Dimerian’s Post

Most sales strategies fail—and it's not your fault. However, many businesses keep using outdated tactics. I've been there. Struggling to close deals. Watching revenue flatline as competitors soared. The problem wasn't my skills. It was my strategy. It was product-centric, not customer-focused. Relied on pushy pitches instead of conversations. Chased short-term gains over long-term value. Then I flipped the script. Started with customers’ problems, not my product. Focused on having genuine consultative conversations. Prioritized long-term relationships over quick sales. The transformation was dramatic. Deals began closing naturally. Customers became advocates. Revenue started taking care of itself. Your sales strategy might be holding you back. It's time to align with how customers actually buy. Stop pushing products. Start solving problems. Are you ready to flip your sales script?

Excited to share my first blog post! Reflecting on Introduction to Sales: Understanding the Basics, I hope it sparks insightful discussions. Read it here: [https://lnkd.in/gFA39E2N] #Blogging #PersonalGrowth #learnsales"

I've been optimizing sales processes with founders, highlighting the importance of effectively qualifying potential leads. It's essential to differentiate between inquiries that match your ideal client profile for long-term success and those that may result in increased churn. Understanding your market and building a solid track record are fundamental for sustainable growth. Remember, focusing on qualified leads over chasing shiny objects is key to enduring business success. How do you qualify and engage customers? What discovery questions do you recommend ?

🎯 High touch sales strategy is a strategy where sales are not product-driven and a hands-on selling approach is needed. High touch sales strategy seems where- • Products are complex, • Requires in-depth explanation, • Involved significant investments. If you would like more information, you can visit my article. #ProductManagement #Business #CareerGrowth #Medium

Here’s how to handle the “waiting game” in sales: When you’re waiting for an update on a deal, it’s easy to want to bug your contact every hour. But that’s the worst thing you can do. I’ve been there. Here’s what you should do instead while waiting: 1. Have a backup plan in case the deal falls through. 2. Offer to help your contact by running a “practice session” with them so you can see how they’ll present your solution. 3. Make sure you’ve covered all bases. If you haven’t, now’s the time to fill in any gaps, like: • Creating a strong business case or ROI • Laying out an implementation or training plan • Getting internal approvals for pricing or terms • Sending paperwork for review 4. If you’ve done everything you can, let go. Worrying about things you can’t control only makes you miserable. 5. Most importantly, keep working on other tasks or deals. This will stop you from obsessing over that one deal. Stay focused and productive—it’ll help you avoid the stress of waiting! Btw, my partner Steph and I have spent over 300 hours creating a 5-step guide with free templates to help founders and sales professionals improve their sales by attracting ideal clients. If you’d like the free guide, feel free to DM us!

Inversion thinking: Stop selling to start succeeding. Think of a world where sales teams don't sell. Awful, right? But what if we suspended disbelief and allowed that the best sales strategy might not involve selling at all? In today's hyper-competitive market, customers are bombarded with sales pitches, ads, and promotional emails to the point of numbness. The relentless pursuit to sell can sometimes push potential customers away rather than draw them in. So, what's the alternative? Building relationships. "THANKS DOC OBVIOUS!" Wait! This is about shifting the focus from 'closing the deal' to 'opening a dialogue.' Not, "open a dialog to close a deal." Just engage with your audience, understand their needs, and think about how to tailor your approach to solve their problems, and add value without the immediate expectation of something in return. This approach fosters trust, loyalty, and, surprisingly, leads to more sales in the long run. People buy from those they trust and feel understood by, not from those who push the hardest sell. Let's start more conversations without a sales agenda. Connect, engage, and listen. Your thoughts? How has shifting focus impacted your sales strategy?

Struggling to bring more structure to your sales process? Here’s a simple framework to turn things around: S.A.L.E.S. Here’s how it works: 𝐒𝐞𝐫𝐯𝐢𝐧𝐠: Start strong. Lead with value and build trust from the get-go. 𝐀𝐬𝐤𝐢𝐧𝐠: Don’t just ask surface questions Dig deep to uncover your customer’s true needs. 𝐋𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠: Want to know exactly what your customer needs to make a decision? Listen carefully They’ll tell you. 𝐄𝐦𝐩𝐚𝐭𝐡𝐢𝐳𝐢𝐧𝐠: Get inside their head. Understand their challenges, So you can create an irresistible offer. 𝐒𝐮𝐦𝐦𝐚𝐫𝐢𝐳𝐢𝐧𝐠: Tie it all together. Recap their pain points and show how your solution solves their problem. Master the S.A.L.E.S. process, and watch your conversions soar. --- P.S. Remember, It's not just about closing the deal, It's about creating relationships that last.

𝗦𝗮𝗹𝗲𝘀 𝘄𝗶𝘁𝗵 𝗣𝘂𝗿𝗽𝗼𝘀𝗲: 𝗗𝗲𝗳𝗶𝗻𝗶𝗻𝗴 𝘁𝗵𝗲 𝗪𝗵𝘆, 𝗪𝗵𝗮𝘁, 𝗮𝗻𝗱 𝗛𝗼𝘄 𝗼𝗳 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 🤓 In sales, understanding the why, what, and how is more than a strategy—it's the foundation for success. Here's how these principles guide impactful sales efforts: 1️⃣ 𝗪𝗵𝘆 𝗪𝗲 𝗦𝗲𝗹𝗹 Sales exist because even the best products don't sell themselves—especially in competitive markets. The why is about defining the problem your product solves and why it matters to the customer. 𝗔𝘀𝗸 𝘆𝗼𝘂𝗿𝘀𝗲𝗹𝗳: Why this company? Why this product? Why this market? Sales teams need to be the first to believe in the product. If they don't understand the mission or the value, they can't sell it effectively. 𝘌𝘹𝘢𝘮𝘱𝘭𝘦: "𝘞𝘩𝘢𝘵 𝘮𝘢𝘬𝘦𝘴 𝘵𝘩𝘪𝘴 𝘱𝘳𝘰𝘥𝘶𝘤𝘵 𝘴𝘪𝘨𝘯𝘪𝘧𝘪𝘤𝘢𝘯𝘵 𝘧𝘰𝘳 𝘵𝘩𝘦 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳'𝘴 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴? 𝘏𝘰𝘸 𝘥𝘰𝘦𝘴 𝘪𝘵 𝘴𝘤𝘢𝘭𝘦? 𝘏𝘰𝘸 𝘥𝘰𝘦𝘴 𝘪𝘵 𝘤𝘰𝘯𝘵𝘳𝘪𝘣𝘶𝘵𝘦 𝘵𝘰 𝘵𝘩𝘦𝘪𝘳 𝘴𝘶𝘤𝘤𝘦𝘴𝘴?" 2️⃣ 𝗪𝗵𝗮𝘁 𝗪𝗲 𝗦𝗲𝗹𝗹 Your product must solve a specific problem—and your team must understand it thoroughly. Know the strengths and limitations of your product to guide customers accurately. Understand what problem the product was designed to solve and why it's different from alternatives. 𝘌𝘹𝘢𝘮𝘱𝘭𝘦: "𝘊𝘢𝘯 𝘸𝘦 𝘤𝘰𝘮𝘮𝘶𝘯𝘪𝘤𝘢𝘵𝘦 𝘵𝘩𝘦 𝘱𝘳𝘰𝘥𝘶𝘤𝘵'𝘴 𝘱𝘶𝘳𝘱𝘰𝘴𝘦, 𝘴𝘵𝘳𝘦𝘯𝘨𝘵𝘩𝘴, 𝘢𝘯𝘥 𝘳𝘰𝘢𝘥𝘮𝘢𝘱 𝘵𝘰 𝘪𝘯𝘴𝘱𝘪𝘳𝘦 𝘵𝘳𝘶𝘴𝘵 𝘢𝘯𝘥 𝘤𝘰𝘯𝘧𝘪𝘥𝘦𝘯𝘤𝘦?" 3️⃣ 𝗛𝗼𝘄 𝗪𝗲 𝗦𝗲𝗹𝗹 The how is where strategy meets execution. Effective sales goes beyond features; it builds trust and delivers insights. 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀: Customers buy from trustworthy people to provide business insights, not just tools. 𝗖𝗵𝗼𝗼𝘀𝗲 𝘆𝗼𝘂𝗿 𝗯𝗮𝘁𝘁𝗹𝗲𝘀: Target markets where you can excel and create compelling success stories. 𝘌𝘹𝘢𝘮𝘱𝘭𝘦: "𝘐𝘯𝘴𝘵𝘦𝘢𝘥 𝘰𝘧 𝘱𝘪𝘵𝘤𝘩𝘪𝘯𝘨 𝘧𝘦𝘢𝘵𝘶𝘳𝘦𝘴, 𝘤𝘢𝘯 𝘺𝘰𝘶 𝘰𝘧𝘧𝘦𝘳 𝘢 𝘯𝘦𝘸 𝘱𝘦𝘳𝘴𝘱𝘦𝘤𝘵𝘪𝘷𝘦 𝘵𝘩𝘢𝘵 𝘳𝘦𝘴𝘩𝘢𝘱𝘦𝘴 𝘩𝘰𝘸 𝘵𝘩𝘦 𝘤𝘶𝘴𝘵𝘰𝘮𝘦𝘳 𝘷𝘪𝘦𝘸𝘴 𝘵𝘩𝘦𝘪𝘳 𝘣𝘶𝘴𝘪𝘯𝘦𝘴𝘴?" Sales is practiced to solve meaningful problems, create trust, and deliver value by defining the why, understanding the what, and mastering the how sales teams can transform from mere product promoters to trusted partners. Great sales don't simply acquire customers—they build solutions that transform businesses. #SalesStrategy #PurposeDrivenSales #WhyWhatHow #CustomerInsights #TrustBuilding

"SPIN Selling" by Neil Rackham offers transformative insights into sales strategies. Here are some key takeaways: 🔹 “The best salespeople are those who listen effectively and understand their customer’s needs, not those who simply talk the most.” 🔹 “Successful salespeople do not just sell a product or service; they solve a problem and create value.” 🔹 “In SPIN Selling, the primary goal is not to sell, but to understand and respond to the customer’s needs.” 🔹 “The most important thing you can do in a sales conversation is to uncover the real needs of the customer.” 🔹 “Situation questions should be used to gather information, but they should never be the focus of the conversation.” 🔹 “Problem questions are critical because they help you understand the customer’s issues and how they impact their business.” 🔹 “Implication questions are designed to make the customer realize the seriousness of their problems.” 🔹 “Need-payoff questions help customers see how your solution can help them solve their problems and achieve their goals.” 🔹 “The key to successful sales is in asking the right questions and listening to the answers.” 🔹 “Sales is about building relationships and providing solutions, not just closing deals.” These principles emphasize the importance of understanding and addressing customer needs through effective questioning and active listening. 🌟💼 #SPINSelling #SalesStrategy #CustomerSuccess #EffectiveSelling #ConsultativeSelling #SalesTips

So what is Business Development-as-a-Service (or BaDaaS as someone once called it)? In short, it's a fractional Sales Director solution that enables smaller technically-led businesses to add the strategic sales and marketing vision they need to drive their businesses to the next level. The paradox in the tech industry is that sales people think that the technical gurus are magicians who seem able to get tech to do things it was never designed to do (I've even seen an engineer get a phone system to make a cup of tea because he was told he couldn't). And the tech gurus often see sales as some sort of Jedi mind-trick, often balking at the prospect of picking up the phone to make a cold call or close a deal. The reality though is that a tech business needs both. It needs the technical wizardry and it needs the sales strategy. But, most fledgling technically-led businesses lack the strategic thinking when it comes to sales, and often can't afford to employ a full-time Sales Director to bring it in to the business. And that's where a more BaDaaS approach comes in. Adding strategic sales and marketing thinking into the Boardroom as little or as much as you need which enables the business to: > Define your growth strategy > Implement the right Sales & Marketing tools > Add the necessary resources > Track its progress towards your goals > Adjust as necessary > Grow your business.... And because you only pay for the what you need, it often works out a lot easier on the budget... If you want to know more about how Business Development-as-a-Service could help your business then get in touch via www.phonia.co.uk