Hi Reader

My mission is to share fundamental learnings from selling B2B SaaS to help you close more sales with less effort and more regularly.

This combination of results leads to accelerated revenue growth...

Just like in a well oiled factory, creating an effective sales conveyor belt is the key to success.

Without a repeatable process, sales efforts become fragmented, bespoke and ineffective.

Reusable tools like lessons learned, ROI spreadsheets, and workshops are difficult to use because sales opportunities don't come down the 'conveyor' the same way each time.

It is difficult to increase your return on effort and begin to scale.

This is why it is so important to lead a client through every stage of the sales process with a well-thought-out plan.

If they lead the discussion, they will naturally want to stray from the conveyor because they don't know it exists.

How to lead a client

This is a tricky question to answer because there are so many variables.

The one thing to remember is a potential client is likely engaging with you to solve a problem in their world.

You are or your business is the subject matter experts so how can you diagnose their real issues and not what they think they are.

Just like a doctor would a sick patient.

If you can position yourself as an authority in this space, they will likely let you lead them to solve this problem for them if you can articulate a path to the ideal solution.

Most business never do this and that is why they struggle.

This is a great place to start, especially for more technical founders.

Ask yourself after every meeting, "Did they lead or did I lead?".

You might be surprised initially with the results but thats ok, we can work on that. 😀

Resources to Help

We have a couple webinars to help you get better at creating a conveyor belts of sales and better lead your clients to a sale.

1. ​Top 10 Mistakes of Founder-Led Sales (and how to fix them)​

​Scott Cowley (Fraction VP of Sales, Sales Coach) and I will be discussing the top 10 mistakes founders made in founder-led sales.

Some of the mistakes we’ll discuss are:

• Getting out of selling at the worst time
• The founder bottleneck
• The reverse network effect
• Not leading the sale
• and more…

Date: Friday 12th July - 11:00am AEST. Register Here​

2. 10x Your Sales Discovery Process To WIN More Sales​

On Wednesday, 17th July at 10am AEST, I'll be discussing how to rethink your discovery process to create the framework to better lead your buyer to a sale.

You'll learn why you must:

• Redefine Your Approach
• Differentiate Your Discovery Process
• Uncover True Need
• Create Demand and Authority
• Maximise Value

More details and how you register is through this link.

Let's have a strategy call?

If you're ready to take sales to the next level in your business and start increasing your return on effort, maybe it's time you booked in for a strategy call to come up with a game plan?

During the session, we cover;

• What are your current sales challenges
• What are your sales goals
• Recommended action plan
• How we might be able to help

Enjoy the rest of your week.

Cheers

Gavin