In this episode, Keenan & Becc discuss if there is a difference between inbound and outbound sales, if you should make sure your prospect agrees with you during discovery, and how to identify if you are problem-centric selling.
They also demystify common sales myths in the B2B Sales industry, answer questions from our audience, & break down emails that they have received in the past.
Tune in every Wednesday @ 11AM PST/2PM EST on Keenan’s Linkedin Live to gain more insights from Becc & Keenan on how to excel in the Sales industry!
If you would like to submit questions for Keenan & Becc to answer LIVE during “The Inbox” segment of our podcast, you can do so by clicking this link!
Show Notes:
4:05 – Email Teardown – If you’re gonna reach out to Keenan you should make sure you’ve read Gap Selling
7:57 – Email Teardown – If your buyer thinks what am I missing after your email you’re off to a good start.
9:49 – Outbound and Inbound prospects are wildly different – The main objective for outbound leads is to uncover their business problems and see if you’re a good fit and the main objective for inbound leads is quickly qualify and understand price range, competitive situations, solution requirements, decision making process, and decision makers.
22:04 – Take it or leave it Dedicated Inbound SDRs
23:14 – Take it or leave it Having the buyer agree with you on what the problem or root cause is
25:19 – Take it or leave it Asking the buyer who else needs to be involved in this discussion
29:23 – What are the career options for salespeople in terms of growth
33:55 – How to know if you’re problem-centric solving selling or not
38:19 – How to develop the questions to ask during discovery
46:04 – Keenan One More Thing – Juneteenth
___________________________________________________________________________________
Hi I’m Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot New Release Gap Selling. As well as CEO of A Sales Growth Company.
From inbound to outbound, from ABM (account-based marketing) to content marketing, from inside sales to outside sales, and more I wrap the 37 years of sales experience I gained into sales acceleration strategies that win for our clients.
Through A Sales Growth Co. I have helped companies increase sales 300%. I have positioned companies to raise millions of dollars in funding, rebuilt sales cultures, implemented ABM strategies, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.
➜ Get Your Copy of My Book, Gap Selling:
➜ Gap Selling Online Training:
➜ Subscribe to My Channel:
➜Follow me on Linkedin:
source
