Ginni AI’s Post

The more repeatable your sales process is, the more consistent (and predictable) your sales conversations are — that’s where a sales playbook comes in. Norwest advisor @David Garcia documents exactly what you need to write your first sales playbook: https://lnkd.in/g3wycJaK

Great approach to troubleshooting sales. Focusing on KPIs and asking the right questions can really help uncover what's holding back growth.

If you’re trying to troubleshoot low sales, here’s a 4-step framework to use. 1. Identify every step in the sales process. That may look something like: ▪️ Outbound cold email ▪️ BDR cold call follow-up ▪️ 15-min qualifying call ▪️ 60-min discovery call ▪️ Demo (SaaS) / network assessment (MSP) ▪️ 60-min proposal meeting / call ▪️ Follow-up activity / sequence 2. Identify 3 core KPIs for each step. For example, for “Outbound cold email” it may be: ▪️ Number of emails delivered ▪️ Number of emails opened ▪️ Number of responses 3. Identify which step is underperforming most. You’re looking for the 1 step that, if improved, would give you the highest return on sales. This is the area that will give you the highest return.  4. Ask 3 questions: → Do we have sufficient volume? In other words, do you just need to crank up the volume, or is the step before this the bottleneck. → Are we doing the right thing? In other words, is the process the right one to be using, or do we need to change up the playbook. → Are we doing it the right way? In other words, is this really an execution thing that requires more coaching or new players on the team. This approach has helped me accurately diagnose what’s holding sales back in a lot of different sales models. Hope it does the same for you. Here’s a video breaking it down further: https://lnkd.in/efHNgPME 🏝

This framework is incredibly valuable for diagnosing sales issues. Breaking it down step by step makes it easier to identify where improvements can be made.

𝗬𝗼𝘂 𝗱𝗼𝗻’𝘁 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘀𝗮𝗹𝗲𝘀 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝗯𝘆 𝘁𝗿𝘆𝗶𝗻𝗴 𝘁𝗼 𝗶𝗺𝗽𝗿𝗼𝘃𝗲 𝘀𝗮𝗹𝗲𝘀. I can hear the pitchforks being sharpened already, because “selling more” is usually the first place companies go to when feeling the effects of an inefficient sales organization. There’s pressure from above to increase revenue yesterday, and anything that doesn’t directly tie back to more sales feels like a waste of time. Unfortunately, focusing on improving sales while ignoring (or being blind to) a deeper sales efficiency problem can make the situation worse. In yesterday’s 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 Newsletter, Revenue Operations Strategist Joel Arnold dissected the most common traps sales leaders fall into when trying to fix an efficiency problem with a sales solution. So what does a 𝘀𝗮𝗹𝗲𝘀 𝗲𝗳𝗳𝗶𝗰𝗶𝗲𝗻𝗰𝘆 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 look like? This excerpt from yesterday’s newsletter provides one example: Now that we’ve gone over the things you shouldn’t do, let’s talk about the things you CAN do to improve sales efficiency. There are two ways to go about this: 𝗦𝗵𝗼𝗿𝘁-𝘁𝗲𝗿𝗺 𝘄𝗶𝗻𝘀: things that will immediately make you more efficient. 𝗟𝗼𝗻𝗴-𝘁𝗲𝗿𝗺 𝘄𝗶𝗻𝘀: processes throughout your org that increase foundational efficiency. My favorite short-term sales efficiency tactic – one that often gets overlooked despite its simplicity – is to have clear SLAs at the beginning and end of the sales process 𝗮𝗻𝗱 𝘀𝘁𝗶𝗰𝗸 𝘁𝗼 𝘁𝗵𝗲𝗺. This means: - Following up on leads in the right time - Having a consistent process to your sales flow - Having an organized sales handoff and smooth kickoff Everyone on your sales team should understand these expectations and follow them, even before a contract is signed. If you do this, you will immediately improve your efficiency and revenue potential. 𝗡𝗼𝘄, 𝗹𝗲𝘁’𝘀 𝘁𝗮𝗹𝗸 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲 𝗹𝗼𝗻𝗴 𝘁𝗲𝗿𝗺... Want more? You can read the full newsletter on-demand in the 📰𝙍𝙚𝙫𝙊𝙥𝙨 𝙒𝙚𝙚𝙠𝙡𝙮 📰 by clicking here⬇️ 🔗https://lnkd.in/esRhPj75 🔗 ✌️

Why 83% of Sales Teams Miss Their Targets (And How to Be in the Top 17%) 🗒 Register and find out... https://lnkd.in/e6ERWUFs 🎯 83% of sales teams fail to hit their targets. But you're not going to be one of them. Welcome to Week 2 of our "Hit Your 2025 Sales Goals" series!   Last week, we kicked things off with a powerful tip to start building your "Voice of the Customer" database. (If you missed it, check your inbox!)   This week, we're diving deep into why strategic sales planning is your secret weapon for 2025 success.   Here's the shocking reality ▪ Only 17% of sales organizations use a formal, guided sales process ▪ These top performers see 28% higher revenue growth compared to their peers What's their secret? A rock-solid sales plan built on three key pillars:  1. 🔎 Clear Market Focus: Identifying and targeting your most profitable segments.  2. 🚀 Defined Sales Process: Creating a repeatable, scalable approach to closing deals.  3. 💪 Team Capability: Equipping your team with the skills and tools they need to excel. Let's look at a real-world example: Meet TechInnovate, a B2B SaaS company that was struggling to meet its targets. After implementing a strategic sales plan with SalesStar: ▪ Their win rate increased by 35% ▪ Average deal size grew by 28% ▪ Overall revenue DOUBLED in just 18 months Want to achieve results like these? You're in luck!   Our upcoming 45-minute webinar, "Build a Bulletproof Strategic Sales Plan for 2025," is just around the corner.    📆 October 17, 2024   🕑 2pm EST 👉 Secure Your Spot Here https://lnkd.in/e6ERWUFs   In this session, you'll learn:   ✅ How to craft a 1-Page Strategic Sales Plan that drives results   ✅ Strategies to win over C-suite decision-makers in complex sales cycles   ✅ Tactics to achieve measurable, predictable, and profitable growth   Not going to make it? Don't worry, we will send out the recording after the event, but you must be registered to receive it.  Sign up!   Can't wait until the webinar to get started? We've got you covered.   Book a complimentary 1-on-1 Strategy Session with one of our expert consultants. We'll help you lay the groundwork for your 2025 success plan.   https://lnkd.in/ebcVNR8f Here's to your sales success,

Revamp your sales strategy with sales enablement! Empower your sales team with the right tools and training to seal more deals. Check out these 5 best practices to level up your sales game. Discover 5 Sales Enablement Best Practices https://hubs.la/Q02rSWlk0

What are the critical elements needed in a sales playbook? Learn more in our guide bellow 🚀 https://lnkd.in/dkG_6Ywn

HOW TO CREATE A WINNING SALES CADENCE Every good manager has a plan. They’ve spent hours perfecting their sales cycle. But when it comes to *outreach*, Are your reps following a plan, too, or are they flying blind? If you want to maximize your reps’ performance and make the most of their sales pipeline, you need to help them plan their touchpoints. Timing. Tone. Channel. Every aspect of a winning sales cadence is intentional. That’s why we’re sharing an effective B2B sales cadence example. It’s tried and true. And it’s all yours. Check it out here: https://lnkd.in/g8YEyJy2

Hot take: Long sales cycles are actually BETTER for your business. While everyone's obsessing over "quick wins" and "shortened sales cycles," they're missing something crucial: Rushed deals often become your biggest headaches. Think about it: - When was the last time you made a great decision under pressure? - How confident do you feel buying something without proper research? - What happens when you skip due diligence? Here's the uncomfortable truth: Your prospects need time to: 1. Fully understand your solution 2. Build genuine confidence in your offering 3. Recognize the true ROI potential But here's where it gets interesting... Equipping your sales team with VALUE-driven messaging can help you move things along (and bring in more of your ideal customers). Here are some materials that build confidence: 🎯 Sales decks and presentations that captivate and educate 📄 White papers that inform and position your solution as the best choice 🌟 Case studies and success stories that showcase proven results ✉️ Value-based emails that resonate and nurture leads 🤔 FAQ and objection-handling guides that address concerns 🛠 Interactive demos and product tours to engage and inform 📊 Data sheets and technical briefs that back your claims with hard evidence These aren't just sales tools—they're trust builders. And trust? That's what turns customers into long-term partners. So stop fighting longer sales cycles. Embrace them. Because while others chase quick wins, you'll be building something far more valuable: A foundation for lasting success. Do you agree?