Boosting Sales Through Urgency

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  • View profile for Chris Orlob
    Chris Orlob Chris Orlob is an Influencer

    CEO at pclub.io - #1 Skill Transformation Platform for Revenue Teams. Transforming the $28 billion revenue training industry. Working with people I admire.

    168,814 followers

    I've watched over 2,500 discovery calls in the last few years. There's one thing I'm convinced of: Top salespeople get to the "heart of the problem" FASTER than their peers. SPEED to uncovering the 'real' problem matters. Here's why: Avg salespeople don't uncover even the tip of the ice berg until late in the call. So they never get a chance to go beyond the surface. They run out of time. Great salespeople get to the heart of the matter fast. That gives them TIME: Time to peel back the onion. Time to explore negative impact. Time to diagnose the root cause. Here are four questions (in order) that get to 'the heart of the deal' fast: 1. Tell me about your biggest challenges when it comes to X? Easy enough. Just enough to kickstart the conversation in the right direction. But not enough by itself. Customers will (almost) always give surface level answers to the first question. 2. What's going on in the business that's driving [what they shared] to be a priorty. Ask this, and your customers will CHUCKLE half the time. Why? Because you are striking a CHORD when you ask that. You're getting to the 'need behind the need.' That's where big money lives. Getting closer. 3. What metric is suffering most as a result of that? Avg sellers struggle to quantify pain. You walk into a different world when you go from expressed pain to quantified pain. Your customer's urgency ramps up. And spending money to solve the problem begins to look REAL good. 4. What's driving you to solve all this now rather than later? Ask this too early? And the answers will be weak. BUT... If you ask this AFTER those first three questions... Your customer now has the FULL CONTEXT of the problem top-of-mind. And now... their answers to THIS question will be far, FAR richer. Give those 4 questions (in order) a try. P.S. Here's 39 more questions that sell: https://lnkd.in/g-VRcCsq

  • View profile for Ian Koniak
    Ian Koniak Ian Koniak is an Influencer

    I help tech sales AEs perform to their full potential in sales and life by mastering their mindset, habits, and selling skills | Sales Coach | Former #1 Enterprise AE at Salesforce | $100M+ in career sales

    91,947 followers

    Most reps think they’re “doing outbound.” But their idea of a sequence is 6 emails, zero value, and a few sad bump messages. That’s not prospecting. That’s praying. Meanwhile, my clients are booking meetings with CROs at Fortune 500s — and here’s the sequence they use (10 touchpoints, built to convert): If your pipeline sucks, your sequence probably does too. Most reps don’t get ignored because they’re bad at writing emails. They get ignored because they rely on one channel. Because they give up after 2 touches. Because they confuse “checking in” with “creating urgency.” Here’s how high-performing reps actually break through: 1. The structure: 10 touchpoints across 20 days - 6 emails - 3 phone calls - 1 video on LinkedIn Every message with a purpose. Every channel working together. 2. The content: Stop bumping. Start teaching. Most sequences are noise. They repeat the same CTA (“just checking in!”), offer no insight, and get deleted by day 2. Instead, think in layers: Email 1 = POV tailored to the account Email 2 = Specific ways you help teams like theirs Email 3 = Case study or customer story Email 4 = ROI data, benchmarked Email 5 = Industry whitepaper or third-party research Email 6 = Product demo or experience preview Every email adds value. Even if they never reply, you become unignorable. 3. Phone still works. If you use it right. Don’t cold call. Warm call — immediately after the email drops. Reference your message. Be human. Don’t script. 4. Use LinkedIn like a human Day 1: Send a connection request (no note) Day 4: DM them after they connect Day 14: Drop a short video — selfie style, natural, no script This part matters most. Executives ignore cold emails but they watch DMs that feel real. 5. Automate the follow-up. Never the personalization. Yes, you can load this into Outreach or Salesloft. But if your content sucks, it doesn’t matter. Write once. Reuse the assets. Track opens. Follow up religiously. Be the rep who doesn’t disappear after 2 tries. I’ve helped reps use this exact sequence to book meetings with CROs at F500s. If you want coaching on how to build yours — the right structure, the right messaging, the right mindset — send me a DM. REMEMBER: Most reps fail not because they stop too late. But because they stop too soon. Build a real sequence. Say something worth hearing. And don’t quit at touch #3. This is the way. Be the 1%. Book the meeting.

  • View profile for ☠️ Belal Batrawy

    Cold Call Sales Trainer | Salesforce Salesblazer | Sales Leader at Hyperbound | Amateur Mountain Biker

    70,022 followers

    If you're getting nowhere prospecting right now, here's the 3 things you need to check to get the pipeline growing again: --- 1) List building is more important in a bad economy than messaging. Stick with me. Going wider when companies aren't buying doesn't give you better odds. This is the time to revisit your ideal customer profile and get ruthless building high quality, smaller lists. Yes it'll take more time, but the results are exponentially better when you focus on a particular segment within a particular industry with a particular problem then blasting every company with X00 employees. --- 2) State the negativity in your messages. It deflates it. How? Like this: "When things get rough with layoffs and slow downs nobody is eager to stick their neck out and call for organizational transformation. But I'd imagine your exec team still expects strong performance and is looking to see who will be clever working with less. Are you opposed to exploring ways to improve the process without needing to battle internally?" Take away people's obvious objections to buying things right now by just stating them. A seller can never lower their status with a buyer by being informed. --- 3) Fortune is in the follow up when you're prospecting. The best, most abundant meetings come from the companies you were prospecting months ago that asked you to follow up. Why? Because you're almost guaranteed to have the timing be wrong when you outbound. So lead with that and start collecting amazing follow up leads. Tell prospects "I'd imagine my unexpected message in February did not catch you at the right time when this problem becomes a priority. But that doesn't mean it's not a problem all the same. At what time of year does this become more relevant? When I follow up with you then, what do I need to include in the message to get your attention at that time? And is there anyone else that's going to prioritize this problem then as well?" --- Now we're cooking. Better lists. Clearer messaging. Nailing down the timing. Don't prospect like a maniac. Be ruthless with your time. --- Ready to conquer cold calling anxiety and start meaningful conversations with your buyers? Join +5,500 sellers using the Mic Drop Method, an easy to learn framework for starting dialogue with skeptical prospects: learntosell.io

  • View profile for Marcus Chan
    Marcus Chan Marcus Chan is an Influencer

    B2B Sales Teams Lose $2-10M+ to 3 Hidden Conversion Leaks (Most Don't Know They Have) | We Help You Systematically Fix It | Led $195M Org | WSJ Bestselling Author & 4X Salesforce Top Sales Advisor | Feat. in Forbes

    96,063 followers

    I've made a lot of mistakes on discovery calls that cost me deals. There's one mistake I've found that seemed to completely shift how the rest of the call went. The faster I uncovered this, the BETTER the call went. The single thing? My SPEED in uncovering the ROOT problem. I was simply taking too long to uncover the real problem when I first got started. This meant less time on the call to dive in deep. Less time to have them soak in the pain. And it meant surface-level responses that don't make the prospect think. Here are 10 simple questions you can use to get to the root problem fast: (I'm pretty direct so take these and adjust them to fit your style) • What sparked you to book a call today? • What's making this a priority now? • What are you currently doing to address (Problem)? • How's that been going? • What if 6 months go by and you're still dealing with (Problem)? • How does that impact you directly? • How does that impact your company? • Who else is impacted by this? • How are they impacted? • If (Problem) was solved, how would you measure it? If you bolt on follow-up questions that dive in deeper with each response... Watch your prospect go from CURIOUS... to COMMITTED. Share to help more AEs crush it 🔁

  • View profile for 🔥 Tom Slocum
    🔥 Tom Slocum 🔥 Tom Slocum is an Influencer

    Fixing Outbound? Start Here → | Built $2.8M in Pipeline From Scratch | Sales Coach. SDR Builder. Cold Call Guy. Your Future Homie In Law

    29,898 followers

    We're at that time of the year again where every conversation, every outreach and every move counts. Whether this is your first rodeo or you've been through the Q4 trenches before here are three battle tested tips to help you crush it 👇 1️⃣ The Value Blitz 💥 Right now prospects are swamped with year-end goals and priorities. They need solutions. Not just sales pitches. Before you hit that send button ask yourself: How does my offering solve their immediate pain points? Craft messages that scream value. Personalize your outreach. Show them you understand their world and that you're here to help. 2️⃣ The Urgency Play ⏰ Ever noticed how deadlines have a way of lighting a fire under people? Could you leverage that urgency? If you have a solution that can genuinely help don't be shy about it. Clearly articulate how your product or service can make an impact NOW. The clock is ticking and you're here to help them end the year strong 3️⃣ The Empathy Connection ❤️ In this hustle never forget the power of empathy. Understand the challenges your prospects are facing and acknowledge them. Be a partner not just a seller. Share stories of how you've helped others overcome similar obstacles. Create a genuine connection that goes beyond the pitch Remember it's not about pushing for a sale. It's about delivering value and building relationships. This isn't just another quarter. This is your opportunity to shine and make a real impact. Keep grinding, stay focused and let's finish 2023 on a high note 💪 Share your Q4 strategies and tips below and let's support each other in the final stretch 👇

  • View profile for Matt Green

    CRO of Sales Assembly | Investor | Portfolio Advisor | Decent Husband, Better Father

    48,948 followers

    I had a brain fart a few weeks back and, in my haste to get a deal closed by the end of October, tried to manufacture some artificial urgency. Some nonsense like "If we do XYZ, will you sign by the end of October?" Kudos to the prospect who called me out on it. This is a cut and paste from their email back to me: "We will move fast with our decisions, but, please, let's not create any time pressure here. The important thing is to agree on something that excites both of us." When you're right, you're right. Manufactured urgency is bullshit, and people see right through it. Genuine urgency is the only variety of urgency that works. So - how do you create it? - Start by uncovering deadlines or events already on the buyer's calendar. Connect your solution to what they need to achieve. - Collaboratively build a timeline working backwards from their goals. Get their input to estimate reasonable timeframes. - Equip your champion to clearly communicate the “why” behind the project. Make sure everyone understands the vision. - Set regular check-ins to review progress and troubleshoot delays. Hold each other accountable to the joint plan. When you focus on understanding the buyer’s real needs, urgency happens naturally. No manufactured pressure tactics required.

  • View profile for Kyle Asay

    VP Global Growth Sales at LaunchDarkly | Founder of salesintroverts.com

    80,534 followers

    Robin de Vries is an exceptional AE in my org that nearly doubled his annual revenue target… in only 9 months. When Robin found out they were expecting a baby at the start of the year, he set an ambitious goal to hit his annual targets before paternity leave. To be clear: this was his goal, not the organization's goal. MongoDB provides a generous parental leave policy to ensure AEs earn their variable payouts while on leave. 9 months later, he achieved his annual New Logo target while nearly doubling his revenue goal and set off to enjoy a well deserved few months with his beautiful family. Here’s how he did it: 1) Urgency “There was no time to waste… I needed to hit the ground running.” 2) Aggressive goal setting “Setting goals higher than quota helps prioritize and aim for greatness.” 3) Account planning “Detailed planning to make sure I’m spending time in accounts that have a high propensity to convert. Map out early in the year which accounts are going to get you to your goal, and find additional accounts if you don’t have what you need.” 4) Accountability “Worked with my Regional Director (Evan H. to keep me accountable to my goals, ensuring all leading indicators are on track to hit my targets.” 5) Execution “Map out a path to close and take full advantage of every conversation I have. Show up prepared and with a point-of-view. Accelerate and keep focus on the customer’s buying process on every call, not just at the end of the quarter.” I’ll leave you with his key learnings: 1) Sales process needs to align with how your customer buys. Forcing customers through a rigid process without understanding how it benefits them is a recipe for disaster. 2) Aim high! Quota is your minimum. 3) Spend your time on highest value actions. Territory management helps you prioritize, and pipe gen solves all your problems 4) Playing to win is a lot more fun than trying not to lose. 5) A VP constantly asking for updates on my deals was the main factor in my success*** ***Robin didn’t say this one but I know what is in his heart so I included it. Incredible year, Robin. Your future is bright, and we’ve got some fun things in store for this year.

  • View profile for Jonathan Shroyer

    The CX Futurist for AI-Driven Industries | Keynote Speaker, 100+ stages | 2X Exit Founder, 20X Investor Return

    21,212 followers

    Cyber Monday is almost here. And maximizing this prime sales day requires thoughtful strategy. Here are my top do's and don'ts: 1️⃣ DO Personalize: Tailor your offers to each customer segment. Personalization is king in e-commerce. 2️⃣ DON'T Overcomplicate: Complex deals can confuse customers and kill conversions. The easier to understand, the better. 3️⃣ DO Create Urgency: Time-limited offers? Low stock alerts? These are proven tactics to drive quick decisions and boost sales. 4️⃣ DON'T Neglect Your Loyalists: Reward your loyal customers with exclusive deals. Remember, it’s cheaper to retain than acquire. 5️⃣ DO Test Everything: Don't leave it to luck. Test your promotions, website load time, and checkout process ahead of the big day. 6️⃣ DON'T Forget After-Sale Service: Great customer service doesn't end at purchase. Make returns easy, respond promptly, and always follow up. Cyber Monday isn't just about a one-day profit spike. It's an opportunity to win hearts, minds, and wallets for the long term. What's your top tip for promotions that convert this Cyber Monday?

  • View profile for Melanie Balke

    CEO & Founder of The Email Marketers: Retention Marketing for E-Commerce | Helping 8-Figure DTC brands increase revenue through email & more | Klaviyo, Braze, Listrak, Sendlane Experts | Funny Human

    14,805 followers

    🚀 BFCM Learnings for Email & SMS (So Far): 1. Email Frequency I often caution against sending too many emails but we're seeing brands that send more, make more. Inboxes are crowded. More emails = more chances of getting seen. Don't be shy to send 5+ emails on Black Friday and Cyber Monday with a few sprinkled in-between on each weekend day, if you have the deliverability to do so. 2. Timing Urgency sells. I repeat, urgency sells. Overheard today: "I often buy from brands that have a limited time offer and then forget about the other ones or just simply don't want to spend more money than I already did on other offers when I come back to them" Highly recommend you run different offers this weekend and not just the same thing over and over and over. Keep it fresh. Keep people engaged. 3. Retention Strategy Please for the love of God adapt the rest of your retention strategy. Your pop-up should be showcasing BFCM language. We've seen almost double conversion rates on pop-ups doing this. Your flows should be focused on getting customers to the BFCM finish line, not just talking about regular stuff like usual. 4. SMS SMS is a far less crowded channel, so if you're not sending SMS you are missing out on the opportunity to be 1 of 3 texts people are getting on this weekend. That's like discovering email in the 90s. However, beware your frequency. Unsubscribes happen much faster via text than via email. 5. Start earlier Don't hate the player, hate the game. BFCM is starting earlier and earlier. The best performing emails we sent? Early access campaigns about a week ago. Neither BF nor CM have outperformed those yet. 6. Offers Offers have been SIGNIFICANTLY less attractive than in the previous year. We're seeing less 40% off and more 20% off across brands. 7. Subject lines Kill your cute subject lines. "50% OFF" is better than "Our Black Friday Offer Is Here" Unless your offer sucks, then maybe try the latter. 8. Timing PM emails have been outperforming AM emails across the board. What to do now? Go send a 11pm Cyber Monday, last chance, plain-text email tonight. Subject Line: Last Chance: [Offer] ends in 1 Hour Make sure to include everyone who hasn't purchased yet. Especially those who had added to cart or clicked on previous emails. Throw an 8pm SMS into the mix beforehand. Godspeed! #BFCMTactics #MarketingStrategies #EmailSMS #SalesBoost

  • View profile for 👨‍🔬David Weiss

    CRO | Not All MEDDICC is Equal #NAMIE | Builder | Speaker | Advisor | MEDDPICC Enthusiast | Top 25 Sales Executive to Learn From | Loving Husband & Father | Aspiring Chef

    32,722 followers

    “The best sellers talk less and listen more.” 🤨 This is surface-level advice at best, and misleading data at worst 👇 Just listening more doesn’t improve win rates. The data in and of itself is a false signal. Because what you listen for matters more than how long you’re silent. Letting your prospect talk just to hit your talk time metrics isn't helpful. It’s just letting someone ramble. And I think we have all seen how that plays out. But the seller had great talk time balance...right??? 🤦♂️ 🤦♀️ 🤦 Top sellers don’t just listen more. They ask better questions. They know why they’re asking them. And they know what to listen for in the answers. That is where listening really matters. Here’s what most sellers do: 🔴 Ask a pain question. 🟡 Hear something they can help with. 🟢 Jump all over it with a pitch. 🔴 Slow down. Great discovery happens after the first answer. The gold is always in the second and third level questions. On the same exact question. That is where you need to listen. But let’s go deeper... This isn’t just about pain. Great sellers know where else to dig. ✅ Quarterly priorities. Every business has internal themes by quarter. If you align with this quarter’s priority, you speed up urgency. ✅ KPIs. Every function is measured by something. Marketing? Campaign output or content velocity. Sales? Pipeline, SALs, proposals, not just revenue. HR? Hiring targets. KPIs → metrics → gaps = business case for change. The space between current KPIs and future metric improvement is the business reason for change. ✅ What they’ve tried before. What failed? Why? What did they like about other solutions? Why? ✅ Buying dynamics. When change happens in their company, who’s typically involved? Who usually signs off? What do they need to see to feel confident? What initiatives got approved, and what didn't? What was different? You’re not just looking for “pain.” You’re looking for what drives change, who owns it, why it matters now, and what success has to look like. That’s what listening with intent looks like. You know what to ask for, where to dig, and what to listen for. P.S. This is what real MEDDICC discovery looks like. All those questions = metrics, economic buyer (who is more than just a person, also what they care about), implications of pain, competition, champion, and decision criteria. Not walking in and saying “Who’s your EB?” or “What are your metrics?” It’s understanding: What they’re solving Why it matters Who cares What needs to happen And how decisions get made It's understanding the questions and answers that lead to business change, which also happen to be each MEDDICC element. Shocking, right? That’s the difference between just talking less and knowing where to guide the conversation.