Leandra Fishman’s Post

Valuable content and direction for sales leaders out there in today's environment

Great article from McKinsey about the future of B2B Sales. Key aspects to consider: - Selling roles are evolving. Hybrid reps make up 50 percent or more of the sales force. - High-powered analytics and digital enablers are revamping inside sales. - Sales training through mentoring and e-learning has become the norm to high-growth companies.

5 strategies to boost sales conversion rates beyond “just more”: Sales math used to be simple: calculate conversion rates for outreach to disco, disco to opp, and opp to closed won. With average deal size, you could reverse engineer # of activities needed to hit quota. Recently, Kyle Asay started a post on X with this thought... His point? The math is now breaking. The number of activities needed to generate an opportunity has gone from ~300 to over 1300. Instead of doing “just more” you have to be focused on your conversion rates. I’d argue it was never about “just more”. Top-performing teams focus on improving 'how' every step of the way. Great leaders identify improvements that could most effectively move the needle for each rep. Great reps continuously strive for self-improvement… So here are my 5 strategies to improve your conversion rates: 1. Account prioritization ☐ Define your ICP ☐ Identify propensity to buy ☐ Prioritize based on fit and engagement 2. Cold outreach optimization ☐ Target the right persona ☐ Personalize your outreach ☐ Leverage multiple channels 3. Discovery meeting effectiveness ☐ Focus on customer value ☐ Bring a researched point of view ☐ Use layers of open questions to identify pain 4. Evaluation/demo success ☐ Influence success criteria ☐ Involve key decision-makers ☐ Customize prospect-specific demos 5. Closing opportunities ☐ Scale your solution to fit the problem ☐ Proactively address concerns and objections ☐ Establish urgency based on customer timeline What strategies would you add to improve sales conversion rates?

𝐓𝐨𝐩 𝟏𝟎 𝐖𝐚𝐲𝐬 𝐓𝐨 𝐂𝐫𝐞𝐚𝐭𝐞 𝐀𝐧 𝐈𝐦𝐩𝐚𝐜𝐭𝐟𝐮𝐥 𝐒𝐚𝐥𝐞𝐬 𝐄𝐧𝐚𝐛𝐥𝐞𝐦𝐞𝐧𝐭 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 The sales team is one of the most crucial components of any company. Unfortunately, 42% of sales reps require more customer details, highlighting the need for better strategies. This is why ensuring your reps have the right resources that can help ease the buyer journey is vital. Imagine having the best product or service, but your sales team cannot understand customer pain points due to a lack of the right tools. Having a sales enablement strategy works wonders for such scenarios. Learn the top 10 mind-blowing sales enablement strategies to help you close more deals and drive revenue for your business. Read Complete Article: https://lnkd.in/dh_nJy4j #salesenablement #customerpersonas #leads #marketingcampaigns #sales #SalesEnablementStrategy

Want to take your sales game to the next level? Check out our latest blog on 7 Innovative Sales Methodologies: From challenger sales to customer-centric approaches, this article covers cutting-edge strategies that empower teams to engage more effectively, close faster, and build stronger relationships with prospects. Perfect for sales leaders looking to elevate their team’s approach and drive real results:  https://lnkd.in/dDPQRsWU #SalesStrategies #SalesEnablement #Innovation #SalesMethodology

Quarterly objectives vs. monthly: why a strategic sales plan matters In the high-pressure world of sales, setting the right objectives can influence not just performance but morale. Many businesses often default to monthly goals, thinking they provide more flexibility and responsiveness. However, this approach can lead to a reactive mindset, where teams are constantly chasing short-term targets rather than focusing on sustainable growth. Problem: Sales teams face immense pressure to deliver results quickly, leading to burnout and misalignment with larger business goals. Monthly objectives can create a frantic pace, making it difficult to think strategically and plan for the long term. Solution: A shift to quarterly objectives allows sales teams to focus on strategic planning. Here’s how: - Alignment with business goals: Quarterly objectives help ensure that sales efforts are in sync with the company’s overall vision and strategy. - Room for adjustment: With a longer timeframe, teams can assess performance trends and adjust strategies as needed, rather than constantly pivoting month-to-month. - Less pressure: This model reduces the pressure of hitting monthly targets, fostering a healthier work environment where teams can thrive. Result: Companies embracing quarterly planning report not only improved sales performance but also higher team morale and engagement. When management supports this approach, it signals trust and commitment to the team, making lead generation efforts more effective and sustainable. If you’re considering a tailored approach to lead generation that prioritizes strategic planning and supports founder-led sales, let’s connect! Together, we can create a roadmap for success that benefits both your sales team and your broader business goals. #B2Bleadgen #SalesStrategy 📈🤝💼🌟

🚀 **Boost Your Sales Strategy: Master the 8-Stage Sales Cycle!** Attention Sales Professionals and Business Leaders! 🌟 Are you looking to elevate your organisation's sales game? If so, you can't afford to miss this insightful article on mastering the 8-stage sales cycle. 🔍 **What's Inside?** This article is a goldmine of information, detailing the crucial stages of the sales cycle: finding leads, making first contact, qualifying prospects, nurturing leads, presenting offers, overcoming objections, closing sales, and delivering exceptional service. By applying these stages effectively, your organisation can significantly enhance both revenue and reputation. 📈 **Why Read It?** 1. **Streamlined Processes**: Discover how a well-defined sales cycle can lead to efficiency and better resource allocation. 2. **Consistency**: Learn about the importance of having a consistent approach across your team, creating a unified brand image and customer experience. 3. **Improved Training**: Understand how a clear sales cycle can lead to more effective training and skill development. 4. **Data-Driven Decisions**: Get insights on how to make informed decisions and refine strategies using sales data. 🔗 https://wix.to/hZgqyCW By diving deep into each stage, you'll learn not just the 'what' but the 'why' and 'how' of each part of the cycle. Whether you're a seasoned sales professional or leading a growing team, this article offers invaluable insights and practical tips to take your sales efforts to the next level. Don't just chase sales, create a sustainable and successful sales strategy. Share your thoughts and experiences with the 8-stage sales cycle in the comments below! #SalesStrategy #BusinessGrowth #SalesCycle #SuccessInSales #ProfessionalDevelopment #HealthCareSales #AddictionTreatment

The heart of sales success lies in your sales playbook, a comprehensive guide that not only outlines the path to success but also equips your sales teams with the tools and strategies needed to navigate the intricacies of the modern buyer and marketplace. Yet, creating the perfect sales playbook is no small feat as it requires a deep understanding of market trends, customer behavior, competitive landscapes, and the ever-evolving role of technology in driving sales effectiveness. To better address these essential components of a modern sales playbook, explore IDC’s four key building blocks that underpin its success: • Building Block 1: Understanding market trends and drivers – The foundation of any successful sales playbook lies in a deep understanding of market trends. By analyzing industry data, competitor strategies, and emerging technologies, sales team can identify opportunities and anticipate shifts in customer preferences. Tools such as market research reports, industry publications, and data analytics platforms can provide invaluable insights into market dynamics. • Building Block 2: Identifying challenges and needs – Effective selling begins with a thorough understanding of the challenges and needs facing your possible customers. Understanding common challenges and pain points, on a persona level, allows sales professionals to customize messaging and solutions to meet their audience’s specific needs. • Building Block 3: Relevance and customer value – Technology serves as a cornerstone in shaping business processes. However, the true measure of success lies in demonstrating how your technology precisely meets the needs of the individual persona you’re addressing within their unique position in the buying center. • Building Block 4: Crafting key questions and hooks – The art of selling lies in asking the right questions and delivering compelling value propositions that resonate with prospects. A well-crafted sales playbook should equip sales professionals with a set of key questions and hooks designed to uncover customer needs and differentiate their offerings from the competition. #lifeison #sales #salesenablement #salesplaybook #idc https://lnkd.in/ekdpWjyi

The sales strategy that helped Relate close multiple 5-figure enterprise deals this year: Multi-threading. B2B SaaS products impact multiple stakeholders. Which means it's important to: - Identify them - Build relationships - Satisfy their needs In order to close a deal. Multi-threading means reaching out to multiple stakeholders simultaneously - rather than only focusing on the founder or top leadership.  → It increases the chances of booking a qualified meeting and closing a sale While selling for Relate, I'd speak to: - Sales leads (VP of sales, CRO, etc.) - Mid-level sales managers - SDRs (Depending on company size) - Marketing teams This holistic approach allowed me to visualize the prospects’ - Organizational charts - Business goals - Problems - Priorities - Decision-making processes The Result: It significantly boosted my booking and closing rates. Have you even tried this approach before?

I speak to at least 5 founders and sales leaders every week. Most need clarification with sales vocabulary. With different sales words thrown around casually or misused. They sound interchangeable but they mean different things. It’s no wonder even sales experts get confused sometimes. Here's some essential sales terminology to help you succeed: 💡 Sales Process: a set of repeatable steps that converts prospects into customers, e.g. discovery, demo, proposal, solution design, negotiation, contract, and close. 🔥 Tip: define and document each stage to ensure consistency and identify areas for improvement. 💡 Sales Motion: the strategy and approach taken to sell a product or service, which can vary based on the target market and product complexity. e.g. transactional, enterprise, outbound, inbound, field sales, inside sales, or channel sales 🔥 Tip: align your sales motion with your product/service type and market needs for optimal results. 💡 Sales Methodology: the philosophy underpinning your approach to selling e.g. Challenger sale, GAP selling, Sandler Selling Systems, or SPIN selling 🔥 Tip: choose a methodology that resonates with your team's strengths and your customers' buying behaviour. 💡 Sales Qualification Framework: a set of predefined criteria that help qualify and disqualify prospects at every stage of your sales process and judge the quality of the deal. e.g. BANT, CHAMP, MEDDICC or SPICED 🔥 Tip: use a consistent qualification framework to focus your efforts on the most promising leads. Which sales vocabulary do you find confusing? Let me know in the comments. #sales #GTM #growth