Jason Smith’s Post

I used to think that being on a Presidential Debate Stage would have to be the most terrifying feeling in the world. And then I learned what it’s like to have to walk alone into a room full of corporate executives to do a sales pitch. To take command and establish credibility within seconds with people twice your age. To get them to trust you, with thousands, if not millions of dollars at stake. To stand alone at the front of a room and be picked apart by 10 people all at once; to keep your composure, and never falter. Sometimes doing this 3x a day with different companies. Sales has a funny way of putting you in situations that make everything else seem like child’s play. Pushing you past your limits.

C-level sales acumen involves mastering the art of relationship building and earning the right to be a trusted advisor of senior executives by knowing what they value and knowing how to deliver value and wins. 👿 Steve Hall, the 'C' Level Sales Authority and top keynote speaker joins top Microsoft Director & #1 social seller Carson V. Heady, author of Salesman on Fire, to discuss. Check out the full discussion here: https://lnkd.in/gMW2q6rf Steve sheds light on the key components of developing the acumen to sell at the C-level. With years of experience, he emphasizes the importance of understanding the perspective of senior executives, offering value, and establishing meaningful relationships. The conversation underlines the significance of the initial meeting with a senior executive. Steve emphasizes that the first step is to target the right person in the right company at the right level. Simply getting a meeting isn't enough; it's about maximizing the chances of that meeting being meaningful. Steve shares a statistic that 85% of first sales meetings are considered a waste of time by senior executives. This stark reality highlights the gap between what sellers perceive as successful meetings and what executives find valuable. Salespeople have "happy ears" and the tendency to believe things are going well. Steve emphasizes the need to earn trust, not just assume it. Trust is built by consistently demonstrating value, aligning with the executive's priorities, and understanding their needs. Selling at the C-level requires a combination of empathy, strategic thinking, and a commitment to adding value. By understanding the needs and perspectives of senior executives, delivering valuable insights, and building authentic relationships, salespeople can develop the acumen to sell at the highest levels of organizations. It's not just about making a sale; it's about becoming a trusted advisor and contributing to the success of your clients. #CLevelSalesMastery #TrustedAdvisorJourney #SeniorExecRelationships #ValueDeliverance #SalesAcumenInsights #ExecutiveEngagement #StrategicSellingMindset #EmpatheticSalesApproach #SalesSuccessMindset

Recently I have been on the receiving end of many sales pitches. I have a lot of respect for any salesperson but I wanted to discuss a couple of things that I find to be a major turn-off. 1. Coming late to the zoom or meeting, it starts everything off on such a sour note. You asked for the meeting, please don’t waste my time. 2. The salesperson speaking for 10-15 minutes straight, sometimes they like the sound of their own voice so much they forget what the end goal is. If you don’t keep the meeting interactive, I start losing interest. 3. Being unprepared with sharing information and pamphlets about the product their selling after the meeting. I am not making a decision on the spot, make sure I have everything I would need to make an informed decision. I know sales is extremely difficult but by doing the above things, it makes it even more difficult to sell. #Sales #Management

🌟🤝 Embracing the Dance of Negotiation: Discover Win-Win Strategies in Sales 🚀💡 In the intricate ballet of sales negotiations, every step, every move, is a testament to the art of understanding and collaboration. 🕺💃 Just like in a synchronized dance, a sales negotiation unfolds not when one partner dominates, but when both discover a rhythm that resonates with mutual success. 🎶✨ Drawing inspiration from the pioneering insights of Daniel Pink, I'm excited to guide you through transforming traditional sales confrontations into dynamic, collaborative partnerships. 📘🌈 It's time to pivot from the win-lose mindset to embracing strategies where everyone comes out on top. 🏆🤗 Here's a sneak peek of the "Winsights": 1) The Power of Empathy: Stepping into your client's shoes to understand their needs and aspirations. 👞❤️ 2)The Art of Listening: Truly hearing what's being said (and what's not) to find common ground. 🎧🌍 3) Strategic Flexibility: Being adaptable and creative in finding solutions that cater to both sides. 🧩🔄 4) Building Long-Term Relationships: Focusing on sustaining partnerships rather than one-off victories. 🌳🤝 Whether you're a seasoned sales professional or just starting out, mastering the art of win-win negotiations is a game-changer. 🌟📈 Let's redefine success in sales negotiations together! 🚀🔍 #WinWinStrategies #SalesNegotiations #CollaborativePartnerships #DanielPink #SalesSuccess #NegotiationSkills #EmpathyInSales #StrategicSelling #BuildingRelationships #SalesInnovation #ProfessionalGrowth #salesmindset #salestraining #salessuccess #salesempowerment #mindsetmatters #masteryourmindset #masteryoursuccess #ws3

What's NOT working in sales pitches today 🚫 Matthew Bigelow reveals a critical shift in the sales landscape -> The old "Me, Me, Me" approach, where you start by showcasing your slide deck, boasting about your greatness, security, size, and funding, isn't hitting the mark anymore. 📉 Today's buyers have easy access to this information. Instead, they seek insight into what truly matters: how you stand out from the competition, your pricing, and the chance to engage and interact with your product or service. 💥 In this era, sales reps need to be consultative partners, not just walking advertisements. So, rethink your pitch strategy and focus on what buyers genuinely want to know. 🤝🔍 #buyercentric #saassales #salesenablement #productledgrowth #snackable_idea

No Champion. No Deal. In any complex sales process, you're going to have multiple people involved in the buying decision. It's important to meet with all of them. Not in a group setting. Meet with them 1:1. In group settings, your biggest opposition won't speak up. Sometimes the quietest person has the most influence. Find out what each person cares most about and turn them into your advocate. Once you have buy-in from multiple stakeholders they will back you up and sell for you in group meetings or when you can't be in the room. Do this well and you have a whole team working together to close the deal.

The Humorous Side of Sales The biggest mistake in sales? 📉 Making it all about the pitch. → Think about that time you went to buy a car. The salesperson "Steve" wouldn't stop talking about features. → Turbo engine, leather seats, cup holders (yes, really). ⇄ But Steve missed the most crucial part: YOU - the buyer. ⇾ Here’s what I've learned after years in sales: ↳ Sales isn't about talking; it's about listening. ↝ Engaging humor breaks barriers and builds rapport. ⇄ Trying to close a deal? Crack a joke. ↯ Ever tried selling an umbrella on a rainy day? → Sound easy? It’s not. People have their preferences. ⇾ Here's how humor saved me once: ↳ Client was dead serious, wouldn't budge on the price. → I joked: “Well, if I sell at that price, I’ll need to start a lemonade stand to survive.” ⇄ Result? We both laughed. Deal closed at a fair price. ⟶ Key takeaway for C-level executives: 📌 Humor = Trust. Trust = Sales. ⇒ If you can make them laugh, you can close the gap. Sales aren't just numbers. It’s about real connections. #salesstrategy #businessgrowth #cxo #humorinbusiness #leadershiptips

I love this quote from Wayne Gretzky, "You miss 100% of the shots you don't take." This quote is so true in sales.🎯 In hockey, you skate to where the puck will be like sales. Or is sales, you go where the opportunities are. So, how do you identify those opportunities? It starts with intimately understanding your customers' needs, pain points, and desired outcomes. It also involves constantly tweaking and refining your sales strategies based on learned insights from each interaction. But never forget this: It's not just about making a sale. It's about building relationships and being that true strategic partner. Great relationships are built on trust, honesty, and value add. So go ahead, take your best shot! ⚡

🌟🤝 Embracing the Dance of Negotiation: Discover Win-Win Strategies in Sales 🚀💡 In the intricate ballet of sales negotiations, every step, every move, is a testament to the art of understanding and collaboration. 🕺💃 Just like in a synchronized dance, a sales negotiation unfolds not when one partner dominates, but when both discover a rhythm that resonates with mutual success. 🎶✨ Drawing inspiration from the pioneering insights of Daniel Pink, I'm excited to guide you through transforming traditional sales confrontations into dynamic, collaborative partnerships. 📘🌈 It's time to pivot from the win-lose mindset to embracing strategies where everyone comes out on top. 🏆🤗 Here's a sneak peek of the "Winsights": 1) The Power of Empathy: Stepping into your client's shoes to understand their needs and aspirations. 👞❤️ 2)The Art of Listening: Truly hearing what's being said (and what's not) to find common ground. 🎧🌍 3) Strategic Flexibility: Being adaptable and creative in finding solutions that cater to both sides. 🧩🔄 4) Building Long-Term Relationships: Focusing on sustaining partnerships rather than one-off victories. 🌳🤝 Whether you're a seasoned sales professional or just starting out, mastering the art of win-win negotiations is a game-changer. 🌟📈 Let's redefine success in sales negotiations together! 🚀🔍 #WinWinStrategies #SalesNegotiations #CollaborativePartnerships #DanielPink #SalesSuccess #NegotiationSkills #EmpathyInSales #StrategicSelling #BuildingRelationships #SalesInnovation #ProfessionalGrowth #salesmindset #salestraining #salessuccess #salesempowerment #mindsetmatters #masteryourmindset #masteryoursuccess #ws3

40 - 60% of deals are lost to no decision. This is exactly the scenario we discussed at 2am.... 😂 Yep I love talking sales so much when Meghann Misiak and nicholas thickett asked me to jump on their show I couldn't resist! But why do deals get stuck. Even when the ROI for change is so significant. Sometimes it's not about ROI. Sometimes even when we execute the sales process so well. We can find ourselves in a posisiton where someone in the org doesnt want the deal to progress. As the budget for the project could impact their ability to seek approval for their own projects. And the law of self interest kicks in. This is why it's important to seek understanding from your champion on who the deal could impact. In a positive and negative way. Then you have a better chance of developing a strategy with your champion on how to work through this potential barrier. So your deal doesn't end up in the no decision category. #sales