From Engaged Lead (MQL) 🧲 to Closed Deal 💰
2x Validated Sales Script inside (1x product, 1x service)
What is my promise to you (UVP):
In this Substack, you will learn:
How to qualify and enrich the engaged leads and book meetings using a viral LinkedIn post case study
How to run a sales meeting
How to close the deal
How is this post different (USPs):
Why should you pay attention to this one:
Short and sweet case study from my lead magnet
Proven assets you can use (5x sales decks + 2x sales script)
Derived from practical insights, not theory or survey answers.
Up for it?
Dear GTM Strategist!
We went viral on LinkedIn with sales decks, so I got your hint—you want more hands-on tips on becoming a better seller that you can implement in your business today.
I've got you covered. 💜
But hey - the last time I checked, I could not buy groceries 🍌 with likes, comments, and impressions - so how do I channel this momentum into tangible business opportunities?
We have three jobs to be done:
Qualify and enrich the engaged leads so you do not waste my time meetings 💩 leads (some people just have time to waste - you don't - focus on your ICP)
How do you book a meeting to provide mutual value - forget “book a demo” 🗓️
How to close the deal = money in your bank account 💰
Let’s learn how to get this done.
Qualifying leads 1.0: ICP for the win 👑 and avoid shit leads (pardon my French)
OK - after this post “went viral,” it is time to make sense of its success.
I have already seen some spikes:
1000+ new followers
40% sales increase in our digital products funnel month-over-month
4 new inbound leads for consulting.
This is great.
But there is more I can do with this.
I started the lead qualification.
This time, I tested a tool, Leadspicker, which is an excellent software that removes the monkey work of me manually checking out 1000+ profiles, enriching them, and seeing if they are ICP.
From 1000-something people who engaged, there were 175 opportunities that are a good fit according to my very stiff definition of ICP - now, what to write to them?
The stupidest thing I could do is send them:
“Hey, I hoped you liked my sales decks. Wanna grab a 15-minute virtual coffee to meet ☕?”
This could actually result in some meetings, but there is so much more we can do.
Instead, I came up with this idea:
This is done with https://leadspicker.com/
I could add these data to remarketing lists and start advertising, but I prefer to operate in DMs (faster feedback loops 🔁).
The results? 10 more meetings booked, so instead of 4 inbound leads from the campaign, we now have 14. 🎉
Me likey. 👍
Now, what to say at those meetings to convert?
How to run a sales meeting like a pro: 2 proven scripts for products and services 🔴
Listen to your customer - yes, always.
Align references, examples, and case studies in your sales deck with what they will relate to.
Come to the sales meeting prepared.
Avoid chit-chatting about “scuba diving trip to the Canary Islands, how cats are the best, and what the weather in the UK is” for over half of the meeting to avoid selling - you can do a warm-up for up to 5 min - and then you have sales to do. You should be in control.
Now, how exactly to coordinate this meeting? What to say?
I asked my colleague Pramod Rapeti, Head of Growth at MeetRecord, to give us some insights based on their analysis of 70 million touch points, 3 million hours of conversations, and 150k opportunities.
We created two proven sales scripts for selling products and services. You can access them here: https://gtmstrategist.kit.com/sales-script
Follow these blueprints if you do not know what to say at sales calls. They will supercharge the effectiveness of your sales meetings and make you a better closer.
You can additionally check your sales script following the CLOSER framework by Alex Hormozi:
Clarify their purpose
Label their problem
Overview past pain
Sell them “the vacation,” aka ideal solution/perfect worlds
Explain what their concerns
Reinforce their decision
By the way, Alex Hormozi’s firm Gymlaunch was one of MeetRecord’s first customers. 💪
📦 Big Black Box: You had a great sales meeting - now what?
True direct response legends can sell on the spot. They get the prospect to swipe the card immediately and pre-buy.
But you and I work in tech, so we know this is impossible.
We often deal with complex buying cycles and multiple decision-makers/buying committees.
Because of that, there will be a little “limbo” between your sales call and purchase completed.
The best advice I can give you:
Follow up the same day with the arranged extra assets (offer/sales deck/one pager/case studies - whatever you agreed on)
Check-in in 3 working days if all is good and if they need anything else
The more you can use templates, the better.
But make sure you personalize every offer you make. AI tools make this a lot easier.
I will have to leave you with a cliffhanger here 🧗
Because I really need you to get your sales deck and sales script in order first.
In 14 days, we will continue our sales discussion with more insights on how to sell like a PRO. I will also share my results of testing MeetRecord for a month and give you some very hands-on tips on how to continuously improve your sales process.
Join me in this experiment.
Take MeetRecord for a spin - 600 minuets of FREE sales calls recording will give you good insights on how and where you can improve and you will never miss a follow up email again. Click here to get 20% off on annual subscriptions for Professional, Business, and Enterprise plans.
Other updates:
Next week, I will be the keynote speaker at Product Management Day in Bologna 🇮🇹. If you are from Italy and work in product management, you should not miss it - it’s THE product event in Italy.
Kyle Poyar published my guest post on his Growth Unhinged Substack. This was on my 2024 bucket list since I am a huge fan of Growth Unhinged. I am so happy we made it happen. Hopefully your community will find our take on how to build GTM strategy from scratch helpful.
Next week, we will celebrate 1st anniversary of the GTM Strategist book, so stay tuned for more value-packed content - especially if you’re interested in learning more how to launch a book or a similar knowledge asset.
Now, go, go and close!
It is the closing season 🤠
Build yourself a fantastic pipeline for 2025 and make it your best year so far.
Let’s go to market!
Maja
📘 New to GTM? Learn fundamentals. Get my best-selling GTM Strategist book that helped 9,500+ companies to go to market with confidence - frameworks and online course included.
✅ Need ready-to-use GTM assets and AI prompts? Get the 100-Step GTM Checklist with proven website templates, sales decks, landing pages, outbound sequences, LinkedIn post frameworks, email sequences, and 20+ workshops you can immediately run with your team.
🏅 Are you in charge of GTM and responsible for leading others? Grab the GTM Masterclass (6 hours of training, end-to-end GTM explained on examples, guided workshops) to get your team up and running in no time.
🤝 Want to work together? ⏩ Check out the options and let me know how we can join forces.
Love this! Would love to collaborate at some point!
Didn't know about these tools, very helpful video, thanks!