COACHING WIN – SELLING UP

COACHING WIN – SELLING UP

COACHING WIN:

SELLING UP

We recently had a salesperson who was only selling at a single level in the company which was preventing them from being top of mind at the executive level.

MYB2BCOACH’s sales coach worked with a client on the importance of selling up. The salesperson had recently made contact within a prospect at the operation level. Our sales coach then advised them to get in contact with someone higher than their contact at the operation level – specifically someone in the executive level. Once the salesperson made contact with the higher-level touchpoint, they were coached on MYB2BCOACH’s 321CLOSE process.

Once a month the salesperson began sending the executive level prospect valuable information to them such as project updates and industry news to maintain a relationship with them. After 2 months, the executive responded to them and they began to build a stronger relationship. The executive began connecting our client to executives at plants they have never worked at before and introduced her for new projects they were working on.

Selling up within a prospect will not only open up new doors and opportunities for you, but it will also protect you if the only contact you have within the company leaves.

WHEN A CLIENT SAYS THEY NEED TO PAUSE BUT IT’S A GOOD THING!

WHEN A CLIENT SAYS THEY NEED TO PAUSE BUT IT’S A GOOD THING!

 WHEN A CLIENT TELLS YOU THEY NEED TO PAUSE –

BUT IT’S A GOOD THING!

Read our latest client success story and find out why our client told us they needed to pause our coaching services and why we consider it a success!

At the beginning of March, we started working with a client who participated in our Sales Strategy Day, MVP Training Day and bi-weekly coaching. During the coaching sessions, our sales coach helped our client overcome the fear of cold calling, qualify meetings and close business. Our sales coach also reviewed their proposals and coached them on how to present only the items that were necessary for the prospect’s success.

After only 2 months, they closed their first deal and a couple weeks later they successfully closed another! Over the summer, they gained even more business and started working with two additional clients.

Our client had to pause their coaching sessions because of the amount of sales they had landed. They are now in execution mode as opposed to sales mode. Their week is busy working with their current clients with no extra time for sales activities – including coaching! We are proud of our client and the extraordinary success they’ve had in such a short time working with MYB2BCOACH.

CLIENT TESTIMONIAL #3

CLIENT TESTIMONIAL #3

CLIENT TESTIMONIAL #3

We help salespeople be comfortable, confident and conversational.

The following testimonial is from our client Ryan. Ryan is a salesperson who has attended our Sales Strategy Days and MVP Training Day 1 and 2. He also participates in live coaching sessions every other week.

“MYB2BCOACH’s coaching has been the most transformational development in my fifteen-year sales and personal development quest. To diagnose, correct, and implement more effective sales enablers is a benefit any high-level sales manager/executive looking to increase revenue should pursue.”

Read more client testimonials here!

 

COACHING WIN – OVERCOMING ROADBLOCKS

COACHING WIN – OVERCOMING ROADBLOCKS

COACHING WIN:
OVERCOMING ROADBLOCKS

We recently had a client who was having trouble overcoming roadblocks their prospects were continuously putting in front of them.

MYB2BCOACH’s sales coach helped this client with the use of our A.I. sales coaching software. Our sales coach gathered the common objections the client was facing and role played each scenario with them through the software. After each scenario, our sales coach provided feedback and coached the client on how to maneuver around the objection, identify more opportunities and move the discussion forward.

After coaching and practice, our client felt confident to reach back out to their prospect. During the call, our client was able to easily overcome objections and identify new opportunities that their prospect didn’t even know they could provide!

CLIENT SUCCESS STORY #3: WINNING AN RFP

CLIENT SUCCESS STORY #3: WINNING AN RFP

CLIENT SUCCESS STORY #3:
WINNING AN RFP

This week’s blog post features our 3rd client success story.

Recently, our client was using our 321Close Strategy for prospecting. While prospecting, the salesperson was able to initiate discussions with a new prospective pharma client. After an initial meeting, our client was included in the RFP and the final presentation.

MYB2BCOACH assisted and helped coach the salesperson to focus the presentation on the client’s needs. The salesperson was directed to reach out to their contact to tailor the presentation to meet their specific questions and ensure that their time was valuable. Before the presentation, MYB2BCOACH provided a pre-meeting checklist to align individuals internally and externally. MYB2BCOACH also provided the framework for the presentation and the discussion with the client to help keep the focus on their needs and solving their problem. As a result of a well planned and well executed RFP presentation, our client was awarded a contract valued at nearly $800,000!

CLIENT SUCCESS STORY #2: LANDING MULTIPLE SALES

CLIENT SUCCESS STORY #2: LANDING MULTIPLE SALES

CLIENT SUCCESS STORY #2:

LANDING MULTIPLE SALES

This week’s blog post features our 2nd client success story.

We recently had a client who was prospecting a large, complex organization. They had spent a lot of time building rapport with someone who they thought was the decision maker for the company. They later found out that they had been selling to the wrong person. Our sales coach worked with our client on developing an organization chart to identify multiple touch points within the company. This chart allowed our client to design a strategy plan for the entire organization instead of just one regional plant where they first began prospecting.

With the help and guidance of our sales coach, our client was able to identify the right decision maker who had the authority to move the project forward. Since building out the organizational chart and a strategy plan to connect with the right people, our client has landed multiple sales within this organization!

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