Michael Vivalo’s Post

Pushy sales tactics are OUT! Welcome to the new era where customers are armed with more information than ever before. No longer are we pushing products. We're engaging in meaningful conversations, unraveling our prospect's needs, and offering tailored solutions. Sales has transformed into an exciting journey rather than a mundane chore. Think about it. Isn't it invigorating to collaboratively solve problems rather than throwing up benefits and features that might not even resonate? Sales isn't a push, it's a partnership. Remember, we aren't here to sell, we're here to solve. How are you turning sales into an exciting journey of problem-solving? 👉 Follow for more tips on selling.

In the dynamic world of sales, success hinges on more than just pitching a product or service—it's about mastering a full-proof technique. Here's the blueprint: Know Your Offering: Understand your product or service inside out. Knowledge breeds confidence, and confidence sells. Understand Your Audience: Tailor your approach to resonate with the specific needs and pain points of your target demographic. One size does not fit all. Build Rapport: Genuine connections pave the way for trust. Take the time to build relationships, listen actively, and show empathy. Demonstrate Value: Showcase how your offering solves a problem or fulfills a need. Highlight benefits, not just features. Handle Objections Gracefully: Anticipate objections and address them proactively. Turn hesitations into opportunities to further showcase value. Follow Up Relentlessly: Persistence pays off. Stay engaged with potential clients, offering support and guidance throughout the sales process. Remember, successful salesmanship isn't about pushing a product—it's about providing solutions and creating meaningful relationships. What's your full-proof sales technique? Share your insights below! #SalesStrategies #BusinessSuccess #SalesTips"

"Older" sales reps often resist "newer" technology like video. - They aren't comfortable. - They don't like the way they look. - They have to learn new skills and software. *That's how almost everyone starts with video, btw* But video is powerful. And what the "older" sales reps don't always understand is this: Their age is a TREMENDOUS advantage in video Because: - Most people using video are younger - Which means they don't have as much expertise - And when they see an experienced face, trust goes up So consider this your call to action to use video Regardless of what age you are

This is a powerful message! Share your years (and years!) of industry knowledge through video. Your age brings valuable expertise to the table, so LET IT SHINE!

"I'm sorry, but having a great sales team won't cut it." This one is going to hurt: 👇 To truly make it big, what you need is a great marketing team, complemented by sales reps. Not the other way around. There's a difference here... Companies over-rely on short-term sales strategies. LEADS LEADS LEADS LEADS Although their AE's are great, their job is next to impossible. - They need to raise awareness - They need to develop trust - They need to educate the market Why?? Most of the actual sales should be done by marketing at the top and middle of the funnel. Not on the demo, that's too late. Tell me I'm wrong?

I gotta say the way you lay this out it makes it easy to agree. That said you need both marketing and sales. People buy from people they like and trust. Sales and marketing need to communicate and harmonize their efforts. Sales has a finger in the pulse and marketing can target best when their is collaboration. I do agree that far too many have an unbalanced approach. Marketing, branding, product dev have to be synchronized. Especially in specialized offerings. Humble teams win more with mutually understood goals that impact each department,which I’ve mentioned. I’d rather have a 60% close rate on ten deals than a 25% on 20. Let’s not forget marketing is and expense and sales creates recognized revenues.

Top performing sales reps do 1 thing better than their peers. They mind the gap. For example, anyone who's been in a sales role for more than a year should know that to be successful you need to: - qualify your leads - combat objections - prospect consistently - follow up with your leads - add great notes to the CRM - set next steps on every single call - dive deep into the discovery process - personalize your outreach to prospects All sales people know what they SHOULD be doing. The best reps simply do it. Every. Single. Time. Close the gap between what you should be doing... and what you are actually doing every day. consistency > everything

Hard Lesson I learned as a Young AE in Sales. Not everyone is a potential customer: When I started my role I would try to convince everyone on the solution. Doing everything they asked for, to try to win their business. This led to… -> Spending time on opportunities that didn’t go anywhere. -> Trials/Pilots that wouldn’t lead anywhere. -> Spending countless hours, effort, and resources. Here’s how I fixed it… Understand your ideal customer. Have a clear qualification process (MEDDICC, BANT, etc..) Quality over quantity. A small pool of highly qualified leads > a large pool of unqualified leads. AND… Give them and yourself an out. If it’s not a good fit, don’t force it it’s ok to walk away from both sides. Like and comment below 👇

One skill that all top sales people have And its not what you think it is Its not personality or hard work or gift of the gab or familiarity with the latest sales tech, sequence, cadence or Its being organised, following a repeatable system that works, and doing the right thing at the right time. Bonus point for reviewing and improving the system Simple. But not easy. Is your sales process still working?