Christopher Rack’s Post

Embrace objections as a chance to show the value of your product 💡 Don't fight them, reframe them! Why it Works: Objections are a natural part of the sales process. View them as an opportunity to understand their concerns better. Example: If a customer says, "It's too expensive," acknowledge their concern and then reframe it by highlighting the long-term cost savings or increased ROI your product offers. #6tinesecondsalestip #Salestip #Outsourcedbusinessdevelopment #Businessdevelopment #outsourcing

"We grew from 20 people to 100 salespeople in six months!" Great, but... what % of salespeople will hit quota? Were your systems designed for that growth? How is this going to impact your sales metrics? Because… -CAC just skyrocketed (more cost, less incremental revenue). -LTV decreased significantly (newer sellers sell worse deals and to non-ICP). -HCROI just went way down (new sellers take longer to pay for themselves). Adding headcount doesn't matter if they can't hit goals. This is a vanity metric with terrible repercussions. The future is about sustainable growth. It's about outcomes, not headcount. It’s about systems, not headcount. Sales is all about systems. -Hiring Systems -Process Systems -Training & Onboarding Systems This is where real scale can be achieved. 👋 If you liked this, give me a follow  ♻️ Repost if this landed with you.

As vendors scale, there comes a pivotal moment when direct sales expansion starts to strain resources. Are you noticing slowing conversion rates or declining productivity? These could be signs that your internal capacity is reaching its limit. But there's a solution: Adopting a distribution strategy. By partnering with external distributors, you can bridge capacity gaps and drive growth without overstretching your resources. Want to know more? Contact one of our specialists today! https://buff.ly/3LF356u #DistributionStrategy #ChannelPartners #ChannelPartnerships #Technology

Greg nailed it! Partnerships are so important to growth strategy. 🚀 Embracing Partnerships: A Game-Changer in Business Growth! 🤝 Transformation Business Consulting group is thrilled to share our perspective on the transformative power of collaboration. 💡 Consider this: 5 Stats that Speak Volumes 💡 1️⃣ 30% higher win rates 2️⃣ 34% higher contract value 3️⃣ 60% lower acquisition costs 4️⃣ 2-3x shorter sales cycles 5️⃣ 18% higher retention rates These stats are not just numbers; they're a testament to the real, tangible benefits of leveraging partnerships in your Go-To-Market (GTM) strategy. 📈 The Referral Revolution 📈 As the landscape evolves, so does buyer behavior. With 84% of B2B buyers initiating their purchasing process through referrals, and 90% of B2B purchases influenced by recommendations, the significance of partnerships cannot be overstated. 🌐 Future-Proof Your Strategy 🌐 It's not just about the present; it's about future-proofing your business. Partnering is not a trend; it's a necessity. Those who neglect partnerships risk missing out on a multitude of opportunities for growth and success. 🤔 Are You Ready to Win Big? 🏆 The era of solo success is giving way to a collaborative future. At Transformation Business Consulting, we're not just advocating for partnerships; we're living it. Let's engage in a dialogue about how strategic collaborations can propel your business forward. 🚀 Let's Connect, Collaborate, and Conquer! 🚀 #Partnerships #BusinessTransformation #GrowthStrategy #CollaborationWins #ThoughtLeadership #BusinessSuccess #TransformationBusinessConsulting

Differentiation is Key, But Relevance is Everything In sales, being different isn't enough. It's not about showcasing features just for the sake of standing out. It's about demonstrating how your differentiators will directly contribute to your buyer's success. When presenting your unique selling points, always keep these two things in mind:   1) Tie the Differentiators to Personal Benefits Explain why a feature directly benefits your buyer’s role, making their life easier, their work more efficient, or their goals more achievable. 2) Show the Business Impact Demonstrate how the feature drives measurable outcomes for the business. Whether it’s increasing revenue, reducing costs, or enhancing efficiency, tie the differentiator to results that matter.   Once you've explained these, make sure you ask the right questions to confirm buy-in: --> How would your process change with access to this functionality? --> How does this compare to what you see from other vendors in our space? If your buyer doesn't see the value, those differentiators quickly become just "unnecessary bells and whistles"—and that’s an expensive proposition for everyone. In the end, it’s not about being different; it’s about being relevant. That’s what drives successful sales and long-term partnerships. #sales #softwaresales #productsales

What should sellers be asking Procurement during the sales process to increase their chances to close the deal? I get asked this a lot... During a deal, it's rare that sellers actually ask me the questions that help them book more revenue. Generally, the focus is on negotiations and trying to figure out the competitive landscape. Really good sellers see Procurement as their insider source to transition your product from a "nice-to-have" to a "need-to-have". Here are the questions to ask: 🔷 What strategic initiatives for your company is this purchase tied to? 🔷 Why is the team making this decision now? 🔷 What are the success criteria from a c-suite if we get to the renewal? 🔷 What is the best timing for this deal? 🤫 Might not be this quarter. 🔷 What are the most important things besides commercials? 🔷 What sets up procurement for success? All of these fill out a piece of the puzzle that increases your TCV +50%! What would you add for your sales team?

It's an oft-used phrase that people buy from people. Ever since I had my first technology budget <ahem> years ago, I engaged best with sales folks who really wanted to understand what I was trying to do, which generally meant solve problems or address needs. That principle doesn't change whichever level you're operating on - the first rule of engagement is to actually engage, to listen, to understand the people on the other side of the table. This is easier said than done, however. Many tech sales teams have been pushed towards kool-aid and speeds-and-feeds approaches to business development, or find themselves facing the law of diminishing returns applied to freemium, land and expand models. Engaging at the level above where they have traditionally worked is hard enough, never mind CxO-level which feels a world away. I'm reminded of Frank Bettger's "How I Went From Failure to Success In Selling," a most excellent book recommended by Dale Vile at Freeform Dynamics Ltd, who has worked on both sides of the B2B divide; and of the order-of-magnitude success that can be derived from the account-based marketing models I learned from Alisha Lyndon, Robert Hollier and all the team at Momentum ITSMA. In some ways, it's good that the "low-entry point technology software and services market" chickens have come home to roost. It puts the onus back onto people to engage with people, and solve problems and address needs together. As Ben Book points out, the engagement gap may feel profound but it can come down to taking a step back, then learning more about customer needs from their perspective, and in their language. Perhaps the barrier isn't as insurmountable as you think!

Establishing a successful #reseller #channel in the US takes significant time, money, planning, and focus. If you’re serious about setting up a successful and profitable reseller channel in the US market, check out these five best practices below. 👇 #usexpansion https://lnkd.in/gEED7TPp

Setting big sales goals is exciting, but sometimes, things can get chaotic. A well-organized sales process is critical to driving your business forward. Here at Konsyg we have crafted a sales strategy that aligns perfectly with your unique needs, helping build a dynamic sales team. We achieve this by: - Zeroing in on critical tasks - Smoothing out our sales process and materials. - Ensuring our teams are well-prepared through strategic training. Want to learn more? Check out how we can elevate your sales game: https://lnkd.in/d3fnTDGu #Sales #SalesStrategy #BusinessGrowth #Outsourcing

No buyer will believe your competitor comparison charts. Instead here's how you can win against even your strongest competitor: Rule number 1: "Don't be a d*ck" Never bad-mouth the competition. If they're still in business (and larger than you), there's a reason for it. Rule number 2: Move away from pros and cons list Buyers rarely believe vendor comparison charts on the vendor website. They're always biased. So yes, create battle cards to enable your sales team, but it's not (just) about the pros and cons list. You know what worked for us at my previous employer? Reframe competition in terms of positioning: [your_company]: what's the core focus, who should choose you, who should avoid you competitor 1: what's the core focus, who should choose them, who should avoid them competitor 2: what's the core focus, who should choose them, who should avoid them Do this for your closest 3-5 competitors. Fits a one-pager and buyers will immediately trust what you have to say more. You can keep the pros and cons list as an internal sales enablement guide. Use it to: 1. tailor your demos and show only what differentiates you from others on the market 2. "lay traps for your competitors" (how Kyle Asay puts it) before the evaluation begins PS: I love how Brian LaManna coined this as "Differentiated Selling". Haven't bought his framework but based on the content he's putting out it should be worth every penny. #Sales #BuyerEnablement #SalesEnablement