Podcast episode hosted by Kevin 'KD' Dorsey offering tactical sales coaching. This chunk contains a sponsor read for Clary's Revenue platform and the show's introduction describing its focus on tactical advice for tech sellers and sales leaders (booking meetings, closing deals, leadership, and salesperson wellbeing).
Chapters
Every company has breakdowns in their revenue process. Sure thing. Deals slip into next quarter, competitors creep in and swipe deals away at the last minute, and deals getting single threaded that don't get to power. These are just a few examples of revenue leak, but there are a ton more and they're preventing your team from reaching their sales targets. That's why I'm such a big fan of Clary's Revenue platform is the only tool that actually helps leaders take control of their revenue and thrive through any market conditions, especially when things get tough. You can't afford to miss a single detail, but you also can't be leading by gut. Clary combines the science and the art of sales and sales leadership. So go to clary.com if you want to answer the most important question in your business. Are you going to meet, beat or miss on revenue?
Welcome to the live Better Sell Better.
Podcast with your host Kevin Dorsey of.
Inside Sales Excellence, the number one Patreon group and YouTube channel for tech sellers and tech sales leaders, where we dive in deep for tactical advice on how to book more meetings, close more deals faster, and lead sales teams to success. But we don't stop there. We also focus on the person in salesperson. We talk about mindset goals, time management.
And so much more.
So thank you for listening and if you're interested, head on over to patreon.com InsideSalesExcellence now with that, grab a notepad, get ready and let's dive into the good stuff. So now we get into a little bit of recap and coaching. So first of all, recap what each side is going to do and why this is important. Coach them. Everyone talks about coaching, like their contact, but we don't actually coach them. Do they know what they're going to say? Do they know what they shouldn't say? This is important, right? This is working with your contact. Like, okay, we're going to talk to Jim. Here's what happens with a lot of the gyms of the world. We got to avoid saying things like, yeah, it's an email automatizer. Avoid that because they always freak out when they hear the word automation. Or we really need to make sure that we don't say xyz. Think about what y' all are watching right now. You're getting coached on how to sell. You have a manager who helps you sell. You have a playbook who helps you sell. But dear old little me buying your software, nothing, right? Ask me to say it back. Role play it with them, right? Like this is also, again, it's A gauge of true interest. Of like, okay, let's do this real quick. So if Jim says, oh, that's way too expensive. Like, what do we say? If Jim says xyz, like, how should we handle that? Like, this is what I've seen work across the deals I've closed this year is when X is set or Y is set. Like, do you feel comfortable having those conversations? That was one of my favorites from my reps and the bigger deals. Coaching, the contact. Cause especially at Snack Nation, all we ever sold to was office managers. So we got really, really good at this. But also asking that question, I mean, do you feel comfortable having this conversation with Karen or could we do it together? Right. You're gauging that interest and the ability of your champion to do it. Because think about this for one second. How do you think most of these conversations go? A manager comes to me and says, hey, I'm interested in this tool. What's the first question I ask? What is it? Well, it's an email automatizer. No, no, I don't want to automate. No, I don't. Conversation's already dead. Right? But say, well, it's an email automatizer. Next question I'm going to ask, how much does it cost? Well, it's 60 bucks ahead. Nope. Versus, hey, when you talk to Kevin, you want to open like this. Hey, so you know how a lot of our reps aren't getting to their pipeline numbers right now? I think I know why we're only sending 20 emails a day. And in order to get to the numbers we need to, we should be pushing 70 or 80, but they don't have time to do that. I talked with a company that might be able to solve that. Could I show it to you? Whoa. Now you've coached your contacts. Send them the email, send them the script, work with them, help them. By so often we just set up our contacts just to be butchered in these meetings because they don't know what to say. Help them recap and coach them. So important.
