Find My Catalyst Podcast Struggles, the Funnel and Identifying Your Ideal Customer with Liz Heiman - 257
Oct 5, 2021
53:13
In this episode, Mike talks to Liz Heiman, CEO and Chief Sales Strategist for Regarding Sales.They talk struggles, process, funnel and ways to identify your ideal customer.
Key Takeaways:
- It’s fun to help people realize Sales isn’t a big, bad, scary thing.
- Many Founders struggle because they don’t realize they can ask certain questions of prospects.
- Work on becoming more comfortable talking about what you do.
- Ideal Customer Profile
- Customer that is most likely to buy from you
- Customer who is most likely to be happy with the outcome
- Customer who will continue to buy from you
- Customer with a short sales cycle
- Customer where the timing is right
- Customer who you really designed your product for
- Saying no to a prospect feels like we are giving up on what we could have. However, we have to say no so that we use the resources we have as efficiently as possible.
- If you focus on the wrong customers, your company will always go in the wrong direction.
- Pipeline - opportunities that are coming in and moving through the process to close. Can also be referred to as a funnel.
- Qualify Out - purposely look for opportunities to move people out of the funnel.
- Teamwork is the best thing that should happen in a team meeting.
- Focus on the things that matter in team meetings:
- Where do we stand?
- What’s new? Updates. What are our partners doing?
- Team exercise
- There is always a frantic focus on what’s closing right now, which is the worst focus!
- Pipeline reviews should be 1:1, not in a group setting!
- Pipeline/funnel review:
- What’s going on?
- What do you need from us?
- When is the deal going to close?
- What have you done to put stuff in the top of your funnel? How is your prospecting going?
- What is going on with your qualification?
- During a pipeline/funnel review, it is important to have a discussion and not beat your Sales Rep up. It is important to have some sort of value exchange.
- We leave so much money on the table by not growing our existing accounts.
Show Links:
- www.regardingsales.com
- Liz on LinkedIn
Work With Catalyst Sale:
- Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com
- Invest in a Catalyst Sale course - self directed. Find our courses here
- Hire us as a consultant/advisor within your team or organization
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