This is Heather Bell Inc

02/24/2023

Here's a playbook for dealing with Imposter Syndrome in sales.

It's not forever, it's just a phase, and you're going to have to work through it to get through it. Check out the slides for some tips.

Whenever I feel imposter syndrome kicking in I remember - this means I've LEVELLED up.

It's not a bad thing - it's a moving forward thing.

I've got a course coming up in a few weeks that focuses on women in SaaS sales who want to build confidence and crush their numbers this year.

DM me if you want to be on that list.

02/23/2023

Feeling like a fraud in your role?

It's ok - it happens to the best of us. And when I say the best of us I mean Michelle Obama best of us.

Imposter Syndrome is a phase - it passes. It's something I've come to understand will always be a part of my life and when it shows up I now see it as a really good thing.

I get when I level up. When I get a new job or try something new at work it strikes. After enough episodes I know 3 things - I am progressing, it will pass, and whatever it's getting in the way of I need to do anyway.

Send this to a friend who got a new job recently - they'll appreciate more than you know.

02/23/2023

So you want to make a killing a ?

You're going to have to get good at your sales skills to do that. The good news is while you are working on your sales skills you'll be setting yourself on the path to success.

Spend your time, especially early on in your career, working on getting as strong as you possibly can on the skills you'll need to use to be successful at sales your entire career.

Make cold calls until it doesn't matter when someone hangs up. Get your discovery calls down to a science. Figure out what people respond to when you work on closing deals.

Practice.
Improve.
Repeat.

Follow me if you are looking to improve your sales skills.

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02/22/2023

How do you personalize an email to get your prospect's attention?

Here are three easy steps:

1. Do the research. You don't need to spend hours on this - just a few minutes checking out their LinkedIn. What are they posting, have they written anything lately, do you follow any of the same people? If you can't find anything at all relatable, reference things you've seen come up consistently with their peers.

2. Keep your email tone casual - no professional speak, no flexing with your super amazing vocabulary. Simple, to the point. Pretend like you are talking to someone you know at work. It helps to read your email out loud to make sure it sounds relaxed and natural.

3. Keep it short and make sure it looks good on a mobile phone.

It's that simple - focused, on point, relaxed and natural.

Any questions?

02/22/2023

Getting a new job can trigger imposter syndrome instead of solving it.

So what can you do to deal with it?

Remember you just levelled up - this in itself is success and it always helps me to remember this is a win.

Create an alter ego - write down what the person you WANT to be looks like. It doesn't mean you aren't enough right now - it just means you are striving for something more. And when you figure out what that alter ego looks like step into that character every time you do something that makes you uncomfortable.

Remind yourself you had the courage to take a big step. There are always two choices - complacency or discomfort. If you are willing to take the leap at the other side of some learning is experience. Be gracious with yourself while you get this experience.

Learn the skills you need to learn for your new role. Acknowledging that you need new skills and putting a little time in each day to get there is going to build the skills you'll need for your role and to get confident.

It always helps me if I remember every other person you talk to had a first day too. They felt uncomfortable in the meeting, they didn't know how to use new systems, and they learned skills they didn't walk in the door with.

Celebrate your success and focus on making improvements every day.

02/21/2023

I HAVE 10 SPOTS OPEN FOR WOMEN IN SAAS SALES

𝖨f you are an SDR or 𝖠𝖤 who 𝗐ants to get 𝖼𝗈𝗇fident and 𝖻uild a 𝗄𝗂ller pipel𝗂ne that will make this your best year yet - DM me for details.

The course includes a weekly training session, a weekly Q&A session and the tools and practice you need to hit your number and build your sales skills.

02/21/2023

If Jennifer Lopez gets what does that mean for the rest of us 😳

It means we're human. It means we all suffer from imposter syndrome when we do something new.

What it doesn't mean is that you can't accomplish incredible things.

02/20/2023

How to destroy your discovery calls.

1. Don't prepare

I take ten minutes before every discussion to take a run through the prospect's LinkedIn page and another five to go through their company page. If you want to be relevant to them you need to know what they're dealing with and what the company is prioritizing.

2. Don't listen

Discovery calls are sales gold - everything you need to close the prospect or avoid wasting time is happening on this call. I remind myself to listen - not plan my next question, not worry about if this is a good fit (those will both sort themselves out over the call). Instead, I listen to everything the prospect has to say and the conversation will guide itself from there.

3. Don't prepare questions
To help myself with point 2 I write a list of questions so I'm not caught off-guard in the discussion or worrying about what to ask the prospect next.

I have come to learn a good discovery call comes from guiding the prospect through their discussion.

02/20/2023

Don't have three times pipeline for the year?

You probably don't need it.

This is a metric sales management uses because it's a safe bet BUT it's not a one size fits all approach.

You need to figure out your own pipeline stats - and to keep your manager off your case you need to show them the data.

If you are closing 1 out of every 2 opportunities in the pipeline you need 2X pipeline. If you close 1 out of every 5 opportunities in your pipeline then you need 5X pipeline.

Most reps I've worked with that have 2X pipeline will meet their target.

What's most important here is that you track your data and know your numbers. Share them with your manager and save yourself chasing pipeline all year you won't hit or don't need.

0 Likes, 0 Comments - Heather Bell () on Instagram: "Don't have three times pipeline for the year? You probably don't need it. This is a metric sales management uses because it's a safe bet BUT it's not a one size fits all approach. You need to figure out your own pipeline stats -....