Sales Athlete – Getting on the Podium

Sales Athlete – Getting on the Podium

Every Deal Matters – All sales add up.

Your Deal Matters – Regardless of how small the deal is, your deal matters.

Every Hour Matters – Don’t waste precious selling time. Focus on the customer.

Every Call Matters – Prospect continuously, daily, make it a priority, it matters.

Every Email Matters – Some customers prefer email. Prospect continuously, make it a priority, it matters.

Every Ask Matters – Steve Jobs stated that the most powerful thing he learned in business is to “ASK”. Ask for the Sale!

Jerry Lang

Email to drive a stuck PO:

Email to drive a stuck PO:

Try this: Adjust as needed.

To: Main Contact, add (CIO & CFO)

CC: All Relevant Customer Contacts, Reseller Contacts and Copy Yourself

Subject: 100 (Product) users are losing their license on 7/31/20

Hi Sally,

Hope you are well!

I’m following up on my previous emails and telephone call to see if we can expect a PO by tomorrow?

Your current (Product) licenses expire 7/31/20 and 100 people will be without access to perform their work duties.

The average Developer earns $125K per year, that’s $568.18 per day for 220 business days or $56,818 per day for your 100 (Product) users or $284,090 per week lost in productivity.

Would you like to jump on a video call to discuss?

I’m available Monday at 8am or 1pm.

Thanks,

Jerry Lang

Our Logo – Super Dog

Our Logo – Super Dog

Our logo is designed after our beloved and loyal friend “Super Dog”. “Supe” for short, is a 20lb mixed terrier with some chihuahua mixed in for cuteness.

Supe’s life as we know it started out in the back streets of Los Angeles tied to a commercial trash dumpster. A guy drove past the alleyway on his way to work and saw the puppy about 6 weeks old at the time left there beside the trash. Later that evening the guy drove back home past the alleyway and saw the puppy was still there tied to the dumpster. He stopped, drove back into the alley to look at the puppy. It was obvious that someone had abandoned him. The guy saved the puppy and took him to a vet to get looked over. After a couple days of recovery, the guy posted a message for the puppy to a good home among his friends on Facebook. That social media post was reposted, and we found it living in San Diego. We reached out saying that we would like to re-home the puppy and the guy drove him down from Los Angeles to San Diego and we presented the puppy to our six year old son at the time as a Birthday present. Our son named him “Super Dog” and he has been the best dog ever.

Jerry Lang

CIO Closing Script

CIO Closing Script

Below is an example of a closing script to get a deal unstuck with the CIO. This would be a follow up email to the CIO when there has been no response to an initial contact.

 

To: CIO

CC: Other interested parties, customer contacts, reseller

Hi CIO,

Hope you are well!

I’m following up on my previous email sent last week as I have not received a response.

This Sunday, 50 licenses of x will expire, and 50 employees will not have active licenses to use next week. Unfortunately, with no response from anyone within your organization, there is little I can do to help.

Is your organization’s CFO still John Smith? I have financing options to review with him that may help with recent budget constraints.

Thanks,

Your Name

 

This style of email leverages the fact that because of the CIO’s lack of response, several employees will be sitting around with nothing to do and Time is Money.

Let’s say that the average tech worker in this space makes $125K per year or roughly $568 per day and that 50 of these tech workers will be watching re-runs of their favorite TV show because their software license expired. That is about $28,400 per day or $142K burned per week due to a lack of communication.

That should get the CIO’s attention.

Also, by asking to confirm the CFO’s name, you are throwing it out there that you are planning to have a conversation with the CFO and that could make the CIO look bad for waiting or not being on top of the software renewal.

Lastly, by adding in other interested party contacts in the CC, you pull everyone together on the same page with a sense of urgency.

Good Selling!

Jerry Lang