Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 1 minutes. This year (all 4 and a bit months of it), I have hired or contributed to hiring six people: Two outbound appointment setters Two closers One assistant and One leader. In every case, I have done a more intense and effective reference check than anyone expected. Reference checks aren't about confirming if the candidate worked at the company for the time they claimed. Reference checks validate the strengths,...
14 days ago • 1 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. No Decision will ALWAYS be your number one competitor because, in any buying journey, 40-60% of deals end in "No Decision." This week we'll cover: Momentum is Everything Passive Active Bring it together Momentum is Everything I'm working with a company that serves over 10,000 small businesses with a grudge purchase. A grudge purchase is something your customers HAVE to buy, but no one really WANTS to buy. For...
21 days ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. "You don't need a mutual action plan, except for the deals you want to win." - Ricky Pearl, Leader of Tech Sales ANZ community (ask me for an invite if you're in tech sales in ANZ) This week we'll cover: Clarity MAPs Examples Create you own Clarity When everyone on the buyer's side agrees, the paperwork starts. And depending on the complexity of your sale, you may be in for 1-3 months of procurement, legal, and...
28 days ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Happy extra-long weekend for those who celebrate Easter. And happy three public holidays in seven days for my ANZ readers. Storytime: The owner of the 50th-best-rated restaurant in the world wanted to move up the list. So he took his main staff to New York to visit the number-one restaurant in the world. During the visit, most of his team pointed out all the elements the best restaurant was doing better than...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. In every seller's career, they've run a meeting where they know something is wrong. The pitch may feel off, the problem statement may be misdirected, or the business case may appear weak. Whatever it is, many sellers ignore their gut feeling with disastrous consequences. Instead try a Reset. Today, we'll cover: Story Time What is a Reset How to Reset Story Time: “There is one I absolutely butchered,” said a...
about 1 month ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Many founders want more but aren't clear on the required inputs to get more. It simply takes a specific, repeated activity to increase your luck surface. Today, we'll cover: Story Time Luck Surface Keep It Simple Your Metric Story Time: My father is in his mid-60s (as he calls it, "early onset middle age") and has been a business coach for 20+ years. These days, he focuses on tradie businesses with the promise...
about 2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2 minutes. Sellers are influencers and facilitators. Buyers make the decision. Yet many sales processes are on seller timelines, focused on seller outcomes, and turning buyers off. Today, we'll cover: Buying Journey vs Sales Process Three unknowns Unknown #1: Outcome Unknown #2: Information Unknown #3: Personal Baggage I rarely discuss the "Sales Process"; instead, I focus on the "Buyer Journey." This is because, when it...
2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 2.5 minutes. Instead of trying to "always be closing," elite sellers work on losing fewer deals at every step of the buyer's journey. That's "Next Step Selling". Today we'll cover: Story Time Lose less to win more "Next Step Selling" Never skip steps Story Time: When I sold MINDBODY software to the fitness/wellness industry, I made over 25,000 cold calls and closed deals involving nearly 1,000 locations. One-Call-Closes...
2 months ago • 2 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Sellers have to ask a LOT of questions. Eventually, every buyer breaks under the pressure. So, vary your style to push the extent of the breaking point. Today we'll cover: Story Time Adversarial Relationship Struggle Soften Statements Selling as a founder and not getting the results you want? SMaaS can help. Click here to show interest My wife and I met in the UK despite our families being practically neighbors...
3 months ago • 3 min read
Hey, 👋 Scott from The Sales Mastermind here. Today’s edition only takes 3 minutes. Today, we'll cover: Story Time Phone Numbers Matter 3 Tactics for Direct Phone Numbers Selling as a founder and not getting the results you want? SMaaS can help. Click here to show interest Story Time: Imagine you have been working with a client for 2 years. And they tell you they want to double their business with you. They're easy to work with; your client schedules meetings via the calendar link you send,...
3 months ago • 3 min read