Revcelerate

By Phil Guest - Revcelerate

Time is precious, so I curate the best sales thinking and inspiration from around the web so you don't have to. Designed for start-up founders and sales professionals alike... Sign up and receive an email confirmation to join. (please check your spam folder if not seen).

Time is precious, so I curate the best sales thinking and inspiration from around the web so you don't have to. Designed for start-up founders and sales professionals alike...

Sign up and receive an email confirmation to join.
(please check your spam folder if not seen).

By subscribing, you agree with Revue’s Terms of Service and Privacy Policy and understand that Revcelerate will receive your email address.

443

subscribers

144

issues

#144・

Revcelerate #144 - How to avoid pitch slapping and drive-by selling | Commission plans that motivate | Enterprise selling via the MEDDICC sales framework | Lead scoring 101

Hi I hope you’re well and enjoyed the weekend sun if you're in the UK. It was a long time coming!Well, here we are, embarking on an uneasy return to some kind of New Normal. Where it takes us next is anyone’s guess, but IMHO we should be taking full advantage…

 
#143・

Revcelerate #143 - How to master referral selling | What to do when you’re in a sales slump | How to build sales playbooks | Improving the accuracy of your sales forecast | The differences (and similarities) between B2B and B2C selling

Welcome to a bumper edition packed full of freebies designed to help you smash those targets!First of all, let’s talk about sales forecasting accuracy. Did you know that the odds of forecasting a winning deal are less than playing at the Craps table at Vegas?…

 
#142・

Revcelerate #142 - Anatomy of a great sales pitch | 4 ways to boost your sales pipeline | How to give feedback that empowers, not crushes | Top negotiation tips from the FBI | How to handle irate customers without losing them

Hi there, welcome back. I hope all’s well with you.With the much improved weather, I took a few days off and headed down to the Devon coast last week, inspired in part by recent reruns on the telly of Fawlty Towers. I’ve often hankered a desire to see what li…

 
#141・

Revcelerate #141 - Optimising sales for the post-Covid boom | NB: Your product is not their problem! | B2C closing techniques we can all use | How slowing down can speed up effectiveness | Hiring great GTM leadership

Morning, I hope all’s well with you.Last week Revcelerate went international and welcomed many new friends from Italy who joined my Accelerator Academy talk on building a scalable sales engine for your business. Welcome to you all! Ciao, mi fa piacere vedervi…

 
#140・

Revcelerate #140 - How to defeat deal detractors | 7 habits of top-performing salespeople | How to build an effective demand side sales strategy | Inside cohort analysis | What's the difference between a CRO and VP of Sales?

Hi, welcome back, I hope all's well.I am yet to meet many of the sales teams I've worked with over the past year, so this week I relished the opportunity to get together with one team and take a good look at how we can improve our cold-calling technique.There…

 
#139・

Revcelerate #139 - Scenario planning for a post-lockdown world | Insights for sellers from a hostage negotiator | What to do if they say 'Just send me an email' | How to build a Lead-Scoring engine | Why Navy SEALs don't just look for performance

Hi there, I hope all’s well.I have a couple of things to share with you this week.First, our next RevCelerate Talks session will be with none other than Andy Whyte, author of MEDDICC: The ultimate guide to staying one step ahead in the complex sale.Andy has h…

 
#138・

Revcelerate #138 - Working with legal to close contracts | Outcomes-based selling | The fastest way to make connections | How to work those LinkedIn Hashtags | Inside risk-discounting & user-based pricing

Hi, welcome back.This week I want to share the recording of our latest RevC Talks, in which Dan Adams, lawyer turned biz dev closer turned co-founder, talked about how best to work on contracts and with your legal team to get deals over the line.Dan and I wor…

 
#137・

Revcelerate #137 - Build your personal elevator pitch | Getting to the root cause of a pain point | Designing an effective customer retention strategy | What next for ABM? | Top traits of top sellers

Morning! I hope you had a great long weekend, for those of you that had one. Can you believe we’re in May already?Life in the UK certainly feels like it’s returning to some semblance of normality, what with audiences being allowed at test events and the curre…

 
#136・

Revcelerate #136 - RevC moves up a level | Ditch the itch to pitch | How to grow your influence muscles | Do you know your Enterprise sales from your SMB? | How to create customer success stories that sell | What do you need to be back in the office for?

Hi and welcome back. I hope all’s well with you.This week I reached a landmark in my business by hiring my first full-time PAYE employee - welcome Katherine!Up until now, I have been largely working solo with the support of a few key partners who brought spec…

 
#135・

Revcelerate #135 - How to crush your quota (and stay sane) | Key account planning checklist | Prospecting tools to help you hit your targets | Contract lessons from the AstraZeneca vaccine deal | Which advisor for your start-up?

Hi there, I hope all’s well and that the month is going well for you so far.This week I want to share my three-pillar approach to building an effective sales tech-stack, the tools that you need to scale prospecting outreach, and the core functions of each pil…

 
#134・

Revcelerate #134 - | Why winning at sales is all in the mind (and body) | How to win over procurement | Pandemic sales lessons | Data-backed cold email tips | How to evade the dreaded spam filter

Hi and welcome back, I hope all's well.Lots of great tips and advice to share with you this week, starting with my intro video that was inspired by a conversation with a close friend who heads up procurement for a larger Enterprise ecommerce firm.We were disc…

 
#133・

Revcelerate #133 - How to ask better questions | 6 reasons why you lost that sale | A detailed guide to lead generation | Building a value calculator that sells | Value-based selling explained

Hi there! I hope you had a good Easter break and are feeling refreshed and raring to tackle Q2 with renewed energy.I want to kick off this week with good news about something very close to my heart, and that's the current health of the UK start-up ecosystem, …

 
#132・

Revcelerate #132 - 5 ways to build a $100m SaaS biz | What’s holding you back? | How focusing on customer confidence can close deals faster | 40+ great tips to maximise LinkedIn | Why it pays to invest in yourself | Guide to growing key accounts

Hi and welcome back.The sun is shining, lockdown restrictions have eased (here in the UK at least) and we’ve shifted into British Summer Time -- my, there is so much to be optimistic about right now.First, a big welcome to our new community members from The S…

 
#131・

Revcelerate #131 - How to onboard junior sales hires effectively | 11 ways sellers can influence | Get more from discovery calls | Ready to switch to usage-based pricing? | The radically candid manager

Hi there, welcome back.Thanks for the great feedback last week on the first newsletter video, it seems like this could become a thing so I’ve been working on my presentation and production skills.This week I’m going to talk about onboarding new sales hires. L…

 
#130・

Revcelerate #130 - Cold outreach emails that work | How to turn around a struggling sales team (clue: it starts with you) | Brian Tracey's The psychology of selling | Allocating sales quotas | How to overcome our selling fears

Hi there, welcome back. I hope you’ve had a great week.A big thanks to all those that completed my short survey on how many articles to include in this weekly newsletter, and all the great ideas suggested too.So far results suggest that the volume and tone of…

 
#129・

Revcelerate #129 - How to win enterprise accounts | 5 science-backed self-confidence hacks | Procurement negotiation tactics | Tell me what you think...

Morning! A much shorter edition this week due to being out of action with a very uncomfortable joint issue that deprived me of several days' sleep.The good news is that I'm on the mend and normal service will be resumed next week. In the meantime, I would lov…

 
#128・

Revcelerate #128 - Can a complex sales cycle be shortened? | How to negotiate with Procurement | The power of empathetic listening | How to combat the decline in buyer access | Why do we lie to ourselves? | Why customer interviews matter

Hi, and welcome back. I hope all’s well with you.This week I want to touch on dealing with Procurement.A few weeks back, an entrepreneur friend of mine got in touch with a challenge that I’m sure many of you have had, or will face in the future. Having won ov…

 
#127・

Revcelerate #127 - Why prompt follow-up still isn't fast enough | Stop making excuses for a broken sales process | How to solve problems by developing your inner Captain | 6 steps to a successful nurture program | What to move on instead of price

What a difference a week makes.I’m always telling the teams I work with that 24 hours a long time in sales, particularly when people are going through a slow period or a trough of despair. But a whole week is an aeon for things to get better.You might have pi…

 
#126・

Revcelerate #126 - The cold-call that got my attention | SDR team research insights | What to do with tire-kickers | Managing the sales fear factor | The health of UK start-up investment | Top Enterprise CRM solutions

Hi, welcome back.Now I don’t know about you, but that was a tough week. You know those weeks when it feels like everything is going wrong? Well, last week felt like that for me.Or at least it did, until I put it into perspective and realised that while the ch…

 
#125・

Revcelerate #125 - Dealing with rejection | Better conversion of inbound leads | Navigating a complex sales-tech ecosystem | The 80/20 rule of success | Why Selling is still a human game | How to survive as the first sales hire in an early-stage biz

Morning all, I hope this reaches you in fine fettle.I’ve been thinking about the psychology of selling a lot recently and how we ride this rollercoaster of emotional highs and lows that come with winning and losing customers.The adrenaline rush of a won deal …