Today’s episode is from Craig Rosenberg about how to lead with insights and when to not send a proposal yet.
What industry or market insights can you share with your prospects, to change the conversation?
Join the discussion below and get 25% discount at the Topo summit!
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from my friend and mentor, Craig Rosenberg. Back in the day, Craig was known as the funnelholic. Now he’s the co-founder and chief analyst at Topo, host of the Topo Summit coming in April. Here’s Craig with today’s tip:
Craig Rosenberg: Hey, Scott! Craig Rosenberg here. I just wanted to first tell you-you’re doing great work and I love everything you’re doing from the podcasts to your event, etc. So I wanted to give you a couple of sales tips to share with your audience. Number one is, I think a lot of people are trying to help sales reps lead with insights to change the conversation and I do believe that 100% and I’ll say two things abound that. One is, let’s make the first conversation in the sales process something valuable to the customer. It could be a conversation either about the market, could be a conversation about their industry, it can be a conversation about how businesses like them or changing the way they operate or it could be about the function what’s happening to people in that role.
And so a good mad lib for you, cause I know people are trying to do it without the absence of a deck, with an absence of everything else being enabled from the organization is, instead of saying what keeps you awake at night, how about if you say, “I’ve talked to millions of people just like you and the three things I’ve noticed that all of them have been telling me is this, this and this, is that something you’re seeing?” So that’s one easy way to sort of, lead with insights and change the conversation. So there’s a million other tips. The other one I’ve been seeing a ton of value for in particular for inside sales. SMB mid-market who are used to just sending a quote via email and then chasing their prospects. Let’s learn from enterprise sales reps here and never send a proposal without having a meeting to walk through it. They might say, well they want us to send an advanced grade, as long as there’s a meeting on the calendar. The most important thing is that you’ll present a proposal and when you present the proposal, it’s not a price quote, it’s a proposal. So you’re going to reiterate their challenges and talk about the solution and talk about the outcomes that you will deliver from that solution. And know, by the way, this is how much this partnership will cost. I can guarantee you will see higher conversion rates when you reach the proposal stage and you’ll be able to charge more as a result. So those are my two tips. Hope those work. And again, thanks for all the work you’re doing buddy.
Scott Ingram: Based on Craig’s tip, my question for you today is what industry or market insights can you share with your prospects, to change the conversation? Join that conversation at DailySales.Tips/31, on that page you’ll find links to Craig and Topo as well as a new account based benchmark research study they’ve released. But most importantly is a 25% discount link to the Topo summit in San Francisco on April 17th and 18th as long as I can get my travel schedule to cooperate, I’ll see you there. Again, that’s DailySales.Tips/31 and then come back tomorrow for a killer tip from Meredith Messenger.