Just because a lead requests a demo, doesn't mean they get a demo. They have to deserve it.
And it's your job to qualify every lead.
You wouldn't you walk into a doctor's office and say – "Show me your medicines."
Diagnosing your problem a necessary step before that doctor would know if or how they could help.
Your sales leads are no different. You have to qualify them to know if or how you can help them.
If you don't, you'll end up playing a game "Demo-Proposal-Chase" with every prospect.
When you do qualify your leads, when you know their critical business issue, and when you can show them how you can solve their problem, you'll get more CLARITY, CONTROL & CONFIDENCE in your sales process.
That's why Lead Qualification is one of the 9 Sales Accelerators - it'll help you move faster with the right leads, and avoid wasting days or weeks or months with the wrong leads.
Check out the LinkedIn Live here:
www.linkedin.com/video/live/urn:li:ugcPost:6717121319198093312
Listen & subscribe to The Startup Selling Show here:
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In this episode of the Startup Selling Podcast, I interviewed Todd Caponi.
Todd is the author of the 3x best-book-award-winning, The Transparency Sale, a speaker & workshop leader as Founder & CEO of Sales Melon LLC, and the Managing Director of Chicago’s VentureSCALE. Todd is also a multi-time C-Level sales leader, a behavioral science nerd, and has guided two companies to successful exits.
Two of the key topics that we discussed in Part 1 of this episode are:
Link & Resources:
Todd Caponi on LinkedIn: www.linkedin.com/in/toddcaponi
Todd Caponi on Twitter: twitter.com/tcaponi
The Transparency Sale: www.transparencysale.com
Book: The Transparency Sale: https://amzn.to/2K0TRV1
Media Kit for more information: www.transparencysale.com/mediakit
Five Great Rules of Selling by Percy H Whiting: https://amzn.to/2XHRo5Y
The 5 Great Rules of Selling Percy H Whiting (The Revised and Enlarged Edition): https://amzn.to/38B0vM2
Tthe Art of Selling by Arthur Sheldon: https://amzn.to/3pnqrjZ
The Art and Science of Selling, Volume V by National Salesmen's Training Association: https://amzn.to/32B0LXD
Shirley Ann Jackson: en.wikipedia.org/wiki/Shirley_Ann_Jackson
The Ten Fundamental Traits of a Successful Seller - circa 1921
www.transparencysale.com/blog/tractorworldtraits
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You know more about the problem your product solves that anyone – that’s why you started your company in the first place. No one else is solving the problem the right way, or none of the current products work.
57% of the purchase decision is made before a prospect contacts you & 67% of the buying journey is now done digitally.
You HAVE to be front & center to teach your prospects about their problem and how to think about options to solve it.
That's why “Authority Voice” is one of the 9 Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.
Most of all, when you build and implement your Authority Voice Strategy this right way, you’re not just EDUCATING your prospects about their problem – you’re SEPARATING yourself from the rest of the marketing and INDOCTRINATING your prospects as to why they should work with you.
When you do this the right way, you’ll get more CLARITY, CONTROL & CONFIDENCE in your sales process.
If you'd like some help with your Authority Voice Strategy, or any of the 9 Sales Accelerators, send me a DM and I'll show you how my team & I can help.
Let's do this…
Check out the LinkedIn Live here:
www.linkedin.com/video/live/urn:li:ugcPost:6716745906336727041
Listen & subscribe to The Startup Selling Show here:
Acast | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia
Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.
Lead generation and filling your sales funnel is the most important sales work your startup needs do every day.
That's why "Funnel Fillers" are one of the 9 key Sales Accelerators that every startup needs to build and run to get more repeatability and predictability in their sales process.
In this video, I'm sharing three (3) foundations of a Funnel Filler strategy, including why their important and if implemented the right way, will help you get more CLARITY, CONTROL & CONFIDENCE in your startup's sales process.
Check out the LinkedIn Live here:
https://www.linkedin.com/video/live/urn:li:ugcPost:6716389768202137600/
Listen & subscribe to The Startup Selling Show here:
Acast | Stitcher | Spotify | iTunes | Soundcloud | SalesQualia.com
Thanks so much for listening! Tell a friend or ten about The Startup Selling Show, and please leave a review wherever you’re listening to the show.