervalue #value

7

Are you a HEADHUNTER❓ Here is a set of amazing NLP tools for you.

3

You can take a high velocity seller and teach them to succeed enterprise sales, but you cannot take an enterprise seller and teach them to succeed in high velocity sales. Ask any sales leader who has tried…it doesn’t end well. [ok sure there are exceptions to every rule but...] It demands a distinct approach to building rapport. Success hinges on the first five seconds of contact. Every word matters, especially on calls where visual cues are absent. Any hesitation or uncertainty immediately damages credibility. Professional conduct takes precedence over personal connections. Unlike relationship-based selling, high-velocity sales require focused, value-driven interactions. The goal is demonstrating business value and problem-solving capability - not building friendships. Tone and delivery significantly impact success. Product knowledge translates directly into vocal confidence, helping reduce customer risk perception. Energy management is crucial. Reps must balance enthusiasm with professionalism. Too little energy suggests disinterest; too much appears desperate. A well-designed script serves as the foundation for success. It enables consistent, efficient delivery of value propositions while respecting the customer's time. In high-velocity sales, rapport building must be intentional and efficient. The key is delivering immediate value while maintaining unwavering professionalism throughout each interaction. One of the companies I invested in earlier this year Sellfire - is literally ON FIRE with growth right now and they wrote about this world here: https://lnkd.in/eknebTsQ

86

21 Comments

Sellers who effectively partner with AI tools are 3.7 times more likely to meet quota than those who do not, according to a survey by Gartner, Inc. 📅 On September 23 at 11 am EST, join me and Marvin H. for a webinar on How to Use AI to Find Your High-Paying Customers. Sponsored by the Maryland Small Business Development Center, this event is perfect for anyone looking to unlock the potential of AI in sales. Register now and take the next step towards smarter selling! 🚀 #Sales #AI #Webinar #CustomerAcquisition #MarylandBusiness #SalesTraining #BetterUniqueDesirable(BUD)

8

5 Comments

Startups need pipeline fast! Most Series A-D companies make the mistake of hiring a CGO/CRO/VP that doesn’t even know how to build a pipeline much less negotiate deals properly! Learn how I closed $750k in my first quarter at an MSSP and ultimately closed $4M the first year to land them as the #1 fastest growing one INC5000! If you wanna meet visit cloudsalescoach.com and let’s talk about YOUR goals.

1

“AI is going to replace sellers.” “AI isn’t actionable for sales teams.” “AI isn’t accurate or reliable.” These are just some of the concerns — and myths — swirling around AI. It’s time to set the record straight. Join sales experts Jeb Blount, CEO at Sales Gravy; Anthony Iannarino, CEO at B2B Sales Coach and Consultancy; and Will Frattini, Enterprise Account Manager at ZoomInfo on August 27 for an Ask Me Anything session. They’ll share insights on how to use AI to sell smarter, win faster, and create more pipeline. Plus: Live answers to your questions about integrating AI into your sales processes Strategies and AI tools for sales teams success and increased pipeline What differentiates top sales professionals in an AI-saturated industry Connect with professionals who are passionate about selling more with AI Bring your questions and get ready to build more pipeline! https://lnkd.in/e-xhjnc2 #SellMore #TheAIEdge #LiveWebinar #Zoominfo

2

From Mid-March, results are in-line with ~60% of the team meeting their quarterly target. Feeling under pressure this quarter? Don't make this mistake: https://bit.ly/49coeO3 #SalesQuota #SalesPerformance #SalesLeader

3

2 Comments

Unlock the power of sales intelligence to connect with prospects more meaningfully. 🙌 Build strong connections with potential clients using actionable tactics you can implement immediately. This webinar will help you: 👉 Understand the data available on ZoomInfo 👉 Tailor ZoomInfo to your prospecting needs 👉 Improve prospecting efficiency and outcomes 👁️ Watch it on demand here: https://lnkd.in/gh83pJEw #SalesEnablement #Sandler

3

A formal discovery process could double your sales team's chances of hitting quota, according to a HubSpot study. Discover how in our 4 secrets for discovery prep episode. https://zurl.co/6eNM #SalesTips #HubSpot #AchieveQuota

1

The adoption of sales technology is at an all-time high, but many sellers need help to take advantage of the capabilities to improve their strategy. Intuitive solutions that leverage AI capabilities to guide sellers on taking more informed next steps can revolutionize their ability to close more deals efficiently. #stateofsales #salestechnology #CRM #AI

1

How do you conduct your sales discovery calls? Effective discovery calls require a balance of listening and asking insightful questions. In this article from RAIN Group, we share how to lead compelling conversations with your buyers: https://hubs.li/Q02wxXVB0 #SalesTips #SalesSkills #SalesSuccess

2

Good planning is key to sales enablement success. Download resources to plan training and enablement initiatives that meet organizational goals and result in long-term seller improvement: https://hubs.li/Q02-r6310 #SalesTraining #SalesEnablement #SalesStrategy

5

AI may not replace salespeople – but salespeople who leverage AI will surely replace those who don’t. In this eye-opening session, Sandler trainer @Jody Williamson and the AI Sales Guy, @Jordan Ledwein, share insights on how to revolutionize your sales strategy with AI. Learn how to maximize your chances of sales success with: 👉 Lead scoring to focus your effort where it matters most 👉 Deal intelligence to gain insights into your prospect’s needs and interests 👉 Deal-mapping to understand the decision-making process and tailor your pitch accordingly Learn how to use AI to your advantage. Stay ahead of the curve. 🔗 Watch the on-demand webinar here: https://lnkd.in/gVsH-pTm #Sandler #SalesSuccess #AIinSales

3

🪄 Simple guideline for better demos 8/10 product demos we shadow in our trainings still feel like one way PowerPoints. Shocking, really. Prospects are bored and completely drop out. How to improve demo quality: 1. Pre-call: Review discovery notes and prepare top 2-3 features and / or relevant browser tabs to show. Prepare a story you want to tell. 2. Intro: Recap learnings from your discovery. Get confirmation. 3. Show top feature hitting most relevant pain and goal. 4. Ask: a) How does this help you solve ABC? (Relevance) b) What impact does this have on your business / team / you? (Impact) c) Picture one of your team members working with this: How do you see him / her use it? (Emotional appeal) a) gives you confirmation, b) leverage and business case and c) is what they remember for how you make them feel. 5. Repeat 4 for max 1-2 more relevant features / functionalities 6. Recap learnings and define next steps What are your demo best practices? #sales #salestraining #salespeople

18

2 Comments

Are your sales presentations falling flat? Are they truly connecting with clients? Are you giving the same presentation over-and-over. In a blog post, the Excavase.com Founder writes about how customizing your presentations based on responses to your discovery questions can transform your approach and boost your success.Here's the post: https://zurl.co/J24r #salesdiscovery #salesskills

1

From closed to open-ended sequential inquiries, great salespeople customize solutions based on deep insights. Watch to learn how to truly connect with your buyers' needs and elevate your sales game! 🚀💼 --- 🎧 Listen to the full episode! 👉https://lnkd.in/evS5ip-P --- #SalesStrategy #AskBetterQuestions #CustomizedSolutions #SalesTips

10

1 Comment

"Hey, what's your pain?" There's a better way to find out issues sales prospects are trying to solve! Learn how "situational questions" can unlock valuable customer insights & advance your sales cycle. https://zurl.co/D6AT #salesdiscovery #salesskills

2

Join sales experts Jeb Blount, CEO at Sales Gravy; Anthony Iannarino, CEO at B2B Sales Coach and Consultancy; and Will Frattini, Enterprise Account Manager at ZoomInfo on August 27 for an Ask Me Anything session. They’ll share insights on how to use AI to sell smarter, win faster, and create more pipeline. Plus: - Live answers to your questions about integrating AI into your sales processes - Strategies and AI tools for sales teams success and increased pipeline - What differentiates top sales professionals in an AI-saturated industry - Connect with professionals who are passionate about selling more with AI Bring your questions and get ready to build more pipeline! Register for the webinar here: https://lnkd.in/e-xhjnc2 #SellMore #SalesTips #AIEdge #AI #LiveWebinar #SalesExperts #Zoominfo 

5