30 Minutes to President's Club | No-Nonsense Sales 10 (Sell): Managing every part of the deal process from first calendar invite to close (John Barrows, Host of Make it Happen Mondays)
10 snips
Jul 1, 2020 John Barrows, CEO of JBarrows Consulting and host of Make it Happen Mondays, shares tactical sales tips including using trap questions, engaging prospects, and selling to CFOs. He also discusses managing expectations, improving sales rep success, and co-creating ROI. The podcast provides actionable takeaways like sending a meeting efficiency survey and using the subject line 'Did I lose you?'
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Summary Email
- Send a summary email after every sales call to maintain control and urgency.
- Let the prospect know you'll send it, and ask for confirmation of accuracy.
Follow-Up Strategy
- Use the summary email as a base for follow-ups, including reschedules and checking in.
- If they ghost you, use subject lines like "Still interested?" and "Did I lose you?"
Daily Routine and Data Feeds
- Establish a daily routine, including setting up data feeds for top accounts on platforms like LinkedIn and Twitter.
- Use tools like Feedly to stay informed about trends and tailor your outreach.