Using a multi-thread approach
- Using data and being methodical going to market.
- 1% better each day is working smart.
- Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional.
- Make the buyer the champion internally.
- Clients crave being smarter.
Strategy to get these big deals
- Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems.
- Creating the momentum or “ground swell” within the organization of your prospect.
- Work behind the scenes.
- Create Partnership Plan: Alignment with the prospect (pain points, desired solutions, collateral needs, etc.)
Proof it works
- With this process, Scott’s team has gone from a 2% conversion ratio in outbound activities to 20%.
- Approach the sales process like a game.
- Don’t overthink each call.
- Review what you did well and what could be improved each week.
- What can you do each week to improve by 1%?
- Check out Scott’s website: www.hginsights.com
- This episode is brought to you in part by Skipio.
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Credits
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Audio is provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.