Sales Training Series #5

Insights from my recent trainings

Welcome back to another Sales Training series!

These posts are intended to give you insight into what it’s like to train with me while providing actionable tips you can use in your day to day.

Note: I intentionally keep the descriptions of my clients vague for privacy reasons.

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What efficiency looks like

I have a client who sells B2B lead gen services. A common scenario in that space is the buyers uncertainty around an agency’s ability to actually generate quality leads.

This leads to lots of questions / statements from the buyer such as:

“How do we know this will work?”

“How do we know what the quality of the leads are?”

“Send me a few leads so we can test them before committing”

Lead gen is one of those services that in order to be successful selling it, the buyer needs to acknowledge their role in the engagement.

What good is having the best leads delivered to you on a silver platter if you are unable to close them?

And how many buyers are able/willing to acknowledge that maybe their sales problems aren’t just a result of “bad leads”.. that maybe the cause of their problems are their own fault (bad sales process, bad hires, etc)

*crickets*

Now how do most salespeople respond in the face of questions like “How do we know it’ll work?”