What would it take for your sales team to reach increased productivity and adopt a streamlined approach to qualify sales leads? What would a streamlined approach look like? How would you ensure that it would be adopted by all of your salespeople across the board and actually build a healthy sales pipeline?
On this episode of #SellingWithSocial, you’ll hear from sales and leadership expert Elay Cohen. Elay is the Co-founder and CEO of Sales Hood, a Sales Enablement Platform. He has received acclaim as the Top Innovative “Mover and Shaker” in sales leadership by Entrepreneur magazine, the Former Senior Vice President of Sales Productivity at Salesforce, and recognized by Marc Benioff as Salesforce’s “2011 Executive of the Year.”
You don’t want to miss this helpful episode with Elay as he opens up about how to qualify sales leads, drive productivity, front end sales pursuits with rigorous study, and much more!
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Best Practices For Qualifying Sales Leads
How can your sales team be as prepared as possible when they connect with sales leads? Do you have a clear and thought out strategy for qualifying sales leads? On this episode of #SellingWithSocial, you’ll hear from Elay as he goes over his approach to qualifying sales leads. Elay’s main point is that, while it can be helpful to have prepared questions that you want to bring up in your meeting, at the end of the day, it’s all about the flow of the conversation. It’s important for sellers to be skilled at asking open-ended and layered questions in order to show the client that they are genuinely interested in the conversation and building the relationship. This is simply part of being a modern seller. Make sure to catch this episode as Elay expands on this topic and much more!
The Keys to Driving Productivity
Everyone wants to be more productive when it comes to how they spend their energy and efforts but the driving question is: what does it take to get the results you want to see? On this episode of #SellingWithSocial, Elay explains what it takes for sales leaders like you to tune out the noise and focus on what really matters in your business.
Elay stresses that one of the most important factors to driving productivity is cultivating a curious mindset. If sales leaders are able to stay curious and nurture a constant state of learning, this mindset eventually produces a wise and patient salesperson. Knowing when to pursue sales leads and when particular avenues are not worth the investment can be a huge factor in driving sales productivity. Elay goes into further depth with this topic on this episode, don’t miss it!
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The Rigorous Sales Discovery Process
What is the difference between a top sales performer and an average sales performer? According to Elay, it really comes down to taking the time to engage with sales leads in a meaningful and memorable way.
Top performers take their time to connect with and get to know a client before they launch into what solutions and services they can provide. Elay calls this the “Rigorous Discover Process” and he’s convinced that this is the key between an effective salesperson and a stellar salesperson. Go deeper with the concept of rigorous discover on this episode of #SellingWithSocial!
Lead by Example in finding Sales Leads!
What is the most effective way to implement behavior changes and patterns you want to see adopted throughout your sales organization? According to Elay, it’s all about how the leader of the company behaves. If you want to see change or if you want to emphasize a particular method of connecting with and engaging your sales leads, it comes down from the top.
In our conversation, Elay shares a helpful example to illustrate this point. He points to Jim Steele who is an individual who leads by example. Whenever there is a new initiative or action item that he wants his team to adopt, he goes first. Ultimately, the leaders in your organization are the people who go first. How can you capitalize on this lesson today? Learn more on this episode of #SellingWithSocial!
Do you want to know the best steps for sales prospecting so you can get higher quality leads in 2021? Check out our definitive prospecting guide for sales management to grow pipeline!
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Outline of This Episode
- [1:10] I introduce my guest, Elay Cohen.
- [4:30] Elay talks about his love for music and how it impacts his work.
- [8:00] Keys to driving productivity.
- [10:00] How to front end your sales pursuits with rigorous study.
- [13:30] Best practices and techniques to qualify sales leads.
- [17:00] The advantage of using video to follow up with sales leads the same day.
- [21:30] Is role-playing and practicing your sales pitch worth it?
- [28:30] Lead by example!
Resources Mentioned to Help with Sales Leads
- Book: Saleshood
- Star Wars
- True Romance
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