Brooks McMahon

SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gg_lV0 #ImpassionedSalesSolutions #SandlerHouston #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.la/Q02gh1-Q0 #NeubergerCo #SandlerMDAZGA #ModernBuyer

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SANDLER RULE 52 Sales amateurs dread cold prospecting. Professionals work smart by leveraging their referral tree. A steady stream of referrals means less cold calls and more opportunities to seal a new deal without cold calls. Get smart with all 52 Sandler Rules from "How to Sell to the Modern Buyer." Download your free chapter here: https://hubs.li/Q02ghH9c0 #TrustPointTX #SandlerTX #ModernBuyer

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Most sales reps trigger sales resistance. It’s not their fault, but it's their problem. Top 1% salespeople know how to get their prospects to lower their guard. Here’s how to get ANY prospect to open up and go below the surface Scenario: Prospect tells you the problem or emotional pain they are feeling. ✅ How long has that been going for? Follow-up with: ✅ Ok so you’ve been having this problem for the last 18 months. Has that…has that had an impact on you/your business? They’ll probably say yes in some way. Then, ask this: ✅ Well, in what way though? When you get to this point, you want to ask NEPQ probing questions. Here are a few: ✅ Oh what you mean by that? ✅ Can you tell me more about that? ✅ Can you tell me more about that? ✅ What does that means for you when that happens? ✅ Can you unwrap that for me? ✅ Can you unpack that for me? When you ask probing questions like these, two things happen: 1. You show your prospect you’re concerned about their problems 2. The prospect will tell themselves how those problems are affecting them This makes closing the sale way easier because they feel so much “Internal tension” from where they are to where they want to be, that they feel massive urgency to want to CHANGE. Credit: JeremyLeeMiner on Twitter/X

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How do you capture a prospect’s interest—and respect their time—when you make a cold call? Mark Sellers @funnelprinciple details his strategy in this episode of @SalesReinvented. #Sales #SalesReinvented #ColdCalling https://bit.ly/4aLvEJZ

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98% of sales leaders think their AEs need to get better at closing. IMO, they're dead wrong. The next generation of top-performing sales teams will focus on improving discovery over everything else. Here's 7 reasons why discovery will be the #1 sought out sales skill: 1. Closing Skills Aren't the Bottleneck Many AEs already know how to close, but they don't have enough information from the discovery phase. Without knowing what the prospect really needs, even the best closers have a hard time. 2. Personalized Solutions Win Deals: Thorough conversational-discovery helps AEs tailor their calls and demos to address specific pain points, making the solutions offered far more relevant and compelling to prospects. 3. Builds Trust and Credibility When AEs invest time in understanding their prospects, it builds trust - ESEPCIALLY when they've done preliminary research. Prospects feel heard and valued, which lays the foundation for a stronger / transparent relationship. 4. Identifies the Right Fit: Effective discovery helps in qualifying prospects better. AEs can focus their efforts on leads that are more likely to convert, rather than wasting time on poor-fit opportunities (something SMB, MM, and ENT deal with all the time). 5. Shortens the Sales Cycle: When AEs ask good questions early, they can fix problems quickly. This helps prospects decide faster, and deals get done sooner. 6. Enhances Forecast Accuracy: With a deeper understanding of each deal's nuances, sales leaders and AEs can more accurately predict outcomes and set realistic forecasts (and 1:1s don't have to be about information chasing). 7. Increases Win Rates / Reduce Churn: Deals rooted in thorough discovery have higher win rates (and lower churn) because they are based on a clear alignment between the prospect's needs and the solution offered. TL;DR It’s almost 2025. The traditional focus on closing skills is outdated. The next great sales teams will prioritize improving discovery (and help close deals). Not only is it what our prospects want from us, but... It will create accurate sales pipelines and happier clients that trust salespeople This is shaping up to be the future of sales strategy I'm calling it “Discovery-Driven Sales”

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Cold Calling: Is it Still Relevant in 2024? Absolutely (if you do it right!) While some might say cold calling is dead, it can be a powerful tool for businesses when used strategically. Here's a step-by-step approach to turn those cold calls into warm leads: 1. Research Makes the Difference: Ditch the random dialing! Know your prospect's business: Understand their industry, challenges, and goals. Tailor your pitch: Craft a message that directly addresses their specific needs. 2. Craft a Winning Opening: ️ First impressions matter! Introduce yourself clearly and confidently. Mention a mutual connection, if possible. (It can break the ice!) Quickly state the purpose of your call and the value you offer. 3. Engage, Don't Sell: Listen actively and build rapport. Ask questions about their current solutions and pain points. Let them talk more to understand their specific situation. Focus on building a connection and trust, not just making a sale. 4. Offer Real Value, Not Just a Pitch: Now's your chance to shine! Show how your solution directly addresses their challenges. Use case studies or client success stories to demonstrate value. Focus on the benefits they'll experience. 5. Handle Objections with Grace: Don't be afraid of "no"! Anticipate common objections and prepare clear, concise responses. Be honest if you don't have an immediate answer, but offer to follow up. Turn objections into opportunities to learn more about their needs. 6. Close for the Next Step: Don't leave them hanging! Schedule a meeting to discuss their needs in more detail. Offer to send additional information via email. If they're not a good fit, ask for referrals to similar businesses. Cold calling isn't about a one-time sales pitch. It's about building relationships and becoming a trusted advisor. Focus on helping your prospects, and watch your cold calls turn into warm leads! #coldcalling #salestips #b2bsales #relationshipbuilding #linkedin

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Sales managers, are your new reps fumbling on discovery calls? It's likely because they are too on script. They work down a list of stock questions without connecting the dots or exploring ideas. What happens is they fail to adapt to the buyer's responses or ask probing questions. Then the call ends up feeling like an interview. Real conversations are sporadic. By layering, you can prepare for the twists and turns that conversation take. Layering simply means that you organize your questions by subject matter and topic. 💡 Here's how your reps can put it into practice: > If they have 15 great questions, help them split those up into 5 sections > Go from broad to specific with the line of reasoning. Coach them to be curious, so the conversation feels more natural and less like an interrogation > Coach them to try to find the reason behind their prospect’s questions and responses: “Why is it important to solve that problem?” or “If you could see [result] in [timeframe], how would that impact your [goal]?” It all comes down to having the right strategy to nail discovery calls. Managers and leaders, we laid out all the must-know concepts to close more deals and win buyer trust with our friends at Hoffman. Check out the guide here: https://lnkd.in/eiSvtatF

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Inbound is great. You'll make a lot of easy money that way. You'll secure new customers quickly that way. Shout out to your marketing team for every inbound lead they bring in. Outbound sales separate the winners and the average Joe's. If you can bring in and close outbound pipe, you'll eat forever. You'll always have a job. You will always get the promotion. You are THE guy/girl. You are "Himothy", as the kids say. Last month of the quarter and I have ground to make up. Can either complain about it or go get after it. You know the vibe. Let's ride. #Outbound #DyingBreed #TechSales

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Sales Managers: Don't expect your AEs to cold call if you don't know how to. This kills me. Every week, I meet with leaders asking their reps to make cold calls. But they straight-up suck at cold calling. No prospect would ever take a meeting with them. THIS DOESN'T WORK. This is a culture of hypocrisy. Asking reps to do what you're unwilling or able to do yourself. If your team is struggling to build pipeline right now, get back to the basics. → Do our managers know how to outbound? → Do our managers know what good outbound looks and sounds like? → Do our managers do outbound with their reps? → Do our managers set weekly outbound goals with their reps? → Do our managers reverse-engineer the sales math behind every rep's sales goal? → Do our managers provide weekly outbound coaching to their reps? → Do you, the senior leader, talk to your managers about outbound? → Do you, the senior leader, talk about outbound in your all-hands calls? → Do you, the senior leader, give public shouts to reps doing well at outbound? This isn't rocket science. Don't expect your team to do what your front-line leaders cannot. It's time to get back to the basics. Get in the pit. And show your reps how it's done. And if you can't, you need to learn how. And quick. #sales

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Prospecting and discovery are not about your product or service. It's about your prospect's problems and needs. Download free sales resources like the Prospect Profile Template and an example Call Script at ccs-llc.us. #b2b #b2bsales #salesleadership #salesstrategy #gotomarket #buyercentric #buyerled #prospecting #qualifying #discovery #salesprocess

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Working in sales comes will endless problems... No calls in your calendar? Not a good sign. No pipeline? You might miss quota. Can’t get deal across the line? You’re not going to make commission. These are the kinds of problems that keep you up at night. But there’s an alternative - you can choose good problems: Too many deals? Now you’re stressed about closing them all without missing a detail. Landed a big deal? Feel the management pressure to seal it. Closed many clients? Now it’s onboarding and account management headaches. Keep hitting the accelerator? You start wondering if you're paid enough and overthinking other opportunities. Your problems won't disappear—they just get better. Choose the right problems. 

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IS COLD CALLING REALLY DEAD??? 🧟‍♂️ . Data shows that cold calling is one of the most impactful things you can do to increase the number of meetings you set and opportunities in your pipeline. It doesn't look dead to us. It’s the single most hated part of outbound sales, but it doesn’t have to be. Join us for this live webinar on MAY 8 for a walkthrough of the best cold calling scripts and tricks to have better conversations, book more meetings, and close more deals. The legend James A. O'Sullivan will cover how to make calls via Apollo.io and unveil some NEW features releasing soon. You'll learn: ✅ The best opening lines to have great conversations ✅ How to overcome common objections ✅ Why you should be leaving voicemails We'll take questions live too. If you can’t make it, register anyway! Everyone gets the recording via email after the show. #salesevent

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Behind every successful AE is a strong SDR. I hear crazy stories of AE and SDR's not getting along and blaming each other for mistakes. But i think the biggest thing i lack of communication. Not being clear on expectations from both of us. One my rule of thumbs, is an EOW recap meeting (usually less then 25 min) Why? I want to make sure were all on the same page. -Understanding what we both accomplished -Areas for improvement -Tips/Tricks -Coffee conversation to see how we both are doing. By having these simple conversations its allows you even build a strong relationship with your SDR or AE. Remember... Y'all are on the same team here 🏆

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