In October 2023, LinkedIn introduced Account IQ for Sales Navigator as part of a larger update, joining the AI trend. Account IQ offers a comprehensive summary of prospective clients, including: Financial Report: Revenue overview and estimates Strategic Priorities: Key initiatives and goals Business Challenges: Major issues and pain points Key People: Profiles of executives and decision-makers Executive Voices: Leadership insights from LinkedIn Competitive Landscape: Industry overview and...
26 days ago • 1 min read
One of the top challenges in b2b sales is stalled opportunities. Even with a qualified sales opportunity, where the problem is clear and there's significant evidence that it exists and negatively impacts your client's business, you cannot help your client if they're unwilling to commit the right resources. The three crucial resources are time, people and money. You want to know very early on if there is an overlap between what your clients feel is necessary and what you think is required to...
about 1 month ago • 2 min read
This post from LinkedIn caught my eye, Justin explained that while he has not met the Account Executive, the email sent to him was “extremely accurate, relevant, and intriguing.” This was not a pure, COLD EMAIL. That’s the very reason I don’t believe in COLD EMAIL. One of the biggest myths in sales is ABC. I wrote about it here, #13: 5 False beliefs holding back salespeople (and how to unlearn them). Most people think successful salespeople need to be ABC. (Always Be Closing). Ironically, the...
about 1 month ago • 4 min read
🙌 A big thank you to all those who responded to our B2B conversation topics and challenges. You all add depth and value to our newsletter. One question that caught my attention came from one of my respected peer, Peter. He posed an intriguing question that many of us often grapple with - how to figure out who’s going to be a dream client and, well, a not-so-dreamy one (let's just say a PITA, and I don't mean the bread. Also not Pacific Islands Telecommunications Association, I love those...
about 2 months ago • 2 min read
When do you start discussing pricing with our prospective clients? The B2B Sales Maturity Framework, a reliable guide, is designed to assist you in navigating the intricate sales process for high-value or million-dollar deal projects and more importantly enable your client to make a decision. B2B Sales Maturity Framework Problem Most salespeople start talking about money, pricing, or financial investment very late in the sales process. The problem with this approach is that you have not...
about 2 months ago • 3 min read
I attended the AI Summit in New Zealand last Wednesday, and I realised that the impact of AI on B2B sales is profound and multifaceted. It’s not just about ChatGPT or our fear of the bots taking our jobs away. This week, let’s explore two key areas where AI is reshaping B2B sales and outline essential actions for sales professionals to thrive, stay competitive, and remain relevant in this new landscape. Re-skilling, changing mindset and adapting to new ways of working is crucial. We cannot...
2 months ago • 2 min read
Whether you are in sales or not, I think you will agree that one of the key factors of most successful people is their network—and not just their network but also the quality of the relationships. Genuine business relationships are the kind that will lead to long-term friendships, professional growth, and sales for your company. Except for my first job, I was hired through my network. One time, a role was even created for me. When entering a new account, a single referral from my network can...
2 months ago • 3 min read
👋🏼Hello friend, Ren here! Welcome to my newsletter, where I share sales mindsets, strategies, tools and processes for winning High-Value Deals. One of my students in my Elite Sales Cohort wanted to pivot his career. He is a sales manager in a large sports retail company and asked me for advice on moving into B2B or enterprise sales. I explained the different enterprise sales roles, and we mapped out the essential skills and responsibilities. I thought I would share the four types of...
3 months ago • 3 min read
👋🏼Hello friend, Ren here! Welcome to my newsletter, where I share sales mindsets, strategies, tools and processes for winning High-Value Deals. Last week, I facilitated a workshop for 35 SMEs (small and medium enterprises) on AI-Powered B2B sales hosted by New Zealand's MBIE (Ministry of Business, Innovation and employment). It was one of the most fun workshops I have run, and we were all mind-blown and dazed. I am not exagerating. We applied the following use cases: Prospecting & Research...
3 months ago • 1 min read
