The Ledger, every show

“87% of the time when salespeople do that dial up the FOMO in those moments, especially with a customer who says that they're ready to move forward, but they start to backpedal and waffle and waver and become hesitant, dialing up the FOMO backfires 87% of the t…”

“It turns out those are only 44% of the no decision losses. 56% of no decision losses are customers who are, who want to buy, but can't buy because they're stuck in this no man's land of indecision, and that indecision itself stems from their fear of failure”

“In the human mind, people are okay with missing out. They are not okay with messing up and being blamed. And this is really powerful. It's even more powerful than status quo bias, as I said. And so the shorthand for salespeople is this, dialing up the FOMO can…”

“Look, you guys, yes, it's tough to be a startup right now, early stage company. There's a lot of risks there, but who's offering more choices, them or you guys? You guys have a partner ecosystem. You have like, 20 different cloud products. You've bought like s…”

“The challenger approach is about showing the customer what should be keeping them up at night. What is the thing you know that they need to know? What is the way that other customers are using your solution to Generate returns and in benefit for their organiza…”

“Our analysis showed that anywhere between 40 and 60% of the average salesperson's qualified pipelines, these aren't just leads, you know, sometimes bad leads that are thrown over to us by marketing. These are qualified opportunities. These are You know, people…”

“It turns out that 87% of buyers in our two and a half million sales calls we studied Either showed moderate or high levels of indecision. The folks who are not worried about fear or failure were 13%.”

“The simple guidance here for salespeople is that you've got to shift Your posture from asking the customer what they want and just diagnosing their needs to actually recommending to them what they should do.”

“We found in the analysis, there are specific things that sales, great salespeople do very early on. They are brutally transparent with customers about like, Hey, I know you were interested in this capability. I gotta be honest. It's, You know, we get mixed rev…”

“What we see in so many sales interactions, especially in tech, is that salespeople will show up with the clown car of experts, the subject matter experts, the solutions engineers, the product people, the executive sponsors, and then they will just punt to thes…”

“Getting this right starts with answering the question, why should the customer buy from you instead of your competitors? And it's not because you're more customer centric or more innovative, impossible to prove your competitors claim the same thing. It's not t…”

“What great salespeople do, though, was they know that while they'll stand by those claims, those case studies, those proof points, they try to kind of under-promise and over-deliver.”

“You will find that high performing salespeople will also add on professional services, but it's not just because they're selling more, which they are because they're high performing salespeople. It's the way they position that they usually position it as an in…”

“I think that it might just be that SaaS is the place where we're seeing the most indecision these days, you know, but It does not suggest it's kind of an easy target, but it is rife with indecision these days.”

“And the knee jerk reaction for almost every salesperson out there, this happened like in our analysis, 75% of salespeople we studied would immediately go out to dialing up the FOMO, like to go back to doing that.”

“We recruited several dozen companies across industry and around the world into a large global study. We collected two and a half million sales calls and studied them with a machine learning platform at scale.”

“Over time though, you know, that, that research has been ongoing. So we've collected data data, I think to date on roughly a quarter million salespeople around the world that we continue to go back and not just validate the original findings, but look at how t…”