Posts

Sales Leaders! Competition & Status Quo

Sales Leaders! Competition & Status Quo

Perhaps your sales team isn’t struggling to get enough appointments. If so, you’re one of the fortunate ones.

And, are they winning enough opportunities to hit their quota and for you to hit your number?

If you’re losing opportunities to competition, or your potential customer decides to stick with what they already have after speaking with your salespeople, then competition and status quo aren’t your challenge.

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Common Sales Playbook Errors

Common Sales Playbook Errors

Sales playbooks are a common tool used in the onboarding of new sales hires. The intent behind them is sound – to accelerate the time to productivity of new sales hires so that they and the hiring company are successful. Seems to be an obvious win/win.

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A Sign Your Salespeople Are Prospecting/Selling Too Low

A Sign Your Salespeople Are Prospecting/Selling Too Low

CEOs and Sales Leaders! If the customer testimonials on your website are from VP, Dir, or Mgr job titles, then your salespeople are prospecting and selling too low.

How do I know?

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How to Increase Sales Success in 2 Steps

How to Increase Sales Success in 2 Steps

If you’re struggling to sell in the sales/martech landscape, you’re not alone. But if you don’t take deliberate and massive action to hold and gain more ground in this industry, you won’t be around for much longer.

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CEOs and Sales Leaders: Are your BDRs/SDRs becoming less effective?

In his article https://www.linkedin.com/pulse/why-does-finding-new-client-take-so-damned-long-martin-e-stevens/ Martin E. Stevens raises the question if the SDR/BDR funstion has had it’s day.

SDR’s have, arguably, had their day. Buyers are becoming increasingly immune to their mass market, un-personalised (or barely semi-personalised) outreach. If they do engage a prospect, there are complaints about a lack of business acumen (SDR’s have mostly morphed into a low paying entry level sales positions) and poor narrative where an SDR is only comfortable talking about themselves and their own products. Meanwhile management are beginning to complain that SDR’s are driving up the cost of customer acquisition rather than decreasing it…

A client of mine decided to tackle this issue head on – move away from semi-personalised seller focused messaging to outcome and customer focused business messaging to get meetings with or referrals from C level executives (that raised the business acumen of SDRs at the same time). Look at the difference in opportunities and pipeline created!

Show Rate (18.6% increase)

• Q1: 72%

• Q2: 85%

Appointments Set (2.4% increase)

• Q1: 250

• Q2: 256

Opportunities Created from Set Appointments (94.34% increase)

• Q1: 53

• Q2: 103

Pipeline (166.67% increase)

• Q1: $2.4 Million

• Q2: $6.4 Million

If you’d like to explore if your team can achieve similar, immediate results, email me at: matt@matthewconway.com or call me on +1 647-402-2096 to schedule a conversation.