Matt Wanty

Studies show that 80% of sales require 5-12 follow-up calls! *If you FOLLOWUP relentlessly with your leads currently do you know when & how your leads were originated??? *If you FOLLOWUP do you know you can’t call after 90 days of origination ??? These basic points will costs you thousands if not millions in fines & settlements if you don’t know the correct response !. I personally “label” each one of my leads with the date they originated so I never miss!. 90 DAY RULE FOR CALLING "AGED LEADS" -TCPA/DNC LAWSUITS!!!! https://lnkd.in/gBzyRexs

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Really good idea for salespeople: Stop lying to everyone. Stop lying to your buyer about the price Stop lying to your boss about your forecast Stop lying to your team about working their deals Stop lying to yourself about your performance or your happiness or your abilities It’s crazy to see so much advice right now Literally encouraging salespeople to lie “Tell your prospect this” “Negotiate like that” “Use this excuse” What the literal f*k is this profession becoming right before our eyes? Clearly I’m perplexed by all of it. Salespeople: Our profession is a noble one -We serve others -We problem solve -We build relationships -We create impactful outcomes We don’t lie. Not even little white ones. Stop. Making. Sales. Weird. #ChangeTheGame

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#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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NEVER use these words with your clients in your next client closing call...❌ They will kill your deal. Avoid them at all costs. 7 Deadly Words That Cost Your Sales: 1. Contract ↳ It sounds binding and scary ↳ say "Let's review our agreement" or simply put "agreement" 2. Price ↳ It focuses on cost, not value ↳ try "investment" or "return" or "Your investment yields a 3x return" 3. Buy ↳ It's too pushy ↳ use "move forward" or "get started" 4. Deal ↳ It sounds transactional ↳ use "partnership" or "solution" 5. Honestly ↳ It implies you might not always be honest ↳ Just be truthful, and don't use the word "honestly" ↳ simply state facts directly 6. Maybe ↳ saying "maybe" signals uncertainty ↳ You need to be confident and decisive ↳ use "let's explore" 7. Just ↳ the word "just" minimizes your offering ↳ It makes your service seem less important ↳ use "specifically" Why these words hurt your sales: ➝ they create resistance ➝ they focus on the wrong things ➝ they can sound manipulative What to do instead: ➘ use value-focused language ➘ speak in terms of outcomes ➘ create a collaborative tone your words shape perceptions in closing your deal so always, Choose them wisely your language can make or break the sale small techniques can make a huge difference in your client's closing call try to apply these techniques PS: comment, what word do you think hurts sales the most? ______________________________ Repost ♻️ if you find value in this! Follow me for closing your next client🗝️ To get to know me more → Jaganath Rajendran ↗️

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You sell services, and you want to increase your capacity. 👇🏼 Scaling comes with a few options. 1. Hire a marketing pro OR make your offer evergreen with insane SEO. ⚡️ 2. Hire a sales rep to take sales calls for you, and spend your time actually serving your clients. 🤝🏼 3. Do it all yourself and go through intense cycles of burnout. 😬 - I can help you with 1 & 2. The sales and marketing world is like a playground to me. You can grab a free intro call on my profile to see if we’re a good fit. 🧷 So here’s the question to consider: 🧺 What’s your next move? - #sales #salesandmarketing #onlinebusiness #founder #salesrep

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Throw away your discovery questions. Sellers keep showing up to discovery calls with an agenda in hand and all of their questions primed and ready to go. Completely seller focused and void of being focused on our buyer and their problem environment. Take it from me, who for a good 8-10 years I showed up to every single call with my qualification checklist because it was required. I made sure to get all of those check boxes answered, but what I failed to do was capture any information about the buyer that was actually meaningful and helped to them make a case for change. Agendas out; curiosity in. Anyone else guilty of the early to mid 2000's sales checklist?

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HubSpot + Salesmsg = ❤️ If you like HubSpot, you’ll love this… A while back, I filmed this video to show you how Salesmsg works with HubSpot. (Notice the hair! I have no idea what was going on with my hair the day I filmed this, but I laugh every time I see it.) So besides my hair, the big takeaway here... You can use Salesmsg to add automated texts to any HubSpot workflow—without leaving HubSpot. (We built Salesmsg so that you can easily use our texting platform inside HubSpot if you like.) Check out the video to learn more. P.S. We’ve introduced SO much since I made a video—including an entirely new Salesmsg 2.0 platform this year. So tell me: Are you using HubSpot? If so, have you already tested Salesmsg? 🤜🏻 Like this? Drop a 👍🏻 or repost this ✍️ Love HubSpot? Or using Salesmsg with HubSpot? Let me know in the comments.

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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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Cristina Daroca at Riverbed Technology mentioned on LinkedIn this afternoon that #ABM programs fail because of the “revolving door” syndrome. This happens when accounts you’re targeting just keep changing and changing because: 🔴 The business is not clear on which accounts to target 🔴 Sales territories keep changing so the accounts keep changing 🔴 You’re being asked to add accounts to the program with very little analysis I completely agree with Cristina and see this happen all the time when I review existing ABM programs of potential clients and I agree that the business is not clear on which accounts to target. ✅ Tyler Pleiss ✅ at Movable Ink has been talking about this a lot as companies aren't thinking about their "strategic objectives" and the company direction when they are doing account selection! We also see very little analysis being done on accounts that teams want to add to the program. Marketing teams are focused on "intent" signals from 6sense and other #intent data platforms - but they do not offer the predictiveness that's needed to focus time and resources on accounts. #Intent data only shows that accounts may be in market or they may be looking at solutions like yours. It doesn't offer predictiveness of the account actually landing at a high ACV and if they will continue to grow with the company or churn. Sales teams focus on their "wish list" but it doesn't mean that it makes sense for the business and it doesn't mean that the wish list is actually part of the ICP. We need to be focusing on #ICP and business problem profile signals. We need to understand the account story - do they have a strategic priority that we can play a strong role in and do we have a relevant, differentiated situational story to tell vs. just a persona and industry story? There needs to be greater analysis of key accounts that #ABM will focus on just like Cristina mentioned. We have to treat ABM as a privilege and only focus on those accounts that have the greatest chances of driving the greatest revenue streams now and in the future. This account analysis is part of an ICP management program that should be included with your ABM programs. You can learn more about our ICP management program here: https://lnkd.in/eCzP5Gbs

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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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🔥 You’ll never succeed in sales if you don’t know how to find your customer's truth... here's how 🔥 ********************************************* * * * We shall not cease from exploration And the end of all our exploring Will be to arrive where we started And know the place for the first time. - T. S. Eliot *********************************************

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You're failing your first sales hires. It's just not working. The transfer of knowledge from a founder to the first sales rep is brutal. A few things to consider: 1. Reps don’t sell the way a founder does. Do you have a path to success with the motion you run? 2. Which do you hire first? SDR or AE? More often than not, founders are looking for generalists. The strong up and comer SDR or newly promoted AE is a safer bet but will you’ll have a skill set gap on closing. Consider which gap you can fill more for them, lead generation or closing skills 3. Document as much of the sales motion as you can before they get there. Period. 4. These first hires are now your full time job. Don’t forget that. Cutting em loose and checking in every so often won’t work. 5. If you haven’t run the entire sales motion yourself at least 10-15 times, don’t expect anyone else to. What did I miss? Anyone considering this hire, always happy to talk it through

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You're tiering accounts in your new territory.. You have three levels, Tier 1, 2, and 3. Tier 1 - Strong ICP/high propensity to buy, high touch/customization Tier 2 - Decent ICP/medium propensity to buy, blend of custom and automated Tier 3 - Poor ICP or low propensity to buy, high automation Typical distribution of tiering would be something like this: Tier 1 - 10% of accounts Tier 2 - 30% of accounts Tier 3 - 60% of accounts What's the typical distribution you see?

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A lot of young salespeople have serious spending problems. Sales advice is great but this is more important. Earning a strong income is only one piece of the equation. What you do with your income is far more impactful. 1. Automatically split your income into separate accounts 2. Define decision making criteria for large expenses 3. Delay gratification so it can compound meaningfully It's easy to earn a lot of money and have nothing to show for it later. You can have Rolexes, Porches, and custom suits today. Or you can have 3 properties, 2 timeshares, and a family of 8 down the road. I know the cost of living is insane, but it's still always a choice of having 1 apple today or 10 later on. Compounding interest is the only way to accrue real wealth. At least it tends to work out well for those who think that way.

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You may or may not want to sell anything at BF but I really think you should consider it for one simple reason: 👉 People are READY to buy. This is the time to put your offer right in front of them! BF doesn't have to mean massive blowout sales. You don't have to MEGA discount or feel like you're giving away services or coaching. There are SO MANY options you have that still provide a great deal to your client AND put cash in the bank for you. Here are 4 options you can consider... ✨ New year renewals This is the BEST and EASIEST one. Offer your current clients to renew at this year's rate and lock it in with a downpayment. ✨ Bundle of masterclasses/trainings Take your best or all your masterclasses from the year and create a bundle for people to purchase. You can also create 'themes' if you're a fitness coach for example - nutrition, workouts, etc. ✨ Sweeten your referral incentives Remind current clients of your referral bonus and let them know a couple days early what you're doing for BF so they can let their friends know You can add in an extra referral bonus just for the BF period if you'd like! ✨ Membership - bring a friend Create a deal where clients can sign up together for your membership and receive an amount off their first month or PIF. This brings in more clients and more income over time! Now that you have some ideas for what you can do - it's time to put the other pieces into place. To sell out your offers, it starts BEFORE you're promoting them for BF. You need to get in front of the RIGHT ideal clients to sell to. And so you have time to scroll for your own deals - you need systems and automations set up that will handle everything for you on YOUR back end so you aren't swamped sending out emails and links. Why are we talking about BF in September? Because if you want it to be stress free and to sell out the offers you're going to have - you're going to want to plan ahead to make it happen. I'd love to hear if this gave you some ideas for what you'll be doing for Black Friday! Let me know in the comments! ............... Hey! I'm Tara! I'm a business strategist and systems and automations expert. I love working with small business owners and helping you generate more leads, make more sales, and save time using systems, automations, and the right strategies for you and your business! I'm also a wife, mom of 2 human kids and 2 fur kids, and our dream is to move to a farm and have cows, chickens, alpacas, and maybe a donkey someday. 🦙🐥

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Luck in prospecting is a myth. It's a convenient excuse for a lack of strategy. What if you could manufacture your luck? Here's a framework to do just that: 1. Define Your Ideal Client Profile Knowing who you’re targeting is half the battle. - Identify key characteristics. - Understand their pain points. - Tailor your message to resonate with you. This sets the stage for effective outreach. 2. Leverage Data and Analytics Data-driven decisions outperform gut feelings. - Track your outreach metrics. - Analyze what works and what doesn’t. - Adjust your strategy accordingly. This turns randomness into predictability. 3. Consistent Follow-Up Persistence beats resistance. - Schedule regular follow-ups. - Use multiple channels. - Personalise each interaction. This keeps you top of mind. 4. Refine Your Pitch A compelling pitch is your golden ticket. - Focus on benefits, not features. - Address their specific needs. - Practice and refine continuously. This converts interest into action. 5. Build Relationships Relationships are the currency of business. - Offer value before asking for anything. - Be genuinely interested in their success. - Maintain regular contact. This transforms prospects into loyal clients. Luck is just a preparation meeting opportunity. By following this framework, you create your luck. 🍀 What’s your biggest challenge in prospecting? - Thanks to Naval Ravikant for the inspiration. #Prospecting #Luck #Sales

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