Sales
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Imagine you’re a salesperson who is just about to finish your Discovery/Sales call with a client.
You’ve gone on this fantastic monologue about the benefits of your services, hit all the points, vanguarded, worked through all the most common roadblocks a buyer might have, and nailed this discussion.
You are wrapping up your final thoughts, getting them to the next steps, and you hit them with...
“Does that make sense? Any questions?” Silence...
You’ve gone on this fantastic monologue about the benefits of your services, hit all the points, vanguarded, worked through all the most common roadblocks a buyer might have, and nailed this discussion.
You are wrapping up your final thoughts, getting them to the next steps, and you hit them with...
“Does that make sense? Any questions?” Silence...
Alright, this is one of my favorite times of the year! Take some time, and send a personalized video to people with something specific you are thankful for about them. After you do this, comment below! Let's hear your story!
I’m going to keep this answer short and sweet.
No, you do not. There, I said it. And if you’re reading this, you have probably asked yourself the same question at some point.
No, you do not. There, I said it. And if you’re reading this, you have probably asked yourself the same question at some point.
Many people would argue that it is much easier to send a text, Slack or email message without video. So, let me try and build an argument against 1:1 personalized sales videos. Let me know how I did in the comments.
Nobody else is doing it“It’s just not the done thing...
A quick test (you'll get at least 70%)
Are you acquainted with They Ask You Answer? I know you are! We can do a little test to prove this:I could put the number 70% up on the screen and ask you what that number means.
You’ll tell me “That’s an easy one Jonathan, you’ll find it in Chapter 2 of Marcus Sheridan’s book.”
Well done! Exactly! It’s where he writes:
Today, on average, 70 percent of the buying decision is made before a prospect...
IMPACT's learning center is such an easy tool to find ANY content you need.
I just found this great article that Ramona Sukhraj just published - 12 Best Practices for Better Virtual Sales CallsAs we say all the time, the way we sell and market is constantly changing, which means virtual sales calls are on the rise so here are some best practices for better virtual sales calls.
Ramona Sukhraj did a great job breaking down what you should...
I just found this great article that Ramona Sukhraj just published - 12 Best Practices for Better Virtual Sales CallsAs we say all the time, the way we sell and market is constantly changing, which means virtual sales calls are on the rise so here are some best practices for better virtual sales calls.
Ramona Sukhraj did a great job breaking down what you should...
When was the last 1:1 video fail you had?Fun story - I send a video to a cold prospect with no sound... I had no clue until the customer emailed me back saying "I couldn't hear anything in your video, let's hop on a call".. so was it a fail or a win?
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I just finished reading Zig Ziglar's Secrets of Closing the Sale: For Anyone Who Must Get Others to Say Yes! and absolutely fell in love with the price vs cost discussion.
What's the difference between price and cost?
Price is a one-time agreement, right at the initial purchasing decision. The cost is the long-term quality for the entirety of the agreement, including upgrades, repairs, improvements, etc.
Zig provided the example of buying a...
What's the difference between price and cost?
Price is a one-time agreement, right at the initial purchasing decision. The cost is the long-term quality for the entirety of the agreement, including upgrades, repairs, improvements, etc.
Zig provided the example of buying a...
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Good afternoon!
I am working on a Cost of Inaction Calculator for higher education. Have any of you developed a similar tool for your companies/verticals? Specifically, my company works with colleges and universities to develop enrollment solutions. The purpose of this calculator is to help institutions understand that "doing nothing" also has a cost.I have a certain formula I'm using focusing on Net Tuition Revenue. Choosing to do nothing...
I am working on a Cost of Inaction Calculator for higher education. Have any of you developed a similar tool for your companies/verticals? Specifically, my company works with colleges and universities to develop enrollment solutions. The purpose of this calculator is to help institutions understand that "doing nothing" also has a cost.I have a certain formula I'm using focusing on Net Tuition Revenue. Choosing to do nothing...
Chris Marr and John Becker got together to create this AMAZING piece on the impact of weak language in sales communication.It introduces one of the most impactful tools I've seen for sales professionals, the Weak Sales Words Bingo Card, as well as numerous strategies and approaches for improving your sales language. It covers the four core elements of good communication, including:
- Why we often default to apology.
- Establishing (and...
I came across this signature example from a HubSpot Enablement Agency and I really loved the simplicity and functionality of the signature but I'd like mine to be less "ME"-oriented. What are your favorite signature elements??? We need to up our game for nurturing emails, new sales, consulting, and account management!
Do you have an example of what you use to get a response from cold prospects that clicked on your meeting link but don't book?I would like to automate an email to them directly since they are likely the best unconverted opportunities we are getting right now.PS. I have watched trainings on how to optimize the meeting link landing pages and I've also thought about sending video 1:1 but I haven't had time to execute on that yet : )Jen
Hey everyone!I'm in the process of building out a lead management program between marketing and sales. To make it the best it can be, I would love to get any input or tips that the community has on what steps should be included.From my side, I want to make sure that there are clear expectations for marketing and sales stakeholders and that we have a full understanding of what success looks like.Look forward to hearing your feedback on this!
...Hello! I hope everyone's doing well. I'd love to see if it's possible to have a session with someone who I can practice role-play interviews with (I have an upcoming interview this Thursday). This is for a consulting role, and any guidance will be greatly appreciated.Have a great day!
Do you love the way your Cost article reads for your business? Would you mind sharing?Looking for some great examples to inspire our article as we finish ours off.Thanks in advance!Jen
In the sales mastermind today we were talking about ways to make videos that are custom-recorded for one person actually personalized so the person knows, before even clicking play, that the video is just for them.When it comes to video selling, whether pre-recorded or live on a video sales call, how do you make your interactions more personal?Some things we discussed were:
- Whiteboard with their name in a thumbnail
- Shared screen with their...
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Dear Impact plus community, Does anyone have any sales ideas that have worked for them that could potentially work for me. I need help in generating sales?
Basically I am contemplating how I can increase my sale volume on Facebook and a massive prospecting or recruitment into my business. That is June's ultimate goal
Hi everyone,I'm the sales manager for a software company in Florida. We build and sell software that helps RV dealerships grow.Finding new sales hires has been very tough for us. We are building a powerful culture and finding cultural fits alone is tough. When we add on finding people who "get" inbound marketing and are willing to let go of old ways of selling...our search has become daunting to say the least.We are about two months into...
You can be the best virtual salesperson ever but if you get on a video call with a prospect and they refuse to turn on their camera, what do you do? You can't see their facial expressions or even know for sure if they're listening! How do you respond?
I saw this clip from Marcus Sheridan in his talk as I was reviewing content for our Virtual Selling Summit next week and wow did I feel seen haha I've so been there! Check out this short...
I saw this clip from Marcus Sheridan in his talk as I was reviewing content for our Virtual Selling Summit next week and wow did I feel seen haha I've so been there! Check out this short...
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About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020
No current announcements!
About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020
About
Welcome to the Sales Community!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
As sales leaders, managers, and reps, we all have one common goal, bring in revenue! They Ask, You Answer is all about shortening the sales cycle, creating more informed buyers, and more closing deals quicker.
In this community, you can share your stories and experiences from your sales journey, connect with other sales professionals, and gain the advice and insight you need to make yourself a more dangerous sales pro and build a sales team that is unrivaled in your space. We are all here to help each other become the best sales representatives while embracing the new way of selling!
Community created on Oct 14, 2020