744 - Maximizing Sales Efficiency: The Art of Disqualifying Deals, with Jeff Torbeck

Sales Transformation

Leadium

Social Selling, Daily Sales Tip, Sales, Selling With Video, Sales Mindset, Marketing, Sales Management, Enterprise Selling, Sales Leadership, Founder Led Sales, Sales Tips, Sales Podcast, Business, Collin Mitchell, Founder-led Sales, Sales Prospecting, Management, Outbound Sales, Sales Advice, Sales Training

5 • 2.1K Ratings

🗓️ 15 May 2024

⏱️ 10 minutes

🔗️ Recording | iTunes | RSS

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Summary

Collin and guest Jeff Torbeck discuss the importance of qualifying leads in sales. They highlight the significance of spending time on high-potential accounts and efficiently disqualifying deals that are not a good fit. The conversation emphasizes the value of feedback from lost deals and the need for salespeople to prioritize their time effectively. Key takeaways include the importance of understanding buyer readiness and being open to saying no in sales interactions.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Jeff Torbeck (VP, Gun.io)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at [email protected] - Just tell us why you're reaching out and we'll contact you as soon as we can!

Transcript

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0:00.0	Welcome back to Sales Transformation.
0:03.2	Raught to you by Leadium.
0:04.6	Today we have Jeff Torbeck back on the show, sharing insights on the importance of
0:08.8	disqualifying deals and gathering feedback from close losses.
0:12.1	Colin, take it away.
0:14.0	All right, welcome back to another episode of
0:17.0	Sales Transformation brought to you by Leadium.
0:19.0	I'm your host, Colin Mitchell, and today we've got Jeff Torback on.
0:22.0	He is back for a second time and the
0:27.1	last time we had Jeff on we talked a little bit about how the good old days of
0:31.6	revenue at all cost does not work.
0:34.4	And today we're gonna dig into something a little bit different.
0:38.1	Totally.
0:38.6	You shouldn't spend the same amount of time with every customer.
0:41.1	And customers don't love hearing that, but like, goes back to the old 80-20
0:45.1	rule, right? 80% of your business is done in 20% of your accounts. You got to be able to figure
0:49.2	out which those are and spend the most time with them and then figure out how to move quicker with deals that maybe don't need as much effort,
0:57.0	but I think it goes back to as well exactly what you said.
1:00.0	The faster you can disqualify deals in your pipeline, the more time you're going to have to either work the deals that are truly real or go find new deals.
1:07.5	There's so many people that just chase deals forever and it's like, think about the amount of time you spent call texting
1:13.9	email them LinkedIn messing to them research to write this like perfect email or
1:18.1	a funny meme like that could have been going towards new prospects that are
	...

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