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.
  • Marketing AIDA loop = Awareness, Interest, Desire, Action
  • 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 hierarchy of needs for Customers
  • Call to value > call to action

Sample Forwardable Sales Email to Send After a Meeting for Referrals

Subject: Need More Time, Money, and Sales?

Hi Alice​,

If you ever talk to an overwhelmed entrepreneur who needs more hours in the day and more sales, you can feel good about introducing us to see if we can help.

Entrepreneurs free up their time, make more money, and scale their sales engine with Malloy Industries' trustworthy fractional executives.

Malloy Industries specializes in increasing B2B sales 10X from ~$2M to ~$20M because of the 250+ vetted experts who know how to scale each part of the business. Please see the attached two-page PDF overview.

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

Relentlessly generous is our core value.

Whether or not we work together, we're happy to chat with your friends to give them advice, share resources, and see if we can help.

Mike and the Malloy Industries Team

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