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Kindle Notes & Highlights
by
Aaron Ross
Read between
May 31 - June 12, 2022
Why did you buy the old system? Who made the decision to purchase it?
Main objective: get them talking about their business and then listen!!
“Where do you have pain today? What’s not working as well is it should?”
Always work to schedule your next step while you’re on the phone.
focus on what will make that person successful (not what will make you successful),
Does the company fit our Ideal Client Profile?
Are we speaking with someone with influence or power?
Is there a clear interest in ...
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is totally worth having a manager or the company owner review every single outbound opportunity to ensure high quality and integrity of the results.
Was this truly an incremental outbound opportunity? Not an inbound lead from your website?
Was it re-qualified by the Account Executive by phone?
If it doesn’t exist in your systems, it doesn’t exist — and reps can’t be compensated for it. Back
had total trust in the integrity of the data.
What Answers do you want to learn in the call?
What Attitudes do you wish the prospect to feel?
What Actions should occur aft...
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Use more role-playing training
Bin 1: Cold
Bin 2: Working
The primary goal is to determine the “truth” of whether there is, or is not, an opportunity at this account
Bin: 3: ‘Nurture’ Active
Bin: 4: ‘Nurture’ Check Back Quarterly
Bin: 5: ‘Nurture’ Dead Opportunity
Bin: 6: ‘Avoid’ Current Client
Bin: 7: ‘Avoid’ Bad Fit
Bin: 8: ‘Avoid’ Duplicate Account
The commission is paid monthly. It is made up of two parts:
50% depends on a goal for the number of qualified opportunities generated this month.
50% is paid based on deals that close, such as a perc...
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SDRs: Account Executives Are Your Customers
general company training, product training, services, etc., before they focus on SDR training.
Every day: 3 Goals (see examples below) Daily training
Sit with an SDR and salesperson every day
Add an account and contacts from your source of data
Send a mass outbound email to 20-50 contacts
3. Going wide, not deep Hitting 100 accounts once instead of 10 accounts 10 times each.
“Did I catch you at a bad time?”
“May I ask how your sales teams/ marketing organization/ research efforts... are organized?”
I’m doing some research on your company to determine if we’re a fit or not…”).
“Who is the right person to talk to about ?”
If they aren’t interested, find out why:
prepared to have one or two specific suggestions based on what’s been most efficient for your other clients: “What we’ve found as a best next step is to…”
dashboards in a three-column format, including: Left: Current month activity (amount of stuff going on). Center: current month results/deals. Right: Long-term results (year-to-date).
These salespeople don’t close customers that aren’t a good long-term fit.
They close wrong-fit customers. They sell just to get paid, and that’s almost the only reason they stay in the job.
Include a SIMPLE “Success Plan” step before you close.
what success means to the client, a few key milestones, and some responsibilities of both your company and the client.
half-dozen bullet points in an email, agreed on with the client.
