If Cash Is King, Then Sales Is Queen

Sales Resources

Book Summaries

Advice for Improving Your Sales Capabilities

  • Intros – Name, who is your customer, what problem do you solve for them, and what is one question you have about sales?
  • What time is it? – example of a question that directs the audience's attention where you want – use it to direct them to problem/pain point
  • Let's start with a simple two-sentence elevator pitch about your business by filling this in
    • Do you know how (ideal client profile) + (primary pain point you solve)?
    • Well, what we do is (your unique selling proposition).
    • Do you how hard it is for CEOs to find the expertise they need to confidently grow?
    • Well, what we do is help CEOs overcome self-doubt by connecting them with vetted fractional executives to achieve their OKRs
  • Propose 3 times when scheduling a sales meeting
  • Prepare an agenda before every sales meeting, and you can use the prospect-qualifying agenda HERE
  • Time check and tech check at the beginning of every sales meeting
  • Ask open-ended questions and actively listen to their responses
  • Be relentlessly curious about your customer
  • Fall in love with customer pain, not your solution
  • Add value in every interaction with a potential customer and give first
  • Add value 3x and ask for sale 1 time. Repeat.
  • If Cash Is King, Then Sales Are Queen Slides for Georgetown Summer Launch
  • Marketing AIDA loop = Awareness, Interest, Desire, Action
  • Sales Funnel Management Template
  • Avoid cold emails and always seek the warm intro
  • Write a forwardable blurb in the third person to forward from their phone (see example below)
  • Assume everyone reads your email while going to the bathroom
  • Follow-up email messages
    • Bubbling this up to the top of your inbox because I know you're busy
    • Are you still interested in (solving a specific pain point)?
    • I saw this article and thought you might be interested…
    • Polite persistence until you hear no
  • Go for the no
  • External #accountability to feel more pressure to stretch outside your comfort zone and conduct sales activities
  • Focus on how to build relationships, so prospects know, like, and trust you
  • All things being equal, people will do business with people they know, like, and trust
  • Even when things are unequal, people will do business with people they know, like, and trust
  • It is 10X easier to get a customer to pay you a second time then to acquire a new customer to pay you once
  • 5×7 Rule: 5 interactions in 7 weeks = friendship for life
  • You build trust by being vulnerable
  • Give yourself a buffer when setting expectations on follow-up to over-deliver
  • Someone asks you a question. Smile and nod. “That’s a great question. I appreciate you asking the question.” to give your brain 5 seconds to think of anything intelligent to say.
  • Be willing to accept payment in as many ways as possible and as often as possible
  • Maslow's heirarchy of needs for customers
  • Call to value > call to action

Sample Forwardable Sales Email to Send After a Meeting for Referrals

Alice,

Thanks again for your time and for telling your colleagues about our vetted network of fractional executives!

You can copy/paste/paraphrase/forward this to folks who could be interested.

Short version for a hot lead:
Do you need more senior executives with expertise to grow your company? Malloy Industries has a network of 180+ trustworthy fractional executives across each business function and industry available to serve CEOs for 1-30 hours/week as needed. Schedule a meeting with Mike Malloy to see how they can help.

Longer version for a warm lead:
Do you ever struggle to find qualified experts to guide you and provide the expertise you're missing?

Malloy Industries helps CEOs overcome self-doubt about their lack of expertise by providing Board of Advisors subscription packages to give CEOs on-demand access via email, text, and Zoom to all the expertise they need in each business function from a trustworthy team of 180+ fractional executives.

It's a simple 3-step process:
(1) Malloy meets with a CEO, listens to their problems, and understands what expertise they’re missing.
(2) The CEO gets a 30-minute “product demo” meeting for expert advice from 1 of the fractional executive advisors who can fulfill the expertise they need.
(3) The CEO invests in a Board of Advisors package, and a project manager schedules meetings with a curated set of relentlessly generous experts.

The emotional rollercoaster of entrepreneurship is exhausting, especially when CEOs feel overwhelmed by self-doubt, burnt out from decision fatigue, and unable to confidently delegate to their team.

Malloy Industries helps CEOs sleep better at night because they are generating more profit from more customers, developing their delegation and leadership skills through CEO coaching, and raising even more money from investors after hitting their OKRs and investor milestones.

Email mike@malloyindustries.com or schedule a meeting to explore expert advisors who can confidently grow your business.

Thanks,
Mike​ and the Malloy Industries Team

Maslow's Hierarchy of Needs for Customers, Employees, and Investors

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