A Sales Growth Company

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

If you discover that your buyer doesn’t have a problem you can solve… WALK. AWAY. Too many “con artists” will continue to push their product, even when they know the buyer doesn’t need it. And they’re giving the rest of us sellers a bad rap. We need to understand when to let go. And have the courage & integrity to step back, when our product isn’t a good fit.

Alphabet salad to qualify an opportunity? Someone joked that if I looked in their opportunity pipeline I'd see acronym or alphabet salad and a bunch of fluff. Sadly, this is too common. Reps feel pressure to add to the pipeline so they qualify based on need or budget and get it in that pipe, and the prospect ghosts. Leadership questions the opportunity and 90-120-360-3789745678 days later, all it's done is a little dance into a future close date. Perhaps it's the qualification from jump? Quick Opportunity check. Go into your team's pipeline, pull up an opportunity - can you quickly get answers to: Does the customer have a problem you can fix? Does the prospect agree they have a problem Does the prospect want to fix the problem Is the prospect willing to go on the journey with you to fix the problem? If no - go back to your rep and have a lil chatsey. Celeste Berke Knisely, MTA

LAST ONE OF 2024! Ask Keenan Anything Thursday - December 19th at 2PM MT / 4PM ET Reserve a Seat: https://lnkd.in/e3emmuHW

Your job isn’t to sell—it’s to help. Shift your perspective and watch your stress drop. Keenan in Fast Company last week: https://lnkd.in/gMjGGK_T

Gap Selling Pro Tip: The Science of Intrigue...

Team missing quota? Going to ruffle some feathers here.... Most likely it's a leadership issue and NOT entirely a rep issue. No coaching cadence exists No framework to coach to Not listening to the clues that exists within your pipeline Leadership isn't all in realizing THEY have to be the change Celeste Berke Knisely, MTA

Struggling to get deals moving in discovery? Join us on 12/10 for 30 Minutes to President's Club's webinar featuring Armand Farrokh, Founder of 30 Minutes to President's Club, and Keenan, CEO & President of A Sales Growth Company . They'll be sharing a proven tactical framework to uncover the real issues that move deals forward and strategies that can boost sales by up to 300%! Register here: https://hubs.li/Q02WwkKF0

Sellers are missing the mark.... Buyers want: 1. Someone who understands their problems and can help them fix them 2. A solution that makes sense and aligns with their needs 3. A seller to articulate why their solution works and how it improves the buyer's situation