Improving Sales Team Hiring & Retention [Webinar Recording]
Improving Sales Team Hiring & Retention
[Webinar Recording]
Sales Reps
10 Virtual Sales Tips Guaranteed to Add Faster Revenue [Webinar Recording]
10 Virtual Sales Tips Guaranteed to Add Faster Revenue
[Webinar Recording]
The Best Sales Script To Get A Buyer’s Attention
You may have heard us talk about our SWIIFT℠ Intro before, and if you haven’t, it’s an acronym we use for our sales scripts that means — So, What’s In It For Them? The idea behind the SWIIFT℠ Intro is to focus on the buyer and add value to your sales script so your prospects will stop typing their emails and start listening to you.
Once you grab their attention, you can hit them with one of the most powerful parts of the SWIIFT℠ Intro — and that’s a lever. A lever is a piece of information you have on the company, contact, industry, or history that says,
“Hey, this isn’t a cold call. I’m important and you practically already know me. Tune in!”
So, where do you start when creating the ultimate phone sales script? First things first, write an outline for what you plan to say.
Start With A Sales Script Outline
Planning out what you’re going to say is just as important as actually saying it. You’ll want to make sure you hit all the right points with your sales pitch. Keep in mind your goal is to grab their attention and plan a follow-up interaction.
When creating the outline, think about who you’re calling and how you can get them interested in what you have to say. Planning out the people you’re going to reach out to along with the times will also allow you to be as productive as possible when you finally make the sales pitch.
Personalize every outline you make depending on the person or their role and change it up a bit according to what works.
Next, Figure Out The Best Levers For Your Sales Script
As we mentioned before, levers are the most effective way to grab their attention, and you’re going to want to use them to your advantage once you make your sales call.
There are plenty of different options to use for levers — such as buying history, shared experience, shared external contact, or even events.
Here are some sales script examples that use levers:
- (external name) Looks like we both know John pretty well
- (company history) We’ve been providing your security licenses for the past few years
- (internal name) I work closely with Kathleen in marketing
- (experience) I see we both attended the AA-ISP conference this year
DOWNLOAD: SWIIFT℠ Intro Training Guide
The best lever, however, is a name — preferably one in their company (e.g. their boss or an executive):
Bob! Lauren with Factor 8.
I talked to Larry Reeves yesterday. He asked me to give you a call and I promised him that I would.
Tell me something, are you guys expanding your sales force this year?
What’s different about this lever statement is that the “why” is completely up to the contact’s imagination. It immediately generates Bob to pay attention and ask himself something like, “What’s going on?!”
It’s also important to notice that we didn’t launch into a background story when we used the name-drop technique. This is something you should avoid:
I talked to Larry and he said that he isn’t the right contact and that I should call you.
This just screams sales pitch! But, it’s what we hear most often. Don’t get into a long explanation of why he wasn’t the right contact because more than likely — the prospect doesn’t care. Instead, just call the person like you promised you would!
Use Your Script & Make The Sales Call
Once you’ve figured out which lever to use, you’re one step closer to having an effective sales script that will ultimately grab your buyer’s attention. Your final step is to make the call! With this guide and the right levers, you’ll be sure to reach your goal.
READ: Phone & Video Prospecting Tips To Crush It
And remember — don’t leave out the SWIIFT℠ question at the end of your intro. This is what will get prospects to stop thinking about how to get you off the phone and start thinking of the quick and easy answer to your question. That’s what will get them talking!
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Beyond the Keyboard: Tips for Prospecting via Phone and Video [“Sales Shot” Workshop]
Beyond the Keyboard: Tips for Prospecting via Phone and Video
[“Sales Shot” Workshop]
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Human-Centered Communication [Digital Book]
Human-Centered Communication
[Digital Book]
Factor 8 Named a Selling Power 2022 Top Virtual Sales Training Company
Factor 8 is pleased to announce it has been included on Selling Power’s Top Virtual Sales Training Companies in 2022 list.
“Since our start in 2008, we’ve been training virtual sales. It was uncommon even 5 years ago for sales leaders to embrace selling software, technology, and pharmaceuticals over the phone! I’m inspired by the industry’s shift to virtual selling in the past decade and look forward to continuing our progress for the next ten years. Factor 8 believes fully in the power of inside/virtual teams and our responsibility to train sellers and managers to maximize this legitimate, and daresay dominant, channel. Thank you Selling Power for this prestigious designation,” says Factor 8 Founder & President Lauren Bailey.
Factor 8’s winning application highlighted the incredible success of its virtual sales training programs and its ability to adapt to its customer’s needs in the constantly evolving corporate landscape. With many years of experience in virtual sales, Factor 8 quickly became a strategic partner to various B2B and B2C companies, helping their sales teams adjust to and excel in virtual and hybrid selling environments.
According to Selling Power publisher and CEO Gerhard Gschwandtner, “Research shows that sales training has dramatically shifted from live to virtual. Selling Power magazine has identified the Top Virtual Sales Training companies in the market. Each one of the companies included delivers best-in-class, virtual training solutions that consistently drive-up sales. Their efforts and expertise helped their clients reach and exceed sales goals during an increasingly challenging economy.”
All companies on the list submitted a comprehensive application that included a detailed listing of their offerings for both training and retention, delivery methods, and their response to changing market conditions.
The main criteria used when comparing applicants and selecting the companies to include on this year’s list were:
- Strategies to keep participants engaged
- The scope and breadth of virtual sales training offerings
- Methodologies for supporting participant retention
- Innovation in offerings and/or delivery as a response to customer needs or changes in the marketplace
- Strength of client satisfaction and general client feedback
To evaluate client satisfaction, the Selling Power team surveyed and considered feedback from more than 270 clients of the applicants. Here is a brief selection of comments from their clients:
- “Simply put, they provide superior training and development for our team. From our entry-level folks to our most experienced team members, everyone gains knowledge from their sessions.”
- “Fabulous training. Engaging, passionate, and always willing to go the extra mile. Their investment in our team has been amazing.”
- “First Class organization that stands behind their training services.”
- “Great overall experience and concepts outlined to address the key sales success areas we are targeting. Their team has maintained a high level of service, and we appreciate the partnership.”
- “Great company, great people, great results!”
Selling Power magazine editors say CROs, sales VPs, and sales enablement leaders can leverage this list to find the right sales training partner to deliver best-in-class virtual sales training.
See Selling Power’s Top Virtual Sales Training Companies in 2022 list at: https://bit.ly/3NtA2Cw
About Factor 8
Factor 8 is an award-winning sales rep and management training company focused 100% on helping sales teams sell in a virtual world. They are a team of expert sales leaders who quit the daily grind so they could spend their time developing people. Together, they’ve solved the big problem: Sales Reps and Managers are not gaining the skills they need to quickly feel confident and successful long-term. That means they ramp slowly and leave quickly.
They’ve made the calls, done the demos, managed the teams, and forecasted the deals. They have a better way to ensure teams hit higher revenue goals faster. https://factor8.com/
About Selling Power
In addition to Selling Power, the leading digital magazine for sales managers and sales VPs since 1981, Personal Selling Power, Inc., produces the Sales Management Digest and Daily Boost of Positivity online newsletters, as well as videos featuring interviews with top executives. Selling Power is a regular media sponsor of the Sales 3.0 Conference, which is attended by a total of more than 4,500 sales leaders each year. www.sellingpower.com
Looking to partner with a top virtual sales training company?
Contact us today to learn more about our virtual sales training programs
for sales reps and sales managers.
How to Make Negotiation Your Superpower [Webinar Recording]
Meet the Panelists
David Leinweber
CEO | Ascent Cloud
David Leinweber serves as CEO of Ascent Cloud, an industry-leading provider of sales enablement and performance management SaaS solutions. He brings over a decade of experience in enterprise software with a proven track record of driving long-term growth. Throughout his career, David has helped to drive innovation and growth at several software companies, working in product, marketing, and leadership roles.
Prior to Ascent Cloud, David served as CEO of LevelEleven, a leading Performance Management SaaS solution that empowers leaders to motivate, engage, and coach their teams more effectively. Before that, he held key positions at New World Systems and Accenture. David holds an MBA from the University of Michigan as well as a bachelor’s degree in economics and history from Vanderbilt University.
Nicole Anasenes
CFO | Member of Board, Audit Committee | ANSYS
Nicole has spent her 20+ year career in tech building and transforming businesses. She most recently served as the Chief Financial Officer and Chief Operating Officer of Squarespace, a fast-growing software platform that empowers millions of people to share their stories and create an impactful, stylish online presence. During her tenure, she drove operational and organizational transformation to support Squarespace’s explosive growth.
Her current board roles include ANSYS, a simulation software company who is a leader in helping all companies accelerate R&D innovation, and AnitaB.org, a world-class non-profit, focused on driving intersectional gender equity in tech.
Michelle Benfer
VP, Sales | Hubspot
Michelle has sold and led sales teams at some of the biggest names in media and technology including Conde Nast, Meredith Corp, AOL (now Oath) & LogMeIn Inc. She is passionate about fostering diverse and inclusive sales teams and a culture of high-performance. Michelle lives outside of Boston with her two daughters and her beloved pup, Rosie.
Amy Volas
Founder & CEO | Avenue Talent Partners
With more than $100MM in revenue sold and named one of Sales Hacker’s Most Dynamic Women In Sales, Amy Volas is a sales fanatic turned entrepreneur. She was bitten by the startup bug many moons ago and couldn’t imagine spending her time anywhere else. She created Avenue Talent Partners to help with the tremendous task of growing startups through some of their most valuable assets – sales leaders and enterprise salespeople.
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Best Sales Script To Get A Buyer’s Attention
You may have heard us talk about our SWIIFTSM Intro before. The idea is for your best sales script to focus on the buyer and add value so they stop typing their emails and start listening to you. When you have it, there is something even more powerful than the SWIIFTSM “ear perk,” and that’s a lever. A lever is a piece of information you have on the company, contact, industry, or history that says:
“Hey man, this isn’t a cold call. I’m important and you practically already know me. Tune in!”
The best lever is a name – preferably one in their company (e.g. their boss! An executive!), but in lieu of this, use some buying history, shared experience, shared external contact, or even events. Here are some examples:
(external name) Looks like we both know John Smith pretty well
(company history) We’ve been providing your security licenses for the past few years
(internal name) I work closely with Kathleen in marketing
(experience) I see we both attended the AA-ISP conference this year
But here is the all-time favorite and most powerful sales script (the name):
Bob! Lauren with Factor 8. I talked to Larry Reeves yesterday. He asked me to give you a call and I promised him that I would. Tell me something, are you guys expanding your sales force this year?
What’s different and powerful about this lever statement is that we leave the “why” to the contact’s imagination. And it’s probably generating something like, “Oh, snap! What’s going on!?” NOW Bob is paying attention, right? Also notice that I didn’t launch into some big history like:
“I talked to Larry and he said that he isn’t the right contact and that I should call you.”
Yeah, that just screams sales pitch! But it’s what I hear most often. Listen, if Larry gives you the brush-off and Bob’s name, just spin it into the above. OK, Larry, I’ll call him. Boom! You promised him that you would. So don’t fret about the wrong names on your list. They can be powerful levers!
Get your contacts to STOP thinking about how to get you off the phone and START talking to you.
And don’t leave out the SWIIFTSM question at the end of your intro. This is what gets them to STOP thinking about how to get you off the phone and START thinking of the quick and easy answer to your question. And guess what? Now they’re talking!
Need some help creating the best sales script ever? Download our SWIIFT℠ Intro in a Box Guide below!
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What Is the SWIIFT℠ Selling Methodology?
Every 2 years there’s a new airport sales book, am I right? The longer I’ve been around, the more I’ve watched them cycle through. Ask questions! No, share insights! Add value! Wait, actually challenge instead. I don’t think I’ve read one I find incorrect, but I’ve also never aspired to be an airport author.
To me, the methodology is always secondary to the process. Also, the sales methodology only addresses the decision-maker conversation, and in virtual selling, the conversation is less than half the battle.
I take pride that Factor 8 content helps sellers find the right people, capture new contacts, figure out who to call, how to get (and keep) their attention, and get a call back – and all of that is before conversation one! (and yes, you can buy a tool to help with nearly all of that, but trouble ensues when tools replace strategy – that’s a different blog).
All that said, we don’t have a sales call where we aren’t asked about our methodology, and this is fair. You don’t want us teaching your people something counter to your culture, your process, or your existing methodology.
So for the first time in 15 years, I’m finally defining Factor 8’s methodology. It’s called:
SWIIFT℠ Selling
No, it isn’t a typo. SWIIFT℠ stands for, “So, What’s In It For Them?” and it’s the opposite of WIIFM (“What’s In It For Me”, in case you needed help with that one 😉 ). And although nobody purposely teaches reps to use the WIIFM methodology, it’s what happens in sales calls when we don’t teach them not to.
If you’re unsure what I mean, check your inbox. 99.9% of sales messages are about the rep, the company, the product, and what they want.
“I wanted to check in with you to see if you were getting enough leads because my company is helping others get leads and we’re the leading provider of leads and we’re doing an event about leads…”
Enough!
This is what happens when we onboard reps with company and product information only. They go out and parrot that information. Instead, SWIIFT℠ Selling teaches sellers to always first ask, “So, what’s in this call for them?” And to re-focus a message, a call, a value prop, or a call intro into one that leads with value for the customer.
If you’re thinking, “wait, I thought value-based selling is dead,” just try letting your 24-year-old rep lead with a challenge. Ouch! Also, SWIIFT℠ Selling doesn’t mean it’s ONLY about value, it means we use value and customer centricity to get and keep attention for our discovery call and our product demo, and our closing call.
Of course, SWIIFT℠ Selling also implies speed. Bingo! This is absolutely critical in virtual selling.
- If my email is too long OR all about me, we’re dead in the water.
- If my intro is too long or all about me, we’re dead in the water.
- If my discovery is too long or all about me, we’re dead in the water.
You know I could go on, right? Voicemails, value props, solution proposals, objection handling…
I can’t think of a single place where keeping our focus on speed and what the customer cares about hurts us in sales.
Wait, maybe there’s a book in this after all.
Wondering what customers care about? Watch our video on Factor 8’s SWIIFT℠ Selling Six below!
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Why Your Salespeople Are Quitting (and How to Retain Them)
Whether you believe in “The Great Resignation” or not, one thing is for sure, there has been a record number of people quitting their jobs in the past year.
It seems like every month this year we received more emails bouncing back and letting us know that “John is no longer with the company.” The more of these responses we got, the more we wondered what was the true cause of this unprecedented mass exodus (and if there is anything we can do to make it stop).
To get to the root of the issue, we surveyed thousands of sales professionals to find the true cause of attrition amongst sales teams and to learn what reps and managers want most from their employers. We received responses from every level of the corporate ladder, from individual contributors up to CEOs. Some of the responses were obvious, some were rather surprising.
Spoiler Alert: Higher compensation is NOT the golden ticket to fixing the retention problem.
In our data, we learned that 63% of reps and managers started a new job within the last year. Yikes, that’s a lot of job changes! Most leaders cited the #1 reason their employees leave was due to lack of competitive compensation. However, both reps and managers listed a lack of training and development as their #1 reason for departing. Looks like we, as leaders, need to make some adjustments to improve sales team retention.
The next surprising stat we found was about coaching. The manager responses state that over 86% of managers were regularly coaching their reps. While the rep responses showed the majority of reps desire MORE coaching than what they’re currently receiving. To us, this communicates that while there may be coaching happening, what’s really missing is quality coaching. Coaching is one of our favorite topics (and the one we have seen provide the greatest impact). Recently, we hunkered down and gave some insight on how to master call coaching and how both reps and managers can prepare for an upcoming call coaching session.
While there were certainly areas where reps and leaders didn’t align, there was one area where all salespeople saw eye-to-eye. At each rung of the corporate ladder, the survey responses told us that reps and managers both want and need more ongoing sales training and leaders agreed that their reps and managers need more training. Sounds like this might be an easy area of opportunity for retention!
Want more insight? Make sure you grab your free copy of our survey results below!
Want to know how to retain your salespeople?
Download our Sales Team Retention Infographic to learn why reps and managers are quitting and how leaders can better retain them.