🎺 Rory Sadler’s Post

"You're too expensive" "You're missing X feature" Both are common reasons why deals are lost. But do you know what the number one deal killer is? Indecision. ↳ 40% - 60% of deals stall in a no-decision limbo according to Jolt Effect (must read) ↳↳ Dialling up FUD (Fear, Uncertainty, Doubt) doesn't work ↳↳↳ It leads to FOMU (Fear Of Messing Up) Fortunately, Buyer Enablement can change that Why? Because > Selling is hard, but buying is harder > Sales reps don't close deals, buyers do > Top reps don't sell to buyers, they sell with them ↓↓↓ You need to enable your champion to seamlessly and effectively sell your solution when you're not in the room Why? Because 95% of their buying journey is spent without you And key decisions are made during internal meetings, not your demo ↓↓↓ Know that selling has changed And your job is to make it easy for your buyers to buy And for your champion to sell without you there That means ✔️ Co-create a business case with your champion ✔️ Agree on the steps in your mutual action plan ✔️ Add videos to them as well as your proposals ✔️ Create a collaborative workspace to centralise their journey ✔️ Multi-thread to alleviate pressure on the champion ✔️ Use micro and interactive demos for async selling ✔️ Proactively create and share competitor comparisons ✔️ Adapt your messaging for each stakeholder involved ✔️ Proactively make customer intros The role of a modern-day seller is more consultative and buyer-focused than ever Don't get left behind ... 🎺

"You're too expensive" "You're missing X capability" Both common reasons deals are lost. But do you know what the number one deal killer is? Indecision. ↳ 40% - 60% of deals stall in a no-decision limbo according to Jolt Effect (must read) ↳↳ Dialling up FUD (Fear, Uncertainty, Doubt) doesn't work ↳↳↳ It leads to FOMU (Fear Of Messing Up) Fortunately, Buyer Enablement can change that Why? Because > Selling is hard, but buying is harder > Sales reps don't close deals, buyers do > Top reps don't sell to buyers, they sell with them ↓↓↓ You need to enable your champion to seamlessly and effectively sell your solution when you're not in the room Why? Because 95% of their buying journey is spent without you And key decisions are made during internal meetings, not your demo ↓↓↓ So as you begin 2024 Know that selling has changed And your job is to make it easy for your buyers to buy And for your champion to sell without you there That means ✔️ Co-create a business case with your champion ✔️ Agree on the steps in your mutual action plan ✔️ Add videos to them as well as your proposals ✔️ Create a collaborative workspace to centralise their journey ✔️ Multi-thread to alleviate pressure on the champion ✔️ Use micro and interactive demos for async selling ✔️ Proactively create and share competitor comparisons ✔️ Adapt your messaging for each stakeholder involved ✔️ Proactively make customer intros The role of a modern-day seller is more consultative and buyer focused than ever Don't get left behind ;)

tackling sales growth problems? here's a brief anatomy on how not to "spray and pray" There are n number of theories, frameworks, hacks etc. (that can only help sounding cool in a meeting room rather actual growth) :) Choosing simple and sustainable framework like "BANT" is more than enough to understand: - pain / gain - need / no need - opportunity / no opportunity hence, use less fancy jargons, theories, frameworks more focus on fundamentals and creativity (tough / highly competitive enterprise space) An end sale is a process of well engineered sales journey (includes flawless, personalized, and engaging presentations, demos, emails) - Being well aware on "Asking RIGHT discovery questions" - Doing well curated research about the company, client, overall need - Ensuring the continuity in gentle "Follow-ups" The above becomes only easier / harder depending on the gradual increase in conversions :-)

In my 1st AE year I closed 43 new customer logos. That's almost 1 new logo every week. Here's the blueprint I used👇 1. Dedication to daily prospecting Every Monday I researched 5 new accounts and added 3 leads per account to my sequence. 2. Strict focus on my ICP I only targeted the ideal buyer persona within my sweet spot industry and looked for relevant trigger events. 3. Customer-focused pitch Before I mentioned anything about my product I validated that the prospect had pains and challenges I can help solve. 4. Routined objection handling I kept a list of the most common objections I heard and built my own deck of objection handling flash cards. 5. Deep discovery I learned that customers do not make decisions without a compelling event. I became obsessed with finding it. 6. Upfront commitment Before dragging prospects through my sales cycle I laid out all the steps upfront and set up a mutual action plan. 7. Tailored demo I learned to demo my product to accelerate the sales cycle and to reduce the reliance on other resources. 8. Business case With larger deal sizes I built a simple business case to demonstrate value in financial terms to the economic buyers. Repost ♻️ to help your network bring in their final deals in Q4 What's your closing blueprint?👇 PS: We have helped 69 private coaching clients increase their quota attainment by 25-50% in 90 days. More info here →https://lnkd.in/eUBZvsyd

“Buyer enablement” is the foundation of how modern sales teams need to operate if they want to succeed. Most buyers today aren’t interested in being walked through a cookie-cutter sales process. - they’ve done their homework - they’ve consulted their peers - and they know what they’re looking for So why are sales teams still trying to force a rigid sales stages like it’s 1999? Here’s what buyer enablement looks like in action: ✅ At the problem-identification stage: top sellers help buyers clarify if the problem is worth solving now, not just jumping into a product demo. ✅When exploring solutions: top sellers educate buyers on the market and help them understand their options, rather than flooding them with awards and feature lists. ✅ During requirement evaluation: the best sellers co-create business cases, share vendor comparison assets, and offer follow-up demos that focus on the buyer’s specific needs. ✅ In the vendor selection/POC stage: top sellers build mutual action plans and help buyers test solutions the right way. In a world where buyers are more informed than ever, the role of sales has evolved. It’s no longer about selling to them; It’s about enabling them to make the best decision possible. How are you enabling your buyers? #BuyerEnablement #B2BSales

Maximize selling time for reps. Did you know only 35-40% of a rep’s time is spent on actual selling activities? The rest is bogged down with paperwork, administrative tasks, and meetings. When reps have to juggle multiple systems to close a sale, it eats into their valuable selling time. This is where Amplify steps in. By providing a one-stop shop for everything reps need—lead generation, appointment scheduling, deal closing, and motivation—we simplify their workflow. This means less time on administrative work and more time focusing on what they do best: selling. Investing in streamlined systems and processes not only boosts revenue but also keeps your reps engaged and motivated. Don’t let your team get stuck in the admin loop. See how Amplify can transform their selling experience. Learn More: https://bit.ly/3z2KPjN

Why Your Demo Structure Might Be Outdated (and How to Fix It) 🔥 If you're seeing lower conversion rates from demos lately, it might not be your product… it could be your demo structure. Here’s why: 1️⃣ Too much product, not enough value Instead of diving into every feature, focus on the specific pain points your prospect has. Show how you solve their problem, not just what your product does. 2️⃣ Talking more than listening The old demo style had us talking 80% of the time. Flip that. Aim for 50/50. Ask strategic questions, then tailor the demo based on their answers. Make it their demo, not yours. 3️⃣ One-size-fits-all doesn’t work anymore Every industry and role is different. Personalize your demos. If you can, use their data or real-life scenarios that make your product feel indispensable. 4️⃣ No clear next step End your demo with a crystal-clear call to action. What happens next? A follow-up call? Trial? Make it obvious and seamless. ✨ Fix these, and you’ll see better engagement, more trust, and faster closes. ----------------------- Are your sales reps tied up in pre-sales activities? Let us do the groundwork with Account based methodogies Intandemly You handle what matters most: selling. dm " accounts"

Your conversion rates between the stages of your sales process tells you everything you need to know about hitting your number. The cool thing is it works at every level of your organization. Three questions I ask my conversion rates are: 1) How much volume do I need at each stage of our pipeline? How many trials? How many meetings? 2) What does my organization’s or team members’ historical performance say about their likelihood of hitting their revenue target? 3) What needs to change to get my org or rep to their number? Those three questions tell me: - What needs to be true to hit the number - Where in my organization that’s not true - What do we need to change and optimize to support that part of our organization or person One thing to note is that as you’re executing the year one of the most important metrics to track is how your conversion rates between stages are changing. That’ll tell you a lot too. But that’s another post.

I’m going to get some heat for this post but here goes.... You cannot buy a sales playbook. Anyone who tells you otherwise is trying to sell you something. Your sales playbook is what you and your team have *already been doing* to sell. If you have customers, you have a playbook. Your first step is to write down what happens, most of the time, when you close a deal right now. This could look something like: - Get intro to prospect - Run an intro/discovery call - Do demo - Immediately offer trial for unspecified amount of time - Follow up and see how trial is going - Send proposal - Procurement - Closed/won (???) Document EVERYTHING - email templates, questions you ask on discovery calls, demo frameworks. You probably have more than you think! Now…is this process perfect? Probably not. But once you know what it looks like, it’s a lot easier to see where deals are getting stuck, and figure out how to make that part of the process better. Document your process for everything, even if it isn’t perfect yet. You won’t know what to change if you don’t know what you’re regularly doing. ———— Enjoyed this post? Click here ➡️ https://lnkd.in/gVU57dyv to hit follow & ring my 🔔 for more

I fall in love with you at first sight, Slack😊the color, interface Everything about you was just perfect 💞@Slack you rock 🥂🍾 Slack has revolutionized the way I collaborate with teams, friends, and colleagues, creating an environment that is not only user-friendly but also fun, enhancing teamwork in remarkable ways. Its intuitive interface simplifies communication, allowing for seamless interaction and exchange of ideas. One of Slack's key strengths is its real-time messaging capabilities..Yes 💃 The instant messaging feature enables quick responses, eliminating communication delays. This has significantly improved the efficiency of my team's workflow, ensuring that everyone stays on the same page.💪 Moreover, Slack's channel-based organization has streamlined collaboration. It allows us to create dedicated channels for specific projects or topics, keeping discussions focused and reducing clutter This structure facilitates easy navigation, making it effortless to locate relevant information and updates. The integration of third-party apps has been a game-changer. By connecting tools like Google Drive, Trello, and Zoom directly to Slack, we can seamlessly share files, track project progress, and conduct virtual meetings without switching between multiple platforms. This integration has not only saved time but has also enhanced overall productivity. The incorporation of fun elements, such as emojis, GIFs, and custom reactions, has injected a sense of enjoyment into our teamwork. This not only fosters a positive work culture but also helps in breaking the monotony of daily tasks, creating a more engaging and vibrant collaborative environment. Guess what? even on my phone 😍 Slack's mobile accessibility has been crucial for collaboration on the go. Whether working with colleagues in different time zones or quickly sharing updates with friends, the mobile app ensures that I can stay connected and contribute to discussions from anywhere. In conclusion, Slack's user-friendly interface, efficient organization, app integrations, and playful features have transformed collaboration into an enjoyable and productive experience. It has become an indispensable tool for fostering teamwork and communication within my professional and personal circle