Sales Brief: Cursing at your prospect, B2B hunting, failing startups, & more
The state of sales isn't as dire as the title suggests. In fact, this week Linkedin published an article that reveals using curse words during a sales call could actually help you close the deal!
This week's Sales Brief features a very interesting article focused on Gong's new sales data, where they investigate the impact curse words have on sales calls. Is there a correlation between the amount of swear words you say and the number of deals you close?
Also this week, we highlight our 5 step guide for using Google Sheets as a CRM. This comes in tandem with SalesTable: an all new, free spreadsheet template with CRM-like functionality. If you're looking for a simple way to keep track of your leads, we definitely recommend grabbing access!
Other stuff we're covering include the importance of lead trackers, how product-led growth companies utilize sales team, what to do if your startup fails, and more.
Ready to catch up on last week? Let's jump right in!
Sales has transformed radically over the past few decades. Hoodies and jeans have replaced suits and ties. CRM is on screen and the Rolodex is in the trash. Even the way we communicate with prospects has changed: Research by Gong shows 20% of sales reps swear while on their calls with buyers. Times have changed.
So what should we make of this? Turns out, cursing could actually help you close more deals...although it's not as cut and dry as it sounds. This new Linkedin article covers why sales reps are cursing, when you should curse, and how it can help you close more deals.
Closing more deals not only requires you to be a good at selling, but also a master at timing. That's where lead tracking comes in: Effective lead tracking helps you take the right actions at the right time.
If you're struggling on knowing where to prioritize your attention, wondering why your leads are going cold, or can't make sense of your pipeline, you need a sales lead tracker.
This comprehensive guide will teach you how to get started, the best lead tracking software to use, and tips to making your lead management process more efficient.
With the right product in the right market, product-led growth (PLG) can be the key to unlocking very low customer acquisition costs. Companies like Slack, Zoom, and Airtable are testament to that.
But how do sales teams fit into a product-led growth company? The smartest PLG companies are leveraging sales teams using a very different type of sales process.
This in-depth article explores the key differences between a PLG and traditional B2B sales model, the pros and cons of building a PLG company, the traits every PLG salesperson should have, and much more.
Can Google Sheets actually replace a CRM? Maybe. We launched SalesTable this week: a free spreadsheet CRM template you can use to track leads, deals, and opportunities. You can access it free here.
This article details step-by-step how to setup and customize this CRM spreadsheet. If you still haven't jumped on board with a proper CRM and want to get your feet wet, this is a great way to get started.
So your startup failed. You've closed up shop and you're burned out. Now what? Steli and Hiten share their perspectives on how a founder should proceed after experiencing failure.
This podcast is rich with powerful advice from two founders who've been there. And the advice is not just applicable to startup founders — if you've ever experienced failure in life: a project, a deal, a partner...you'll find this podcast episode particularly insightful.
Time to pick up your B2B sales hunting license and start scoping new opportunities! This article is a bit tongue-in-cheek, but also super relevant.
If you're looking for some awesome sales inspiration to kick off 2020 and killer resources to help you get started, take a peek at these "rules and guidelines" for your new B2B sales hunting license.