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.

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

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 😁

Selling to the C-Suite? Here’s what they actually care about. Most reps blow the meeting before it even starts. Not because their product sucks... but because they show up sounding like a feature brochure with a pulse. When you’re in front of a C-level exec, you’ve got 30 seconds to prove: ✅ You understand their world ✅ You’re not here to waste time ✅ You can move the needle on what matters to them What that looks like, by title: 🧠 CEO – Growth + Risk ✖ Don’t pitch features. ✔ Show how you help them scale faster, cut risk, or hit strategic goals. 💬 “This helps teams like yours enter [X market] 3x faster - with fewer moving parts.” 💰 CFO – Cost + ROI ✖ “This will improve productivity” = fluff. ✔ Quantify ROI. Speak in margins, efficiency, risk reduction. 💬 “We reduced vendor cost 18% and freed 22 hours/month for [role].” 🛠 COO – Efficiency + Execution ✖ Don’t say “streamline.” Prove it. ✔ Show how you simplify ops, reduce friction, and speed up delivery. 💬 “We eliminate 4 handoffs in your process, cutting fulfillment time in half.” 📈 CRO – Pipeline + Predictability ✖ Don’t pitch dashboards. ✔ Show how you help them hit number faster - with fewer surprises. 💬 “We help reps close 12% more deals without changing your CRM.” 📣 CMO – Leads + Attribution ✖ Don’t promise “awareness.” ✔ Show how you help convert demand into real pipeline. 💬 “We cut cost per qualified lead by 38%... and proved it with revenue impact.” 👥 CHRO – Retention + Culture ✖ Don’t pitch “engagement.” ✔ Tie your solution to retention, onboarding, or team performance. 💬 “Your reps ramp 30% faster...and stay longer because the system supports them.” CIO/CTO – Security + Scalability ✖ Don’t ignore technical friction. ✔ Preempt risk and show how your tool fits their stack. 💬 “No extra infrastructure, fully SOC 2 compliant, and deployed in 48 hours.” CPO – Velocity + Adoption ✖ Don’t talk features to a feature owner. ✔ Show how you drive product adoption and roadmap execution. 💬 “Adoption jumped 44% in 3 months - because we removed friction at the edge.” You’re not selling your product. You’re selling outcomes to people with power, pressure, and no patience. 👇 Which C-level convo are you prepping for next? — 📬 Want access to practical sales resources and advice from top sellers every day? Subscribe here: SalesDaily.co

How to sell (without feeling salesy): First, understand the Ethical Wealth Formula: (Value First × Trust Building) × Authentic Positioning  ———————————————————  Frequency of Asks × Pressure Tactics This isn't abstract theory. It's practical math: • Increase the numerator: deliver more value, build more trust, position more authentically • Decrease the denominator: reduce frequency of asks, eliminate pressure tactics • Watch revenue soar while your integrity remains intact Ethical doesn't mean unprofitable. It means sustainable. Principle 1: Value-First Monetization The approach that generates $864,000 monthly without a single "hard sell": • Deliver so much value upfront that buying feels like the obvious next step • Create free content so good people say "If this is free, imagine what's paid" • Solve small problems for free, big transformational problems for a fee Give until it feels slightly uncomfortable. Then give a little more. Principle 2: Trust Through Consistency I've never missed weekly content in 3 years, through vacations, illnesses, market crashes. The trust-building machine that works while you sleep: • Show up reliably when competitors disappear during tough times • Do what you promise, when you promise it • Maintain quality across every touchpoint One founder implemented this and saw conversions increase 74% in 30 days, without changing offer or price. Trust isn't built in grand gestures. It's built in boring consistency, most won't maintain. Principle 3: Authentic Positioning The approach that helped me raise prices 300% while increasing sales: • Own your expertise unapologetically, confidence is not arrogance • Speak to specific problems you solve, not vague benefits you provide • Tell detailed stories of transformation instead of listing features You don't need to be perfect to sell effectively. You need to be authentic about how you help. Principle 4: Invitation Vs. Manipulation The ethical alternative to high-pressure tactics: • Invite people when they're ready, don't push when you're ready • Create genuine scarcity (limited capacity) not fake urgency (countdown timers) • Respect "no" as "not now" rather than objection to overcome My most profitable sales sequence has zero countdown timers, zero artificial scarcity, zero pressure. Ethical selling feels like extending help, not hunting prey. — Enjoy this? ♻️ Repost it to your network and follow Matt Gray for more. Want to improve your sales strategy? Join our community of 172,000+ subscribers today: https://lnkd.in/eTp4jain

An AE just closed a $1,000,000 deal at Deel 🥳 I listened to every single call. 𝗪𝗵𝗮𝘁 𝗵𝗲 𝗱𝗶𝗱: 1. He used a mutual success plan. Nothing fancy. Just excel. But it was clear, structured, and outlined exactly what needed to happen.“I took the time to build a mutual success plan for us. I'd love to align and co-build this together...” 2. He started every call with their objective “If you could accomplish one objective on today’s call, what would it be?”This created alignment and made the buyer feel heard. 3. Every call was highly structured. He prepared like a pro. He stuck to the time. He opened with a quick agenda always. “Here’s what I was thinking for today's call: quick recap, dig into X and Y, and leave 10 minutes at the end for your questions or next steps. How does that sound?” 4. He brought in the right people. Every stakeholder had a role. He introduced global experts multiple times.“Rather than me trying to speak to everything, I’ve invited [expert] to walk you through [topic]. If you decide to move forward, they’ll be working closely with you throughout implementation too.” 5. He shared customer stories. His structure was simple. What it was like before and after using Deel. “Before Deel, they were dealing with [insert challenges]. After Deel, they now [insert value].” 6. He confirmed next steps after every call Sent fast, clean recaps. No confusion on who was doing what. 7. He obsessed over decision criteria He knew exactly what the buying team cared about. He always tied features to business outcomes that mattered. “Can we dig into how you’ll be evaluating this? Have you purchased software before and can you walk me through how that decision was made?” 8. He was proactive with roadblocks He brought up common blockers before they did. He showed how other companies overcame them. “Something that’s come up with similar companies is [insert challenge]. Is that something you're thinking about as well?” And that my friends... Is how a million dollar deal is done. Happy humpday y’all, — Mike G 👉 Get The Best Sales Newsletter delivered straight to your inbox for FREE: https://lnkd.in/g-dHTj7s

The biggest indicator of future sales success? It might surprise you. The best trait of a salesperson is coachability. I didn’t really get this until I’d hired and coached a lot of people. Most think coachability means that they take feedback. But that’s the shallow version. The real thing shows up in small moments: 1. They update fast. You give them a new angle, and they immediately shift their answer. 2. They don’t hide behind old experience. Instead of “this is how I’ve always done it,” they say, “let me try this new thing”. They are always looking for ways to be better at sales. 3. They test things on the spot. In an interview, a role-play, wherever. Test, and iterate, constantly. 4. They care more about getting it right than being right. You can feel when ego leaves the room. 5. They show the change. You give feedback early, and you see the improvement later in the same conversation. A leader once gave me a chance when all I had was the ability to learn fast. It shaped how I hire today. If you want a strong sales team, hire the people who adjust quickly. Everything else you can build. What’s the best example of coachability you’ve seen in a candidate? - Like my content? Let's connect Follow Tim for more on B2B sales.

Cosmetic Sampling, gateway to conversion. Once seen as simple promotional giveaways, sampling has evolved into a strategic powerhouse for brands and retailers seeking deeper engagement and stronger conversion rates. Yet, as with all packaging-dependent formats, sustainability remains a critical concern. +75% users more inclined to purchase from a unknown beauty brand after sampling. +56% U.S. beauty shoppers prefer to try a product in-store before committing to a purchase. →From silent testers to social media stars. Sampling isn't just about trial, it's about storytelling. Premium brands now design their samples to look as good as they feel, giving them visual appeal both on shelves and screens. Bold forms, textured finishes, and branded pouches or vials are turning samples into social-media-friendly content that supports product discovery and brand desirability. +33% consumers would have visited a store to try the product if they hadn't received the sample online. →Entry point to the brand world. Sampling allows consumers to experience a brand’s essence at zero or low cost. It lowers the barrier for first-time users and helps convert interest into loyalty. For new brands or product lines, samples are an efficient way to drive trial and build early awareness, a small gesture with big potential impact. +30% of U.S. fragrance users would not purchase a fragrance they hadn't smelled in person. →Designed for a “try-before-you-buy” culture. Modern consumers want to test and compare before committing. Sampling aligns perfectly with this mindset. It offers a tactile, sensorial experience that digital can't fully replicate, especially vital for texture-based categories like skincare and makeup. It minimizes buyer’s remorse and increases trust. +40% consumers who try a sample proceed to purchase the full-size during the same shopping trip. →Unsustainable reality of sampling. Use of trial kits generates around 980 tones of plastic waste annually in the UK, with only 9% recycled. To reduce this impact, brands must adopt sustainable sampling, using recyclable materials, biodegradable films, or refillable formats, while designing smarter, minimal packaging that maintains effectiveness without the waste. Conclusion. Are indispensable for cosmetic brands seeking to engage consumers, showcase product efficacy, and drive sales. The integration of innovative, sustainable packaging solutions and an understanding of evolving consumer preferences are crucial for the success of sampling initiatives. Find my curated search of examples, and get inspired for your next success. Featured Brands: Byredo Chanel Damiana Dsd Glossier Khus+khus Lelabo Ohii Ouai Rhode Sooyanng #beautybusiness #beautyprofessionals #beautydesign #beautysampling

90% of product pages struggle to convert. With conversion rates below 2%. Mainly because of: - Poor copy - Poor design  - Difficult to use Positioning as a premium brand?  Then optimizing for these is even more critical. In this post, using Hawaii Coffee's example, I'll be sharing how you can increase your sales by improving copy, design and usability. Below are the 8 changes I recommend - 1. Adding a short description below product name. This should show the brand's personality and tell something valuable about your product. 2. Using an image that catches attention. This is key. Use an image that leaves a memorable impression. 3. Highlighting key features before add to cart CTA. These should be in bullets and each within 3 words. 4. Making sure the variants are super clear. Consider using images if selling different flavors, colors. 5. Highlighting why someone should subscribe and not just purchase one time. This brings you recurring revenue monthly. 6. Adding short copy that builds trust in the brand and product. Don't hide this under an accordion. 7. Adding FAQs. Check with your sales/customer support team for common questions. Also these are great for SEO. 8. Adding USPs with icons. These are reasons why you should trust the brand and why the product is great. Other design changes I made: - Increased font size in places - Removed the image thumbnails - Moved price close to the product name - Added the weight next to price to show value - Added service USPs below add-to-cart CTA Found this useful? Let me know in the comments! P.S. You can also do this for your ads. Have you ever tried these? #conversionrateoptimization

Hey Salespeople: Here is a collection of current use cases for AI in sales & CS: ** GenAI in Sales ** --> Draft messaging for personalized email outreach --> Generate post-call summaries with action items; draft call follow ups --> Provide real-time, in-call guidance (case studies; objection handling; technical answers; competitive response) --> Auto-populate and clean up CRM --> Generate & update competitive battlecards --> Draft RFP responses --> Draft proposals & contracts --> Accelerate legal review & red-lining (incl. risk identification) --> Research accounts --> Research market trends --> Generate engagement triggers (press releases; job postings; industry news; social listening; etc.) --> Conduct role-play --> Enable continuous, customized learning --> Generate customized sales collateral --> Conduct win-loss analysis --> Automate outbound prospecting -->Automate inbound response --> Run product demos --> Coordinate & schedule meetings --> Handle initial customer inquiries (chatbot; voice-bot / avatar) --> Generate questions for deal reviews --> Draft account plans ** Predictive AI in Sales ** --> Score leads & contacts --> Score /segment accounts (new logo) --> Automate cross-sell & upsell recommendations --> Optimize pricing & discounting --> Surface deal gaps / identify at-risk prospects --> Optimize sales engagement cadences (touch type; frequency) --> Optimize territory building (account assignment) --> Streamline forecasting (incl. opportunity probabilities; stage; close date) --> Analyze AE performance --> Optimize sales process --> Optimize resource allocation (incl. capacity planning) --> Automate lead assignment --> A/B test sales messaging --> Priortize sales activities ** GenAI in CS ** --> Analyze customer sentiment --> Provide customer support (chatbot; voice-bot / avatar; email-bot) --> Draft proactive success messaging --> Update & expand knowledge base (incl. tutorials, guides, FAQs, etc.) --> Provide multilingual support --> Analyze customer feedback to inform product development, support, and success strategies --> Summarize customer meetings; draft follow-ups --> Develop customer training content and orchestrate customized training --> Provide real-time, in-call guidance to CSMs and support agents --> Create, distribute, and analyze customer surveys --> Update CRM with customer insights --> Generate personalized onboarding --> Automate customer success touch-points --> Generate customer QBR presentations --> Summarize lengthy or complex support tickets --> Create customer success plans --> Generate interactive troubleshooting guides --> Automate renewal reminders --> Analyze and action CSAT & NPS ** Predictive AI in CS ** --> Predict churn; score customer health; detect usage anomalies, decision maker turnover, etc. --> Analyze CSM and support agent performance --> Optimize CS and support resource allocation --> Prioritize support tickets --> Automate & optimize support ticket routing --> Monitor SLA compliance