Michael Jay Gruenstein MBA’s Post

#Sales | Sales meetings/conversations with new prospects can be a tricky affair. The fact that a prospect has agreed to meet a sales rep is a great sign as prospects are instinctively inclined towards guarding their internal organizational information and are generally busy with their pressing day-to-day responsibilities. The primary reason for being frowned upon by the prospects is the air of distrust surrounding salespeople being the bottom-feeders of our commerce system honed in the art of deceit and manipulation for achieving their sole goal of selling their product or service. But much of selling success hinges on the sales rep’s ability to lead an effective first meeting/conversation and generate interest in the prospects for their product or service. #startup #entrepreneurship | MetaSales Technologies

Doubling Your Wins: Best Practices for Success in 2024 As we step into 2024, it's crucial to ask ourselves: What are our best practices for winning business? Success in sales doesn't just happen; it's crafted through strategic practices and constant learning. Here are a couple of questions to ponder: 1️⃣ What methods have consistently brought you success in closing deals? 2️⃣ How are you planning to adapt and evolve these strategies to double your business wins in 2024? For me, it's always been about discovery and follow up. Always be prospecting! It's not just about selling a product or service; it's about providing a solution that truly resonates with the client's challenges and goals. But success isn't a one-size-fits-all formula. Each of us has unique approaches that work best in our respective fields. So, I'm turning the table to you: What are your tried-and-true best practices for winning business? How do you plan to scale these strategies for even greater success in 2024?

Learn the 5-step sales framework generating $10-20M a year for this business; And how you can use it today, In 20 seconds or less... Daniel Priestley and Dent Global do $10M - $20M in yearly sales revenue. Daniel recently shared this process which I've broken down below; 1. Frame the Sale Create an environment that sets the stage for something great. Picture the Mona Lisa displayed in The Louvre, not a Starbucks. They focus on setting the stage for greatness, getting their prospects excited. 2. Build Rapport Quickly Connect with your prospect in under 3 minutes. Show you're human and get in rhythm. Focus on empathy, find their pain points, match it to the product. 3. Ask for Permission Offer options: a general chat or a structured process to see if you can help each other. Once given permission, Dive into their present situation, desired outcome, past efforts, and barriers. Share your methodology in their language. Package it into a solution. 4. Discuss the Solution Present your solution and check if it fits their needs. Handle objections by adjusting the deal to meet their needs. Remember point 2, you have their pain points, you just need reframe it till it fits perfectly. 5. Close the Sale Ask closing questions like, "Would you like to go ahead?" or "When would you like to get started?". Start the onboarding process immediately if they agree. Maintain momentum and remove all friction from getting them onboarded. Always deliver a high-end experience. Some things that are important to remember is that it won;t always close, But the opportunities aren't gone just because they said no now. Finish positively, even if it's not the right time or budget.  ♻ Repost this to add some value to your network. ❤️ Follow Benjamin Richards for more systems & strategies to build & grow a 7-figure business. P.S Want to grow? I'm launching a free private community where I will share weekly systems & strategies to build & grow a 7-figure business. Link in comments!

#Sales | In the past few years, the shift from Outside Sales to Inside Sales has grown rapidly due to the changes in the selling practice. Since technology revolutionized sales and the interaction between clients and sellers has completely changed, it forced companies to search for new ways of communication with leads for generating high revenue. Therefore, inside sales have become a priority for many businesses as they are carried out mainly through remote and technology-driven communication. #startup #entrepreneurship | The DriveSales™

It’s no wonder your sales cycle is so long: Your sales process is longer and more cumbersome than it needs to be. Unnecessary steps are costing you time and money. To see faster growth, you need to streamline everything, especially your sales process. First, map out your entire process. Look for obvious bottlenecks that are often hiding in plain sight. Other bottlenecks are less apparent, however, and they require experienced eyes like a fractional sales leader to find. Second, question every step in your process. Are all those approvals necessary or can you eliminate some of them? In our experience, most of them aren’t necessary and only slow you down. As a startup, you need to make decisions faster. Third, look for opportunities to automate. Reduce administrative tasks that eat up valuable time. Not all activities are equally valuable. Let your team focus on high-value interactions and build relationships. Prioritize tasks that directly impact closing deals. Automate repetitive tasks. A streamlined process isn't just faster, it's more effective, and allows for better customer experiences. It reduces frustration for both your team and prospects. The result is a shorter sales cycle and a higher closer rate. You can do it without burning out your team. This is how startups beat larger competitors: you build a lean, efficient team, headed by a fractional leader. If you're a startup that wants to shorten your sales cycle with the experience of a fractional leader, send me a DM with the words "SALES CYCLE" to get started.

While I sit for a closing this is the most common objection by the prospect "Give me some time or need time to think" Sometime its genuine 90% time you will never heard them back. Eventually land up to chase them every day. 𝐖𝐡𝐲 𝐃𝐨 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬 𝐀𝐬𝐤 𝐟𝐨𝐫 𝐌𝐨𝐫𝐞 𝐓𝐢𝐦𝐞? In sales, it’s common to hear, “I need more time to think about it.” But what’s really going on in the background? Prospects hesitate: -𝐋𝐚𝐜𝐤 𝐨𝐟 𝐁𝐞𝐥𝐢𝐞𝐟 𝐢𝐧 𝐭𝐡𝐞 𝐏𝐫𝐨𝐝𝐮𝐜𝐭/𝐒𝐞𝐫𝐯𝐢𝐜𝐞 Sometimes, they need extra time because they’re not fully convinced of the value your solution offers. They might still be weighing the benefits, unsure if it truly meets their needs. This can be a sign to re-emphasize key features and demonstrate tangible results or success stories that reinforce your product’s value. -𝐏𝐞𝐫𝐜𝐞𝐩𝐭𝐢𝐨𝐧 𝐨𝐟 𝐚 𝐇𝐢𝐠𝐡𝐞𝐫 𝐏𝐫𝐢𝐜𝐞 𝐂𝐨𝐦𝐩𝐚𝐫𝐞𝐝 𝐭𝐨 𝐂𝐨𝐦𝐩𝐞𝐭𝐢𝐭𝐨𝐫𝐬 When a prospect finds your solution costly, it’s likely because they haven’t seen enough of a value differentiation to justify the investment. This is an opportunity to discuss the unique value you provide and how it outweighs the costs over time. Focus on ROI, long-term savings, and the quality advantages over lower-cost options. -𝐋𝐚𝐜𝐤 𝐨𝐟 𝐂𝐨𝐧𝐟𝐢𝐝𝐞𝐧𝐜𝐞 𝐢𝐧 𝐓𝐡𝐞𝐢𝐫 𝐀𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐔𝐭𝐢𝐥𝐢𝐳𝐞 𝐭𝐡𝐞 𝐁𝐞𝐧𝐞𝐟𝐢𝐭𝐬 Prospects may need time because they’re unsure whether they can make the most of your solution. This is where your role as a Consultative Selling seller shines. Offer support resources, training options, and success guidance to build their confidence and show them how easy it is to maximize their investment. When a prospect asks for time, 𝘪𝘵’𝘴 𝘯𝘰𝘵 𝘢𝘭𝘸𝘢𝘺𝘴 𝘢 𝘯𝘰—𝘪𝘵’𝘴 𝘢 𝘴𝘪𝘨𝘯𝘢𝘭 𝘵𝘰 𝘥𝘪𝘷𝘦 𝘥𝘦𝘦𝘱𝘦𝘳, 𝘢𝘥𝘥𝘳𝘦𝘴𝘴 𝘵𝘩𝘦𝘪𝘳 𝘤𝘰𝘯𝘤𝘦𝘳𝘯𝘴, 𝘢𝘯𝘥 𝘳𝘦𝘪𝘯𝘧𝘰𝘳𝘤𝘦 𝘺𝘰𝘶𝘳 𝘷𝘢𝘭𝘶𝘦. 🔥 🔥🔥 Have you encountered these types of objections? Share your approach to overcoming them! #Salestips #Salesstrategy #B2B #B2C #Objectionhandly #ConsultativeSElling #Startup #Leadership

Be Flexible. 🎯 Take on risk and put your $ where your mouth is. 🎯 Implement deferred revenue contracts. 🎯 Offer strict SLAs that give your competitors Leadership Teams heartburn. 🎯 Take on your prospective customers IT resource constraints by subsidizing it. 🎯 Be CREATIVE! 🎯 Win! 🎯

#Sales | Back in 1975, Frank Watts, who was an employee at Wang Laboratories at that time, developed a new approach to selling, which would become to be known as solution selling. This new sales technique had a radically different selling process than the most popular sales methodology of the time — product selling. Solution selling has an amazingly simple premise: A salesperson has to diagnose their prospect’s pain point or need, and accordingly recommend the right set of products and/or services to resolve the situation. The prospect might not even know if a problem exists, how urgent or important it is, and how to resolve it. This is where the salesperson comes into the picture as an important resource that can help a prospect to understand as well as react proactively. #startup #entrepreneurship | The DriveSales™

𝐂𝐥𝐢𝐞𝐧𝐭 𝐒𝐩𝐨𝐭𝐥𝐢𝐠𝐡𝐭: Ross Alexander - Partner at Tidal Force Solutions 𝐈𝐧𝐭𝐫𝐨𝐝𝐮𝐜𝐭𝐢𝐨𝐧: Meet Ross Alexander, a dynamic sales strategy specialist and Partner at Tidal Force Solutions. With a steadfast commitment to driving sustainable sales growth, Ross collaborates closely with small to medium-sized enterprises (SMEs) and startups, offering strategic guidance to propel their businesses forward. 𝐀𝐛𝐨𝐮𝐭 𝐑𝐨𝐬𝐬 𝐀𝐥𝐞𝐱𝐚𝐧𝐝𝐞𝐫: Ross brings a wealth of experience and expertise to the table. His background in sales strategy spans various industries, providing him with valuable insights into the unique challenges faced by SMEs and startups. Ross is deeply passionate about helping his clients achieve their sales goals by implementing tailored strategies that deliver tangible results. 𝐓𝐢𝐝𝐚𝐥 𝐅𝐨𝐫𝐜𝐞 𝐒𝐨𝐥𝐮𝐭𝐢𝐨𝐧𝐬: At Tidal Force Solutions, Ross and his team are dedicated to empowering businesses with the tools and strategies necessary to thrive in competitive markets. As strategic sales growth consultants, they specialise in working with SMEs and startups, offering personalised solutions to drive revenue and expand market presence. 𝐊𝐞𝐲 𝐒𝐞𝐫𝐯𝐢𝐜𝐞𝐬: 𝐒𝐚𝐥𝐞𝐬 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐲 𝐃𝐞𝐯𝐞𝐥𝐨𝐩𝐦𝐞𝐧𝐭: Ross and his team collaborate closely with clients to design customised sales strategies aligned with their business objectives. 𝐌𝐚𝐫𝐤𝐞𝐭 𝐀𝐧𝐚𝐥𝐲𝐬𝐢𝐬: Conducting comprehensive market research to identify opportunities and potential challenges, allowing clients to make informed decisions. 𝐒𝐚𝐥𝐞𝐬 𝐓𝐫𝐚𝐢𝐧𝐢𝐧𝐠 𝐚𝐧𝐝 𝐂𝐨𝐚𝐜𝐡𝐢𝐧𝐠: Providing training and coaching sessions to equip sales teams with the skills and knowledge needed to excel in their roles. 𝐏𝐞𝐫𝐟𝐨𝐫𝐦𝐚𝐧𝐜𝐞 𝐎𝐩𝐭𝐢𝐦𝐢𝐳𝐚𝐭𝐢𝐨𝐧: Continuously monitoring and evaluating sales performance, implementing adjustments as needed to maximise results. 𝐂𝐥𝐢𝐞𝐧𝐭 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐒𝐭𝐨𝐫𝐢𝐞𝐬: Ross has a proven track record of delivering tangible results for his clients. Through his strategic guidance, numerous SMEs and startups have experienced significant sales growth and achieved sustainable success in their respective industries. 𝐂𝐨𝐧𝐧𝐞𝐜𝐭 𝐰𝐢𝐭𝐡 𝐑𝐨𝐬𝐬 𝐀𝐥𝐞𝐱𝐚𝐧𝐝𝐞𝐫: To learn more about Ross Alexander and Tidal Force Solutions, visit their website:https://tidalforce.co.uk/ You can also connect with Ross on LinkedIn to stay updated on the latest sales strategies and industry insights. Ross Alexander and Tidal Force Solutions are committed to helping SMEs and startups unlock their full potential and achieve long-term success through strategic sales growth initiatives. With Ross's expertise and the dedicated team at Tidal Force Solutions, clients can trust that their businesses are in capable hands.

Always be selling, right? 🤑 Well, the new growth model might be 'never be selling'... Or maybe 'always be giving' Selling might have worked when people weren't getting sold to a million times a day. But now we're getting DMs, cold messages, bad pitches, all the time! It's gross. So what's the best way around that? I like to think of startups (especially creative services) as an 'act of service' (I can thank Jay Shetty's monk-life for this tip) Your job is not to convince customers to buy, it's simply to help enough people that they trust you and want to work with you or buy your thing. The buying decision should seem like a no-brainer. Help people, and don't expect anything in return. This builds trust and gravitates people towards you. And any direct selling often takes you right back to zero. So don't: - Hide subtle selling messages in your content - Sell people without any relationship building And instead: - Sell to existing connections as a way of extending the help you have already provided Help first and let the selling happen as a result So maybe 'never be selling = always be selling' after all, but just in a different way... Anybody else find that giving first built their business much more than direct selling ever did?