You’re waiting for a client to respond to your offer, but it’s taking longer than expected. How can you get them to speed up their decision? Listen to my conversation with Cindy Allis, CEO and Co-founder of Floatist, where I show her how to create urgency and close deals faster.
Meet Cindy Allis
- Cindy Allis is the CEO and Co-founder of Floatist, a B2B tech company in the yacht industry. Currently, her industry is facing seasonal challenges, making it harder for her sales team to navigate the B2B sales cycle.
- In our discussion, Cindy shares some of her team’s strategies, including offering incentives to help customers make quicker decisions. I also provide tailored sales advice to address the challenges her team faces during the Q4 period.
Insights on Sales Seasonality
- Cindy highlights the impact of seasonality on their sales process, explaining how charter companies’ pricing strategies influence their business.
- She notes a recent extension in the peak season, driven by market trends and events like the Olympics.
- This shift complicates their sales outreach, requiring her team to adapt their strategies to keep up.
Mutual Action Plans and Digital Sales Rooms
- I introduce the concept of mutual action plans and digital sales rooms as tools to guide prospects visually through the sales process. Given that 65% of people are visual learners, these tools prevent information overload and keep prospects engaged.
- I also mention an effective tool called Aligned, which helps sellers collaborate with prospects and accelerate the sales process.
Resources
Sponsorship Offers
- This episode is brought to you in part by Hubspot.
With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.
- This episode is brought to you in part by LinkedIn.
Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.
- This episode is brought to you in part by the TSE Sales Foundation.
Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.
Credits
As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
