Afleveringen
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Connect with Devon Hennig on LinkedIn, mention this podcast & he'll meet you!
Checkout Boardroom Confidential
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Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
SummaryIn this episode of the Work Before the Work podcast, host Paul M. Caffrey speaks with Devon Henig, a seasoned marketing professional and author of the Senior Compensation Bible. They discuss effective prospecting and sales strategies, the importance of preparation in negotiations, and tips for career advancement. Devon shares insights on leveraging value in sales, recommended books for personal development, and his personal interests, providing a well-rounded view of his professional philosophy and personal life.
TakeawaysKnow your product and your ideal customer profile.Use creative subject lines for better email open rates.Content marketing remains a powerful tool.Leverage underpriced attention on platforms like TikTok.Provide value before making an ask in sales.Drum up leverage to earn promotions.Preparation is crucial for successful negotiations.Position yourself as the product in negotiations.Read negotiation and sales books for improvement.Find inspiration in sports documentaries and greatness.p.s. Are you an ambitious AE interested in coaching to master discovery & demos so you can exceed quota? Send me a DM on LinkedIn saying "AE" to find out more. 🔥 🍾
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Connect with Cait Kennedy on LinkedIn,
Visit Get Spoons.io
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
SummaryIn this conversation, Kate Kennedy discusses the topic of account-based sales and the importance of research in the sales process. She explains that account-based sales is most effective for companies with larger deal sizes and longer sales cycles. Kate provides insights on how to build a list of target accounts, emphasizing the need to focus on accounts with urgent, painful problems that can be solved by the seller's solution. She also shares tips on reaching out to junior people in organizations and highlights the importance of ongoing research throughout the sales cycle.
TakeawaysAccount-based sales is most effective for companies with larger deal sizes and longer sales cycles.When building a list of target accounts, focus on accounts with urgent, painful problems that can be solved by your solution.Reach out to junior people in organizations to validate the existence of a problem and gather insights.Ongoing research throughout the sales cycle is crucial to stay informed about changes in the organization and industry.Focus on the prospect's problem and provide insights into solving it at every stage of the sales process.Are you an Ambitious Account Executive looking to fill your pipeline in 90 days or less?
Then check this out.
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Zijn er afleveringen die ontbreken?
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Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally.
SummaryIn this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the strategies that elite account executives are employing in 2024 to achieve higher success rates in sales. He emphasizes the importance of preparation, effective prospect qualification, and the need for a structured approach to sales processes. Caffrey outlines key strategies that top performers use to close deals, including engaging with CXOs early, following a sales process, and maximizing preparation for meetings and demos. He also introduces a preparation ritual to help sales professionals optimize their time and efforts, ultimately leading to better outcomes in their sales endeavors.
TakeawaysElite account executives focus on matching their pipeline with their Ideal Customer Profile (ICP).Top performers follow a structured sales process more consistently than others.Engaging CXOs early in the sales process accelerates deal momentum.Regular communication with prospects increases close rates significantly.Preparation is crucial; it can be the difference between winning and losing a deal.Understanding the prospect's pain points is essential for effective selling.Top sales professionals excel at qualifying prospects to ensure they are worth pursuing.Customized demos and presentations require more preparation than standard ones.Creating a preparation ritual helps sales professionals stay organized and focused.The disparity in performance among account executives is growing, with a small percentage closing the majority of revenue.Sales Leaders,whenever you're ready, there are 2 ways I can help you:1. Book Your Sales Kickoff SpeakerKeynotes: Planning your Sales Kickoff? 17% of AEs closed 81% of revenue across $54bn of pipeline in H1 2024 according to Ebsta. What are top reps doing? "The Work Before the Work" e.g. Top AEs capture 90%+ qualification info before demos. Top AEs kill deals at discovery 3x more than average reps & keep their CRM updated! Paul M. Caffrey's entertaining keynotes shares a preparation framework & insights that shows AE's how to outperform the competition. Check Paul's availability here.
2. Book Paul M. Caffrey to be train your sales team.Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now.
"Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team." Mike Fallat | CEO & Founder
Account Executives......when the time is right, the 2 ways I can help you is with:1. Sales CoachingSales Coaching to Exceed Quota: If your serious about exceeding quota, then you need the right skills...right now. Despite AI, online courses & so much free content...coaching is still the fastest way to get there. Apply to join my private coaching here.
"All I can say is thank you, and I owe you a lot of commission!"Jodie Vard | Account Executive | Navan
2. Get The BookGet your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
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Connect with Guy Rubin on LinkedIn, mention this podcast & he'll meet you!
Get the ebsta 2024 B2B Sales Benchmarks Report here
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
summaryIn this conversation, Paul Caffrey interviews Guy Rubin, the founder and CEO of EBSDA. They discuss various topics related to sales and career growth. Guy shares his number one prospecting tip, which is to know your Ideal Customer Profile (ICP) and build relationships with the right personas within that ICP.
He also emphasizes the importance of qualifying opportunities correctly to increase the chances of closing deals. Guy provides a tip for those looking to get promoted, which is to become useful and add value to the C-level executives.
They also briefly discuss books, favorite movies, and the best concert Guy has ever been to. The conversation concludes with a discussion on the importance of data and insights in sales.
takeawaysKnow your Ideal Customer Profile (ICP) and build relationships with the right personas within that ICP.Qualify opportunities correctly to increase the chances of closing deals.To get promoted, become useful and add value to the C-level executives.Data and insights are crucial in sales.Recommended books: 'Crossing the Chasm' and others.Favorite movie: 'Starship Troopers'.Best concert: Michael Jackson.Are you an Ambitious Account Executive looking to fill your pipeline in 90 days or less?
Then check this out.
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Connect with Shantanu Shekhar on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
"Data itself is an asset, but you need to identify the signal within the noise."
SummaryShantanu Shekhar, Senior Director of Go-To-Market at Gong, shares insights on revenue operations and the growth of LinkedIn. He emphasizes the importance of focusing on customer value and aligning strategy and operations. Shantanu discusses the role of data in decision-making and highlights the need to identify relevant and reliable data. He also explores the future of AI in revenue operations, including data-driven insights and increased efficiency. Shantanu provides advice for companies starting out and discusses the evolving role of SDRs. He concludes by discussing the essential tech stack for revenue operations and the importance of starting with the customer.
TakeawaysFocus on customer value and align strategy and operations to drive growth.Use data to make informed decisions and identify relevant and reliable data points.AI can enhance revenue operations by improving data quality, driving insights, and increasing efficiency.Consider the evolving role of SDRs and the importance of talent pipeline development.Build a tech stack that starts with the customer and supports the entire customer lifecycle. -
Connect with Paul M. Caffrey on LinkedIn. AND Shoot Paul a DM about what you liked about the episode. He responds to every message personally.
SummaryIn this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the critical role of demos and discovery sessions in sales. He emphasizes the importance of clear communication and structured approaches to ensure successful outcomes. Caffrey shares insights on how top performers excel by gathering essential information early in the process and highlights the need for account executives to clarify the decisions they are asking prospects to make during demos. He also provides practical tips for structuring demos effectively to connect prospects' current situations with desired outcomes, ultimately driving better sales performance.
TakeawaysTop performers gather 90% of information before discovery.Clear communication is essential for successful demos.Demos should clarify the decision being asked of prospects.A mutual success plan can guide the demo process.Understanding the prospect's current situation is crucial.Value maps connect problems to desired outcomes.Proof points enhance the credibility of demos.Account executives should have a structured approach to demos.Preparation is key to effective sales presentations.Sales processes should be standardized for better performance.
Sales Leaders,whenever you're ready, there are 2 ways I can help you:1. Book Your Sales Kickoff SpeakerKeynotes: Planning your Sales Kickoff? 17% of AEs closed 81% of revenue across $54bn of pipeline in H1 2024 according to Ebsta. What are top reps doing? "The Work Before the Work" e.g. Top AEs capture 90%+ qualification info before demos. Top AEs kill deals at discovery 3x more than average reps & keep their CRM updated! Paul M. Caffrey's entertaining keynotes shares a preparation framework & insights that shows AE's how to outperform the competition. Check Paul's availability here.
2. Book Paul M. Caffrey to be train your sales team.Team Training: Does your team need help prospecting? Are they stuck at surface level pain in discovery? Are their demo's too vanilla? Do they default to discounting when negotiating? Book a team training session to help your team master prospecting, discovery, demos or negotiation. Book team training now.
"Simple, easy to implement takeaways that our entire team can utilize. The masterclass will help us achieve higher close rates and better agreements & communication with clients. The masterclass is great for entrepreneurs who have a sales team." Mike Fallat | CEO & Founder
Account Executives......when the time is right, the 2 ways I can help you is with:1. Sales CoachingSales Coaching to Exceed Quota: If your serious about exceeding quota, then you need the right skills...right now. Despite AI, online courses & so much free content...coaching is still the fastest way to get there. Apply to join my private coaching here.
"All I can say is thank you, and I owe you a lot of commission!"Jodie Vard | Account Executive | Navan
2. Get The BookGet your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
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Free Trial: Fyxer.ai - Save 1 Hour Per Day on Email!
Connect with Archie Hollingsworth on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
SummaryArchie Hollingsworth, co-founder of Fixer.ai, shares his journey as an entrepreneur and provides insights on how to become a founder. He outlines a four-step process for wealth creation, starting with time-for-money jobs, moving to service businesses, then productized services, and finally selling products. He emphasizes the importance of domain expertise and understanding customer workflows when building software products. Hollingsworth also discusses the challenges of selling in a world of AI and automation and the need for salespeople to focus on building relationships and providing value. He invites listeners to try Fixer.ai and connect with him on LinkedIn.
TakeawaysThe journey to becoming a founder involves starting with time-for-money jobs, then moving to service businesses, productized services, and finally selling products.Domain expertise and understanding customer workflows are crucial when building software products.In a world of AI and automation, salespeople need to focus on building relationships and providing value.Selling software based on warm signals and intent is becoming more important than traditional outbound methods.Fixer.ai offers AI-powered email management to help salespeople save time and focus on building relationships. -
"Your first impression sets up your subsequent beliefs."Summary
In this episode of the Work Before the Work podcast, host Paul M. Caffrey discusses the importance of preparation in sales meetings and how to make a great first impression. He highlights upcoming guests and their contributions to the sales process, emphasizing the need for sales professionals to engage effectively with prospects. Caffrey shares practical tips for preparing for meetings, including researching the prospect's business and industry, to ensure a productive conversation that leads to successful outcomes.
TakeawaysPreparation is key to making a great first impression.Sales professionals must engage effectively to overcome bias.Researching the prospect's business can enhance the conversation.A well-prepared meeting can lead to better engagement and outcomes.Spending time on preparation can make you look more accomplished.Salespeople should aim to help prospects make confident decisions.Building rapport should go beyond mundane small talk.Understanding industry trends can impress prospects.Effective communication is crucial in sales meetings.Those who are ready to serve will achieve greater success. -
Connect with Kristie Jones on LinkedIn & let he know what your favourite part of the episode was.
Get the new book: "Selling Your Way In, The Playbook for Setting Your Income and Owning Your Life" by Kristie K Jones.
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Connect with Paul M. Caffrey on LinkedIn.
Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
Key Lessons for Sales Professionals & Founders:Choose the right sales role by understanding your motivations, superpowers, and desired compensation.Be intentional and proactive about your career to maximize your income and own your life.When transitioning from founder-led sales to building a sales team, take the time to define your ideal customer profile and product-market fit.When hiring sales professionals, focus on finding the right fit for your company culture and ensure they align with your ideal customer profile.Prospecting tip: Just do it. Consistent prospecting is essential for success in sales.Sales tip: Introduce prospects to other prospects to win their hearts and build relationships.To get promoted, understand your why, earn the right to be promoted, and sell your promotion to others. SummaryIn this conversation, Kristie Jones, author of "Selling Your Way In," shares insights on choosing the right sales role, the importance of self-awareness, and navigating the real estate industry.
She also discusses the transition from founder-led sales to building a sales team, the process of hiring sales professionals, and her experience working with Mike Weinberg on the book. Kristie provides valuable tips on prospecting, sales, and getting promoted. In this conversation, Kristie Jones discusses various aspects of sales and career advancement. She emphasizes the importance of having the right motivations for seeking promotions and career growth.
Jones shares her personal experience of wanting to pay for her son's college education and how that drove her to work towards financial success. She also recommends reading books on psychology and sociology to gain a deeper understanding of human behavior and improve sales skills. Lastly, Jones highlights the significance of thorough preparation and research in sales, urging sales professionals to avoid asking questions that can easily be found online.
P.S. Enjoy the Show, Rate Us in your Podcast APP!!(The more stars, the better lol) -
Check out Spoons here
Connect with Cait Kennedy on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
SummaryIn this conversation, Cait Kennedy shares valuable tips for sellers to improve their prospecting, sales techniques, career advancement, and preparation. She emphasizes the importance of understanding and addressing prospects' problems, doing thorough research before sales calls, making the boss's job easier to increase promotion chances, and reading the book 'Problem Prospecting' by Richard Smith, Mark Ackert, and Stuart Tyler. Cait also highlights the significance of being reliable and hardworking to stand out among peers. Overall, the conversation provides practical advice for sellers to enhance their sales approach and career growth.
TakeawaysUnderstand and address prospects' problems to stand out in outreach.Thoroughly research prospects and their organizations before sales calls.Make the boss's job easier to increase chances of promotion.Read 'Problem Prospecting' by Richard Smith, Mark Ackert, and Stuart Tyler to improve sales techniques.Be reliable and hardworking to stand out among peers. -
Are you an Account Executive based in Dublin? Good News!
The waitlist is now open for the next 1 Day Elite Account Executive Accelerator. Join & be in with a chance to win a ticket & get access to "Opportunities by Outbound" for free! Join the Waitlist here.
Check out Fyxer.ai here
Connect with Archie Hollingsworth on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
SummaryThe conversation discusses the importance of effectively communicating your needs when asking someone for an introduction. It emphasizes the need to clearly articulate what you are looking for and how the other person can help you.
The conversation also highlights the value of building strong relationships and networking to expand opportunities. Overall, the key takeaway is to be specific and concise when requesting introductions and to nurture relationships for mutual benefit.
p.s. I'm looking for 3 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
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Are you an Account Executive based in Dublin? Good News!
The waitlist is now open for the next 1 Day Elite Account Executive Accelerator. Join & be in with a chance to win a ticket & get access to "Opportunities by Outbound" for free! Join the Waitlist here.
Check out FOUR/FOUR AI here
Connect with Rob Dumbleton on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 3 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
SummaryIn this conversation, Rob Dumbledon shares his best sales advice. The main themes discussed include the importance of curiosity in sales, stakeholder management, the role of analytics in sales, recommended books for salespeople, and the significance of preparation in the sales process.
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Check out FOUR/FOUR AI here
Connect with Rob Dumbleton on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 3 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
SummaryRob Dumbleton, co-founder of FOUR/FOUR.AI, discusses the importance of preparing for sales meetings and the need for sales and product teams to work together. He emphasizes the use of the jobs-to-be-done framework to understand customer needs and connect them to day-to-day tasks. Rob highlights the value of gathering and analyzing customer information to qualify opportunities and personalize sales conversations. He also emphasizes the importance of storytelling in B2B sales, focusing on creating empathy and demonstrating evidence-based outcomes. Rob shares his approach to building pipeline as a founder and the importance of having a disciplined sales process.
TakeawaysPreparing for sales meetings is crucial for success in sales.Sales and product teams should work together and use the jobs-to-be-done framework to understand customer needs.Gathering and analyzing customer information helps qualify opportunities and personalize sales conversations.Storytelling is an effective way to create empathy and demonstrate evidence-based outcomes in B2B sales.Founders should have a disciplined sales process and focus on building pipeline. -
I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
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Get Tara's New Book Now! STOP APOLOGISING. Click Here
Connect with Tara Rule on LinkedIn.
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Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
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SummaryIn this conversation, Tara Rule shares her top tips for sales prospecting and selling. She emphasizes the importance of making genuine friendships and helping others. Tara also advises always be closing and detaching personal worth from rejection.
She discusses the importance of playing to your strengths and turning them into superpowers for career advancement.
Tara recommends the book 'The Chimp Paradox' for self-awareness and her own book 'Stop Apologizing' for building inner confidence. Lastly, she shares the importance of telling yourself something true and positive for effective preparation.
TakeawaysMake genuine friendships and help others in sales prospecting.Detach personal worth from rejection and always be closing.Play to your strengths and turn them into superpowers for career advancement.Read 'The Chimp Paradox' for self-awareness and 'Stop Apologizing' for building inner confidence.Tell yourself something true and positive for effective preparation. -
Get Tara's New Book Now! STOP APOLOGISING. Click Here
Connect with Tara Rule on LinkedIn.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me the phrase "90" on LinkedIn Paul M. Caffrey on LinkedIn.
SummaryTara Rule discusses her book 'Stop Apologizing' and the importance of silencing your inner critic, finding confidence, and reframing apologies. She explains that the book was inspired by the prevalence of apologizing in society and the impact it has on individuals' success.
Rule emphasizes the need to address the root causes of apologizing and offers exercises and frameworks to help readers overcome self-doubt and limiting beliefs. She also provides practical tips for elegant interruption, reframing language, and making decisions. Rule highlights the importance of positive intent, assertive communication, and hope as a strategy for achieving goals.
TakeawaysSilencing your inner critic and reframing apologies can lead to increased confidence and success.
Addressing the root causes of apologizing is essential for personal growth and development.
Practical exercises and frameworks can help individuals overcome self-doubt and limiting beliefs.
Elegant interruption techniques can be used to assertively communicate without apologizing.
Positive intent and hope can serve as strategies for achieving goals and overcoming obstacles. -
Get James New Book Now! UNSTICKING DEALS. Click Here
Connect with James Muir on LinkedIn.
#1 best-selling book: The Perfect Close | Find Out More
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
SummaryJames Muir, author of 'The Perfect Close' and 'Unsticking Deals', shares insights on effective closing techniques and preventing deals from getting stuck. He introduces 'The Perfect Close', a simple two-question approach that is 95% effective in advancing sales. Muir emphasizes the importance of having a clear outcome in mind for each meeting and preparing a mutual action plan with the client.
He also discusses common reasons for deals getting stuck, including sales issues, client indecision, and business case problems. In this conversation, James Muir and Paul M. Caffrey discuss the importance of champion management and building strong relationships in sales.
They emphasize the need for salespeople to be fully present and focused on helping their clients achieve their goals. They also highlight the power of referrals in prospecting and the importance of delivering results to get promoted. James recommends the book 'Let's Get Real or Let's Not Play' by Mahan Kals as a valuable resource for complex B2B sales. He also shares his perspective on doing the work before the work, which involves understanding the industry and the challenges faced by clients to provide tailored solutions.
Takeaways
The Perfect Close is a two-question approach that is 95% effective in advancing sales.Having a clear outcome in mind for each meeting and preparing a mutual action plan with the client can facilitate decision-making and prevent deals from getting stuck.Common reasons for deals getting stuck include sales issues, client indecision, and business case problems.Building relationships with key stakeholders and obtaining executive support can help overcome sales challenges and facilitate the decision-making process.Champion management is a key aspect of successful sales, and salespeople should focus on building strong relationships with their clients.Being fully present and genuinely trying to help clients achieve their goals is crucial in building trust and credibility.Referrals are a highly effective channel for prospecting, and salespeople should leverage them to maximize their potential.Delivering results is the most important factor in getting promoted, and mastering prospecting can significantly contribute to sales success.The book 'Let's Get Real or Let's Not Play' by Mahan Kals is recommended for salespeople in the complex B2B sales space.Doing the work before the work involves understanding the industry and the challenges faced by clients to provide tailored solutions. -
I'm looking for 5 Account Executive and 5 Founder Seller serious about exceeding their sales target in 2024.
If thats you, then Message me on LinkedIn Paul M. Caffrey on LinkedIn.
Connect with Allan Langer on LinkedIn]
Find out more about The 7 Secrets Sales
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SummaryIn this conversation, sales consultant Allan Langer discusses the importance of body language in sales and how it can be a game changer. He shares tips on how to interpret and respond to different body language cues during sales meetings, both in person and on Zoom.
Langer emphasizes the significance of paying attention to nonverbal signals and using them to build trust and rapport with potential clients. He also debunks common misconceptions about body language, such as crossed arms always indicating negativity.
Overall, the conversation highlights the power of body language in sales and the need for salespeople to be aware of their own body language as well. In this conversation, Allan Langer shares valuable insights on sales conversations and techniques.
He emphasizes the importance of asking open-ended questions and focusing on the problem that the product or service solves. Langer also discusses the best practices for delivering sales presentations and pricing strategies. He provides tips on prospecting, getting promoted, and improving sales skills. Langer recommends books like 'The Seven Secrets to Selling More by Selling Less' and 'Business Made Simple' by Donald Miller. He emphasizes the significance of mindset and positivity in sales preparation.
Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
TakeawaysBody language is an important aspect of sales and can be a game changer.Paying attention to nonverbal signals and cues can help build trust and rapport with potential clients.Misconceptions about body language, such as crossed arms always indicating negativity, should be debunked.Salespeople should be aware of their own body language and use it to create a comfortable and engaging environment.Ask open-ended questions to engage prospects and understand their needs.Focus on the problem that your product or service solves, rather than just selling the features.Deliver sales presentations in a way that matches the context, whether in person or on Zoom.Use anchoring and show three pricing options to give prospects a buying mindset.Engage with prospects on LinkedIn by posting content and commenting on their posts.
To get promoted, perform well and show a selfless attitude towards the company's success.Read books like 'The Seven Secrets to Selling More by Selling Less' and 'Business Made Simple' by Donald Miller.Develop a growth mindset and maintain a positive attitude in sales preparation.Mindset is key to success in sales, so focus on being positive and proactive.Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
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Get a FREE COPY of Scott Leese's bestselling book "From Rep to Manager" by simply sending Scott a message on LinkedIn saying you heard him on "The Work Before the Work" podcast with Paul M. Caffrey!!!
"Scott, I heard you on The Work Before the Work Podcast with Paul...send me a free copy of From Rep to Manager!!" CLICK HERE to send 🏄♂️ Scott Leese a message on LinkedIn.
12 Unicorns, 11 Exits, Find out more about Scott's GTM advisory here.
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Connect with Paul M. Caffrey on LinkedIn.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
TakeawaysTransactional sales is a platform for success in sales and provides foundational skills that can be applied in any career.Going through hardships can give you perspective and a sense of urgency, which can be powerful motivators.Sticking to a sales process and using scripts effectively can lead to consistent results.
Building a network and getting involved in communities can help in finding great salespeople.When bringing in advisors, look for experienced individuals who have achieved the desired outcomes and have a strong personal and professional connection.Commitment and sacrifice are key to becoming an elite sales performer.Continuous learning and self-awareness are crucial for personal and professional growth.Investing in oneself through events and communities can be a powerful way to level up.Networking and impromptu conversations can lead to valuable connections and opportunities.Focus on solving customer problems and understanding their needs.Read books outside of the sales genre to gain different perspectives.Preparation is essential in sales, including knowing the industry, product, process, and pitch.
SummaryIn this conversation, Scott Leese discusses his experience as a go-to-market advisor and the importance of transactional sales. He shares his personal journey and how going through hardships can give you perspective and a sense of urgency.
Scott emphasizes the value of sticking to a sales process and using scripts effectively. He also provides insights on finding great salespeople and when to bring in advisors. In this conversation, Scott Leese shares insights on what makes an elite sales performer and how they can improve.
He emphasizes the importance of commitment, continuous learning, and self-awareness. Scott also discusses the value of investing in oneself through events and communities, as well as the power of networking and impromptu conversations.
He advises salespeople to focus on solving customer problems and recommends reading books outside of the sales genre to gain different perspectives. Lastly, Scott highlights the significance of preparation in sales, including knowing the industry, product, process, and pitch.
p.p.s. Next cohort starts this week. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.
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Connect with Alice Heiman on LinkedIn AND LET HER KNOW YOU HEARD HER ON THIS PODCAST!!
Alice Heiman's website
Do you have the makings of an Elite Sales Professional?Measure your ability to sell vs elite sellers.
Take the Elite Seller Assessment Now!
The best part, you get a Personalised Score, and Specific tips on how to improve your exact current situation.
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Connect with Paul M. Caffrey on LinkedIn.
FREE!! Get 5 Scripts to help you 5x your Pipeline here.
Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition."
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TakeawaysCEOs can unintentionally block sales by not aligning with modern sales methods and impeding the sales process.Understanding the customer journey is crucial for effective sales strategies.Building a sales team should involve hiring a customer success person and a sales coordinator before bringing in salespeople.Referrals are a powerful prospecting tool that can lead to more successful sales.Demand generation is essential in marketing to generate interest and conversations with potential buyers.Recommended books for sales professionals include 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie.SummaryIn this conversation, Alice Heiman, Chief Sales Energizer and host of Sales Talk for CEOs podcast, discusses the challenges CEOs face in blocking sales and the need for CEOs to adapt to modern sales methods. She emphasizes the importance of understanding the customer journey and aligning sales strategies accordingly.
Alice also provides insights on building a sales team, prospecting through referrals, and the significance of demand generation in marketing. She recommends books such as 'To Sell as Human' by Daniel Pink and 'How to Win Friends and Influence People' by Dale Carnegie for sales professionals to read.
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I'm looking for 5x AEs planning to Exceed Quota & Get Promoted in 2024. If that's you, send me a DM and I'll message you the details.
Connect with Paul M. Caffrey on LinkedIn & shoot me a DM saying "coaching" & I'll share the details. SummarySuccessful people, including sales leaders, seek coaching and guidance to improve their performance and achieve higher levels of success. Even those who appear to know what they're doing still benefit from coaching to stay accountable and learn new ways of doing things.
CEOs and sales leaders alike receive coaching to enhance their leadership skills and make their organizations more self-sufficient. Investing in oneself through coaching is critical for salespeople to excel.
Coaching can come in the form of one-on-one or group sessions, as well as through books, podcasts, and other resources. It's important to prioritize self-investment and seek coaching to reach one's desired goals.
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