Empower your management with tech sales closing for management

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so if you are in technical sales and you're  planning your 2023 strategy and you're like   dude I need something more to really boost  next year for my boss for my company whatever   then in this video if you stick around for  the whole thing you're going to find the   secrets that we have to boost your performance  drastically and make 2023 the best year ever so let's talk about 2023 it's right around the  corner 30 days roughly away and now is about the   time when a lot of people are like all right we  didn't hit our goals we did hit our goals we're   setting our goals for next year you got your plan  in place and sometimes you just need that little   extra spice on top and I'm here to bring that for  you if you guys stick around so let's first talk   about what is your current situation what is  your current sales team like are do you have a   sales team built out of 8 or 108 sales people  sales Engineers Business Development people   support systems or are you a team of zero where  you're just doing it all yourself as the owner   it doesn't matter what your situation is you have  to look at it from standpoint audit and say how is   my team going to perform next year what players do  I have is my region set up properly am I auditing   their their performance do I have the goals set  up you first have to audit it and set your team   up properly if you don't have a sales team or you  have a sales team of one you will benefit from   this video because I'm going to share with you  a way to circumvent that issue and reduce your   overhead with it so first step though look at your  team really audit it and see like who are my main   players who's going into 2023 with me do I want to  shake up territories do I want to shake up who's   handling What markets or Industries or things like  that hopefully you've already done that but if you   haven't now is the time to do it because you want  to implement those changes right now in the month   of December so you go into January with a fresh  look and a fresh way of doing things the next   thing you're gonna have to look at is the tools  have you set up your team to be successful by   giving them the proper tools what I mean by that  is if you are having them doing cold calling is it   easy for them to do are they just using their cell  phone or have you integrated with your CRM system   if you're using HubSpot did you partner with air  caller are you using hubspot's calling feature   built into it and using those minutes if you guys  have a territories assigned and context assigned   do you have it in a CRM system is everybody  set up and everybody has an owner to a contact   as new people come in do they get assigned to  owners do you have your marketing working to   where marketing is sending out emails on behalf  of those sales people it's all about the tools   and efficiency because if one thing I've learned  over the last 20 years of being an industrial   especially in sales is that technical sales people  hate more than anything complicated systems where   they have to update it's like if I just made a  call why do I have to put notes about that call   in a system and check these boxes like technical  sales people hate that I feel like a lot of sales   people do you need to convince them that they have  to do it and hold them accountable to it because   that is a way when you're doing things at scale  when you're making 50 100 calls a day or you have   50 or 100 calls Deals Deals in the pipeline you're  not going to be able to remember every little   step of it so you have to make sure that one they  have the tools tools available but nine times out   of ten the the management the ownership group is  not holding them accountable to make sure they're   making the data up to date if the data is [ __ ]  then your results are going to be significantly   hand under by it so it's like bad data in bad  data out marketing or somebody who's handling the   marketing side of it can't properly nurture and  funnel these leads and opportunities and qualify   them and put them in front of the sales people  as sales qualified leads or marketing qualified   leads if the data is bad so if a salesperson talks  to somebody you have to change the sales stage of   that you have to change the life cycle stage of  it so they have to be responsible for keeping   that data clean and putting that data into your  CRM system that is by far the fundamental most   important step of everything because I can't hold  your sales team accountable I can't hold my sales   team accountable to the actions if they're not  putting the data and I can't make decisions on   should we pivot make adjustments should we add  something to our strategy if the data is not   there to support it so you have to make sure set  your sales team up with tools that can make them   efficient that can make them killers in their job  you can't be a type of manager that's just like do   this do that without understanding how much goes  into it right you have to personally understand if   I make this call what are the steps I have to  take work through it as a sales manager as a   leader work through those steps and see is there  too many clicks here if we're doing like calls   email and then LinkedIn is there a way for me to  combine those is there a way for me to automate it   is there plugins Integrations that I can do that  bring all those things together you have to look   at it and say I want to set my team up for Success  maybe I have to spend a thousand dollars a month   on a system of software or an integration but if  that's going to save the sales team time they're   going to appreciate that and they're going to be  more likely to adhere to your pipeline schedules   into the activity schedules that you want them  to hit like it's all about coming to it from   a standpoint of I understand that this sucks I  understand that this is not super efficient I'm   asking you to do it because this is why show them  the light at the end of the tunnel and then start   working it but you have to make adjustments based  on performance something that you told them to do   at the beginning of the year is not working pivot  and make an adjustment you can't just say this is   what we're doing for the next six months and I'm  don't care what you say we're going to do it you   have to track the data first do the activity input  the data then look at the data and audit it and   it makes minor pivots and adjustments based on  what is happening the main secret and the part   of this video that is should excite a lot of you  guys is that if whether you have a sales team or   you don't one thing that MFG tribe can do is we do  have sales as a service and I'm not here to just   pitch it to you and say hey buy from us and hire  us on I'm here to tell you that seven years ago   when I started this company we were primarily a  lead generation sales as a service company and we   did it for multiple years but it wasn't scalable  with the tools that we had and the resources that   we had but there's basically three programs now  if you go to our website mfttribe.com forward   slash industrial lead generation or just click the  drop down in sales as a service you'll be able to   see these three programs and I'm going to break  them down real quick so you guys can understand   it number one if you have a sales team and you  want somebody to manage it we have a program   for that's our starter package where we can in  Implement your CRM system manage your pipeline   and also manage your sales team we can do all  the email marketing for the sales team as sales   as a service tour we can do the reach outs if you  have eight people or 80 people we can funnel all   those people together and send emails out from  them through your CRM system to their specific   contacts so that way when they're doing the next  step which is picking up the phone and following   up with these people it's more of a warm lead  it's not a cold hey you don't know me this is   my name at a company I work at you've never seen  anything from me before I want to know if you're   interested in having a conversation we can take  the cold part out of it and make it warm by doing   email marketing and teaching your sales team that  you need to follow up on an email and then send   a LinkedIn connection request send a LinkedIn  message to these people so you're hitting them   from email phone and Linkedin all at the same  time and figure out what is their preferred   method of contact how can you easily get a hold  of these people that's a beginner level package   the second package that we have which I forget  what it's called the second package is where   we're actually going to do the lead generation for  you and what does that mean we are there's tons of   lead generation companies out there but typically  where they miss the Mark is they don't understand   your industry they don't understand industrial  technical or whatever that's where our team   here this is what we do every day we work with  industrial manufacturing and tech companies we   do their marketing we do their sales as a service  therefore we can take part of our team and develop   it to where they're doing lead generation for you  and I'm not going to be here sit here and tell you   like we're going to generate 20 30 40 leads like  typically you'll get four eight 12 leads a month   if you're selling something that's substantial  like like a service to the manufacturing people   where your closed deals are 100 200 300 500  000 or more per close contract we're there to   say like dude I can get you seven quality leads a  month that are looking to have conversations now   we handle all of the scripting all of the calls  every single week whether it's 100 calls 200 calls   depending on what level of activity you need we  do all that for you do it through your CRM system   and that way we can assign those opportunities  it leads directly to your sales people you may   be like dude I don't have a CRM system you have  to have something in place we cannot work off of   Old School spreadsheets where we're sending  seven years ago that's what we did we had   spreadsheet where like these are our a-leads  B leads and C leads and we would send you the   contact information for each lead the notes of the  conversation that we had what are the next steps   and we hand it off to our clients on a weekly  basis with in 2023 2022 CRM systems are a must   have so we have to put that in place so we can  again going back to the first package set all that   up for you do all that work but then the second  package doing the heavy lifting for you if you've   got sales people and you're like I don't want my  sales people making cold calls they're technical   sales Engineers Business Development managers  that can have in-depth technical conversations   I don't want them doing that activity or they  don't want to but you want to keep them on board   that's fine put that ownership on us we can make  a thousand calls a week if your team is big enough   for those people and start hand feeding them leads  that's the middle package now the higher package   the partner one that's where we're looking at it  from sample enough either you want us to take over   your territory and you get assigned an account  manager here and that is a sales engineer that   has been trained by me Shadows me as part of this  team here in Austin we can cover a territory for   you and even depending on what your service or  product is close deals for you I mean that's a   huge thing is that we can manage your team if  you need a cro or a CSO or somebody to be a VP   of sales to be a managed team we can do that for  you we can manage your team of five eight twenty   people do all that for you on a monthly basis  plus generate leads Plus close deals it all   depends on the situation you're in so I don't want  people to be hindered by growing opportunities or   like hey we just got rid of these people and now  I'm trying to look to fill that role and I can't   find somebody you can bring us in because there  isn't anything technical that is sold out there   or industrial manufacturing related that we can't  learn so fast and so quickly because we do this   at scale and because this is the only industry we  work in we can do it so fast and produce results   within the first 30 days most of the time anybody  you hire you're going through training onboarding   it's 30 45 60 days before they really start  getting the wheels turning from our standpoint   to just tell me what are you trying to sell what's  the value proposition show me some some recordings   or a pitch deck or anything like that let's have  an onboarding conversation and we get to work and   we document all that for you and then every week  we're sending you those opportunities every week   we're trying to close deals for you whatever it is  whichever package you're looking at we do all that   for you and it's all led by myself and the team  underneath me to be able to do the activity and   we continue to grow as more and more people keep  signing up with us for our sales and service it's   going to probably end up being about 50 of our  total revenue as a company is going to be sales   as a service versus just marketing but we've got  clients on the marketing side that have taken an   interest in this and have signed up for the sales  as a service and then we have other people that   come to us and say look I don't need marketing  I got a team I have a sales team but they're not   really generating activity can you generate the  activity for us and I'm like yep we can do that   and then we jump in and start generating that  activity some of our clients we've gotten over   200 leads in six months I'm not talking BS leads  where they're selling a 50 product I'm talking   about Manufacturing Services companies that are  20 30 million in Revenue we're bringing them 200   leads over 6 to 12 months that they're not all  looking to buy now like I'm not that guy that's   going to say I'll bring you 50 leads a month and  they're all active right now that's what the lead   generation companies do I'm saying I can get  you six qualified people right now that have an   interest and a need for your service that want  to talk now then I may be able to get you four   other people are like yeah you know what these  are these are B leads these are people that are   looking at eight to 12 weeks out so two to three  months looking for some activity potentially and   you've got seed leads that are three four months  and Beyond they're like I don't have a need right   now I don't have a project I'm not looking to  change my software change my service add on a   new supplier I'm not looking for that right now  but I want to keep your information handy those   are C leads and we put them into a drip campaign  if you're on that package but this is really the   secret weapon to 2023 you don't have to rely on  just your sales team I'm staying on top of them   we can do that for you we can manage your team  for you we can do all the heavy lifting for you   or we can manage your team do the heavy lifting  and take over a territory that's where this is   a scalable program if you're like dude I don't  believe that this guy could say what he what he   says he could do try it out for for four months  let us just qualify some leads for you let's just   generate some activity and if you're not satisfied  we'll cancel the contract but I guarantee that the   level of activity that we can produce driven by  the way that I do things the way that I have done   things and adjusted them over the last 15 years  of Industrial Sales and Industrial technical way   of doing things it's adjusted there's everything  adjusts on a weekly monthly annual basis new tools   come out you have to adjust your strategy  that's what I've been doing for the last 15   years what worked for me 15 years ago does not  work as well today and I've continued to adjust   and perfect that and we do this at scale with  companies some of our clients are 8 billion in   revenue and some of them are smaller and they're  like Lou look dude I just want you to take over   our sales generate opportunities I don't want  to have to hire on these people and we can do   that for you as well if you guys are interested in  learning and having your team trained you can go   over to technicalsalesyou.com and go through  our interactive training we have eight hours   of video content we're gonna be shorting shooting  three courses this month about cold calling Sales   Management trade shows we're going to be shooting  three more courses this month and rolling them   out there anybody that is a current student at  technical sales University gets access to those   for free and if you are not a student you're  going to be paying a little bit more price now   that we're boosting up technical sales University  so check that out you can find it on LinkedIn you   can go to technicalsalesyou.com and check it out  and sign up for it we're going to be giving away   some deals possibly in the month of December of  adding in these new courses for free to new people   and having some flash sales but I would say sign  up and you get access to stuff that nobody else   can see none of that stuff gets posted on YouTube  none of it gets posted throughout LinkedIn that's   all secret information where we train you through  interact interactive training with my videos on a   daily basis so without further Ado we'll close it  out guys go over to YouTube turn on notifications   hit that subscribe button I keep on flip-flopping  those and we will see you on the next one