Strategies, tactics, and techniques for successfully closing sales and overcoming objections during the sales process.
Closing Deals
After spending five years in enterprise sales, I've discovered that driving urgency doesn’t have to be pushy or uncomfortable. Traditional methods like the Mutual Action Plan (MAP) can often come across as intimidating or dull. But there’s a friendlier and more effective approach that puts the
Closing Deals
Introduction In the vibrant world of startups, the titles of founder and CEO often get intertwined, leading to confusion and potential pitfalls. The distinction between these roles is not merely semantic but foundational to a startup’s success. Understanding the nuances between being a founder and a CEO can profoundly
Closing Deals
Introduction In the fast-paced world of sales, maintaining strong customer relationships is paramount. However, when a customer receives an email introducing yet another new Account Executive (AE), their immediate reaction often leans towards frustration rather than excitement. The common approach of simply introducing oneself as the new AE often falls
Closing Deals
Cold calling often gets a bad rap in the sales world. Many consider it an outdated and ineffective method, believing it's more annoying than beneficial. However, when executed correctly, cold calling can yield impressive results. Let’s dive into some eye-opening statistics and insights that might just change
Sales Tips
In the fast-paced world of sales, signal-based selling has gained traction for its ability to trigger responses from prospects. However, its effectiveness may be short-lived for several compelling reasons: 1. Diminishing Novelty: What once captured attention as novel and unexpected now blends into the background noise of ubiquitous automated outreach
Closing Deals
In the fast-paced world of sales, the art of conducting effective introductory calls and demos can make or break a deal. Having honed my skills at Salesforce and now applying them in the startup ecosystem, here are five crucial lessons that continue to shape my approach: 1. Don't