Sales Hustle is now Sales Transformation
March 17, 2022

#266 S2 Episode 135 - Is Less The New More in Sales?

QUANTITY VS. QUALITY, this is Collin’s focus in today’s episode of Sales Transformation. Collin explains that more calls, more emails, more messages don’t necessarily lead to great results, that sales are no longer just a numbers game today. Furthermore, this episode presents the idea that focusing on the lesser, higher quality prospects and deals will lead you to more commission and achieve your goals.


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HIGHLIGHTS

  • Less is more in sales
  • The focus on quantity prospects and deals
  • Importance of creativity and meaningful way to reach out
  • Ways of applying “Less is more” approach in prospecting

QUOTES

Collin: “Most of the most elite sellers, top performers at large sales organizations that I have spoken to, know that less actually equals more commission for them.”

Collin: “Having less prospects, focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity to reach out in a meaningful way.”

Collin: “You gotta be thinking as a seller, how can you dedicate a certain amount of time to doing those higher quality revenue generating activities versus just the high quantity.”

Collin: “Building lists in a much more customized way reaching out in a much more customized way much more personalized way to knocking down bigger deals, because in this case, you're going to be working less prospects, you're going to have a lead, you're going to have fewer quantity of deals in your pipeline, but the deals you have are going to be worth a lot more.”

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Transcript

[00:00:00] In the world of sales, you either sink or swim or breakthrough to the next level. My name's Colin Mitchell. And this is sales transformation, a new kind of sales show designed to bring you through the epic life-changing moments of elite sellers. So you can experience your own sales transformation.

[00:00:29] Hey, before we start today's episode, I wanted to bring you in on the best kept secret in B2B sales. If you're serious about social selling and your only strategy is cold, the M's through LinkedIn. You're missing the mark big time. Learn how I fully manage revenue generating podcast can change your life and your pipeline@salescast.com.

[00:00:55] All right. Welcome to another episode of sales transformation. This is Kala Mitchell. I am your host. And today I want to talk about a topic that, uh, some people may not have thought about and some are already thinking about this particular thing. And what I'm talking about is less. Is blessed, the new, more in sales.

[00:01:15] And what I mean is a lot of people are just playing the numbers game of sales, more calls, more emails, more messages, and they're strictly playing. The numbers game. Meaning if we do this many calls, if we do this many activities and get this many deals and we can maybe hopefully hit our targets. Um, but actually most of the most elite sellers, top performers at large sales organization, sensations that I have spoken to, they know that less actually equals more.

[00:01:51] Commissioned for them. And what that means is working less prospects, focusing more on quality than quantity deals that are bigger deals that are worth more. And they take a certain level of creativity, uh, to reach out in a meaningful way. Um, and not just strictly this spray and pray approach of using the phone and email.

[00:02:14] And so. If you are not, and maybe, you know, it's somewhat depends on what you do as a seller, but not that much. Um, and what you sell matters a little bit, but if you, as a seller have not thought about how can I be doing a certain percentage of my time dedicated to working deals that are worth more, that take a different level of creativity to reach out in a much more meaningful way.

[00:02:42] Maybe that means research. Means reading their quarterly reports, um, whatever that looks like, maybe it means having a podcast and inviting those people on as a guest to build relationships and playing the long game. You gotta be thinking as a seller, how can you dedicate a certain amount of time to doing those higher quality revenue generating activities versus just the high quality?

[00:03:04] And in some situations, it makes sense to do both, but in, you know, higher ticket sort of engagements, you're pretty much doing almost all quality touches versus quantity. So think about that. If you have not been. Yet now as a time to start to think about how you can start to integrate building lists in a much more customized way, reaching out in a much more customized way, a much more personalized way to knocking down bigger deals.

[00:03:39] Because in this case, you're going to be working less prospects. You're going to have a lead. You're going to have fewer quantity of deals in your pipeline, but the deals you have. Are going to be worth a lot more. Now I don't suggest that you go all in on this. I, I w I would say you have a healthy ratio.

[00:03:56] Uh, maybe you start with like 70, 30 and see how that feels. If you enjoyed today's episode, please write a review, share the show with your friends and as. We're listening for your feedback. You can go to a sales transformation.fm and drop me a voice. Damn. Hey, you stuck around that tells me you're serious about your own sales transformation.

[00:04:17] If you're tired of doing things the old way and want to get started in your journey with other people on the same path, head over to sales. Dot community and crush your numbers on your local. Yeah. It's free sales cast.community. Send me a DM with your best pitch and mention this ad. And I might even give you free access to our best templates.