Are you looking to generate more deals to your pipeline but don't know where to start?
I talk you through 3 simple takeaways from my recent pipeline generation Bootcamp through HubSpot.
I recently started as Business Development Manager with The Kingdom, a HubSpot Diamond Partner, and coming from a background of Real Estate Sales and Project Management, I was new to the world of inbound sales. When I was asked to enrol into the Pipeline Generation Bootcamp, I was excited and didn't know what to expect. I quickly proceeded to look up the infamous Dan Tyre, Director of Sales at HubSpot, who ran the US Bootcamp and watched some of his training videos. For anyone who knows Dan, you will understand when I say he was the most energetic, exciting guy I had seen in a while. I was immediately excited and slightly nervous all at once. Dan and the team at HubSpot said this was going to be a full-on jam-packed 8-week Bootcamp where we will learn all new skills for generating a healthy pipeline and come out the other side with a whole new outlook on prospecting.
So, here I am, on my first day, slightly nervous and super excited for what is ahead. The energy from the group was electric, everyone was delighted, and we all wanted to hear more. The Bootcamp kicked off with the firework that is Dan Tyre. Channel Account Managers Isaac Carroll and Kieren Krohn ran the next 7-weeks and were fantastic mentors.
I want to share with you my 3 key takeaways from my time in the Pipeline Generation Bootcamp. Although there were many takeaways from the jam-packed Bootcamp, there were 3 standouts that resonated with me. I am going to share them with you in the hope that you can implement them into your sales journey too.
Stand Up, Breath, Pause.
Sounds simple right? Have you ever been in a conversation where someone asks you a question and then pauses? Your internal dialogue is running wild, saying things like, "are they going to say anything? Should I say something? This is awkward - someone says something!"
It's amazing what happens when you stand up, breathe, speak clearly, and then pause. It gives the person you are talking to time to digest what you have said and get them to start talking and engaging in a conversation. I know what you're thinking, "this is awkward; no one wants to hear crickets." Trust me, when you speak with conviction and then pause, it becomes way more powerful and taken seriously. Please give it a go; you will thank me later.
A Sales Call Is Not A Sales Call After All.
Gone are the days where anyone wants to talk to a pushy salesperson. You pick up the call, and 10 seconds later you can hear the call centre at the back while you wait for your call to connect. What is your immediate thought? I will guess it goes a little something like this: "No, I don't want whatever you are selling, and I don't have time to talk."
As a salesperson, you need to make sure you are not calling to sell someone something. There should be no more cold sales calls. We should only call to help. Do your research, look into the prospect, and find three ways you can give some free advice and support on the call. Always be providing value. If you consistently provide value, they will want to hear more and be happy to continue the conversation. Now that doesn't sound too hard. Call to add value and help, then ask if they want to talk more about what you have discussed and see if you can help them more. A sales call is not a sales call after all; it's a value call. Try it.
Now, although it's always good to call with value and free advice, where do you go from there? Defining your positioning statement is one of the most important things I have learnt. A positioning statement is a sentence that describes who you are and whom you help. So, what the hell do we do?
It's hard sometimes to put all the complex solutions into one sentence. Once you are clear on who you are, what you do, and whom you help, you will be able to truly understand how you can help and who isn't the right fit for your company. Ever heard the term, good business vs. lousy business? Well, there is such a thing as a good fit and a bad fit. The way you help might be by saying that you are not the right fit for their businesses' needs, and you can help them by referring them off to someone who is the right fit. Once you have your positioning statement, you will be able to confidently go into your sales conversations, knowing who you are and how you can help them.
Although these things seem so simple, they make a significant difference. By focusing on these three things, I have managed to help many people, businesses, while growing my pipeline. The Pipeline Generation Bootcamp helped me discover these 3 gold nuggets; it is a full week of incredible support and mentorship by the Channel Account Managers and fellow students. It is a great way to network with like-minded people in the same industry as you and share your experiences and learn from each other.
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