The Quota Killers - Issue #6

December 13, 2022

Welcome to issue #6! This week we are thinking BIG. Realizing google has one of the best prospecting tools, Gong understands objection handling better than we do, and the importance of nurturing high-quality accounts...

Enjoy 🚀

Google Alerts🕵🏼‍♂️ 🧐

{let google do the hard work}

The more you understand the cycle of business, the more you realize *timing is everything* in SaaS Sales. You can have the perfect, top-tier account, fitting all of your prerequisites, that still won't even consider seeing a demo. It happens! High-quality prospecting requires recognizing this...So how do you find the perfect timing to pounce on a prospect? Let Google do it for you...

Google Alerts. This free tool will notify you of anything you want that pops up on the internet. Simply-you take your top tier accounts, develop your own keywords that might highlight major changes (presenting an opportunity for your product), and build an alert. This will send an email every time "X" shows up on the internet. With a simple company name and keyword, you will now have an instant notification of anything relevant for your top-tier accounts. Google just did your research and personalization for you...If you want a more in-depth understanding, check out this step-by-step guide!

Are you using Google Alerts for sales prospecting and research? It may be the sales tool you never knew you needed. Read on to learn more.

Overcoming Objections 🥷🏼

{Objection, objection, objection…Everyone wants to know how to handle them!}

In this interview by Gong (below), they go into the practice known as the Squeeze as defined in the book “Never Split the Difference.” It goes a little like this:

Mirror: When the prospect begins to speak, mirror back their language to continue to get more information from them.

  • “I don’t have the time right now”…"What is taking all your time right now”

Open-ended question: Any question that cannot be answered with a yes or no.

  • "Can you help me understand a little more about your current payroll solution?"

Call-to-Action: Get them on the meeting! Summarize what you learned on the call then ask them to sit.

  • “Sounds like I caught you at a bad time but considering that I have you here right now, INSERT VALUE PROP + CALL TO ACTION”

Weekly Podcast 🎧

{go big or go home}

Take this CTO's perspective of growth, thinking big, and delegation within business, and implement it into your sales career and personal life.

Tip of the Week 📝 🤓

{nurturing not assuming}

Don’t assume that prospects are going to respond back to us within a few weeks of the initial outreach. Rather, go into prospecting as being in it for the long haul. (!Think about the timing we mentioned above!) We have no idea when these people are going to want to buy but given our initial research, we know they are great candidates. What this looks like is…NURTURING!

So queue up your nurture sequence, throw in some relative news you found with a google alert, and strap yourself in for the long haul. ;)

Thanks For Reading 🤓

We'd love to hear your feedback! Also, if you have valuable content or topics you would like to see covered, please share here!

See you next time,

Skylar & Grant