Question 1:

How can I effectively collaborate with my SDR to maximize the conversion of qualified leads into closed deals? Could you provide an example?

Alignment on account, persona and messaging is key.

I had weekly 1:1 roll up your sleeves type sessions with my SDR

1. We picked 3-5 accounts to focus on for the week
2. 1-2 personas per account (e.g. Marketing and Digital leaders (Directors + VPs))
3. We had about 25 - 40 contacts to target throughout the week

We put this all in the google doc and spent our 1:1 on multichannel messaging

Alignment on the email messaging; ensuring we focused on

• A relevant 1st line (observation)
• Problem statement 2nd line, with impact on business
• Social proof + value add 3rd line 
• CTA 4th line

We also mapped out a multichannel approach for the persona throughout the week.

How we were going to touch the contact via email, phone and LI.

Alignment on the messaging and frequency is pivotal to ensuring you book high quality meetings that lead t...

Question 1:

“How do you prefer to multi-thread into an enterprise deal where you've had a discovery already, and want to get more power behind your champion?”

Getting to power early in your deals is important. Firstly, identifying who has power is key.

“Typically what we find when our customers are looking to solve a big problem like this, it usually means it’s driven by an executive on their side who cares about solving this problem. I’m curious, is there an executive on your side that’s driving this initiative?”

Secondly, there are a few ways you can align to that executive. 

Have your manager or director on your side reach out to the exec with a note (without an ask) that reads something like,

“Hi Linda - our team’s been working closely with your Marketing team to better understand and help solve your customer data challenges.

I understand how important cross-sell and conversion rates are given your goal to 2x revenue in EMEA.

Over the next few weeks the team will be proving out y...

Hi everyone!

Welcome to the very first edition of Sales Soup with Salman, where you are one of 2,500 sellers that have joined this community, that have joined this newsletter where I'm going to be answering the hottest questions.

Question 1: "how do I sell a premium product when my competitors are providing their solution at a lower price?”

So this seller asks, if I'm selling a premium product, which is obviously more expensive, how do I get over the fact that, hey, my competitors are offering a lower price, how do I tackle that challenge?

Well, here's what I would do. You've got to call it out. You need to fully understand what your key competitive differentiators are versus your competitors.

Because here's the thing. In most cases, 80% is table stakes. Your competitors can do it. It's the 20% that you might be able to accomplish that your prospects can't, sorry, that your competitors can't.

So here's what I would do on a demo, for example. I would call it out. You could say so...