Make The Move From Tactical To Strategic Sales With RevHeat's Ken Lundin

Wes Schaeffer | November 7, 2024

"You need to focus on sales-led growth."

Sales Tips you'll learn today on The Sales Podcast...

00:00 The Power of Technology in Sales and Parenting
03:04 Curiosity and Its Impact on Sales
06:06 The Myths of Product-Led Growth
08:52 Client-Centric Selling: Understanding Customer Needs
12:10 The Challenges of Modern Sales
14:57 The Role of AI in Sales Communication
18:03 Sales Training and Skill Development
21:10 The CRM Conundrum
24:03 Understanding Sales Processes
25:56 Testing and Metrics in Sales
28:06 Cold Email Strategies
29:54 Marketing and Client Engagement
31:58 The Role of Sales in Business
34:02 Advertising Strategies and Trends
35:46 Launching 'Get Sales Fit'

He’s an expert in sales, having written, Accelerate Company Growth By Improving The Effectiveness Of Your Sales Team.
President and Founder of RevHeat. A sales expert with over 20 years of experience. A strong advocate for the science of sales, he has generated over $1 billion in revenue and developed innovative strategies that drive business growth.
Author of "Strategic Selling Unleashed," Ken is recognized for his insights through Forbes features, keynote speeches, and podcasts, making him a valuable resource for executives looking to enhance their sales strategies.
Kids are great salespeople.
Take things from the theory to the street.
Salespeople believe all the old crap they've been taught.
Selling is not a mysterious black box.
You can create predictability in sales.
PLG—Product Lead Growth—has hurt a lot of people.
Don't fall in love with your stuff.
Apple listened to the market.

The opposite of PLG is "sales-led growth."
Stop selling based on features, forms, and functions.

I just use PLG to make fun of it.”

When was the last time you created urgency for your prospect?
It is harder to reach people now because of the volume of noise.
People are making decisions faster.
Move past the sterilization of information.

I've never seen a building sign a check."

Learn process and framework.
He took his eye off the ball in 2023.
In 2024, it's been "prospecting and...."
If you have a sales team, he'll help you grow your new business close rate.
Your emails probably aren't getting through, so confirm email marketing is working.
He tested everything and reviewed the numbers daily.
Text-only email outperforms pretty email.
You must get your messaging right first.
Business is up 200% this year.
It's hard to influence a buyer who is 99% sold when they reach out to you.
Do your own marketing and test your messaging on social media platforms.
Retargeting is the cheapest form of marketing.
TikTok is a cost-effective platform.
"Get Sales Fit" is going straight to sellers.