Christian Krause

4 steps for sellers to access REAL decision makers:

1) Go Above The Line (ATL) first
- Target VPs & C-levels who oversee their own budgets.
- These folks can actually make decisions on their own.
- This is the fastest way to book qualified meetings.

2) Speak the Executive Language
- Executives are only aware of 5% of problems in their org.
- Do not bore them with features and technicalities.
- Speak business impact, risk, cost, shareholder value.

3) Go Below The Line (BTL)
- If you get rejected ATL, go BTL. Target manager & staff level.
- These folks know 75-100% of the problems in their org.
- Use them for discovery and to build a point of view (POV).
- You will face a lot less rejection here. People have more time to talk.

4) Go Back Above The Line (ATL)
- Retarget the C-level with your POV.
- Craft a strong opinion about problems & business impact.
- Your outreach will be a lot more compelling.
- You will be better armed to handle objections.

Prospecting decision makers directly is hard.
↳ But it's the fastest way to reach your goal (qualified meeting).

Use non-decision makers for discovery & research.
↳ But don't rely on them to generate valid pipeline.

✍ Comments: how do you target decision makers?

♻️ Repost to help your sales book more qualified meetings
🔔 Follow Christian Krause for daily SaaS sales tips

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🚨 PS: For the first time EVER I am hosting a live Prospecting Bootcamp! 🚨
2 hours of live training and coaching on
1) Targeting Ideal prospects
2) Writing Cold Emails That Get Replies
3) Mastering Cold Calling To Book Meetings
There are only 30 spots available. These will book out fast!
Grab yours here: https://lnkd.in/eYNkjCJg


Meme creds: Will Aitken

Salespeople do not want to work in cubicles anymore.

Here’s what they want👇🏼

• Flexibility of time:
work when they feel most productive.

• Flexbility of location:
work from a place that offers their desired lifestyle.

Don’t get me wrong, the “office” will keep playing an important role in our professional lifes.

A place for team building
A place for in-person training
A place for social events

But the REAL work happens at home.

What are your thoughts?👇🏼

#sales #chrisbits

Most sales reps never ask for referrals.

A huge mistake👇

→ Most buyers start their research with a referral
→ Referral leads have higher chances of closing
→ Referral leads have higher average deal size
→ Referred customers bring in higher margins
→ Referral leads have the best quality

So why don't more reps ask for intros & referrals?

a) they don't know how to spot referral opportunities
b) they don't know who to ask or how to ask
c) they feel uncomfortable & abandon it

Here's 5 tips to make asking for referrals easier:

1. Connect with all existing customers on LinkedIn.
2. Build a target lead search based on 2nd degree.
3. Identify customers who know ideal prospects.
4. Ask customers if they can make an intro.
5. Pre-write the intro message for them.

No need to overcomplicate it.

Make it as easy as possible for others to help you.

What's your approach to getting referral leads?👇

♻️ Repost to help your sales team get more referral leads
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The best sales managers

- support you in every deal
- shield you from internal politics
- jump on customer calls with you
- care about your mental health first
- give you space to do your best work
- use your 1-on-1s for YOU, not the forecast

To summarize:

They are supporters, not superiors.

What did I miss?👇

There is zero risk in starting a sales career.

Sales skills are highly transferable:

• talking to people on the phone
• facing objections
• writing good copy
• business acumen
• negotiation
• etc. etc.

Whatever your next play is after sales you’ll be better prepared for that.

You either make bank or you learn - you cannot lose.

Thoughts?👇🏼

PS: Learn how to maximise your sales earnings → https://lnkd.in/gTbPiShP

What 99% of sales emails look like:

- “I hope you are well“
- Here's my product/service
- We are the market leader in X
- These are our great customer references
- Please give me 30 minutes of valuable your time

What the other 1% looks like:

- Here's a trigger event I observed about your company
- Assumption about a challenge you might face
- The business $$ impact of that challenge
- A free, helpful resource to learn more
- An ask to validate the above

It's 2023. The War Of Inbox.

Everyone is fighting for their prospect's attention.

The only way to stand out is radical focus on value.

Which of these 2 emails would you respond to?👇

If you liked this content check out my newsletter. I ship 1 new SaaS Sales System to over 6,000 subscribers every week, FREE: www.christiankrause.com

What 99% of sales onboarding looks like:

Day 1: Product enablement
Day 2: Product enablement
Day 3: Product enablement
Day 4: Product enablement
Day 5: Product enablement
Day 6: Product enablement
Day 7: Product enablement
Day 9: Product enablement
Day 9: Product enablement
Day 10: Product enablement

What 1% of sales onboarding looks like:

Day 1: These are our best customer references
Day 2: This is the problem we solve for them
Day 3: Here's how you find more of them
Day 4: This is what good outreach looks like
Day 5: Here's how to run a good meeting
Day 6: Here's how our product works (high level)
Day 7: Here's how to organise your day
Day 8: This is the tech stack we use
Day 9: These are our internal procesess
Day 10: Any questions?

99% turn reps into dummies parroting product features.

The other 1% turns reps into trusted advisors for your clients.

Which type of rep would you rather have on your team?👇

PS: January is a great time for (self-)enablement. Check out my FREE prospecting course: https://lnkd.in/dTb_6Jmr

Salespeople: remember what really matters.

Hint: it’s not your quota👇🏼

It’s the impact you have on your customers.

• The problems you help them solve
• The goals you help them achieve
• The insights you give them along the way

Whether they end up buying from you or not is a different story.

It’s not within your control.

What’s in your control is the experience you deliver.

Your impact.

Everything else falls into place.

Agree or disagree?👇🏼