Influence Ebook

Content reserved to people who have participated in the study

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Influence is a key skill because people buy from, experts.

Brannon SantosCEO

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I think the buyer mindset piece is a really big part of it because folks are used to buying in a certain way. I'm gonna go out. I'm gonna have five people tell me what their product is all about. I'm gonna figure out what the price tags are, and I'm going to make a decision. And I think forcing people to think the other way around and understanding, hey. What's your reality, and how can my offering fit into that instead of the other way of what do you offer and how can I fit that into my business is really important right now? So if you can show up and have enough credibility to help you build that relationship and make them feel comfortable with listening to your proposition, you can then go out there, propose kind of buying in a different way, and you can really guide them into buying your product. So it's really, really cool because when you can achieve that turnaround, you're really able to guide them right to the purchase, and that obviously puts you in a great position if they're looking, considering one of your tools as an option.

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Chris CicconiHead of Sales

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We're constantly coaching. Like I said, I ran sales teams in New York City and was a seller myself. And so I think relationships and consultative selling is a skill that will outnumber the quick wins onto the next any day, and that is always something, we hang our hat on at Rev Up Advisory and something I always believed in as a seller.

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Stacie SussmanCRO

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Influence is everything. In order to get the deal off the finish line, you really need to be able to drive and influence the sale. It is a crucial skill.

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Stacie SussmanCRO

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I'm a big fan of the gap selling model. So for me, it's very much being able to express or understand from the prospect, where are you at today? Where do you want to be tomorrow? And what are the things holding you back in between? And a lot of times, it is that predictable, scalable, sustainable revenue that is a big challenge, whether that is a growth number or revenue number because they wanna raise money, because they wanna do more hiring, they wanna expand the product, whatever the case may be. So I I really like focusing on the gap selling methodology because that paints a nice picture of today versus, in, you know, months, years, wherever they wanna be. And then working backwards from there can show them, hey. If I can help you get there, what's that worth to you? And, that makes the conversation around cash a lot less relevant to them.

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Chris CicconiHead of Sales

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That's a great point. Communication skills and emotional intelligence and body language is hard. We use, AI tools to record calls, And with those recordings comes sentiment analysis and coaching analysis. So that's sort of the tools we're using.

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Stacie SussmanCRO

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I think preparation is the biggest key here. Understanding who your target audience is is a big part of it. So knowing who you are addressing. That way, you can come into your discovery meetings with a good knowledge and understanding of sort of where the prospect is currently at so you're not just pivoting every single time you're part of the conversation. And then going and using role play is a great way to reinforce that. So, you know, a lot of times, I'm running into the same types of conversations with the same types of people, and that that's easy. But when I go and maybe I'm addressing something just adjacent in the market, well, I haven't necessarily had the same amount of repetitions as somebody else may have had in that conversation. So that's where role play, I think, can be really valuable.

CC

Chris CicconiHead of Sales

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Influence is everything. In order to get the deal off the finish line, you really need to be able to drive and influence the sale. It is a crucial skill.

SS

Stacie SussmanCRO

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Influence is everything. In order to get the deal off the finish line, you really need to be able to drive and influence the sale. It is a crucial skill.

SS

Stacie SussmanCRO

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Influence is everything. In order to get the deal off the finish line, you really need to be able to drive and influence the sale. It is a crucial skill.

SS

Stacie SussmanCRO

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