Rafiki’s Post

Salespeople! How do you fancy a chance to win a copy of "The JOLT Effect" by Matt Dixon (Challenger Sale) and Ted McKenna? I'm currently doing some research on attitudes towards product managers from sales (and related fields like account management). Time and time again I talk to B2B PMs who have no relationship with, or understanding of sales teams. You can help by answering a few questions. If you (optionally) put down your email address then I'll enter you into a prize draw for The JOLT Effect. Please share widely with your Sales/AM/CRO networks 🙏 https://lnkd.in/e4V_YFxZ

I removed myself from my sales process months ago. Here’s how: 1: I documented my sales calls & created a process. 2: I started using templated emails for follow-ups. 3: I created standardized “proposals” after calls. 4: I wrote follow-up email sequences to use. 5: I put all of that into a sales playbook. 6: And added what I could to a CRM. 7: I created an onboarding course. 8: I hired a proven sales pro. 9: I gave him time to ramp. 10. I provided coaching. 11: I stepped aside. 💥 Yes, it may be a little more nuanced than that. But it’s basically the process I’ve followed. For myself, and several of my clients. If you’re struggling with this... Shoot me a DM. 🏝 Join my email list for weekly tips where I drop weekly strategies and insider information to productize, market, and sell your expertise here: https://lnkd.in/e7AbCGxt

A sales playbook and CRM integration? That's how you ensure quality and track performance. Well played.

Answer the following question using the corresponding emoji. My Sales Processes are... 🚀 Skyrocketing! Our sales processes are performing exceptionally well, surpassing expectations. 😃 Smooth and efficient! We have a well-defined process that consistently brings in results. 😊 Good, but there's room for improvement. We are seeing positive outcomes, but some areas could be better optimised. 😐 Average. Our sales processes work, but they could be more consistent and streamlined. 😕 Inconsistent and disorganised. Our sales processes is a bit “hit or miss”, it need significant improvement. 😢 Struggling. Our sales processes are not delivering the desired results. 🤔 Undefined. We lack a clear and structured sales process. Good, bad, or indifferent, it’s always worth reviewing your sales plays and making sure they are robust and support you in consistently growing your sales pipeline successfully. If you're looking to elevate your sales game and optimise your processes, download a copy of our free Sales Playbook today! 📚 It includes my step-by-step process to help you build winning Sales Plays and boost your sales performance. Plus, it gives you easy to follow tasks so that you can do the work right now to get your Sales Plays up and running. Don't miss the opportunity. Request your copy here: https://lnkd.in/emDR8rHh #salesplaybook #salesstrategy #optimizeyourprocesses #businessgrowth

How top performers rewire their brains for peak sales success (you can do it too) Imagine you're a coach but: → 80% of your day is lost to disappointing sales calls So, you make 1 key change: 1) Apply brain science to understand your buyers by... 2) Learning how their brains make decisions 3) Crafting systems that infuse brain science Your new approach instantly does these 4: — Analyzes your current sales tactics — Discovers what drives buyers to commit — Aligns your messaging with brain triggers — Creates an engaging, persuasive process You immediately start to receive 4 benefits: — A proven method for actionable feedback — Higher conversion rates on sales calls — A schedule full of enthusiastic clients — Recognition as an authority in your field You see your business transforming before your eyes: — Your sales process becomes more efficient — Your engagement with potential clients increases — Your discovery calls lead to more closed deals — Your personal brand gains greater recognition But your big win for the year might read like this: “I learned buyer brain science, closed more deals, and became the go-to coach in my field.” How I position you for this: — Empower you with insights from brain science — Train you to develop smart systems infused with brain science — Equip you with strategies that close sales — Guide you step-by-step through every stage You need sales techniques that work harder than you. DM me “LIMITLESS” if you want to close more deals. P.S. Happy Sunday! What are you guys getting up to today?

~5300 days in a sales role. Roughly 15 years in to this thing... And my takeaways are so much different than what I thought about sales in those early days ❌ No, the best sellers aren't here because they are just good at sales ❌ No, the most important trait in sales isn't your ability to be liked ❌ No, CRM hygiene/management isn't just important for leaders ❌ No, you shouldn't just make it up on the fly and rodeo it ❌ No, sellers are not just "made". They are built I've hired, trained, managed and coached hundreds of sellers over those 15 years (and personally sold well over $20m myself), and I will beat this drum till I retire... and probably beyond that. Elite sellers are methodical in their approach. They are surgical in their discovery. They are good listeners. They identify pain early. They qualify furiously. They look for potential blockers in the deal. They ask hard questions. AND they create a system/process that they can repeat and iterate. Want to learn how to sell? Or sell more effectively? 👉🏻 Find a framework and use it each time 👉🏻 Review your calls, AND ask someone else to as well 👉🏻 Learn how to optimize your CRM to help with follow-up 👉🏻 Find a mentor who will help you build and refine your craft 👉🏻 Analyze where people are falling out of your funnel and identify why Sales is a journey. Success (in sales) is repeatable... but not until you find your process. Happy Selling ✌🏻

What’s one of the first things you do when you wake up in the morning? You pick up your phone and you look at your emails that came in overnight. I ask that question on sales calls, and everyone nods and goes, yep, yep, absolutely, that's what you do. Humans are wired to look for updates. So, we took that concept and applied it to sales. That’s why in Numerik every time one of your customers buys something, you get a notification on your phone. Because the sort of sales Numerik users are making, sales reps aren’t closing the deal on the spot. They're laying the groundwork for an order that comes in later on. Often their customers phone through to the head office, or they place an order online. So, sales reps don’t get that feeling of satisfaction of closing a deal, unless they’re getting a live stream of sales updates on their phone. That real time sales data really plays a role in reps’ sense of motivation. It’s a real buzz for a sales rep to see a good size order come through from a customer. And it's really sticky because reps start looking for those sales updates and that fuels them to go the extra mile on their next sales call. It really is all about show me the money because sales reps are motivated by chasing the deals. #sales #salesleadership #salesperformance #numerik Sharing snack-size sales advice to gear your sales reps’ performance up a notch. Grab my guide to real-time sales performance management in the comments below.

Knowing your competitors really well is a sales rep’s cheat code Is it so you can talk trash about your competitors? Definitely no. Knowing your competitors really well allows you to provide a superior buying experience for your prospect. Example: As a sales rep, do you go up against a legacy player a lot? i.e. do you go up against a competitor who has been around forever? A competitor who has really good brand recognition and is PERCEIVED to be a “safe choice”…. but they actually have a really ugly, not user friendly product that looks like it was designed in 2005 🤦 Now you know your approach for a competitive situation where a prospect (who’s not using anything) is deciding between you or the legacy solution: 👉🏽 Offer a free trial 👉🏽 Offer bite sized recorded product demo videos asynchronously 👉🏽 Offer to live demo as soon as possible Chances are the competitor with the legacy solution won’t be quick to offer these things… or at all. They’ll hide behind their “discovery calls” and their slide decks. Cause their actual product is way waaay uglier than their slide decks 🙂 And even if your prospect doesn’t take you up on the free trial, or even if they say yes to the free trial but don’t actually use it, they’ll still remember that you weren’t afraid of letting your product speak for itself. That’s your cheat code, #salesfam Agree? Rip me to shreds? Let me know in the comments 🙂 . .

Let's feel like amateurs together. And then let's improve. That's my message for most #IndustrialManufacturing #SalesManagers out there. I did the job for years. I was pretty good at it. But it was a very different world. The problem is that while buyers, #BuyingJourneys, buying habits and markets have all changed, #IndustrialSales hasn't evolved as quickly. Where can we turn to learn? Who's best practice pitter-patter matches their confident chitter-chatter? Let's look at SaaS. You're right. The business models are different. But B2B sales isn't. It's about delivering outcomes, solving buyer problems, and overcoming buyer uncertainty. So folks like Armand Farrokh and Kevin "KD" Dorsey have a ton to teach....if you're ready to learn. When John Barrows told me KD was a guy to watch, I listened. And boy, was he right. I strongly recommend that anyone who is in B2B #ComplexSales watch this. - If you're responsible for a number - if you're a manager with a team - if you're a sales leader helping develop your sales managers - if you're executive management, or a board director or owner who relies on forecasts to make informed business decisions Watch this. Then ask yourself whether your company can run pipeline reviews like this. Pipeline reviews pull together so many threads of sales skill, company philosophy, buyer understanding, sales management, and role playing that they are a great proxy for an organization's sales sophistication. So buckle up, KD is going to make most of us feel like an amateur. The question is, what do you do with that realization? Will you get pissed off, watch it ten times, take notes, create your own #DealManagementChecklist, and work at it? Or will you sulk, insist that industrials aren't SaaS, and keep doing the same lame pipeline reviews (and producing the same sad forecasts with deals that never close and close rates of 10%)? Your call. Your play. Video - https://lnkd.in/ePikkz-J Deck - https://lnkd.in/eMw3VxDa Link to download KD's checklist template - https://lnkd.in/evfNgAGN

Closing deals and driving revenue is at the heart of every sales organization. But are your reps equipped with the right strategies to navigate every deal successfully? It's time to put an end to "reinventing the wheel" and embrace a tried-and-true approach: sales playbooks. A sales playbook is your roadmap to success – a tailored guide outlining proven strategies, processes, and best practices unique to your organization. It's not just a generic collection of tips; it's a dynamic resource designed to empower your entire sales team to engage effectively at every stage of the sales cycle. Get the complete guide to sales playbooks here: https://brnw.ch/21wEFyt