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What are your strategies for 2024? Do they include AI and Automation?
In my latest article, I cover the importance and impact that #ai and #automation will have on your GTM strategy in 2024. 2023 was the year of talking about how AI will impact us.... 2024 is the year of executing that impact. No more conceptualizing, it's time to implement.
Factor15 Consulting reposted this
In the world of sales, we emphasize the power of asking impactful questions to uncover client pain points. But let's flip the script—how often do sales leaders ask meaningful questions to unveil pain points in their team's pipeline? Here are a few questions to consider. Dive into them, and watch your team flourish! ❓What is the most common objection you are getting and how are you overcoming it? Check if the rep bumps into the same objections as the rest of the team or different ones. If they're different, why's that happening? Time to dive into their calls and do some ride-alongs. And here's the kicker—it'll show you if they're not just handling objections but really getting what the objection is all about. It's like a sneak peek into their objection-busting skills and understanding. ❓What industries do you get excited to cold call into? Why? Now, check out their pipeline. Are most of their prospects in this industry or wandering outside of it? If it's a lot of outsiders, swap them with ones in the same industry. This unveils what really motivates the rep. Understanding their source of excitement adds a whole new layer of insight into what fuels their enthusiasm to dial those numbers! ❓Who is your most difficult prospect? Why are they your most difficult prospect and how can I help you? This question is a real eye-opener. It peels back the layers to reveal the obstacles your rep finds most daunting. Dive into the "why" behind why that prospect is their biggest puzzle. This not only identifies areas ripe for coaching but also unveils a treasure trove of insights. "How can I help?" opens the door to discovering where they see room for skill enhancement. It's like a direct line to their growth aspirations! 👉 The key to making any of this successful is to ensure you create an environment that allows reps to open up and answer honestly. If you don’t have that…. All of this will just be white noise and pointless. You’ll get the “Sales BS answers” every dang time. #salescoaching #salesleadership
Factor15 Consulting reposted this
While there's a flood of content and resources focusing on individual rep upskilling, it's crucial to divert some of that attention to an equally crucial aspect – upskilling your front-line managers. Your front-line managers are the leaders that 💲Are the closest to revenue 🤝Influence the most amount of individual reports 🦾Are the 1st line of defense 📈Implement and execute GTM strategies Skills that are not listed on the manager's job description, but are part of every manager's day include ❗novice councilor ❗motivational speaker ❗arbiter Not every person who is promoted into a leadership role has this kind of experience, let alone any type of training around it! Outstanding companies invest in their leaders. Don't let the saying "people don't quit companies, they quit terrible managers" describe your team. Invest in upskilling the leadership and it will have an exponential impact on the business. If this is something you want to do but are unsure where to begin, drop me a message! #salescoaching #managementtraining #salesadvice
Factor15 Consulting reposted this
As you map out your 2024 revenue growth strategy, consider this: 🦾The strength of your GTM team lies in the middle 60%. Elevating their skills can be a game-changer for your top-line revenue. Interested in exploring how? Drop me a message, and let's have a quick chat! #salescoaching #salesplanning #fractionalleadership
What do you think? Agree?
A tip to improve your sales strategy: When it comes to understanding your client's pain points, it's not just about identifying the problem – it's about recognizing its significance to them. 💡 I always kick off discussions with my clients by delving into this crucial aspect. It's not just about what your product solves; it's about if it matters to your client. 🔍 These are some questions to gauge this: ✨ What would be the impact if this issue remains unresolved? ✨ How would your ability to address it affect your overall success? ✨ Consider the implications for your team if a solution isn't found. These questions may seem challenging, but they are the key to forging a deep connection with your client. Don't shy away from them! 💪 It's a misconception that asking tough questions jeopardizes the sale. In reality, it aligns you with your client, creating a genuine partnership. 🤝 I'm currently welcoming new clients and would love to connect for a quick chat. If you're ready to ask the tough questions and form meaningful partnerships with your prospects, let's talk! 📞 #SalesStrategy #ClientPartnership #AskTheToughQuestions
#Hiring is risky. The answer to these 4 questions will help. No, it's not Who, What, Where, and When 😉 Check out our first blog post to find out what these questions are! Link in the comments! #saleshiring #salesleadership
Team culture cannot be measured on dashboards, it cannot be tracked via spreadsheets, and it doesn't show up on leaderboards. or, can it 🤔 Culture is the silent Promoter of Performance. It's hard to assess culture when you are part of the culture. Having an unbiased outsider look into the culture is a best practice that will identify toxic traits that kill #highperforming #cultures. If part of your 2024 goals is to have cultural excellence within your sales team, we'd love to invite you for a quick chat on what that looks like. #salesleadership
Do you want to truly engage with your prospects? Become truly curious.
Top talent in light-speed to maximize focus & revenue ➡️ 3P-Live: Founders & Sales Leaders
Is your ICP broke or swimming in gold coin pools like Scrooge McDuck?🥇🦆 AND Could a slack channel piping-4-dummies class make you smarter?🎓 Nice connect with the stoic Bryce York from Factor15 Consulting at #TechCrunchDisrupt #SF Could pivoting your ICP in this market be an option to find the #PathOfLeastResistance Quite a few say that finding the right slack channel can be a game-changer Are you trying new channels & finding success? Do share👂 Follow Sales Leader Network for more PipeGen interviews, seeking 150 followers to start Linkedin-Lives🎥 #PipelineGeneration #Sales #FinTech #AI #SaaS
Lead a team or lead a family?
Team or a family, which one would you rather lead? Had a great conversation with Garrett M Girvan earlier today about sales team culture. It made me think about how I lead. When leading the sales function, I don't lead a family of sales reps and managers, I lead a team. Why is that important? 🦾Team members have specific roles to play on the team. They know what they need to do. 🦾Team members have a focus on the collective goal. They know what they need to do to make sure the team hits that goal. 🦾Team members know they have to perform. 🦾Team members on a high-performance team are tight. They have each other's back and want to see their teammates succeed. #salesculture #salescoach #team
Who really cares!?
#Coldcall vs. #email vs. #socialselling.... who cares? What matters most is engaging your prospects and your customers. Not everyone engages in the same way. It doesn't matter how you prefer to reach out, it only matters how your prospects prefer to be reached out to. It's up to you to figure that out. Pay attention to the channel they respond to. Do they answer your calls? Do they respond to your emails? Do they comment on your LinkedIn message? If the answer to any of those is yes, then that's a great place to start. After you engage with them, simply ask them what they prefer and note it down in your CRM. That's it! No gimmicks, no secret sauce, no magic wand. Just pay attention.