Direct Selling Techniques

What's the most effective way to prospect into the C-suite at Large companies? One of my clients received a very positive, encouraging email from the CEO of a 4,000 employee Hospital which she had been contacting for several months. He responded after her 8th email. Each email was unique and added value, expanding on her initial point of view. Most sellers give up after 1 or 2 outreach attempts. When on average it takes 8 to book a meeting. Rather than sending a few generic emails to 100s of people, here’s what the elite performers are doing: 1. They identify a few top prospects that would be their “dream clients” 2. They identify 3-5 Senior Executives at those companies who would be most impacted by the outcomes which their products and services offer 3. They research those individuals to understand their top goals, challenges and priorities. 4. They develop a tailored, personalized point of view on how they can help these executives achieve their stated goals or solve top challenges with direct LINKAGE to what their company offers 5. Rather than using canned, generic sequences, they develop a series of personalized follow up messages which expand upon their initial point of view. These could include white papers, relevant customer stories, ROI studies, and additional details on how they can support the client with their most ambitious goals. So if you are working 10 "dream client" accounts with 5 executives prospects in each account, and each executive gets a series of 8 emails and calls, that’s 400 touch points to just 10 top accounts. This is the same volume as touching 100 smaller accounts 4 times, but will yield much greater results. Personalization and targeting works wonders. It’s the 80/20 rule in full effect. Win just a couple of these larger deals and you can blow out your number for the entire year, rather than grinding it out on a ton of smaller deals to barely reach quota. This is how the top performers in the Enterprise space are prospecting, and it’s working much better than sending out garbage to tons of people. Please note this is for large, A tiered prospects only. A healthy mix of hyper-personalized prospecting for A accounts, combined with semi-personalized prospecting for B accounts is best. But don't treat the A prospects like everybody else. And don't treat the Senior Executives at these companies like everybody else. Or you will get the same results as everybody else.

Imagine sitting down for a first date. The other person smiles, then hits you with: “Okay, here’s how tonight’s gonna go. We’ll spend 45 minutes getting to know each other. You’ll tell me about your childhood trauma. I’ll share my five-year plan. At the end, we’ll decide if we’re seeing each other again. Deal?” Awkward. You’d probably fake a bathroom emergency and bolt. But this is what we do in sales all the time. We get on a call and hit prospects with: “Here’s the agenda. Here’s the time limit. Here’s what we’re deciding at the end.” Why? Because a sales guru told us it ensures both parties are aligned on expectations. My take? It just makes conversations feel stiff and transactional—like a job interview where nobody really wants the job. Instead of setting a rigid agenda, just ask something simple: “So, what’s on your mind?” “Hey, what made you want to take this call today?” “Can I ask you a couple of specific about X?” And the end you can see if they’d like to continue the conversation. “Would is make sense to do a trial run with your sales team so you can see how this works in your environment?” “No? Where would you like to go from here?” Sales isn’t a formal dance with set moves. It’s more like jazz—loose, adaptive, and fun. Start the conversation, see where it flows. You don’t need a contract to have a conversation.

You don’t need to attend awkward networking events to build connections. Here are 10 ways to network online (from your couch) to land your dream job, mentorship or just to stay in touch: 1. Start with warm calls, not cold DMs Reaching out to strangers is intimidating. So, begin with people you already admire or respect: past colleagues, old classmates, mentors, or anyone you’ve gotten value from. Reach out, share your goals, ask for advice, or simply reconnect. — 2. Build (or join) a 3-6 person mastermind Invite people you admire to check in monthly or quarterly. Ask 3 simple questions in each meeting: • What’s your biggest win? • What’s your biggest challenge? • How can we help each other? This becomes your personal board of advisors, and their networks become yours, too. — 3. Make intros within your own network Instead of always trying to add new people, try connecting two people you already know. It builds goodwill, and often sparks reciprocity. Some of my best opportunities came from introductions I made first. — 4. Be the tortoise, not the hare Strong networks aren’t built in a week. They come from consistency, trust, and staying top of mind. Check in. Celebrate small wins. Be helpful, even without asking for anything.  — 5. Send snail mail Want to stand out in a sea of LinkedIn messages? Send a handwritten card or even a fun comic with a note. The person will always remember your “extra” effort. — 6. Elevate the interaction • Only chatted with someone online? Try a call. • Had a few calls? Try a Zoom meeting. • Know them over Zoom? Meet up in person. Each upgrade strengthens the connection. — 7. Pick one platform to dominate Instead of being everywhere, go deep somewhere. For example, if it’s LinkedIn: • Endorse people • Write thoughtful comments • Share niche insights your network actually values   This depth pays off more than shallow visibility. — 8. Curate, don’t just connect Curate the best insights, tools, or articles in your niche, and share them regularly. You’ll become a trusted source people keep coming back or referring to. — 9. Do something fun together Shared activities build bonds. This could be as simple as playing a game, joining a sweepstakes, or co-hosting a webinar.  People remember who made them feel something. — 10. Swipe right (yes, really) Apps like Shapr or Invitly are designed for warm outreach — you match with people who want to meet others. It’s cold networking without the awkwardness. Networking isn’t about pitching. It’s about planting seeds. Start with one person. Reach out. Reconnect.  Then keep showing up, helping others, and making connections that count.

Ever wonder how candidates with less experience end up landing the roles you’ve been eyeing? Here’s the secret: it’s not just about skills or qualifications—it’s the HUMAN FACTOR. Today, connections can matter just as much as credentials. Hiring decisions aren’t made by machines; they’re made by people. And people are naturally drawn to candidates they feel a connection with or who come highly recommended by someone they trust. This is where the power of advocates on the inside comes into play. A personal recommendation or a strong internal connection can often open doors that a stellar resume alone might not. So, how can you tap into this? 𝗕𝘂𝗶𝗹𝗱 𝗚𝗲𝗻𝘂𝗶𝗻𝗲 𝗥𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀: Networking isn’t about transactional asks—it’s about creating authentic connections. Be curious, supportive, and consistent in reaching out to others in your field. 𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗲 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝗘𝗳𝗳𝗲𝗰𝘁𝗶𝘃𝗲𝗹𝘆: Share your knowledge, comment on others’ posts, and engage meaningfully. You never know who’s watching and might think of you when the next opportunity arises. 𝗔𝘀𝗸 𝗳𝗼𝗿 𝗥𝗲𝗳𝗲𝗿𝗿𝗮𝗹𝘀: If you’ve built strong connections, don’t be afraid to ask for support. Most people are happy to help when they see your drive and passion. Networking and personal connections aren’t just “nice to have”—they’re essential in today’s competitive job market. Start nurturing your network today, because behind every great job opportunity is someone advocating for you. #networking #jobsearch #hiring #careercoach #careercoaching

This week I read 20 winery websites. They all said the same five things. "Intersection of innovation and tradition." "Family winery." "Crafted with passion." "Sustainable and eco-friendly." These phrases sound good. And they say nothing. When every winery says the same thing, no one stands out. What gets lost: 📍 Connection. People connect with real moments, real people, real decisions… Not with abstractions. 📍 Differentiation. If you sound like everyone else, why should someone choose you? Or even remember you? 📍 Trust. Vague language feels like marketing (like smoke). Specific language feels honest. The fix: Talk about family, sustainability, passion, tradition. But make it real. Specific. Make it something I can picture. Examples: Instead of: "We're at the intersection of innovation and tradition." Try: "My grandfather fermented in concrete. I still do, but now I use wild yeast again and short macerations. We argue about it every harvest." Instead of: "We're a family winery." Try: "Our dad planted these vines in 1989. I stopped using herbicides. My sister runs the tasting room and has strong opinions about which wines we should pour. We don't always agree, but we all show up." Instead of: "Crafted with passion." Try: "I wake up at 5 a.m. during harvest to walk the vineyards before the crew arrives. Even though I wish I could stay in bed a little longer, I can't clone myself... Besides, I love walking the vineyards on my own, before the picking starts." Instead of: "We're sustainable and eco-friendly." Try: "We compost our pomace and spread it back in the vineyard. We use sheep to manage cover crops instead of tractors. Our electricity comes from solar panels we installed in 2019. It's not perfect, but it's what we can do." The shift: Start writing like a person talking to another person about something they care about. Ask yourself: What do we actually do that reflects this value? Can someone picture it? Would I say this to a friend over a glass of wine? How would I say it? Your words matter. They're how people decide if they trust you. If they want to visit. If they want to buy your wine. Make them count. Make them tangible. Make them yours. What's the most specific, real thing you've read on a winery website that made you want to visit? --- I'm Melisa Agamennoni. I've been working in wine since harvest 2009. Wine is the longest relationship of my life after my parents. And I care about it too much to see great bottles (and vineyards) become forgettable experiences. The picture is from harvest 2021, when I went back to winemaking and crafted with passion 🍇

Nobody tells you this about enterprise sales The biggest deals are lost in the first 5 minutes. Not because of your pitch. Not because of your price. Not because of your product. But because of the language you use. Here's what I discovered after analyzing 1000+ sales calls: The higher the deal value, the simpler the language needed to win. Example: $5K deal (Lost) Rep: "Our value proposition addresses critical pain points in your tech stack integration, offering seamless scalability..." $50K deal (Won) Rep: "We help companies stop losing customers due to slow website loading times." See the difference? I tested this with a struggling SaaS team: Before: Complex sales language - 22% close rate - 108-day sales cycle - $127K average deal After: Plain English only - 41% close rate - 71-day sales cycle - $198K average deal Simple change. Massive impact. The truth is, every exec can smell rehearsed "sales talk" from miles away. Want to close bigger deals? Drop these phrases: - "Value proposition" → Say how you help - "Pain points" → Say what problems you solve - "ROI analysis" → Say how much money they'll make - "Scalable solution" → Say how you grow with them - "Best-in-class" → Say why you're better Top performers don't sound like salespeople. They sound like trusted advisors who happen to sell. Start talking like a human. Watch your deals grow. What's the worst sales jargon you've heard lately? P.S. If you need help with your sales, send me a message Let's talk about finding your breakthrough strategy

You don't need to send 50 cold messages to strangers. You need to show up where your people already are. Here's how I approach it (and honestly, it's simpler than you think): 💜 Start with likes – I know, sounds basic. But when you consistently like someone's content, they notice. You're on their radar now. 💬 Then add thoughtful comments – Not "Great post!" but something real. Share your take, add value, ask a genuine question. This is where people start remembering your name. 🤝 Send connection requests to people you've engaged with – They've already seen you around. Now you're not a random face, you're someone who gets their content. ✉️ DM with intention – Once you're connected, say something specific. Compliment their recent post, mention something you both care about. Make it feel like a real conversation, not a pitch. ☕ Suggest a coffee chat – If the conversation flows well, take it off the platform. Virtual coffee chats have led to some of my best collaborations. 🎯 Collaborate when it feels right – Co-create content, do a LinkedIn Live together, feature each other's work. This is where your network turns into your community. Your personal brand grows when you're genuinely interested in others, not just interesting to others. The connections that matter? They start with you showing up, being helpful, and staying consistent. P.S. Want to build a personal brand that attracts the right connections? DM me for a free consultation call. #PersonalBranding #LinkedInNetworking #ContentCreators #CommunityBuilding #NetworkingTips #LinkedInGrowth #AuthenticConnections

I've analyzed 10,000+ sales calls and discovered something shocking… Elite closers NEVER discount when asked, "Can I get a better price?" While most reps panic and immediately cave, the top 1% have a completely different playbook 👇 Instead, they have a systematic approach that PRESERVES margins while CLOSING more deals. When you're quick to discount, you communicate TWO things that DESTROY trust: 1️⃣ "YOU CAN'T TRUST ME". They'll think: "Why didn't they give me the best price initially?" This makes them suspicious of everything else you've said. 2️⃣ "MY PRODUCT ISN'T WORTH IT". You're telling them you don't believe in your own value. If YOU don't believe it, why should THEY? Before using any strategy, run the objection through my H.E.A.R.T. framework: - H-ear them: "Cari, I appreciate the ask." - E-laborate: "Help me understand why you're asking?" - A-side: “Aside from the pricing, is anything else giving you pause?" - R-eclarify value: "What did you like most about our solution?" - T-ransition: Now use one of these 5 strategies... ➡️STRATEGY #1. THE REDUCTION CLOSE "Let's review everything in your package and remove what's 'nice-to-have' versus 'must-have.' Then we'll recalculate." You're NOT giving a discount. You're reducing what they're buying. Most prospects realize they want everything and end up paying full price anyway. ➡️STRATEGY #2. THE SUBSTITUTE CLOSE "I know we discussed Option X. Another option is Y, it does things 1, 2, and 3 but doesn't have 4, 5, or 6. However, it's $XXX less." Again, NO discount. Just a lower-priced alternative that creates value comparison. When they see what they lose, they often stick with the premium solution. ➡️STRATEGY #3. THE UPSELL VALUE GIVE "I can't discount, but I CAN include Premium Support for 30 days. Normally reserved for our highest tier and costs 30% more." The magic? They often upgrade after experiencing the premium feature! This is my personal favorite with the highest conversion. ➡️STRATEGY #4. THE 3 OPTION CLOSE Present good/better/best options BEFORE the price objection happens. When they ask for a discount, guide them to the lower option. This makes THEM decide between features vs. price. Instead of YOU deciding between discount or no deal. ➡️STRATEGY #5. FLEXIBLE PAYMENT TERMS Instead of cutting price, adjust WHEN and HOW they pay: → Half now, half in 30 days → Payments over 3 months → Net-30 instead of Net-15 One Fortune 500 client increased close rates 32% with this approach alone. ➡️THE LAST RESORT: GIVE TO GET If you absolutely MUST discount, NEVER give without getting something in return: "I can do 10% off if we add 5 more licenses." OR "I can do 10% off if you introduce me to 5 other business owners who could use our solution." You're conditioning how you do business AND maximizing value. — Hey sales pros, want to handle objections better? Go here: https://lnkd.in/g-uJ7ECX

Something remarkable happened when we started bringing Customer Success leaders into our sales conversations. The traditional sales process transformed into a strategic partnership discussion that benefited everyone involved. After implementing this approach across hundreds of deals, we discovered benefits that went far beyond our initial expectations. Sales teams gained a deeper understanding of post-implementation challenges, which helped them qualify opportunities more effectively. Instead of focusing solely on closing deals, they began asking questions about operational readiness, internal champions, and resource allocation. Prospects received authentic insights into what successful implementation truly requires. Our CS leaders shared real examples of customers who thrived and openly discussed common obstacles they might face. This transparency built trust and helped prospects make informed decisions. Better aligned customer expectations from day one. When CS leaders joined these conversations, they highlighted potential roadblocks and success metrics based on similar customer profiles. This practical guidance helped prospects understand the work required to achieve their desired outcomes. This early involvement proved invaluable for our CS team. They gained visibility into the customer's vision before contracts were signed, allowing them to proactively plan resources and create tailored onboarding strategies. A surprising result was the reduction in "rescue" situations during implementation. We eliminated many issues that typically surfaced months into the relationship by addressing potential challenges during sales discussions. The data supported our approach. Deals that included CS leaders showed 40% higher implementation success rates and 25% faster time-to-value. More importantly, these customers renewed at significantly higher rates. For those considering this approach, start small. Choose strategic opportunities where CS insights could substantially impact the prospect's decision-making process. Document the outcomes and refine your strategy based on that feedback. Great customer relationships begin with the very first conversation.

The ceiling of your outbound success is your company’s marketing engine. The future of outbound is... Drumroll...wait for it... Getting back to basics: sales & marketing alignment. My clients who experience the best outbound results have world-class marketing teams. And here's how they work better together to massively increase outbound success. 👇 ✅ 1) Customer snippet bank Create a bank of 2-3 sentence customer story snippets with: - Customer name - Industry and size of business - Personas - Problem statement - Result/outcome - The transformation Reps will LOVE marketing for this. This can be repurposed for cold emails, talk tracks, discovery conversations, demos, etc. ✅ 2) “The offer you can’t refuse” Increase the value prospects get in return for their time. Make prospects feel silly for turning a meeting down. My best clients lead with free website audits. They secret shop the prospect. They share world-class industry reports. They experience the brand. Teach don't take. ✅ 3) Collaboration with customers and prospective customers Create world-class content with your customers (AKA your prospect's peers). Get them on webinars, create ebooks, share short video snippets, etc. Don't make the content a big pitch about you. Make it valuable in and of itself. Then have reps send tailored, 1:1 outreach to check out the content. Adam Robinson calls this Inbound-Led Outbound. ✅ 4) Marketing: Ride shotgun with sales for a day It can work in the opposite way as well with sales. One of my best clients had 3-5 folks from the marketing team in the oubound workshops I led. Marketers...that's right...marketers...were learning how to cold call, handle objections, and had to role play with reps. Make sure both parties understand what it takes to do their job. ✅ 5) Build a messaging team Last but not least—assemble a team of 5-10 of the best reps, marketers, and sales leaders. Folks that really know the personas inside and out. Involving both marketing and sales punches up marketing messaging by making it "sales-ready." Instead of slide deck on new messaging, you get ready-made sequences, talk tracks, sales collateral, etc. ~~~ Want more ideas like these? Join me, Jen Allen-Knuth, Will Aitken, Sarah Reece 🥇, Doug Davidoff & Todd Clouser next Wednesday IN-PERSON at Outbound@Inbound in Boston. Register here: https://lnkd.in/eUv5gFBt