3 Tips to Improve your Sales

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TLDR - Skip to bottom. But if you love me and all that I am, please read the whole thing. 😀 

It was the summer of 2018, I was a fresh faces early 20s dude slinging software at an amazing rate (#1 rep at my company, of course).

I had just found out about “sequences” in HubSpot, and I was stoked! I was mass blasting anyone and everyone in the CRM. And getting replies and opens.

Even though I now 1000% believe sequencing is (Spam), my big caveat though was that I did make all of my own “templates”, aka the emails that make up the sequence. Some companies force reps to use “company” templates, and there is no deviating from that.

Here’s how I feel about a company forcing reps to use their email templates:

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Okay so down after my spam fiasco, let me give you the lowdown on the 3 tips that will increase your reply, opens, meetings booked rates.

1.) Borrowing from Sam McKenna, its SMYKM. Which means - Show me you know me. Quite simply it means when you reach out to someone, spend some time researching that person. Maybe fine some things they said in the past, podcast, anything. And use that in your outreach. I use this in cold emails to great effect. I have receipts, if y’all ever want to see them.

*Now, if the person you follow is not public or on LI (maybe in the IT space), I’d default to relevancy. Make your outreach relevant, fun, and compelling.

2.) If you’re making cold calls, I firmly believe you have to stand out from all the rest of the hoopla. Its tough when just starting out on the phone, and people might say “just do it, and it’ll get easier”. Sure, but just like playing golf, a little instruction and guidance goes a hell of a long way. My north star in cold calls is Benjamin Dennehy, and his YT channel has bangers with calls and talk tracks like this one: Live sales call video.

3.) Follow up. So many salespeople do the work of getting on the prospect’s radar. Maybe even having a meeting. But then just don’t follow up. I won soooo many small deals in my early career simply by following up. And as I’ve grown, one man who’s been a huge influence on me and my career in terms of follow up has been Dale Dupree. He’s fun, he’s different, and he’s just an all around great guy with a bunch of free material and a free slack channel.

So in summation fellow salespeople, please. Please take my 3 tips seriously. Quality > Quantity, and effort = results.
Sure, its a lot more work to research someone, but there is nothing worse than creating a negative, long lasting impression on a potential prospect or relationship because you spam blasted them.

Seriously. So don’t. If you do, I’ll find you, and I’ll unsub you from my list 😁