Julia Lustig’s Post

Your engagement level with your work is a huge contributing factor to the outcomes you produce. One data point I saw a while ago was that engaged sellers were 36% more productive than disengaged. This uses the same sales process as Sandler. Whenever I share this with sellers or sales leaders, everyone says it rings true. This is obvious. The more engaged you are the more positive energy you feel, which translates to engaging clients more deeply and creating a better buying experience. Nobody wants to engage a seller who doesn’t want to be there. Which gives rise to the question -> Are you more focused on getting to full engagement or learning new sales techniques?

I saw a poll recently asking how to push back on executives who are hesitant about productivity suggestions. 𝗕𝘂𝘁 𝘄𝗵𝘆 𝗱𝗼𝗲𝘀 𝗶𝘁 𝗮𝗹𝘄𝗮𝘆𝘀 𝗵𝗮𝘃𝗲 𝘁𝗼 𝗯𝗲 𝗮𝗯𝗼𝘂𝘁 “𝗽𝘂𝘀𝗵𝗶𝗻𝗴 𝗯𝗮𝗰𝗸” 𝗮𝗻𝗱 𝗻𝗲𝘃𝗲𝗿 𝗮𝗯𝗼𝘂𝘁 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 “𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱𝗶𝗻𝗴”? Is that really what makes a great salesperson—being a “challenger” who’s always pushing? To me, the best challengers are the ones who 𝚋̲𝚞̲𝚒̲𝚕̲𝚍̲ ̲𝚜̲𝚝̲𝚛̲𝚘̲𝚗̲𝚐̲ ̲𝚛̲𝚎̲𝚕̲𝚊̲𝚝̲𝚒̲𝚘̲𝚗̲𝚜̲𝚑̲𝚒̲𝚙̲𝚜̲. They’re the ones who can offer a 𝘥𝘪𝘧𝘧𝘦𝘳𝘦𝘯𝘵 𝘱𝘦𝘳𝘴𝘱𝘦𝘤𝘵𝘪𝘷𝘦 𝘵𝘩𝘢𝘵 𝘥𝘳𝘪𝘷𝘦𝘴 𝘳𝘦𝘢𝘭 𝘴𝘶𝘤𝘤𝘦𝘴𝘴. No executive—no matter what part of the business they run—wants low productivity. The issue isn’t that they don’t care, it’s that they might not see how your idea fits with what they’re already focused on. Instead of pushing your product, 𝘁𝗮𝗸𝗲 𝘁𝗵𝗲 𝘁𝗶𝗺𝗲 𝘁𝗼 𝗹𝗶𝘀𝘁𝗲𝗻 𝗮𝗻𝗱 𝗿𝗲𝗮𝗹𝗹𝘆 𝘂𝗻𝗱𝗲𝗿𝘀𝘁𝗮𝗻𝗱 𝘁𝗵𝗲𝗶𝗿 𝗻𝗲𝗲𝗱𝘀. When you lead with understanding, you can offer something that actually makes sense. I’m sure a lot of people think, ‘Well, I crush my number every year, and I’m one of the top-performing sales reps.’ That’s great if that truly fills your cup. If chasing a number is your ultimate goal, that’s fine. But there are people out there who 𝘀𝘁𝗿𝗶𝘃𝗲 𝗳𝗼𝗿 𝘀𝗼𝗺𝗲𝘁𝗵𝗶𝗻𝗴 𝗯𝗶𝗴𝗴𝗲𝗿—who want to make an impact and genuinely help organizations succeed — & guess what shockingly enough, they are also top performers — consistent top performers. For me, that’s where waking up every day with 𝗽𝗮𝘀𝘀𝗶𝗼𝗻 & 𝗽𝘂𝗿𝗽𝗼𝘀𝗲 hits. https://lnkd.in/eZZyaQiW

We are revolutionizing Sales Strategy here at Beyond100percent. It's time to rethink how we sell! Moving beyond the 'always be closing' approach, I delve into the power of a growth mindset in sales. Discover how embracing challenges and continuous learning can transform sales performance. Check out my latest article for a deep dive into reshaping sales success with resilience and adaptability. Let’s discuss how we can all grow in our sales journey! #GrowthMindset #SalesInnovation #Resilience #ContinuousLearning #SalesTransformation

Just finished "Empathy for Sales Professionals" by Sophie Wade! Check it out: https://lnkd.in/grASjgey #sales, #emotionalintelligence. In my personal opinion, empathy is a great soft skill to have, not only connect you with your clients but help you to understand their needs at a more deeper level. I believe that success in the sales world is a combination of soft and hard skills. Let me know your thoughts.

🚀 Discover 10 Radical Shifts for Developing a Growth Mindset in Sales Success! 🔥 Break free from traditional sales strategies and revolutionize your approach to achieving unparalleled success in the competitive sales arena. 🌟 Dive into this thought-provoking blog post that challenges conventional wisdom, uncovering the transformative power of embracing failures, seeking out challenges, and fostering a culture of continual learning. Don't miss out on unlocking the secrets to resilience, adaptability, and personal growth in sales. Read more at https://lnkd.in/g_hkXdsD and join the conversation to inspire a wave of transformation in the sales community! #SalesSuccess #GrowthMindset #RevolutionizeSalesStrategy 📈💡

8 Roadblocks 🚫 Crippling Your $ales Growth 1. ☐ Your Leadership Misses the Mark. ☑ Learn the 7 Leadership Flaws Preventing You from Getting More Sales, and Develop into the Leader that Inspires. 2. ☐ Your Marketing Strategy & Sales Processes don’t seamlessly work hand-in-glove. ☑ Learn how to Bring Sales & Marketing into One Seamless Process to Grow Sales 3. ☐ Your Sales Culture doesn’t Inspire. ☑ Learn the Proven System to Establish a Powerful, Revenue-Generating Sales Culture 4. ☐ You can’t quickly Identify the Sales, or Marketing problem, which Keeps from Increasing Sales. ☑ Learn to Identify Your Sales & Marketing Problem Instantly, and Fix it w/ TTABS - The 5 Essentials Needed for Predictable Sales 5. ☐ You're not Attracting and Keeping Top Sales Talent. ☑ Create a Winning Sales Culture that Attracts & Retains the Best Talent 6. ☐ Your Messaging doesn’t Attract your Target Audience. ☑ Learn how to Create Messaging that Gets and Keeps Your Target Audience's Attention and Converts them into Clients. 7. ☐ You Lack Clear Sales Goals that Focus on Transforming your Clients’ Lives. ☑ Learn to create Transformation Focused Sales Goals that Inspire Actions that lead to Results. 8. ☐ You Miss the Sales Right Under Your Nose 👃. ☑ Learn how to Increase Sales with Current Clients by 40% to 251% (Several Clients over 1,000%) 📘4 a Limited time, you can pick up a Complimentary copy by simply clicking on ➡️Chaz Horn

Are you ready to make one of the greatest impacts on your future? Step into the new world of sales with our Sales Leadership Online Program—designed to change the way you approach sales and communicate in any client or customer setting. 🌟 Why Join? + Master Modern Sales Techniques: Say goodbye to outdated strategies and embrace cutting-edge approaches used by the top 1% of sales professionals. + Develop Unstoppable Habits: Learn the habits that fuel success in today’s selling environment, whether virtual or in-person. + Lead with Confidence: Navigate the modern sales landscape with ease and guide your prospects through the buying process like a pro. + Customer-Centric Communication: Win over clients by understanding and integrating their social and emotional needs into your sales process. + Exclusive Strategies: Tap into techniques modeled from over 20 years of experience interviewing and coaching the best in the industry. 👥 Who Should Join? + Sales Professionals + Executives + Managers + Directors + CEOs + Business Owners + Entrepreneurs + Anyone looking to gain a competitive edge in their business or career! 🔥 What You’ll Achieve: + Build sales habits used by Fortune 500 teams + Stand out as a top sales professional in any industry + Implement proven behaviors that drive success + Communicate in a way that feels natural and collaborative This isn’t just about learning how to close deals; it’s about mastering the entire sales process—from building trust and influence to understanding the emotional needs of your prospects. Ready to take the leap? Your future in sales leadership starts here! 👉https://lnkd.in/gF_gY6SW #SalesLeadership #SalesSuccess #ModernSales #BusinessGrowth #LeadershipDevelopment

Back to Basics…. again! It's a scenario many of us are familiar with: when results aren't meeting expectations, the instinctive reaction is to "go back to basics." And truth be told, it's often the right move—especially when the root of the problem isn't crystal clear. But here's my question: why do so many sales teams stray from the basics in the first place? Sales, like many aspects of business, operates in cycles. At the start of the year, there's a renewed focus on fundamental actions: planning, goal-setting, skill-building, and proactive outreach. Yet, as we hit April, distractions often creep in, diverting attention from these core principles. Unless we're vigilant, this deviation can disrupt our success patterns. So, why do we lose sight of the basics? It could be the allure of shiny new initiatives, complacency, or the mistaken belief that we've mastered the fundamentals and it's time to move on. But seasoned sellers and sales leaders know better—virtually all of our success is rooted in these foundational elements. Everything else is just noise. Only Fools and Horses fans will know Trigger nailed this when he stated the key to being a great road sweeper: ‘Look after your broom!’ As we approach the one-third mark of 2024, it's crucial to ask ourselves: are we straying from the basics? Are we tempted by new projects, experimental changes, or the latest board initiatives? If so, we run the risk of needing to "go back to basics" to realign our efforts by early June. Remember: there's no substitute for nailing the fundamentals in sales. So, while it's okay to explore new avenues, let's ensure the basics remain our North Star…. Which, in your view, are the critical 3 core fundamentals you know are needed as a constant thread for sustaining high performance in sales? Look after your broom 😎   #LeadProactive #salesleaders #sales #salescoaching 

Sales Managers! Spending hours reviewing calls but still missing key feedback points that need attention? It’s a common struggle for sales managers: balancing time spent reviewing calls with delivering focused, actionable feedback. Talk Tracks can help change that. A talk track is a guide for your sales calls which helps your reps stay on topic and follow a clear plan during their conversations. It includes all the key parts of a call: the introduction, questions to ask, how to handle objections, and closing statements.  So, how do you review the calls using a talk track? ✅ Align the call with your Talk Track Break down your call into different components(like introduction, discovery, objection and more) - based on your internal framework ✅ Identify Key Moments Flag moments where the rep deviated from the track—missed questions or unaddressed objections. ✅ Pinpoint Weaknesses Focus on areas where the conversation strayed. Was discovery skipped? Were objections handled poorly? ✅ Provide Targeted Feedback Be specific: instead of "improve objection handling," say, "You missed addressing the pricing concern at [specific point]. Here’s a better response..." ✅ Set Actionable Next Steps Provide clear goals, like, "Next time, focus more on qualifying questions during discovery." Using Talk Tracks for call reviews saves you time and ensures your feedback is focused and actionable. Leverage talk tracks to turn every call review into feedback that fuels growth and success! #coldcalling #SDR #sales #B2BSales #salesmanagement #outbound #salesengagement #salesdialer #salesprospecting #outboundsales #klenty #dialiq #salesrep

Want to close more sales? Here’s two actionable insights you can use today. Gathered from peer discussions in READ TO LEAD® with our partners at The Institute of Sales Professionals, and meeting Matt Dixon, author of “The Jolt Effect.” 1️⃣ Limit the number of options you present to a client. Suggest only one or two products or services. Say, "If I were you, I’d choose X because...". Be honest about why other options might not be suitable. This approach builds trust and positions you as a credible guide. It shows you’ve listened and are offering what they genuinely need, making it easier for them to make a decision and increasing your chances of closing the deal. 2️⃣ Take risk off the table by offering smaller, less daunting options like trials or rolling monthly arrangements instead of lengthy contracts. Simplify and shorten contracts to build customer confidence; it will also help you better understand their needs. And, of course, it gets things moving, and momentum is everything. What have you tried to overcome customer indecision and close more deals? If you’re interested in getting involved in future RTL and ISP discussions, to learn and connect with sales professionals and leaders, put “ISP” in the comments and we’ll be in touch. #salesskills #customerindecision #leadershipdevelopment #connectedlearning #ReadtoLead