Here's the shortest course on sales.
I used this methodology to win almost 3years of sales coaching with Coca-Cola's New Business Team years ago.

Whenever you’re crafting a pitch or a conversation, you should use this framework

1: Why should they do anything at all?

2: Why should they do it now?

3: Why should they do it with you?

Most sellers do it the other way around.
Give it a try and let me know what you think.

Catch all versions of me here.

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Would your prospect be surprised that they were listed as an Opportunity in your CRM?

Today, I’ll share the big mistake people make that creates ghosting, slows down closing and reduces conversion.

Ok, so the big mistake I see lots of sellers making is they fail to recognise that the way you open a conversation or an opportunity has a direct impact on the speed and likelihood that any particular deal will close.

The big thing to think of here is INTENT versus INTEREST.

Are the people you’re talking to have any INTENTION to buy or are they INTERESTED?

I might be INTERESTED in your fancy new Software but I might not have any INTENTION to make a purchase.

And there is a really big disconnect and some confusion here from many sellers.

What happens on the sales side is if we carry out a demo with a prospect. That prospect says, “this is better than what I’m using now” and they say they are using a competitor… typically the salesperson places that prospect as an opportunity into their CRM.

In 45days time that salesperson will complain that that prospect is ghosting them.

This is not true.

Catch all versions of me here.

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People are twice as likely to say yes to your request than you think.

According to Demandbase, Bob Marsh was one of the Top 25 sales executives to learn from in 2022.

He is a keynote speaker and Chief Revenue Officer.
He has spoken all over the USA, including at events as prestigious as Dreamforce.

In this episode, Bob talks to us about simplifying our approach to sales. He says we often make sales too complex.

Some of the stats he shares to support his point of view is that we now consume an average of 74Gigabytes of information every single day - that's the equivalent of 16 full-length movies.

And our attention spans have reduced from 12 seconds to just 8 seconds.

So, how we sell and how we communicate needs to adjust to meet the new reality.

Catch all versions of me here.

https://linktr.ee/markmcinnes
LinkedIn profile
VIP sales mailer
Tactical Pipeline Growth
BOSS Podcast
1 on 1 Consulting