IMPACT Inbound Marketing Agency]

They Ask, You Answer Mastery

A coaching & training program that drives unmatched sales & marketing results.


Sales Performance Mastery

Improve the competencies and close rates of your sales organization.

Web design

Website Mastery

Web design, development & training for your team.


HubSpot Mastery

Everything you need to get the most from HubSpot.

AI Mastery

AI Enablement Mastery

Unlock the power of AI in all aspects of your revenue operations.

Discover how IMPACT’s services can help take your business to the next level. Book a free 30-minute coaching session Book a free 30-minute coaching session
Learning Center
Learning Center

Learning Center

Free resources to help you improve the way you market, sell and grow your business.

[NEW] The Endless Customers Podcast is now available everywhere. Learn how to earn trust & win more customers in the age of AI. Listen Now Listen Now

Free Assessment: How does your sales & marketing measure up?

Close Bottom Left Popup Offer

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.
Rachel Clapp Miller

By Rachel Clapp Miller

Jun 12, 2014


Join 40,000+ sales and marketing pros who receive our weekly newsletter.

Get the most relevant, actionable digital sales and marketing insights you need to make smarter decisions faster... all in under five minutes.

Thanks, stay tuned for our upcoming edition.

What it Takes to Close More Sales

Rachel Clapp Miller

By Rachel Clapp Miller

Jun 12, 2014

What it Takes to Close More Sales

What_it_Takes_to_Close_More_SalesThis post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’s required capabilities.

Remember, you don’t have to wait for a big sales presentation to get those points across to a prospect. Start with your next meeting or call with a customer. 

Whether it’s a call, a LinkedIn message or a brief email your initial sales contact should be succinct and impactful.  

Structure Your Pitch With These 4 Guidelines:

1. What’s the Context?

Make sure to establish context for the call or meeting. Consider your audience. Who are you sending the pitch to and what do they care about? Chances are you know what their major value drivers are. Make sure your communication is value driver focused.

2. What’s the Outcome?

Why should the prospect take time out of his/her busy day to have a conversation with you? First, hit on their pain points. What problem are you trying to solve? Then, briefly contrast that “Before-Scenario” with the “After-Scenario” and the positive business outcomes achieved when clients implement your solution.

3. What’s the Proof?

Proof points and customer testimonials are an asset to any sales conversation. Explaining the payoff, or giving a reference on how your solution provides the results you promise, will help you earn trust with your buyer. Throwing in a short metric that shows the tangible benefits might be the one thing that makes the prospect take notice.

4. What’s Next?

Close the pitch with the easy step you want the prospect to take.

Purpose, Process, Payoff

Getting that initial meeting isn’t easy, but a succinct initial point-of-contact will get you more results than a long-winded drawn out voice mail or email. Remember, your prospects are busy and they’re likely getting tons of calls from vendors just like you. The 3 Ps are another good reminder for any pitch.

1. Demonstrate your purpose

2. Explain the process of what you’d like to do 

3. Show the payoff for the prospect 

Here’s one example:

"The purpose of my message/email/phone call is to follow up on a conversation that I had with(name of referral) who suggested that I contact you to discuss how (your company name) is working with companies like yours to address (key market challenges your product addresses)."

“I’d like to take (10/15) minutes to ask you (3 or 4) questions about some of the challenges you may be experiencing with (pain points that your client companies are experiencing)." 

“There may be an opportunity for your company to benefit in ways similar to (another relevant client)(Your company name) was able to work with them to (tell a relevant success story.)

Improve your sales message by starting strong with new prospects. By focusing your initial pitch on customer value, you’ll confirm more appointments and eventually close more opportunities. 

Free Assessment:

How does your sales & marketing measure up?
Take this free, 5-minute assessment and learn what you can start doing today to boost traffic, leads, and sales.