Paul R. Butterfield 📈

OEM sales VP's, managers, and trainers: what would happen if your new dealer reps got up to quota in half the time it takes right now? Today it can take 6, 12, or 24 months to get new reps fully up to speed on your product line-up, features and benefits, applications, how to overcome objections. It's an expensive period of time for multiple reasons: ❌ 1. sales reps are an investment of time and money; until they start producing, they are a cost center for both you and the dealership ❌ 2. new reps, particularly the young ones, are easily discouraged and likely to turn over if they don't have success (sales and commissions) ❌ 3. customers lose confidence when interacting with a rep who behaves like an order taker What if there were a way to cut ramp up time in half? Getting reps to quota quicker would flip the script on its head and produce reps who are knowledgeable, able to advise customers, having sales success....faster. Here's how to do it: ✅ 1. provide on demand reinforcement with content that your reps can access where they want to: web, phone, or tablet ✅ 2. make the content easy to access and find, even offline ✅ 3. provide a mix of content types - videos, spec sheets, calculators If you'd like me to send you a copy of this spreadsheet, just leave a comment including the word "ROI" and I'll DM it over.

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Is your #prospecting approach outdated? Download Sandler's whitepaper "6 Modern Prospecting Mistakes and How to Avoid Them." Discover how to personalize your outreach, craft strong CTAs, and leverage technology! Get your copy and improve your prospecting efforts: https://lnkd.in/eU_SaGH5 #SalesSuccess #ProfessionalTraining

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Unlock the power of sales intelligence to connect with prospects more meaningfully. 🙌 Build strong connections with potential clients using actionable tactics you can implement immediately. This webinar will help you: 👉 Understand the data available on ZoomInfo 👉 Tailor ZoomInfo to your prospecting needs 👉 Improve prospecting efficiency and outcomes 👁️ Watch it on demand here: https://lnkd.in/gh83pJEw #SalesEnablement #Sandler

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Does your company struggle with having a strategic and reliable revenue stream? Do you need a sales leader but are not ready ,or do you have in place the Infrastructure needed to achieve your Sales goals? Then look at how to thrive having a Fractional Sales Leader and get the whole sales team rowing thew boat the same way and close deals faster. Reach out to learn more on how you can thrive using Fractional Sales Leadership in your company. #fractionalsalesleadership #salesstrategy #salesgrowth #closedealsfaster https://lnkd.in/gfyQBpbB

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CS teams NEED to start "managing up" with execs and the board by talking about REVENUE. Yes, you can keep talking about sentiment and feelings, but start with the $. Don't lead with churn- Bottom-line-focused execs don't like that headline, so you need to tell the story better. An informal poll had CS teams owning over 50% of the revenue of many SaaS companies. Lead with this and have it be your first talking point. From there you will be able to get more things done with other departments, as your requests will be revenue-focused Need to get a Customer Success Platform as you scale? Point to revenue and the potential to lose revenue without efficiencies Need to hire more to prevent burnout? Point to Revenue potential with renewals and upsells Talk in the language your execs and board want to hear.

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EA or Boss #ea #boss #ceo #coo Get the template for this and more - link in bio #Sales #salestips #salesleader #salesleadertips #ceo #owner #salesemails #salesscripts #prospecting #ae #sdr

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After being in B2B sales for 17 years... Here are 5 INDISPUTABLE facts about sales. P.S. Want to see how I averaged $606K+/year? Master these 3 things: https://venli.co/1ea-3laws

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Subservient salespeople put themselves on the back foot before they've even begun... 1. "Sorry to bother you..." 2. "I know you're busy..." 3. "I won't take up too much of your time..." 4. "I just wanted to..." 5. "Please can I take 30 seconds..." ..."sorry for existing"... In the mind of your buyer you've just demonstrated that your time is less valuable than theirs. That you're less important than them. You've put them on a pedestal. And whether consciously or not, they have lost respect for you. So, here are some alternatives to start off on the right foot... 1. "I know I'm most likely an interruption..." 2. "Did you have a moment?" 3. "I'll get straight to the point..." 4. "Reason for the call..." 5. "I can sum it up in 30 seconds..." #sales #mindset #sell

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Frustrated dealing with inaccurate forecasts and missed quotas? Sandler's complimentary whitepaper can help! "How" can you streamline your sales process for today's buyers, identify high-potential customers with effective lead qualification, and equip your reps to close more deals? See below... Isn't it FINALLY time to elevate your sales team's performance? (Especially if they are already good? = Max ROI is always on A-players, FYI!) Free, no spam paper on how, here only: https://lnkd.in/g2U4YXBa #SalesManagement #SalesLeadership *Next, do something different for a “change”... Come "see" Sandler in action, Crash a live session via ZOOM or in-person as MY GUEST... We always have a blast! Info only link on that here: https://lnkd.in/g5xydwm #SalesSuccess #SalesManagement #vistage #ceo #leadership #sandler #salestraining #selling #prospecting #EarnMoreBusiness #leadership #businessdevelopment #coaching #ceoinsights #president #salesleadership #vp #vicepresident #owner #founder #salesmanager #salesmanagement #10xgrowth #leader #leadershipdevelopment #business #alignment #10x #training #motivation #motivator #motivational #bestpractices #podcast #salesandmarketing #strategy #sales #buyersjourney #closer #vistage #professional #artificialintelligence #ai #howtosucceed #ROI #technology #managerdevelopment #tech #tai #closer #virtualselling #digitaltransformation #challenges #frustrated #struggling #frustrating #closingsales #salestechnology #ai #SalesProcess #SalesForcast #increaserevenue #increasesales #margins #howtosell

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What are sales comp accelerators and when do you use them? Yes, there are more comp structures than basic commission plans. Why does this matter? Answer: Accelerators are higher commission rates for exceeding targets. Use them to motivate top performers and drive exceptional results. When the business strategically stacks quarterly accelerators on top of annual accelerators, the result is positive behavior drivers for salespeople that result in more revenue for the company. Here's a list of other types of commission structures that you can layer together: Tiered Commissions Profit-Sharing Performance Bonuses Gainsharing Equity Compensation Spot Awards Team-Based Pay Base Salary plus Commission (standard structure) Tiered Commissions + Accelerators + Team-Based Structures perform well in the enterprise market. Blog: https://lnkd.in/gEZvfS45 Capo Sales Consulting ✌🏼 💜 🥳 #teamcapo #salesstrategy #salesexcellence #saas #salesconsulting #kksp #caposalesconsulting

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Statement 1 is obvious Jason Bay tech tools when chosen to suit/solve the needs launch their sales… but invest for real and give them the tools they need. Is this really what you are observing? Initially, each solution is created to solve a specific need... even in the same category: sales enablements. They evolve vertically or horizontally.  I say: "Pick to solve not to standardize". Even a CRM can be a luxury… it comes back to: what are you trying to solve? again... pick to solve not to standardize! AI can be the solution or... not. Spot on for your 4th statement: Human nature is not changing just by implementing a CRM or a new sales pipeline strategy! Use tech to promote and support the desired behaviour. This should be one of the criteria of your tech selection process. 

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💡Master the art of strategic questioning in sales with "100 Great Sandler Questions...And When To Ask Them." 💬  Learn how to effectively guide conversations and outcomes, from initiating engagement to navigating objections.  This comprehensive guide covers 100 questions across 20 critical categories, empowering you to close the gap between your buyer's current state and their desired outcome. Get your complimentary copy today: https://hubs.ly/Q02rcb1-0 #SalesTraining #SalesSuccess #Sandler

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Partnerships should not be a "bolt-on" to your GTM Strategy It is not some thing that you do on the side, that you put some kind of part time resource on. I've heard of companies who created partnership agreements with other companies, and then when leads started flowing in they just sat on them because they didn't have a strategy for how to handle partnership rhythms. If you're going to do partnerships you have to make an investment into a long term and permanent strategy that aligns with the GTM strategy in the rest of the org. Doing this requires that you establish KPIs, Measure Success, have a strategy or know how to establish one. This can be different for every company. What are some ways that you have gone about establishing your first partnership strategy?

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Sales discovery calls are an important early step in the sales process. If you can uncover hidden needs, you can craft a solution that addresses the whole issue. Learn how to lead strong discovery calls in this article from RAIN Group. https://hubs.li/Q02w_DSW0 #SalesSkills #SalesTips #SalesTeam

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Looking to elevate your team's sales performance? Gong, the #1 revenue intelligence platform for B2B sales teams, leverages Sandler's methodology to lead with influence in customer conversations. Read the case study and learn how to create a best-in-class buying experience for your clients. 🔗 https://lnkd.in/ek8P3v3x #SandlerTraining #SalesSuccess #BusinessDevelopment

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Can enterprise deals close in lightning speed? When you invest early in relationships, in building trust, yes absolutely. We just had a significant project close in less than a week. Call with the CMO outlining needs last Wednesday afternoon, signed contract last night. Abnormal? Sure. Repeatable? You bet. Invest in relationships. Build trust early and often. In reality, I've been investing in this project for years. It's with a CMO I've known for a very long time, has been to several of our CMO breakfasts and events, and is less than three months into a new role. The relationship and trust we've built over the years checked many of the early buying journey boxes we'd otherwise have to go through over time (weeks? months?) if the relationship started cold. This isn't unique to a services sale either. The buyer who loved your software at a past company but couldn't buy for any of a myriad reasons could buy quickly at their new gig. TL:DR: Play the long game.

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Are your sales meetings lacking energy and results? Sandler's complimentary whitepaper, "9 Steps for Running Efficient and Effective Sales Meetings," offers actionable advice on improving focus, reinforcing goals, and aligning with other departments for successful outcomes.🔗 Download your copy now: https://hubs.ly/Q02Dtlys0hashtag#LeadershipSkills #SalesTraining

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