John Critzos, III

SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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The unhappy path to quota: ⛔️ Work account list from top to bottom ⛔️ Work a ton of smaller deals ⛔️ Waste a lot of time chasing unqualified deals The happy path to quota: ✅ Work accounts most likely to engage ✅ Work a balance of large and small deals ✅ Invest all your energy into qualified deals This starts with territory planning. Play the odds and invest energy in accounts with the highest likelihood of closing. Sales leaders, provide guidance for reps so they spend time on the right accounts. Here's a 3-part strategy you can use for QBRs later this month and next: 1/ Analyze every deal worked in the last 6 months: ↳ What are the top two industries where you win the most? ↳ For the closed/won deals, what persona(s) was the first meeting with? ↳ What personas mobilized the deal internally? ↳ What use cases/solutions did you sell the most of? ↳ For the closed/lost deals, what made them a bad fit? ↳ What size were these companies? ↳ Were there patterns in specific department headcount or growth? ↳ What triggers did they have in common? 2/ Make a list of closed/lost deals to re-approach: ↳ Timing was bad ↳ Contract renewal dates are coming up ↳ Missing features or capabilities ↳ Didn’t get access to power ↳ Lost to a competitor ↳ Lost to no-decision 3/ Add your accounts into Sales Navigator, and run these searches: ↳ Accounts with prospects who are past employees of current clients ↳ Accounts within industries where you have the most success stories ↳ Accounts with newly hired executives that match your personas ↳ Accounts with good emails/phone numbers of your ideal personas ↳ Accounts with ideal triggers (hiring, etc.) ↳ Accounts where you have intro opportunities through teamlink ↳ Accounts where your leadership has connections ↳ Accounts where you have 1st-degree connections ↳ Accounts with contacts in your local geography ↳ Contacts who follow your company on LinkedIn ↳ Contacts you’ve had past interactions with on LinkedIn ↳ Contacts who are newly promoted into a leadership position ~~~ A proper territory strategy goes narrow and deep—not wide and shallow. Future efforts should be informed by your org's past successes. Use this list as a cheat for your next QBR. #Sales #Prospecting #Outbound

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Sales discipline and systems are essential components of any successful sales organization. Sales discipline refers to the consistent application of strategies, processes, and behaviors that lead to sales success. It involves adhering to a structured approach to selling, meeting targets, and continuously improving performance. Sales discipline refers to the consistent application of strategies, processes, and behaviors that lead to sales success. It involves adhering to a structured approach to selling, meeting targets, and continuously improving performance. By implementing strong sales discipline supported by effective sales systems, organizations can optimize their sales efforts, drive revenue growth, and achieve sustainable success in the competitive marketplace. #Salessystems #SalesDiscipline #SalesSuccess

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AEs - Ignoring your SDR's growth is costing you thousands in commission. Here's how: For most AEs, their SDR is their number one source of new pipeline. If you want to get ahead and smash your quota, do these five things. They'll take your SDR and pipeline to the next level! 1. 𝐌𝐨𝐜𝐤 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥 𝐑𝐨𝐥𝐞𝐩𝐥𝐚𝐲𝐬: Practice to increase their batting average. 2. 𝐅𝐞𝐞𝐝𝐛𝐚𝐜𝐤 𝐨𝐧 𝐞𝐦𝐚𝐢𝐥𝐬: Help them improve their messaging. 3. 𝐒𝐡𝐚𝐫𝐞 𝐓𝐨𝐩 𝐏𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐬: Teach them to find the best people to reach out to. 4. 𝐇𝐢𝐠𝐡𝐥𝐢𝐠𝐡𝐭 𝐀𝐜𝐡𝐢𝐞𝐯𝐞𝐦𝐞𝐧𝐭𝐬: Tell senior leaders about their work. 5. 𝐄𝐧𝐜𝐨𝐮𝐫𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Cheer them up after those tough days of cold calling. Do these steps a few times each month. You will watch your commissions skyrocket!

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New Blog Post: Sales Objection: Bad Track Record "This objection isn’t insurmountable. Start off with one of the most basic rules in sales: Don't blame someone else..." Click below to continue reading ⬇️⁠⬇️⁠⬇️⁠ #roofing #roofer #roofingcontractor #roofingcompany #commercialroof

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Sales Leaders: Your reps are not OK. 👉 There are more tools & processes to keep up with than ever before 👉 Leading to longer ramp times and less selling time: Sales reps spend an average of 3–11 hours per week searching for answers to questions 🤯 👉 Driving lower quota attainment and confusion 👉 Which results in higher turnover The answer isn't more enablement. It's smarter enablement. See how enablement teams multiply their impact by surfacing the answers & content reps need to close deals, when and where they need it. Let's chat 📲

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How are you able to forecast your resourcing plans if your planning tool doesn't integrate with your sales pipeline? 🤔 Jeff Youngren, SVP of Service Delivery at Raindrop, shares one of his favorite Parallax features is the direct integration with HubSpot: "I can have visibility into if our sales team closes the deal they think they're going to close [and ask], how is that going to impact my resourcing?" Check out Raindrop's full experience below! #getparallax #forecasting #resourceplanning

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From Mid-March, results are in-line with ~60% of the team meeting their quarterly target. Feeling under pressure this quarter? Don't make this mistake: https://bit.ly/49coeO3 #SalesQuota #SalesPerformance #SalesLeader

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HOW TO SELL TO A CFO? Use these CFO-approved attention grabbers. Take it from Tim Ritters, CFO at Gong. When asked about what gets his attention in cold call emails / LinkedIn messages, Here’s what he said ⬇️

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💡Weekly Aviso Sales Tip Alert 💡 As a sales rep, you've likely experienced the frustration of pouring your heart and soul into a deal only to watch it stall or slip away. But what if you knew the secret to avoiding this fate? Aviso's analysis of over 13,000 single-threaded deals from one of our customers reveals a startling truth: single-threaded deals have a direct correlation with low deal engagement, which in turn leads to a significantly lower chance of winning the deal or experiencing slow deal velocity. The Data Doesn't Lie ⭕Over 94% of the sample of single-threaded deals have the lowest Aviso engagement grade of D- which has the lowest (buyer, seller) relationship pair score  ⭕Deals with low engagement grades (C- and below) are 3x more likely to stall or lose momentum ⭕Single-threaded deals with low engagement grades have a 15-25% lower win rate compared to deals with multiple stakeholders and high engagement Why Single-Threaded Deals Fail? Single-threaded deals rely on a single point of contact, making them vulnerable to: ⚠️Lack of buy-in from other stakeholders ⚠️Inadequate understanding of the customer's needs ⚠️Limited visibility into the customer's decision-making process AVISO TIP: BREAK THE CYCLE To avoid the pitfalls of single-threaded deals, focus on: ✅Building relationships with multiple stakeholders ✅Encouraging active engagement and feedback from all parties ✅Developing a deep understanding of the customer's needs and pain points Don't let single-threaded deals hold you back. Take control of your sales pipeline and start driving results today! https://www.aviso.com/

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No sales rep is perfect. No matter their experience, educational pedigree, work ethic or character. And the reason is simple. There are too many variables affecting performance. Internal & external. Your rockstar rep might be doing great, but a competitor could come up with a revolutionary feature. And your rep suddenly can’t find the right way to handle the concerns their prospects raise. Knowing how quickly performances can change, every sales leader and manager must keep an eye on their reps every day. With Rafiki’s Smart Call Scoring, you can :  1️⃣ Quickly identify where your reps need guidance 2️⃣ Save hours from having to listen to call recordings manually 3️⃣ Objectively evaluate reps, thereby eliminating bias and establishing trust in evaluation 4️⃣ Set your own criteria to evaluate reps or use preset ones 5️⃣ Streamline feedback & optimization 6️⃣ Test out sales playbooks and their adoption at scale Try it for free today! - https://lnkd.in/gViJMe3W Here’s how Rafiki’s Smart Call Scoring works ➡️️

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Is Your Sales Team Struggling? Uncertain about how (or where) to start tackling their issues? Are you seeing these warning signs in your sales team? ▪ Difficulty finding qualified reps ▪ New hires underperforming ▪ Missed quotas ▪ Unpredictable sales pipeline ▪ Low appointment bookings ▪ Excessive discounting ▪ Lengthy sales cycles ▪ Stalled deals ▪ Closing challenges ▪ High employee turnover ▪ Unmotivated sales reps ▪ Lack of accountability from managers ▪ Losing market share Sales Initiative can help you address these issues head-on! 💡 The First Step: Diagnose Your Situation We conduct a comprehensive Sales Effectiveness and Improvement Analysis (SEIA) by Objective Management Group, the global leader in sales force evaluations and sales candidate assessments. This analysis evaluates your entire sales organization – reps, business development representatives, account managers, sales managers, and sales leaders – in the context of your sales systems, processes, and strategies. It provides the data you need to make informed decisions. The SEIA Answers Key Questions: ✅ Why aren’t we more effective in sales? ✅How much more effective can we be? ✅What will it take to accomplish that? ✅How long will it take to accomplish? ✅What kind of ROI should we expect? We also dig deeper into these critical areas: ➡ People and Skills: Leadership impact, sales management effectiveness, current capabilities, rep suitability, motivation strategies, new business generation, strategic planning, execution ability, reaching decision-makers, sales cycle optimization, consultative selling techniques, value proposition consistency, closing effectiveness. ➡Infrastructure: System and process support for high performance, sales process consistency, alignment of leadership strategies, hiring/selection criteria, onboarding efficiency, pipeline and forecasting accuracy. ➡Development and Training: Sales culture improvement, role-specific effectiveness, training needs identification, and short-term growth priorities. Are you now certain about where to start? Contact Sales Initiative today to schedule your SEIA! #saleseffectiveness #salesimprovement #salestransformation #salesleadership #businessgrowth #salesgreece

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