Tips on Sales, Listening, Cover Letters and Email - The 411, June 30th
Another week. Another quarter. Another edition of the 411 comin’ atcha to help you get things kicked off right. Whether you’re looking to close pipe or land a new gig, here are some tips you can put to good use.
Another week. Another quarter. Another edition of the 411 comin’ atcha to help you get things kicked off right.
Whether you’re looking to close pipe or land a new gig, here are some tips you can put to good use.
Was digging through Salesforce’s blog and found this wicked helpful list. Some of the gems:
- Believe in the value you offer and the difference you make in your customers’ lives (sincerity sells)
- Try to embrace your CRM (hard to believe, but it’s on your team, not your enemy)
- Find uncommon commonalities with your prospects (can’t just be that you both hate the rain)
- Always be closing the next step, not just the final commit (AB...See you at the demo on Thursday)
- Make referrals a KPI to give them greater priority (harder than another email, but also far more effective)
- Focus on quality, not just quantity, of pipeline (not all pipe is created equal, more isn’t always better)
Listening sells. Or so says my favourite sales blogger David Priemer.
Listening helps you understand and connect with your prospect, while making it more likely that they’ll listen to you out of a sense of reciprocity.
According to Gong data, top-performing reps talk a little less than half the time. Bottom-performing reps speak two-thirds.
How to listen more? Nod. Take notes. Make eye contact. Repeat words back. Ask great follow-up questions to get them to tell you more.
Struggle with cover letters? This post by Alyse Kalish has you covered.
Good news is that a good cover letter looks a bit like a good prospecting email:
- Start with a personalized, compelling opening line that makes it clear you’ve done your research on the company and the role
- Hit ‘em with a strong, succinct pitch on why you’d be a good fit, backed up with data
- End with a clear next step and a thank you for their consideration
The post also includes great examples of different types of cover letters if you’re looking to take a deeper dive.
Bit of a wildcard here. Not a blog post. Just an interesting collection of tips, hacks, thoughts on email.
Stumbled upon it. Found it interesting and useful. Thought it was worth sharing as we all tend to spend a bit more time in our inbox than we’d like.
One Job Posting
Bant.io is a B2B lead generation and sales acceleration platform that helps automate customer acquisition with data-driven experiments.
Remote team. Pretty decent reviews on G2. Looking for an outbound sales rep with some SaaS experience, a bit of grit and a dash of that entrepreneurial razzle dazzle.
One Quote to Keep You Going
“Pick the deals you can win, then win the deals you pick.” - Chris Orlob, Director of Sales at Gong.
One surefire way to get better results is to spend more time on the deals you have the best chances of winning and less time on the deals you can’t.
The only way to do that is to get better at recognizing the good deals from the bad and dropping the losers faster.
Refine your ICP. Know the signs. Go deep on discovery.
The better you get at picking, the more focused you can be.
Now you know.