Dr Saad Belcaid’s Post

On a #ColdCall and the person asks: “How does it work?” Instead of going down a detailed technical explanation, go for your first close on the meeting. Prospective customer: “how does it work?” Seller: “that’s exactly why I called - to show you, live ; in-action… Are you in front of your computer?” If yes: you can either guide them to the website to see some of your demo videos and get a flavor or guide them to their calendar and inbox as you schedule a demo. If no: you can get a sense of what days they typically have more availability and send them an invitation that is ‘modifiable’ so they can move it around if needed. If they need more information on the call before closing for a meeting, I love to pivot to current state questions or a ‘mini-explainer’ on how the product works.. your goal is to spark more curiosity and questions so they are inclined to invest more time. Once the person is leaning in with questions, that’s a great moment to book time... If not quite ready to book, go back into current state, mini-explainers or.. a customer story. Everyone loves a good story ;) #SDR #BoldCalling

Tired of hearing, “you’re too expensive”? Try this on your next demo👇 "Linda, I understand you're evaluating a few platforms. As you may be aware, most tools share about 80% of the same capabilities. It's the remaining 20% that sets us apart. I'd like to walk you through that first and explain how it’ll help solve your top challenges. Does that sound like a plan?” Briefly recap the use case they shared during discovery—emphasize how it's a significant challenge for them and the impact it's having on their business. Then, dive straight in. Don’t spend the first few minutes on the Home Screen showing them the setup, notifications and settings 😴 Start your demo with something powerful to set yourself apart. Your opening should meet certain criteria: - it should visually impress them - should address one of their most urgent challenges - should (ideally) show something your competitors struggle to offer ……………………………………………. If you want to use this approach, you need to make sure: - you know the 20% your product stands out - know the PROBLEMS each differentiator solves for - prospect actually cares about solving said PROBLEMS That way, they’ll better understand why they’re paying a premium for your platform.

There's one question I like to ask partners and customers that seems obvious, but rarely gets asked. What would make this a 10/10 partnership for you? Sometimes we get so busy with the slides and the demo and discovery framework that we forget to ask what the other party wants and why. 🔑 The answer always helps me to be effective, too. I want to ensure we're delivering the value our customers and partners want. Hard to know if that's the case if you don't ask.

Free guide Mondays. This guide is all about multi-threading. ✅ Reverse-engineering the perfect deal ✅ Spotting potential blockers ✅ Helping buyers de-risk their purchase ✅ Threading in power earlier in deals ✅ 4 email templates to start using immediately ✅ Going 1-to-1 with potential champions and sponsors ✅ Talk tracks for getting introductions to power ✅ Bartering to get access to power These strategies, when done correctly, will help you increase win rates by 25%+ There's killer stuff here for both new and veteran Account Executives. 👇 Want a downloadable version? Comment "yes" below. Make sure to connect with me so I can DM you. ~~~ P.S. I'm running a free multi-threading training with Richard Harris™, 👩🏻🏫 Krysten Conner, and Colin Specter this Wed. Register here to get help putting these tactics into action: https://hubs.ly/Q02mzXZt0

Book a product demo and learn how MSPs are using Quoter to: ➤ Shorten your sales cycle ➤ Reduce quote turnaround time ➤ Eliminate errors on quotes ➤ Increase average order value ➤ Improve team productivity Request your demo here: quoter.com/demo

If you want to sell the business value of your products, you need to make one DIFFICULT decision. Every day. You need to decide NOT to focus on your product. When you work at a technology company, you are surrounded by a lot of product information: datasheets, spec docs, battle cards, pitch decks, kill sheets, new feature info, and demo scripts. They are everywhere and seep into the subconscious of everyone at your company. That can be problematic. Because every moment spent focusing on your product is a moment taken away from deeply understanding how you can help your prospect’s business. If you understand their business as well as they do, they will likely believe you can solve their problems. And then you will be able to sell your product better. Not the other way around.

As more business is done over the phone, it’s crucial to make a professional and lasting impression. Avoid putting callers on hold whenever possible, and keep them engaged with important information about your business. 🤝🎧 First impressions count – make sure your callers’ first judgment is a great one! Contact us for a free, customised on-hold demo! 🎶📞 #ConnectIT #InternetConnection #BusinessEssentials #Connectivity #LeasedLines #VoipSystem #SolutionForYourBusiness

Let’s say you’re selling a service, and the call to action of your ad is: “If You Like The Sound Of This, Why Not Jump On A 30-Minute Zoom Call!” This is a big hurdle for your customer to jump over. Most people will read this and think: “A half-hour video call with some guy I don’t even know… No, thank you.” People have things to do. They’re busy. They usually need a bit more of a connection before they start jumping on Zoom calls. You need to make it as easy as possible for your customer to say yes to your offer. You need a lower threshold. Ease them in before you start asking the big questions. #CTAs

Dreaming of working from anywhere with just your laptop and phone? We’ve got the perfect guide for you! Whether you’re setting up for success or looking to streamline your workflow, our gift guide is packed with essential tips and tools 💻 Want in? DM us, and we’ll send you our exclusive gift guide to get you started.🌟

Do you have a strategy for stale leads? You should. It's a great source of business - if you do it right. Gregory C. Woodward does it right (we know from experience). In fact, with live examples from calls he made for PhoneBurner, Greg shared a strategy that you can adopt immediately. It's a smart alternative to predictable "check ins" or "follow ups". And it works. Here's Part 1 of the video, featuring an example of what doesn't work and what to do differently. Later this week, we'll share Part 2 that shows the new script working its magic. 🪄