10 Sales Secrets from Retention.com's CRO (That Actually Work!) | Marketing Shots

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This is Luv, and here’s your weekly Marketing Shot :)

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Last week, I came across a brilliant LinkedIn post by Diana Ross, CRO at Retention.com, that genuinely stopped me in my scrolling tracks. Her insights were too valuable not to share with you all.

Diana shared how she, as the sole salesperson, helped scale Retention.com from $1M to a whopping $13M in Annual Recurring Revenue in just 27 months. That's extraordinary growth with minimal sales headcount!

I've distilled her wisdom into actionable insights that you can implement in your own sales strategy immediately:

1. Ask for 15 mins, but book 30

When reaching out cold, asking for a short 15-minute call increases the chances of a “yes.” But when you send the invite, make it 30 minutes. Most people don’t mind the extra time if they’re engaged.

2. Tell Your Story

Facts are forgettable, but stories stick. Before diving into your product, share a personal or business story that connects with your audience.

3. The 5X5 Pitch

Your initial product pitch should be short and snappy—5 slides, 5 minutes. Answer the key questions you always get. If they’re interested, you can always book another call.

4. Always be Pitching

Sales isn’t passive. Take control of the call and steer the conversation. The more you pitch, the more you refine what works.

5. Use Customer Stories

People connect with emotions, not just numbers. Instead of rattling off stats, tell a real story about how your product changed a customer’s business (and life).

6. Create Urgency

A little push helps. Offer an incentive like a discount or extra credits if they close by a set date. It makes them feel like you’re working in their best interest.

7. Land and Expand

Not everyone wants to commit to a big deal upfront. Get them started with a small spend and a clear path to expand once they see value.

8. Offer an Opt-out period

Reduce friction by allowing a 90-day opt-out on long-term contracts. This builds confidence and removes hesitation.

9. Send a Deck Recap

People forget details after calls. Send a 1-2 page summary of your pitch to help them (and their internal team) remember why they should buy.

10. Use video for FAQs

Record short, personal videos answering common questions. It adds a human touch and makes follow-ups more engaging.

What struck me most about Diana's approach was how it balanced tactical sales techniques with genuine relationship building.

If you're looking to improve your process, I'd suggest implementing just one or two of these strategies this week. Start with the easiest wins. Perhaps, the meeting scheduling trick or the one-page recap document.

That's a wrap for today! Stay tuned for the next edition.

Thanks,
Luv

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