👋 Welcome to Dialed-In

Your Monday bolt of sales energy. 

Each week, we’ll share one deal-winning idea to help you dial in your sales motion and scale faster. 

How NOT to waste your lead's attention ⏱️

The most powerful thing a sales team can do is collapse the timeline it takes to get a deal done. 

The difference between a sales cycle of 6 months and 3 months can be the difference between life and death for a small business. So how do you collapse the timeline?

🗣️ Take the next step when you have your lead's attention. 

A recent example from our very own sales team: A Close sales rep sent CEO Steli Efti a recording of his sales call and asked for feedback. The rep wasn’t happy with how the call went and asked Steli to review it and give him notes on what he could have done better.

Steli honed in on the problem: wasting the lead’s attention. 

On the call, our rep asked when the lead would be available to schedule a demo. Scheduling was a nightmare—he’s flying next week, our rep is taking vacation the week after. You could feel the frustration on both ends of the call as they tried like hell to get their timelines to line up.

After 8 minutes of playing calendar whack-a-mole, they landed on a date 4 weeks later. 😬 Hell of a momentum-killer!

At the end of the call, Steli had a simple solution: Our rep should have done the demo right then and there.

Rather than spending 8 minutes sweating over their calendars, our rep could have said, “Hey, you know what? Let’s just do it right now!” 

An impromptu demo squeezed into the discovery call could have led to a completely different next step for that deal. 

This is the power of “right now.” 

If you and your lead both go at your own pace, deal timelines will stretch to agonizing lengths. One of you needs to pick up the pace and—sorry to say—it has to be you!

Take the next steps when you have their attention. Do it right now, even if it won’t be perfect. 

When you have a choice between taking the imperfect action or no action at all, always take the imperfect action. 

Once you do The Thing, you can unlock the next thing much faster. 

Instead of saying, “I’m gonna send you the proposal for you to review whenever you get a chance,” you can say: 

 “Check your inbox because I just sent you the proposal. I’m going to share my screen and go over it with you. If everything looks good, we can sign it on the call.”

One minor tweak and you’ve collapsed the timeline by doing the next step while you have their attention.

If you truly believe your solution can make them successful starting right now, you’re doing them a favor by moving them along. 

⚡️Get Dialed-In

Find one extra step in your sales process that you can eliminate by doing it right now instead of later.

One great example: if you need your lead to take action on an email, do it while you’re on the call.

Let me know what fluff you cut from your sales timelines this week. ✂️

Cheers,

PO Box 7775 #69574
San Francisco, California 94120-7775

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