Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. A fundamental error is when sellers push for the Yes before the buyer can say Yes. Then, the buyer hesitates and objects, and ultimately, the sale ends with "No Decision." Today, we'll cover: Imagine a common scenario Clarity first Indirect questions Yes is Final Picture this: you're running a solid sales process, and the buyer is saying all the right things. They feel the pain, like the product, and seem...
7 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Struggling to Close? Does this sound familiar: In the last few months, you've had sales meetings, maybe a lot of sales meetings, but revenue just isn't flowing. And you're at your wits end as to why you can book meetings but not close them. If that is you, maybe a Sales Audit can help. Click here to learn if an audit is for you Stop leaving things unsaid; they'll often cause frustration for you, the buyer, and...
13 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. This week is sponsored by…. Me. Is your business closing some deals, but not enough? I work with many sales leaders to do a top to bottom tear down of what is working, what isn't and what to do about it. Sound interesting? Book A Call The hard close is dead; long live the follow-up. Today, we'll cover When sellers win the sale, when they get paid Lose fewer deals Time kills all deals Template When You Win While...
20 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Every business needs leads. Yet 99% of Startups get lead generation wrong. Last Friday, Alex Urquhart and I ran a LinkedIn Live on this exact topic, and I've summarized our talk below. If you want to watch the Live for yourself, click here. Today, we'll cover: What is Lead Generation Survival Mode Silver Bullet Fallacy Close Rates Let's start with three definitions: What is a "Lead": A lead is anyone who has...
27 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. "We'll talk internally and come back to you" is where sales conversations go to die. If you accept this response, elite sellers will tell you you'll never speak to that buyer again. Today, we'll cover: 60% No Business Priority BAMFAM is Best (but not always possible) The Alternative Talk Track No Business Priority A previous company I worked with was 100% inbound. Yet we closed <10% of qualified leads, a...
about 1 month ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Winner Winner The winner of the Pipeline Review is: Raul. I’ll be reaching out to schedule the Pipeline Review. You can do your own pipeline review using: This Framework Financial returns are inversely correlated with the sexiness of the opportunity. When something is attractive, sexy, exciting, and popular, the amount of money to each individual decreases. The same is true in business. Selling to new customers...
about 2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Deals Lagging? To Celebrate the 52nd edition, I am giving away a PIPELINE REVIEW. For 30 minutes we will go over your top 10 stuck deals and how to move them forward. I'll randomly select someone on Friday 26th July 2024. Click here to enter the draw Today, we're covering: Millions Celebrate Ideas to celebrate My Celebration Millions This week, one of my coachees was talking about a stalled deal. Her sales team...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes. Henry Ford was the founder of The Ford Motor Company in 1908, currently the fifth largest automaker in the world. Among the lessons from his legacy, the most crucial quote is: "Whether you think you can, or you think you can't--you're (probably) right." Many of the best-selling founders I work with didn't start that way. They sounded awkward and avoided anything sales or selling. They weren't comfortable...
2 months ago • 1 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Last week, we had an issue with the email provider. About 25% of you didn't get the email, and about 40% of you got it twice. At least it must have been a good one, as none of the second group unsubscribed ;) If you're in the first group - here is last week's newsletter on True Differentiation and the Tour de France. The best sellers thrive in the "Hero to Zero" dynamic of a new month, quarter, or year. Every...
2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. SaaS Founders: Refresh Your Sales Process With Summer officially here, now is the time to refresh your SaaS sales process and be ready for the buying rush. I have space for 2 SaaS founders to work 1-1 with me and make calendar Q3 & Q4 your best quarters ever. This offer is specifically for SaaS founders doing founder-led sales with 0-2 other sellers, minimum contract value of 5k per year and turning over at...
3 months ago • 3 min read