Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
http://predictableprospecting.libsyn.com/podcast
Episode 145: Selling Above and Below the Line - Skip Miller
How are C-Suite buyers different from the typical inbound lead buyers? How is the conversation different with these different types of buyers? Today’s guest is Skip Miller, sales training expert, President of M3 Learning, and author. In today’s episode, Skip discusses ideas from his new book Selling Above and Below the Line: Convince the C-Suite. Win Over Management. Secure the Sale. Listen in to learn more about the difference between above the line and below the lines sales, tools you can use to create an above the line narrative, and what to focus in in above the line conversations.
Episode Highlights:
- Whether an SDR is naturally inclined to prefer inbound
- The different languages above and below the line
- Different value propositions for buyers above and below the line
- Tools to create an above the line narrative
- Whether inbounds are typically above or below the line
- Use cases where getting people to go above shortens the lag of time
- What above the line conversations focus on
- When to discuss what the new normal will look like
- Understanding above the line energy
- The ratio of questions in above the line conversations
- Call planning
- Importance of understanding both above the line and below the line conversations
Resources:
Skip Miller
M3 Learning
Selling Above and Below the Line