November 14, 2024

Issue #695

We know the drill — you’ve been trying to hit that elusive quota. Maybe you’re one deal away, or maybe the pipeline’s looking a bit thin. Either way, we’re here to help. 

Whether it’s asking that one question that could save your deal or turning your network into a powerful referral engine, we’ve got the tactics you need to crush your targets and make Q4 your best one yet.

Let's dive in! 

PRINCIPLES

Confirm and clarify for success

Closing a deal is often about more than just getting a "yes"—it’s about making sure you're uncovering value for the buyer at every turn. 

Top-performing sales professionals know how to speak to buyers' concerns by understanding the ways in which they area already trying to solve their problems with different platforms.  

Insight into your buyer's tech stack during the sales process via your ecosystem is powerful because it allows sellers to proactively surface potential use cases to help give the buyer the fully connected experience they've come to expect. 

In sales, who shares wins — and who connects the customer keeps winning for the long term. The more clarity you gain, the more trust you build, and the more deals you close.

TACTICS

Don’t keep your referral program to yourself

Most companies keep their referral programs hidden, offering rewards only to employees or select partners. But what if you open that door to a wider network?

Take a bold approach like Tomer Tagrin, CEO of Yotpo, who recently broke the mould by publicly sharing their target account list and offering $1,000 for successful introductions. Why?

• By making referral incentives public, you remove any ambiguity around why people are singing your praises. It’s honest, upfront, and shows that you’re willing to reward those who genuinely contribute to your success.
• Why limit your referral network? By extending the opportunity beyond employees to anyone capable of making a meaningful introduction, you exponentially increase your reach and potential pipeline.

To help us understand this, Mac Reddin, Founder & CEO, Commsor, did the following analysis: 

“The cost of booking a qualified meeting can be steep. An average SDR costs around $8,000/month with a quota of 10 meetings, often hitting only 60% attainment. That’s a cost of over $1,300 per meeting — not counting the added expenses of multichannel outreach, ads, and events.

By offering $1,000 for a qualified referral, you not only save on costs but also leverage your extended network to strategically tap into new opportunities.” 

The golden nugget: Empower your ecosystem by inviting more people to share your wins. 

Whether through transparent referral fees or opening up your target lists, broadening who can contribute to your success is a game-changer. The math adds up: if your average deal value is higher than $18k, paying $1,000 for a qualified intro is a bargain that outperforms traditional methods.

IMAGE OF THE DAY

The anatomy of a good sales e-mail

A couple of weeks ago, Josh Baun, Founder of Braun Training, shared how he is building his outreach. Here’s how it goes: 

STUFF YOU CAN'T MISS

- November 11-14 — Web Summit — TODAY

70,000 people will gather in Lisbon, Portugal for one of the biggest tech conferences in the world, featuring speakers from leading companies across nearly every technology vertical. Book your ticket to join them here. 

- November 12 - 14 — B2B Forum — TODAY 
B2B Forum, the B2B marketing conference from MarketingProfs, is coming to Boston, MA. Learn how to drive growth, elevate brand reputation, prove ROI, and stay ahead of the ever-changing marketing curve. Register here.

- November 20 — GTM Partners Better Together Roadshow: San Francisco
If you’re a GTM leader, join the first B2B go-to-market conference focused on unifying teams and tech. The Crossbeam team will be at the next event in San Francisco, learn more here.

You're all caught up

See you tomorrow

If this email was forwarded to you,
sign up here to get the newsletter every week.