How to Do 6 and 7-Figure Deals Over the Phone | Scott Smyth - 1617

Using a multi-thread approach Using data and being methodical going to market.  1% better each day is working smart.  Doing less than 6 and 7-figure deals tend to be more transactional rather than emotional. Make the buyer the champion internally. Clients crave being smarter.  Strategy to get these big deals Getting the key people involved who can commit budget. This is usually 3-5 individuals—cross-functional Value: Solving a variety of business problems. Creating the momentum or “ground swell” within the organization of your prospect. Work behind the scenes. Create Partnership Plan: Alignment with the prospect (pain points, desired solutions, collateral needs, etc.) Proof it works With this process Scott’s team has gone from 2% conversion ratios in outbound activities to 20%. Approach the sales process like a game.  Don’t overthink each call. Review what you did well and what could be improved each week. What can you do each week to improve by 1%? “Don’t overthink it, have a process and look at it objectively at the end of the week.” – Scott Smyth Check out Scott’s website: www.hginsights.com This episode is brought to you in part by Skipio. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson’s workflow, so you don’t have to change your habits. Get Scratchpad free at Scratchpad.com.  This episode is brought to you in part by LinkedIn. The sales landscape is totally changing. You need to adapt to succeed. Deep Sales, a part of the next generation of LinkedIn Sales Navigator, can help you do just that. Check it out yourself and get a 60-day free trial at Linkedin.com/TSE. This episode is brought to you in part by Calendly. The power of scheduling automation has never been more critical than it is today. Your sales team needs a solution to easily meet with prospects at the right time, every time. Finish the year strong and request a demo of Calendly today at Calendly.com/TSE.  Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast,...

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!