A Sales Growth Company

What subscribers are reading this week.... 1. Tim Savage - If You Know, You Know - Revenue Content Generation Source of Truth: https://lnkd.in/gd8_kzjv 2. ⭐ Elisabeth Marino - Why Do We Make Technical Sales So HARD?: https://lnkd.in/e6ypNCeV 3. Cortney W. - The Tool Sales Really Needs (and it is not what you think): https://lnkd.in/eUj6ky9j subscriptions are FREE, just saying...

Gap Selling Pro Tip - What would happen if you didn't?

Rejection is tough. But it doesn't mean failure. Every no, brings you closer to a yes. Next time you hear a no or get rejected: Get curious. Ask questions. Use the feedback to adjust and grow. Celeste Berke Knisely, MTA

This weeks top reads on Revenue Magazine... 1. Cynthia Barnes - Becoming a Sales Leader: The Skills You Need for Your Next Promotion: https://lnkd.in/gEHh4DfY 2. Will Aitken - My GAP Selling Inspired Discovery Workflow: https://lnkd.in/gQFpcR6h 3. Maddie Suppon - PreSales is not an unlimited resource - https://lnkd.in/gs7XQTnv Only at revenuemagazine.com!

Definition of insanity - sending the same email every single week to a contact to check in from your CRM. Maybe you don't think this happens - it does. My husband recently shared an email of a seller, who like clockwork, emails every single week to check-in. Despite being told they have no need for their services, the seller continues to reach out to pitch their product. This is called checking the box, and many sellers, including those diving into Delphi, are doing the same thing. Checking in, following up, and not exapnding their reach BEYOND your limited CRM. Welcome to LinkedIn, the world's largest CRM and a complete playground for sellers to be able to build a strategy, amplify their brand (your brand) and fill their pipeline during those need dates. Celeste Berke Knisely, MTA

This weeks top reads on Revenue Magazine... 1. Jonathan M K. - AI Will Replace Managers, Not Sales Reps: https://lnkd.in/g8QZ4hqF 2. Tim Savage - Current State of the CRM: https://lnkd.in/gfJjdn7q 3. Lindsey Boggs ☕️ - The Evolving Role of SDRs: A Look Ahead to 2025-2030: https://lnkd.in/gzRDVEXe Only available at revenuemagazine.com P.S. it's free to join...

"YOU SHOULD NEVER ASKED CLOSED ENDED QUESTIONS IN DISCOVERY." For years we've been told that close ended questions are detrimental to sales calls - "you'll trap yourself, you want the buyer to expand, etc." No. Close ended questions, used appropriately, anchor conversations, clarify unclear information or answers, and they get a buyer to commit.

Training doesn't stick unless it's sticky - but what is sticky? Sticky is what happens POST training The reinforcement of what happened during the training....until you die. (For real, it never ends). Here's a tip that you can use when you roll out a sales methodology or sales training - and you want to focus on skills and behavior. We use "observe, describe, prescribe" So for example, if you are conducting a role play or call coaching you can use this: Coach: observe the behavior, describe the behavior back to the rep, then prescribe the change. Rep: they absorb the coaching, and then practice back to you the prescribed change. Let's stay that you are coaching a call and the buyer said: "we'd like to double our revenue next year as we have some big targets to hit" Coach: Observed the call, describe that you heard that the buyer said that they wanted to double revenue and have big targets to hit. Prescribe the change to the rep. Coach: did you notice that when the buyer gave you the vague answers you let it go and didn't dig for more? Without knowing the specifics of what the buyer is trying to do, you can't gain an understanding of where they are, where they want to go (quantified) and what specifically the targets are. I'd like you to pause when you hear something that's undefined and then ask the buyer for specifics. Rep: Mr. Buyer, when you say you want to double revenues next year, from where to where? You also noted that you have big goals - can you help me understand specifically what those are? Celeste Berke Knisely, MTA

This week's top reads on Revenue Magazine... 1. JD Miller - Sanity Checks For Next Year’s Sales Goal: https://lnkd.in/gJcHGJew 2. Gabe Lullo 😎- The Art and Science Behind Cold Outreach: Why Cold Calling Still Works: https://lnkd.in/gr5vbRDf 3. Michael Muhlfelder - The Case For Moving From Scripted To Conversational Qualifying: https://lnkd.in/giCfWvyX Only available at revenuemagazine.com P.S. it's free to join...

Humanization is the new personalization: Why authentic connections matter more than automated outreach A deep dive with Joe McNeill, CRO at Influ2 You’ve highlighted the importance of intentionality in speaking to your specific buyers. What key elements help you craft a message that resonates and adds genuine value? "In the past, differentiation was achieved through deep personalization—proving the outreach wasn’t automated by referencing specific details about the individual. Unfortunately, with advancements in AI, that type of outreach can now be automated and no longer sets you apart. In today’s world, I firmly believe humanization is the new personalization. How do you prove you’re a human, specifically targeting another human, and that you can provide value through a conversation? As individuals attend fewer events and work from home more often, I believe people are increasingly missing genuine human connections with their peers. In my opinion, effective outreach needs to span multiple channels and demonstrate that you are a professional seeking to engage with another professional in a meaningful way (not simply a self-serving way). This means showing that you can add value to them through the conversation—whether by exposing them to market insights they might not be aware of, or by sharing information learned from discussions with their peers (ideally referencing specific, named peers rather than using vague language)." Full interview on Revenue Magazine: https://lnkd.in/eFCzfbgv