Testronic’s Post

Have you missed the Early Bird offer last week? Don't worry, we've got another surprise for you! 🎉 We know missing out can be a bummer! But we've got great news to brighten your day. It's competition time, and we're giving away not one but TWO memberships to REV UP for FREE! 🚀 With sales professionals finding it tougher than ever to hit their quotas, our REV UP program is here to give you the edge you need. Imagine having the latest skills and strategies at your fingertips, all designed to help you achieve high-performance sales in today's challenging market. Here's your chance to join the REV UP professional development pathway for sales and go-to-market teams, a program delivered by top global experts. Just follow these steps, as easy as 1-2-3: 1. Follow the Sales Redefined's LinkedIn page. 2. Comment on this post with "Pick me". 3. Message us here on Linkedin with your 2-5 lines telling us why you should win the two memberships. Hurry! The competition ends this Friday, July 19th, and we will pick the winner! Our doors close on July 26th, so you need to be ready with bells on to join our next intake! What are you waiting for? Good luck! 🍀 #MondayMotivation #FY25 #SalesSuccess #REVUP #SalesEdge #SalesStrategy #GoToMarket #HighPerformanceSales

Time’s ticking down to the end of the quarter. You’ve got that one deal that makes it or breaks it... but you’re stuck, out of ideas, and your Director is breathing down your neck. Who ya gonna call? I’m lucky enough to have colleagues like Emily DeFreitas 💎 and Derek Wang whose advice has literally influenced $100,000s of revenue... but not everybody is blessed with a squad like that. That’s why Caroline Pegram and I want more folks to join What's Working Wednesday, where reps go to get their deals unstuck with advice from your peers. We round up some of the best AEs in the game every two weeks for a manager-free, no bs deal review. 30 minutes. 2 deals. 0 fluff. Tag someone that’s got a deal they need a fresh set of eyes on or wants to pitch in with their experience 👀

The CEO emailed me back:  "Hi Mor - sorry for the delay. We discussed it this week and decided to go in another direction for now. " About 1 year ago, I was working a $3,500 MRR opportunity that I forecasted to close with 90% certainty. Except I made 1 rookie mistake. I pulled up the call recording and it played it back and realized I missed the biggest question: → I never asked about her co-founder. And I didn't ask because she was excited about everything she heard. She'd say things like, "that's exactly what we need" and "I love that" She also asked me what else I needed from her when we started. I assumed this was a done deal. But that's the problem with us salespeople (even the seasoned ones). We let our guard down too soon. What I should have asked her (that I usually do) are the following questions: → "You mentioned it's you and your co-founder, what's their sentiment around this or are they not aware that you're considering (and talking) to a sales coach and consultant?" → "Is your co-founder involved in doing sales as well from time to time?" → "When you speak with your co-founder, what do you anticipate them pushing back on? - and feel free to be as blunt as possible.." → "Aside from me, who else will you be evaluating (or have already) that is more aligned compared to what you heard today?" The takeaways: 1. Always assume there's something standing in the way of getting the deal done even if you're sure it'll close. 2. If you don't give your prospect permission to be direct/blunt, they'll likely be too polite and shield the truth. 3. Never let your guard down just because you've done this a million times. 4. Draft new discovery questions based on what you should have asked. P.s. Here are 24 questions I've created along the way that 6,000+ AEs are using today: https://lnkd.in/eR69raD4

You're only as good as your next deal. Valuing your team’s wins in the moment can be tricky. I recently posted about some hard feedback I received during a 360-degree review several years ago. People said I was grumpy and not approachable. I didn’t want that type of reputation, so I worked on improving it to benefit both myself and the company. Today, as a leader, I would ask to understand what was happening if I saw the same actions on my team. At the time, I was working away in the trenches, just trying to get the deals done. I think it was a bit like being in a sales environment. When I started TerraPro Solutions, it was natural for me to move into sales because of my previous experience, not only with land deal negotiations but also with managing the stress that came from those deals. We were only as good as our next deal. It felt like, “Oh, good. We closed that deal. Okay, we have ten more over here.” There's danger in that. In an organization, you have to ensure that people always know that they're valued. You have to celebrate the wins that you make in the moment. You and your team are working on so many objectives that it’s hard to celebrate once you cross the finish line in a single moment. But we have to celebrate. We must be intentional about raising up our team. They have to know they can celebrate as well. Find time to celebrate today because there will always be another deal to tackle. How do you celebrate your wins?

Friends, this one’s close to my heart ✨ When we started planning the Sales Track for this year’s ARRtist Circus, it wasn’t just about putting together another agenda. It was about creating something I’ve always wished existed — a space for salespeople to truly connect. Sales can be lonely sometimes. The grind, the pressure, the rejections—it’s tough. I’ve felt it. And I know many of you have, too, especially in the last months. What I’ve always missed is a place where sellers come together — to lift each other up. To share stories, strategies, and those little wins that only fellow sales people really get. That’s the heart of this track. It’s for everyone out there hustling — whether you’re just starting out or have been closing deals for years. It’s about building a community that supports each other, inspires each other, and grows together. If that’s something you’ve been craving too, come join us - send me a DM and I'll share with you how you can get involved 😍 #saleslove #sales #sdrs

If you're thinking of giving up on LinkedIn, you might be doing the right thing! I told my client NOT to get leads on LinkedIn and her business grew 🤷🏼♀️ Why? → A good mentor will help you get leads in whatever way YOU ask. → A great mentor will help you get leads in a way that meets your GOALS. Why did I tell her NOT to do the one thing she hired me for? 1. There was an easier way to sell her £8k leadership product 2. Trying to get leads was making her HATE content creation 3. I could see that sales wasn't actually the issue. Rather than adding the pressure of sales to her LinkedIn account... We doubled down on her high ticket product, focussed on a proven sales strategy, seperated her goals, AND... ...made LinkedIn a place for FUN! We're only 4 months into working together... But she's casually selling £8k products, hit 3k followers on LinkedIn and booking sales calls for high level consultancy projects. If you're a consultant or agency who's unsure about the quickest route to more income...it might not be what you think... DM me the word SIX if you're ready to: 💸 Increase your sales 💸 Charge what you're worth 💸 Automate your sales process 💸 Become an industry leader ...in 2025!

What’s really holding back your sales? It’s not your product. It’s not your strategy. It’s not your market. It’s your beliefs. In this video, Jeremy Rawitz, our cofounder and master trainer, shares how eight founders joined the BeSingular.co - Sales Accelerator last year looking to sell more—and left with so much more. Their transformation wasn’t about learning tricks or tactics. It was about rethinking sales from the inside out, one belief at a time. The results? They didn’t just sell more. They connected authentically, closed deals they once thought impossible, and multiplied their revenue. Now, the Sales Accelerator is back. This is your chance to challenge your beliefs, grow alongside other tenacious founders, and unlock the sales potential you’ve been waiting for. 👉 Watch Jeremy’s invitation and consider applying to our next cohort at BeSingular.co. Your sales transformation can start today. 🚀

Join us in celebrating Shawn Dubrow, Director of Group and Inside Sales for the Jacksonville Jaguars, as this month’s FEVO Community Spotlight honoree! Below, Shawn shares his innovative strategies for driving group sales and recalls the most memorable game he ever attended. Q: What's one campaign or initiative you've run through FEVO that was especially successful/interesting, or just something you're proud of? A: We shifted our annual Blood Drive ticket redemption journey from a manual process to FEVO in 2023. To say it’s made life easier for the customer and for our Account Manager who runs our Blood Drive initiative would be a huge understatement. The ability to use discount codes while mixing in comps and paid tickets is an incredible upgrade to how we tackled this before. Q: What's one strategy or insight that you've found especially effective as it relates to moving the needle for group sales? A: We’ve found that limiting the number of options a potential group buyer has resulted in more urgency and a quicker sales process. We are intentional with what inventory is pulling into an offer rather than have everything that’s available showing as available. Too many options results in indecisiveness. Q: What's a memorable game or live event you've personally attended? A: The 2022 AFC Wildcard Playoff game brought the Los Angeles Chargers into Jacksonville after we won five straight games to win the AFC South. The Chargers went up 27-0 in the first half before the Jaguars stormed back to win 31-30. Words can’t describe the energy and feeling in the stadium that night. One of those games & moments I’ll never forget!

Too often, we get caught up staring at the gap between where we are and where we want to be. It’s like climbing a mountain and only looking up at the peak. The higher you go. The farther it seems. But there’s a secret to keeping your momentum high: Stop focusing on the GAP. Start focusing on the GAIN. Look back. Take a minute to see how far you’ve come. Not just how far you still have to go. That’s where the power lies. Celebrating the progress you've made Even if you’re not at the top yet. Think about it. If you only see the gap. You’re chasing something you’ll never catch. But when you look at the gain. - You recognize the strides you’ve made - The wins you’ve racked up - And the challenges you’ve already crushed Here's my 3 wins this past month: 1. Officially moved my focus over to LinkedIn. 2. Finished 2 books that I’ve been wanting to tackle for a while. 3. Had 3 in-person sales calls. Now, your turn! What are your 3 wins this month? Drop them in the comments—let’s celebrate how far you’ve come.

11 months ago I lost a $3.5K MRR deal that I was 90% sure was going to close. It was a rookie mistake. The CEO emailed me back: "Hi Mor - sorry for the delay. We discussed it this week and decided to go another direction for now. " I pulled up the call recording and it played it back and realized I missed the biggest question: → I never asked about her co-founder. And I didn't ask because she was aligned with everything I was going to help her with. She also asked me what else I needed from her when we started. I assumed this was a done deal. But that's the problem with salespeople (even the seasoned ones). We think we have a deal that's a layup, so we let our guard down. What I should have asked (that I usually do) is ask her the following questions: → "You mentioned it's you and your co-founder, what's their sentiment around this or are they not aware that you're considering (and talking) to a sales coach and consultant?" → "Is your co-founder involved in doing sales as well from time to time?" → "When you speak with your co-founder, what do you anticipate them pushing back on? - and feel free to be as blunt as possible.." → "Aside from me, who else will you be evaluating (or have already) that is more aligned compared to what you heard today?" The takeaways: 1. Always assume there's something standing in the way of getting the deal done even when things have a >90% probability to close. 2. If you don't give your prospect permission to be direct/blunt, they'll likely be too polite and shield the truth. 3. Never let your guard down just because you've done this a million times. 4. Dissecting your calls and coaching is the only way you improve. P.S. Grab these top 24 questions 6,000+ AEs are using to master discovery: https://lnkd.in/edAVrn2v