The Science of Scaling Live at INBOUND 2024: How to Use Inbound Selling to Increase Revenue w/ Donald Kelly (Founder, The Sales Evangelist)
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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.
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Allstate Case Study
- An Allstate affiliate faced declining policy sales after a price increase, despite high inbound leads.
- Internal sales enablement efforts failed, prompting an external review.
Diagnosing Sales Issues
- Diagnose sales performance issues by analyzing tenured salespeople's results.
- If tenured reps also struggle, external factors are likely at play.
Mindset Impact
- Reps struggled with the price increase because they felt it was unfair.
- This negative mindset, amplified by customer objections, affected their sales performance.