Christian Krause’s Post

Great advice not only for individual contributors but also the sales leaders to understand blueprints for success.

If your prospects ghost you after a call, this post will save your sales process... 1. The first "no" isn't final. -- Most prospects need nurturing, not immediate closing. 2. Follow-ups are your secret weapon. -- Over 60% of deals happen after the fifth touchpoint. 3. Your discovery calls matter more than demos. -- Uncover pain points first, then sell solutions. 4. Clarity beats complexity every time. -- A confused prospect never buys. Keep your offer simple. 5. Your content sets the tone. -- What prospects see online influences their readiness to buy. 6. The right questions drive conversions. -- Ask about challenges, not just budgets. 7. It's not just sales—it's a relationship. -- Long-term trust leads to repeat deals and referrals. Also... Conversions are built on conversations, not just presentations.

In my 1st AE year I closed 43 new customer logos. That's almost 1 new logo every week. Here's the blueprint I used👇 1. Dedication to daily prospecting Every Monday I researched 5 new accounts and added 3 leads per account to my sequence. 2. Strict focus on my ICP I only targeted the ideal buyer persona within my sweet spot industry and looked for relevant trigger events. 3. Customer-focused pitch Before I mentioned anything about my product I validated that the prospect had pains and challenges I can help solve. 4. Routined objection handling I kept a list of the most common objections I heard and built my own deck of objection handling flash cards. 5. Deep discovery I learned that customers do not make decisions without a compelling event. I became obsessed with finding it. 6. Upfront commitment Before dragging prospects through my sales cycle I laid out all the steps upfront and set up a mutual action plan. 7. Tailored demo I learned to demo my product to accelerate the sales cycle and to reduce the reliance on other resources. 8. Business case With larger deal sizes I built a simple business case to demonstrate value in financial terms to the economic buyers. Repost ♻️ to help a peer in your network bring in their Q4 deals What's your closing blueprint?👇 PS: I'm running a FREE 1-hour live training on Dec 3rd! 🚨 How To Hit 100%+ Quota in 2025 🚨 Limited spots available, register here: https://lnkd.in/e8zyfJ5X Follow Christian Krause and hit that 🔔 for daily SaaS sales tips

Selling the dream >>>> selling the solution A few months ago, we made that exact mistake. We pitched the solution. Our value proposition then: ’Drastically increase your email finding rate’ But that’s not the ‘dream outcome’. Because that alone doesn’t generate revenue. Prospects don't 'care' about our product. They care about themselves - their own goals. That’s why we shifted to pitching differently. Our value proposition now: ’Maximize your sales pipeline, contacting 1.6x more leads’ Because this is where we went wrong: People don’t want more email addresses. They want a fuller pipeline and more customers. Are you still selling the solution? 👇

Sales Discovery Call Toolkit........FREE Down Load from our friends at RAIN Group Connect with buyers, uncover needs, and drive deals forward. According to buyers, sellers overwhelmingly do a poor job early in the buying process: 74% of buyers say sellers aren't effective at leading thorough needs discoveries 64% of buyers say sellers aren't effective at communicating value 74% of buyers say sellers aren't effective at listening Too many sellers approach buyer conversations with a preplanned pitch and assumptions about what buyers want or need. It takes listening and asking insightful questions to understand what buyers value and prioritize, and what will spur them to take action. Uncovering buyer needs is critical to driving opportunities—and it starts with an engaging sales discovery call. In this complimentary toolkit, you'll learn to lead thorough discovery calls that reveal buyer needs and get to the root of their issues. The toolkit includes: [Ebook] How to Run a Successful Sales Discovery Call: 11 steps for leading a thorough discovery call, including tips for how to prepare, questions to ask, how to appeal to emotional needs, and more. [Checklist] 10 Powerful Questions for Sales Meetings: A curated list of questions to prompt buyers to share their latent needs. [Video] The Key To Leading a Thorough Needs Discovery Meeting: Learn how to capture and maintain buyer attention during your sales discovery calls. You’ll learn: 11 steps to take before, during, and after a sales discovery call How to maintain buyer engagement and collaboration during calls Three types of questions to uncover buyer aspirations and afflictions How to dig deeper than surface-level needs This toolkit is the perfect starting point to lead effective discovery calls that put you in the best position to win the sale.

Smarter Sales Methods Part 3: Time-to-Event You can’t make a good forecast, or chart a path to selling more, if you don’t understand your win rates. It sounds simple. But it's tricky. And most companies get it wrong. What’s the best way to compute your win rate? Use the Time-to-Event method. The Time-to-Event method involves incorporating into your win rate calculation the time between a starting event (a deal being created or entering a stage) and a deal being won; or in the case of deals not won, the time between a starting event and now. For more detail, DM me or check out this article: https://lnkd.in/e6MnR7dP

"You're too expensive" "You're missing X capability" Both common reasons deals are lost. But do you know what the number one deal killer is? Indecision. ↳ 40% - 60% of deals stall in a no-decision limbo according to Jolt Effect (must read) ↳↳ Dialling up FUD (Fear, Uncertainty, Doubt) doesn't work ↳↳↳ It leads to FOMU (Fear Of Messing Up) Fortunately, Buyer Enablement can change that Why? Because > Selling is hard, but buying is harder > Sales reps don't close deals, buyers do > Top reps don't sell to buyers, they sell with them ↓↓↓ You need to enable your champion to seamlessly and effectively sell your solution when you're not in the room Why? Because 95% of their buying journey is spent without you And key decisions are made during internal meetings, not your demo ↓↓↓ So as you begin 2024 Know that selling has changed And your job is to make it easy for your buyers to buy And for your champion to sell without you there That means ✔️ Co-create a business case with your champion ✔️ Agree on the steps in your mutual action plan ✔️ Add videos to them as well as your proposals ✔️ Create a collaborative workspace to centralise their journey ✔️ Multi-thread to alleviate pressure on the champion ✔️ Use micro and interactive demos for async selling ✔️ Proactively create and share competitor comparisons ✔️ Adapt your messaging for each stakeholder involved ✔️ Proactively make customer intros The role of a modern-day seller is more consultative and buyer focused than ever Don't get left behind ;)

I’m going to get some heat for this post but here goes.... You cannot buy a sales playbook. Anyone who tells you otherwise is trying to sell you something. Your sales playbook is what you and your team have *already been doing* to sell. If you have customers, you have a playbook. Your first step is to write down what happens, most of the time, when you close a deal right now. This could look something like: - Get intro to prospect - Run an intro/discovery call - Do demo - Immediately offer trial for unspecified amount of time - Follow up and see how trial is going - Send proposal - Procurement - Closed/won (???) Document EVERYTHING - email templates, questions you ask on discovery calls, demo frameworks. You probably have more than you think! Now…is this process perfect? Probably not. But once you know what it looks like, it’s a lot easier to see where deals are getting stuck, and figure out how to make that part of the process better. Document your process for everything, even if it isn’t perfect yet. You won’t know what to change if you don’t know what you’re regularly doing. ———— Enjoyed this post? Click here ➡️ https://lnkd.in/gVU57dyv to hit follow & ring my 🔔 for more

Ready to turn objections into your greatest asset? Learn how to lead with confidence and convert them into deals! Most sales reps shy away from objections, but handling them upfront can actually build trust and close more deals. Here’s how to stay ahead of objections: • Voice the objection before your prospect does: - Doing this allows you to stay in control and strengthen your connection with the prospect, as you're voicing what they’re already thinking. Example: “I know you’ve been with the same vendor for 30 years. That’s exactly why it’s time for a change.” • Address objections directly and tie them back to the problem: - Ignoring or deflecting objections breaks trust with your prospect. Keep the focus on solving their pain points. • Keep the problem front and center, especially with technical buyers: - They tend to dive into the details, so continuously guide the conversation back to the core problem they need to solve. • Justify the price early to avoid objections later: - Your prospect already knows you're paid to speak well of your product and handle objections. Get ahead of their concerns by addressing the price transparently. • Use customer testimonials to overcome objections: - Let your customers handle the top 10 objections for you. Incorporate their experiences into your follow-ups. Imagine how powerful your follow-up becomes when you include a 60-90 second audio or video testimonial. Use this formula: • What was your customer dealing with before buying your product? • Why did they decide to make the switch? • What were they hoping to achieve? • What have they achieved since? • With 10-30 customers answering these questions, you’ll have a goldmine for your demos and follow-ups. By using customer testimonials regularly, your close rate will rise and your prospects will feel more confident, leading to smoother deal closures. #B2BSaaSsales #salesmanager #saleswithanureet