Rank #1: Phil M. Jones on Knowing Exactly What to Say in Your Sales Conversations – Episode #91
Phil M. Jones on Knowing Exactly What To Say in Your Sales Conversations - Ep 91Click To Tweet
Many people don’t have what they want because they are not doing the basics.
Phil M. Jones is an experienced sales leader who has worked hard to get where he is. He learned early on in his sales career that, in his words, he needed to “Do what he was told.” What he means is that many of the things he was being told by his sales trainers were tried and true fundamentals that would set him up for success. Phil says that in order to attain success in any field, you need to be brilliant at the basics, then get up and do it again tomorrow. Then do it again the next day. And the next. Phil has done that and in so doing has developed a keen understanding of how the words he says to prospects make a HUGE difference. He unpacks a small taste of how you can shift what you say to get better results, on this episode of In The Arena.
The sales decision takes a microsecond. Knowing what to say to get past it is key.
For many sales professionals, the most intimidating part of the sales presentation is asking for the sale. Will the prospect buy? Will they have objections? Will they have some reason they have to say “no?” Will they need to consult other decision-makers? Phil M. Jones has discovered that many times you don’t even have to ask for the sale. In fact, he says if you know what to say, many times you can assume the sale and move right past it to the follow up steps, and your prospect will happily go along because of how you’ve handled the situation. Sound too good to be true? You’ve got to hear Phil’s explanation on this episode.
The sales decision takes a microsecond. Knowing what to say to get past it is keyClick To Tweet
Are you challenging your sales leads by the words you say? You should be.
When Phil M. Jones says that you should be challenging your sales prospects, he doesn’t mean in an arrogant, heavy-handed way. He means you should be phrasing the things you say in a way that makes it a challenge for your prospect to respond, the kind of challenge they want to rise to and meet. It’s an example of one of the nuanced ways you can adjust HOW you say what you say so that the response you get is more aligned with the direction you’re going in your sales conversations. Find out more from Phil as he chats with Anthony, on this episode of the podcast.
Do you know what to say in order to get referrals? Here’s a script that really works.
We’ve all been taught to ask for referrals. It’s part of what keeps leads coming in and the pipeline full. But Phil M. Jones believes that from a human psychology standpoint, most of what we’ve been taught in terms of what to say is askew. During this conversation, Anthony asks Phil to explain some of the nuanced changes he’s made to traditional sales scripts in order to dig deeper and understand the "why" behind Phil's sales effectiveness. He gives an exact referral script as an example and quickly demonstrates why his changes are so powerful. You won’t want to miss this one. It could make a difference in your day almost immediately.
Do you know what to say in order to get referrals?
Rank #2: Jeffrey Gitomer on Napoleon Hill’s Keys to Success in Life and Sales – Episode #114
Focusing on THESE steps every day will make the difference between a good #salesperson and #leader and a phenomenal one. Hear the full story on this episode of #InTheArena featuring the King of #Sales, @Gitomer. @Iannarino Click To Tweet
Jeffrey’s journey towards annotating the upcoming “Truthful Living” book and uncovering Napoleon Hill’s keys to success
Jeffrey is an expert in sales. Since his early days of writing columns for the Charlotte Business Journal, to being one of the first to create digital marketing content for an internet that didn’t quite exist yet, Jeffrey has become an authority in the sales world. A lifelong fan of Napoleon Hill, he has written for the Napoleon Hill Foundation for over 15 years. So when Don Green gave Jeffrey a collection of Hill’s greatest, unpublished, personal notes and asked about an annotation project, Jeffrey jumped on the opportunity. This two-year endeavor has culminated in the “Truthful Living: The First Writings of Napoleon Hill” (available for pre-order on Amazon and available everywhere October 30). Jeffrey explains that the longer something lasts, the longer something will continue to last, and Hill’s advice on sales, business, and life are invaluable lessons to be learned.
Key #1 - Maintaining an attitude of success makes all the difference
Napoleon Hill’s keys to success start with mindset and attitude. Going far beyond feel-good thinking, maintaining an attitude of success allows you to achieve greatness by giving you confidence in your product, business, and career. This confidence then allows you to focus on developing 5 main characteristics outlined by Hill. Here they are.
You’ll notice these 5 characteristics have nothing to do with sales specifically. A success mindset is transferable to every aspect of your life, and it starts with positivity and always keeping your end-goal in mind.
Discover @Gitomer’s journey towards annotating the upcoming #Truthful Living book and uncovering #NapoleonHill’s keys to #success. Catch the full story on this episode of #InTheArena! @IannarinoClick To Tweet
Key #2 - Understand the difference between managing TIME and managing YOU
Very few people have a time management problem - most people have a self-management problem. Jeffrey explains the key difference between managing your time and managing yourself, all on this episode. Narrowing down your timewaster activities, avoiding distractions, and leveraging spare minutes throughout your day are all great ways to increase productivity and stay focused. That’s why Jeffrey poses the question, “Can you manage YOU?”
Key #3 - Identify and claim a chief aim in life
Finally, one of Napoleon Hill’s keys to success lies in having a chief aim in life. Without it, you’ll wander aimlessly through life without making much progress. Start with identifying your chief aim. This could be tied to your passions, skill sets, interests, etc. Then, create a plan of how to achieve this aim. Finally, develop the 5 characteristics that allow you to maintain a healthy mindset and self-control. Focusing on these few steps every day will make the difference between a good salesperson and leader and a phenomenal one. For the full story, be sure to listen to this great episode.
A #success mindset is transferable to every aspect of your life, and it starts with positivity and always keepi...
Rank #3: ▶︎ The Phone and Cold Outreach Still Dominate – Episode #118
Rank #4: Jennifer Gluckow on 5 Questions that Will Result in Better Sales – Episode #115
After spending a lifetime in the #sales industry, @JENinaNYminute knows a thing or two about how to make better sales. She shares her invaluable insights on this episode of #InTheArena, and it’s a conversation you don’t want to miss. Listen now! @Iannarino Click To Tweet
#1 - Why do you need to pursue your own leads as a sales leader?
Most salespeople enter into the business wanting to make a difference, either in their own life or in the lives of others. Why is it, then, that so many salespeople sit back and seemingly wait for marketing to send them quality leads? You cannot afford to rely on others to make your career happen, and you have to be diligently working on securing your own top leads. Start talking with everyone you meet, and don’t hesitate to act because you’re waiting for the “perfect lead” to appear that simply doesn’t exist.
#2 - What can you do to become a better networker?
Networking can change your life if you let it, but great networking is not about quantity. The ultimate goal of networking should always be about making quality connections with people who can either send you business referrals or add value to your life. How can you make those types of connections? Start by being specific and targeted in the meetings and groups you pursue. Then, become a value-provider for the people you meet. You can’t expect quality results from new connections if you don’t first convince them you’re worth building a relationship with.
Why do you need to pursue your own leads as a #SalesLeader? @JENinaNYminute shares her answer to this critical question, and so much more, on this episode of #InTheArena. Listen now! @IannarinoClick To Tweet
#3 - How can you combat the temptation to make excuses for your work?
No matter what market you’re involved in, the temptation to make excuses for poor performance is always present. Making better sales starts with taking responsibility for your action - and inaction. Both Jen and Anthony believe in the power of a great mindset and attitude when striving for selling success. Take 10 minutes and identify your top excuses that you tell yourself and your boss. Then, figure out ways to crush those excuses. The minute you stop making excuses is the minute you start making better sales.
#4 - How can you become the CEO of your territory?
If you aspire to become the CEO of your sales territory, you can’t spend all your time analyzing every decision. Company CEOs take action and implement strategies daily - they don’t overthink everything. Becoming a top sales leader is all about identifying your own style of leadership, committing to that method, and owning it.
Excuses get you nowhere in #sales. Learn how to combat the temptation to become stagnant by listening to this episode of #InTheArena featuring @JENinaNYminute. You won’t be disappointed. @IannarinoClick To Tweet
#5 - What’s the key to effectively following up with prospects and making better sales?
No one enjoys getting those calls from salespeople that say, “Hey, I’m just checking in!” What that message actually conveys is a nagging need to know how the sale is coming along - not a desire to help the prospect make a good decision for their business. Jen encourages sales leaders to add value to their prospects’ lives instead. Send them interesting and relevant articles, connect them to professionals they need to know...
Rank #5: Jeb Blount on Fanatical Prospecting – Episode 47
If you want to have success in sales, pick up the phone ~ Jeb BlountClick To Tweet
Embracing the most difficult job in sales
According to Jeb, prospecting is the most difficult job in sales. But, if you don’t prospect, you are not going to sell anything. Jeb puts it simply: you are not going to eat, much less have a job, if you dont prospect. As a sales manager, you need the courage required to tell the truth and to confront. You also need to hold your people accountable, observe their work, and have the conversations that spur on improvement. Jeb holds bootcamps to teach sales people how to prospect. He gets people’s pipelines filled up and ready for success. In sales, coaching and pushing are necessary to cut the excuses and get the appointments. In these bootcamps Jeb has power hours where everyone is making lists, making calls, and learning to stop wasting time, wasting people’s time. Prospecting can massively increase the velocity of creating opportunity, no matter your industry. Listen in to Jeb speak about the power you and your sales team are missing.
The art of interruption
There are so many ways to dive in and utilize prospecting. If we compare today to the 90’s, there are more options than just phone books and knocking on doors. But, the magic is still in the interrupting of people. Jeb preaches about the very much alive avenue of cold calling, due to the fear people have developed of picking up the phone and being that interruption. But once you start, Jeb says, it is easy. It might even be easier than it used to, because of the ability to research anyone you want before you call them. As a sales leader, it is your job to get your salespeople to interrupt. If you teach them to believe in the product and believe they are solving people’s problems, they will make the calls. Jeb’s methodology is a balanced approach to using the tools you already have to diversifying your prospecting and see the most conversations turn into booked appointments.If you want to be a sales leader, develop the managerial courage to interrupt.
Cold calling is not the problem, it’s interrupting ~ Jeb BlountClick To Tweet
Move up the prospecting pyramid
Jeb’s contagious belief in prospecting removes arguments against its use. He offers a chance to rethink the order of prospecting and approaching opportunity. Most salespeople think to call the first name on the list. But that is random thinking. Jeb teaches that the top sales reps call the highest probability deals first. They close that deal, set that appointment, and build their lists strategically. The first 10-15 calls are to those most likely to buy, so the pipeline fills with a better probability of producing results. Some experiences in cold calling start off with rejection after rejection, creating a terrible taste in a salesperson’s mouth. Is it time to rewrite your list? Get your wins early on, develop a better attitude, and set yourself up to sound better and feel better in sales. Learn from Jeb how to gather information to move clients up your prospecting pyramid and spend the most time with the ...
Rank #6: Mike Weinberg Simplifies Sales Management – Episode 45
I get nervous when the sales leader is not focused on driving sales & leading ~ Mike WeinbergClick To Tweet
Sales Managers need to avoid putting on the “Fire Chief Helmet.”
Any business is going to go through seasons of difficulty, problems, and crises. Leaders are typically the ones who grab the fire hose and start to put out the fires because they are the ones who have the insight and drive to handle things. But sales managers cannot do that. Ever. Why? Because their job is the lifeblood of the organization: sales. If sales are not coming in, the organization cannot thrive. The sales manager who jumps out of his role as sales manager and into the role of fire douser will unintentionally strangle the organization.
Why you should NEVER mix administrative and sales roles.
It happens too often that companies large and small expect their managers to wear multiple hats. That’s OK where it’s possible, but one role that can never be coupled with an operational or administrative role is that of salesperson or sales manager. Why? Because the operational tasks and crises will ALWAYS be around and never totally fixed. The operational issues tend to feel more urgent, so they will naturally suck up the energy of the manager, leaving sales to languish in the dust. That’s where a company gets into trouble. Today’s episode features Mike Weinberg’s great insights into how to avoid the sales pitfalls most companies make, so be sure you take the time to listen and learn.
Our job is not to worry about operations, our job is to bury the bastards ~ Mike Weinberg’s mentorClick To Tweet
Many sales organizations die because of lack of hands-on sales coaching.
“My sales team sucks. I think I’m going to fire them all and start over.” That’s a statement that Anthony once heard from an upper manager in a sales organization. His response pointed out the problem… “What are you going to do with the 3rd set of salespeople?” His point was that another sales crew would result in the same problems, as would another one after that. Why? Because the sales team was not the real issue, the management was. Only the managers have the power to make changes, and much of what is needed is effective, hands-on coaching to make salespeople successful in their roles. Mike Weinberg drops a bomb of great information on this episode about simplifying the sales management role.
How the big ego “sales expert” in the company often does more harm than good.
Mike Weinberg has seen lots of companies where the big name, big ego sales leaders have literally destroyed the company. How did they do it? By pontificating and micromanaging. They stand around and tell everyone what the company’s numbers should look like but don’t offer much in the way of training or resources. They care more about activity reports than sales results and inadvertently communicate that they don’t trust their sales team or their sales managers. As he outlines the biggest mistakes sales organizations make, Mike shares the solutions through the concept of simplifying sales management to stay focused on what matters: sales.
If you serve your people first, the sales come & the organization thrives ~ Anthony IannarinoClick To Tweet
Outline of this great episode
[0:48] Ian’s introduction of his friend, Mike Weinberg.
[4:29] The Customer Acquisition Symposium
Rank #7: Stoking Your Hunger to Win in the Sales Arena, with Patrick Tinney – Episode #94
Stoking Your Hunger to Win in the Sales Arena, with Patrick TinneyClick To Tweet
Fear and adversity can contribute to your hunger in a positive way, or it can hold you back.
You hear a lot these days about overcoming fears and adversity, but Patrick Tinney and I agree that both of those things can fuel your hunger if you know how to leverage them to your advantage. The saddest thing is to see a person with great potential who is saddled with their own fear to such an extent that they can’t push forward to the success that is possible. On this episode Patrick and I discuss the role adversity and fear can play in a positive way to stoke the hunger to win in sales, so be sure you listen.
The truthful sales conversations happen when you are able to knock the chat off script.
Every party involved in a sales conversation has their own agenda - a script of sorts they have prepared to direct the conversation in the direction they want it to go. But those scripts often prevent the conversation from getting to the real issues that are at stake, the real needs the clients have and the solutions you can offer. Patrick Tinney says whenever you can knock the conversation off that script you have the opportunity to hear the true needs of your prospect and are able to understand what your team can bring to the table. You’ll want to hear this part of our conversation - it’s well worth your time.
The truthful sales conversations happen when you are able to knock the chat off script Click To Tweet
Why relationships win in every sales interaction.
Your hunger to win as a sales professional can’t be about you primarily, even though the need to attain a certain level of personal success is always part of the equation. You need to focus more on the relationships that are the basis of trust between you and your customers. That’s what will give you success long term. In this conversation, Patrick Tinney shares a story from his own experience about an opportunity he had to build enormous trust with a client and how it came to serve him personally in the end. You won’t want to miss this powerful story.
The first part of becoming a trusted advisor is trust. Don’t violate it.
We’ve all heard the admonition to become a trusted advisor to our customers, and while it’s definitely the goal we want to be shooting for, it’s easy to forget that “trust” is the first part of that goal. The trust our customers have in us is only what we enable them to have - and that comes about through our integrity toward them. In his new book, “Perpetual Hunger” Patrick Tinney speaks to the role those kinds of trusting relationships play in accomplishing the success we all want, and how trust is a key element in it. I encourage you to listen to Patrick’s advice on this, you won’t regret it.
The first part of becoming a trusted advisor is trust. Don’t violate it.Click To Tweet
Outline of this great episode
[0:44] Patrick Tinney: Sales trainer, coach, and author.
[1:21] What does it mean for a sales professional to be perpetually hungry and why aren’t people MORE hungry?
[6:16] What makes for an exceptional sales prospector?
[8:03] The higher value questions a sales pro should be asking.
[9:30] Using your questions to help the prospect ask themselves value questions.
[11:30] The concept of powerful scripting and unsc...
Rank #8: Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process – Episode #101
Seth Godin on Customer Attraction, Brand Loyalty, and His Own Writing Process - Ep 102Click To Tweet
If you have customer attraction you don’t need to raise capital and technology will never be an issue
Imagine if your company was one of those brands that seemed to automatically attract customers because of your culture, your values, or your vibe. What would that do for your opportunities and potential for success? Seth Godin insists that client attraction is THE thing - it’s what makes every company that is successful, successful and it’s what makes every other problem in business less of a problem. In this conversation Seth and Anthony discuss some of the things required to attract customers like that, so don’t miss this sage advice from two guys who have put a lot of thought into the issue.
Brand loyalty is declining because brands have not kept their part of the bargain ~ Seth Godin
There is a decent amount of talk in marketing and sales circles about the decline of brand loyalty. When asked whether it’s true, Seth Godin says that it is and that the main cause is that brands have not kept their part of the bargain. It’s easy to SAY your brand will be something specific for your customers but to actually pull it off requires a kind of thought, intentionality, and consistency that most brand leaders have not dedicated enough time to. Seth has some insight into how that sort of backsliding on your brand promise happens and what you can do to regain ground, so be sure you hear this episode of In The Arena.
Brand Loyalty is declining because brands have not kept their part of the bargain ~ Seth GodinClick To Tweet
Failure isn't that big of a deal, so don’t take yourself so seriously. If you are honest and do good work, you’ll get another chance ~ Seth Godin
Most of us regret our failures on some level. But the failure doesn’t have to be the final word if we are about more than success or failure. Seth Godin says that the entrepreneurs and creators that truly make a difference are the ones who are honest and do good work that truly benefits people. A person or brand with that kind of character deeply ingrained will always recover from mistakes and find new opportunities on the other side. That’s the reality he’s seen over and over as he’s worked with founders, creators, and students and is a place from which you can draw hope the next time you fail.
Why Seth Godin doesn’t like to talk about his writing process
As one who writes every day, Anthony was especially curious how Seth Godin, another person who writes every day and has written many books, approaches writing as a practice. Seth said that he feels that revealing his writing approach would not serve others well simply because we all tend to take on the practices of those we admire rather than discover and develop our own unique approach that fits the way we are wired. In his mind, anyone who can verbally communicate can write. The challenge is learning to write the way you speak - naturally, with emphasis and passion, and with clarity that is truly helpful to those listening (reading). Though Seth didn’t reveal his “magic formula” for effective and prolific writing, what he does share about the realities of writing is very helpful. Don’t miss it.
Rank #9: Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60
What you can do to increase sales by understanding your prospects way of thinkingClick To Tweet
What kind of thinker are you, associative or sequential?
You probably don’t even know what it means to ask yourself that question. It’s because those two terms are things Frank Sopper has developed over years of research into the way the human brain works and how different individuals operate in the world and among their relational connections. When you understand the differences between associative and sequential thinkers, you’ll immediately see people in your life who fit into one of those two categories predominantly. The difference that knowledge can make to your sales career is immense and you’re going to hear why on this episode.
Are your sales prospects associative or sequential thinkers, and does it matter?
If you were to speak to a German person using the French language, you might not get very far. That’s because you’re approaching that person via a form of communication they are unable to understand, or at least not used to understanding. The same sort of thing applies when you try to communicate to someone using a style of thinking that they do not readily employ. On this episode Frank Sopper discusses the differences between associative and sequential thinkers and highlights how a better understanding of how your sales prospects think could get you even more sales success.
Thinking and the increase of sales numbers, with Frank Sopper on In The ArenaClick To Tweet
For greater sales you need to include both types of thinking in your presentations.
The human brain is typically not an all-or-nothing sort of computer. Every person is able to think in both associative and sequential ways, it’s just that not everyone is practiced at both. So for greater sales success you want to make sure that your sales presentations are not lopsided toward one of those styles, but rather that it incorporates an understanding of both. How do you do that? You can find out how to get started down that path by listening to this episode of In The Arena featuring researcher and businessman, Frank Sopper.
The type of questions you ask can lead your prospects down the right path.
But what that path is depends largely on the type of thinker they are. “Why” questions tend to appeal more to those with an associative type of thinking pattern. They are motivated by the “why” and begin to think more deeply and effectively in that sort of context. On the other hand, the sequential style of thinking gravitates more to the “How” type of questions, questions about processes, procedures, and bottom lines. Do you see how that can lead you to ask different questions of different people by having an idea of what kind of thinking style they operate within the most? Researcher Frank Sopper has tons to share about how to apply that knowledge on this episode.
Integrate these 2 things into your sales presentations and see your sales climbClick To Tweet
Outline of this great episode
[3:10] Anthony’s introduction of how he got involved with Frank and his assessment.
[5:36] Frank’s description of what he does: research combined wi...
Rank #10: Podcast: The Person Who Comes After the Person You Are Now
Rank #11: Applying a New Daily Productivity Formula, with Allen Brouwer – Episode #89
Applying a New Daily Productivity Formula, with Allen Brouwer - Ep 89 @BestSelfCoClick To Tweet
Part of Allen’s Productivity Formula: The 13-week goal-setting roadmap.
One of the ingenious things that make the Self Journal so helpful is that it provides a 13-week framework by which anyone can accomplish any goal. That may sound outrageous, but keep reading. The premise is that most people procrastinate and never accomplish their goals because they set too large of a time frame for its completion. By crunching the timeframe into just 13 weeks, action is required every day - and you’ll be amazed how quickly significant steps can be taken. Listen to how Allen describes the process to discover how you can make use of it, on this episode.
If you didn’t do something brag-worthy, you weren’t very productive ~ Anthony Iannarino
One of the markers Anthony uses to gauge his own productivity is whether or not he did something he really wants to tell other people about. Was there an accomplishment in your day that you are excited about? Did you reach a marker or milestone of some sort that has you jazzed? If so, you were undoubtedly productive. If not, you probably weren’t. You can hear Anthony discuss this concept with his guest, Allen Brouwer, co-creator of the Self Journal on this episode, so be sure you make the time to listen.
If you didn’t do something brag-worthy, you weren’t very productive ~ Anthony Iannarino @BestSelfCoClick To Tweet
Do you write down your goals? Do you write them down repeatedly? Here’s why you should.
We’ve all heard that the chance of fulfilling your goals increases dramatically simply by writing them down. But Allen Brouwer says that your goal-accomplishment success rate goes up even more when you write down your goals repeatedly. He’s in the habit of writing down his goals every day - sometimes multiple times every day. In this conversation with Anthony you’ll hear him explain how he discovered this productivity hack, why he does it repeatedly, and the amazing results he’s seen come from it.
Focused attention on the most important things accomplishes tons, fast.
One of the things you want to come out of your morning or weekly planning time is a very clear focus on what the most important tasks are for you to accomplish each day. Then you’re set up to be productive and ultimately, successful. Focused attention on the most important things on your radar enables you to take massive action on those things, moving you forward and accomplishing major things in record time. Find out how the process works and how you can make it a reality in your life, on this episode of In The Arena, with guest Allen Brouwer.
Focused attention on the most important things accomplishes tons, fast @BestSelfCoClick To Tweet
Outline of this great episode
[2:54] Who is Allen Brouwer and why did Anthony invite him to be on the show?
[5:12] Goal setting and the magic of the 13-week roadmap.
[7:08] The powerful bookends to Allen’s productivity system: Morning & Evening gratitude.
[10:21] How Allen discovered the power of writing down your goal over and over.
[12:50] Making the most of the limited amount of time you have each day (the 3-task discipline)
[14:20] The important results seen from using the Self Journa...
Rank #12: Chris Beall: Outbound Sales and Prospecting Metrics and What They Tell Us About Success – Episode #103
Chris Beall ( @chris8649 ) of @ConnectAndSell : #Outbound #sales and #prospecting metrics and what they tell us about #SalesSuccess. Listen to this episode of #InTheArenaClick To Tweet
In outbound sales, we should be paying attention to the metric of “the day”
There are thousands of metrics you could track when it comes to outbound sales. But Chris says that the most important metric is the metric of each day. In his mind, the strongest thing you can do is focus on doing the most you can in each day, even if that means taking some of the things you meant to do tomorrow into today's workload. If you do that consistently, magic happens in your business, partially because you get more done per unit than you are spending. These are the kinds of observations Chris makes that are simple, yet so powerful. Take the time to listen to what he shares in our conversation, it will help you improve your outbound sales game.
The first 8 to 10 seconds of an outbound sales call is the most important
One of the things I was curious to know from Chris's experience was whether or not people who make more outbound sales calls show improvement with the more calls they make. He said that's not necessarily the case, but what does demonstrate improvement is when those making outbound calls are coached about what they say and how they say it, especially within the first eight to ten seconds of a call. Coaching is vital to enhance effectiveness because it's through good coaching from an experienced salesperson that an ineffective caller can learn to express comfortable confidence that leads to effectiveness. Learn what Chris means by that on this episode of in the arena.
The first 8 to 10 seconds of an #outbound #sales call is the most important. @chris8649 of @ConnectAndSell shares a quick win on #SalesCalls on this episode of #InTheArenaClick To Tweet
Outbound salespeople who secure more meetings tend to produce more referrals
Referrals are not something we typically think of as being directly connected to outbound sales. But the statistics show that there is a direct correlation. The outbound salespeople who are able to secure more meetings are also the ones who produce more referrals. What's the connection? It likely that the confidence and demeanor those sales professionals have that enables them to secure the meetings in the first place, is also what enables them to get referrals. Chris Beall has great insights into this phenomenon and explains what salespeople can do to increase their ability in both of those areas. You'll want to hear this episode.
Outbound sales reps should have as many conversations as possible
The goal of outbound sales calls is to schedule appointments with prospects. It's as simple as that. So outbound sales reps who are doing a good job should be scheduling as many conversations as possible. Chris and the team at Connect and Sell are all about making that scheduling process simpler and easier, and their implementation of technology to make it happen is revolutionary. Find out how 80 sales calls can be made, four actual conversations can happen, and appointments can be set - all within 1 hour. I told you it was revolutionary.
Rank #13: Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56
A high school interest in #communication led to a professional career, on this episodeClick To Tweet
What does Matt mean when he talks about “strategic communication?”
Communication is intended to make changes in situations and in relationships. But it’s not always organized or arranged in a way that enables those changes to happen. Matt Abrahams has found it helpful to speak of communication in terms of “strategic” communication: communication that is aimed at a very specific goal for the interaction. The goal for the conversation or interaction enables the preparation and the communication itself to be narrowly focused toward those ends and more effective in the long run. You will learn more about how to make your communication much more strategic in this great conversation.
The role ambiguity plays in strategic communication.
It may seem that anytime ambiguity is a part of the equation, good communication is not happening. But that’s not always the case. On this episode Matt Abrahams points out that in the event of a product or service offering that is not entirely developed, the promotional campaign will many times include intentional ambiguity in order to tease out the intrigue surrounding the product launch. It’s one way that ambiguity can play a major role in communication that is not only strategic, but effective as well. Learn how you can use the concept of ambiguity in your product or sales presentations, on this episode.
How to speak in a more relevant way that compels your audience to action, on this episodeClick To Tweet
Start your presentation with this powerful question.
Matt Abrahams has learned that the key component of any presentation is the underlying belief that the presentation is intended to serve those who are listening. In order to keep that vital fact in mind he recommends that everyone who is building or planning a presentation begin with the question in mind, “How will this presentation serve/help the people who hear it?” That one question enables the preparation to be done with razor sharp focus so that the real purpose of why it’s being created isn’t lost in the minutia of the planning. You’ll hear more valuable but simple insights like this during this great conversation.
The “What, So What, Now What” structure for strategic communication.
When organizing your next speech or sales presentation you might do well to follow Matt Abrahams’ favorite presentation structure - What, So What, Now What. It’s a way to ensure that you’re being clear about what you’re talking about, why it matters to your prospect or audience, and the specific action steps that you want to compel or motivate by the end of the presentation. This is just one of the many structures Matt outlines that can add greater degrees of effectiveness to your communication and persuasion to your close.
Why speakers need to start preparation with a question and outline their talk using questionsClick To Tweet
Outline of this great episode
[4:45] Anthony’s means of connecting with Matt.
[5:25] The backstory on Matt’s expertise in strategic communication.
[7:30] The use of ambiguity in communication: for good and bad.
[10:08] The outcomes that make communication strategic.
[11:35] Why speakers should start with a question and outline using questions.
[14:00] The What, So What,
Rank #14: Christian Madsbjerg on The Social Environment of Business and Sales – Episode #115
Christian Madsbjerg on The Social Environment of Business and #Sales - Episode 111 of #InTheArena with @IannarinoClick To Tweet
Is a good sale the optimized one or the convincing one?
AI is being introduced into the sales profession at an unprecedented pace. The optimization of sales cycles and sequences through AI is at the forefront the minds of many who are charged with increasing the bottom line through product and service sales. In this conversation, Christian asks if the best sale is the convincing one or the one that is best optimized? In his thinking, our infatuation with refining processes and building out great systems has us thinking a bit askew. Find out why a good sale is the convincing one and why only human beings can do the kind of convincing needed to put the right product in the hands of the person who truly needs it.
Computers don’t care - humans do
Anthony has long believed and said that caring is the currency of success in business and in sales. In the end, the person who cares more is the one who will be most trusted and therefore most successful. Christian Madsbjerg makes an intriguing case for a stronger understanding of and reliance on human intuition, cultural understanding, and social appropriateness as tools that can fuel long-term success in sales relationships. It's too much to contain in a short paragraph like this so you need to make sure that you listen to this conversation to hear Christian’s masterful way of describing it.
Computers don’t care - #humans do. It’s vital to maintain that objective understanding in business - especially in #sales. Hear Christian Madsbjerg explain on this episode of #InTheArena with @IannarinoClick To Tweet
There is a third kind of knowledge that all sales professionals need
The first type of knowledge we all possess is subjective or preferential. Some examples are that you may feel that one type of sound is too loud or a certain type of food is too spicy. Then there’s the kind of knowledge that we can measure. But Christian points out that there’s a third kind of knowledge - one he calls an “intersubjective” kind. It’s social or cultural in nature. Examples: We know how far to stand from each other at a party. We know how loudly we should speak. This is another type of knowledge that can’t be measured, but it’s a kind that is critical in the business world. If you only rely on data sets to tell you about your customers, you make big mistakes because you’re not relying enough on your innate human ability to understand others and what that understanding tells you about their needs. Sound helpful for a sales professional? You bet it is. Listen to hear more, on this episode.
What is the appropriate use of personal information in the digital age?
With the recent outrage over data breaches and inappropriate use of personal data, as well as the advent of the GDPR in the European Union, many questions are being asked about not only the security and privacy of personal data but also its proper use. Christian believes that those who lead companies today need to look beyond the practical leverage they can gain through data sets and begin to ask what benefit their use of data will have to real people. How will the end result for people be BETTER if personal data is used in a par...
Rank #15: Kevin Eikenberry on Effectively Leading From a Distance – Episode #122
.@KevinEikenberry shares how to effectively #lead from a distance on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To Tweet
Management and leadership are not the same things
It’s entirely possible to be a great manager and a terrible leader. The reverse is true as well. Kevin Eikenberry points out this difference because so many people are placed in a management position and may even excel at the organizational part of their role, then mistakenly think that makes them a leader. In this conversation, Anthony and Kevin dig into the distinctions between managers and leaders, outline why leadership requires clear communication and great connection with individuals, and how accountability works in a healthier manner when it is based on good leadership.
When teams don’t “go to work” anymore, how can leaders trust them?
There are still many places in the world where team members assemble in the same geographic location every day to get work done together. But more and more companies are allowing their employees to operate from a home office at least part of the week while still other teams intentionally build an entirely remote workforce. What are the things leaders need to do in order to ensure that their team is actually working when they are not under their direct, in-person supervision? Here are a few clues: it has to do with culture, hiring the right people, and trust - and the leader is responsible for all of those. Listen as Kevin Eikenberry explains.
When #teams don’t “go to work” anymore, how can #leaders trust them? Find out how @KevinEikenberry sees it on this episode of #InTheArena with @iannarino. #leadership #remoteworkClick To Tweet
Cultures will exist. It’s up to the leader to create one that empowers and executes on its goals
Kevin Eikenberry points out that many people these days are talking about culture as if it’s something that’s missing and needs to be created. The reality is that your team already has a culture - it just may not be the one you want. In this conversation, you’ll receive Kevin’s insights about the type of culture that empowers effective distributed teams, what leaders need to do in order to foster that kind of culture, and hear a few anecdotes about how Kevin has seen a shift in culture make all the difference. You won’t want to miss it.
Communication nightmares in your team? Turn off your email and turn on your webcam
We have no shortage of communication tools these days, so leaders have no excuse for establishing effective communication within their teams. However, teams can often find themselves running in circles and belaboring problems when a switch from one communication tool to another could help them clearly define problems and get to solutions quickly. Kevin explains how he encourages his team to avoid that kind of thing by simply turning on their webcams. Not only is it possible to communicate more efficiently through video, it’s also possible to build culture and a sense of deeper intimacy as a team at the same time. Learn why face to face communication is still the gold standard for communication in our technological age, on this episode of In The Arena.
#Communication nightmares in your team? Turn off your email and turn on your #webcam.
Rank #16: David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64
David Allen, creator of Getting Things Done on this episode of In The ArenaClick To Tweet
Your favorite sports teams do it, why don’t you?
Think of your favorite sports team right now - any sport. Do you imagine that they spend the majority of their time doing what they want and then preparing for their games only a few hours before gametime? That’s ridiculous, right? But most of us handle our lives in exactly that way. We wake, take care of personal hygiene, etc. - then head to the office and dive right in. We wind up putting out fires all day long and responding to whatever comes up instead of being truly productive. David Allen says that one of the keys to the GTD system is that it requires a daily review time BEFORE you actually get started with the day. It’s a time to assess what’s possible, what’s on your lists, and what you will take action on for the day. It’s the only way he knows that successful people truly get things done. Find out how to implement your own daily review on this episode.
What is your next action? That’s one of the most important questions you can ask.
During their conversation for this episode of the podcast Anthony asked David Allen, author of Getting Things Done, why it’s so difficult for people to choose their next action. The simple answer is that it’s hard work to figure out much of the time. But it’s also the most important thing you can do to align your daily activity with the things that are truly the most important to you. On this episode David tells how you can think through your life and your life goals to ensure that your decisions about next actions are the ones that will move you ahead most effectively. Be sure you carve out the time to listen. Who knows, this may be YOUR best “next action.”
Control without focus is micromanagement and focus without control is crazymaking ~ David AllenClick To Tweet
Make better decisions by raising yourself up to a higher level.
Many times the decisions we make are reactionary, simple responses to the things that happen throughout the course of life. Sometimes that’s necessary and helpful, but much of the time it’s nothing more than a distraction to the truly important things. On this episode of In The Arena, David and Anthony discuss how a brief moment of “higher level” thinking - consideration of the decision in light of your life’s higher goals - can help you decide whether to delay certain tasks, delegate them, or not do them at all. It’s a very helpful, simple, but profound way of looking at the tasks that crop up each day. You’ll get a lot out of this part of the conversation.
Why do you live in your inbox?
It’s a pretty common thing in the business world to see professionals checking their email repeatedly within a short matter of time. It’s one thing to check email just before going into an important meeting so you can go in prepared with last minute information. It’s quite another to live in your inbox, checking it multiple times every hour. David Allen suggests that you’d never do that if it was “real” mail, in a physical mailbox outside your house. You’d get on with the more important things in life and check your mail once a day. Rethinking the tools and making them work for you is one of the most important thi...
Rank #17: Stu Heinecke on How To Get a Meeting with Anyone – Episode 48
If you want to connect with influencers, you've got to do certain thingsClick To Tweet
Revive your creativity
As an artist, Stu is familiar with the pressure of finding a “real” profession. On this episode, he talks about how the creative process can be driven out of us through the education process. We learn that success is regurgitating what we hear. But creativity is about making connections and discovering for yourself what works together. People stop painting, writing,drawing and dreams are driven out of us. Turns out, Stu found out a way to keep creativity alive and succeed professionally. Stu also uses humor as a truth-teller within the marketing world. He has reached out to professionals, created a buzz, and gained attention through humor and cartoons. He knows that if you can get someone to laugh, you are getting them to agree with your essential point. Stu took his talent and turned it into a sustainable financial business. Isn’t it time to revive your own creativity?
Have you tried this marketing approach?
Stu wrote How to Get a Meeting with Anyone to reveal the untapped selling power of contact marketing. His own campaign of approaching companies through cartoons birthed the idea, and ultimately the book. It is inspiration from Stu’s journey of figuring out how to reach people who were important to the desired outcomes in his life. For Stu, cartoons are a powerful selling device. He learned the importance of customizing a message and impressing important people. The truth is, important people are busy and have lots of people trying to get through to them. Stu believes contact marketing has been a hidden form of marketing existing for too long without a name. His mission is to bring it to light and teach people how to utilize it.
We won’t go anywhere if we don’t believe we are worthy of going somewhere ~Stu HeineckeClick To Tweet
You need to make that contact.
Stu’s book reveals 20 categories of contact marketing campaigns he learned from his own endeavors and conversations with important people in his world. What do you have to do to gain the attention and impress the people crucial to your growth and business? Stu’s creative, resourceful approach will get you ready to brave the necessary interruption. It is about humanizing yourself quickly, because people buy from people they know and trust. This book is for salespeople and business owners networking for those breakthroughs. This is a book about audacity and going after the people important to your preferred future. It is about empowering you to reach out for the connection that could change the scale of your business. Stu is ready for you to be confident and access anyone you want to. Are you ready?
Ready to get uncomfortable?
Stu believes that we won’t go anywhere if we don’t believe we are worthy of going somewhere. So, why not believe in yourself? It is time to get uncomfortable because that is where the best things in life come from. Are you approaching your marketing strategies with any audacity? Do you know what audacity looks like in your profession? Stu’s thought is that audacity is simply enjoying what you are doing and allowing it to become infectious. His cartoons carry his approach of reaching out to impactful people that can change the course of his business.
Rank #18: Overcoming Toxic Culture Through Mastering Civility, with Christine Porath – Episode #99
Overcoming Toxic Culture Through Mastering Civility, with Christine Porath - Episode #99Click To Tweet
The fundamentals of civility are so basic but also so seldom done
No one would argue against civility being one of the foundational practices that undergird healthy human relationships. Yet, it is one of the things that is most quickly cast aside when it comes to dealing with others in hierarchical structures like companies and chains of command. Christine Porath is convinced that a return to civility will enable toxic cultures to be made healthy and poor performing teams be made into record-breakers. This conversation is full of insight so be sure you take the time to listen.
Learning to listen is one of the best ways to chip away at a toxic culture
All of us have a cell phone. We leave it sitting on the desk during meetings and we even take it to the bathroom with us. We think of it as a tool but it often becomes a distraction that keeps us from truly listening to the people we meet face-to-face every day. Christine Porath points out how new habits - like removing our cell phone from the desk - can help us listen in ways that begin to chip away at the toxic cultures within our companies and organizations. Find out how Kristine suggest we go about making these kinds of fundamental changes, on this episode of in the arena.
Learning to listen is one of the best ways to chip away at a toxic culture @PorathCClick To Tweet
Connection has to come first before effective leadership can happen
Effective leadership is a goal for most CEOs and managers, but it can seem very elusive and difficult to attain. Christine Porath says that effective leadership hinges on personal connection much more than it does leadership techniques or principles. Her conviction is that those who learn to connect with the people they lead will be much more effective in their leadership, and research is bearing out that conviction. Christine shares basic steps toward greater connection with the people around us in this conversation with Anthony.
Why we don’t give others the benefit of the doubt but always give ourselves the benefit of the doubt
You may or may not have noticed it, but one of the behaviors that almost every human being is guilty of is giving the benefit of the doubt to ourselves but not giving the benefit of the doubt to others. At the tail end of this conversation, Anthony and his guest, Christine Porath talk about how to overcome the unconscious stereotypes and judgments we make about people without knowing all the facts, and the benefits that a “benefit of the doubt” mindset can have in building a company culture that is sympathetic and supportive of the people in it.
Why we don’t give others the benefit of the doubt but always give ourselves the benefit of the doubt @PorathCClick To Tweet
Outline of this great episode
[0:44] Why Anthony invited Christine to be on the show to talk about her book, “Mastering Civility”
[2:40] The personal experiences that pushed Christine to write about civility
[4:04] What makes for a toxic work environment and what impact does it have?
[9:34] Everyone is watching the leader to know how to behave within the organization
[11:13] The fundamentals of civility that are basic, but not done
Rank #19: Mike Weinberg on #SalesTruth – Episode #132
There’s a reason that Anthony and Mike have been friends for almost a decade, co-founded the OutBound Conference together, and have written the foreward for 3 of each other’s 6 books. They share a passion for helping salespeople learn the truths about selling, even when those truths may be unpopular or require more work.
On this episode of In the Arena, Anthony and Mike debunk myths and present truth in the areas of social selling, sales motivation, prospecting, and time management, and discuss how the principles in Mike’s latest book, #SalesTruth, can help you win more new sales.
What compelled Mike Weinberg to write his new book, #SalesTruth, was that what he was reading online about how to succeed in sales did not align with what he saw in real companies across the globe. Hear more on this episode of In the Arena.Click To Tweet
Kylie Jenner Didn’t Cold Call Her Way to a Billion Dollars in Net Worth
The chief sales officer of a well known social selling firm took a selfie, standing in front of a Forbes magazine with Kyle Jenner on the front cover, and declared that social selling leads to real sales. These are the kind of myths that are being sold to weaker, more gullible salespeople looking for a quick fix. It’s easy to believe that you can get deals without having to pick up the phone, but it’s just not the truth. Drawing from his many years’ of experience in B2B sales, Mike talks to Anthony about what salespeople can do to connect with their dream clients beginning with the first sales call.
In this conversation, Mike recalls the sales fundamentals that have proven to be successful whether he was selling envelopes and prints or plastic parts. Be sure to listen to see if your sales strategy includes any of his powerful principles.
Prospecting is Not Optional
Top salespeople are always prospecting, but Anthony and Mike discuss how some salespeople are under the impression that they don’t have to prospect. They think they can leave the work of prospecting and qualifying to account managers, but the job of a sales executive is to sell, and you cannot sell without prospecting. The truth is, when your funnel is full, you sell smarter.
Mike tells about how he trains his sales teams to reach out to dream clients before they are zero percent through the buying process. He suggests practical ways to make sure you are constantly adding to your funnel, and how you can avoid the distractions to which many salespeople fall prey. This conversation is full of practical questions you can ask yourself to make sure you are being productive when it comes to prospecting. Be sure you listen and take notes.
Ignore Your Hot Deals
Many times, salespeople can be so anxious to close deals, they default to service work, but in Mike’s book, #SalesTruth, he flips that idea on it’s head. His advice? Ignore your hot deals, at least at the beginning of the day. Beginning the work day with the hardest work – opportunity creation, prospecting, cold-targeting – frees up the rest of the day to do the service work that needs to be done, and play with warmer opportunities. Mike believes you should turn the funnel upside down and work on the coldest items at the top of your funnel first. In this conversation, Anthony talks about the importance of spending the first 90 minutes of your day prospecting, and Mike says that the most effective leaders and the most productive salespeople extricate themselves from participating in things that are of low-value.
'You'll never be opportunity starved if your best selling time, early in the morning, is spent trying to create opportunities.' Mike Weinberg discussed his latest book, #SalesTruth on In the Arena. Listen now!Click To Tweet
20% Lies/80% Truth
Mike makes it clear in this coversation that although he and Anthony do a lot of picking on the charlatans and the nouveau experts, that really only makes up about 20% of #SalesTruth. He feels it is important to protect new, vulnerable salespeople from believing lies that will not make them successful. Mike focuses the other 80% of the book on truths that work including prospecting, attitude, messaging, target lists, calendaring, how to sell with a higher price, and best practices from some of the best salespeople he’s ever known.
Don’t miss this conversation. If you have found yourself or your sales team believing lies of a success that comes without putting in the work, then you’ll want to listen to this episode full of practical truths to begin using right away!
Outline of this great episode
- How Mike and Anthony met and became friends
- How to tell the difference between the truth and lies in sales
- The truth about social selling
- What should motivate you in sales
- Characteristics of a great salesperson
- The Taylorism of Sales defined
- The truth about prospecting
- How to reach dream clients before they are 57% through the buying process
- The difference between a salesperson and a servant
- Why the 90 minute call block is bad advice
- The truth about time management
- Working with an upside down funnel
- The goal of Mike’s new book, #Sales Truth
Resources & Links mentioned in this episode
- Mike’s book: #SalesTruth
- Mike’s first book: New Sales. Simplified.
- Anthony’s first book: The Only Sales Guide You’ll Ever Need
- Jeb Blount: Jebblount.com
The theme song “Into the Arena” is written and produced by Chris Sernel. You can find it on Soundcloud
Connect with Anthony
Google Plus: https://plus.google.com/+SAnthonyIannarino
Rank #20: Derek Thompson on How Things Go Viral and The Science of Popularity – Episode #102
Derek Thompson on How Things Go Viral and The Science of Popularity - Ep 103Click To Tweet
Sales professionals need to understand the “Mere Exposure” effect: The mere exposure of any stimulus biases us toward that thing
Have you ever wondered why some of the bigger brands plaster their logo across a billboard with no particular "ask?" It's because of something called the “Mere Exposure Effect.” Science has proven that when a person, in this case, a consumer, sees the same company in a positive light repeatedly over time, then when they notice that brand on the shelf at the grocery store their purchasing decision is much easier because they've become familiar with the brand. The mere exposure they've had to it makes it trustworthy in their eyes. Derek Thompson unpacks these kinds of scientific findings and applies them to the sales world for us, on this episode.
When people are interacting with a product or service they want an element of familiarity, in spite of looking for something new
Everyone seems to be interested in the latest movie or the newest gadget. There's something about new products and services that intrigues us. But Derek Thompson says that the science demonstrates that though people are indeed looking for something new almost all of the time they are also more likely to adopt the new thing if it has an element of familiarity to it. Steve Jobs knew this when he created the first desktop computer. He said that it had to say "Hello" and it had to have a face. By designing his computers with those features, the Apple Computer Company was a novelty that was also familiar to users - and the computers sold like hotcakes. You won't want to miss Derrick's explanation of how this principle applies to your role as a salesperson. Be sure you listen.
When people are interacting with a product or service they want an element of #familiarity, in spite of looking for something newClick To Tweet
To sell something surprising, make it familiar. To sell something familiar, make it surprising
We are all looking for something new and novel to demonstrate to her friends and family. It makes us feel important, like someone on the cutting edge. But very few of us are actually bold enough and brave enough to dive completely into the unknown. We want at least a little bit of the experience to be familiar. That phenomenon is backed up by science and on this episode of In The Arena, Derek Thompson tells us why.
Many things we think have gone viral were actually intentionally spread by “dark broadcasters”
When we talk about something going viral we usually mean that it became popular suddenly and for little visible reason. But Derek Thompson says that almost everything that goes viral was intentionally positioned to do so. Yes, the thing in question has to be interesting or intriguing to the general public, but it also has to be put in a place where it can be distributed and found. Derek called these places the “dark broadcasters” of the internet and says they could be news sites, celebrity Twitter accounts, or any number of things. In this episode, we talk about what it means for something to go viral and how we can apply the concept to sales.
Many things we think have gone viral were actually intentionally spread by “dark broadcasters”Click To Tweet