Tag: sales

Eight Things AE’s Should Do Every Day

“You do not rise to the level of your goals. You fall to the level of your systems.”
― James Clear, Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones

1. Get some sunlight in the morning – Listen to Functional Medicine Practitioner and author of How to Make Disease Disappear, Rangan Chatterjee discuss the importance of getting outside and exposed to sunlight below.

2. Plan your day – Plan your day. Don’t let your day plan you. I recommend thinking about your day in two windows of time: the morning and the afternoon. Each window should be broken down into an hour length of time: 50 to 55 minutes of work and 5 to 10 minutes of non-work. Stick to this and your productivity will skyrocket.

4. Practice – Review your deals and relisten to your calls. Discuss tactics with your peers and talk about techniques with your manager. Sharpen your sword and get better.

5. Take great notes – Notes are that memory jog that you need to remember what is going on with your deals and how to take them to the next step. Don’t just rely on your memory. Eventually, every deal that you work on is going to bleed into the next.

7. Be active on LinkedIn – Seek out and follow thought leaders in your industry. Read their posts and interact with them in a positive way. Also, follow people that represent examples of your ICP’s. What are they talking about? What websites are they linking to? Don’t just learn about your product; learn about your prospect.

8. Learn Something – Read the Bible. Read an article about sales, on leadership, or on nutrition. Watch a YouTube series on investing or personal finance. Whatever it is make sure that you do it every single day.

***Bonus*** – Stand up and move every single hour. Stretch and make sure that you practice good breathing.

Start creating habits like these for the next 30 days and let me know how it impacts your results.

Follow-Up Magic

The Email That Gets Our Team the Most Engagement

The Email That Gets Our Team the Most Engagement

Occam’s razor states that “simpler solutions are more likely to be correct than complex ones”. This is true with almost every step of the sales process. However, I have noticed this to be particularly true during the negotiating phase of the sales process, when you are trying to get your prospect to reengage with you.

Next time you feel like you’re being ghosted, I want your to send your prospect the following email:

Subject: An Idea❓

Hey <prospect first name> –

I had an idea that I wanted to run past you.

Do you have 5 free minutes to chat this afternoon, or would tomorrow morning work better for you?

Best,

<your name>

That’s it. Many of you will try and add more to this email. I strongly suggest that you don’t. What makes it effective is the simplicity and the “clickbait effect” of people wanting to know what the idea is.

Step two of this approach is actually having an idea to talk to them about if they reengage (and many of your prospects will…trust me). I recommend that you don’t try and improvise this part. You need to have something concrete and clear to discuss with them. Some ideas that have worked really well for me and my team is extending their money back guarantee period, a well-positioned discount, or granting prospects early access to beta release features. However, the strategy here is completely up to you and should be specific to your business.

So give it a shot and if you see success using the strategy, I’d love to hear about it! Shoot me an email at nathan.bliss.nb@gmail.com and tell me the stories. And be prepared to get some messages from your team that look like this:

These are the kind of Slack messages you want to get from your team.