Dan Sorkin’s Post

It's amazing how few marketers came from sales... Maybe I've just not met them? If you know a great marketer who came from sales, tag them. It's a significant advantage to come from sales! I have carried a multi-million dollar quota, closed 7 figure deals, and unseated direct competitors. You think differently about Marketing... I've also experienced the hardship and downside of sales, making very costly mistakes and missing months/quarters. You think about messaging a LOT differently with this background, because you have lived on the frontline with actual customers and prospects. I remember one customer meeting where their entire team beat us over the head with our own messaging/positioning. You have to get up, dust yourself off, and keep going! (we ended up winning that deal...) I have very little patience for 2 things: Unclear Messaging & Marketers who look down on sales The best marketers - test their messaging in the real world themselves, with actual prospects. Not just listening to call recordings... - earn the trust of their sales team, as proven when they're invited to live customer calls. - understand the sales revenue model for their company and don't fight over attribution, they just get the deal booked. - think like great sales people, identifying a customer problem and positioning their product/service to help solve it. Ok, rant over. Let's go sell some stuff.

AEs let's talk about making your sales job easier 👇 You know how your day is basically a marathon of calls, emails, and trying to hit those targets? It’s tough. Especially when you’re swamped with tasks like digging up info on leads or updating your CRM after every call. It feels like you’re always playing catch-up right? Well that's where Oliv - Your AI Assistant for Sales steps in here's the scoop: 1. Elevated prep work: Picture starting your day prepared and supremely informed. Oliv hands you a detailed research dossier on each of your contacts before every meeting. It's like having your personal sales assistant ensuring you walk into every interaction fully armed with insights 2. Insights that matter: Imagine ending every call and already having the key takeaways, call highlights, and next steps for both you and your customer laid out. Oliv gives you that end-to-end visibility, ensuring no potential lead slips through the cracks 3. Smart qualification: Every call you make? Oliv’s on it, automatically applying sales frameworks like MEDPICC, BANNT, and others to qualify your conversations. It tells you who the decision-makers are, what your situation looks like, and where your pipeline stands, without you needing to piece everything together after each call manually Oliv turns you from just another AE into a sales pro. You’ll know your stuff, talk smarter, and really get what your customers need And here’s some exciting news: Oliv has debuted on Product Hunt 🚀 Everyone who signs up through Product Hunt gets their first month free! This is your chance to make those sales targets not just a dream but something you hit every month With Oliv you're not just working harder; you're working smarter Let's make those sales goals a reality 🤘 #ad #sponsored

Sales Reps at the end of June: frantically refreshing their CRM "Where are all the signed contracts hiding?!" Sales Reps on July 1st: happily flipping the calendar page "New month, new me... new quota!" Here's to a smashing Q3, everyone! May your pipelines be overflowing and your deals close like magic. 🚀 In the spirit of the joke, here are some tips for sales reps as they start a new quarter: Set realistic goals: Don't try to do too much too soon. Start by setting small, achievable goals for the first few weeks of the quarter. As you achieve those goals, you can gradually increase your ambition. Focus on building relationships: Take some time to reconnect with your existing customers and prospects at the beginning of the quarter. This will help you to remind them of your value proposition and get them thinking about their upcoming needs. Get organized: Make sure you have a clear plan for the quarter and that you are organized with your time. This will help you to stay on track and avoid feeling overwhelmed. By following these tips, you can set yourself up for a successful quarter. Here's to a great Q3!

How We Increased Sales Calls by 100% in 2 Months August: 12 sales calls booked October: 24 sales calls booked The difference? Systemization and refinement. As a Sales and Outreach Specialist, here’s how I doubled the number of calls with qualified prospects: Defined the ideal customer profile (ICP) – Not every lead is equal. We’ve refined the audience we target to match those most in need of our solution. Built trust with valuable content – Each post is created with our ICP’s needs in mind. Optimized our profile for conversions – From profile headlines to summaries, everything is designed to convert views into calls. Engaged directly with prospects – I reached out to the most engaged followers each week, setting up personalized conversations. Improved each step of the process using data – By tracking conversion rates, I could tweak and refine outreach for better results. Consistency and strategy lead to success. Let’s talk about how we can do the same for your sales team 🔥.

Sales funnel vs. sales pipeline: what's the difference? Ever mixed up a sales funnel with a sales pipeline? Here's a simple breakdown: Sales funnel This tracks a customer's journey from the moment they first hear about you until they buy something. It shows where you're losing people and where you're winning them. Sales pipeline This is more about what your sales team does. It shows the steps they take to turn someone interested in your product into a paying customer. Why you should care Funnel: Helps you figure out which marketing tactics are working best. Pipeline: Shows where deals get stuck and how to help your team close more sales. Bottom line: The funnel helps you see how customers decide to buy, and the pipeline shows you how your team is working to make those sales happen. Both are important to keep your sales smooth and strong. Keep it clear, and watch your sales grow! 🚀 #SalesSimplified #FunnelVsPipeline #QuickSalesTips

How a Simple Change in Perspective Transformed Our Sales Strategy In the world of sales and marketing, sometimes the smallest shifts in perspective can lead to the biggest breakthroughs. Let me share a story from my recent experience. A few months ago, our team was struggling with stagnant sales 📉 despite having a robust product. We had a well-defined target market, a polished pitch, and a team of skilled salespeople. Yet, something was missing. We decided to take a step back and revisit our approach. Instead of focusing on what our product could do, we started to think deeply about the problems our customers faced and how they felt about those challenges. We initiated a series of customer interviews, not to pitch, but to listen 👂. We heard stories of frustration, inefficiency, and unmet needs. These conversations sparked an epiphany 💡: our marketing and sales efforts were too product-centric. We needed to shift to a customer-centric narrative. Armed with this new perspective, we revamped our entire strategy. Our marketing materials now highlighted real customer stories and solutions, not just features. Our sales team was trained to empathize and connect with customers on a personal level before discussing our product. The results were astounding. Within three months, our lead conversion rate doubled 📈. Customers were more engaged and loyal, often citing how they felt truly understood and valued ❤️. This experience taught me that success in sales and marketing isn’t just about having a great product or a skilled team. It’s about understanding and connecting with your customers on a deeper level. Remember, sometimes all it takes is a simple shift in perspective to turn things around. Have you experienced a similar shift in your sales or marketing strategy? I’d love to hear your stories.

"I vividly remember a time when our sales numbers were stagnating despite having a fantastic product. It felt like we were shouting into the void, hoping someone would hear us. That's when I realized the importance of having a structured sales funnel. The first step was to understand our audience better. We spent time researching and identifying the pain points of our potential customers. We then created content that spoke directly to their needs, drawing them into the awareness stage. It was like turning on a light in a dark room – suddenly, we could see the path forward. Next, we focused on the interest and consideration stages. We provided valuable information, engaged with our audience through targeted campaigns, and nurtured those relationships. It was about building trust and showing them how our product could solve their problems. The conversion stage was where the magic happened. With all the groundwork laid, our potential customers were primed and ready. We streamlined the purchasing process, making it as smooth and straightforward as possible. The results were remarkable. Not only did our sales increase, but our customers were more satisfied and loyal." ~ Alex Johnson (CEO of BrightWave Solutions) Crafting a sales funnel is like guiding your audience on a journey. Just like Alex, you need to understand where they start, what they need along the way, and how to lead them to the final destination. It's about precision, care, and a deep understanding of your market. Looking back, the transformation was incredible. The message went from being a whisper to a compelling narrative that resonated deeply with her audience. If you’re looking to boost your sales and create lasting customer relationships, invest time in building a robust sales funnel. P.S. DM or Comment 'SuccessFunnel' if you're ready to transform your sales strategy!

80% of your sales results come from 20% of your effort. Here are 7 ways to apply the 80/20 principle in sales: 1. Narrow down your account targeting. ↳ Focus on the 20% of accounts that will bring 80% of revenue. ↳ Fewer accounts means more focus, and better results. 2. Don't spend too much time on research. ↳ 20% of data points will drive 80% of relevancy. ↳ Focus on recent trigger events with high business impact. 3. Build strong problem statements. ↳ 20% of problems you solve will bring 80% of the impact. ↳ Obsess over describing these problems in triggering detail. 4. Rehearse objection rebuttals. ↳ 20% of objections appear in 80% of your conversations. ↳ Build strong rebuttals for classics, such as "Not interested" 5. Follow a discovery best practice. ↳ 20% of questions will bring 80% of insights you need. ↳ A/B test questions and keep a log of the best ones to reuse. 6. Demo your strongest features. ↳ 20% of features create 80% of customer value. ↳ Start every demo with your #1 differentiator (wow effect). 7. Focus on activities that drive the needle. ↳ 80% of results can be achieved in 20% of your time. ↳ Focus on creating & progressing pipeline. Everything else is noise. The key to success in sales is focus + taking massive action. Don't fall victim to distraction & perfectionism. ♻️ Repost to help a fellow seller become more efficient. 🔔 Follow Christian Krause for daily sales tips PS: Sign up for my FREE webinar on Tuesday: 🚨 How To Hit 100%+ Quota in 2025 🚨 Limited spots available, register here: https://lnkd.in/e8zyfJ5X

In Econ 101 we learned about the Pareto principle, but it was my experience with ABC classification which proved that it's an inescapable law of life.