chat_bubble_outlineRobert M. Gravely answered on
Best call script for Chiropractors?

Hi ya'll! Booking Committed Patients for Chiropractors, 90% of the time a receptionist answers. Anyone wanna shoot ya shot on a cold calling script?


Magic question: If new patients we're being sent to you, and 50% of them we're committing to long term care. About how many patients could you use per month?


I don' think thats applicable to receptionists so... i'm working with


Reason for the call is we've got patients in the 30120 area code who on average commit to care at a rate of 50%, i was thinking Dr. ____ might be interested in learning more, but since ive got you on the phone (name) who do you think i should connect with?


That seems to be the closest i can get a script to merge with being applicable to both a Dr. or a Receptionist, nomatter who answers.

Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Hmmm... maybe I don't understand your model. Sounded like you're a booking person of some kind that goes out and helps people looking for certain kinds of services. A match maker of some description. For which you get a share of the booking fee or???

I still think you focus on the emotional elements. Scarcity. Or exclusivity is a great emotional hoo...
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3 days ago
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Jason McKenzie
Strategic Account Manager at Idera
You're approaching it with a "speeds and feeds" mentality, and this puts the receptionist in the role of decision maker.  Sales is about the emotions that lead to good decisions.  What do receptionists need to FEEL, so that they WANT the chiropractor to speak with you?  Same thing if the chiro answers - what do they need to feel to decide they MUST...See more
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3 days ago
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Agree with Jason McKenzie re: hitting an emotional button so that the person feels they need to move the conversation forward. However, when speaking with a receptionist at a docs office it can be hard to press that button. 

Some would say put him or her in a position where FOMO (fear of missing out) plays the main role part. Few receptionists will ...
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about 2 hours ago
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chat_bubble_outlineJason McKenzie answered on
Why we Turnover

Belal Batrawy talks about Death to Fluff. He talks about sales turnover.


In a past life I had a quota of 1 million ARR. it was a big brand with lots of recognition, but it was a new area of their business. It was a product launch.


i hit 122% of goal and was responsible for 80% of total revenue out of 5 reps. I s**** you not.


they increased my quota from 1 million to 2.2 million and decreased my territory from hundreds of accounts to 25 accounts.



when I left the VP of HR said she were mad I was leaving!






Robert Riley
Account Executive at AskNicely
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John Akbari
Principal at Akbari Advisors
Robert Riley , i hear you. 

For several startups, zero presence in the US market, I have doubled Y/Y. 

I did $7M personally, when the other 6 reps did $6M total. 

At another startup, I took them from zero to $13M in 22 months in financial services, new vertical for them. So I had to define ICP, GTM, did all the lead gen, designed the demos, coached ju...
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4 days ago
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Jason McKenzie
Strategic Account Manager at Idera
Resizing territories/quotas etc is not only a way to control cost of sales (ie keep more $$ at the top, lots of execs and managers of MBOs for it), it's also a way to keep a stick behind you - "I don't care about how you did 400% last quarter, you're only at 40% this quarter with one month to go, and I can't make any promises if you don't hit your ...See more
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3 days ago
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chat_bubble_outlineLisa Simpkins answered on
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Danelle Smith
Great Idea!  Yes.
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3 months ago
Michelle McCune Nielsen
Sr. Account Executive at Womply
Yes!
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3 days ago
Lisa Simpkins
Chief Trusted Adviser at Dealcaptains.com
Yes
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3 days ago
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chat_bubble_outlineRobert M. Gravely answered on
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
if even half of what i just said is true - what would that mean for your business?
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5 days ago
Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
During discovery you should find out what emotional buttons are open. Maxwell Swanson suggests a great question to start. But take it to a personal level...

Mr Prospect - what would it mean to your professionally if we can solve the challenge? Personally?

Mr Prospect - If you don't solve this challenge what will it mean to you professionally? Persona...
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4 days ago
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
It depends...the more pain there is the less defensive or guarded they are. Had one guy tell me a successful outcome with our service would result in a promotion. Imagine the pressure on me? It can be a 2-edged sword. But it's worth asking. Even if they don't answer you it may be the real question that separates you from your competition and plants...See more
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3 days ago
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chat_bubble_outlineLarry Kaul commented on
Introducing Kaul Sales Partners

My company Kaul Sales Partners is a team of revenue generation experts. I'm interested in staying ahead of the curve in the latest and greatest in B2B sales and marketing as well as sharing my ideas with the community.


My book No Way Back - Revenue Insights for Business Leaders were Success is the Only option is now out on Amazon.


I'm very open for conversations with fellow experts even when they are not likely to lead to business for my company. I want ideas and relationships from this forum.


We are also always hiring experts in strategy, business development, outbound/inbound lead generation, as well as sales closers.


If you would like to talk let me know. Thanks!

Larry Kaul
CEO at Kaul Sales Partners
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
Hey Larry can you add a link to your book here? Thanks...
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4 days ago
Larry Kaul
CEO at Kaul Sales Partners
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3 days ago
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chat_bubble_outlineKovid Panthy commented on
#Bravado-MentorshipRecording of Master Class #3 with John Barrows
Hi all! Here's the recording of Master Class #3 with John Barrows. 

John shared his personal stories and sage advice on building a personal brand and increasing business acumen during job search, interviews, and in the workplace. Hope you enjoy this webinar, and feel free to share your takeaways in the comments below!

Besides this webinar, John provides our community access to a variety of resources:
1. https://jbarrows.com/: a library of sales knowledge and training
2. Check out the newly released Amazon best seller children's book called "I Want to Be in Sales When I Grow Up!" John wrote with his daughter: https://www.iwanttobeinsaleswhenigrowup.com/
3. John's also got a strong Instagram game. :) Connect with him @johnmbarrows!

As always, shoot us an email at mentorship@bravado.co if you have any questions.


Cheers!

Bravado Mentorship

Nancy Zhu
Mentorship Manager at Bravado
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Kovid Panthy
CEO at Techsamaj Web Pvt. Ltd.
Thanks, Nancy For This Replay!
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3 days ago
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chat_bubble_outlineKovid Panthy answered on
What is Your Greatest Obstacles In Sales?

I have been in the sales industry for last 3 years now. And I have experienced there are many obstacles but main is when it comes to break the ice in the initial phase. I wanted to know what is yours?

Kovid Panthy
CEO at Techsamaj Web Pvt. Ltd.
Bravo
Maxwell Swanson
Patient Aquisition at Chiro Patient Flow
Right now its calling doctors offices, not knowing if a receptionist or the doctor will pick up and having two different scripts for the same opportunity because of this. Basically something i could say to both would be great.
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6 days ago
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Erik Hoogerhuis
Vice President, Sales at Cetrus
Have two "scripts" handy.  You want to ensure the receptionist passes your information to the doc.  The receptionist doesn't care about your product.  The Doc does.  Your job is to make it easy for the receiving person to say "yes" to whatever the next step is.  Be especially respectful of the receptionist.  If you never get a call back, you won't ...See more
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4 days ago
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Robert M. Gravely
Managing Director, Sales Architect at ScaleX.ai
You could make sure you ask a question that only the Dr could answer. Something that your product or service addresses. 
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4 days ago
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New question
Greetings from NYC!

Hi Bravado Team! 


I'm currently an SDR in training, looking to soak up any and all knowledge about sales and the role. Looking forward to browsing the different groups and connecting with fellow sales professionals.


Best regards

Courtney Atkinson
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chat_bubble_outlineAndrew K Kirk answered on
Josh Ellars
Founder at Patri
"Once this opportunity hits procurement, you're good..."
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5 days ago
Andrew K Kirk
Director of Sales, North America at Rock Solid
"We can only buy if it's in the budget" OR "It's in the budget so we'll definitely purchase during this budget year."

Two sides of the same coin, but the official budget and every buying decision isn't always aligned 100%
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4 days ago
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chat_bubble_outlineJohn Akbari commented on
Don't be taken for granted!

You ever take something for granted, just to realize later how much value you were belittling?


Happens all the time in #sales, especially newer reps. They treat the prospect like a customer, which is nice in theory but not correct. You'll see inexperienced reps over-committing by:


1) Doing extraneous support work

2) Discounting and bundling too heavily

3) Being overly available and not respecting their time


And so on. We call this giving the steak without the sizzle. There's this point, and it's not always very clear, where you give too much without enough reciprocity (#psychology), and that overvalue becomes the norm. Once the standard is set of taking without giving, the expectation doesn't go away.


It's rather dangerous and derails deals. The prospect will focus on what they don't have instead of what they do have and the seller can't bring ...

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Belal Batrawy
Sales Advisor at Bravado
Bravo
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Debbie Barnes
Enterprise Sales at Taggstar
I am definitely guilty of doing too much work for my clients!! I do things that really should be on the customer in order to try to speed up the sale, but I see that if I am doing everything for them then when it comes to the customer actually having to lift a finger and get a contract signed, it may suddenly seem like a huge leap in expectation on...See more
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3 months ago
Ron Arellano
Senior Creative Director at Search Business Group
Hi Everyone! I got the great opportunity to meet Belal in person and I'm ready to share my little experience and learn from the pros. There is so much to learn yet. Business developing is a science and I have so much respect for the profession. 
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3 months ago
John Akbari
Principal at Akbari Advisors
Belal Batrawy such a great point.

How much we do can vary in enterprise sales.

Speaking with global business head who has 15k people in her division, isn't technical, and I know she can authorize the spend (from speaking with partners, my own history with her, trusted people who have history with her, etc.) and is about to fly to London tomorrow afte...
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4 days ago
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