InstantInbound

Top sales quote "ABC. Always... be... charging..."

This was a quote we used for door to door fundraising. It's hyper relevant for sales as well. We'd canvass from 4-8 and would tell our team "Everything before 7 is bonus." It's true.

I am going to be asking you questions about YOU. This about YOU. If it makes sense, I will tell you about our product. If it's a fit, GREAT, but if not-that's okay too. Either way you will know, is that fair? (THIS IS THE WAY)

Sales is an act of LOVE, not an act of war. -me

"Either run the day or the day runs you." -Jim Rohn

#sellingisserving

never pitch the bitch

“Having the aspiration to be memorable is easy. The hard part is creating a crisp message you want others to articulate when you’re no longer in the room.” – Dr. Carmen Simon, Cognitive Neuroscientist, Memzy

favorite sales quote "Check your calendar for the next day each evening"

"Call the leads"

@chilip“Willpower is a finite resource in every person's day – if a work environment contains elements that further promote distraction, rep productivity could be drained even faster.” – Peter Zink, Director, Sales Training and Enablement, Forrester Researchiper

"How can we automate this"

@chilipi“To be seen as a credible and trusted advisor, every touch you have with a customer should provide added value.” – Sharon Gillenwater, Co-Founder and Editor-in-Chief, Boardroom Insidersper

it's about finding the ones who are compatible! Not everyone is a fit-that's okay!

“I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.” – Michael Jordan

“You don’t have to be liked to be trusted.” – Keenan, CEO/President, A Sales Guy

“The greatest only become the greatest because they are willing to expose themselves to people who can help them become better. Your goal is to find those around who can and will do just that for you.” – Mark Hunter, sales speaker and trainer, The Sales Hunter

TALK to each other!

Focus on "revenue" acceleration. Not just sales, not marketing, but use "revenue" as the umbrella for the two.

Track your metrics! Make them visible

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One great practice in our organization is having a sales team member participate in the marketing team meetings.

@HowToMakeChange yes!!! Don't hide from the numbers, USE THEM!!

@danielthrelfall That is a great point.

@mjtuso love this, 100%

collaboration and learning do not happen when someone is in DEFENSIVE mode...unify towards a common goal...and nobody is the bad guy

make sure you have attribution sources fully flushed out in your CRM. You can't evaluate revenue channels if the revenue from them isn't attributed properly.

@mjtuso Ooh. That nailed it!

@danielthrelfall Agreed

@HowToMakeChange I agree with whatever you say. Anything. All of it.

Find a mentor. Mentors are a game changer in sales!

@mjtuso My first job in sales would have been an absolute disaster if I didn't have a mentor. 100% agreement.

repetition is the mother of all skill.....do it a lot!

When I first started in sales, this quote kept me going. ""Everything you’ve ever wanted is on the other side of fear." -George Addair

@danielthrelfall love this quote!

Find yourself a mentor. I credit @Kazanjy with teaching me loads about time management.

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Also, try to find your genuine voice in the midst of the scripting. Let the script be the framework, not an absolute.

Be curious! I always prefer a sales rep that comes across as genuinely curious about what I do.

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Also. If you are getting into sales, fundraising, marketing, political persuasion, etc. -- watch this video: https://www.influenceatwork.com/principles-of-pers...

another good thing to do is to read and memorize success stories. If you do this daily, it will increase your faith in what you are doing and it will work its way into your sales messaging!

@JasonOak this is perfect!

The video is based on a book call "Influence" by Robert Cialdini. Literally changed the way I think about how people make decisions.

This is another good resource from our very own Tuso. https://www.chilipiper.com/blog/sales-methodologie... Totally take the time to read it!

@HowToMakeChange Cialdini's stuff is so essential to anything sales and marketing related. I'd say it's a must-read for anyone in sales and marketing.

Here's an interesting set of tips from @Kruse for @Forbes https://www.forbes.com/sites/kevinkruse/2019/09/10...

If you work at a company, you are inherently on their marketing team. Everyone plays a role in marketing and inbound leads in a modern company, not just those with "marketing" in their title.

ooooh-great question! It depends on how comfortable a company is with their Biz Dev people they have working with them. I love the idea of people being able to be intimately involved with this...so the message is contiguous from beginning to end

everyone!

Great question, I'm assuming it means who owns the follow up, in which case you raise a good Q about whether it should be SDRs or AEs.

@mjtuso yes!! I say companies should hire only people who believe in the company mission...and then "deputise" EVERYONE with a badge and authority to market and sell.

Ahhh. I was hoping to get a question like this. One where the potentially most accurate answer is "it depends"

This is a tough one, but I would say that many team members are responsible. For example, I'm on the marketing team with the goal of generating more inbound leads. I need to be analyzing the data around these inbound leads in order to generate better qualified leads.

@HowToMakeChange you pick one I'll take the other

@DonnieTuttle love this!

https://media.giphy.com/media/26vUAxSi0BUAKtlzW/gi...

@danielthrelfall I also want to hear how the team is handling the inbound leads. What's the routing look like? What's the qualify of conversation with AEs? Does the nature of the inbound source influence the quality of the lead?

@JasonOak SDR and AE had BETTER be on the same page, with the same message...in this case, it's volleyball...dig...set...SPIKE!

Make sure that your inbound leads don't sit fallow. Some companies will create logic in their CRM to reassign leads to other reps if they don't engage. When your reps think their inactivity will pass their lead to someone else -- they will reach out. FOMO based productivity

@JasonOak whatever you do. Just make sure your team is aligned. Have clear OKRs and a clear timeline on how fast you want to get to your leads. Companies like @AtriumHQ can spit out some pretty advanced metrics on the rep level. Stats like time between opportunity touches r fire