The Science of Scaling
Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist)
Dec 17, 2024
In this engaging discussion, Donald Kelly, Founder and Host of The Sales Evangelist, unpacks invaluable sales tactics. He shares strategies to diagnose performance issues and the important role of internal dynamics and market conditions. Kelly dives into the psychological aspects of sales, highlighting how mindset impacts success. The conversation also covers the complexities of startup sales and how to effectively navigate pricing strategies. Finally, he showcases LinkedIn's potential for outbound selling through targeted engagement and personalized outreach.
26:03
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Quick takeaways
- Addressing psychological barriers, such as the perception of unfair pricing, is crucial for restoring confidence and improving sales performance.
- Engaging multiple stakeholders beyond primary decision-makers is essential for successful selling in complex markets like the medical industry.
Deep dives
Understanding Psychological Barriers in Sales
A key insight from the discussion revolves around recognizing psychological barriers that hinder sales performance, particularly after a price increase. The sales team at Allstate experienced a drop in policy sales despite having a competent team. Many reps felt that the price increase was unfair, which led to a lack of confidence when addressing potential clients. By addressing this mindset and helping the team understand the psychological implications of their selling approaches, the team was able to regain their sales momentum, reflecting the importance of addressing mindset in successful selling.
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