David Frankle’s Post

🚀 Sales leaders, are you struggling in this economic downturn? With tighter budgets and longer decision cycles, it's tempting to fall back on feature-heavy pitches to play catch-up. But here's the truth: buyers are still 96% through their research before talking to you. Now, more than ever, it's crucial to transform your team from product pushers to trusted advisors. Learn how to master consultative selling and: 🤝 Build deeper customer relationships 🩳 Shorten sales cycles (yes, even in this economy!) 💹 Increase win rates when every deal counts Read our latest article on "Consultative Selling: How to Transform Your Reps into Trusted Advisors" to navigate these challenging times and grow stronger. #ConsultativeSelling #SalesStrategy #BusinessGrowth https://lnkd.in/eVqdE8C8

I once read or heard that, "Regardless of whether a prospect becomes a customer, it's important to provide value throughout the sales process." Meeting with a prospect is primarily about exploring potential business opportunities, but it's also about providing value throughout the process. In the process of selling services or products, you share insights, industry expertise, and innovative approaches that might spark new ideas for the prospect. This positions you as a trusted advisor, offering value beyond the transaction. Even if the prospect doesn't become a customer, the relationship built during the interaction can create future opportunities. You leave a lasting impression by delivering value through knowledge, which can lead to referrals or future partnerships. Ultimately, it's about building trust and establishing long-term credibility in the industry. Thoughts? #saas #logistics #sales #presales #solutiondesign #selling #value #valueproposition #prospect #subjectmasterexpert #consulting

I’d created a growth strategy for a B2B services and technology client, and continued with their implementation. My client asked if I could work with the account team who were struggling to grow revenue from their current customers. Historically, the account team was reactive. They were the industry leader and waited for their customers to schedule services. Given that, revenue from their current customers was unpredictable and profits suffered. I worked with the account team to make them more proactive and consultative in their approach. They could then identify—even create demand—and sell the scope of their services and technology. The new approach increased revenue and the average contract value overall. They didn’t wait in hope for the phone to ring. My phone rang though. I was happy to receive a call from my client to tell me that the account team was thrilled with the consultative approach and its results. They were building better relationships with their customers. They understood how they were helping them, and how they could grow their books of business. And happily, my client overall grew greater, more predictable, more profitable revenue from their current customers. Now I’d like to hear from you: would you rather influence better outcomes? — If your company has a bold growth objective, or if you’re experiencing stalled or declining revenue—or both—let’s talk. It’s a sales call only if you want it to be a sales call.  #strategy #CEOs #boardsofdirectors #revenuemanagement #growthstrategy #revenuestrategy #revenue #growth

Sales Strategy: Proven Ways to Build Business Growth Drive sales performance, innovation and growth by penetrating existing markets and growing wallet share. #sales #salesstrategy #business #success #growth #innovation #2019linkedintoprecruiter #mostsociallyengaged https://lnkd.in/dnGhXVXR

🚀 Elevate Your Sales Game: Mastering the Art of Demonstrating Value 🌟 In the dynamic world of sales, the ability to demonstrate value isn't just a skill; it's the cornerstone of success. 💼✨ Whether you're selling products, services, or solutions, your ability to articulate the unique benefits you bring to the table is paramount. Here are some strategies to help you excel in demonstrating value: 🎯 Know Your Audience Inside Out: Understanding your client's pain points, challenges, and objectives is crucial. Tailor your value proposition to address their specific needs and showcase how your offering can solve their problems and add tangible value. 💡 Focus on Solutions, Not Products: Shift the conversation from product features to the outcomes and solutions you deliver. Highlight the direct impact your solution can have on improving efficiency, driving revenue growth, or reducing costs for your clients. 📈 Quantify Results and ROI: Numbers speak louder than words. Provide concrete data and case studies that demonstrate the ROI of your solution. Whether it's increased revenue, cost savings, or improved productivity, quantifiable results validate your value. 🔍 Listen, Learn, and Adapt: Effective value demonstration begins with active listening. Take the time to understand your client's goals and challenges, and adapt your approach accordingly. By demonstrating empathy and offering tailored solutions, you build trust and credibility. 🤝 Build Long-Term Relationships: Value isn't just about closing deals; it's about nurturing long-term relationships. Focus on delivering exceptional customer experiences and providing ongoing support and value even after the sale. Satisfied customers become loyal advocates who can help you secure repeat business and referrals. 🌟 Differentiate Yourself: In a crowded marketplace, differentiation is key. Highlight what sets you apart from the competition. Whether it's your industry expertise, innovative solutions, or personalized approach, emphasize the unique value you bring to the table. Remember, in sales, it's not just about selling; it's about adding value and building relationships. By mastering the art of demonstrating value, you drive success for your clients and position yourself as a trusted advisor and partner. How do you demonstrate value in your sales efforts? Share your tips and experiences in the comments below! Let's learn and grow together. 💪 #management #technology #healthcare #startups #venturecapital

Pipeline slow? Conversion and retention lagging? Don't just chase metrics—chase the right partnerships. When I took over a sales org struggling with a conversion rate of less than 2% and a YOY retention rate of just 46%, I knew something had to change. The game-changer? A complete overhaul of our Ideal Customer Profile (ICP). 🎯 𝗬𝗼𝘂𝗿 𝗜𝗱𝗲𝗮𝗹 𝗖𝗹𝗶𝗲𝗻𝘁𝘀 𝗮𝗿𝗲 𝗬𝗼𝘂𝗿 𝗛𝗮𝗽𝗽𝗶𝗲𝘀𝘁 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀: _Understand who your happiest clients are and what makes them tick. 🔍 𝗗𝗲𝗲𝗽 𝗗𝗶𝘃𝗲 𝗶𝗻𝘁𝗼 𝗧𝗵𝗲𝗶𝗿 𝗨𝗻𝗶𝗾𝘂𝗲𝗻𝗲𝘀𝘀: -Investigate what sets your happiest clients apart. 💡 𝗨𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘁𝗵𝗲 '𝗪𝗵𝘆' 𝗕𝗲𝗵𝗶𝗻𝗱 𝗧𝗵𝗲𝗶𝗿 𝗛𝗮𝗽𝗽𝗶𝗻𝗲𝘀𝘀: -Pinpoint exactly why they love your solution. 🛠 𝗥𝗲𝗳𝗶𝗻𝗲 𝗬𝗼𝘂𝗿 𝗧𝗮𝗿𝗴𝗲𝘁𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆: -Redefine your ideal client profile based on these insights. 🤝 𝗕𝘂𝗶𝗹𝗱 𝗠𝗲𝗮𝗻𝗶𝗻𝗴𝗳𝘂𝗹 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀: -Establish long-term partnerships by offering value that resonates. 🚀 𝗖𝗿𝗲𝗮𝘁𝗲 𝗮 𝗦𝗲𝗹𝗳-𝗦𝘂𝘀𝘁𝗮𝗶𝗻𝗶𝗻𝗴 𝗣𝗶𝗽𝗲𝗹𝗶𝗻𝗲: -Attract clients who will not just stay but become vocal advocates for your brand. With these steps, I watched our conversion rate soar to 26% and our YOY retention rate skyrocket to 100% for new accounts closed. A testament to a strategy that benefits everyone involved and sets the stage for stable, future growth. What about you? What strategies have transformed your client relationships and sales outcomes? Share your stories below! --- Hi! 👋 I'm Hannah - Founder and CEO of Up & Over Advisors- a fractional sales service. If this was helpful, ♻️ repost it to your network and follow me for all things b2b sales and leadership. Giddy up! 🤠 --- #SalesTransformation #ClientSuccess #GrowthMindset #StrategicSales #SalesLeadership"

Part 2 - Revenue Issues: Having a Sales Execution or Sales Strategy problem? Read more below 👇 🚀 Time to unblock your revenue problem? In our previous post (Part 1 – Revenue issues) we touched upon sales excellence, a (too often neglected) fundament for success. Equally important is your sales strategy (part of your GTM strategy) so having a detailed plan to increase your sales numbers by implementing the right sales strategy. 📈 Past performance does not guarantee future success. When sales are slower it is good to analyse and probably optimize your sales strategy. Are competitors catching up? Is the price point changing in the market? Are budgets cut at your prospects, customers? Did you lower the efforts in sales coaching? To get more traction, you need to have a laser focus in understanding which nice markets and associated offering you should (not could) be targeting to find yourself in the “bowling alley” stage. In this phase (crossing the chasm), the focus is on targeting specific niche markets that value your product’s unique features. Are you truly convinced of your ICP and Persona? Do they value your offering and ‘’want’’ to buy? Can you be sticky enough to expand more sales? Do you sell to a supportive function with low budget or to leaders with high budgets and internal power to influence decisions? 🔥 Hit a roadblock or need a boost? BridgeFlow.nl is your go-to partner to find concrete solutions how to optimize your sales strategy to get more traction and boost revenues. Send us a DM, or just connect with us via Linkedin, to learn more how we operate and can unblock your revenue! Upcoming - Part 3: Go-To-Market strategies Meet BridgeFlow.nl - senior experts in unblocking sales problems and reviving your sales team's passion and commercial acumen. #salesexcellence #salesorchestration #salesstrategy #salestraction #salesexecution #salestransformation #salesduediligence

Sales Strategy: Proven Ways to Build Business Growth Drive sales performance, innovation and growth by penetrating existing markets and growing wallet share. #sales #salesstrategy #business #success #growth #innovation #2019linkedintoprecruiter #mostsociallyengaged https://lnkd.in/gfV3_VqG

Earlier this month, I had a fascinating conversation with the Founder/CEO of an Enterprise B2B SaaS Company boasting $2.3M ARR. Her leadership is nothing short of inspiring. Here's a glimpse of her achievements: 🔨 Nailed Product Market Fit & Go-To-Market Strategy ✅ Hired the right Sales Leader and Account Executives 🚿 Solid inbound flow of leads 💰 Consistent quarter-over-quarter growth 🌏 Secured new logos from Global Fortune 100 companies Her ambitious goal? To 2X revenue in FY25. When I asked about her strategy, she confidently shared her plan to go downstream and target companies with less than $1B in annual revenue. Intrigued, I delved deeper into her sales cycle, discovering it spans just 3-6 months for an Enterprise solution starting at 6 figures. Impressive! However, we identified a critical point: the lengthiest part of the sales cycle is Legal & InfoSec, taking 1-2 months. My advice was clear and straightforward: moving downstream is not the optimal strategy. The best free advice I gave her was that shifting focus downstream can lead to losing Product Market Fit, ultimately costing time and money. Instead, alongside acquiring new logos, focusing on upsell/cross-sell opportunities (Land & Expand) within the current customer base is crucial. This approach leverages the existing Account Executives, shortening sales cycles due to established relationships and existing approvals. Founders must stay open to guidance to succeed. I strongly believe this Founder will take this advice and collaborate with ✨Litwin & Plumb✨ to surpass her 2X revenue goal for FY25. If you're seeking a new revenue stream, let's discuss our Land & Expand Blueprint to boost your revenue. Message me to schedule a free 30-minute consultation.

Mastering the Sales Pipeline for Explosive Growth ❗❗❗ Sales pipelines are the lifeblood of any successful sales operation. They're more than just buzzwords; they're the roadmap to revenue. Visualize your prospects' journey through the buying process and watch your bottom line grow. Imagine a highway guiding leads from interest to purchase. Each stage, a milestone achieved. As you journey through your pipeline, here are the checkpoints you'll encounter: ✅ Prospecting: Identify potential buyers. ✅ Qualifying: Determine if they're a good fit. ✅ Contacting: Reach out and start the conversation. ✅ Building relationships: Foster trust and rapport. ✅ Closing: Seal the deal and celebrate success. Finally, don't forget to reach out to us for personalized assistance that perfectly matches your business needs. IndusTreeBiz is a top-notch business consulting company that helps msmes, brands, and startups achieve their goals. Let's navigate your sales journey together. DM us for tailored services that propel your business forward. Success awaits. #salessuccess #salespipeline #salesfunnel #msme #brand #business #IndusTreeBiz #sagarmahat