Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Happy extra-long weekend for those who celebrate Easter. And happy three public holidays in seven days for my ANZ readers. Storytime: The owner of the 50th-best-rated restaurant in the world wanted to move up the list. So he took his main staff to New York to visit the number-one restaurant in the world. During the visit, most of his team pointed out all the elements the best restaurant was doing better than...
5 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. In every seller's career, they've run a meeting where they know something is wrong. The pitch may feel off, the problem statement may be misdirected, or the business case may appear weak. Whatever it is, many sellers ignore their gut feeling with disastrous consequences. Instead try a Reset. Today, we'll cover: Story Time What is a Reset How to Reset Story Time: “There is one I absolutely butchered,” said a...
12 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Many founders want more but aren't clear on the required inputs to get more. It simply takes a specific, repeated activity to increase your luck surface. Today, we'll cover: Story Time Luck Surface Keep It Simple Your Metric Story Time: My father is in his mid-60s (as he calls it, "early onset middle age") and has been a business coach for 20+ years. These days, he focuses on tradie businesses with the promise...
19 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Sellers are influencers and facilitators. Buyers make the decision. Yet many sales processes are on seller timelines, focused on seller outcomes, and turning buyers off. Today, we'll cover: Buying Journey vs Sales Process Three unknowns Unknown #1: Outcome Unknown #2: Information Unknown #3: Personal Baggage I rarely discuss the "Sales Process"; instead, I focus on the "Buyer Journey." This is because, when it...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2.5 minutes. Instead of trying to "always be closing," elite sellers work on losing fewer deals at every step of the buyer's journey. That's "Next Step Selling". Today we'll cover: Story Time Lose less to win more "Next Step Selling" Never skip steps Story Time: When I sold MINDBODY software to the fitness/wellness industry, I made over 25,000 cold calls and closed deals involving nearly 1,000 locations. One-Call-Closes...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Sellers have to ask a LOT of questions. Eventually, every buyer breaks under the pressure. So, vary your style to push the extent of the breaking point. Today we'll cover: Story Time Adversarial Relationship Struggle Soften Statements Selling as a founder and not getting the results you want? SMaaS can help. Click here to show interest My wife and I met in the UK despite our families being practically neighbors...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Today, we'll cover: Story Time Phone Numbers Matter 3 Tactics for Direct Phone Numbers Selling as a founder and not getting the results you want? SMaaS can help. Click here to show interest Story Time: Imagine you have been working with a client for 2 years. And they tell you they want to double their business with you. They're easy to work with; your client schedules meetings via the calendar link you send,...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. Founder sales is simple, but that doesn't mean it isn't hard. Simply meet with enough prospects, and eventually, someone will want to buy from you—then the hard part is maintaining your motivation and activity and improving win rates. Today, we'll cover: Sales Success is Simple, Sales Execution… Not so Much SMaaS What Does a Sales Leader Do? (Practical Steps) Are you a founder who has fought or stumbled their...
2 months ago • 4 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. This week goes out to the founders who believe they just need more leads. Maybe you do, maybe you don't. But you almost certainly need more partners. Today, we'll cover: Story Time One Lead at a Time Partnerships Downsides of Partnerships Partnership Sales Funnel Story Time A client of mine, let's call them ACME, sells a hyper-niche marketing service to mid-sized contracting companies. Almost all mid-sized...
2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Before you make a sale, the buyer has to decide to buy from you. So give them a reason to choose you over the alternatives. Today, we'll cover: Onsite Chat The Basics Unsustainable Differentiation Examples of Sustainable Differentiation Find Yours Onsite Chat A client provides onsite chat for professional services websites. They're the only provider in their vertical using humans over AI. And they're going...
3 months ago • 3 min read