�

presented by:

CRUSH YOUR

SALES GOALS

2024

What will you do to make the most of out today’s class?

• Put away your phone?
• Grab a tea or coffee?
• Promise you won’t check email?
• Eat a snack?
• Close out of slack?

Drop your commitments in the chat!

Type your name and date to solidify today’s commitments.

Type “Done!” when you are finished in the chat!

Get ready for class

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Expires APRIL 30, 2024

presented by:

Host of the Young and Profiting Podcast, a #1 Entrepreneurship and Business podcast across all apps with over 15M downloads.

ABOUT ME

Founder and CEO of YAP Media, an award-winning podcast production and social media agency for best-selling authors, top podcasters, influencers and CEOs.

Founder and CEO of the YAP Media Podcast Network, �which fuels the growth and monetization of network podcasts.

Currently have 242K Followers on LinkedIn and 1 Million subscribers/followers across all platforms.

• Getting in a Superstar Sales Mindset
• Picking the Right Market
• Bottom Up Forecasting and Driver Trees
• Pipeline Tracking with Pipedrive
• Linkedin for Business
• Sales DM Funnels
• The “Art” of Sales and

TOPICS We’LL COVER:

With the right sales actions and target market, you will ALWAYS generate sales.

Getting into a sales superstar mindset:

THE INTERNET

= abundance

If you were going to open a hotdog stand, and you could only have one advantage over your competitors, what would it be?

Put your answers in the chat!

A STARVING CROWD!

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You could have the worst hot dogs, terrible prices and be in a terrible location, but if you’re the only hot dog stand in town and the local college football game breaks out, you’re going to sell out!

Source: Alex Hormozi, 100 Million Dollar Offers

Don’t CREATE demand

CHANNEL demand!

Your audience is your CHOICE, so choose wisely. Don’t be afraid to start over if you have to.

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THE RIGHT NICHE

+

+

+

Your audience must be frustrated about something.

Your audience must afford or access the money needed to buy.

The market should be growing to make your results faster.

Your audience should be in easy-to-target markets.

BUYING POWER

EASY TO TARGET

GROWING

PAIN

• E-Books
• White Paper
• Research Studies
• Quizzes
• Checklists
• Calculators
• Templates
• Cheat sheets

Top-Funnel Lead Magnets:

• Webinars
• Live Events
• Podcasts
• Live Streams
• Discovery Calls
• Free Coaching Calls

Mid-Funnel Activities

Serving your audience with

Start your sales funnel and attract potential leads with a lead magnet and mid-funnel activities.

lead magnets

Bottom-up strategy

• Sales is part art, part volume game.
• Get visibility into the day-to-day health of your sales funnel by working backwards from the sale to your lead magnet.
• How many clicks, calls, and conversions you need to hit to your sales targets?
• Track your data to figure out how many actions you need to complete in each part of your sales process to hit your revenue goals.
• Set a stretch goal - 80% confident hitting your number is about right
• And then break the target into easier chunks for your team to digest and put into meaningful action.

Make data your goal-setting friend

Start to track the performance of your campaigns & team by monitoring the volume of actions they take and the associated results that they get.

Create a Driver Tree:

Driver Metrics: Measurable actions that drive results and can be calculated with the raw data that you extract from your systems and applications. (i.e. Calls, Clicks, Webinar Attendees, Email Sign-Ups)

Results and Rates: Analyzing past data and patterns to forecast future performance. (i.e. Avg. Conversion Rate, Avg. Click Thru Rate, Avg. Order Value, Avg. Customer Lifetime Value)

Driver trees identify actionable insights - so that you can act on opportunities and solve bottlenecks proactively!

Track your lead-gen campaigns

With Driver Trees

DRIVER TREE EXAMPLE

Webinar Campaign Driver Tree

Stretch Goal of $35,000

10,000 Direct Messages on Social Media

▼

1,000 Clicks

▼

700 Webinar Registrants + Emails

▼

350 Webinars Attendees

▼

21 Webinar Course Conversions @ $1,000

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= $21,000 in Revenue

10% avg. click thru rate

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70% avg. registration rate

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50% avg. attendance rate

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6% avg. conversion rate

35 Webinar Conversions @ $1,000

▼

584 Webinar Attendees

▼

1,168 Webinar Registrants + Emails

▼

1,669 Clicks

▼

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16,690 Direct Messages on Social Media

X = 35/0.6

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X = 584/0.5

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X = 1,168/0.7

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X = 1,669/0.1

SETTING INDIVIDUAL GOALS

Look at a given team member’s past performance and figure out how many calls, emails, or sales meetings they typically need to close a deal.

Breaking that down into smaller targets means an average of 40 calls per month or 10 calls per week (considering time off).

If it takes them 10 calls to make a sale, then their close rate is 10%

Now, calculate how many calls they need to hit their target.

If you want them to close 50 deals this year, they need to make 500 calls.

We have already discussed how activity-based goals allow your team to win back control, but now you need to help them to prioritize these goals.

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You should be analyzing all the different sales activities and funnels in your business.

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Which sales funnels are generating the highest value to the bottom link or making the most impact?

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Encourage yourself and your reps to focus their energy accordingly.

Prioritizing goals

Focus your goals around the actions you can take to empower your sales team to CRUSH their targets!

What are the different sales funnels that you currently run in your business?

Type it in the chat!

q&a

Do you know your what your best performing sales funnel is?

Type it in the chat!

q&a

What pipeline actions do you need to start more closely monitoring in your business?

Type it in the chat!

q&a

What is holding you back from more closely monitoring sales pipeline actions for you or your team?

Type it in the chat!

q&a

Setting support

and structure

Setting and monitoring sales goals for your team isn’t enough to achieve results.

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Getting the right system in place to facilitate simple pipeline management and successful selling should be your top priority.

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The easiest way to power up your sales pipeline is with dedicated CRM software that visualizes your sales process.

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After all, you can’t possibly manage your entire sales process in slides, sheets and back-of-the-napkin calculations!

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Having the right CRM in place is crucial for sales managers and reps to track performance and measure progress.

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Pipedrive is a sales pipeline management tool that’s specifically designed to help business owners and sales teams visually organize their work so they can get confident about their results.

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In a nutshell, Pipedrive enables sales teams in small businesses to:

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• Streamline processes and consolidate sales data in one unified CRM sales tool.
• Track the progress of sales opportunities and see sales data in real time.
• Automate follow-ups and ensure timely responses to leads with automated reminders.
• Assess team performance for ongoing improvement with dashboards and reporting.

A CRM by salespeople, for salespeople

Embrace automation

Salespeople often spend hours of valuable time on mundane administrative tasks.

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With Pipedrive, you can automate just about any step of your sales process.

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Pipedrive’s Automations feature is designed to prevent deals from falling through the cracks.

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You can automate just about any repetitive sales task like creating a deal whenever a new contact is added, triggering personalized emails that go out whenever you create a deal, transferring ownership to another rep when a deal reaches a new stage and much more.

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Their AI-powered sales mentor further boosts your performance by providing personalized tips and recommending Pipedrive features and app integrations to do the repetitive work for you.

integrations

And so many more…

Type “Done!” when you are finished in the chat!

Get ready for DEMO

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Expires APRIL 30, 2024

presented by:

GET READY FOR THE DEMO!

Sign Up Now and Get a free 30-day Trial and 20% off your annual membership if you sign up !

100% access. No credit card required

youngandprofiting.co/CrushYourSales

demo

Type “Done!” when you are finished in the chat!

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Expires APRIL 30, 2024

presented by:

demo

NOW IT’S YOUR TURN!

Log in to your pipedrive account and follow along our interactive demo!

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FOR BUSINESS

LinkedIn has one of the most highly-educated and compensated audiences of any social media platform.

• There are 61 million senior-level influencers and�65 million decision-makers on LinkedIn.
• Over 60% of LinkedIn’s users have at least a bachelor’s degree
• 51% of US graduates use LinkedIn, and 50% of LinkedIn users�earn $75,000+ per year.

Why linkedin?

LinkedIn is primed for having sales conversations

that solve a professional need!

Ready to buy

80% of users are over the age of 25

Your audience is finding you through your CONTENT! It is the only information they have in a buying decision: consider it the gateway to your funnel.

SOLVE PROBLEMS

Provide how-to content such as educational tips, linkedin live webinars, host audio events and post promotional direct offers.

INSPIRE & TRANSFORM

Personal stories, quotes, and shareable assets that align to your impact statements.

BE ONE OF ONE

Perspectives, personality, social proof and values

that make you uniquely

you in the market.

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New audience coming from viral actions on your feed or becoming more searchable on LinkedIn.

Warm up your audience to get familiar with your personal brand and the transformations you bring them on. Repeat your consistent messages.

Differentiating yourself by bringing in personal perspectives on life and business. What makes you uniquely you and qualified. What are your beliefs? How do you humanize yourself? How do you become BRAND?

CONTENT

FUNNEL

Instagram: @YAPwithHala

LinkedIn: HTaha

Website: yapmedia.io

Listen to the YAP Podcast

Linkedin’s algorithm is shifting toward not only prioritizing viral content.

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It now promoting content from experts tailored to relevant audiences.

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They do this by matching KEYWORDS across profiles.

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This shift aligns with Linkedin’s mission to deliver the most relevant and helpful posts as its membership and engagement continue to grow.

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Linkedin is slowly shifting to de-prioritize engagement as the main ranking signal in the feed in the coming years and instead shifting toward relevancy.

LinkedIn has reported an impressive 42% year-over-year increase in content shared and a 27% increase in content viewed from 2021 to 2023.

Keywords are the future

THE WINNING DM FUNNEL FORMULA

Send personalized invite with note to 2nd or 3rd connections with common ground/relevancy point

MAKE

THE ASK

Take user off the platform and down your funnel.

​

Send personalized DM

to 1st connection

that establishes common ground, add values and build rapport

​

​

ACCEPTED INVITE

THE WINNING FORMULA

1st Connection

​

Continue to add,

add value, build rapport and social currency.

​

START

Determine Target

Audience

Audience

List-Building:

Attribute-

based

People Filters

• Type of connections
• The connections of your connections
• Locations
• Current or past companies
• Schools
• Industries
• Profile language
• Open to
• Service categories
• Additional keywords (such as first/last name, title, company, & school)

Company Filters

• Locations
• Industry
• Company size
• Job listings on LI
• Connections (the companies of your connections)

Sales Navigator Filters

• Annual Revenue
• Function
• Job Title
• Seniority Level

Audience list-building, trigger-based

Aside from researching people and reaching out to them cold turkey, you can utilize their BEHAVIORS and ACTIONS on Linkedin to target them instead.

This works great because you have an immediate way to establish common ground!

THESE LEADS ARE MORE LIKELY TO BE ACTIVE ON LINKEDIN!

ESTABLISH COMMON GROUND

Once you have your audience in mind, you need to establish relevance or similarity so you don’t come off as “spammy”, and quickly build rapport.

Research the prospect online. Look for mutual interests, hobbies or acquaintances. Look at the recent posts they’ve engaged with or read their recent articles for inspiration.

Sales begins with trust. Trust is built through shared interests!

Send personalized invite with note to 2nd or 3rd connections with common ground/relevancy point

MAKE

THE ASK

Take user off the platform and down your funnel.

​

Send personalized DM

to 1st connection

that establishes common ground, add values and build rapport

​

​

ACCEPTED INVITE

THE WINNING FORMULA

1st Connection

​

Continue to add,

add value, build rapport and social currency.

​

START

Determine Target

Audience

SEND A PERSONALIZED INVITE/DM

Hi [First Name],

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I noticed you engage with Heather Monahan’s content. I recently spoke at the ABC Convention alongside Heather. She and I talk about similar topics, and if you like her content, I think you’ll like mine too.

​

You seem like the type of person I would love to have in my network and curious to learn more about you!

​

All my best,

[Your Name]

Whether you’re reaching out to a 2nd or 3rd connection, or reigniting a conversation with a 1st connection, your message still needs to be tailored.

If your target person is a 2nd or 3rd connection, you’ll need to send a connection request and add a personalized message along with it that utilizes common ground and/or the Law of Likability.

THE LAW OF liking

Whether it’s accepting an invite or responding to a CTA, people say YES to the people they LIKE!

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When it comes to liking other people:

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• We like people who are similar to us
• We like people who pay us compliments
• We like being asked questions about our lives, interests, and opinions.
• We like people who are share the same identity and are part of the same group or community
• We like people who ask us for advice

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To harness this powerful principle of liking, be sure to look for areas of similarity that you share with others, be curious and give genuine compliments when interacting with them!

Law of liking invite templates

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“I noticed you engage on Gary V’s content, I’m a big fan as well and follow his work.

If you like his content, I think you’ll like mine, too! I’d love to provide value on your feed”

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“You look like someone who really knows their stuff in the Real Estate world.

I’m in this industry too and I’d love to connect”

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“I noticed you recently posted about skydiving for the first time.

What was that experience like?

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“As two strong female leaders in this space,

I thought we should connect and support each other!”

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“I noticed we both went to NYU- always happy to connect with a fellow

NYU Alumni and look forward to getting to know you better!”

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​

​

Send personalized invite with note to 2nd or 3rd connections with common ground/relevancy point

MAKE

THE ASK

Take user off the platform and down your funnel.

​

Send personalized DM

to 1st connection

that establishes common ground, add values and build rapport

​

​

ACCEPTED INVITE

THE WINNING FORMULA

1st Connection

​

Continue to add,

add value, build rapport and social currency.

​

START

Determine Target

Audience

Build VALUE & RAPPORT

Hi {firstName},

​

Thanks for connecting! I’m all about helping individuals clarify their personal brand and mission.

​

I’ve been a personal brand coach for 20 years and write on the topic. If that’s interesting to you, I have tons of accessible content on my newsletter here: https://bit.ly/newsletter.

​

My goal is to help people understand their core values and mission to solidify their personal brand. Let me know if I can ever be of service!

​

All my best,

{YourName}

No one wants to be sold to. Don’t connect with someone and immediately sell them something. Don’t be transactional.

​

Instead, offer them value for free. This could be a pre-recorded webinar, a workbook, a link to your newsletter. This then triggers the Law of Reciprocity.

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Close by asking for advice or feedback to build rapport and �to increase chances of them responding back.

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​

Hi [First Name],

​

Thanks for connecting! I’m all about helping individuals clarify their personal brand and mission.

​

I’ve been a personal brand coach for 20 years, and I write on the topic. Based on your profile, this may be interesting to you.

I have tons of accessible content on my newsletter here: bit.ly/newsletter

​

My goal is to help people understand their core values and missions to solidify their brand. Let me know what you think about the newsletter - I would love to get your feedback.

​

All my best, [Your Name]

Send personalized invite with note to 2nd or 3rd connections with common ground/relevancy point

MAKE

THE ASK

Take user off the platform and down your funnel.

​

Send personalized DM

to 1st connection

that establishes common ground, add values and build rapport

​

​

ACCEPTED INVITE

THE WINNING FORMULA

1st Connection

​

Continue to add,

add value, build rapport and social currency.

​

START

Determine Target

Audience

People want what they can’t have!

People want to do what other people do!

People want things only a select few have access to!

Language that gets

People to buy

Scarcity

• Function of QUANTITY
• Give perception of a limited supply (limited seats, x number of clients signed on per month, never again offer)

Urgency:

• Function of TIME
• Promote urgency in your copy with a limited only discount, seasonal discount or deadline to sign on

Social Proof:

• Function of PEOPLE
• Suggest your popularity by referencing a testimonial or a competitor working with you

Focus on results

Speak in outcomes

​

• Focus on the end goal or the dream goal rather than how they need to get there.

Perceived time delay of results

• Speak about the speed in which they will get their results and ease their stress that it will take too long

Show high probability of results

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• Showcase the results of others or a stat that showcases your ability to produce results to reduce their risk

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Value not PRICE

• Don’t give a price in a DM
• Focus on the value and benefits

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What if they don’t respond/GHOST?

Why does this work?

Uses messaging softeners like “I’m afraid” or�“I’m sorry” triggers a response in people.

Ends on a positive note - the last�impression makes a lasting impression!

Unique signature to stand out

The Break Up Message /

Tactical Empathy

Hey {first name}, ��I’m afraid you may not see the value in what I’m sharing.

​

That’s totally fine, I’m sure we may connect again, all in good time.

On a lighter note, in case you’d like some free resources on how to crush on LinkedIn, you can find out resource page HERE with videos and ebook guides on the topic!

Stay amazing,�{my first name}

Why does this work?

• Gives people illusion of control like they are making their own decision
• Pattern disruption
• Makes you appear more trustworthy because you are not aiming for a yes

The no-oriented question

Are you no longer interested in xyz?

Are you giving up on x?

Did you decide to walk away from x?

The terms “giving up” and “quitting” are especially effective, because people absolutely hate being quitters.

​

Start closing more deals with Pipedrive!

Sign Up Now and Get a free 30-day Trial and 20% off your membership if you sign up !

100% access. No credit card required

youngandprofiting.co/CrushYourSales

Type “Done!” when you are finished in the chat!

Let’s stay accountable! sign up to free 30-dAy trial!

Open Q&A