Dhananjaya Nair’s Post

When do you give up on a hot lead?     The short answer is never. Here’s why...     You need to hit that perfect moment of the right person, with the right product, at the right time.     While you know that your product is the best option for your potential new client, they may not realise it yet.     Some of our longest sales cycles have taken almost 2 and a half years to sign up.     In that time, they had other priorities, events happening in their business and life, which distracted them from making that buying decision.     There are a lot of distractions for your potential customers at the moment.      If you give up on someone, you could be missing out on a valuable sale and, more importantly, helping that person with your service.     Instead, do this:     🔥 Create a hot leads silo for all the new leads who you know you can help with your service.     🌤️ If they don’t buy right away, put them into a warm silo.     📆 Build a system where you check in with them on a regular basis to remind them why they need your help.     ✅ Keep that conversation flowing.  We use a CRM to help automate our process, but you can just as easily use a calendar, spreadsheet or even a mobile phone reminder.     But never give up on a lead unless they explicitly tell you to.     #Sales #LeadGen #BusinessOwner 

Is your Sales Process as optimized as it could be? Did you know, at Focus, we take responsibility for designing, improving and streamlining your entire Sales Process from Day 1, including: - Lead follow-up - Qualification - Consulting - Quoting - Closing - Customer nurturing - COI development - Customer support and service - Post-Sales activities We're here to ensure every step in your sales funnel is refined to meet your specific business needs. Sales processes can be overwhelming, but they don't have to be. With our expertise, we will help you choose the best processes for your sales organization's specific needs and optimize them to drive real results. We also ensure your team is equipped with the right tools, e.g. Discovery Templates, Scorecards, Playbooks, Quarterly Business Reviews and PMOs to help them nurture leads and convert prospects efficiently. 🎯 Are you ready to take your sales processes to the next level? Let’s discuss how we can support your Sales Team’s Success: https://bit.ly/4ecNCGi 👍 Found this post helpful? Give it a thumbs-up. 🔄 Know someone who could benefit from this? Share it with them. #BringOnFocus #FocusToronto #SalesLeadership #SalesManagement #BusinessGrowth #SalesOrganization #SalesProcess #SalesOptimization #CustomerSuccess #LeadGeneration #B2BSales #CRMManagement #LinkedInCommunity

Closing deals isn’t about being pushy or lucky. It’s about strategy. Here are 3 data-backed tips from top sales performers that’ll help you crush it: Lead With Value, Not Features Over 50% of prospects lose interest when sales reps focus too much on features. Instead, paint a picture of how your solution solves their specific problems. Focus on the impact, not the bells and whistles. 🎯 Follow-Up Timing Matters Timing is everything. Data shows that 42% of deals close after a second or third follow-up. But it’s all about timing—hit them too soon, and you’re annoying; too late, and you’re forgotten. Find the sweet spot. Shorter Emails, Higher Conversions Prospects are busy. Keep your emails under 120 words and see response rates jump by 23%. Get to the point—quick, clear, and value-driven. 🔑 The Bottom Line? Success isn’t random. It’s about knowing what works and fine-tuning your approach. Use these tips and watch your close rates soar. 🚀 #SalesSuccess #DataDrivenSelling #CloseDealsFaster #BerkTechnology #SalesTips #RevenueGrowth

Great advice. If you are an AE SHOW ROI by telling stories of similar-sized companies seeing tangible value from using your tool instead of blabbering about ROI as a concept. If enablement doesn't have the stories, FIND them yourself. Prep, learn them inside out. The same goes for candidates. If you want to get the job you have to SHOW your competence by telling stories of successfully solving the same/similar problems that the client is trying to hire you for with tangible results. Telling them you are 'results-oriented and strategic' will fall flat.

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Part II to yesterday's post re Survivorship Bias in Sales. Need to clarify an area of potential confusion ➡ The whole point about Survivorship Bias in Sales, Especially with the example about email comms is - ✅ Not to forget about potential clients who meet your ideal client profile ✅ And who don't click or open or interact with your email. This doesn't mean ignoring people who open your emails Or who click madly on document links. It does mean - those who click aren't the only ones you should focus on. 🤔 I'm about to do something very powerful which we encourage all Magnify Consulting clients to do. I'm going into the Magnify CRM, Taking a look into the Activity Feed, To see who's been interacting with our email comms. 👯 This is a lot like seeing who's been interacting with your LinkedIn posts. Essentially - You wave, 👋 And you see who waves back. 👋 The classic Sales Signals approach. 🙌 But, I'll also be following up tasks for those who are ideal clients, Even if they haven't yet opened their email. This is the approach we take when working with clients. Check the Activity Feed in your CRM for Sales Signals. Follow up where you believe you should. And also progress through your tasks, Even for people who haven't sent you a Sales Signal. That way you'll cover off everybody you need to. And probably flush out a little bit of business treasure along the way. 💰 💰 Survivorship Bias - image and info courtesy of wikipedia and Link to yesterday's Part I post in the comments. ______________________________________________ I'm Mary, founder of Magnify Consulting. We help B2B founders across engineering, tech + professional services to grow sales - without hiring. I post on here about Sales Pipelines: 🔥 How to build them 🔥 How to grow them 🔥 How to turn opportunities into sales (cash in your business bank account) Need some help to unblock your sales pipeline? DM me and let's talk. #sales #businessdevelopment #salesdevelopment #salespipeline #pipeline #survivorshipbias

What’s your “no” quota? Last week, I had a team follow up call to review the ratios of an outbound calling challenge.   As a team, they made 103 calls and set 15 appointments, resulting in a 7:1 ratio.    If you look closer, some of these representatives skewed the averages based on their activity.   What do you see? (The ratio stands for: # Outbound Calls:  # of Decision Maker Connections: # of Meetings Set)   Rep 1 : 5:2:2 Rep 2 : 23:7:4 Rep 3 : 4:0:0 Rep 4 : 34:10:4 Rep 5: 6:3:2 Rep 6 : 3:0:0 Rep 7: 28:8:3   💡Here are three conclusions I draw: 1️⃣ Each person has a different and unique “No” Quota. For some it takes 7 no’s to 1 yes and others it takes only 3. Know your no quota. 2️⃣ Rep 3 and 6 did not get enough no’s to score. The goose-egg was simply a result of low activity. 3️⃣ Reps 2, 4, and 7 demonstrated their effectiveness in converting ratios into scheduled meetings. Whether you use a sticky note for tracking, an excel or your CRM, you must know your ‘no’ quota. And the more calls you make, the “luckier” you get. Cheering you on as you practice interruptive marketing this week. Be sure to communicate quickly and concisely why that interruption was worthwhile!  Curious….what is your outbound calling ‘no’ quota? #outboundcalling #sales #ratios #selling

Are you putting enough effort into defining your Ideal Customer Profile (ICP)? I’ve found that dedicating more resources to refining and understanding your ICP helps a lot. Time invested at the top of the funnel in getting your ICP right has huge effects. They show up at the bottom of the funnel. Here’s why: ✅ Clarity around your ICP: Improving your ICP makes outreach more targeted. This gets you more meetings. ✅High-quality outreach: Knowing your ICP makes your outreach resonate more. This leads to meetings with the right people and fewer no-shows. ✅Efficient use of time: This clarity reduces time on custom proposals. It also cuts negotiations after meetings. This makes the whole process faster. 🔽Using tools ls like Sales Navigator without thorough ICP enrichment and refinement has downsides. ⛔ Low meeting conversion rates: Engaging in generic outreach results in more no-shows and meetings with misaligned expectations. ⛔Increased post-meeting workload: Leads often have different expectations for deliverables and pricing. This increases the effort required after meetings. Investing in your ICP upfront has three benefits. 1) It ensures your efforts target prospects who truly fit your business. 2) It saves you time at the bottom of the outbound funnel. 3) It boosts your sales. 💬DM me to learn how we can help you optimize your ICP and drive better results. 🔄Share if you found this insightful!

Win rates drop by 27% when reps focus too much on ROI (Gong) Here's what to do instead 👇 Use relevant before/after customer stories everywhere. In cold emails, cold calls, discovery conversations, demos, negotiations, etc. The catch is that these stories have to be similar companies, in similar stages, and similar size. And the rep has to know the story inside and out. The problem? ⛔️ Reps are unfamiliar with deals they didn’t personally close ⛔️ Customer stories are buried in use case sheets or long case studies on the website ⛔️ Customer stories aren’t sortable by persona, industry, and/or use case In other words, reps rarely use customer stories because they’re so hard to find. Here’s the key idea: eat complexity for the reps. Reduce the amount of time, effort, clicks, etc that it takes to find and use customer stories Here’s the simple solve (that’ll take a few hours to build) I call this a "Customer Story Cheat Sheet" ✅ Create a Google Sheet or Excel doc owned by enablement ✅ Create these columns - Customer company - Persona - Industry - Use case or solution - Problem - How you helped + result - Bonus: unique insight behind the approach At most, the problem + how you helped is 3-4 sentences ✅ Start by repurposing existing long-form case studies or use case examples into this format ✅ Tighten up the language with a few of your best AEs ✅ Rinse and repeat once per quarter or more with the best, most relevant new logos landed ✅ Bonus: Create 1 sentence snippets reps can pull into cold emails, sales follow up emails, etc. ~~~ Your sales team will absolutely eat up this resource. And it’s a great onboarding tool to quickly get new reps up to speed. Get your reps to tell more customer stories and focus less on ROI. My clients who do this see amazing results after implementing. Do you have something like this in your sales org? #sales

Craft effective closing lines for sales emails now Get ready to transform your sales emails with our dynamic guide! Master Powerful Closing Lines for Sales Emails to skyrocket conversions. This video is packed with sales training insights, showing you how to close a sale with finesse. Learn top sales tips and closing techniques used by industry leaders. We reveal how Closing Email Sales with Impactful Lines make a lasting impact and share secrets on Strategies for Crafting Effective Sales Email Closings. Join us and revolutionize your sales strategy – your journey to closing success starts here with Tips for a Strong Finish in Sales Emails and Concluding Sales Emails Like a Pro!