TECH SALES Transformation w/Brian Conway

Name: TECH SALES Transformation w/Brian Conway
Address: 120 HUDDERSFIELD Road, Halifax, HD63RH, GB
Telephone: +447771715767

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TECH SALES Transformation w/Brian Conway

Helping Tech Sellers Close More & BIGGER Technology Sales... Faster! Just some product training, a 90-minute webinar from the product line and a 'pitch deck'.

I have worked in tech sector sales for over 30 years and have spent 20+ years providing sales training to the biggest tech brands in the world. Now, I'm making that knowledge and expertise available to everyone, not just the large corporates with their deep pockets and large training budgets. Tech sales is (IMHO) the best sales job in the world and my goal is to make tech sales great again, like i

t was in the 80s. We were revered at the best of the best, BUT today... (unless you work for the large tech brands) new sales professionals entering our industry get little to no formal sales training. Really?? Want to come on the journey with me to BECOME A TOP PERFORMING ? Then start with my "Ultimate Tech Sales Script"... available for FREE at: https://techsalestransformation.com/simple-script

03/09/2025

Get My 2 Most Effective Sales Coaching Frameworks AND Training for FREE.

Coaching is sooo much easier when you have a proven process to follow.

These 2 frameworks have been battled tested and will make coaching sales reps, especially those regularly missing quota, easier than ever.

Both come with full step-by-step training on how to use them.

Click Here for immediate access: https://www.represcue.co.uk/coaching-guide

01/05/2025

🛑 **Stop Asking Multiple Choice Questions!** 🚫

If you’re in sales, you know how critical the right questions are. But there’s one mistake that’s holding you back from truly understanding your prospect’s pain: **asking multiple choice questions.**

🎯 **Why Do We Do It?** 🧠

Many salespeople don’t even realize they’re doing this. It’s an unconscious habit that creeps in when we rely on our own past experiences.

💡 **The Trap**: When you’ve been in sales for a while, you start predicting answers based on what you've seen before. You think, “Ah, I’ve seen this before! They’ll probably say this…” So, you ask things like:
**“How does that affect your customers? And if they're unhappy, will they go elsewhere, do nothing, or take to social media?”**

You’re trying to guess what they’ll say, but this leads to limited answers. You miss out on the full picture!

🚀 **The Fix: Ask One Question, Then SHUT UP!** 🤐

Here’s the game-changer: ask **one** solid question, then **give your prospect time to think and answer** without rushing in.

1. **Ask a Clear Question** 🎯
Keep it simple: **“How does this affect your customers?”**

2. **Don’t Rush to Fill the Silence** ⏳
Give your prospect time to think and respond. **Silence is powerful!**

3. **Refrain from Predicting the Answer** ❌
Let them answer without guessing what they might say.

# # # ⚡ **Why This Works** 💥

When you stop guessing and start listening, you’ll uncover more valuable insights. Here’s why:

- **You get real pain points** 💡
- **Prospects feel heard** 🗣️
- **You build stronger rapport** 🤝

By staying quiet, you’ll get to the heart of the issue and have a much clearer understanding of their needs – which means you can offer the right solution.

# # # 📈 **The Takeaway: Silence is Golden** 🏆

**Stop asking multiple choice questions.** Ask one open question, then **wait for them to respond**. This leads to more meaningful conversations and **more closed deals**. Trust me, this simple shift will make all the difference in your sales results.

Remember:
Stop guessing, start listening. 🎯
Ask the question. Then shut up and let them answer. 🤐

25/04/2025

🎯 They Objected. I Smiled. Here's Why... 5 Tactics That Convert Sales Objections Into Sales Commissions

While most salespeople cringe when they hear objections, elite performers actually get excited.

Why? Because when prospects raise objections, they're actually engaging with your solution. They're trying to make it fit their world. That's GOOD news.

💡 Let me share 5 Tactical Moves That Turn Objections Into Sales:

1. The Curiosity Approach
- Instead of defending, get curious
- Ask "What makes you say that?"
- Let them elaborate (this is where the magic happens)

2. The Silent Power Play
- After they object, pause for 3-4 seconds
- Watch how often they'll start talking again
- They'll frequently answer their own objection

3. The Deep Dive Method
- Use "help me understand..."
- Follow with specific questions about their concern
- Example: "What specific aspect of this makes you want to think it over?"

4. The Empathy Technique
- Validate their concern first
- Bridge to your solution
- Example: "You're right to be thoughtful about this investment. Many of our current clients had the same concern until they saw..."

5. The Future-Pacing Strategy
- Help them visualize implementation
- Walk through specific next steps
- Example: "Let me walk you through exactly what happens should you go ahead".

⚡ Pro Tips for Sales Managers:
• Role-play these scenarios weekly
• Record calls and identify missed opportunities
• Create an objection handbook
• Celebrate when reps handle objections well

🚫 Common Mistakes to Avoid:
• Jumping to discounts too quickly
• Getting defensive
• Talking too much
• Failing to dig deeper into the real objection

Remember: If your prospects aren't raising objections, they're probably not seriously considering your solution. The best deals often come after handling multiple objections effectively.

Think about your last lost deal... How many of these tactics could you have used?

BEFORE YOU GO...

Would you like a FREE TECH SALES Cheat Sheet + Training?

CLICK BELOW to Download The Exact Sales Framework My Clients Use to Close More & Bigger TECH Sales...Faster

https://techsalestransformation.com/simple-script

22/04/2025

⏰ SALES MANAGERS: ANOTHER coaching strategy to help your ICs 𝗰𝗹𝗼𝘀𝗲 𝗺𝗼𝗿𝗲 𝘀𝗮𝗹𝗲𝘀...

Here's the harsh truth from analysing thousands of stalled deals: Most deals don't die from better products or lower prices elsewhere; they die from a lack of urgency.

Without urgency validation, you're managing hope, not pipeline 😬

🚩 Deal Red Flags:

• Multiple "great meetings" but no advancement
• Vague next steps
• No concrete timeline
• No access to power
• Budget "in discussion"
• Single thread contact
• "Interested but..."

🎯 HOW TO...Transform Your Pipeline Reviews:

Instead of asking "When will it close?" start with "What's driving their timeline?" Get your reps to articulate:

• The measurable cost of their prospect's status quo
• Who owns and influences the decision timeline
• What market forces are creating pressure to act
• Internal initiatives that demand change
• Where's the proof of urgency?"

💡 Your Practical Coaching Framework:

1. Deal Review: Have reps calculate the prospect's monthly cost of delay. If they can't, there's no urgency.

2. Call Recordings: Listen specifically for timeline discussions. Are reps exploring consequences of delay? (Tell me you listen to sales calls!!)

3. Role Play: Practice converting "interesting" to "urgent" through strategic questioning.

Remember: Your job isn't to help reps close faster - it's to help them quantify better.

Quick Win: In your next pipeline review, have each rep present their top deal's "Why NOW?" story. If they can't tell it convincingly, neither can their prospect.

Found this useful...

Get My TWO BEST Sales Coaching Frameworks That Will Turn an Underperforming Individual Contributor into a Quota Crushing Sales Machine... FAST!

Get my best sales improvement 'coaching' frameworks (with free training) and discover (step-by-step) how to turn-around an under-performing salesperson in just 90 days!

https://techsalestransformation.com/coaching-for-results

16/04/2025

This week's TECH SALES Newsletters is available...

Your Questions Could Be Costing You Deals, NOT Winning Them (And You Don't Even Know It) 🚫

"A simple questioning tactic that improves discovery and win probability!

https://www.linkedin.com/pulse/silent-killer-tech-sales-why-top-pros-never-ask-more-than-conway-1xlre

15/04/2025

🎯 TECH SELLERS: Your Product Knowledge is Killing Your Deals.

Controversial? Maybe. But after training thousands of technical sales pros, here's what I know and you can Close MORE & BIGGER Sales... FASTER!

The more you know, the harder it becomes to sell.

Why? More non-technical stakeholders are involved in tech buying decisions.

Picture this: You're demo'ing your amazing API integration and architecture...

Meanwhile, prospect thinks: "What is this person talking about?" 😬

The painful reality:

• Technical jargon flows
• Prospects nod politely
• Eyes glaze over
• Confusion kills deal 🤦‍♂️

Remember: A Confused Mind Does Nothing!

BEWARE The Curse of Knowledge! 😬

• Can't remember not knowing
• Speaking tech to non-tech
• Assuming understanding
• Your "basic" isn't basic

For you: Daily Life
For them: Foreign Language

🎯 Your Clarity Playbook:

1. Iceberg Rule:

• 10% visible (their needs)
• 90% hidden (your knowledge)
• Surface only what solves
• Keep rest in reserve

2. Translation Framework:

• Technical → Human
• Think 8th Grader
• "Which means that..."
• Use 'Kinda Like' technique

3. Confusion Check:

• "Make sense?"
• "How would you explain?"
• "Questions?"

🚩 Warning Signs:

• Industry acronyms
• How it works vs. what it does
• Architecture before value
• "Can you simplify?"

💡 Pro Tips:

• No acronyms unless they do
• Use their analogies
• Focus on outcomes
• Tell stories, not specs

Remember: You dream in tech. They don't.

Quick Win: Next demo = non-technical friend level

𝗖𝗹𝗶𝗰𝗸 𝗯𝗲𝗹𝗼𝘄 𝗳𝗼𝗿 𝗺𝘆 𝗳𝗿𝗲𝗲 𝗦𝗜𝗠𝗣𝗟𝗘 𝗦𝗲𝗹𝗹𝗶𝗻𝗴 𝗦𝗮𝗹𝗲𝘀 𝗦𝗰𝗿𝗶𝗽𝘁:

https://techsalestransformation.com/simple-script

14/04/2025

🎯 SALES LEADERS: STOP "Qualifying" deals... START "Quantifying" problems.

What if I told you that traditional qualification is killing your deals?

When your team asks about "available budget" and "decision timelines," they're missing the real opportunity. Because here's what I teach in my training programs:

Quantify the problem properly, and prospects qualify themselves.

Picture this: Your rep's working a huge opportunity. They've ticked all the qualification boxes:

• "What's your budget?"
• "Who makes the decision?"
• "When do you want to implement?"

Then... silence. Deal stalls. 😬

Here's what's really happening:

• Prospects don't see urgent value
• Problem costs remain hidden
• Real pain isn't quantified
• Decision-makers aren't engaged
• Your solution looks like an expense 🤦‍♂️

The truth? When your ICs help prospects quantify their problem, they find budget, accelerate decisions, and sell internally for you.

🎯 Your Quantification Playbook:

1️⃣ The Real Cost Framework:
• "What's this costing monthly?"
• "How many hours wasted?"
• "What revenue are you missing?"
• "What's the ripple effect?"
• "12-month impact?"

2️⃣ The Motivation Math:
Monthly Cost × 12 = Annual Pain
Annual Pain × 3 years = Total Cost of Inaction

Watch how quickly "no budget" turns into "we need this fixed."

3️⃣ Quick-Win Questions:
• "If this problem costs $10K monthly, who needs to know?"
• "When stakeholders see this costs $120K yearly, who'll act?"
• "What could you do with that saved money?"

🚩 Old vs. New Approach:
Old: "What's your budget?"
New: "Let's calculate what this costs you"

Old: "Who makes decisions?"
New: "Who owns this $200K problem?"

Old: "When do you want to implement?"
New: "How long can you afford this loss?"

💡 Pro Tips:
• Help them discover the cost
• Let them say the numbers
• Watch them sell themselves
• See them drive urgency

Remember: When prospects quantify their own pain, qualification happens naturally.

Quick Win:
Next discovery call, don't ask about budget. Instead, help them calculate their problem's cost.

Want to transform your team's approach? Drop a 💰 below!

11/04/2025

🎯 SALES LEADERS: Want to Know Why Your Team Just Lost Another Deal?

Here's 3 Coaching Tactics You Can Use to Improve Sales Performance.

Picture this: Your rep just finished their demo call. They're pumped. "𝘕𝘢𝘪𝘭𝘦𝘥 𝘪𝘵!" they say. "𝘚𝘩𝘰𝘸𝘦𝘥 𝘵𝘩𝘦𝘮 𝘦𝘷𝘦𝘳𝘺𝘵𝘩𝘪𝘯𝘨 𝘰𝘶𝘳 𝘱𝘳𝘰𝘥𝘶𝘤𝘵 𝘤𝘢𝘯 𝘥𝘰!"

But here's what really happened:

• They talked for 52 of the 60 minutes
• Showcased features the prospect didn't need
• Missed major pain points
• Never uncovered the real decision criteria
• Lost to a competitor who "understood us better" 🤦‍♂️

Sound familiar? Your team might be suffering from "SHOW UP & THROW UP" syndrome.

Here's the reality check: 👇

Studies show top performers speak only 20% of the time in sales conversations. The other 80%? Pure gold from the prospect's mouth.

🎯 Here's A coaching strategy that will transform your pitch-happy team into master listeners:

1️⃣ The Diagnosis Framework:

Teach your reps these power questions:

• "What's driving this initiative?"
• "Why now?"
• "What happens if this problem isn't solved?"
• "Who else is impacted?"
• "What have you tried before?"

2️⃣ Role-Play Scenarios That Work:

Try this in your next coaching session:

Scenario 1: "The Interrupt Game"

- Rep plays prospect
- You play salesperson
- Every time they spot a missed opportunity to ask a question, they say "dig deeper"
- Score your team on questions asked vs. statements made

Scenario 2: "The Silent Challenge"

- Set a 5-minute role-play
- Rep must uncover 3 pain points
- They can only ask questions
- No statements allowed
- Watch their questioning skills skyrocket

3️⃣ The Weekly Listen-First Challenge:

• Have reps record their calls
• Review together
• Count minutes spent talking vs. listening
• Track pain points uncovered
• Celebrate improvements

Train your team to spot these red flags:

🚩 Talking more than 30% of the time
🚩 Pitching before understanding pain
🚩 Answering questions with product dumps
🚩 Missing emotional buying signals
🚩 Skipping stakeholder discovery

The Mindset Shift:

Old way: "Let me tell you about our features..."

New way: "Help me understand your challenges..."

Remember: You're not building a team of product experts. You're developing business advisors who solve real problems.

🎯 Quick Win:

Start tomorrow's sales meeting with this exercise:

"Tell me about your last demo... without mentioning a single feature."

Watch your team squirm then learn.

Want my Best Sales Coaching Frameworks, click below.

https://techsalestransformation.com/coaching-for-results

10/04/2025

🚨 ATTENTION SALES LEADERS: "Your sales team is leaking deals. Here's the fix..."

Let me share something that's probably costing your sales team big time...

You know that prospect your rep was excited about last month? The one they followed up with once and marked as "dead"?

Yeah... they just signed with your competitor. 😬

This happens WAY too often, and here's why:

Most sales teams:

👉 Make initial contact
👉 Send one follow-up (weeks or months later)
👉 Mark as "unresponsive"
👉 Beg marketing for fresh leads
👉 Lose deals to competitors
👉 Rinse and repeat 🔄

Meanwhile, you're bleeding money on:

💸 Generating unnecessary new leads
⏰ Wasting precious selling time
🏃‍♂️ Chasing new prospects while warm ones go cold

But here's the game-changer:

80% of deals close after the FIFTH follow-up!

Want to fix this? Here's your 2-step playbook:

1. Create a value-first follow-up system:

• Day 1: Make that connection
• Day 3: Share a relevant case study
• Day 7: Drop some industry knowledge
• Day 14: Offer specific solutions
• Day 21: Share market insights
• Day 30: Fresh perspective time

2️. Build a team "value vault":

- Mind-blowing industry insights
- Powerful case studies
- Game-changing market research
- Strategic competitor analysis
- Proven solution frameworks
- Inspiring customer stories

Remember: We're not teaching desperate follow-up. We're building professional persistence that ATTRACTS rather than chases.

Stop "checking in" and start showing up as experts who add value at every touch. 🔄

Your team transforms from desperate chasers into trusted advisors.

Prospects start looking forward to their follow-ups.

Deals that were "dead" spring back to life.

Your Next Step:

Get my 2 Best Sales Coaching Frameworks FOR FREE... click below.

https://techsalestransformation.com/coaching-for-results

09/04/2025

Hey sales pros! Here's the truth about "budget problems" - they're usually value problems in disguise.

💎 𝗪𝗵𝗲𝗻 𝗩𝗮𝗹𝘂𝗲 𝗶𝘀 𝗖𝗹𝗲𝗮𝗿, 𝗕𝘂𝗱𝗴𝗲𝘁𝘀 𝗔𝗽𝗽𝗲𝗮𝗿

Think about it:

• When clients say "no budget" 💰
• When deals get "pushed to next quarter" ⏰
• When "other priorities" take over 📊

These aren't really budget issues. They're symptoms of unclear value.

🎯 The Value Clarity Formula:

1. Link your solution to urgent business pain
2. Quantify the cost of doing nothing
3. Show measurable outcomes in their language
4. Make ROI impossible to ignore
5. Connect to their strategic priorities

Remember: Nobody finds budget for "nice to have."

But they'll move mountains for "must have." 🏔️

💡 Pro Tip: 𝗦𝘁𝗼𝗽 𝗮𝘀𝗸𝗶𝗻𝗴 "Do you have budget?" 𝗦𝘁𝗮𝗿𝘁 𝗮𝘀𝗸𝗶𝗻𝗴 "What happens if this problem isn't solved?"

When you nail this, 𝗽𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝘀 𝘄𝗶𝗹𝗹 𝘀𝘁𝗮𝗿𝘁 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝘆𝗼𝘂!

Watch how quickly those "no budget" objections transform into "How soon can we start?", "Where do we go from here?", "What's the next step?"!

Address

120 HUDDERSFIELD Road
Halifax
HD63RH

Telephone

+447771715767

Website

https://TechSalesTransformation.com/simple-script

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