Shane Gibson Keynote Speaker | Social Selling | Sales Trainer | Social Media Strategy
Rank #1: The 9 C’s of Social Sales Success.
Today’s blog post and podcast is about the 9 C’s of Social Sales Success. Their are many attributes, attitudes and strategies required to effectively harness the power of online social networks for sales and relationship building. I have taken them and broken them down under 9 core areas that start with the letter C. Following are the 9 C’s of Social Sales Success: 1) Curiosity Those that are successful in social sales are always looking for new ways to succeed and improve. They see obstacles and problems as pathways to opportunity and are inquisitive and investigative in nature. 2) Curation Great sales people and entrepreneurs understand that Mind Share = Wallet share. They become a resource through curation and sharing of relevant content for their target market. Through the act of evaluating and sifting through content they also improve their industry insights daily. 3) Creation Is the next step where we move from resource to social selling thought leader in our industry vertical. As a social sales person your goal it to develop magnetic content that is value specific to your audience. Creation or value can also be creating events or pulling people together offline or online. 4) Collaboration Great social salespeople strive to move beyond cooperation to collaboration with their team members within all departments of their organization. They also use relevant online collaboration tools like slack, hangouts, Slideshare, and mobile CRM apps to leverage their efforts and the expertise of their network. Great social sales people foster partnerships that amplify their work and help them reach new markets. 5) Community As a salesperson your community is your long-term financial security. What your community says about you sells. Your community can also be your partners in innovation and product creation. Tools like HeroX can help you innovatively partner with your community. 6) Combination It’s not LinkedIn versus Twitter, cold calling versus email or online networking versus in-person. If you’re successful in sales you are most likely combining it all to maximizes your success. 7) Calendar Driven Motivation and inspiration are temporary, calendars keep you consistent in your activity and results. Prioritize your social sales activities based upon ROI. Plan out your social/content media calendar a month in advance so that you have your social sales content and communications strategy broken down to daily disciplines. 8) Commitment Gary Vaynerchuk’s big success came after video blogging 5 days a week until he hit video 148 and then he kept going! 81% of the time you convert a competitors client it happens after 5 to 12 value-added contacts, follow-up and then follow-up some more. And remember… It’s not over until 11:59:59 on the last day of the month. 9) CRM Use Customer Relations Management tools like Nimble CRM or SalesForce. Your CRM organizes and aggregates all of your communications channels. CRM gives you feedback, it’s a dashboard that maps all of your sales data helping you make better decisions. If used successfully your CRM tells you exactly where you are on your road to success. It also enables you to collaborate with your team and manage an infinitely larger number if relationships than previously possible. If you can apply all 9 C’s of Social Sales Success you will be well on your way to building a magnetic personal presence that naturally drives new business to you. If you’re looking to improve your sales performance, you and/or your team member may want to check out my Online Professional Sales Certification Program.
Rank #2: Guy Kawasaki Podcast Interview on Enchantment.
I first met Guy Kawasaki at an Olympic Tweetup here in Vancouver a little over a year. My co-author Jay Conrad Levinson had already filled me in on Guy, and Jay may have even used the word “enchanting” when he described Guy. He seems to arrive and light up a room and make everyone around him feel at ease, when guy speaks about marketing and leadership business leaders listen. When Guerrilla Social Media Marketing was being written Guy was #1 on our list as the person to write the foreword, and we were absolutely honored to have him do so. He is a true guerrilla marketer and his use of Twitter and the creation of his site Alltop.com make him a social media thought leader and innovator. He also is an Apple Fellow and the driving force behind the creation of the Apple Fanboy many decades ago (a movement which is still in full force). When Guy’s book Enchantment was being released I responded to Guy’s announcement and asked him to do a podcast interview. In the interview we discuss: Enchanting brands Social media marketing Enchanting today’s worker How to resist enchantment and the difference between enchanting brands like Apple and Zappos and mainstream run-of-the-mill brands Below is an “Enchantment Info Graphic” to accompany the podcast:
One idea every week to help you build stronger relationships with your customers and increase your sales.
Rank #1: Three Reasons You Should Avoid the Sales Roller Coaster.
“The Sales Moment; Issue #271” http://traffic.libsyn.com/piercemarrspodcasts/Three_Reasons_You_Should_Avoid_the_Sales_Roller_Coaster.mp3 To Download Right Click and Select “Save As” Have you ever felt like you are riding a roller coaster of generating new business and servicing the business you have? While attending a business conference recently, I asked a gentleman how his business was going. His answer was familiar and one I hear often from salespeople and business owners. He said, “I am spending so much time completing my existing contracts and commitments that I have little time for prospecting and obtaining new business.” He went on to say that while he is generating new business he experiences a lull in his cash flow. You have probably heard the phrase, keep your sales funnel full. In simple terms, it is the sales process that takes a prospect on a journey to becoming a paying customer. Or, in other words, the time lapse between generating a new opportunity and when you receive the order.A full sales funnel implies you have a steady flow of new opportunities pouring into the top of your funnel producing a steady flow of sales coming out the bottom. An empty funnel can be detrimental to your future sales and income since it can take weeks or even months for the actual order to materialize. A full sales funnel can benefit you in the following ways: 1. A full sales funnel will put you in the right state of mind. Never needing the sale takes away the stress and pressure of having to make a sale and allows you to serve the client in the best way possible. This prevents you from being a “stinkin” salesperson who desperately needs the sale. A prospect can smell one a mile away! 2. A full sales funnel will stabilize your income. Nothing can be more frustrating than going from feast to famine. *Even though some businesses are seasonal and inconsistent, you should plan ahead for those times and get creative on finding new ways to generate income during the down times. 3. A full sales funnel helps you focus on the most important. It can be easy to fall into bad habits when you are inconsistent in your sales process. Stay sharp and consistent. “Either run the day or the day runs you.” ~Jim Rohn Next week we will look at ways you can keep your sales funnel full. Have a great week! Pierce PierceMarrs.com The post Three Reasons You Should Avoid the Sales Roller Coaster appeared first on Pierce Marrs.
Rank #2: A Reputation to Live Up To.
“The Sales Moment; Issue #270” http://traffic.libsyn.com/piercemarrspodcasts/A_Reputation_to_Live_Up_To.mp3 To Download Right Click and Select “Save As” Can you really influence someone’s actions by saying what you believe about them? Dale Carnegie believed you can, and so do I. In his classic book, How To Win Friends and Influence People, Carnegie suggested giving someone a fine reputation to live up to as a way to change people without giving offense or arousing resentment. While the example Carnegie provides shows clearly how this would work, I still wondered how I can do this without seeming manipulative and disingenuous. I recently heard a keynote from the author of Influence; The Psychology of Persuasion, Dr. Robert Cialdini, and he told a great story of how someone used this technique on him. When the first printing of his latest book, Pre-Suasion, shipped with poor quality printing, his publisher called and said, “I have some bad news, and I hate it happened to a nice guy like you.” How could you be rude after a statement like that? Simply, it means giving a compliment and speaking into existence how we see people. Remind people of something they are good at. We should look for the strengths in people in order to have influence with them. “To change somebody’s behavior, change the level of respect she receives by giving her a fine reputation to live up to. Act as though the trait you are trying to influence is already one of the person’s outstanding characteristics.” ~ Dale Carnegie & Associates If you give a person a fine reputation to live up to, they will make every effort to live up to that reputation rather than see you disillusioned. Have a great week! Pierce PierceMarrs.com The post A Reputation to Live Up To appeared first on Pierce Marrs.
Tired of wondering where your next lead will come from? What if you had a reliable, and predictable, source of new potential customers coming into your sales funnel each month? This is Predictable Prospecting and here I'll show you how some of the best sales leaders in the industry are creating consistent, and measurable procedures to bring in fresh, qualified leads to their sales funnels each and every month.
Rank #1: Episode 89: Tactics for Effective Phone Sales - Art Sobczak .
The telephone is a vital instrument for us to use when having sales conversations. Telephone sales expert Art Sobczak is here today to share some of his amazing telephone sales knowledge. I consider Art Sobczak a mentor. I have been following him since 1985. He is the president of Business by Phone and the author of books like Smart Calling, Sell More in Less Time, and Telephone Tips that Sell. He is an expert in utilizing the phone for sales conversations. Art shares how selling is the greatest profession in the world, and how he wakes up everyday knowing that there are people out there that he can serve in this profession. A lot has changed over the years, but people still buy from people, and aside from face-to-face, voice-to-voice is the best way to sell to those people. This is a great conversation, and Art shares tips and selling knowledge from his 35 years of selling experience. Episode Highlights: Art wakes up everyday knowing that there are people out there waiting to be served. Making a difference through the greatest profession in the world which is sales. How a lot has changed over the years, but people still buy from humans and the most effective way to sell is by speaking with people. Other than face to face, the best way to sell is voice to voice. How sales enablement tools can be distracting if not used correctly or effectively. The importance of examining what your sales process looks like and who you are selling to. How using the phone is a permission based tool that can cut through a lot of the clutter. How fear of the phone stems from a lack of knowledge. The importance of having relevant and targeted messaging. Different calls require varying degrees of preparation and research. The problems of disguising call avoidance as research. When you get voicemail, your purpose is to leave a question in that person's mind. The importance of call quality and investing in good equipment. Resources: Business by Phone Smart Calling Books by Art Sobczak
Rank #2: Episode 129: The Resurgence of Telephone Sales - Mark Hunter.
Even with all of the social media and automated sales tools available, a one-on-one conversation over the telephone can still be a powerful selling tool, especially among consumers that value authenticity. The resurgence of the telephone call is one of the things that today’s guest talks about in this episode. Mark Hunter is an author, speaker, coach, and consultant, as well as the Co-Founder of the Outbound Conference. Listen to the episode to hear what Mark has to say about what’s new in prospecting, the difference between informed calling and col calling, and how to get into the prospecting mindset. Episode Highlights: What’s new in prospecting Why the telephone is making a resurgence and what Millennials have to do with it Informed calling vs. cold calling The place of automated follow-up systems in prospecting Positive feedback that Mark has gotten about his book Using social media for prep work How to get into the prospecting mindset The Outbound Conference Resources: Mark Hunter The Sales Hunter High-Profit Prospecting Outbound Conference
Sales is a thinking process. The Catalyst Sale Podcast is a weekly podcast with Catalyst Sale founder Mike Simmons and host Jody Maberry. We discuss real stories with practical application, in the context of B2B Sales. Other topics discussed include - Sales Strategy, Revenue Operations, Training, Onboarding, Sales Enablement, Organization Enablement, Workforce Development, and Execution.
Rank #1: Catalyst Sale: The Validation Step.
Episode 4 - Validation - How do you know if there is a deal to be had? This is the first step in the Catalyst Sale process. Mike & Mike discuss how to validate if you have a real opportunity, if you are working with the right organization, contact, etc. Sales is a Thinking Process. Catalyst Sale is a learning organization first and foremost. That’s why we care about a thinking process that enables results versus a process that tells people what to do. We aim to add value whenever we can, and our true success is measured by the sustainability of our work long after we complete a project. We surround ourselves with good company and never stop learning. We are Catalysts. We Connect people we know and people we meet to help create opportunity for others. We Challenge ourselves, our clients and our team, to discover what is possible. We Learn from others, others learn from us and that never stops. We Contribute our expertise to deliver results with meaningful projects that are aligned with our values. We care about the people we work with every day and get great satisfaction from seeing them thrive. You can find us via LinkedIn, Twitter, & The Catalyst Sale Website on the links below Mike Conner on Twitter Mike Simmons on Twitter Mike Conner on LinkedIn Mike Simmons on LinkedIn Catalyst Sale Twitter Catalyst Sale on LinkedIn Catalyst Sale Website
Rank #2: #90 - The Art & The Science of Sales - Leveraging Data to Take Action.
The Art & The Science of Sales - Leveraging Data to Take Action. This week Steve Will, Revenue Champion & SaaS Sales Leader, joins us to discuss sales, data, common challenges, dealing with conflict, and what's next. We discuss Steve's background and experience, both as an individual contributor, and leading sales teams. Questions Addressed How does Steve define success in sales? How do you distinguish between the Art & Science of Sales? How can you improve functional product knowledge? What are common mistakes companies make when thinking about data? What are some of the questions you should be asking when looking at data? How can technology be leveraged to help improve Marketing & Sales alignment? What does the sales professional of tomorrow look like? Key Takeaways When Thinking of the Art - three things come to mind for Steve. Sales Skills Product Knowledge Industry Knowledge Talk to your peers - Peer & Customers are a great source of information when it comes to industry knowledge Ask your prospects & customers where they go for information. Separate yourself from the norm in your space, put your product through the use cases, work through the practical application. When Thinking about the Science of Sales - consider the data that is available. The ability to uncover the story that the data is telling is critical. Putting the information into practical use is the next step. There are a lot of Sales Enablement tools that will help support sales cadences. A common mistake, is running using these tools, but not understanding how the cadence should change based on the personas you are working with. The Funnelwise playbook is a good example of where the Art & the Science of Sales come together in a successful partnership. Leveraging the data in context to take action. Crucial Conversations You need to have a good understanding of each others role & responsibilities Give your team member the benefit of the doubt Treat people with respect Be patient Most of the time, conflict occurs when goals do not align. As sales leaders, we are comfortable with being measured by revenue. Jill Rowley - talks about the traits of the modern seller. Leverage Data Seek Collaboration Communicate Effectively Exhibit Business Acumen Share New Ideas Embrace Technology The root of sales evil is poor discovery Show Links LinkedIn Crucial Conversations Jill Rowley Catalyst Sale Twitter Call to Action How do you distinguish between the Art & Science of Sales? Let us know via twitter @catalystsale or email us directly. Please share your stories with us @catalystsale on twitter or via firstname.lastname@example.org ---------------------- Thank you Ratings & reviews help others discover the podcast - thank you for helping us get the message out to the community. Please send listener questions and feedback to email@example.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Catalyst Sale - Sales Fundamentals Training Program ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. Sales is a Thinking Process.
B2B Nation is the TechnologyAdvice podcast for B2B sales and marketing professionals with expert opinions and advice on the most important topics in the industry today. Hosted by Chris Klinefelter.
Rank #1: DDB: The Art and Science of Storytelling.
Wendy Clark is the CEO of DDB North America, a highly ranked, worldwide advertising agency with clients such as State Farm, McDonalds, Johnson and Johnson, and Hertz. She joined the B2B Nation as part of our partnership with the 4A’s Transformation Conference. In this episode we talk several of the ongoing transformations in the marketplace today, including the transformation of advertising and marketing, creative and media, customer interaction, and so much more.Read more: http://technologyadvice.com/blog/marketing/the-art-and-science-of-storytelling/
Rank #2: Andrew Dumont: Customer Expansion and Account-Based Marketing.
Andrew Dumont, marketing expert and former CMO at Bitly, was a recent guest on B2B Nation. We talked about the similarities between account-based marketing (ABM) and inbound marketing, how those two tactics can work together, and how to increase customer retention and reduce churn rate through customer expansion tactics.
Podcast by Enterprise Sales Podcast
Rank #1: Dave Mattson | CEO, Sandler Training | The Sandler Rules for Sales Leaders.
Dave Mattson | CEO, Sandler Training | The Sandler Rules for Sales Leaders by Enterprise Sales Podcast
Rank #2: Brandon Bornancin: How to Earn 6-Figure Commission Checks with Account-Based Acquisition Strategies!.
Brandon Bornancin: How to Earn 6-Figure Commission Checks with Account-Based Acquisition Strategies! by Enterprise Sales Podcast
We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.
Rank #1: Lessons From the Sales 1%: How They Do It (and How You Can Too).
Scott Ingram of Relationship One is our guest for Sales Pipeline Radio. Ingram is the author of the recently published book “Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals.” Host Matt Heinz asks Scott what he learned about being a successful sales professional from the those he interviewed for his book. They discussed: How to work the mental game of sales: the importance of mindset How the top sales producers get to the top and the skills required to stay there Relationship-building methods to help you win and keep customers Why it comes down to momentum! How humility and caring linked with confidence determines the top one percent in sales How to avoid the ego/arrogance trap How Scott’s Inspired Marketing Podcast has helped Scott develop relationships What Scott is doing to setup a Successful 2019 About the Book: Sales Success Stories: 60 Stories from 20 Top 1% Sales Professionals Want to learn the insider secrets of the top 1% sales achievers? Discover the inspiring techniques of 20 sales VIPs so you can climb the ranks and bring in the biggest commissions of your career. Fed up with the same old sales results? Tired of advice from so-called sales gurus who don't actually sell for a living? Want to learn closing techniques from real-world doers? Account director, podcast host, and top 1% achiever Scott Ingram has spent his whole life obsessed with sales. With nearly two decades of sales experience under his belt, he’s ready to share 60 inspiring stories to help you finally sell like a heavy hitter. Sales Success Stories - 60 Stories from 20 Top 1% Sales Professionals is a powerful collection of the tales of triumph—and failure—from 20 amazing sales MVPs. Divided into four motivating sections covering mindset, relationships, sales careers, and sales processes, this book will show you how high achievers sustain stellar results on a daily basis. If you’re an ambitious and dedicated professional ready to climb the ladder to the top, then you need this road map to career victory! _______ Thank you to our sponsor, MailTag.io. MailTag.io is a Chrome browser extension for your Gmail that allows you to track and schedule your emails. It’s a super helpful recommend if you’re in sales because you can receive real-time alerts, right on your desktop, as soon as your prospects open your emails or click links within your emails. For more info, be sure to check out MailTag.io!
Rank #2: Learn Advanced Metrics to Improve Sales Pipeline Health .
Attribution, analytics and analyzing data is today's topic. What does the report say? Does it accurately display the past and does it accurately help us predict the future? Marketers are in a world of big data. We've gone from nothing to overload. So there is a lot to help marketers in high tech and not in high tech of how to best use the data available to them. "How do I interpret the data?" Perhaps a better question is, "What answers and knowledge am I seeking to move forward?" You need to organize the metrics to interpret the metrics. The questions of what you seek are critical. Do we have the fundamental metrics that the business needs to understand the health of the business? Within the channels of my function, how do I use metrics to ensure that my efforts are working? Do we have the capabilities to answer the ad-hoc questions that come up in business? Listen to this show to get a more organized list of what you need to know first before you even pull the data. About our guest, Jeff Day: Jeff is a Marketing and Product Management executive with a focus on startup and high-growth technology companies. Jeff excels at applying the right mix of marketing for the right stage of the company in order to maximize growth. With 20 years of proven success with companies such as Highspot, DomainTools, Apptio, Enodo Software, HP, PolyServe and Intel, he has run all aspects of marketing and delivered industry-leading software and hardware products. He is passionate about working with high growth product companies to help drive marketing and product strategy, build happy and productive teams and maximize company success.
Welcome to The Funnel a sales podcast focused on topics like sales process, sales management, sales hiring process, coaching, development, inbound lead engagement, sales and marketing alignment and anything that revolves around the relevant aspects of selling managing and leading a high performance sales team.
Rank #1: Good Sales Managers: A Sales Reps Perspective | Alignment Group (#274).
A good sales manager is someone who can do their job thoroughly while increasing revenue and profit. But what does a good sales manager look like from the sales reps perspective? Today on the Funnel we discuss what sales reps find the most important when it comes to their managers.
Rank #2: The Root Cause of Poor Sales Management.
In this episode of The Funnel: We discuss why business owners tolerate poor sales management and what they can do to break the cycle.
The Sales Excellence Podcast showcases professionals engaged in creating a culture of sales excellence. Our aim is to focus on how leading technology companies use purpose driven sales enablement strategies - specifically to win more customers and drive higher revenues.
Rank #1: How Outreach Motivates Reps To Stretch Their Sales Skills.
“Everybody has different motivational factors. Some people look at pleasure versus pain as being a motivating factor or hope versus fear, acceptance versus rejection, even success versus failure.”Listen now to hear how Turner took his sales reps to the gym to stretch their skills.
Rank #2: Bridging the gap between Sales Operations and Enablement.
Sales operations and sales enablement must work hand in hand to succeed. In this podcast Aarti Kumar explains how to forge that collaboration.
Women in sales is a podcast for women to connect and learn from other women in sales roles. It is also a place for women who are not in sales to learn about why sales is a profession women can have.
Rank #1: Tonni Bennett, VP of Sales at Terminus.
Tonni Bennett is the VP of Sales at Terminus. She talks about her career path along the way at several companies including Pardot, UPS, PeopleMatter and now Terminus. She gives us some insight into what it takes to be a great sales person and how to work your way up and around as a woman.
Rank #2: Annie Matthews, VP of Sales at TechTarget.
Annie Matthews is a VP of Sales at TechTarget. She talks to us on the Women in Sales Podcast about how she worked her way up to a VP of Sales role, her team, her philosophy on how and why you should get into sales, and just drops sales knowledge in general that we can all learn from (male or woman).
B2B selling expert, Ian Altman hosts the Same Side Selling podcast. Organizations rely on Ian to modernize their sales approach to achieve business growth. Ian draws on his experience as a former CEO of two decades to help people and organizations dramatically grow revenue.The Same Side Selling podcast features sales and business topics, as well as insight from industry leaders with proven success. Ian interviews some of the brightest minds who share proven methods to help YOU achieve success and grow revenue with integrity. Tune-in for inspiration, entertainment, and especially actionable takeaway messages that can drive remarkable results.Discover more at http://www.IanAltman.com
Rank #1: 079 | How Asking the Right Questions Can Shorten the Sales Cycle and Lead to Better Results.
Have you ever wanted to peer inside a potential customer’s mind to understand how he or she makes a buying decision? Have you ever wondered what key questions a prospect asks himself when deciding whether or not to buy your product or service? Do you wish you could crack the code on how a customer thinks so you can shorten the sales cycle and achieve the business results you’re after?In today’s episode I discuss a few of the common misconceptions salespeople have with regard to their prospects’ buying and decision processes – and how to develop the skills necessary to uncover a buyer’s real motivations.Plus, I'll be weighing in on how businesses get it wrong when describing what the customer's buying cycle looks like, and how you should look at it instead. Listen in for those topics and more on this special solo edition of Grow My Revenue.Listen to this episode and discover:· How to glean better insight into the sales process in order to achieve better results.· The types of questions you should be asking during sales conversations.· How to prepare for a sales encounter in order to accelerate the sales cycle and stop wasting time on bad opportunities.· And so much more…Episode OverviewI lead workshops all over the world and have trained thousands of CEOs and sales execs on how to achieve better results in business. One of the questions I get asked all the time by salespeople is about how they can encourage and facilitate faster buying decisions from prospective customers. In other words, they want to know how to get to the sale faster.The trouble is, the way businesses think about the sales cycle is all wrong. In fact, in most cases, it’s a complete waste of time.Today, I’ll show you a better approach to the buying process that can actually shorten the sales cycle and lead to better revenues. You'll learn:· How to uncover the truth behind a prospect’s motivation to buy.· The three key questions you should be able to answer in every sales conversation (answering these questions is nearly guaranteed to shorten the sales cycle every time).· Why following a script can undermine a sale.· What top performing salespeople do that others don’t.When you listen in, you'll hear the types of questions not to ask if you want to see better results and what to ask instead. You'll also hear how the old methods of sales no longer work, and the specific steps to follow to have more productive, insightful sales conversations on this edition of Grow My Revenue.For full show notes and other resources, please visit: http://www.ianaltman.com/podcast/ian-altman-asking-right-questions-shorten-sales-cycle/
Rank #2: 102 Phil Jones | Learn 'Exactly What To Say' in Sales Conversations.
My guest today is author, speaker and sales extraordinaire Phil Jones. Phil believes there’s power in words, and when you deliver the right words to the right audience at the right time, you hold the keys to the kingdom. Why? Because the proper word choice can be the difference between earning a prospect’s trust and respect, and having them shut the door in your face.
Sales Babble is a sales podcast focused on sales training and sales consulting for small and medium businesses, solopreneurs and entrepreneurs. We interview sales experts across the globe and provide sales coaching for sales and non-sales professionals interested in the idea of selling with confidence. This podcast explains sales in plain language that is easy to understand, and entertaining. Come join us!
Rank #1: Five Steps for Instant Sales Improvement with Brian Robinson #259.
Five Steps for Instant Sales Improvement with Brian Robinson #259
Rank #2: Why You’re Not Closing Sales #211.
Why You’re Not Closing Sales #211 In this solo episode Pat talks about the Sideways deal and why you’re not closing sales. The reasons for this is not at all what you think. In fact, it’s not so much you can’t close a deal. It’s more a case of you’ve not fully qualified the prospect. If you had properly discovered the prospects situation (their pains and desires), you would have noticed the following: They have more pressing issues. Now they may like what you have, but they don’t HAVE to have it. They may have more pressing issues at this moment. It’s not time to close The seller (YOU) hasn’t fully explained the benefits. If you don’t frame your product or service in the context of the buyer, you don’t have a chance of closing. Focus on the buyers motivations. Buyer Motivations Although it changes from business to business, on the whole buyers are motivated by: Higher Profit Higher Revenue Lower Cost Higher Quality Lower Frustration Faster If you’ve NOT explained your product or service in this context, you’ve NOT done your job. When you take the time to learn the hopes, dreams, pain, suffering and desires of a prospect, you will find out if they NEED what you’re selling. This is the thing, if people ache for what you’re selling, they will buy. Focus on prospects that appreciate your solution. Stop wasting time on prospects that will never buy. Use your time efficiently and have lots of prospects in the sales funnel. Work lots of deals and expect each will take time to close. yet with a steady flow of deals, you’ll constantly be earning new business. Past Episodes Mentioned In this episode we mentioned the following past episodes. Listen today! How To Qualify Prospects using the Questions Listen here In this episode you will learn how to use the SORT method for qualifying prospective clients Story questions Obstacles questions Ramification questions Transformation questions Download The SORT Method Exercise to help you create your own custom set of SORT questions. Five Ways to be a Qualifying Sales Olympian Listen here Not all athletes can compete in the Olympics, only the very best. To become a participant, athletes must qualify. This qualification generally demands entrants to complete a competition within some time, distance, height, or score. The same thing is true of prospective clients. Master Your Cold Calling Fear With This 4 Step Script Listen here Let’s walk through the dialogue step by step and explain what’s going on. Each statement I made has a reason. Notice that most of them are questions. The entire script is choreographed with the following goals: Connect with the prospect so they agree to have a conversation Discover their pain or desires Assess if they are qualified to buy my products or services Show how my products/services address the problems and desire they just mentioned Get them to agree to a follow up meeting ie. get an appointment. The goal is to set up an appointment and to do this whole call in just a few minutes. The post Why You’re Not Closing Sales #211 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.
Sales tips for the aspiring rock star!
Rank #1: Episode 267 Two Phrases That Will Help You Build Trust With Prospects November 3, 2019.
According to a recent survey conducted by Hubspot, only 3% consider salespeople to be trustworthy. No big shock there but; What can we do during the courtship to help build enough trust; So our prospects make it to the altar? In this week’s episode of The Sales Playbook Podcast, I discuss 2 different tactics and 2 really effective phrases that can help! And once you have a listen to this FREE sales tip, come join us for our How To Nurture Prospects Into Clients webinar by clicking HERE.
Rank #2: Episode 266 How To Get A Decision Maker's Attention By "Adding Value" October 20, 2019.
Whenever there’s a discussion around how to get a decision maker’s attention, you can rest assured that someone is going to say;“You need to add value!“What the hell does that mean and more importantly; How do you do it via the various platforms you’re using to prospect. In this week’s episode of The Sales Playbook Podcast we’re gonna go there!
At LeadFuze, we've dealt firsthand with the challenges of growing a sales team from the ground up. We realized there was not a lot of good information available, from people actually building these teams. So our goal is to interview some of the top sales managers/professionals from various industries to get their take on how to handle different aspects of growing and managing a sales team and ultimately create a go-to resource for up and coming sales managers to turn.The podcast will feature quick, conversational interview around topics like hiring, compensation, tools, motivation, pricing, messaging, even customer success topics.
Rank #1: 006: Dave Brock, The Sales Manager Survival Guide.
As a sales manager, what are the most important metrics to focus on? And perhaps more importantly, what are the WRONG metrics that a lot of sales team use? Dave Brock has a new book coming out, the Sales Manager Survival Guide, and in this episode, we talk about why quota related "outcome" metrics may do more harm than good. He also gives some other activity metrics that reinforce the process of daily activity that will eventually drive bottom line sales. Some of these critical daily pipeline activity metrics include: # of prospecting conversations/week # of first customer conversations per week (rather than # of phone calls per week, you can game this metric and not talk to anyone) # proposals sent per week Everyone is eventually measured on quota performance - How much revenue did you produce this year. But they key to setting goals and key metrics is to work backwards - what are the critical daily activity you need to produce that type of revenue. If you need to close 10 deals each year, and your win rate is 10%, you need to have 100 prospects in your pipeline. And continue working backwards to identiry exactly how many first customer meetings you need to have each year to make those numbers. You can find more information about Dave's new book, the Sales Manager Survival Guide right here.
Rank #2: 005: Dan Waldschmidt, Outbound Prospecting Creative Genius.
Dan Waldschmidt is a prospecting legend. His creative philosophy of "Unpredictable and Delightful" is both effective and enjoyable for everyone involved in the process. Prospects love hearing from him, and they eventually turn into customers at an alarmingly high rate. In this episode, we dig into some of the specific creative outbound strategies that Dan uses to get the attention of very successful executives. He describes his 1-2-1 approach formula, which breaks down like this: 1: One sentence opening - I'm writing you because... 2: Two sentences on why you should care about what we are talking about 1: One final question - Make it easy for them to respond and continue the conversation. They key, as Dan describes, is to understand the environment of your prospect. What types of messages will he respond to, and how many of the typical "can you tell me who at your company handles buying xyz" type messages he gets every day. Dan also presents ideas how you can integrate a full outbound strategy to supplement your email campaign. Things including: Email Call Handwritten note Package/gift Other social media To see more of Dan's creative ideas, visit www.danwaldschmidt.com