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February 28, 2022
4 min read
Welcome back to The Weekly Pitch! Our mission is to cover news, offer insights, and profile rising stars in the sales community.
Every great sales rep knows "just checking in" gets an eye-roll from our prospect. Instead, mix up our outreach based on where the opportunity stands. In our Feature Story, we offer content ideas at each sales stage.
In The Closer, we share why email still works when reaching executives.
Let's start with our Weekly Chart. Today, we share two.
Back in January, we highlighted 10 Ways to Handle Discounts. At best, discounting is an easy way to a quicker sale. At worst – as this chart illustrates – there's a higher likelihood our new customer will churn.
Here's another reason not to discount. When we do, customers undervalue us from the start and find the decision to leave much simpler. Data shows there's a 98% chance they remain a customer when we don't.
Expansion reps and account management teams should hug their customer success managers today. Upsell and cross-sell revenue doubles with a dedicated customer success team in place.
Today, we’re featuring sequences and tips from Revenue.io, 30 Minutes to President’s Club, and more to help us with our communications at all stages in our sales process.
We know our prospects are getting slammed with emails, calls, and LinkedIn messages daily. The quality of our communications (versus the quantity) will win them over.
Cushion our communications with related content at every stage of our deal. Don't over-engineer it; just time it correctly.
Early on, it's all about prospecting and finding the right contacts to schedule discovery calls. To do that, we first need to stand out from the noise.
What’s the attention-getter? Hint: it’s not about us, our company, or our product. We know this is where we’re simply trying to hook our audience.
Take a problem-focused lens and make this about our prospect. Why should potential customers take a meeting with us? Because we recognize their problems.
Prove we understand their problems with content like:
These stages are the middle ground of meeting our prospects at their problems and introducing our solution in finer detail. Typically, a demo takes place, and we're multi-threading with a group of stakeholders.
Highlight their problems but start connecting your product or service as a solution with content like:
We’re close, but of course, no deal is final until we’ve got that signature. That doesn’t mean our communications should dwindle to the strict back and forth on logistics and DocuSign.
Make them eager to join our customer base and nudge them across the finish line with content like:
These small, intentionally-timed additions to our communications will elevate our sales work that much more. Happy selling!
SaaStr caught our attention recently with why email is fantastic for reaching execs:
"This is a gift...they have to keep checking their inbox."
But we all know email is noisier than ever. Refrain from overusing and ensure our attention-grabbing subject lines focus on solving an exec's business problem.
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