Sales Success Methods

Last week, I heard from a super impressive customer who has cracked the code on how to give salespeople something they’ve always wanted: more selling time. Here’s how he transformed their process. This customer runs the full B2B sales motion at an awesome printing business based in the U.S. For years, his team divided their time across six key areas: 1. Task prioritization 2. Meeting prep 3. Customer responses 4. Prospecting 5. Closing deals 6. Sales strategy Like every sales leader I know, he wants his team to spend most of their time on #5 and #6 — closing deals and sales strategy. But together, those only made up about 30% of their week. (Hearing this gave me flashbacks to my time in sales…and all that admin tasks 😱) Now, his team uses AI across the sales process to compress the amount of time spent on #1-4: 1. Task prioritization → AI scores leads and organizes daily tasks 2. Meeting prep → AI surfaces insights from calls and contact records before meetings 3. Customer responses → Breeze Customer Agent instantly answers customer questions 4. Prospecting → Breeze Prospecting Agent automatically researches accounts and books meetings The result? Higher quantity of AI-powered work: More prospecting. More pipeline.  Higher quality of human-led work: More thoughtful conversations. Sharper strategy. This COO's story made my week. It's a reminder of just how big a shift we're going through – and why it’s such an exciting time to be in go-to-market right now.

Sales isn’t magic. It’s math. But if your revenue isn’t growing, chance are... It’s not your product. It’s your system. Let me explain. The fastest-growing companies don’t have “better closers.” They have better processes. Here’s what top 1% sales teams do differently: 1. They multiply, not guess. Revenue = Leads × Conversion Rate × Deal Size × Retention Change one variable → growth. Change all four → rocket fuel. That’s not a hack. That’s math. 2. They stop pitching and start listening. The best reps talk 30% of the time. The rest? They listen for gold. People don’t buy when they understand. They buy when they feel understood. 3. They don’t chase. They qualify fast. 🚫 Endless demos 🚫 Chasing low-fit leads ✅ Score prospects early ✅ Cut the dead weight ✅ Focus on buyers who are ready now Time is your most expensive resource. Guard it. 4. They don’t sell the product. They sell the cost of inaction. A great pitch isn’t about what you do. It’s about what your buyer loses by doing nothing. Paint the pain. Then make your offer the obvious solution. 5. They follow up with purpose. 80% of deals close after follow-up #5. But most reps quit after #2. Win the deal by staying in the game. And bring value every time you follow up. If you want sales that scale without burning out your team: • Stop relying on heroics. • Start building systems. • Track the right KPIs. • Make it easy for buyers to say yes. Revenue isn’t a mystery. It’s a repeatable machine. If you build it right. Want your team to sell smarter, faster, and at scale? Let’s make that happen. I'm hosting a free training for founders & CEOs. "How to Accelerate Sales Growth For Your Business" Thu June 26th, 12 noon Eastern / 5pm UK time Join me: https://lnkd.in/dnjfFDuF ♻️ Repost to help a founder in your network. Follow Eric Partaker for more sales growth strategies. P.S. Want a PDF of my Sales Growth Cheat Sheet? Get it free: https://lnkd.in/dcgvWeMv 📌 Our next cohort of The CEO Accelerator starts July 23rd. 20+ Founders & CEOs have already enrolled. Learn more and apply: https://lnkd.in/dRwv7nJF

Here's what I actually wish more executives knew about showcasing results... Even the most impressive achievements fall flat without context. Don't just say: "Increased sales by 45%" Instead say: "Reversed 3-year sales decline by implementing consultative selling approach and territory optimization, resulting in 45% revenue growth ($3.2M) within 18 months" This "Results with Evidence" approach changes the whole ball game. Listing responsibilities tells employers what you were SUPPOSED to do. Showcasing results with evidence shows them what you ACTUALLY did. And... before you say "I don't generate any revenue..." You don't need revenue figures to quantify your impact! Measure: - Size metrics (team members, departments, locations) - Percentage improvements in any process - Time saved through your initiatives - Volume of work handled - Scope of responsibility Even without direct revenue figures, you can ALWAYS find ways to quantify your impact. If you're ready to transform your resume from a list of job duties into a powerful marketing tool that PROVES your true impact, download my free executive resume template: https://lnkd.in/ekYCz3sV. Your future self (with a calendar full of interviews) will thank you! #LinkedInTopVoices #Careers #Resumes

Gong just announced last week they blew past $300M in ARR. WOW. In 2016, I started at Gong as the 2nd US employee at $200k ARR. 20 SaaS sales tips I learned during my time in that storybook growth journey: 1. Money follows pain. Stop selling benefits. Start selling pain relief. You'll close more. 2. WHO matters more than WHAT. If you're talking to the right person: But you have bad sales technique? You can still win. If you're talking to the wrong person: And have great sales technique? You lose. 3. Don't multi-thread. Single-thread with multiple people. Break people out into 1:1 meetings. Stole this from Krysten Conner. 4. Don't multi-thread too much. Looping in the wrong people can kill your deal. Get the blend of people just right. No, IT doesn't always need to be involved. 5. Great cold emails don't talk about your product. They talk about pain. They look like a page from your buyer's diary. 6. Follow up. Fast. Some sellers take days to follow up. They don't want to seem desperate. Stop it. This isn't dating. Speed sells. 7. The secret to enterprise deals: Pick the deals you can win; then win the deals you pick. 8. Build your business acumen. It makes your sales techniques 2x as effective. Without acumen, you're hollow. 9. Don't seek approval. Seek to solve problems. Big difference. Don't grovel. 10. Buyers don't buy because of ROI. ROI doesn't drive purchases. Emotion does. They simply need ROI to justify the purchase. 11. There are two winners in each deal: The seller who won. The seller who ejected from the deal early and didn't waste time. 12. "Continuity of power" is the ultimate metric. Getting access to power is one thing. Getting a 2nd or 3rd meeting with power is entirely different. Only sellers with sharp acumen get the latter. 13. Great sales calls start with planning. Don't wing it. 14. Voice tone matters. Stop inflecting up. Inflect down. It sets an equal tone. 15. Become a master wordsmith. Words trigger mental pictures. Mental pictures trigger emotions. Emotions trigger actions. Actions close deals. 16. Don't negotiate price too early. It should be the last thing you do before the deal closes. Anything else is too early. 17. Talk about money like it's nothing. Quote a $600,000 proposal with a straight face. That's a super power. The best salespeople have a casual attitude about money. The worst salespeople freak out when they talk numbers. 18. Selling is a set of skills. Not a personality trait. 19. Use the same words your buyer uses. Stop paraphrasing. Stop putting your own twist on things. Use their words. 20. Always know the next step. Bad news: If you don't know what next step you'll suggest? You're wasting that sales call. Selling is an act of leadership. So lead. P.S. Master every aspect of SaaS sales with a FREE trial of pclub.io here: https://lnkd.in/gzF2YwKt

THE ULTIMATE CHECKLIST FOR SALES LEADERS Ever wondered how top sales leaders consistently drive outstanding results? One of our clients—a forward-thinking Sales Director at a leading organization—discovered that the secret was in a 10-point structured checklist. By implementing thist, she not only boosted team performance but also created a culture of accountability and continuous growth. Here’s how her daily routine worked wonders which she shared with us: 1. Set Powerful Daily Intentions Each morning, she began by defining clear, actionable goals that aligned with long-term targets. This simple practice sparked a 22% boost in productivity right from the start. 2. Kick Off with a Dynamic Morning Huddle A lively team huddle was conducted every morning to share quick wins, challenges, and fresh ideas. This open exchange led to a 16% increase in conversion rates as problems were nipped in the bud and collaboration thrived. 3. Review Performance Metrics Right after the huddle, she reviewed the sales dashboard to check key performance indicators—conversion rates and pipeline progress, and real-time data insight helped the team stay proactive and adjust strategies instantly. 4. Conduct Targeted One-on-One Coaching She set aside time for brief one-on-one sessions with team members and provided personalized feedback, driving an 18% improvement in individual performance over the quarter. 5. Delegate Smartly and Empower Effectively She delegated tasks effectively and this empowerment built trust and boosted overall efficiency. 6. Prioritize High-Impact Activities This laser-focus on high-priority items that had the greatest impact on sales performance streamlined efforts and accelerated deal closures. 7. Monitoring the Sales Pipeline Daily Regular checks on pipeline status allowed her to spot bottlenecks early resulting in a healthier pipeline and ensured that no potential deal slipped through the cracks. 8. Learning and Innovation Innovation is key in sales - and she reserved time to review market trends and new sales techniques, keeping the team ahead of the curve and adaptable in a fast-changing market. 9. Celebrating Wins Recognizing small victories boosted team morale and created a positive feedback loop. 10. Reflection and Planning Finally, each day concluded with a reflective session to evaluate successes and areas for improvement. This habit laid the groundwork for smarter, more strategic planning the following day. If you have a point to add for this checklist, please do share in comments - we would love to hear! Curious how this checklist and other hacks can transform your sales leadership? 💹https://lnkd.in/dGGM5vCK #sonniasingh #sonniasinghleadershipcoach #SalesLeadership #SalesChecklist #SalesSuccess #TeamPerformance #LeadershipTips #SalesManagement #salesgrowth #business

For my first 16 years in tech sales, I averaged 240K/year W2 income. In my last 4 years, I averaged 720K/year. In order to triple my income, I had to change my sales approach entirely. Here's what I changed: I started using a new approach that I now call Yo-yo selling: 🪀 Yo-yo selling emphasizes starting at the executive level, conducting thorough discovery within the organization, and then returning to the executive with a tailored business case. Like holding a yo-yo, you are constantly in communication with the Executive Sponsor and updating them as you collect information and conduct deep discovery lower down in their organization. You are literally going up and down the organization, but always taking everything back to the Executive Sponsor to surface your findings along the way. Here's a breakdown of the framework: 🎯 𝐈𝐚𝐧 𝐊𝐨𝐧𝐢𝐚𝐤’𝐬 “𝐘𝐨-𝐘𝐨 𝐒𝐞𝐥𝐥𝐢𝐧𝐠” 𝐅𝐫𝐚𝐦𝐞𝐰𝐨𝐫𝐤 This strategy involves a three-step process: 1. Start at the Top (Executive Engagement) Initiate contact with a senior executive to understand their most pressing challenges, the reasons behind the need for change, and the consequences of inaction. If your solution aligns with their needs, secure their sponsorship for further discovery within their organization. To secure the Executive Meetings, it's essential to create a tailored POV (point of view) on where you think you may be able to help them based on your initial research of their highest level goals and priorities. Chat GPT has made this research a LOT faster now. 2. Conduct In-Depth Discovery (Middle Management) Engage with department heads and key stakeholders to uncover the day-to-day challenges they face. Focus on understanding their processes, pain points, and the implications of current inefficiencies. Gather direct quotes and insights to build a comprehensive view of the organization's needs. 3. Return to the Executive (Present Findings) Compile the insights gathered into an executive summary and business case. Present this to the executive sponsor, highlighting how your solution addresses the identified challenges. Tailor your demonstration to focus solely on relevant aspects that solve their specific problems. 🚀 Why It Works 1. Accelerates Sales Cycles: Engaging executives early ensures alignment and expedites decision-making. 2. Builds Credibility: Demonstrates a deep understanding of the organization's challenges and showcases a tailored solution. 3. Facilitates Internal Buy-In: By involving various stakeholders, you ensure that the solution meets the needs of all parties, increasing the likelihood of adoption. I'm pleased to share that that Yo-yo selling was recently awarded as a Top 15 Sales Tactic of All Time by 30 Minutes to President's Club, and I received a cool plaque for entering the 30MPC Hall of Fame. Since I have no chance of entering the Hall of Fame for my baseball or golf game, this is a nice consolation prize 😁

I analyzed 12 months of ABM campaigns that actually worked. Here's the data: Most Account-Based Marketing fails before it starts. After analyzing 12 months of successful ABM campaigns (and plenty of failures), I've identified the patterns that consistently drive pipeline. Here's what the data shows: 1. Timing matters just as much as content Accounts that received 3+ touches within 48 hours of showing buying intent converted 4x better than those that received the same content a week later. 2. The magic number is 6.2 (for this brand at least) The average closed-won deal had 6.2 stakeholders involved. Yet most ABM campaigns only target 1-2 personas per account. Expand your reach. 3. The "champion experience" is everything The accounts where we delivered a memorable experience to a single champion (personalized video, custom research, direct exec outreach) had 3x higher conversion rates. 4. Sales and marketing misalignment kills ABM Our most successful campaigns had sales activity within 24 hours of marketing touches. When this alignment slipped to 72+ hours, conversion rates dropped by 48%. 5. Personalization at scale actually works But not how most people do it. We tested 4 levels of personalization: - Generic (18% engagement) - Industry-specific (27% engagement) - Company-specific (42% engagement) - Individual + company-specific (63% engagement) 6. Direct mail isn't dead But swag is worthless (or at least it didn’t work for this audience 🤷♀️). Our highest ROI direct mail: Personalized research reports addressing the account's specific challenges. $250 spend → $45K in pipeline (average). 7. The "Double-Down Effect" When an account engages with ANY marketing touch, immediately increasing the frequency and personalization level produces a 3.5x lift in conversion rates. The companies getting ABM right understand it's not a campaign—it's a complete go-to-market strategy. P.S. I'm working on a new episodic ABM show in collaboration with Clay, so stay tuned 🤗

As an executive buyer, I *never* review sales decks. Yet, 99% of AEs equip champions with 25 slides at the critical decision stage. Instead, it only takes 60min to craft a decision resource that *does* get read (here’s how we do it): BACKGROUND: Your entire Sales Process has one goal. Support the Buying Process. That's it. You spend hours on: - Running POCs - Listening to calls to prepare - Catch-up calls with champions - Follow-ups to get an executive meeting But not 60 minutes writing a BUSINESS CASE? That's insane! Your buyer’s process ends with a business case. So the POCs, Call Recordings, Catch-Ups, FUPs… Don’t mean a thing if you fail at this step. —— Here’s our teams’ 5-step Business Case framework: 1. EVERY SINGLE CALL IS ABOUT THE BUSINESS CASE Discovery is not a stage; it’s the definition of your role as a seller at every stage. And its main goal is serving the business case (not you). Why do Anything? Why Now? Why Us? After each call, all of that goes into a living and breathing Exec Summary section in our Aligned Deal Room. 2. DRAFT A STRONG PROBLEM STATEMENT We use our discovery notes to draft strong storytelling that: a) Describes the problem, b) Its root cause, c) The impact of the problem (ideally quantifiable), d) Why it’s important now, e) Why it wasn’t yet solved (this helps fight scrutiny). 3. USE OUR BUYER'S LANGUAGE We ditch the lingo that comes with our standard enablement materials and use what we hear all stakeholders say throughout the process. How they describe the problem, their acronyms, etc. 4. ADD SUPPORTING DATA THAT EXECS WILL ASK FOR Include what execs will need to make a decision. For us, it is: a) Quantifiable impact, b) Project scope, c) Terms, d) Recap of evaluation and why us. 5. MAKE IT COLLABORATE AND SHAREABLE Using a Deal Room helps us get our champions’ input more easily and edit it together with them. Very often it turns into the internal version that they present, which gives us more visibility into who’s involved and viewing what. —— Want to ensure you get chosen in that hard-worked deal? Get off your a**. Spend 60 minutes writing a Business Case. Skip the 25-slide deck. And if you want help getting started… I can send you a copy of the Business Case template/playbook we use at Aligned. EDIT: We couldn't DM everyone, so here's the link: https://lnkd.in/dtNcb4y2

Cold Calling Is Dying. Here’s What’s Replacing It. The numbers don’t lie: • Cold call success rates have dropped to 2.3% in 2025, down from 4.8% last year (Cognism). • 72% of sales calls never reach a person, and it takes 8+ dials to connect with just one prospect. • Only 28% of reps still view cold calling as effective. Meanwhile, high-performing teams are doing something different. Research-Driven, Insight-Led Outreach Wins: • Reps who thoroughly research their prospects are 3x more likely to succeed (Clevenio). • Prospect-specific research can lift conversions by ~30%. • Insight-led outreach builds trust before a call is ever placed. Email and Social Are Outpacing Phone-First Approaches: • Personalized cold emails outperform generic ones by 32%; average reply rates are 8–9%. • 78% of social sellers outsell peers, and social-enabled teams hit quota 66% more often. Takeaway: 1. The call is no longer the first touchpoint. It’s the third or maybe the fourth; it’s only viable once you have demonstrable engagement via other channels. 2. Buyers start with research—so should you. Start with research. Deliver value. Leverage email and social. Then—and only then—call with context. You’re no longer the teacher like when you were knocking on doors. 3. This is how modern sales works. And this is how trust is built at scale. Welcome to the future, my friends. 🙌🏾 #NervousSystemsStrategist #SalesLeadership #ModernSelling #ColdCalling #SalesDevelopment #InsightSelling #SalesStrategy #SalesEnablement

Account-based GTM is having a big resurgence. It used to be reserved for the highest value accounts ($100k+ deals) -- frankly it was too manual & too expensive to scale beyond that. As account data becomes a commodity -- and as AI tools help automate deep account research -- we can bring our entire target market into our CRM & tailor all our pipeline efforts on the best-fit accounts. Here's the thing: pivoting to ABM is still brutal. There are no real playbooks. And there's a painful lack of tactical resources. Emilia Korczynska, VP of marketing at Userpilot, had to learn the hard way ("ABM or die trying..."). Today she shared the tactical guide she wished someone gave her *before* she started. Read it in Growth Unhinged: https://lnkd.in/eHY8Ss5t Spoiler: it worked. Emilia's team generated >$650k in pipe in 90 days with $12 in pipe per $ spent. And now they're doubling down. Here's the TL;DR - your ABM checklist: 1. Define your ABM goals & leading metrics. 2. Pick a level of personalization (1:1, 1:few, 1:many). 3. Set up campaigns: account stages, account scoring. 4. Decide on a duration: how long campaigns will last. 5. Select channels to reach your target audience (Emilia started with LinkedIn). 6. Build your list of targets: accounts, personas, etc. 7. Prepare the content, messaging, ad formats, etc. (Make sure to define a hand-off point with BDRs). 8. Approve the budget & resources. 9. Set up dashboards to track campaign performance. 10. Onboard tools/vendors for each element of ABM. As a side note, Emilia chose an 'unbundled' ABM tech stack with 8 tools, costing ~$2.5k per month. The choices: - For list building: HubSpot (CRM), Clay, BuiltWith, Apollo.io - For campaign assets: Notion - For intent recognition & account scoring: ZenABM/Fibbler - For ad campaign mgmt, lead flows, reporting, sales outreach: HubSpot (Marketing) - For prospecting: Salesloft Hope this guide makes ABM a little less of a nightmare 🙏 #abm #marketing #gtm #saas