Ask the Right Questions, The Sales and RevOps Podcast

"At the end of the day people won't remember what you said or did, they will remember how you made them feel." *

Most prospects won't remember ➕90% of what you say during a call...

... but when you're mindful and listen intently to what they are telling you, you'll have a great conversation with them. They'll feel comfortable enough to talk about their actual problems.

After all the tricks, the tactics, the data, soft skills are what allow you to have the great conversations you need.

Discover the soft sales skills that allow you to have great conversations.

*Maya Angelou

Lindsay's a motorsports fan. He participated for 20 years and still follows the sport actively.

Thinking back, he shares how his passion for the sport helped groom his entrepreneurial abilities:

• The commitment to success and winning,
• The accountability,
• The value of teamwork,
• The need for success.
• How to reset each day.

It's the same combination of striving for success, competitiveness and teamwork that allows for success in business.

As usual, if you like what you hear, please, please, please leave us a ⭐⭐⭐⭐⭐ review!

Quantifying a problem - figuring out what your product or service is worth to your client is a significant part of knowing if you'll get the contract. Sometimes it's trickier than others, but ultimately everything had a value. You might not always be able to attach a dollar amount up-front to every problem, but you can work with the person in front of you to understand the impact of their current situation.

• Do you sell graphic design services? What's the impact of bad design?
• Do you sell accounting services? What's the impact of lousy bookkeeping?
• Do you sell branding services? What's the impact of not being known?
  

Specifically, in this episode, we talk about:

• How do you know if a discovery call/meeting with a prospect went well
• How to deliver proposals
• How to quantify a prospect's problem
• Why quantifying a problem doesn't necessarily mean $ for $
• The biggest blocker to quantifying a problem is telling instead of asking

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SMBs tend not to market where their clients are.

They either make assumptions about what their audience does, or they mistake themselves for their audience.

In this episode, Paul and Fab talk about:

• Why businesses don't want to market where their clients are,
  
• The ivory tower approach to marketing,
  
• Why people fail on social networks,
  
• Why you should often post on Facebook, Twitter and LinkedIn,
  
• How to have success on different social platforms,
  
• How social media platforms evolve.
  
• Knowing your corporate values.
  

Nurturing new leads that engage with your content helps your sales team speak with those who are most ready to buy. But lead nurturing isn't for everyone. If you don't generate enough leads, you don't need to nurture them. Think of a different approach instead: post-sales conversation nurturing for example.

If you do generate enough leads, think about whether you should set-up sequences to increase lead scores or encourage leads to speak with a salesperson.

The possibilities are endless - don't copy/paste whatever you find online. Think about what your business needs.

In this episode, Paul and Fab talk about:

• What is lead nurturing (0:33)
• When to set-up a lead nurturing process (1:49)
• The benefit of lead nurturing (3:20)
• A trap digital marketers fall in (4:02)
• Different types of lead nurturing (4:41)
• How to do lead nurturing (8:01)