Daily Sales Tips Archives - Page 4 of 185

Sales Tip 1820: How Do You Define A Good Day? – David Weiss

November 5, 2024 By Scott Ingram

“One of the things that we help our clients do is to think about what are the daily behaviors that when done consistently lead to these positive outcomes.” – David Weiss in today’s Tip 1820

David Weiss on LinkedIn
Daily 100 Guide
The Sales Collective
DealDoc App

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Transcript

You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from David Weiss. David is the chief revenue officer of The Sales Collective and founder of DealDoc. Here he is.

David Weiss: What is up, Sales Success Society? This is David Weiss coming at you with the tip of the day. So let me ask you a question. If I asked you, hey, what does a good day in sales look like for you? Could you answer it? And would your answer be winning a deal? Because if you’re like me and live in a world where you maybe win 10 deals a year, 12 deals a year, shit, there are points in my career where I won four or two deals a year. That’s not a lot of good days, that’s a lot of bad days in between now and then. So one of the things that I would challenge you with is how do we together define what a good day looks like? And one of the ways that the Sales Collective does that is by using a tool called the Daily 100. And this is all about tracking DPIs, daily performance indicators.

So I’ll include a link to our DPI form and you can also find it at thesalescollective.com under Tools and resources. But let’s just talk about this for a second because one of the things that we help our clients do and I help when I coach salespeople is just to think about what are the daily behaviors that when done consistently lead to these positive outcomes. And yes, that could be, you know, certain number of meetings set, that can be certain number of dials and emails and activity metrics that can be stage based progression on your deals.

That could be, you know, being told that you were vendor of choice on something. That could be, you know, told that people see your differentiators and you did a good job in a presentation. That can be, you know, holding your ground in a negotiation. Heck, that could be getting enough sleep, eating right, going for a walk in the middle of the day, getting your mental health right, having a tough conversation with someone that moved you positively forward in a deal in your professional life and your personal life. Those could all be things that lead to good days. And what’s important is you define those for yourself.Be really thoughtful of, hey, what at the end of a day that I have that I feel good about what happened in that day and how can I intentionally have more days like that? And how can I engineer my days and my weeks to be more positive and more good? And what I’ve found is if you can be thoughtful about the inputs that make up a good day and engineer your day through calendaring and time blocking to have more good days. Then over time all the other lagging indicator metrics will improve because the inputs and the recognition and the thoughtfulness to have a good day whereas there at the start and better inputs lead to better outputs.

Scott Ingram: For direct links to connect with David the Sales collective and their Daily 100 Guide, just click over to DailySalesTips/1820 and you’ll find it all there. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.

Links Mentioned:

Daily 100 Guide

Sales Tip 1819: The Art of Selective Selling – Meshell Baker

November 4, 2024 By Scott Ingram

“Remember, in sales, it’s not just about closing deals, it’s about closing the right deals.” – Meshell Baker in today’s Tip 1819

Meshell Baker on LinkedIn
Meshell Baker on Youtube
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes from Meshell Baker, our favorite sales confidence igniter and authentic selling crusader. Here she is.

Meshell Baker: Hey there sales superstars. Ever feel like you’re running on a hamster wheel chasing after every potential customer that comes your way? Well, I’ve got great news for you. It’s time to hop off the wheel and get strategic. Today I’m diving into why not all customers are worth pursuing and how being selective will skyrocket your success. Let me kick things off with a mind blowing fact. According to a study by the Pareto principle, roughly 80% of your sales come from 20% of your customers. Yep, that long held principle demonstrates that a small fraction of your client base is driving the majority of your revenue. So why waste time on every lead that might never convert or worse, become problematic clients? So let me break this down into three key takeaways and an immediately implementable technique that will transform your sales success.

Number one Quality over quantity. First things first, it’s time to shift your mindset from more leads to better leads. Instead of casting a wide net and hoping for the best, focus on identifying and nurturing high quality prospects. These are the clients who not only have the budget and need for your product, they also align with your company’s values and long term goals.

Number two, the cost of bad fits. Identifying right customers early in the sales process is key. Keith Rosen’s 16 questions for qualifying a Prospect emphasizes the importance of asking questions that reveal whether a customer is aligned with your offering and values. Are they genuinely interested in your solution or are they just price shopping? This will help you filter out those unlikely to convert or sustain a profitable relationship.

Number three Empowerment through selectivity. Being selective isn’t about being picky or an elitist. It’s about fueling your pipeline and empowering your sales team to focus their energy where it matters most. When you pursue the right customers, you’ll see higher close rates, better customer satisfaction and increased lifetime value. In a Wharton study, they found businesses often lose profitability by acquiring too many free rider customers, those who take advantage of offers without contributing meaningful revenue. These customers exploit your lower prices and special deals, but rarely offer long term value. This underscores the importance of selective customer acquisition.

Now I know what you’re thinking.This sounds great Meshell, but how do I implement it? Well, I’ve got you covered. The immediately implementable technique create an ideal customer profile. Yep, an ICP. Take 30 minutes today to sit down and outline the characteristics of your perfect customer. Consider factors like industry, company size, budget, pain points and values. The ICP will become your North Star, guiding your prospecting efforts and helping you quickly identify which leads are worth pursuing. And if you already have one and you’re not getting the sales success you want, it’s time to edit, modify that ICP and go out and look for those ideal clients. Remember, in sales, it’s not just about closing deals, it’s about closing the right deals.

By being selective and focusing on high quality prospects, you’ll not only boost your numbers, you’ll also build stronger, more profitable relationships than a long one. So the next time you’re tempted to chase after every lead that comes your way, pause and ask yourself, is this customer truly worth pursuing? Your future self and your sales numbers will thank you for it. And a quote by Tiffany Bova, Growth and Innovation Evangelist at Salesforce the beauty of sales is not in the pursuit of quantity, but in the precision of targeting the right customers who truly need what you’re offering. Now go have a great day selling.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1819. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.

Sales Tip 1818: Don’t Lock Superman in the Phone Booth

November 1, 2024 By Scott Ingram

“I believe that on most sales teams, there’s at least one and potentially several sellers with superhuman potential. The leader’s job is to help unlock that potential.” – Scott Ingram in today’s Tip 1818

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Transcript

You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. I’ve been meaning to share this tip, this idea, for a while. This one is geared more towards the sales leaders out there, and I mean leader in the full sense of the word, because I see too many sales managers who are just lazy. Lazy management, to me, looks like management by the numbers. This approach is all about trying to fit the entire sales team into the same box. The underlying thinking here is that sales is a math equation, and if everybody does the same things by the numbers, then the conversion rates and percentages will provide consistent and predictable outcomes. Personally, I think this is garbage. Sales is more a human equation than it is a math equation.

And to get the most out of the human equation, it means that you have to work with each individual human to figure out what’s going to work best for them. At the 2023 Sales Success Summit, we talked a lot about leveraging our sales superpowers. Well, here’s a question for the leaders out there. If you had somebody on your team who could fly and produce unbelievable results, wouldn’t you want to let them do that? Well, if you’re taking this management by the numbers approach and trying to put everybody in the same box, you’re likely locking Superman in the phone booth. And instead of putting on a cape and flying, you’re expecting them to do magical things with a payphone. Don’t you think that might be a little frustrating for Superman, who desperately wants to fly and save the day?

I believe that on most sales teams, there’s at least one and potentially several sellers with superhuman potential. The leader’s job is to help unlock that potential. If you have somebody on your team who could literally fly, why on earth would you ever lock them in that phone booth? Wouldn’t you want to give them a cape? That’s the job of a great sales leader.

Sales Tip 1817: Dirty Little Secret – A Different Way to Look at Being #1 – Alex Smith

October 31, 2024 By Scott Ingram

“I don’t just want you to pursue being number one. I want you to feel fulfilled in that pursuit.” – Alex Smith in today’s tip 1817.

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Transcript:

Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip comes in the form of another clip from Alex Smith’s Sales Success Summit presentation titled Discovering Your #1 Self, that we shared earlier this week on both the Sales Success Stories podcast and on YouTube. Listen to this.

You know, if you want to go for number one and be the best, all power to you. I’m rooting for you. I just think that we can have a different conversation on what it means to be number one. And I’m going to define it around something you’re calling your number one self. And finally, I don’t just want you to pursue being number one. I want you to feel fulfilled in that pursuit. Okay. Brandon talked a little bit about that, right? I think you’ve heard it from Ian Cognac at other conferences.

I think it was the last conference, actually, when he said success to him is the joy that he feels in the pursuit of his full potential. And that’s the key pursuit, right? Notice he didn’t say he was at the top rep at Salesforce. Made millions of dollars at Salesforce. He didn’t say the joy he felt when he was the top rep at Salesforce. He said in the pursuit of that. So we’ll talk a little bit about that.

So there’s a dirty little secret of sales that nobody tells you, right? And your managers might not tell it to you, but here it is. It’s. It’s this. It’s. Being number one isn’t just about being at the top of a leaderboard, and it isn’t the same for all of us. All right, let me say that one more time. Being number one, it’s not the top of these leaderboards, and it isn’t the same for all of us. Not saying being number one doesn’t matter.

It absolutely does. If you’re the number one in your company, you are super successful, you’re dedicated. You have to be putting in good work. People don’t get there by chance. I’m just saying, you know, I think we focus on these leaderboards at our own peril. We fixate on these numbers because we’re always being shown to us. Managers show them to us to compete with, like how we compete with each other. It’s a stoke motivation in us, and sometimes that works.

But I just think there’s other leaderboards in our life that we can start focusing on and paying more attention to. That actually can, in a weird way, lead us back to the top of these leaderboards that we want.

Scott Ingram: For links to connect with Alex and to the full presentation page where you’ll find the full audio, the video, his slides, and links to all kinds of great books and resources he mentions, just Click over to DailySales.Tips/1817. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.

Here’s a full video of Alex’s presentation:

Links:
Alex Smith: Sell By Being Human PODCAST
Alex Smith on LinkedIn

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Alex’s presentation slides:
Discovering Your #1 Self – PDF

Sales Tip 1816: Gratitude Makes us Joyful – Alex Smith

October 30, 2024 By Scott Ingram

“It’s not joy that makes him grateful, it’s gratitude that makes us joyful.” – Alex Smith uses this quote in today’s tip 1816.

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Transcript:

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from Alex Smith’s Sales Success Summit presentation titled Discovering youg Number One Self that we just shared on both the Sales Success Stories podcast and on YouTube. Listen to this.

Alex Smith: And you know, that’s what I think back to. You know, this is a great quote about gratitude. We talked about a gratitude journal. Sometimes people think. And I heard that Brent Brown, I think, first quoted this. I think the right quote is to this, it’s like a monk, he said, you know, like some people think, like, you know, you’re only grateful after something joyous, right? So it comes joy first. Grateful. He says it’s the other way around.

So he says it’s not joy that makes him grateful, it’s gratitude that makes us joyful. So just the act of gratitude, just saying, man, those things, if not for that, what am I going to take with this? With the next time you get a low, A dip. Damn, I didn’t make that. I didn’t get that client. What did I take? What can I take from this one? What did that teach me? What blind spot did that uncover for myself, you know, and just kind of look back at that and see how can I learn from that? To like, you know, we’re all going to have losses, right? But then they’re not like failures. They’re just dips. They’re lows on the roller coaster, Right?

Here’s a full video of Alex’s presentation:

Links:
Alex Smith: Sell By Being Human PODCAST
Alex Smith on LinkedIn

Purchase your 2025 Sales Success Summit ticket:
Top1Summit.com

Alex’s presentation slides:
Discovering Your #1 Self – PDF

Sales Tip 1815: 1:1 Meeting Machine

October 29, 2024 By Scott Ingram

“Your job is to make some human connections.” – Scott Ingram in today’s Tip 1815

Scott Ingram on LinkedIn
2025 Sales Success Summit
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Transcript

Scott Ingram: You’re listening to the daily Sales Tips podcast and I’m your host, Scott Ingram. I was recently asked by somebody starting a brand new sales role what they can do to set themselves up for success. My advice was really simple. Become a one on one meeting machine. Take the opportunity when you’re new, to meet with individuals across the organizations. One of the ways I view the job of sales, especially more complex sales, is to wield the organization and all of its resources on behalf of your clients and future customers. To do that, you need to know how to get a ton of different things done. And it’s always people who will help you figure out those things.

So start with your executives, be brave and connect with senior execs in your new company who could potentially help you. Since it can get a little more difficult to get their attention over time, suggest a cadence conversation with them during your first meeting. Ask if you can come together once a quarter or whatever interval makes sense as you continue to learn the company and your customers and one of the things you can offer them is insights from across the organization as you meet with others. Beyond those execs, think broadly across the org about all the other different teams whose help you might need. This should include solution, engineering, customer success, sales development, marketing, product finance, legal, and one of my personal favorites, the top performers on the sales team. Your job is to make some human connections.

Learn about them, learn about their roles, what do they like best about their job, what frustrates them, who are their favorite sales reps to work with and why? And if you can find little ways, you can help them make some relationship deposits. You want to build up a solid balance across all of these people so that their door is always open to you in the future when you need to figure something out that they or their team can help make happen for you. This process happens naturally over time as you work with a company, but if you let it happen organically the way most people do, it will likely take you a couple of years to really get great at navigating things internally. If you’re intentional about it and become this one on one meeting machine as soon as you join the organization, you can probably do it in three to six months and set yourself up for a super start and build a foundation for long term success.

The reality is it’s never too late to do this. It’s just a lot easier when you can play the newbie card. So get your hands on that org chart and start mapping out your internal relationship strategy today. Then tomorrow be sure to come back for another great sales tip. Thanks for listening.

Sales Tip 1814: The Platinum Rule Versus The Golden Rule – Meshell Baker

October 28, 2024 By Scott Ingram

“Focus on how your clients prefer to be treated. This means adjusting your communication style, your approach and offers based on their needs, not yours.” – Meshell Baker in today’s Tip 1814

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Transcript

Meshell Baker: Let me ask you a question. Are you treating your customers how you want to be treated or how they want to be treated? If you’re doing the former, you may be leaving potential sales and relationships on the table. That’s where the Platinum Rule comes into play. Now, we’ve all heard the Golden Rule Treat others the way you want to be treated. It’s maybe okay advice for personal relationships, but when it comes to sales, there’s an even better approach. The Platinum Rule Treat others the way they want to be treated. Why is this crucial for sales? Because it shifts the focus from you to them. From assuming what works for you is right for the others to actively understanding and serving the unique needs and preferences of each client.

So let me break this down into three takeaways and an immediately implementable tool. Number one, it’s about personalization, not assumption. The Golden Rule assumes everyone wants to be treated like you, but sales is about understanding the individual. According to a 2023 study from Salesforce, 66% of customers expect companies to understand their unique needs and expectations. The Platinum Rule asks you to do just that. Focus on how your clients prefer to be treated. This means adjusting your communication style, your approach and offers based on their needs, not yours. Number two, better customer relationships equal higher retention rates.

When you practice the Platinum Rule, you build deeper, more meaningful relationships. Research from HubSpot shows that 93% of customers are likely to make a repeat purchase with companies that offer excellent customer service. By treating customers in a way that resonates with them, you foster loyalty and trust. Instead of just closing a deal, you’re building a long term relationship that keeps them coming back. Number three, it increases your sales conversion rates. Here’s the truth. Customers are more likely to buy when they feel understood. In fact, Harvard Business Review found that emotionally connected customers or more than twice as valuable as highly satisfied customers.

That connection starts with understanding what makes them tick. The Platinum Rule allows you to create that emotional connection by treating clients in the way that aligns with their values, their preferences and their desires want even more data. According to Forbes, personalized experiences drive sales up to 20% because clients respond better to interactions tailored to them. If you’re not adapting your sales approach to individual needs, you’re missing out on all this potential conversion. So what can you do immediately? Start your next client interaction by asking what would be most helpful for you today. This simple question opens the door for dialogue and demonstrates that you value their needs over your own agenda. It’s a small change that will lead to significant results in your sales conversions. So remember, in today’s customer centric world, the Platinum Rule is your key to unlocking deeper connections, higher retentions, and better sales outcomes.

It’s not just about how you want to be treated, it’s about how they want to be treated. In the words of a quote by Sharon Leviton, the sales expert and author of Heart and Sell sales success comes when you sell the way your clients want to buy, not the way you like to sell. Have a great day selling.

Scott Ingram: For more from Meshell, just click over to DailySales.Tips/1814. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening.

Sales Tip 1813: Be the Number One Learner – Brian McCann

October 24, 2024 By Scott Ingram

“Focus on learning and being ultra curious, not on the status or the money when starting your sales career.” – Brian McCann in today’s Tip 1813

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Transcript:

Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today’s tip comes in the form of a clip from my most recent episode on the Sales Success Stories podcast with top recruiter Brian McCann out of Chicago. Listen to this.

You’re working with people on their careers all day long, and while they may not be in sales, I mean, it’s certainly a different industry. I wonder, what advice would you give to somebody that’s early in their career on the sales side? What do you tell them?

Brian McCann: Yeah, I think my main piece of advice would be to go out and take a lot of swings and do the very best you can, making sure you are getting support in and outside of work. But also, you don’t need to hit a home run. In fact, I keep going back to baseball terminology, but you just don’t need to be amazing. I’ve seen people that are amazing when they first start right out of college and then they kind of just dip down. It doesn’t matter how you do early on; it just matters what you learn, and you want to be the number one learner. And the tough part when you’re a junior and you are kind of coming up is that you can’t really quantify that. Like I’m the number one learner. And that’s tough because you want to have that credit and you’ll get it.

But the learning and taking things in, being ultra curious, and not focusing on the status or the money even when you’re starting, it’s common. You need to play the long game, not the short credit money status, title game. That’s a lot of words.

Scott Ingram: For links to connect with Brian and to our full interview, just click over to DailySales.Tips/1813. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1812: 3 Reasons Why Every SaaS Sales Rep MUST Start Their Own Podcast – Ian Agard

October 23, 2024 By Scott Ingram

“It helps you build a personal brand, expand your network, and establish you as a subject-matter expert, but it can also be a very powerful lead generation tool.” – Ian Agard in today’s Tip 1812

Are you planning to start your own podcast?

Join the conversation below and learn more about Ian!

Ian Agard on LinkedIn
Sales Reps On Fire Podcast
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Ian Agard. Ian started his career as an actor before transitioning to tech sales, excelling as a top-performing AE at Clio. He now runs “LevellUp,” a sales training company that helps BDRs, SDRs, and AEs earn their next promotion in 3-6 months by focusing on mindset, habits, and mastering key sales skills. Here he is:

Ian Agard: Today, we’re going to talk about why every tech sales rep, BDR, SDR, and AE, must start their own podcast. I’ll cover three major reasons that can help you build your personal brand, expand your network, and close more deals. Let’s get into it.

Reason number one. Build your personal brand. See, a podcast establishes you as a thought leader. When you host a podcast, people start associating your name with valuable insights in your industry. This trust leads to stronger your relationships with prospects and a greater edge in closing deals. Man, I wish I would have started a podcast back when I was in AE working with lawyers at Clio. Imagine the credibility I could have built by sharing knowledge, relevant knowledge, to my audience.

Reason number two. Expand your personal network. A podcast is a powerful networking tool. Inviting industry experts, clients, or even prospects onto your show opens doors that wouldn’t have existed through traditional prospecting like cold calls or emails. See, imagine interviewing decision-makers who could later become key contacts for you. Here’s a pro tip, though. After the podcast interview, follow up with a casual offer to your prospect to explore how your solution can help. See, the relationship has already been built.

And reason number three. Become a subject-matter expert. Dive into topics your prospects care about. See, by reading books and interviewing experts in your industry, you gain deeper understanding of your prospect’s pain points. And this knowledge will shine through on your sales calls, your sales presentations, and giving you a competitive edge. You see, if I had read books like Fireproof, a guide for building thriving law firms, I could have been a more informed and trusted advisor to my lawyer prospects.

So there you have it. Three key reasons why you should, you must start a podcast today if you’re a sales rep. Not only will it help you build a personal brand, expand your network, and establish you as a subject-matter expert, but it can also be a very powerful lead generation tool. So the action item for today is this. I want you to brainstorm three topics you could cover on your own podcast that would provide value to your ideal clients.

Scott Ingram: To learn more about Ian and subscribe to his podcast “Sales Reps On Fire”, just click over to DailySales.Tips/1812. On that page, I’ve also included a link to my own designer’s PodcastCover.Art page. If you want to go down that path and use them to design your podcast’s cover. I’ll spend an hour with you answering any questions you might have about podcasting. Again, those details are at DailySales.Tips/1812. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

Sales Tip 1811: Get In Touch with CEOs – Andrew Barbuto

October 22, 2024 By Scott Ingram

“To get a response from a CEO is to keep it brief, reach out when they’re working, mention something about themselves as well as something about yourself and how you can help with their strategic priorities.” – Andrew Barbuto in today’s Tip 1811

How do you get in touch with CEOs?

Join the conversation below and learn more about Andrew!

Meeting Hacks
Andrew Barbuto’s Website
Andrew Barbuto on YouTube
Top Sales Producer Blog
Join the waitlist

Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast, and I’m your host, Scott Ingram. Today’s tip comes from Andrew Barbuto. Andrew is a seasoned digital media sales professional with a proven track record of winning new business and building long-term customer relationships. Over the last 8 years, he has been a top-producing salesperson at two leading digital media companies, closing hundreds of services and software deals to agencies and advertisers worth over $250 million in revenue. Here he is:

Andrew Barbuto: Today, we’re going to be diving into a crucial topic of how to get a response from CEOs in just three easy steps. We all know how tough it is to get a response from a CEO and catch their attention. They’re extremely busy, have a million different responsibilities going on simultaneously. What they’re going to have to do is prioritize the tests that are most impactful for their business.

In this video, what I’ll do is I’ll show you three steps that you can take to increase your chance of getting noticed, receiving a response, and setting up time with the first one that we’re going to cover today is to schedule very early and late afternoon messages. CEOs often start their days very early in the morning to get a head start before all of the other tasks come in. It’s not unusual for them to start before 8 AM and work until 7 PM or even later. To increase your chance of getting noticed, either schedule your emails to be sent out the first day in the morning, so you’re sitting at the top of their inbox when they log in, or reach out in evenings and when they’re less likely to be bombarded with different tests, so things like Friday afternoons or even sometimes the weekends. Mix up the channels of the sequences that you’re using to reach out. So reach out via LinkedIn, reach out via email, give them a call to increase your chance of getting noticed.

The second step that we’re going to cover here today is to keep your message brief and mention something that you found out about themselves. You want to make sure that you are increasing your credibility by mentioning something that you found out about them online using some research. CEOs they have great pride in the success of their company since that is their main priority and main responsibility. Show them that you did your homework by referencing an article about a new product launch, a relevant news story that they’re mentioned in, an achievement that you found on their company. When you notice something about them online and it’s off hours, what I’ll typically do is send it to my inbox so that the next time I’m working, I can use that to reach out to them. I’ll send them a congratulatory note if they’ve won an award or they’ve been listed on something as top fast-growing companies. That has been very effective for me getting responses.

Always personalize your emails when you’re reaching out to CEOs. For example, you might say something like, I noticed your recent initiative on… And you could mention a topic that you noticed. And then what you’ll do is you’ll just send a quick note about how your company could help with whatever that priority is. That brings me to my next step, which is use your research to tie your offering to something that you know is their strategic initiative or a key priority of theirs. Clearly articulate how you’re going to be able to help provide value based on something that you found is important to them. Focus on the value and make sure that it’s aligning with their key goals. For example, I saw that sales growth is a priority of yours. We’ve helped companies that are similar to yours increase their sales by as much as 20% in their first quarter.

I’d love to discuss how we can help you with achieving your sales goals. CEOs, ultimately, their goal is to grow their companies, become more efficient, differentiate, and succeed into the future. If you can show that there’s a chance that you can help with that, they’ll see it as their duty to help explore what that is or put you in touch with the person that is responsible for making those buying decisions.

To recap, three easy steps to get a response from a CEO is to keep it brief, reach out when they’re working, mention something about themselves as well as something about yourself and how you can help with their strategic priorities. If you could show them that you’re able to help in a few words possible, and you reach out when they’re working and there’s not a whole bunch in their inbox, then you’ll have the best chance possible of getting a response and ultimately setting up an important meeting.

Scott Ingram: To learn more about Andrew, join the waitlist for his book, and receive a script to secure next steps in meetings, just click over to DailySales.Tips/1811. Once you’ve done that, be sure to come back here for another great sales tip. Thanks for listening!