Todd Muffley's guest appearances

Todd Muffley

Sales Tuners

Defenders of Business Value

Annie Duke

Perry Marshall

Chris Voss

Andy Paul

Damian Thompson

Mike Michalowicz

John Barrows

Doug Landis

Max Altschuler

Adam Weber

Scott Ingram

Mark Roberge

Bob Burg

Brandon Bruce

Josh Brown

OwlTail

This week Ed has the opportunity to visit with his friend Todd Muffley. What prompted this conversation was that Ed saw an article Todd posted on LinkedIn titled Be Still. The tone of this article he has written was that the sale was not necessarily what he thought it was, and being friends with Todd for a number of years, this got Ed curious. So, Ed reached out to Todd. And Todd had been so candid with his advice and thoughts on what he would have done differently. Tune in and enjoy this valuable conversation with Todd.   ** For past guests, please visit https://www.defendersofbusinessvalue.com/dbv-podcast/  Sign up for the Legacy Exit newsletter  here  For show notes, go to: https://www.defendersofbusinessvalue.com/  Follow Ed: Connect on LinkedIn: https://www.linkedin.com/in/edmysogland/  Twitter: twitter.com/edmyso Instagram: instagram.com/defendersofbusinessvalue  Facebook: facebook.com/bvdefenders

This week Ed has the opportunity to visit with his friend Todd Muffley. What prompted this conversation was that Ed saw an article Todd posted on LinkedIn titled Be Still. The tone of this article he has written was that the sale was not necessarily what he thought it was, and being friends with Todd for a number of years, this got Ed curious. So, Ed reached out to Todd. And Todd had been so candid with his advice and thoughts on what he would have done differently. Tune in and enjoy this valuable conversation with Todd. ** For past guests, please visit <a href="https://www.defendersofbusinessvalue.com/dbv-podcast/" rel="nofollow" target="_blank">https://www.defendersofbusinessvalue.com/dbv-podcast/</a> Sign up for the Legacy Exit newsletter <a href="https://indianabusinessadvisors.lpages.co/dbv-newsletter-signup/" rel="nofollow" target="_blank"> here</a> For show notes, go to: <a href="https://www.defendersofbusinessvalue.com/" rel="nofollow" target="_blank">https://www.defendersofbusinessvalue.com/</a> Follow Ed: Connect on LinkedIn: <a href="https://www.linkedin.com/in/edmysogland/" rel="nofollow" target="_blank">https://www.linkedin.com/in/edmysogland/</a> Twitter: <a href="http://twitter.com/edmyso" rel="nofollow" target="_blank">twitter.com/edmyso</a> Instagram: <a href="https://www.instagram.com/defendersofbusinessvalue/" rel="nofollow" target="_blank">instagram.com/defendersofbusinessvalue</a> Facebook: <a href="http://facebook.com/bvdefenders" rel="nofollow" target="_blank">facebook.com/bvdefenders</a>

Todd Muffley - Lessons From Selling to Key Employees

Takeaways  Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In general, no one will ever buy less because you care more. Finding ways to engage with prospects at another level than simply making a phone call or sending an email makes a significant difference these days. What can you send a prospect to differentiate yourself and show them you really care? Push Your Tone to the Limit: On a scale of one to ten, with one being beloved Fred Rogers and ten being brutally honest Joan Rivers, where do you fall? Being nice is nice and all, but sometimes it helps to step outside your comfort zone. Understanding where you fall on this tonal scale is important, but more important is finding the line of where your prospects sit. What can you say to move them to the edge of emotion and stand out in their inbox? If you upset some people along the way, so be it. It doesn’t make sense to dwell on the one or two people you may have shocked when you see the increased pipeline you’re able to build. Understand the Curse of Knowledge: You know what they say about making assumptions, right? Don’t do it. Why? Because aside from the obvious negative consequences, the knowledge in your head may be harder for others to comprehend than you think. It’s easy to assume that because you have domain knowledge, everyone does. Unfortunately, that’s simply not the case. It’s always better to start fresh and build upon a mutual understanding than to assume you’re already on the same page.  Full Notes https://www.salestuners.com/todd-muffley/ Book Recommendation  The E-Myth Revisited by Michael Gerber  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In general, no one will ever buy less because you care more. Finding ways to engage with prospects at another level than simply making a phone call or sending an email makes a significant difference these days. What can you send a prospect to differentiate yourself and show them you really care?</li> <li>Push Your Tone to the Limit: On a scale of one to ten, with one being beloved Fred Rogers and ten being brutally honest Joan Rivers, where do you fall? Being nice is nice and all, but sometimes it helps to step outside your comfort zone. Understanding where you fall on this tonal scale is important, but more important is finding the line of where your prospects sit. What can you say to move them to the edge of emotion and stand out in their inbox? If you upset some people along the way, so be it. It doesn’t make sense to dwell on the one or two people you may have shocked when you see the increased pipeline you’re able to build.</li> <li>Understand the Curse of Knowledge: You know what they say about making assumptions, right? Don’t do it. Why? Because aside from the obvious negative consequences, the knowledge in your head may be harder for others to comprehend than you think. It’s easy to assume that because you have domain knowledge, everyone does. Unfortunately, that’s simply not the case. It’s always better to start fresh and build upon a mutual understanding than to assume you’re already on the same page.</li> </ol> Full Notes <a href="https://www.salestuners.com/todd-muffley/" rel="nofollow" target="_blank">https://www.salestuners.com/todd-muffley/</a> Book Recommendation <ul> <li><a href="http://amzn.to/2shxy2j" rel="nofollow" target="_blank">The E-Myth Revisited</a> by Michael Gerber</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care