Jonathan Maimon’s Post

An insightful interview of the CEO of #TOSS, one of the most successful-to- the-date and promising fin-tech entities in Korea, provided me with food for thoughts on the quintessential aspects underpinning Sales and Business Development. The conversation prompts a deeper contemplation on the core values and methodologies that should guide the realm of Sales and BD. Below is what I am left with after: 1. The quintessence of Sales and BD lies in the cultivation of enduring relationships predicated on the mutual creation of value with clients. This principle posits that profitability is a consequential outcome of clients’ successful adoption and growth through our products and services. 2. While profitability is significant, it should not be misconstrued as the primary objective. The pursuit of short-term profitability at the expense of long-term value creation and relationship building is a myopic strategy that jeopardizes sustainable client engagements. 3. A fundamental tenet in the Sales and BD paradigm is the prioritization of customer needs over product features. Enhancements to products must be driven by a deep understanding of customer pain points, ensuring solutions are as straightforward and effective as possible. A product, irrespective of its technological sophistication, fails to add value if it does not address the customer's challenges in the simplest manner. 4. A pivotal role of Sales and BD professionals is to facilitate a productive and collaborative feedback loop from customers to internal teams, aimed at steering product development in a direction that resonates with customer needs. Often, insights into customer pain points emerge from casual, yet profound, interactions, underscoring the importance of human connections in not only driving sales but also in refining product offerings. 5. The essence of a virtuous cycle in Sales and BD is realized when our products tangibly contribute to the operational efficiency of a client’s business, thereby facilitating their growth and success. This, in turn, can lead to promotions or expanded responsibilities for our counterparts, epitomizing the creation of mutual value. 6. When engaging with potential new clients, it is critical to approach these relationships with authenticity, ensuring promises made are within the bounds of what can be responsibly delivered. The allure of short-term gains must not detract from the ethical obligation to provide genuine solutions. 7. Sales and BD professionals invariably encounter scenarios that challenge their resolve and self-esteem. Navigating these challenges requires a business-oriented mindset that emphasizes product ownership, and the creation of mutual value through the development of long-term client relationships. This approach not only fosters professional integrity but also ensures the sustainability and growth of the business in the long run. https://lnkd.in/gVZTA-zh

Salespeople sharing outreach practices for recruiters isn't a common thing 😄 Proud to be invited by Lina Kalysh and People First Club as a webinar speaker to compare Sales vs Talent outreach and discuss top sales prospecting practices that recruiters can benefit from!

3 things I learned from Cold Calling that help me: 1. I always have my CRM up (Sales Nav) with the prospects profile. - Incredibly useful when sourcing for information and making the conversation relevant to their work but also their personal interest in their work. One of the hardest things to do is disarm and if you have information that allows this i.e., someone speaks about their passion for their role in their LI bio - boom, that's something to relate to and create rapport without sounding like you're shooting blanks and sounding fake to create rapport. 2. Have your notes up of your personalisation. - Whatever system you use, an up to date note on what your prospect does/company does or latest news, in front of you while calling, helps structure; and like studying, you can refer back to notes when you're stuck. 3. Have a psyche up moment before the call. - Whatever drives you, bang out press ups, grunt, cough, tell yourself something funny... I find before a call drive, listening to dry humoured 'dad jokes' puts me in a state of mind to not take myself too seriously but make an impact/point.

🤡 "Cold emails are spammy by nature." 💰 "I will send cold emails with an insane offer so they aren't classified as spammy". Your offer is the most important part of your cold email. It has to: > Provide value > Be relevant > Have a low risk > Have little commitment > Have a clear call to action Providing value and being relevant means it needs to be something that your prospects can actually benefit from. What is the tangible result as a result of working with you? Most of the time it is about making more money or saving time. Having low risk and little commitment from the prospect makes your offer more desirable. This is the factor that makes it a "no brainer" to accept your offer. The offers that work the best are doing free work of some sort. Having a clear call to action outlines the next steps. What do you want the prospect to do after reading your email? > Provide info/resources so you can do free work > Permission to send sales assets. > Book a call

How would you present your technology to investors? How should it differ from what you'd deliver to your clients? I met some startup founders to help them pitch to overseas investors. Each meeting lasted about an hour and a half. It was a lot of fun! When you explain your technology, make sure you share what it means. For example. “OO is a fast, secure cloud for medical images and video data.” It's vague. It doesn't tell much about why it is a great solution. After talking to the founder, I learned a few new things. 1) Medical images are on average 1 GB! 2) MRIs are video files that range in size from 3 to 4 GB. 3) Currently, due to regulations, including the privacy law, it is illegal to exchange medical images or videos via email or commercial cloud. These things need to be mentioned in the pitch. We need to understand such contexts. Then, we'd finally understand why the dedicated solution is needed and why its data transfer speed is superior. Usually, B2B clients are experts in this space. Even if you throw in a few specifications in your talk, they will get it. But investors are different. Keep this in mind when pitching to investors. Good luck, pitching!

Handling Objections in Physical Cold Calling. There’s no easy way to put this but physically knocking on doors to cold call can be challenging however once mastered it improves your closing ratio’s no end. The unpredictability of this approach means salespeople often face objections. Handling these objections effectively is crucial for success. Here's how you can master this art and enjoy the interactions this inevitably brings. Listen Actively When a potential customer voices an objection, listen carefully without interrupting. Show genuine interest in their concerns. Active listening helps you understand the root of the objection and demonstrates respect, which can make the prospect more receptive to your response. Empathise and validate. Acknowledge the prospect's feelings and validate their concerns. Statements like, "I understand why you might feel that way," or "That's a valid point," show empathy and respect. These statements help to relieve tension and create a more calming conversational atmosphere. Let the potential customer keep talking listen more and speak less. Refine and Confirm After listening and empathising, clarify the objection to ensure you understand it correctly. Ask questions like, "Can you tell me more about why you feel this way?" or "Is this your main concern?" Confirming the objection helps you address the real issue and shows that you value the prospect's input. The more your customer shares the more ammunition you have the easier it will be to secure their agreement.  View objections as opportunities to provide additional information and build trust. An objection indicates interest, even if it's initially negative. Use this chance to demonstrate your expertise and the benefits of your product or service you have heard their concerns and genuinely care about them.   Close Statements like. “So, if I can demonstrate how I can help you with this (their objection) Would that be something you would be interested in?” Or “A lot of my clients told me the same thing when I first met them. Once I was able to show them how I could help with (their objection). They really did see the value in what I can provide and are now very happy customers.”   Know When to Move On There’s always another day. Despite your best efforts, not every prospect will be won over at the first point of contact. Learn to read their body language and be able to recognise when it's time to thank them for their time and move on. Maintain professionalism and leave a positive impression, as circumstances may change, and they might consider your offer in the future. A NO doesn’t necessarily mean never, It means not now. Follow Up Don’t be afraid to go back. Dependant on how you feel the interaction went depends on when or how you follow up. Never give up and remember the rule of seven. It means that it can take an average of seven interactions with your brand before a potential customer will recognise you. 

I spoke recently about the fear of cold calling. 😱👻 Let’s talk about one key component to this which is the 'fear of rejection'. 🚫 The fear of rejection is one of the most prominent reasons why cold calling may be so stressful. Fear holds us back — it generates anxiety, unrest, and a sense of powerlessness. But, you can't think properly or have a meaningful conversation with a prospect if you're afraid. Often this fear isn't real, it's an image we've created in our mind of the prospects perception of us, of how we believe they might respond, or how we feel when someone says no to us. This is because many of us are actually mind readers or fortune tellers! 🧠 Mind reading: Sales professionals assume prospects aren’t interested based on no realistic reason. 🔮 Fortune telling: Salespeople are “projecting into the future, thinking ‘nobody will be interested, therefore I won’t make any phone calls,’" So what can you do: 🧩 Deconstruct your sales perceptions: ‘Is this fear you have about what’s going to happen when you dial – is it real or are you making it up?’ If you can shift how you think about it, you can shift the behavior. 📈 Shift your focus to activity metrics (KPIs): Shift the focus from the result you can’t control (a closed sale) to the action you can control (picking up the phone). “If you make 20 calls a day for five days, you’ll get rid of fear, and you’ll have success: you’ll get three appointments and one sale”. ❗️Remember how our product helps customers: Often we create an image in our heads about a terrible sales person selling ice to eskimos, the truth is - Our products and services actually help people, it solves real challenges and it really does improve people's work life. 📚 Identify your skills gaps: By understanding where in the call you're struggling and where you're receiving the most resistance from a prospect, you can improve your approach and your outcomes, resulting in better engagement and more enjoyment in the process. 🤺 Practice on prospects that ‘don't matter’: Get the experience you need to have the conversations that do matter. 🥳 Celebrate every no!: Guess what; every no is one step closer to a yes - It's true because it's basic math. ❤️ Remind yourself why you want to do this job: Maybe it's money, maybe it was about a career change, maybe it's about fame and glory - Whatever it was that made you apply in the first place, go back there mentally and remind yourself why you are doing this in the first place. Good luck! #sdr #sdrinsights #sdrwiseinsights #sales #salesdevelopment

Referrals are all about trust. In order to maximize success it’s critical to consider the trust you have with your referrer and the trust the referrer has with the lead. This requires a lot of cognitive load, but here’s a great heuristic (shout out to Jess F for teaching me this during our days at Ampush!): Trust = (Credibility + Intimacy + Reliability) / Perceived Self-Interest: 1) Credibility: This is paramount to a successful referral (and frankly to any relationship). The referrer will consider your credibility before they make an introduction, and the lead will consider that of the referrer before accepting an intro. Seniority is a great proxy for credibility, but certainly doesn't replace expertise, and value created in current / previous roles. 2) Intimacy:  Simple, how strong is your personal relationship, and how strong is the referrer’s relationship with the lead? The better the personal relationship, the more likely they are to accept a favor. 3) Reliability: Do you believe your referrer will follow-through on their promise to make an introduction? Conversely, does your referrer believe you’ll show up to the meeting and make them look good?   4) Perceived Self-Interest: When asking for referrals specifically, this is a huge variable. Ask yourself, do you truly believe your product / offering will add value to the prospective lead? And more importantly, does your prospect believe that? If you notice your referral campaigns aren’t delivering the value you expect, I’d first consider the trust equation and assess where you are falling short. Second, I’d consider leveraging some software like Innercircle to help you scale your initiative. Our algorithm and eligibility rules will help reduce the cognitive load required in selecting the right individual to ask, and the right messaging to use. Hit me up for a demo! cc Brian Zweig Jake Boyles

अच्छे अच्छों की बीत जाती है उम्र ! यूँ हि नहीं मिल जाते  हैं Customer ! 7 Strategy of Sales 1 . Referral Entry 2. Something In Common 3. PAS Framework 4. I am on your side 5. Because Justification 6. BYAF Technique 7. Sales Closure ********************************************************************************* (i) Referral Entry:- Meet anyone who is not ready to take your products but ask him/her to give me few people's names/ company name that makes your business better that is referral entry. Note:- ""Satisfied Customer is the best of advertisement."" ** Dont't Just Focus on what people are interested in because what people are interested in. ** अच्छे अच्छों की बीत जाती है उम्र ! यूँ हि नहीं मिल जाते  हैं Customer ! (ii)Something In Common:- To search Confirmation bias or icebreaker that means you find what is the common thing between me and clients and talk about that is happy to listen to your things. Note:- ""Try to learn something that you have common."" (iii)PAS Framework:-First of all to find the client's problem and visualize it. Note:- ""People don't buy vitamin, they buy health."" Note:- "" It is not what you do with the product. It is what you do with the mind."" कबीरा खड़ा बजार में यही बात बतायें! जो Customer की need को समझे वो खूब Sale कर जाए! (iv) I am on your side:- जो आपको पसंद हो ! जो तुमको पसंद हो वही बात करेंगे ! तुम दिन को कहो रात तो हम रात कहेंगे ! means i am in your side full fill your reqirements. (v) Because Justification:-give the reason in front of your clients to be happy with your products. Note :- ""Never Negotiate out of fear. But never fear to negotiate."" (vi) BYAF Technique:- "" People hate being told what to do"" Note:-"" Negotiation means getting the best of your opponent without making him/her realize. "" (vi)Sales Closure:- to explain your product quality best way to your clients to understand easily. R.K. RUBBER INDUSTRIES Rakesh Kumar Nitesh Kumar #sales #salesandmarketing #salesstrategy #digitalamarketing #digitalbusiness #digitalartistry #salesenablement #strategy #planning #explore #anysector #marketgrowth #marketingandadvertising #marketinganalytics #faridabad #gurgaon #delhi #delhincr #noida #noidaextension #ahmedabad #rajkot #jamnagar #morbi #chennai #bangalore #mumbai #brass #brassfittings #rubber #rubberindustry #rubberproducts #rubbermoulding #bearing #bearings #informations

Love you LinkedIn, thanks for providing a beautiful topic. Q: How can you effectively coach sales people in the start - up on relationship building? Okay, let me put it this way, A decade back when I was training the marketing and sales team, my focus was on imparting skills and techniques based on my MBA studies. Employees should possess the abilities that contribute to delivering the best customer service. The customer should recall the pleasant experience, the information received to understand their needs, available substitutes, and why the purchased product or service is the best choice. It was all about information, updates, market knowledge, innovation, existing products/services, Unique Selling Points, competitive advantage, advertising, promotion, and a dynamic presence, accompanied by agile body language – the sprinkle on the cake. Now, I will say, it's not that complicated. If you are a person dealing with sales. You just need to be honest, honest to yourself, honest to the products/services, and honest to the organization. That's the only thing you have to do, and the return is unlimited. When you are honest to yourself what will happen? Ans: You will feel relaxed, you will be comfortable with the style you are representing. Nothing is more stylish than being yourself. You are not having any costume on you of a superhero so you feel lighter, what will happen if you feel lighter? Ans: You will talk facing the customer, eye to eye and you will speak from your heart, when you speak from your heart, the customer will start listening from his/ her heart. Here you go you build a genuine relationship, a relationship between an information provider and information seeker. You have the possibility to be Krishna thinking the customer is Arjuna 😀. See the range of transformation you can bring to yourself through your profession.🔥 Don't label yourself as a sales person. You are a person who loves solving people's problems with limited options . Most important is you are not limited with patience, care, understanding, empathy, genuineness. Sorry everyone but what I have noticed , telling lies became normal in our society, and people from sale dept. are teached to think that's their birth right by their superior or from the day to day experience from market. But guys that's not true. Honesty is the only path to make a sale, without any side effects of bad Karma. Your employer is not coming to share your afterlife experience. 🌱 Make your own way of approach, be your own mentor, be your own guide, do the right thing, it might take more time , more effort to make the same incentive as your typical colleagues, the peace you will get is not even an achievable dream for your typical colleague.