Stephen Craine’s Post

HOW AN IT MANAGED SERVICES PROVIDER FOUND UK COMMISSION BASED SALE SAGENTS Accrue Tek wanted UK sales agents to sell their managed IT services and cloud based Warehouse Management Solution. They chose the Premium Service to find agents from Salesagents.uk and received 11 applications from agents in the first 19 days. THE PREMIUM SERVICE TO FIND AGENTS INCLUDES: ·      A full page advert of the sales opportunity written by our copywriters. ·      Head-Hunters making searches and calls to find suitable agents. ·      A paid, targeted online advertising campaign. ·      The sales opportunity shared to 1,000s of followers via our online presence. ·      The campaign team discuss the opportunity with agents in closed groups. ·      The opportunity is included in the sales agent newsletter. Plus, many other features and resources inside the client’s personal account area. WHAT MAKES A GOOD SALES OPPORTUNITY FOR AGENTS The Accrue Tek sales opportunity clearly presented their opportunity so agents know exactly what they will be selling and who the target market is. They are offering an attractive commission rate of 30% and recurring commission. The service offered by Accrue Tek has many unique sales points and innovative options for sales agents to present to potential customers and that customer will want. You can see the advert on our website that was used in the campaign at: https://lnkd.in/eH632cUH THE RESULT When you combine a good sales opportunity an attractive reward package with the search and promotion features of the Premium service, you get applications from sales agents that fit the required profile. ARE YOU LOOKING FOR SALES AGENTS FOR YOUR BUSINESS? If you’re looking for field or telesales agents, appointment setters or introducers, or considering selling your products or services through agents, see our services at: https://lnkd.in/e99M7Bd We currently have over 800 clients using our service to find agents, so our services are well proven. #salesrecruitment #growsales #smesales

HOW AN IT MANAGED SERVICES PROVIDER FOUND UK COMMISSION BASED SALE SAGENTS Accrue Tek wanted UK sales agents to sell their managed IT services and cloud based Warehouse Management Solution. They chose the Premium Service to find agents from Salesagents.uk and received 11 applications from agents in the first 19 days. THE PREMIUM SERVICE TO FIND AGENTS INCLUDES: ·      A full page advert of the sales opportunity written by our copywriters. ·      Head-Hunters making searches and calls to find suitable agents. ·      A paid, targeted online advertising campaign. ·      The sales opportunity shared to 1,000s of followers via our online presence. ·      The campaign team discuss the opportunity with agents in closed groups. ·      The opportunity is included in the sales agent newsletter. Plus, many other features and resources inside the client’s personal account area. WHAT MAKES A GOOD SALES OPPORTUNITY FOR AGENTS The Accrue Tek sales opportunity clearly presented their opportunity so agents know exactly what they will be selling and who the target market is. They are offering an attractive commission rate of 30% and recurring commission. The service offered by Accrue Tek has many unique sales points and innovative options for sales agents to present to potential customers and that customer will want. You can see the advert we created for Accrue Tek which was at the heart of the search and promotion campaign at: https://lnkd.in/eH632cUH THE RESULT When you combine a good sales opportunity an attractive reward package with the search and promotion features of the Premium service, you get applications from sales agents that fit the required profile. #salesrecuitment #salesgrowth #salesagents ARE YOU LOOKING FOR SALES AGENTS FOR YOUR BUSINESS? If you’re looking for field or telesales agents, appointment setters or introducers, or considering selling your products or services through agents, see our services at: https://lnkd.in/e99M7Bd Or feel free to message me to arrange a chat. ‘There are currently over 800 companies using our services to find sales agents.’ 

Friday Sales Ginger ! 10 ways of Selling in Tough Times,in a Challenging Economy Like Nigeria Especially High Ticket Products or Services Selling high-ticket products or services in a challenging economy like Nigeria requires strategic planning, adaptability, and a deep understanding of the local market. There are sales people who when asked when Last did you Close a deal, they mentioned I sold last in January or February, Some even mentioned last year and while some may mention things like there is customers fears due to what is happening in the real estate industry, demolishions by state Government or Federal government. But the truth is this , People close deals every day , Every week despite the tough times. Choose Your hard , the hard of excuses or hard of not selling or the hard of closing deals and earning commissions and enjoying a good quality of life. Here are Ten ways to effectively sell in such conditions: 1.Value Proposition: Clearly articulate the unique value and benefits of your product or service. High-ticket items need to justify their cost, so emphasize quality, durability, and long-term savings or benefits. 2 .Targeted Marketing: Identify and focus on specific market segments that have the purchasing power and need for high-ticket items. Use data-driven insights to tailor your marketing efforts. 3.Build Trust and Credibility: Establish trust through testimonials, case studies, and reviews. Highlight success stories and client endorsements to build credibility. 4.Flexible Payment Plans: Offer flexible payment options such as installment plans or financing. This can make high-ticket products more accessible and appealing to potential buyers. 5.Personalized Sales Approach: Engage potential customers with a personalized sales approach. Understand their needs and pain points, and tailor your pitch to address those specific issues. 6.Networking and Partnerships: Leverage networks and form partnerships with local businesses and influencers. Collaborate with trusted entities to reach a broader audience and build credibility. 7.Educational Content: Create and share educational content that demonstrates the value and benefits of your product or service. Webinars, whitepapers, and workshops can position your offering as a must-have solution. 8.After-Sales Service:Provide exceptional after-sales support and service. Assurance of ongoing support can be a significant selling point for high-ticket items. 9.Leverage Digital Channels: Utilize digital marketing channels effectively. Invest in targeted online advertising, social media campaigns, and SEO to reach potential customers where they spend their time online. 10.LocalAdaptation:Adapt your sales strategies to fit local preferences and cultural nuances. Understand the local business etiquette and modify your approach accordingly to resonate with Nigerian customers. Thanks for your attention,do enjoy your weekend. • • #tgif 📖 Dr Laide Okubena

Sales in PLG: “The Tortured Sales Department”? At Calendly, more than 20 million people use our product and most of them came to us through our product. During my two years here, I’ve asked myself - What role does sales really play in Product Led Growth? Are we “The Tortured Sales Department” selling in a model that relies on giving product value away upfront for FREE or is sales is the magical catalyst destined to single-handedly trailblaze upmarket and deliver the next big phase of growth!? Or… is it something else? Here are some things I’ve learned along the way: 🐂 No Bull, No China Shop. With sales teams in PLG, you run into challenges that you don’t have in traditional enterprise software. These often come from the PLG bias to “dance with the one that brought you” - Don’t mess up what’s gotten us this far, right? These feelings can make it scary for the business to give sales space to be successful. In reality, it’s not a rip and replace, it’s a build on what’s already working. Sales’ willingness to understand and respect what got your business to where it is disarms the “bull in a china shop” fear of introducing sales into the equation. Sales shouldn’t behave like a bull, but your company shouldn’t be treated like a china shop because yes, sometimes you will need to break things to learn and grow but everyone should be doing that together. Understanding, owning, and leaning into sales’ role in the PLG ecosystem is the best way to avoid building a them vs. us mentality. 🗺 Does Anybody Have a Map? So what is sales’ role? PLG primes sales to play in harmony with how modern buyers want to buy software by meeting them at the place in their journey where they are hungry for consultation and guidance. The product experience is a map to help customers along their journey, PLG data produces signals where users are strong fits for graduation, and sales’ job is to identify who’s hanging out at base camp in need of a dedicated guide to the summit. Sales isn’t trying to convince them to climb the mountain, but you’re with them on the trail to help them reach the top. 🔍 Who Gets a Guide? The PLG and SLG funnels aren’t distinct and shouldn’t be competitive with each other. SLG is an opportunity to make choices about which cohorts of customers have the characteristics and complexity that will most benefit from a sales experience. Many customers are well suited to self-serve through your website and some just need a few quick questions answered. PLG presents the gift of thousands (sometimes millions) of incumbent product evangelists, well on their way down the purchasing funnel and sales’ willingness and ability to partner with product, CX, and marketing to understand when to take the lead is the best way to responsibly deploy sales resources to the very best-fit customer engagements. Making the right decisions here around what engagement model delivers the most value with the least amount of friction IS GTM efficiency. #PLG #Sales

𝗧𝗶𝗽𝘀 𝘁𝗼 𝗰𝗼𝗻𝘃𝗲𝗿𝘁 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝗶𝗻𝘁𝗼 𝗰𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 . Life (and sales) is never meant to be easy so we have put together our top tips to convert lingering prospects into paying customers. . 🩸Keep in touch with your prospects. If you want to keep prospects engaged, nurture them. Maintaining contact until their need to buy matches your desire to sell will keep you at the forefront of their minds. Whether this is a courtesy call, a newsletter keeping them informed of all the latest happenings at your company, a whitepaper, regular social media interactions or even an email with your latest customer success story. it really can be anything. Front of mind is exactly where you want to be so when they are ready to buy, they think of you. 🩸Prospects want now, not tomorrow. I’ll admit it, and I’m sure most of us would, that when we want something, we want it now, not in 10-14 working days. If you can, use this innate human desire to your advantage in your sales process. Remind your prospects that your product or service will solve their pain points quickly. Quick arrivals, exclusive promotions, speedy delivery, and instant gratification can sometimes be just the incentive a customer needs to buy. 🩸Prove your worth. Sales in today’s world don’t come easy. You must first prove value without requiring prospects to buy from you. Offer free information, help, or advice that will build trust with them. Writing a blog (ta-dah!) is the perfect outlet for building value, trust, and expertise. There has to be some sort of established relationship before you can sell to them. 🩸Don’t hard sell. It has never worked and probably never will do. Prospects are far too educated to be pressured into buying anything. Information is easy to access so a pushy sales pitch will not be likely to stick, especially if you are stretching the truth. Couple this with customers tightening their belts and a fluctuating economy; the only things that will improve your conversion rates are patience, building value, and establishing relationships. 🩸Features or benefits? Take a look at your basic sales pitch. Are you just reeling off features or really selling the benefits? At any point in the sales process, you will have to present some value for the product or service you are offering. Has it got all the latest bells and whistles? Great. But what benefit does that really bring me as a buyer? Will it help me to speed up a mundane task? Will I save money? These are the answers you need to be presenting as a salesperson. If you're looking to turn your prospects into customers and want to have that SKILLSET. Reach out to me I'm just a DM away to help you.

To make money online, you need to master sales. 7 sales tips that helped me generate $1M+ in 12 months: 1) Ensure prospects show up Automated reminders help prevent cancellations and forgotten appointments. Set up email and text automations on Calendly. I like to follow these guidelines to stop no-shows: → Custom reminder messages to reflect the specific details and benefits of the appointment. → Test out different timings like 1 hour, 25 minutes, and 10 minutes prior to the meeting. → Block leads that cancel or no-show 3 times so you're not getting spammed with fake booked calls. 2) Match their pace Aligning your sales approach with the prospect's readiness can increase engagement and conversion. Use questioning techniques to gauge the prospect's decision-making speed. Then adjust your pitch to where their level of knowledge of the market is. You don't always need to go through your full script. 3) Set firm next steps at the end of the first call Clear next steps prevent ambiguity and ensure that both parties remain committed. Here's what I like to do: ↳ Schedule a 2nd call if needed ↳ Review what to expect next  ↳ Send a document of what the prospect needs to complete This helps us to stay on track and push forward without back and forth messages. 4) Understand their concerns Addressing objections with empathy can build trust and open communication. Practice active listening during calls. Fully grasp their issues and respond in a way that acknowledges and addresses these concerns. I also record all my sales calls so that I can review objections and practice handling them. 5) Present with a deck A structured presentation can effectively communicate the value of your offer. Create a relevant presentation deck with case studies and data to back up your guarantee. Make sure you emphasize: ↳ Key aspects of your offer ↳ Storytelling to connect with the prospect ↳ Relevancy to the prospect 6) Persist in following up Consistent follow-up keeps the conversation going and increases the likelihood of a sale. Create a follow-up routine that varies the method (email, phone, social media). Keep your messages useful and relevant. Remember, you have a duty to follow up if your service can benefit them. 7) Analyze lost deals This may not seem fun but will benefit you in the long run. Understanding why deals fail can provide insights to improve future sales strategies. You should be collecting data on: ↳ Common objections ↳ At which stage the prospect was lost ↳ Prospect data such as income, demographic, niche Review this data to find trends and areas for improvement.

The Art of Sales : Beyond Revenue and Profit. Having been into sales for more than a year now I can combine and define how important it is to understand that sales isn’t just about revenue and profit but extends to much more than that . Irrespective of the industry you are dealing with , it applies to basic common sense that every salesperson should know what your company can solve and what your company cannot solve (right now). Of course each sales cycle varies from industry type and the type of customers (B2C or B2B) you are targeting but what for sure one thing is common is : How do you sell it. Do’s 1) Know your product (business works on basic common sense and so does sales) and by product I mean the basic functionality, features, target market and why your product should be bought by an interested buyer (yes do make sure that you bifurcate differences between buyer / consumer / customer / prospect / client) 2) Stragetise : Plan a quarter in advance to achieve higher revenue. Avoid sacrificing product value by selling at excessively lower prices. 3) Customer Feedback : Goes without saying that your customers are the key to running your business and their feedback should be your priority. Understand, Analyze, Evaluate, Execute and implement the feedback that you have received from your past customers and currently receiving from the existing ones. Don’t Of Sales 1) Never Ever reveal your discounted prices even if you are offering it to increase your sales : Now most people may have a different opinion here that what’s the point of giving the discount if you can’t reveal it or flash it out to your targeted customers. While I agree that this is true but imagine you are offering your product in different price slabs with different features and you present it out that there is slash of let’s say 20% on the current price, Wouldn’t the customers who are coming in different price slabs would assume that Boom! This is a good deal I think I should buy it right now , what kind of impression you might be setting ? Let’s create a scenario to understand this better: Product A is sold at 1000 dollars that involves only basic features which is mostly sold to the 80% of targeted customers and the same product is sold at a slightly higher cost let’s say 3500 dollars which includes all the basic and premium features which is sold to rest 20% of the targeted customers and imagine you market it out bluntly that now the product is discounted at 800 dollars. The missing point ? You forgot to bifurcate your one product that you are selling to whom it is applicable and what are the inclusive features. This discounting isn’t honest to your rest 20% of the targeted customers That’s it this was the don’t 😃 It’s said that , Sales is definitely an art and if for someone who has understood what that is then I guess what’s to stop them to thrive in this field. #sales #strategy #industry

When all was lost with sales, Anthony Iannarino saved me. It was around mid-2020. Here in NZ, we'd got over the initial shock of the first lockdown. Some businesses were booming, others were on the rocks. The sales and marketing continuum was an interesting space to play. 🤔 If you were on the marketing / digital transformation end - you were likely creaming it as everybody frantically dialled up their marketing, and did all their digital transforming in one go. On the pointy end of sales, Out past Strategy and CRM and Sales Process, In Outbound Sales - it was tough at times. Clients desperately needed more sales. In some sectors, it became extremely hard to book any meetings at all, As budgets were slashed, And everybody waited to see what would happen in the world And whether it was safe to come out again. In desperation, I did what all good people do. I went searching on the internet. 👣 Now - I can't find the original video that I watched. And it would have been made pre-2020, so it's probably further down the google search now. But - Came across the fabulous Anthony Iannarino whose newsletter I read. Anthony is a sales expert. 🎓 I like to think that I've become an expert at sales - after 25 or so years. But even if you've been doing sales for a long time, We can all learn something new from somebody else. Anyway, Anthony's concept about selling the meeting By booking an executive briefing Is what got some of our client situations through 2020 in better shape than I thought possible. Gone are the days When potential clients would sit at your feet Eagerly awaiting any crumbs of insight that fell from the table. Clients don't need to wait for salespeople to speak before they get insights. The buyer journey has changed. Before they even speak with you, that potential client has had a google-fest of information to wade through. When they surface to talk with you, they're probably already close to a decision. The insights clients need are in ✅ Filtering the information they've discovered. ✅ Validating their initial hypothesis on what's really happening. ✅ Updates on their industry - right now - that haven't yet made it to google. So sell the meeting By selling the insights That your potential client will get from the meeting 🚀 Make it worthwhile for them to put aside some time to talk with you. So that even if there's no 'next step', They'll have valuable insights that help them. 💡 And if you want to read it from the man himself, See the link in the comments to read more about Anthony Iannarino's brilliant strategy with Executive Briefings. You're welcome 😉 #sales #salespipeline #pipeline #growrevenue

Most sales tactics are too salesy. But there’s one I’ve found that works, every time. Building relationships first (in 3 simple steps): I’m sure you’ve got big ambitions. Maybe you’re on a mission to redefine customer growth. If you’re anything like me, you daydream about: - Creating lasting customer relationships - Boosting your sales figures significantly - Being recognized as a leader in your industry But then you come back down to reality: -You struggle with cold calling -You’re unsure how to engage new leads -You spend hours on sales pitches that don’t convert You’re left feeling frustrated, tempted to give up. If you can’t connect authentically today, none of those big goals will happen. But there’s hope. Clue: You need to personalize your approach! Here’s how in 3 simple steps: Step 1: Define clear objectives for each customer interaction: - Provide real value - Follow up thoughtfully - Understand their needs - Tailor your communication You get the point. Step 2: Figure out what actions you need to take each day to make it impossible for your goals not to happen. For example, let’s say you want to improve client retention. And the goal is to increase repeat business by 20% by the end of the year. Here are the actions you’d need to take daily: - Schedule regular follow-ups - Personalize interactions with at least 5 clients - Share useful, relevant content with your network - Respond promptly and personally to client inquiries That’s pretty much it. Now for the magic step. Step 3: Create a simple CRM dashboard to track these actions. Monitor it daily Use tabs to organize by client type Have a monthly review to assess progress Then plan your rewards. Using the client retention example, if you hit: Your daily actions 25 out of 30 days a month, take a day off to relax Your daily actions 30 out of 30 days a month, go out for a fancy dinner Your daily actions 20 out of 30 days a month, treat yourself to a professional development book It doesn’t need to be extravagant. Could be something as simple as a new gadget for your workspace. (ideally, try and reward yourself with things that boost your productivity) e.g., A weekend getaway to recharge, not derail you. Although, maybe that’s what you enjoy. And that’s fine: Forget conventional wisdom. There are no set rules in this game. You have total freedom to make your own choices. Just have rewards that motivate you. The outcome? You focus on small wins. And even though you won’t see immediate results of that long-term goal today, you’ll trick your mind into feeling rewarded this month. Whilst still taking those daily actions to ensure your ambitious goals do come to light. IMHO, This is the best way to achieve remarkable success in sales and customer relations. Make it a game: -> Track your daily interactions. -> Reward yourself each month. -> Start achieving big while enjoying the journey

10 high-ticket sales in 1 day out of 20 outreach calls 50% conversion rate - here is how Yesterday, my husband, who works for a major Irish Broadband Operator in Ireland, bet not only his own daily sales record BUT the whole company's daily record! At the end of the day, everyone rang him to find out how he had done it. I will not be boring you by saying that he read a lot of marketing and sales books, etc A big fan of Grand Cardone (not me) and Alex Hormozi. Before every call, he got so much information about each of his prospect that I think he even knew the size of their shoes (a joke of course). He understood them perfectly before he even picked up the phone. Some people advise: "When you are on a sales call get straight to the point.". "No talk about the weather." - Oh really? So how your prospect can know your vibes? The main thing is to show that you are THEIR man/woman. and talk to them and ask questions as long till they realise you are their best bet. But the biggest thing in those sales was the human approach. 1. Being friendly 2. Creating rapport 3. Expressing understanding of their needs. Be Your Prospect's buddy and understand them is the priority and try to find the best available solution for their situation. P.S. Would you share in the comment your best sales call story, please?