Bill Piper

JUST GOT THIS FROM AN A Sales Growth Company (Gap Selling) CLIENT Win Rate Pre Gap Training (January to June) 19% Win Rate Post Gap Training (July and Aug) 42% I'll let this sit right here . . . #salestraining #gapselling #salesenablement #winning

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MSP Owners - how much time are you committing to sales? There MIGHT be a direct correlation between the time you spend and the amount of growth you achieve.

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Sales thought 💭 Doing something different requires change. Change induces fight or flight reactions. So when your prospect initially says no, that’s normal. It’s not because of you. Don’t take it personally. Don’t get upset or discouraged. Anticipate the NO. Now. Dig deep and help your prospect cross that line of change. (As long as you believe 100% that your service/solution will help them). It’s not going to be easy.

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Here are some things you can do today to improve your sales Stand up straight Walk with purpose Look people in the eyes when talking to them (or look at the camera lens on a zoom call) Double your intensity Act like the 7 figure earner and leader that you are! Go get em today! #sales #performance #coach

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Sales thought 💭 How much time to you spend training specifically on objection handling? It doesn’t matter if you can get the ball down the entire field to the 1-yard line but you can’t get it across to the end zone. You don’t put any points on the board. If you can master getting across that last 1-yard you will be 90% better than most sales people. Most sales people focus most of their training on the first 75% of the ‘field’ (conversation).

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There's a strategy for passive prospecting that you need to try! 🤭 Ready to find out? 🚀

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What do the numbers 40, 6, and 54 mean to you? To me, they describe a problem that salespeople create for themselves. I hear from sales leaders and salespeople about sales that just never seem to happen, they tell me about prospects that become ghosts and goals that are not hit. If you are not sure why your prospects just fade away watch this week's video: Sales Meeting Minute #745 Persistence is the Enemy: https://hubs.la/Q02vgDHX0 #SandlerInIndy #SandlerTraining

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Just because you're a big talker doesn't mean you'll be successful in sales. Some of the best salespeople and sales leaders I've ever worked with were introverts because effective communication requires a balance of active listening, asking questions, and responding accordingly. Most sales experts agree that you shouldn't do most of the talking. Proper Buyer Facilitation is all about being an active listener, building relationships, and providing value to your prospects. Not talking at your customers. So, don't let your personality type hold you back from pursuing a career in sales. Stay true to yourself. With consistency, determination, and the right skills and techniques, anyone can become a successful salesperson.

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Most salespeople believe they’re ethical. Most buyers do not. I was fortunate enough to be a part of Andy Paul’s recent The Win Rate Podcast, episode 74, The State of Training, Ethics, Standards, and Connection in Sales. I joined Andy along with Keith Rosen and Kristina Jaramillo. Most salespeople believe they’re ethical. Most buyers do not. As Andy shared in the episode, “You know, 75% of buyers don’t want to talk to sellers anymore.” This skepticism speaks volumes about the trust gap in our profession. We went on to talk about… Ethics as a Competitive Advantage Ethics certification in Sales isn’t just about credentials - it’s about showing buyers you prioritize integrity and professionalism in an industry that sorely needs it. Kristina highlighted the importance of aligning sales strategies with the specific expectations and needs of the buyers in a given industry. "Ethical practices and tailored approaches can set sales teams apart, especially in industries where trust is everything." Keith emphasized the shift in sales where fostering human connection has become more important than ever. "The new sales strategy is coaching your customers and caring for them. That’s what they want most." The Gaps in Sales Training I shared a story about a sales enablement role where I proposed onboarding around the four pillars that make up the foundation of sales capabilities: General Sales and Product Knowledge, Sales Systems and Data, Communication Skills, and Business Acumen. The VP of Sales said, "Cut your timeline in half. We hire them because they have business acumen and communication skills." My response: "If you're hiring them because they have this, where did they get it?" The two things buyers evaluate salespeople on - trust and connection - are often the very things missing from most sales training. Instead, we focus on technical skills that have little to do with the buyer's decision. "We’re talking about ethical sales and ethical sales certification as though it is a differentiator. What about the day when we talk about it as table stakes? That’s what we [the The Institute of Sales Professionals (ISP)] are trying to get to."

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Non-verbal buying signals. How do you know if your prospect is showing signs of them? Watch this video and discover a list of practical things you need to do to get them into the close! Want sales insights like this delivered straight to your inbox each day? Follow the link in the comments.

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Many salespeople feel ashamed, scared, powerless, and beneath their customer. They don’t dare to take up space, ask questions they need to ask for fear of causing offense, and in general, play the game so conservatively they’ll likely rarely win. This is not right. You have to learn to self advocate but more importantly - advocate for your candidates. You gotta be a tough negotiator for them. Bc otherwise you won’t have a lot of candidates who want to work w you and where would you be without candidates? Be tough. Be assertive. Don’t be scared. Go for it and do the darn thing. Objection handle like a pro and keep on pushing on. #sales #salespeople #careeradvice #salestips #agencyrecruitment #negotiation

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want to become better at sales? forget everything you think you know... and do this one thing forget your own agenda and really listen to the person in front of you 1. can you really help them? 2. do you understand their issues? 3. do you really care? if you say yes to these points you'll go far. if this sounds alien to you, you'll struggle. #sales #sell

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7 steps to closing 10 Enterprise accounts in under 6 months... In a brand new company and no pipeline: #1 Take 100% ownership of your results. #2 Be crystal clear in your gaps #3 Outsource and get help #4 Follow a proven and repeatable system #5 Take massive action #6 Iterate until successful #7 Rinse and repeat It's no wonder why Samantha is breaking records at her company. P.S. Tired of struggling and want a proven repeatable system for success?  Apply for the exact program Samantha is in: https://lnkd.in/eMDhhi2U 

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A rep I coach just qualified for his 3rd consecutive President’s Club. His company offered him a promotion from Mid-Market to Enterprise with a $50k OTE bump, and he turned it down. Here’s why I think it was the right choice. For the past 3 years, he’s been grinding. He’s consistently exceeded his KPIs, worked weekends, sacrificed sleep, and even found himself waking up in the middle of the night, thinking about deals. It’s a strategy that’s driven impressive results, but it’s not sustainable. While his W-2 looked great, he was burnt out. His relationship was suffering, and moments of genuine joy were few and far between. So, when the Enterprise offer came his way, all he could see was “more”. More of what had led to his success, but also more of what had drained him. After a long conversation, he made a bold decision: he’s staying in Mid-Market for one more year. Why? Because he wants to find a different path to success. He knows he can hit quota by “working his ass off,” but now he’s curious if there’s another way. He wants to see if he can work smarter, not harder - freeing up time to rediscover joy outside of work, whether it’s through pickleball, reading fantasy novels, or creating meaningful time with his girlfriend. It was an inspiring conversation, and I couldn’t be prouder of him for choosing a path that’s aligned with his well-being. “Success” isn’t just about crushing your numbers. It’s about building a holistic lifestyle where you can experience fulfillment and joy in the present. Have you ever made a tough decision where you chose joy over achievement? Ps - if you're wanting to learn how to crush quota while not burning yourself out, join 250+ sellers and leaders who have joined our community - alluviance.co/arise

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Uncommon sales advice: If you want to close more deals… you need a story bank. When it comes to countering objections, stories are the MOST effective weapon you could ever have. Think of stories like tools in a toolbox. Here are the ones I keep on hand: Price objection stories Trust-building stories Implementation success stories Failure-to-action stories The key is building your collection BEFORE you need them. Think about challenges clients have faced and the solutions you provided them. Have the hard numbers on hand so you can be SPECIFIC with the results that came after. And every story should deliver one key learning moment that can help move the deal forward. Write down EVERY objection you’re hearing these days. Then, bank a story that counters it. So the next time a prospect says "We tried this before and it didn't work"... You’ll be ready with a relevant story about another client who had the same experience… and how you turned it around.

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No one cares how much you know until they know how much you care An age old saying that remains true to this day - especially for salespeople. Last week's Sales Mastery session revolved around becoming better listeners - including how we respond. Most salespeople rush to provide to solutions to their prospect's problems - but that's not always the best route to take. Check out this clip from our session to see why... #sales #salestraining #sandler #sandlertraining

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