Today, we’re about to embark on an epic journey into the world of sales fundamentals and sales training.
I am going to challenge your status quo, unleash your inner sales nerd and project manager, and reveal the hidden gems of closing deals like a pro…

But before that – the reason you are here is most likely because your company isn’t providing you with enough training. 🤓

So before we unravel the secrets to becoming a pro deal-closer, let’s call a spade a spade – why is most sales training sooo boring and ineffective? 😴

The stats don’t lie, and according to Harvard Business Review, a staggering 87% of the skills learned in traditional sales training vanish into thin air faster than Houdini’s disappearing act.
Close your eyes and think about your last sales training. What did you learn?
Did you make my point for me now? 🤣

So, what’s the deal with this sorry state of affairs?

• One-Size-Fits-None: Most sales training programs embrace the “one-size-fits-all” approach as if selling is a paint-by-numbers endeavor. When you think about it, personalized content is available everywhere else – Netflix, Spotify, and Amazon. Why would it not be the same in skills training?
• Snooze-fest Slide Shows: Nothing puts people to sleep faster than endless PowerPoint slides. Traditional training sessions are about as exciting as watching paint dry.
• Theory Over Reality: Many training programs drown you in theory without giving you a life jacket for the real-world sea of sales. It’s like teaching someone to swim by having them memorize a book on the butterfly stroke.

And seriously, people… are we not also completely over the 3-hour, 125-episode programs? I know I am.

At least I wanna learn a skill NOW, that I can use NOW.

With microlearning, execution, gamification and community we will find our golden spot.

Sales Training Insights: The Real Deal

• A Revolution in Sales Training Programs: Say goodbye to cookie-cutter nonsense. Seek out modules as unique as your fingerprint. Look for tailored training that addresses your specific needs and aspirations at the moment as well as long term.
• The Rise of Sales Training Software: In our digital age, don’t be the person still using a fax machine. Sales training software is your 24/7 personal sales coach. It’s like having a cheat code to level up your selling game.
• Online Sales Training: Learning on Your Terms: In a world where you can order both software, movies and food from your phone, don’t settle for outdated training methods. Online sales training in micro-modules will give you the flexibility to learn at your own pace, like streaming your favorite show whenever you want.
• The ABCs of Sales Training Courses: PS. We all know that ABC is dead, right? 🙄 Anyhow, not all courses are created equal. Seek out immersive, hands-on courses that throw you into real-world scenarios. It’s like learning to surf by hitting the waves, not reading a book on water currents.
• Hunting for the Best Sales Training Program: Don’t settle for anything less than gold. Look for programs with that edge that you want to teach yourself to have. No matter what your mind tells you, your time is valuable. You can watch Netflix and chill OR you can Skill. But learn from the best.

But enough about training (the thing that will make you actual money) – you were here for Sales fundamentals… according to me at least.

So here we go:

Crafting the Art of Closing Deals Like a Pro – what I call Sales fundamentals.

Now, let’s dive deep into the heart of the matter – the secrets to closing deals like a pro.

What do we need, that most salespeople don’t have a full grasp of today:

• Understand your ICP. ICP is not all companies with over 2000+ employees or whatever your manager is telling you. Let me paint it for you: A robust Ideal Customer Profile (ICP) for B2B (Business-to-Business) includes detailed information to precisely identify and target the most suitable business customers for your product or service. Keep in mind that you also need to trendspot. Not just go on current status.  What is happening in the industry that might impact all these criteria below?

Here’s what a really good B2B ICP should contain:

• Firmographics: Company Size: Specify the range of company size that aligns with your product or service.Industry: Define the specific industries or verticals that are the best fit for your offering. Annual Revenue: Identify the revenue range that is a (not ok, not good) GREAT match for your solution.
• Geographic Location: Determine the geographic regions, countries, or cities where your ideal B2B customers are located.
• Decision-Making Authority: Clarify the key roles and titles of decision-makers and influencers within the organization. Understand who holds the authority to make purchasing decisions.
• Company Structure: Describe the structure of the organizations that are most likely to benefit from your solution. This can include factors like hierarchy, centralized vs. decentralized decision-making, and subsidiaries.
• Challenges and Pain Points: Identify the specific business challenges, pain points, and needs that your product or service can address. Understand what issues are critical for your target businesses.
• Objectives and Goals: Determine the business objectives, goals, and priorities of your target companies. This can include growth targets, cost reduction goals, or market expansion.
• Budget and Funding: Understand the budgeting process and how funds are allocated for your type of solution. Identify the budget range that aligns with your pricing.
• Technology Stack and Infrastructure: If relevant, specify the technology stack and infrastructure your ideal B2B customers use. This is particularly important for technology and software solutions that need to integrate with existing systems.
• Buying Cycle and Process: Map out the typical buying cycle and decision-making process within the organizations you are targeting. This can include the stages, stakeholders involved, and the duration of the buying process.
• Vendor Selection Criteria: Identify the criteria that businesses use to evaluate and select vendors. What factors are most important to them when making decisions?
• Competitor Landscape: Analyze the competitive landscape within the industries you are targeting. Understand who the main competitors are and how your solution compares.
• Communication and Interaction Channels: Determine the preferred communication channels and platforms used by your ideal B2B customers for seeking information and making decisions.
• Value Proposition Alignment: Ensure that your value proposition aligns with the unique needs, goals, and challenges of your B2B customers. Highlight how your solution provides value.
• Customer Success Stories: Showcase examples of businesses or case studies where your solution has successfully addressed similar challenges and delivered results.
• Legal and Compliance Considerations: If your solution involves specific legal or compliance considerations, ensure that your ICP accounts for businesses that require adherence to these regulations.
• Referral Sources: Determine where your ideal B2B customers typically seek recommendations and referrals when considering new solutions.

Do you get it now?

So next time you hear this in an internal meeting:
“Well, all companies that turnover more than 200 Million should buy from us…”

Question this, challenge it. If you don’t get what you need, create your own.
And outsell your co-workers within 3 months. 😄

What else do we need?

• Understand your buyer. GET OBSESSED. Interview them. Have digital lunches and coffees with them. Read the things they read. Listen to the podcasts they listen to. Immerse yourself in their world. We are suggesting on stalker-level – per buyer group. OBV doesn’t show up at their house. 😒
• Understanding the Buyer’s Journey: Closing deals begins with understanding the intricate dance of the buyer’s journey. No more stumbling in the dark; it’s time to become the choreographer of this sales ballet. And get this: Your buyers are struggling too. 3 of 5 buyers regret their decision to purchase 18 months later, according to new research from Gartner. That’s insane.
• Effective Communication is the main key: Communication isn’t just about words; it’s about understanding, empathy, and crafting responses that resonate with your audience. It’s like knowing the right dance moves to impress your partner. Learn how to read the room, for GOD SAKE. And learn from your female presenting co-workers, they have lived a life being conditioned to support and care for people’s agenda. They know how to read the room. Learn from them.
• Objection Handling with Style: Let’s start with this. There is no “handling”. Please understand that this is just crap. You are having a conversation with another person. Just talk to them, man. If you have trust, they will tell you stuff.
• The Art of Closing Techniques: Closing isn’t a shot in the dark; it’s a skill that can be honed. Master various closing techniques and then heave them out the window. Again, you are talking to a person. Just be a person back to them.
• The Power of Negotiation: Negotiation isn’t a battlefield. You are trying to get something to happen with another person. You are working together. As soon as you DON’T something is wrong earlier in the process. Figure it out.
• GUTS: Guts to not let go until you fully understand what happened in the process that you missed.
• Dare to ask stupid things: Ask again and again until you find the issue under the issue under the issue. And with your understanding on a stalker level of your buyer world, most of your questions will be very very NOT DUM. 🙂
• Get obsessed with your pipeline: Metrics to focus on are Sales Velocity – How fast are you moving those deals and Average Contract Value – How much are you selling on value vs discounting or selling low-value packages, Forecast accuracy – how much control and insight do you really have…?

There are a million more pieces of advice for sales to accelerate your closing rate.
This is the basics, the fundamentals.

So this seems easy enough right? 😬

Hehe, maybe not. So let me plug a thing to you – training is required.

First: The Impact of Sales Training on Your Career
Becoming a sales pro isn’t just about mastering techniques; it’s about transforming your entire career trajectory. Let’s explore the broader implications:

• Career Advancement: Sales training is your key to the executive suite. It’s the express elevator to career advancement and an increase in your earning potential.
• Professional Growth: By investing in your skills, you showcase your dedication to professional growth. You’re not just another sales rep; you’re a valuable asset to any organization.

Reading this fundamental guide is just the beginning of your journey to becoming a sales legend.

Knowledge is power, but action is the secret ingredient to turning knowledge into results.

Now that you’re armed with insights about things you don’t know, let’s get you learning to execute too!

🆘 Second: Plug!

All revenue roles will find amazing stuff in here on revenue-training.  

And I want You to join this!! 🦄

This is for people who want to challenge their current skill sets.
First come, first serve. Communist enough? 🤌🏼
Free sales training? Hell yes!  👇🏽

SIGN UP NOW!

To summarize: 

In the dynamic world of sales, one thing is clear – continuous learning is the key to staying ahead. Equip yourself with the right tools, knowledge, and attitude, and let’s rewrite the narrative of your sales success story. It’s time to close deals like a pro, and we have no doubt you’re up for the challenge!

Stay bold, stay proactive, and keep that sales fire burning!  💼 🔥