About This Show
SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at SalesTuners.com!
Most Recent Episode
042: Jim Brown | By the Numbers: A Practical Approach to Increasing Sales
4 days ago
Takeaways Figure Out a Growth Trajectory: One of the first challenges I see a lot of salespeople struggle with is their quota or actual goal. Regardless of what the number is, going from zero to that number can seem daunting. Instead of focusing on the end, find the unit of growth that makes your sales process work and then do the backwards math to develop your daily game plan. You’ll find this activity to be a lot more manageable. Quit Being Afraid of Cold Calls: It’s so much easier to send out a quick batch of emails, but the simple (and harsh) truth is cold calling works. A personal conversation is more memorable, not to mention more open-ended, than the 100th email you prospect receives in a given day. First thing first, you can’t sound like every other salesperson on the planet. Instead of trying to get them to say yes, be skeptical and determine if they even have the problems your product or service can help. Second, create equal business stature -- tell them you’re only going to take 30 seconds of their time and then they get to decide if you should keep talking. And last, realize the whole point of a cold call is to set up a meeting, NOT immediately sell them something. Find the Right Clients to Call: Ask yourself the following questions: Who are my acceptable clients? Who are my typical clients? Who are my ideal clients? Look at the demographics for the niche you’re in. Group potential clients by location, years in business, revenue, industry, employees, or whatever you can to narrow down the scope. Then, overlay that with the top reasons your last 3-5 customers bought from you. Being able to tell similar stories makes the conversation more fluid. Write Emails that Get Responses: Your subject line is the most important piece with the sole goal of getting the recipient to open the email. A few of the things I’ve seen work include using three words or less, not capitalizing the first word, asking a question and using the prospect's first name. But getting a response is another story. The body of the email should be short and NOT about you. You prospects don’t care about you because they don’t know you. Instead, focus on what you think they’re problem could be and how others have solved a sim