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...
9 days 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...
17 days 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...
24 days 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 1 month 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...
about 1 month 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...
about 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...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. To actively grow, you need to know three things: Where you are Where you want to get to A rough plan to bridge the two Too many founders who sell have: A limited view of where they are (beyond $$ in the bank) No clarity on the desired outcome No plan to bridge the gap Today, we'll cover: Key Business Metrics Bare Minimum Sales Metrics Where to start I work as a fractional sales leader for businesses before they...
about 2 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 4 minutes. Without exception, every Founder I have worked with sets their prices too low (myself included). Raising prices by as little as 5% can double net profits. Imagine what 20% across the board would do. If you know you SHOULD think about pricing but don't know where to start, book a call with me here. The forward button is in the top right hand corner of your email app, and it would mean the world to me if you did....
2 months ago • 4 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Whether you're a comic entertaining an audience from the stage or an elite seller pitching a prospective client, learning to guide your audience to the outcome you want is a skill. Anyone can learn this skill by first becoming the character their audience needs. Today, we'll cover: My stand-up "career" Don't be yourself Creating your character My stand-up "career" In 2018, while suffering the worst food...
2 months ago • 2 min read