- The Sales Jam
- Missing quota? You could be making this HUGE mistake
Missing quota? You could be making this HUGE mistake
If you’re struggling with closing sales, it might come down to a simple but effective mental trick 🧘♂️ Don’t forget: sales isn’t a ‘job’, it’s a CAREER. A mighty good one at that. Treat it with the respect it deserves and the rewards will be plenty 🎁
In Today’s Jam
The Sales Lab: Ronen R. Pessar Deep Dive
Master your sales process with SaaStr’s free live training
Sales Q&A: Are you making this HUGE mistake?
How a case study can help you increase your sales
Sales Scene of the Week: It’s looking like a flawless victory
The Sales Lab🔬: Ronen R. Pessar is a sales coach who builds high-performing SDR teams and helps companies more than triple their ARR
Ronen R. Pessar eats, sleeps and breathes sales and has dedicated much of his time to helping reps up their sales and ascend the seller’s ladder. He started as an SDR at Smartling, where he managed 16 SDRs, and 3 team leads. After moving up, he went on to become Senior Director, Commercial Sales & Business Development at SecurityScorecard.
These are some of his most-hard-hitting pointers for helping SDRs perform like crazy.
Ronen R. Pessar’s Four Keys to Growth
Develop a growth mindset:
Less successful people develop an idea about themselves and allow it to become set in stone. If you are convinced you aren’t a great cold caller, then start facing challenges, you will never improve unless you recognize something has to change.
Research is overrated:
Most SDRs prioritize research when cold calling prospects. Provoking the prospect’s pain point is way more powerful. After all:
96% of prospects don’t answer their phone (this means you can do hours of research only to have wasted your time)
You risk getting stuck in analysis paralysis.
But how exactly do you provoke a pain point?
2-step process: Probe --> Provoke
↳ when it comes to <pain>, do you already have a way to <avoid>?
↳ have you ever considered <solution> to get <value>?
Align your motivation with your day-to-day job:
Typically, this is up to leaders and coaches in the organization. However, sales professionals who can naturally motivate themselves by aligning their personal motivations with their day-to-day duties at work are more driven to meet and exceed expectations.
Reps mustn’t be afraid to let prospects know when they’re wrong. Challenging the prospect's perspective on a particular subject creates opportunity to build trust and establish your expertise. Keep in mind, this is a ‘delicate dance’.
Ronen R. Pessar was featured on mixmax.com where he also spoke on objection handling, the requisites for being a great sales leader, and more.
Offers you can’t refuse
Did someone say ‘live training’?
SaaStr’s Wednesday Workshops are coming up and are ready to help you scale faster. The upcoming session will zero in on Dropbox and Klaviyo, and how to improve the marketing efforts of your company using Lightspeed Commerce.
It’s time to give bad workflows the finger
Pipedrive’s collection of training videos will have you improving your sales success by mastering CRM management and sharpening your sales skills. Take your pick of in-depth sales courses including effective sales methodologies, sales management, and the power of sales communication.
What was the game changer in your sales career?
Game Changers of the week🔥
The findings of this case study are guaranteed to increase your sales
A recent upload by Victor Antonio tells us why it’s dangerous to overestimate the knowledge of your customers. He shares the findings of a powerful study that can revolutionize your sales success.
How to tear up your territory to kick off 2024
30 Minutes to President’s Club is starting strong with this ultra-insightful episode, jampacked with quota-shattering gems for sales pros the world over. If you want to set yourself up to navigate (and dominate) your territory in the first quarter, head over there now. Actionable tips. Guaranteed.
Calling all B2B sellers and product leaders
The B2B Summit North America Conference will be underway in Austin, Texas, May 5 through 8. The event promises:
The latest insights on the evolving customer and buyer to deliver unique experiences.
New strategies for functional alignment centered on creating customer value and growth.
Tangible ways that data, technology, and AI can help you compete.
How to evolve your go-to-market approaches and revenue processes.
Dale Carnegie teaches sellers how to win friends and influence people
Don’t let the potentially off-putting title, distract from the sheer awesomeness of Dale Carnegie’s masterpiece. The book is based on his own extensive research in human relations, uncovering gems that are invaluable to success in sales:
The value in being a good listener.
The value of becoming interested in other people.
The value in talking in terms of the other person’s interests.
If you’ve already read this gem, then it’s a great time to revisit. If you haven’t, yet, purchase Carnegie’s book and start adding his insights to your sales arsenal ASAP.
Sales Scene of the Week🎬
It’s looking like a flawless victory:
What did you think of this newsletter?