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Keith Weightman @keithweightman

RVP of Sales @ Bullhorn | I talk about creating systems for sellers to scale your impact, not your hours

Joined August 2010
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Keith Weightman@keithweightman
29 Dec 2023
I’ve been in sales for 16 years... Here are 5 things I didn’t understand when I started:
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The most dangerous lies in sales: “I'll make it up to them” “Next time will be different” 5 early warning signs (and proven fixes) so you never have to choose between deals and memories. Get them here: the-systematic-sales-leader.…

Welcome to the Systematic Sales Leader

5 mini-systems to scale your impact, not your hours

the-systematic-sales-leader.beehiiv.com
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Here are the 3 most common ways sellers approach demos: 𝗖𝗮𝗻 𝗶𝘁 - provide “canned” demos for each buyer 𝗪𝗶𝗻𝗴 𝗶𝘁 - “They’ve done the demo 100 times” 𝗗𝗲𝗹𝗲𝗴𝗮𝘁𝗲 𝗶𝘁 - Let the SC own the demo It's also the reason why most demos suck. Here are 5 ways to suck less:
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1. Know the FAA of the buyer (fix, accomplish, avoid) 2. Develop win themes unique to your solution 3. Craft a story using the buyer's language 4. Plan out the exact pages, clicks, fields 5. Never demo without a dry-run first What else would you add?
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Control the controllable.
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Best sales advice you’ve ever received and why?
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The 4 Levels of Buyer Pain (and how to address each level)
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𝗟𝗲𝘃𝗲𝗹 𝗙𝗼𝘂𝗿: 𝗔𝗰𝘁𝗶𝘃𝗲 𝗘𝘃𝗮𝗹𝘂𝗮𝘁𝗶𝗼𝗻 → Business issues are defined → Requirements are documented → An evaluation team is in place 𝘞𝘩𝘢𝘵 𝘵𝘰 𝘥𝘰 𝘸𝘪𝘵𝘩 𝘣𝘶𝘺𝘦𝘳𝘴 𝘢𝘵 𝘵𝘩𝘪𝘴 𝘭𝘦𝘷𝘦𝘭? → Begin a formal evaluation
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Stop treating all buyers the same. Most fall into Level One. Act accordingly. *original concept from SolutionSelling
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Sales…
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Keith Weightman retweeted
Kyle Asay
@KyleAsay_
22 Mar 2024
You know this feeling if you are in sales
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4 things I hate about being in sales: (The truth most won’t admit)
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4. The Stereotype Oh, you’re in sales? The first thought: - pushy - insincere - self-serving Building trust based on that? Not easy. Defy the stereotype. Play the long game. Soon enough - the thought of you will be: - integrity - authenticity - transparency
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Despite the above - I wouldn’t change a thing about the path that led me to sales. It’s been life-changing. “Sales done right” is unmatched.
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