TSE 1360: From Call to Close: How to Win Deals On the Phone

The Sales Evangelist

Getting to know Martin Heibel

Martin Heibel’s career has centered around software sales and he is now the co-founder of Ciara, the company where you can find the CRM software tool he calls The Conversation Assistant.

Win deals on the Phone

• Right now reps are having to go back to the beginning of sales relationships and take a look at what the needs of their customers actually are as their needs may have changed. This involves revisiting their USP, their pitch, and how they will approach their customers.
• As the situation changes, it’s important not to make any assumptions. Make sure that the pitch is inline with the customer’s most current needs.
• Martin’s messaging detects the customer’s needs and pain points.
• It used to be that customers would go take part in outbound cold-calling in order to be qualified and these leads would be passed on to sales people. This has changed.
• It’s time to rethink the process from the first contact and marketing to a qualified lead to actually closing of the deal.
• Good rapport isn’t just about the flow of a conversation but also the care you give to the meeting environment. Having the zoom call in a kitchen is vastly different than having it in a studio.
• When everything starts shaking and moving, a good salesperson must be able to put all the pieces together and act on them quickly.
• At Ciara, they provide a conversation assistant. It’s software that records the conversation as you’re talking to a customer so you have feedback to consider the best next steps.

“From Call to Close: How to Win Deals on the Phone” episode resources

Connect with Martin Heibel via Crunchbase and LinkedIn. Check out their official website as well.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.