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From: Sebastian LePelch - VP Sales

Re: How to increase close more business and 10x your pipeline.

If you’re an Account Executive or Inside Sales Rep and your territory isn’t growing as fast as it should, I’m willing to bet that the REAL REASON you’re stuck isn’t what you think it is.
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- Yes, there are better territories
- Yes, competition is fierce
- Yes, finding business is hard

…but are any of these factors the REAL REASON your not closing enough deals?

I don’t think so.

In fact, I believe…

The REAL REASON your sales have stalled…

The REAL REASON you are being ghosted by prospects…

The REAL REASON you just flat out aren’t making as much MONEY as you should be making in technology sales usually comes down to one thing…

Here’s the deal: Most channel partners just want “handouts,” but aren’t willing to put in the work.

If you have ever worked with a partner, tell me if this sounds familiar…

- You onboard a new promising partner.
- They talk a big game and say they have a plan for success.
- Then, you then never hear from them again.

Next thing you know you are back in the same position, making calls to find new opportunities when your partners should be doing that for you.

Even though you may feel like you call the same leads and nothing happens, you must understand this…

I’ll say it again, because it’s important…

“There’s no such thing as a leads problem.”

The leads are good, the accounts are real, the opportunities are there.

You just don’t have enough time in your day to prospect as much as you should.

You may not fully believe what I’m about to say, but trust me…… cold calling is the easy part.

The more challenging piece is finding the time between calls, quotes, meetings, webinars, etc. to make time to do a call block.

To put it another way…

Allow me to explain…

The chart, above, describes the four lead-types that exist at all times and in all industries and verticals. They are:
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‍Ideal Leads – These are people who already know about your product and service. They already know like and trust you. These could also be current customers.
Available Leads – These are people who may not be familiar with your solution but are actively in the market.
Addressable Leads – These people know they have a problem but haven’t committed to any provider or solution yet. (This is the biggest untapped opportunity)
Scalable Leads – This is a tougher group to penetrate, because they neither are aware of your solution nor are they aware that they even have a problem that needs to be solved.

Can I be real with you?

The people in your Ideal Leads are the easiest to sell to.  

It doesn’t take an expert sales person to understand that.

Similarly, your available leads are also the perfect targets for your prospecting.

But here’s the problem…Both of these lead databases are relatively small.

In other words, if you don’t expand your calling you won’t blow out your quota and make more money.

Nearly all sales reps hit a brick wall when it comes to prospecting.

It's not fun to do, it takes too much time out of their day and...

…they’re all targeting the wrong lead-type.

They’re either targeting their Ideal or Available Leads, but none are cold prospecting and covering the Addressable and Scalable leads which could 10x their pipeline, sales, quota, and overall growth.

Yep, that’s the actual email from Global Vice President of Software Sales at Dell.

It was an invite to the Circle of Excellence in Grand Cayman at the Ritz Carlton.

I started at Dell in 2012 and quickly became one of the top reps in the company, but it wasn’t easy at first.

Though I always was able to hit quota, getting to over 150% was always difficult (and that’s where the money is when you factor in accelerators and bonuses).

I’ve always hit over 100% of quota even through territory changes, management changes, team changes, and more.  

I was always over 100% of quota year-after-year and through it all, one lesson has remained true:

The ability to close large amounts of deals is by NOT doing it alone.

Unfortunately, for me, I had to learn this the hard way…

After working in the same territory for one year, I got moved to a new one with no previous sales history.

I had no deals in my pipeline, no sales lined up, and I had a forecast meeting coming up.

Everything was looking bad, I knew if I didn’t bring any opportunities, I would get a performance improvement plan (PIP).

Then out of the blue, I received a phone call from a partner whom I had previously given a list of leads to.

He came to me with a big deal that put me over quota and saved me from almost getting fired.

Then it clicked…

I realized that if I worked with a partner and leveraged all their sales people to build pipeline, I would get way more pipeline that I could do by myself.

So, I got set a meeting with that partner and 3 other guys on his team, trained them, equipped them with everything they needed to sell, and let them loose in my territory.

Shortly after that, I had demos coming in almost every day, without me even needing to prospect.

The more calls they made, the more demos I ran.

The more demos I ran, the more deals I closed.

Fast forward to the end of that FY and I was in the Dell Circle of Excellence.

And while I didn’t realize it at the time, my partner strategy was the reason I made so much money in sales.

Now, I’m on the partner side, and I want to help you get more opportunities, webinars, and closed business…

Introducing:
palmiq AE Accelerator

Together, we will train our sales team and have them call into your territory and pitch your product.

So, this all sounds great, but what is in it for palmiq?

We grow as a VAR based on our relationships with Account Executives and the best way we can provide them value is by constantly bringing new pipeline on a monthly basis.

Like any VAR, we get paid through the margin we make on each deal.

The more pipeline we build, the more demos we run, the more deals we close.

Simple math.

If you want to start selling to more customers, book your 30 minute discovery call today.

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