The Selling Podcast

 Strategically prioritize your accounts. Not all accounts are created equal and we should not treat them as such. Too often we are spending the wrong amount of time in the wrong account. Here is what we talk about on this episode:

• A, B, C, and D accounts defined and time to apply to each group
• Approaching accounts
• Not to assume a solid relationship and push off touch points

One of the highlights of this episode is the checklist of finding the "easiest" accounts:

1. Do you have direct access to decision maker
2. Do you have physical access into the account
3. Does the client's needs match up with your core competency and accessibility
4. Does your compatibility, style, and character fit well in the organization
5. Are they in the buying mood and looking for anything

Lastly, just remember... someone quick to move to you will be quick to move from you! Don't fear the long sales cycle.

Please reach out to us and share your thoughts on this subject:
Mike@thesellingpodcast.com
Scott@thesellingpodcast.com 

Part Two of Selling Time Management 

Unfortunately, you saw some bad habits outlined in last episode. We spoke for 10 minutes about not showing up late for an interview or meeting. (We will blame that on Scott!) Here is the overview of this episode:

• Squirrel syndrome (easily distracted by things not important but urgent)
• Walk out of a meeting if it is not relevant to you
• Selling under pressure makes you unfamiliar to accounts and doesn't work
• Not all meetings need to be 1 hour
• How to break the infinity loop at your desk!

Sales is about setting objectives and accomplishing those tasks. Managing time gives you more time in your day, reduces stress and makes you more effective at sales. Understand how you sell, where you waste time, where you are distracted and identify what you are doing that is not productive. Join us as we continue to make changes in what we do. (The next episode will be more direct!)

Thanks again for joining this adventure with us!

Please reach out to us and share your thoughts and join the discussion:
Scott@thesellingpodcast.com
Mike@thesellingpodcast.com

Comedians use of timing can exponentially increase the joke or sink it with speed.  The irony here is that our planned 30 minute episode on time management went long... real long! We divided it into two parts. 

In this episode, we discuss not being late. Next week we dive into specific details on time management. Here is the overview of the two episodes:

• Meeting management 
• Scheduling activities
• Communication capabilities to streamline your time
• Eisenhower box (if you are unaware... you should Google it)

Please reach out to us and share your thoughts and join the discussion:
Scott@thesellingpodcast.com
Mike@thesellingpodcast.com

Jenna Hall teaches how we can sell with positive assumptions and trust. HPWP Group (High Performance Work Place) teaches individuals how to lead with people. Many of these resources are pushing your internal team to a high level of performance. These same principles should also be applied to clients and potential customers. 

Jenna Hall Contact Information:
jenna@hpwpgroup.com

Be sure to like us, share us, and comment on all the social media platforms! Join the fun and join the conversation!

James Muir finishes up this series with a demonstration of how to avoid discounting and providing  better way. A simple, quick phrase will help you close the deal the way the customer wants. We discuss ways to keep the customer in mind and James provides an easy way to do just that!

Reach out and learn more about James Muir at http://www.puremuir.com

Contact us at:
scott@TheSellingPodcast.com
mike@TheSellingPodcast.com

A listener favorite, James Muir comes back with more insights and wisdom on closing complex sales. James shares his thoughts on how to qualify and clarify, keep people engaged, and most importantly, ensure they are progressing. We also discuss the misconception most sales representatives have about the progression of customers. Sometimes times we think a customer is moving forward and in reality, they are not progressing towards the close.

This was another GREAT interview and one that will help you!

Visit James at http://www.puremuir.com for downloadable content.

Contact us at:
scott@TheSellingPodcast.com
mike@TheSellingPodcast.com

We thank you as the listener for joining our journey. We are having so much fun each week and are grateful for you as a listener to providing us that support. In this week's episode, we reflect on Season 1 of The Selling Podcast and set the tone for Season 2.

Season 1 shout-outs in this podcast include:

• Donald Kelly (The Sales Evangelist)
• James Muir
• Vince Han
• Ray Fujikawa
• Veronica Romney
• Jeff Regan
• Larry Long Jr
• Greg and NJ Pesci
• Phil Everhart
• Fred Copestake
• Mobile Coach, ZoomInfo, Gong and much more...

Season 2 will include more sales theory and we will strive to give 1-2 key take aways every week to help you improve your sales technique.

Selling is a practice and we continue to bring sales leaders to help us understand where and what to practice. Thanks for subscribing, sharing us and helping us to continue to grow!

Change happens! And this time change is happening close to home for Scott.

Circumstances and situations make it the right time for Scott to change careers (but don't worry, he is still on board for this podcast!). He is leaving a fantastic medical sales and consulting career to become a personal finance advisor.

In this episode, we discuss changes and how overcome the challenges associated with it. We also address questions like:

• How has your career advanced and where is it taking you?
• Is you career aligned with your goals?

We also talk about keeping the right attitude, maximizing your experiences, and bringing a rational outlook to actions that determine success.

Follow us, Like us, and most of all...Join the conversation! Leave us a comment or email us. We love hearing from our listeners!

Contact us:
Scott@TheSellingPodcast.com
Mike@TheSellingPodcast.com

In this episode we have a fantastic discussion with Fred Copestake. Fred is an insightful author and podcast host of "Selling Through Partnering Skills." He reached out to us after listening to our podcast episode on the new sales model and had several pieces he wanted to add.

Along with his six elements of Partnership Quotient (PQ), we discuss the VALUE framework:

• Validate - How to check fit for doing business
• Align - How we can work together                                                
• Leverage - How to make a sales approach                                     
• Underpin - How to present, prove and agree
• Evolve - How to develop the business    

Fred shares the steps to move sales through the this framework. Buyers have more information and likely know what they are looking for in a solution. How does the modern day seller work in that environment? Fred explains how this is done by putting the buyer as the hero and working with the customer... in other words, collaborative selling!

Connect with Fred on  LinkedIn Profile (and mention The Selling Podcast when you conncect!):
https://www.linkedin.com/in/fredcopestake/

Fred Copestake's Materials (Podcast, Books, etc)
https://linktr.ee/fredcopestake

Follow us, Like us, and Mention us on all the social media sights! Join the conversation. Thanks!

This will rank as one of the BEST GUESTS we have had!

James Muir, author of "The Perfect Close," shares the ideology and applicational he uses and teaches to close deals. He has proven the simple concept over and over. Both as a sales representative and sales leader!

Sales is not fun if you are not closing deals. James says that this "close" can advance more business and close deals with just two questions! James is happy to share and demonstrates how and when to use "The Perfect Close".

For other study helps and information about "The Perfect Close" please visit https://puremuir.com.

Share, like, and mention us on all the social media channels! Join the conversation and have fun!

Phil Everhart, Founder and President of SmartFox Technologies, graciously answers our questions about the importance of forecasting and how to do it correctly. With COVID-19 taking over in 2020 and budgets tightened, it is critical for companies, managers, and representatives to forecast accurately and effectively.

SmartFox Technology is a business forecast management (BFM) application that is built to work in the Salesforce™ environment. And the purpose is to provide a BFM that helps company leaders predict future revenue base on rules (not emotional guesses), past events, objective representative input,  and management insight.

To be effective in sales, product has to be available in finished inventory when you need it. Something everyone in manufacturing is familiar with after COVID-19. For products to be in stock, you need to have an accurate forecast. The vicious cycle begins and end with an accurate forecast. Listen and learn about SmartFox and the keys to predicting the future!

Contact Phil and tell him you heard him on The Selling Podcast!
Phil Everhart
Phil.everhart@smartfoxtechnologies.com
Phil's LinkedIn Profile
SmartFox Technologies Home Page

Our Contact Info:
scott@thesellingpodcast.com
mike@thesellingpodcast.com

Calling all sales pros! Weigh in on this topic and win a guest-spot on the podcast!

We are looking for your input and doing something different on this podcast. This episode features a discussion about the challenges and opportunities found in the new selling model. Listen and then go to TheSellingPodcast and share you insights with us. Or even better, email us directly (mike@thesellingpodcast.com and scott@thesellingpodcast.com)! You may be invited to be a guest on an upcoming episode!

Here are the struggles we are discussing:

In the new Sales Methodology:

• Customer's have an insane amount of knowledge and the ability to gather information about almost everything!
• Sales reps are no longer needed to "detail and demo" their products like they did a few years ago.
• Sales reps should be providing information about the company to aid in the customer's purchase and timing.

Where we need your input:

1. Is this applicable across all industries?
2. How do representatives find customers?
3. How do customers like to be found?
4. How do sales representative create "urgency" in this new model?
5. How do quotas function in the new model?
6. How can we forecast correctly if quotas get abandoned?
7. What is the best name for this new model?

We look forward to hearing from you and we appreciate your help!

Enjoy this different style of podcast and join the discussion!

Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.

Reps and Sales Managers spend all their time putting out fires and don't make time to strategize. When we can understand all the needs and provide solutions for some clients, we will be a proactive seller of the future.

Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."

Here are a list of works that have been stated in this topic and will be referenced throughout the episode:

• https://hbr.org/2008/05/how-to-sell-services-more-profitably
• https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
• https://hbr.org/2012/07/the-end-of-solution-sales
• https://jbarrows.libsyn.com/99-keenan-gap-selling
• https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/

While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.

Is Mike convinced and is "solution selling" really dead?

Scott tries to convince Mike that "Solution Selling" is outdated because of the information revolution.

Because of all the information available, most customers already know what product will best fit their solution. Marketing plays a larger role and we will discuss that more next episode. This week Scott tries to convince Mike that playing matchmaker for the client and best solution is the way of the past.

Scott's theory is "people are smart enough to know what they need and sales people get in the way. The way of sales needs to be providing smooth transitions and filling in any knowledge gaps for the buyer."

Here are a list of works that have been stated in this topic and will be referenced throughout the episode:

• https://hbr.org/2008/05/how-to-sell-services-more-profitably
• https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/whats-wrong-with-solutions-selling-and-how-to-put-it-right#
• https://hbr.org/2012/07/the-end-of-solution-sales
• https://jbarrows.libsyn.com/99-keenan-gap-selling
• https://accent-technologies.com/2013/09/05/traditional-solution-selling-is-no-longer-the-solution-that-sells/

While there is a small role for solution sales, the focus needs to be on proactively selling. This entails knowing your company's strengths and weaknesses and ensuring that these work with the customer's ideal solution.

Is Mike convinced and is "solution selling" really dead?

We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.

1:1 weekly meetings are sacred time with employees and employers and should be treated as such... especially during the COVID time. Here are our top 3 things to discuss after your employee has turned the time to you:

1. Pipeline Management - How are accounts progressing?
2. Pre-call Routine - Efficacy vs results.
3. Remove Obstacles - One of your main focuses should be removing obstacles so your reps can achieve their results.

This should not surprise you, but Scott has been making some managerial mistakes and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions that you would make. What is working well for you? 

Please reach out to us at www.TheSellingPodcast.com

We were recently asked by a listener to give real and tactical solutions for sales. Mike and I broke this down for sales representatives and sales managers.

• How do you organize your territory?
• Which accounts should you call on first?
• How do you outline emails vs calls?
• Who do you contact more... influencer or decision maker?

Scott has been making calls in the field and Mike give real coaching on what he can do to improve. Listen to this episode and see if you have any additions or suggestions that you would make. What is working well for you? 

Please reach out to us at www.TheSellingPodcast.com

Targeting is always started but rarely completed in sales. Most reps, managers and executives know where they should go and who they should visit. However, they miss several key pieces. We cover these areas in this episode of the series:

• Safe Spaces - Who are you practicing on?
• Champions - Who will help you keep the deal alive?
• Industry - How do you work within the general market landscape?
• Your Bag - Do you have a Leader, Needer or Beater?
• Customer Type - How do your customers/prospects match your bag?

From there it comes down to the territory plan...

1. Your number to hit
2. Products you push to hit that number
3. Prospects that buy the products that you push to hit your number

As an added bonus, we speak about what can you do when you get ahead of your number?

Come and find us at www.TheSellingPodcast.com!

Relationship mapping inside a territory is critical to expediting sales. When constructing a relationship map, include the following:

Area Relationship Map (inside the territory)

• Who does business with who?
• Why do they do business with certain people?
• Who are the key voices in your industry?

Prospect Relationship Map (inside the account)

• Who is the decision maker?
• What is the internal dynamic of the organization like?
• Who is an influencer (often different than the decision maker)?

Relationship Map Plans

• If you stop doing business with someone, what impact will it have?
• If you start doing business with someone, what impact will it have?
• Who else is connected to your prospect?

These are some of the pieces to consider when developing your Territory Relationship Map.

Don't be stuck in a rut of sales when you feel very busy but not making sales! This episode and series will outline how to make an actual difference in your number!

Key learnings in this episode:

• Account prioritization
• A, B, C, and D accounts
• Mapping out the accounts
• Downtime management 
• Setting account expectations

Respect the Hustle and Hate the Hassle

If we put the enthusiasm, insight, and wisdom of Larry Long Jr into a pill we could change the world! And it would only take one dose! WOW. What a great time interviewing Larry and swapping ideas. He will most certainly be making a return appearance on the podcast!

In this episode, Larry shares his experience with topics like:

• The right hire for your company
• The importance of honest 1:1 conversations and how to hold them
• E.P.I.C. (You will have to listen...)
• Being genuine and asking the tough questions... the really tough questions!