3 Weeks. AUD $400K. One Call.
Growing sales revenue is number one priority of every salesperson and sales organization. But unfortunately, in the modern multi cloud b2b and SaaS environment, it is not guaranteed. Here is one of the examples how I did it.
Selling is simply moving your partner or potential customer to the state of certainty about your product and service, yourself and your company. Here is the definition of Jordan Belfourt for sales. The wolf simply have a strong system on how to achieve this and I totally agree with him.
In today’s world everybody are looking for ways to improve their performance and learn the best practices with minimum effort.
So that is the reason that I wanted to share this story on how I could sell a solution in cyber-security space for about AUD $400k with only one phone call in 3 weeks. Meanning, from the time that I made the phone call till the moment we received the PO, it took about 3 weeks. During this time I did no other activities such as demo, PoC, presentation or anything like that. It was a simple phone call and then 3 weeks later, we had the order.
Here is how I did it.
1. I built a personal brand, and still doing it.
It is not only about my personal domain and blog which you are already reading it. It is all about what to expect me and what is my promise to you when you interact with me. My story and how I become this person that I am now and what is my mission and vision for the businesses that I am working with. What I do in social media and how I talk, behave and commit. This is not a fast 2 weeks effort. It is a life time exercise and I personally believe everybody should do it. I personally believe for every new born, parents should buy their child name and family name domain name at the same time as getting their birth certificate. So that their child can build their own personal brand when grow older (I am still guilty of not doing it for my own daughter. I should do it now). This means, people know when I say or commit to something, I deliver on my promise and even going above and beyond. For me, my personal brand is about infinite scale.
2. It was an existing relationship
It is very hard to sell in a b2b complex environment without existing relationship. In fact, selling is all about starting and maintaining new relationships. One thing that I always do when I move to a new role, is to call all my existing relationships that are relevant to the product and service that I offer, and see who is willing to do business with this new company. They trust me. The key is to see who can trust the new company and their products. If you are working with established vendors, there is a chance of business interaction in the old days and bit of a history. Which might be positive or negative.
In this case, my existing contact had a good interaction with the product before and when I gave him a call, he already knew the value proposition.
3. Leverage the channel
Again, they key here was to leverage existing channel partnership between vendor and partner and with that phone call, I simply remind the partner that I am here to help. Let me know if you need anything from my side. Next thing I know, the PO for AUD $400k in 3 weeks time.
Here is my blog post on how to build a string channel business.
The lesson here is to build trust and make sure you are acting as trusted adviser for your partners and customers and things will fall into place.
About Author:
Houman Asefi is world authority and visionary and B2B technology channel sales strategist, award finalist blogger, focusing on building and scaling sales strategy and making sure companies achieve their targeted revenue.
Contact Info: Houman Asefi
Phone Number: +61 452 219 022
Email: houman.asefi@gmail.com
Blog: http://www.houmanasefi.com/
#sales#sales #leadership#leadership #entrepreneur#entrepreneur #channel#channel
