🏆 Top remote seller & sales leader | Passionate about closing deals virtually, and loving my 2 min commute.
Remote
Joined February 2024
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Want to know the 20% of what you should do in sales that produces 80% of the results?
I'm not selling a course. It really is this simple.
1.Listen Intently - Prioritize understanding over being understood. Dive deep into your clients’ needs, fears, and desires. The more you listen, the more valuable your solutions become.
2.Solve, Don’t Sell - Transition from being just another vendor to becoming an indispensable problem solver. Identify the core issues your clients face and tailor your offerings to solve those specific problems. It’s not about the product; it’s about the value it brings to their lives.
3.Build Relationships, Not Transactions - Lasting success in sales comes from building trust and relationships, not just closing deals. Treat every interaction as an opportunity to add value and strengthen connections. Repeat business and referrals come from customers who believe in you, not just what you sell.
Remote Sales Guy retweeted
Famously Facebook turned down Yahoo's $1B acquisition offer in 2006 and is now worth $1.28T.
For many it does not turn out well:
▫️ Groupon declined a $6 billion offer from Google in 2010. Since then, its valuation has dropped to $600M
▫️ Moz declined a $25M M&A deal from Hubspot in cash and Hubspot stocks. In 2014, HubSpot had one of the most successful IPOs of any SaaS company.
▫️ Path rejected a $100 million buyout from Google. It was eventually sold for pennies.
▫️ Yahoo! turned down a $44.6 billion offer from Microsoft in 2008. It later sold to Verizon for just $4.8 billion in 2017 after years of declining ad revenue and strategic missteps.
▫️ Digg declined a $200 million offer from Google in 2008. It struggled and was eventually sold in parts for about $500k in 2012.
▫️ Qwiki turned down a $150M offer from Google and was later sold for $50M.
▫️ Friendster rejected a $30M offer from Google in 2003. The platform failed to scale effectively and couldn't keep up with Facebook. Eventually, it transitioned into a gaming site before being shut down in 2018.
▫️ Viddy turned down a $100M offer from Twitter in 2012 and was eventually sold for $15M in 2014.
Friendly reminder on one of the simplest objection handling techniques:
‘Yes, AND’…
Avoid using ‘Yes, but’ or some other dismissive or negative variation.
‘Yes, AND’ helps to build on a discussion and points it in a positive direction which helps your prospect keep an open mind, rather than shut you out.
Simple but effective!
Leadership: "Our team really appreciates the work life balance we have. We work hard, play hard"
The Team:
Last night I nailed a haircut and a beard trim. Was feeling good about it.
Even though I'm aware of the haircut paradox, this morning when we woke up I asked my wife "notice anything different about me?"
I had such high hopes for a "wow, looking handsome"
Instead she looked at my face and started laughing "Your eyebrows, you really jacked one of those up."
The best part is that I did that to my eyebrows like 5 days ago.
Moral of the story: People don't always prioritize things in the same way that you do. (Even people that love you.)
Don't assume a lead or potential client is approaching a decision with the same priorities or rationale as you. Different backgrounds / upbringings affect everyone's approach as well.
People also naturally care a lot more about themselves. Like I did about that sick beard trim I gave myself.
These things help me when talking with customers or leads:
- Ask a ton of questions
- don't be too harsh or too proud of anything you say in a convo. They probably didn't notice the mistake
- Remind yourself that the other person cares way more about them self that whatever you are pitching
“Hire slow, fire fast”
It’s rare for a hiring manager to regret taking their time vetting a candidate diligently.
On the flip side, it’s common for most managers to let a bad hire fester for too long.
Cut your losses quickly and don’t let your ego get in the way. Your team will ultimately respect you more.
Great managers help reps achieve both. Managers are also usually the root cause for pushing a rep one way or the other.
Usually, they are going to push to have more activity. It's easier to cover their ass if the team isn't hitting targets.
However, some of the best directors or managers I've worked with have prioritized key activities proven to improve conversions instead of focusing on dials, connects, demos, etc.
Want to 🚀 your Sales Career and trajectory in 2024? These Amazing Books will teach you how to prospect, negotiate and close like a pro...
#sales #salestips #salesmanagement #salesbooks
Fanatical Prospecting by Jeb Blount.
This one is for the sales reps who struggle with cold calling and filling pipelines. I guarantee the techniques in this book will help to push some out of their comfort zones.
When the hiring manager is telling you about OTE but can't answer how many reps hit quota last year.
You know what works a lot better than pitching, asking more questions.
Hit me with your absolute best question.
#sales #communication #listening
Some advice you won’t often hear as a new sales rep. Learn the business and the process before you try and level up your sales game by reading books, etc. That extra help will be useless if you don’t know why you’re applying it.
#salestips #SalesJobs