OVATION’s Post

I know we're all busy pushing results for the end of the year and Q4, but it's not too soon to think about next year's Sales Kickoff. Here is a blog that might prompt some new ideas for making your next SKO a success! #SKO #salestraining

As FY 2024 winds down, it’s essential to plan a sales kickoff (SKO) that sets the tone for 2025. To ensure your #SKO is impactful, we've put together a list of the Top 5 Must Haves to consider in your planning process. Check out our blog post for our insights and advice on how to achieve a stand-out and impactful SKO! https://lnkd.in/gVis3c6h

🚀 Calling all salespeople, sales managers, and CEOs! How many times have you leaned on event-based selling to move your prospects along? 🤔 Too many, perhaps? In my 40-year experience in sales, I've found the overuse of event-based selling can backfire and hurt your ability to close. The essence of sales isn't just about selling your product or company. It's about selling YOU. 👤🔝 We often fall into this endless pattern of demos, workshops, and meetings to showcase our product. While essential, constant events can become a crutch that hinders your campaign. 📚📈 If you're always offering extra events, you're likely focusing too much on the product or company, not enough on selling yourself. Remember that YOU're the differentiator! Your product and company are essential. But, if they were a dead-even tie with competitors, would your prospects still choose you? 👥 They should, because YOU offer the unique value only you can provide. Bottom line - balance is key. For each event-based meeting you have, engage in two or three personal meetings. Make time to relate to your prospects, understand their goals, and prove your personal value to them! Can you relate? Has this been your experience? Share your thoughts below! Let's start a conversation! 🗣️👇 For a deeper dive into this, check out this article 📖: https://lnkd.in/efP7ZMBZ

We booked 7 demos with 58 dials. This is how we maximize our cold calling efficiency: 1. Block focused sessions for cold calling No distractions. Just your CRM and phone. 2. Prepare rigurously in advance Cold call sessions are for calling. Not for lead gen. 3. Set clear goals for each session. Focus drives success. 4. Measurable performance indicators are key. Track dials and demos. 5. Create a non-excuse environment. Getting started is the hardest part. Just do it. 6. Use competition to motivate. We crown the cold call king after every session. 7. Continuous improvement is essential. Work in pairs & give feedback after every call. 8. Cold calling is a skill. It can be systematically improved. 9. Laugh about failures. It happens to all of us. Don't take it too serious. 10. Celebrate success. Share your experience with your team. When you focus on structure and accountability, cold calling becomes a powerful tool and everyone wins. Robin - 👑 Stefan - 👑 -- 👋 I'm Stefan, entrepreneur & sales enthusiast 📘 I started my sales career without proper training 🚀 Now I'm sharing my experience to help you excel 🔔 Hit follow for more insights on sales

Here are 7 strategies to ensure your in-person sales kickoff events are packed with value for attendees. https://lnkd.in/eHv3Y_-Z Written by Jon Forst of Trademark

I love the last day of the month (LDOM™). For sales leaders, it's like Super Bowl Sunday. But we get 12 of these every year. How lucky are we that we get to do this?! It's all about bringing the Big Day Energy to the team. This picture is one of my favorites. Ryan Beason, Mr. Big Day Energy, would wear green pants on the LDOM™ to signal to the team what the day was all about. A whole month of work, hustling to hit the number, working through pipeline, calling customers, running demos, sending contracts, climbing Mt. Revenue. And occasionally when the calendar aligns, the LDOM falls on a Friday?! Don't waste the opportunity to make this a moment for your team. Manufacture some energy on your sales floor and get the team excited about hitting 100% of the plan. Even if you run on a quarterly quota. Even if you are over 100% for the month. Even if you are already half-way through your day. You can do something RIGHT NOW to bring energy to your team and give them that extra push to close out the month. Here are a few ways to manufacture outcomes for your team on the last day of the month: - Start the day with a standup and talk through the wins this month to date - Turn up the music volume, the rep who closed the most recent deal gets to DJ. - Bring breakfast tacos or donuts to kick off the day. Buy dinner for reps who want to grind into the evening. - Make the goal public. Each person on the team should know exactly what their personal gap to quota is. They should see the team’s gap to revenue plan so that they can understand their personal impact on the outcome. - Celebrate the wins. Every deal that comes in should be posted in slack and celebrated. Hit the gong. Make it a big deal, no matter how big the deal is. - Get granular. The revenue leader needs to be seen on the sales floor. The team wants to know that you are in the trenches with them. Get into the pipeline, understand the path to plan at a deal-by-deal level. Get your hands dirty by jumping on customer calls. Get involved in negotiations. The list is endless. If you take nothing else away from this post, remember this: Never waste the opportunity to make the LDOM™ special. Sales is more fun when you make it fun. Because otherwise, what's the point?

If you're in Sales, you definitely heard of Sandler . If you're enabling Sales, you should definitely follow Project Moneyball. Why? Because traditional metholodies are outdated, they serve leaders and practitioners who hide behind long and tedious processes, something that used to work in past roles, but you can't really copy-paste success.... Need a stronger validation that Moneyball works? Sandler just released their advisory newsletter emphasizing the gap between old school VS. Moneyball approach. What's Moneyball? Like everything else in Sales, it comes in various flavors and colors. But, as a trailblazer and a founder of Project Moneyball since 2017, I have formulated a 3D Revenue Intelligence approach to Sales, Enablement and everything in between, simply to be able to explain the WHYs. If you can't explain the attributes of your A Players, consider Xraying your selling motion with a Moneyball approach. ------------------------------------------ Project Moneyball - a 3D Revenue Intelligence approach to Sales Enablement. Book an appointment to maximize your Sales Enablement.

The magic of a memorable sales kickoff (SKO) doesn't happen by accident. It's a meticulously crafted experience where every detail counts and every moment is an opportunity to inspire and elevate. We need successful SKO meetings because the job is tougher: - Salesforce research tells us that 69% of salespeople say sales is getting harder. - Only 29% of customers prefer talking to a salesperson over self-service, according to HubSpot. From setting an SKO agenda to following up after the meeting, learn how to make kickoffs count. https://hubs.ly/Q02DMZCP0 #salesleadership #eventplanning #saleskickoff

How to stop your client thinking about the price! There is a common mistake that I see with sales people when they’re communicating with clients and it leads to the stupid unnecessary push backs from clients about price. “Just tell me what it is Mark, I’m getting ready for work” Ok ok! The way to stop your client thinking about the price is to have discussions around the RESULTS! It’s not what the product/service is, it’s what the product/can do for your client. What will the results be? Now, why is this important? People don’t see value in a stand alone product but they see value in the benefit they get from it! Remember this old saying! features tell … Benefits SELL And too many of you are leading with features when it should be around benefit! Oh, it has this cool feature which will have X outcome. Now, I can hear the push back already! “We can’t assume to know what would benefit them” And you’re right! So what do we need to do? We need to ask questions around what is important to them, What challenges they’re currently facing! What happens if they stay the same? How comes they have not done anything about it? (Thats a scary one, isn’t it?) Think about this, Clients who are using your product or service, What results have they seen? I’ll give you one example from a client of mine who had a result they were not even expecting! I’m working with a client who was struggling with presentation skills, they just could not engage with clients they were demoing to, From working with that that person for 1 week, they saw a quick win (important to start the belief) but over a 6 week period he turned what would have been 90 demos with a 10% move to negotiation stage to a 45% What could you do with 35% more of your demos turning into high opportunities to close? But wait, there’s more!!! During one of his demos the COO and CEO were In the meeting room next door and they heard one of his demos! This person wasn’t even known by the MD, let alone the CEO and COO! Impressed by his talents they asked him to present to the whole sales team, a total of 700 globally! This person now runs work shops with new starters to get them presenting demos and during their sales kick off, he got a special recognition award, promotion and bonus! And it all started because he was willing to leave his ego at the door and speak openly to me about the challenges he is facing! Sound familiar? Good! This is your turning point!! #sales #presentationtips #valueselling #resultsdrivenmarketing #benefits #hr #recognition

🚨 Less than 2 weeks to go to The 3-Day SWISH Sales Challenge!!! Secure final seats NOW! 🚨 Time is running out to register for the FREE 3-Day Sales Challenge led by Australia’s No.1 Sales Coach and Shark Tank victor, Ryan Tuckwood! 🌟 📅 Dates: 28,29,30 of May 🕒 Time: 6-7:30 PM 📍 Location: Online- ZOOM You will walk away understanding: 1️⃣ Sales Psychology: Master the art of reading and connecting with your prospects instantly. 2️⃣ Sales Process: Learn to ask the right questions, at the right time, and in the right tone. 3️⃣ Sales Execution: Turn theory into action and see real results. Plus, after each day, Ryan will challenge you to put your newfound knowledge to the test! 🌟 Fun Fact: At our previous challenges, attendees worldwide doubled their sales conversions after just Day 1! 💰 With Ryan's usual fees at $1,300 per hour, this is an unbeatable opportunity to gain $5,850 worth of value for FREE! Register now before it's too late! https://lnkd.in/gvXQu2qm #3daysaleschallenge #ryantuckwood #salescoaching