CaptureMyMeeting

Advisor

Kim Cram Consulting

Build the Funnel. Create Revenue. Retain Customers.

When you are a start up you have the blue ocean ahead of you. Success is around the corner... just depends on which road you take and how fast you want to get to that corner.

Having best practices at your finger tips can be the difference of fast growth or running out of runway. Anything from Outbound sales to CRM setup for both organization and being data driven, hiring the right talent and helping them develop in the right way.

Founder  ~ GTM Strategies that Drive Pipeline & Sales Process that Closes Deals

PropertyTek

EVP of Sales

Northstar Financial Consulting Group

GTM Advisor

IsoTalent

Optimum Foods

Novarad

VP of Enterprise Sales 

Paystand

VP of Sales

Turning the world that still pays transaction fees upside down and still providing a way for instant payments. Add the automated reconciliation and you have a dream come true for every finance team. More money on the bottom line and less time with the manual processes!

Rebooting commercial finance by delivering seamless, simple, and intuitive ways to drive cash flow with the convenience of instant payments without all the fees associated with credit cards. Allowing the world of finance to be digital like the rest of the business.

Head of Business Development

SmartShyp

Fractional: Head of Business Development

Wooly

Taking the power of customer's voice to the next level to drive more revenue and customer engagement. Helping manage, organize and measure influencers, advocates, and fans. Everything you need to manage your influencer strategies in 1 place to help you see more, be more, and do more.

Fractional: Head of Sales

As a founder and fractional VP of sales, I help start-ups and new product launches build the funnel, create revenue, and retain customers. I have over 10 years of experience in leading sales teams, closing deals, and creating go-to-market strategies and processes from scratch.

My mission is to help sales leaders and reps achieve their goals and grow their businesses. I offer consulting, training, and coaching services tailored to each client's needs and challenges. I also share tips and tricks about all things sales and prospecting on my weekly newsletter and online boot camp. Whether you need to review your processes, train your team, or boost your pipeline, I can help you turn your sales from a rollercoaster to a rocket ship.

The most common mistake when following up (see if you can spot it)


❌Checking in to see if you have any questions
❌Following up to see if you’ve had a chance to talk with your team
❌Let’s find a time to jump on another call
❌Are you ready to move forward with “ABC Company”

Can you see it? 

What’s missing?!?!?

Here’s my rule… I don’t message without highlighting:

✅ Their specific pain points
✅ The impact the solution specific to them

Here’s why…

👉Your company name means nothing to them.
👉 Your product means nothing to them

🔥 Their world… is everything to them

Focus on their world and you’ll get more responses and close more deals 

PS… this is true through the whole sales process not just the follow up

🚀 Kim Cram

Prove me wrong... Product NEVER sells itself (NEVER EVER)

I get it... there are great products.

But the product itself isn't what is selling.

It's about the perceived VALUE it has that sells. 

About a month ago I was talking to a sales team and we were talking about selling the value over focusing on price. I asked the question... "If your price was double what it is now... how would you sell it?"

Point was to get them to really focus on the value IF they couldn't beat their competitor on price. 

One of the reps said... "Wouldn't matter to me, the product sells itself"

True Story
2 weeks later... Same rep loses deal to competitor. When we asked the prospect why, this was his response "He wasn't really listening to my needs. He ignored my goal and went into the presentation without addressing anything I had told him I needed. I didn't feel like I had a good feel for the software because he kept focusing on things we didn't need. I felt like it was going to make our life harder, not easier"

Showing your product doesn't sell itself.

Getting lucky by them figuring out on their own what the product can do for them... is NOT selling. (It's called order taking)

Addressing their problems and the value it can bring to them specifically is what sells. 

PS... Everything the competitor did... they could do too. They just couldn't see it through a generic demo that didn't cater to them. 

Taplio

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Taplio

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🚀 Kim Cram's Best Posts .css-qqfgvy{font-size:var(--chakra-fontSizes-md);}(last 30 days)

Want to drive more opportunities from LinkedIn?

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