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Selling With Social Sales Podcast

Updated 9 days ago

Business
Education
Management & Marketing
Training
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The Selling with Social sales podcast is hosted by Mario Martinez Jr, Founder & CEO of Vengreso. On each episode Mario interviews a sales leader whose insights and expertise will help you take your sales results to a new level. If you’re a Sales Leader, Sales Enablement Leader, Small Business Owner, Entrepreneur or the Head of Marketing looking to drive more value to your sales team, the Selling with Social podcast delivers strategies that will inspire you. Experience Mario’s passion for helping sales leaders drive the best results for their team through weekly episodes filled with actionable sales insights for the modern seller.

Read more

The Selling with Social sales podcast is hosted by Mario Martinez Jr, Founder & CEO of Vengreso. On each episode Mario interviews a sales leader whose insights and expertise will help you take your sales results to a new level. If you’re a Sales Leader, Sales Enablement Leader, Small Business Owner, Entrepreneur or the Head of Marketing looking to drive more value to your sales team, the Selling with Social podcast delivers strategies that will inspire you. Experience Mario’s passion for helping sales leaders drive the best results for their team through weekly episodes filled with actionable sales insights for the modern seller.

iTunes Ratings

8 Ratings
Average Ratings
8
0
0
0
0

Absolutely the best podcast on sales

By Charles Kirkland - Jun 09 2019
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This is one of the few shows that actually interviews people who are really in the trenches making sales and closing deals. I would recommend you listening to this podcast with pen and paper in hand because it is so jammed pack with useful information and actionable nuggets.

One of the best

By M3Jr Growth Strategies - Nov 12 2018
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I have been listening to Selling with Social since it’s beginning. From sales to sales leadership to building and scaling sales orgs this podcast rocks! I love the way The host is able to authentically able to ask questions and challenge his listeners. This is a must listen to sales podcast!

iTunes Ratings

8 Ratings
Average Ratings
8
0
0
0
0

Absolutely the best podcast on sales

By Charles Kirkland - Jun 09 2019
Read more
This is one of the few shows that actually interviews people who are really in the trenches making sales and closing deals. I would recommend you listening to this podcast with pen and paper in hand because it is so jammed pack with useful information and actionable nuggets.

One of the best

By M3Jr Growth Strategies - Nov 12 2018
Read more
I have been listening to Selling with Social since it’s beginning. From sales to sales leadership to building and scaling sales orgs this podcast rocks! I love the way The host is able to authentically able to ask questions and challenge his listeners. This is a must listen to sales podcast!
Cover image of Selling With Social Sales Podcast

Selling With Social Sales Podcast

Updated 9 days ago

Read more

The Selling with Social sales podcast is hosted by Mario Martinez Jr, Founder & CEO of Vengreso. On each episode Mario interviews a sales leader whose insights and expertise will help you take your sales results to a new level. If you’re a Sales Leader, Sales Enablement Leader, Small Business Owner, Entrepreneur or the Head of Marketing looking to drive more value to your sales team, the Selling with Social podcast delivers strategies that will inspire you. Experience Mario’s passion for helping sales leaders drive the best results for their team through weekly episodes filled with actionable sales insights for the modern seller.

Rank #1: Modern Sales Prospecting Dos and Don’ts - Mario On The Salesman Podcast With Will Barron, #122

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Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more!

If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn.

Social Is About Warming Up Prospects Before The Phone Call

We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them?

I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact:

  • Follow the prospect on LinkedIn
  • Pay attention to when they look at your profile
  • Engage with their posts in a meaningful way
  • Next, request to connect with them via LinkedIn
  • Continue to engage with their content, share their content, tag them
  • Send an email
  • Send a personalized video
  • THEN make the phone call

And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response.

Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting

One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make:

  • The average response rate on cold email outreach is less than 3%
  • The average response rate on cold calling via the telephone is less than 3%
  • 62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially
  • When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41%
  • When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61%

Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations.

How You Can Know If Your Social Selling Efforts Are Working?

It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand...

The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time.

Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities.

What Is Keeping You From Converting Connections Into Conversations?

So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments. 

Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers. 

Outline of This Episode
  • [1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast”
  • [2:10] A better way to carry out sales calls in the internet age
  • [9:09] Data-based best practices for outreach and prospecting
  • [15:28] Is the issue reaching or getting a response from individuals?
  • [20:56] How do you know if you’re doing a good job at modern sales prospecting?
  • [27:08] The right way to use social profiles to set yourself up as the expert in your field
  • [34:12] How long does it take to leverage social cadences properly for modern sales?
  • [39:58] The next trend for sellers to get their heads around: AI
  • [43:16] Mario’s advice to his younger self to enable him to sell more
Resources Mentioned Connect with Mario!

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Aug 01 2019
46 mins
Play

Rank #2: Modern Sales Leaders Need to Follow These 3 Techniques, with Kurt Shaver, Episode #80

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My guest for this episode of #SellingWithSocial is our very own modern sales expert, Kurt Shaver. Kurt is a co-founder and Chief Sales Officer of Vengreso. Throughout this podcast, he shares 3 main techniques that every sales leader needs to stay on top of in order to bring in more qualified leads and achieve better success in the B2B environment. His insights may change the way you view modern selling forever - be sure to listen.

What Does it Mean to be a Modern Sales Leader?

The key idea for modern sales leaders to understand is that they have to be adaptable. The modern selling environment is constantly shifting, and leaders must be able to help their teams meet their customers where they’re at. As a leader, you must also be skilled at helping your team engage clients with the content your company creates. For the full discussion on what it takes to be a modern leader, don’t miss this episode.

#1 - Stories Still Sell, You Simply Have to Share Them in New Ways

One of the best ways modern sales professionals can add value to a buyer’s purchase journey is through sharing impactful content. Content that educates, inspires, and encourages people to action is still one of the greatest tools you have at your disposal. The internet has simply changed the way buyers find, learn and engage with content. It has shifted the power of accessing information about pricing, methodology, products and services into the hands of the buyer.

The modern sales leader must understand that buyers are accessing this information on their own, most often before talking to a salesperson. The leader then must determine how they can enable their teams to reach these customers earlier on in their decision-making process. By working closely with their teams, a leader can greatly impact the way customers receive information about a company.

#2 - The Modern Sales Leader Needs to Sell in Order to Teach and Train

The entire selling department within your company must be a modern selling environment because simply having a modern leader is not enough. A leader needs to have a great team underneath them in order to be most effective.

In order to teach and train a team to be modern professionals, the sales leader himself must stay abreast of B2B selling trends, tools, and best practices. If your title has the word “sales” in it at all, then you MUST be bringing in at least one qualified lead into your pipeline per month. Without the regular practice of actually selling to modern buyers, you’ll lose the ability to connect with your team and help them achieve greater success.

Leaders also need to be open to change and be passionately curious about new ways of selling. Becoming familiar with the tools your company uses, studying tech trends, and brushing up on your coaching skills are all essential techniques.

#3 - Updating Your Social Platforms is Essential to Hiring Top Talent

When looking for new top talent, modern sales leaders need to understand that just as YOU are examining a prospective employee’s resume and LinkedIn profile, THEY are also looking right back at you. A prospective hire can control who they work for and which company they work for when searching for a new job, and they are looking to your online profiles to answer these 3 questions.

  1. Can you (the leader) help me get where I want to go?
  2. Will I fit in with the company culture?
  3. Are my superiors’ leadership styles and personalities going to fit with my own?

Kurt explains hiring in this way, “If you’re a company looking for talent, you’re in a selling role!” Not only do your company’s profiles need to be optimized to attract top talent, your individual profiles need to address the answers to these 3 questions. If they look at your profile and can understand who you are, what you do, and how you can help them, they will be even more likely to accept a position with your company vs your competition. Kurt explains in great detail how leaders can refine their hiring process on this episode, and you don’t want to miss it.

Outline of This Episode
  • [1:03] Kurt explains his career in sales and how he got involved in Vengreso
  • [5:27] What is a modern sales leader?
  • [8:50] Sharing impactful content is still critical to selling success - only the delivery method has shifted
  • [17:45] The modern seller also requires a modern manager and leader
  • [23:40] The candidate is in control when searching for a sales job
  • [29:22] How can a leader improve their status on LinkedIn?
Resources Mentioned Connect with Mario!

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Aug 14 2018
38 mins
Play

Rank #3: Selling in the Future Will Require These 4 Sales Enablement Strategies, with Byron Matthews, Part 2, Episode #78

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For the first time ever on #SellingWithSocial, we have our guest Byron Matthews back for a second conversation, where he explains the top 4 sales enablement strategies sellers need to use to be successful in the future. Byron serves as the CEO for the Miller Heiman Group, an industry leader for providing business performance solutions, and his insights should not be missed.

On episode 72, Byron shared his strategies for empowering a world-class sales force with the right sales enablement framework. On this episode, we discuss a new piece of comprehensive sales enablement technology that seeks to eliminate gaps in data and CRM systems. He encourages all sales professionals to discover why the seller profile of the future is shifting, as well as why using a talent acquisition strategy will bring top talent to your sales team. The idea of connecting with prospects through sharing inspirational content is also discussed. For all the details, don’t miss this episode.

Strategy #1 - Inspire Prospects Through Sharing Content

Sales pitches can no longer be solely informational, they have to become an inspirational tool that will help convince an already interested and knowledgeable prospect. Byron is adamant that solution selling isn’t dead, it’s just evolving. Simply identifying a prospect’s needs won’t close the deal anymore. You have to challenge them in their thinking! You have to educate them and make them think about solutions in new ways. Bringing a new perspective to the table through inspirational content is one way to connect on a deeper level with your prospect. To hear Byron’s full explanation behind why sellers need to be inspirational, don’t miss this episode.

Strategy #2 - Sales Enablement Strategies Start with Acquiring Top Talent

Without the best talent on your team, you’ll never be able to implement great sales enablement strategies. That’s why creating a talent acquisition strategy should be a top priority for sales leaders. Byron explains that to give your business the best chance for success in hiring top talent, follow these 3 guidelines.

  1. Understand what qualities you’re looking for in an applicant
  2. Build an assessment tool that evaluates and measures those qualities
  3. Analyze every person who walks through the door against that tool

You can teach new hires skills. But you cannot change the raw qualities and talent they bring to the table. This method of finding talent is a sales enablement strategy that weeds out those who will not fit into the position and shines a light on the people who could change your business forever.

Strategy #3 - Understand the Importance of Both Emotional and Cognitive Intelligence

Perhaps one of the best sales enablement strategies is having a highly qualified, passionate sales representative. The best sellers have to balance cognitive thinking with people skills. Sales reps can no longer just rely on their ability to tell a good story and connect with a prospect. Sophisticated sales enablement technology is becoming indispensable in the selling industry, and sellers must be able to handle complex levels of workflow. Understanding data, inspiring prospects, and connecting multiple layers of a sales pitch are all in a day’s work for future sellers.

Strategy #4 - Comprehensive Tech Stack Tools = Better Connections with Prospects

The average sales company today has 4 sales enablement tools in their tech stack. But the wave of the selling future depends on single tools that combine multiple functions into one easy-to-use platform. These comprehensive tools need to be able to aggregate research, videos, and articles then pair it with CRM data to give sellers the right information at the right time, that they can share with prospects. That’s what the new Scout tool from Miller Heiman Group is seeking to do. By being able to provide prospects with information that eases their mind during the purchase journey, a sales company can build even stronger bonds and increase their chances of winning a deal. All these insights and more are on this podcast episode, so be sure to give it your full attention.

Outline of This Episode
  • [1:05] Byron Matthews is back for a second conversation, and explains why he lives and breathes for sales
  • [6:02] What does the seller of the future look like?
  • [13:40] How can you use a talent acquisition strategy to profile a seller of the future?
  • [21:46] The role tech plays in sales enablement
Resources Mentioned Connect with Mario!

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Jul 21 2018
45 mins
Play

Rank #4: To Achieve Modern Sales Success You Have To Become A Modern Seller, with Amy Franko, Episode #90

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The modern sales environment is changing constantly. If you’re going to be successful in it, you’ve got to be growing and adapting so you can navigate the changes successfully.

My guest on this episode of #SellingWithSocial is Amy Franko. As a sales leader, Amy built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then pivoted 180° into entrepreneurship, launching a training firm - Impact Instruction Group. She has successfully built and scaled a book of business that includes some of the world’s most recognizable brands. Her book, The Modern Seller, has just launched - so in this conversation we take our cues from its pages to discuss how modern sales success requires that sales professionals learn what it means to become a modern seller.

Join Vengreso at STAR, February 11-13, 2019 to mix and mingle with forward thinking sales executives and thought leaders. We're extending a $250 savings to all Vengreso subscribers. For full details visit: frost.com/vengreso and use discount code MARIO at registration.   Self-Assessment. Are You Aligned With Amy’s 5 Dimensions Of A Modern Seller?

Amy’s new book - The Modern Seller - highlights the practical characteristics sales professionals in the modern sales environment must develop in order to succeed. In our conversation she highlights each of them in turn:

  • Be Agile
  • Be Entrepreneurial
  • Be Holistic
  • Be Social
  • Become An Ambassador

I was particularly intrigued by a couple of these - holistic and ambassador - and we took the time to dig a little deeper into each of them during our conversation.

Amy's insights confirmed what I’ve been learning from my own experience: The way buyers are making decisions these days requires a more integrated overall approach to prospecting, lead nurture, sales, and ongoing relationship development than ever before. The modern seller is highly developed as an individual and employs a diverse skill set.

Listen to learn more about Amy’s 5 dimensions of a modern seller and to assess whether you measure up.

The Modern Sales Environment Is One Of Sameness - So Differentiate

Since Amy works with sales organizations in a variety of contexts I was curious to hear her observations about trends sellers are encountering these days. She pointed out that one of the most common mistakes being made by sales professionals and organizations alike is that their messaging doesn’t contain anything noticeably different than their competitors. She calls it a “world of sameness.”

She recounted her own experience when looking to purchase a new piece of software for her own tech stack. Every one of the services she considered could do what she needed it to do, and their overall messaging was the same. What did she do? She chose NOT to make a decision and waited. That is NOT what sales professionals want to happen, so find out how Amy suggests you can avoid becoming part of the world of sameness by differentiating your services and approach, on this episode.

 

Learn to Leverage 90 Day ROI To Get The Attention Of Buyers

Here's a very practical modern sales tip for you that is a nuance of a tried and true sales principle. To succeed, you’ve got to learn how to address what your prospects are truly concerned about - and the timing related to that concern. For example, every buyer you speak with will be concerned about return on investment relating to the purchase of your product or service. That’s nothing new. But what has changed in regard to ROI is the timeframes involved.

Amy told me a story of how a recent sales conversation she was engaged in taught her this lesson. After many conversations, she and the buyer had moved well down the path toward the sale. Amy expected the next meeting would be to work out the details so they could move forward and close the deal. What she discovered was something she didn’t expect.

The buyer wanted to have a 90-day ROI projection to present to her manager. 90 days. One quarter. That’s a common time frame companies are working within these days. As modern sellers, we need to be ready for it. Amy shares what she learned and how to apply it to your sales conversations, on this episode.

  To Experience Modern Sales Success You Must Become An Ambassador

Buyers in today’s world are better informed and more prepared for sales conversations than ever before. That means the sales role has changed and Amy says the modern seller needs to take on the role of an ambassador as a result. It allows us to stand out in the “world of sameness” buyers are experiencing.

She says in order to serve your organization and your customers as an ambassador you need to do 3 things.

  1. Embody the values of your organization. This can be difficult if you don’t resonate with the organization’s values to begin with.
  2. Offer unique thought leadership. YOU have to stand apart as someone knowledgeable n trustworthy in your industry.
  3. Champion client wins. When your solutions work for a client, make the most of it. You can add value to them in a variety of ways that can result in lifetime loyalty.

Amy explains these in more detail in our conversation, don’t miss it!

Join Vengreso at STAR, February 11-13, 2019 to mix and mingle with forward thinking sales executives and thought leaders. We're extending a $250 savings to all Vengreso subscribers. For full details visit: frost.com/vengreso and use discount code MARIO at registration. Outline of This Episode
  • [2:04] The history behind the launch of Amy’s new book - The Modern Seller
  • [6:00] Why Amy wrote her book and who it’s for
  • [9:20] How to define the modern seller
  • [17:50] What has changed for sellers in recent times?
  • [20:33] Clients are more sophisticated and need better ROI numbers quarterly
  • [23:57] 5 dimensions modern sellers need to integrate into their sales skills
  • [26:49] Why a modern seller or sales leader must be an ambassador
  • [33:44] Learn to add a culture-building strategy into your sales leadership
  • [37:30] A few strategies for sales enablement professionals
Resources Mentioned Connect with Mario!

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Nov 08 2018
43 mins
Play

Rank #5: Use Humor in Sales to Connect Better to Prospects with Jon Selig, Episode #71

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When performed well, using humor in sales can break the ice, provide comedic relief, and serve as a launching pad for further sales conversations. Knowing how to use humor in sales is a fantastic skill that every salesperson needs to learn. For today’s episode of #SellingWithSocial I talk with stand-up comedian and salesman Jon Selig. He shares why utilizing humor in sales is so important, how to avoid common pitfalls, and the mechanics of crafting a great sales joke. To up your selling game and gain an edge over your competitors, don’t miss this episode.

Why Should YOU Use Humor in Sales?

Jon learned the value of using humor in sales after working in both comedic and sales industries. He recognized that humor can positively impact the way sales conversations occur between prospects and company reps and it can bridge gaps in the sales process. If you can take a prospect’s problem and integrate humor with the solution your company can provide, you’ve instantly built a high level of relatability and trust with your prospect. Tactfully injecting humor into the situation also demonstrates a high level of understanding of the prospect’s problem. Jon encourages you to not buy into the idea that you’re “Just not a funny person,” because everyone can learn how to utilize more humor in conversations and interactions. I promise you, you’ll gain a lot from listening to this episode. Be sure to listen.

2 Main Lessons Salespeople Should Learn From Comedians

There are 2 main lessons every salesperson should learn from stand-up comedians:

  1. Comedians always have a plan.
  2. Always try to connect the issue or problem with a joke that every party can laugh along with.

Contrary to what many people believe, stand-up comedians don’t simply step onto a stage and hope for a reactive audience. They thoughtfully prepare jokes, orchestrate their timing, and understand the audience’s likes and interests - just as a successful salesperson should understand the prospect’s position, company, and needs. Jon also shares the importance of connecting your prospect’s biggest needs and issues with an idea that could be turned into humorous material. There is always common ground between a salesperson and a prospect, and YOU can turn that common ground into humorous material. If you thoroughly understand your role, your goal, and your industry, you’re well on your way to successfully uniting humor and sales. Learn from the master himself, don’t miss Jon’s interview on this episode.

The Mechanics of Crafting a Good Sales Joke Can be Learned

After you’ve identified details about your prospect, begin brainstorming ways to connect humor and the issues your prospect faces in their industry. Jon recommends brainstorming sessions, listening to comedians, and even studying the art of comedy. All of these activities will enhance your creativity. Jon explains that you should avoid having lengthy monologues that are only funny at the very end because your listeners will grow bored. You can start with a joke, move onto the important content, and end on a laughing matter. Win their attention with well-placed humor and don't make your entire pitch reliant on jokes. He also states that salespeople should avoid trying to write a single joke that would work well on all audience types. Don’t be afraid of creating different types of material depending on the age, industry, and specialization of every prospect you speak with. For more tips and tricks on using humor in sales be sure to give this episode your full attention.

How Can You Avoid Awkward Moments if the Humor Falls Flat?

Many salespeople avoid using humor in their presentations because they’re afraid of offending their audiences. This can be avoided by staying away from sensitive topics such as religion, politics, race, etc. Jon encourages listeners to work new content into conversation with coworkers first to gauge their reactions. If a joke receives laughs and positive feedback, then you can confidently work the material into your sales pitches. He shares more insights from decades of experience on this episode that you don’t want to miss.

Outline of This Episode
  • [1:05] The art of bringing humor into selling
  • [5:20] What can salespeople learn from stand-up comedians?
  • [11:18] How can you avoid the awkward moments when humor in sales falls flat?
  • [18:50] The mechanics of crafting a good sales humor joke
  • [23:40] Exercises that will help your creative mindset flourish
  • [29:00] How Jon helps the right kinds of people become funnier in work and life
Resources Mentioned Connect with Mario!

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May 17 2018
37 mins
Play

Rank #6: How To Leverage Video For Sales, Authority, and Trust, with Viveka von Rosen, Episode #75

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Viveka von Rosen is Vengreso’s co-founder, Chief Visibility Officer, and THE expert on using video for sales. On this episode of #SellingWithSocial she explains why using video for sales will launch you past your competition and how you can build brand trust through videos. We also offer practical tips that will help you craft better video marketing tools for your business. It’s an episode filled with insights that you can’t afford to miss, so be sure to listen!

Using Video for Sales is Critical for Ultimate Selling Success - Here’s Why

75% of executives watch business-related online videos every week - and they share it with countless colleagues. Using video for sales works because it communicates the authenticity of your brand. Video builds credibility, and videos shared on LinkedIn receive 10x more exposure and shares than any other type of post. If you’re not using video for sales, you’re falling behind your competition. For more insights on why using video for sales is the best marketing strategy available, be sure to listen to this episode.

A Great Sales Video Should Include These 4 Components

A great video for sales isn’t just a scripted advertisement. It’s a carefully crafted marketing tool that will lead to more brand exposure and a greater sense of trust with your market. I share 4 main components every video for sales should include on this episode. Here they are.

  1. Warm, personal greeting (and closing)
  2. Identification of the problem your customer faces
  3. Explanation of additional resources available to them to solve the problem
  4. A call to action that pairs a solution with your company and theirs
You NEED to Combine Landing Pages with Video Marketing Tools

After you decide to use video for sales, the next step is to start pairing landing pages with your videos. These landing pages become resources that executives will share with their colleagues, and you can watch your views and click rates skyrocket. A great video landing page includes additional resources that pair with the video, clickable call to actions, your contact information and your company’s social media platforms. Solutions like OneMob exist to help you build these pages, so there’s no reason not to be using video in sales. To hear the full story behind landing pages and how they can drive the success of your sales videos, be sure to listen.

These Top 5 Tips Will Result in Better Sales Videos

Viveka wants every salesperson to know that you should never let fear keep you from closing the biggest deals of your life. You should never be afraid of being on camera because all your customers want is YOU being authentic and relatable. She shares 5 practical tips you can follow to record better sales videos:

  1. Look straight at the camera lens
  2. Use the correct camera angle
  3. Masterfully use gestures (if you feel like you’re over-gesturing, you’re using the right amount)
  4. Sit with correct posture and use your entire face for emotions
  5. Know your audience and dress accordingly

Keep your videos short, keep them honest, and you’ll succeed in using video for sales. For even more great insights, be sure to listen to this episode.

Outline of This Episode
  • [1:05] My guest for this episode of Selling With Social is Viveka Von Rosen
  • [8:18] Why is video becoming so popular?
  • [13:45] Don’t be nervous about using video, use these tools!
  • [16:00] What is video marketing for marketing, compared to video marketing for sales?
  • [19:50] Why you should combine landing pages with your video marketing tools
  • [26:57] The best tips for recording marketing video content
  • [36:53] Don’t opt out of using video for sales because of fear
  • [40:15] Viveka on LinkedIn video, and her next conversation with Mario on Selling With Social
Resources Mentioned Connect with Mario!

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Jun 30 2018
44 mins
Play

Rank #7: Tips on Creating a Better Sales Enablement Strategy, with Paul Butterfield, Episode #82

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 As the Head of Global Sales Enablement at Vonage, Paul Butterfield is an expert on sales enablement strategy tips and tricks. He’s my guest for this episode of #SellingWithSocial and he explains how you can use 3 main pillars within sales enablement to increase performance and land more deals with your target clients. We also discuss why departmental alignment should be one of the ultimate goals for your sales enablement team, how you can differentiate your strategy from your competition, and how to capture, track, and sell influential success stories. If you’re a sales enablement leader then you can’t afford to miss Paul’s insights - listen now!

A Great Sales Enablement Strategy Starts With These 3 Pillars

Paul explains that the goal of a sales enablement strategy is to help salespeople reach more modern buyers and close more sales. His personal enablement philosophy rests on 3 main pillars and that by providing these 3 main components to your team, they will be better prepared for selling success.

The first pillar is tools. Without effective tools, sales people aren’t able to work efficiently. The second pillar rests on a standardized methodology/process for sales. Having a distinct process for handling executive-level sales conversations allows your sales team to have a secure foundation of talking points to stand on. Finally, selling skills make up the third pillar of a great sales enablement strategy. As an enablement leader, you must take on the responsibility of training and educating members of your sales team at every step of their selling career. Paul explains these 3 pillars in greater depth on this episode, so be sure to listen.

Departmental Alignment is the Ultimate Goal and Function of Sales Enablement

The vast majority of companies are still experiencing a disconnect between various departments. To combat this disconnect and improve productivity, Paul encourages company leadership to make departmental alignment one of the core goals for their sales enablement strategy. If your company’s product development, marketing, operations, and sales teams are not working towards common goals, you’ll never reach your full potential.

The alignment process starts with YOU, the leader developing the overall sales enablement strategy. Paul explains that it doesn’t have to be an overwhelming process - it can start with a simple one-on-one conversation with each department’s leader. Begin the conversation by explaining your current sales enablement process, and outline how each department can take steps towards eliminating points of confusion within the process. To hear more on this essential tip, give this episode your full attention.

Your Enablement Strategy Should Differentiate YOUR Company From the Competition

Pillar #3 of a great sales enablement strategy, the skills your salespeople have, is only successful if it’s based on differentiation. You must ask yourself, “How do our sales conversations convince clients that we are the best solution to their problem?” Paul has designed a program that’s built solely on differentiation tactics.

The #1 reason why sales contracts aren’t finalized isn’t because of a competitor, it’s because the buyer simply never made a decision! To perfect your differentiation strategy and convince a buyer you’re the best solution, Paul encourages enablement leaders to include the following points in any executive-level conversation playbook:

  • Talk to the client about the problem their company is experiencing
  • Discuss your product/service as a verb, not a noun
  • Uncover measurable business goals for the company
  • Help the client create a vision of a better future (that your product/service would help them to achieve)
  • Build a common ground by sharing industry expertise and insights
Capturing, Tracking, and Selling Success Stories is Extremely Effective - Here’s Why

Capturing, tracking, and highlighting your company’s success stories is an effective way to drive better sales results. Your salespeople need to understand what problems the company has solved for previous customers and exactly WHY they chose to purchase a solution from your company. It’s been shown that people (buyers included) are automatically more intrigued by a story than basic facts and figures. If your sales enablement team can share success stories in a relatable way, it’s yet another tool to add to the playbook when speaking with buyer executives. For even more great insights, be sure to listen to Paul’s interview.

Outline of This Episode
  • [1:07] Get to know Paul Butterfield and how he got started in sales enablement
  • [7:48] Paul explains his personal sales enablement philosophy and what sales leaders need to provide to their team
  • [14:10] How can you align all of the departments within your company?
  • [18:32] Paul’s expert framework for creating alignment for sales departments and reps
  • [24:47] Great sales is all about differentiating YOUR sales company from the competition
  • [30:15] Paul’s differentiation process as viewed through the Vengreso lens
  • [35:03] Industry knowledge is essential for effective sales representatives
  • [39:37] Sales enablement leaders need to capture, track, and sell success stories
Resources Mentioned Connect with Mario!

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Sep 05 2018
49 mins
Play

Rank #8: How to Use Digital Engagement on LinkedIn To Sell And Hire, with Jenn Walsh, Episode #67

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Digital engagement is one of those things we all know we need to be doing, but that we don’t always dedicate time to. But if we can get over the hump and do it consistently, the benefits can be amazing. On this episode of #SellingWithSocial, Mario asked his friend and partner, Kurt Shaver to guest-host and to speak with one of his friends, Jenn Walsh about how to use LinkedIn and other platforms for better digital engagement. Jenn is a seasoned sales professional in the insurance industry and has recently started her new consulting company, Genuine Shift. In this conversation, Kurt and Jenn discuss how sales teams can approach “team selling” using social networks like LinkedIn, why digital relationships matter, how LinkedIn can be used proactively to bring in new talent, and wrap up with some easy wins on LinkedIn that can ensure you’re ready to engage digitally. Don’t miss this great conversation.

Digital Engagement Isn’t Only A Solo Approach

Much of the way sales is done using social media has to do with sharing content that builds your reputation as an authority in your industry. A big part of that is utilizing the social media resources your company provides. But there’s more that can be done within sales teams - not only to leverage company resources but to tag-team digital engagement with prospects. Jenn refers to it as "team selling." In this episode, she explains what “team selling” can look like on LinkedIn and how it can change the way you think about digital engagement, on this episode.

Old-Style, Long-Lasting Relationships Matter - But Digital Relationships Can Be A Shortcut

The 20th-century approach to sales was based on the belief that long-standing relationships are the only way that trust is built. In that model, there is no substitute for time. I’m definitely not going to say that long-standing relationships are irrelevant in the digital age, but I will agree with Jenn’s premise that digital engagement makes the possibility of a shorter timeline for building trust a reality. In this episode Jenn describes how you can leverage your digital assets - from your LinkedIn profile to your company’s resources - to make it possible for modern buyers to check you out, come to trust you, and feel comfortable buying from you in a fraction of the time it takes to build one of those long-standing relationships that were so important in the past. You won’t want to miss her advice.

How To Use LinkedIn To Be More Proactive Finding Talent

LinkedIn is a powerful channel sales organizations can use to find and court new talent for their organization. But many companies are not taking full advantage of the opportunity. Jenn says you need to realize that the young, fresh, hungry candidates for your sales positions are digitally savvy. Among other things, that means what they see online has a tremendous influence on them. That’s why your social media profiles need to be modern, current, and aligned with the freshest approaches in your industry. In this way, you’ll demonstrate that you (and your company) are forward-thinking and can be assured that the younger candidates you’re engaging with will feel supported and empowered working with you.

Print Out Your LinkedIn Profile To Discover the Glaring Things That Need Updating

A few times in this conversation, Jenn mentions the importance of updating your LinkedIn profile. But what exactly does that mean? Jenn highlights a number of things you can do to update your information and position yourself in a more impacting way. But one of the most practical and helpful things she mentions is the power of printing out a hard copy of your LinkedIn profile. There’s something about seeing it in black and white that enables you to notice things you overlook on the screen. You can even hand the print-out to a colleague or friend and ask them to look it over and make suggestions. Jenn shares many practical tips just like this during this conversation, highlighting how you can leverage your digital engagement for more sales, so don’t miss it.

Outline of This Episode
  • [1:22] Who is Jen Walsh - she helps high-level experts get unstuck
  • [6:27] More and more sales are happening through team selling
  • [11:47] Why relationships matter and how LinkedIn can accelerate trust
  • [16:33] Getting into the flow of sharing content and engaging in dialog on social
  • [24:38] How companies can use LinkedIn to bring in new talent
  • [27:25] Making the time to engage digitally on LinkedIn
  • [32:50] The 3 stages of content sharing on LinkedIn
Resources Mentioned Connect with Mario!

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Click to Tweets:

nefitsLady) and @KurtShaver on this episode of #SellingWithSocial. Listen now! #sales @M_3Jr #DigitalSales

#Digital engagements that lead to #sales aren’t something you have to do alone. Learn about team #selling from Jenn Walsh (@BenefitsLady) and @KurtShaver on this episode of #SellingWithSocial. Listen now! @M_3Jr #DigitalSales

Learn how #digital relationships can be a shortcut to new long-standing business connections. Join Jenn Walsh (@BenefitsLady) and @KurtShaver to learn how on this episode of #SellingWithSocial. Listen now! @M_3Jr #DigitalSales

You can use #LinkedIn to be more proactive finding and hiring new #talent for your #sales team. Join Jenn Walsh (@BenefitsLady) and @KurtShaver on this episode of #SellingWithSocial. Listen now! @M_3Jr #DigitalSales

Print out your #LinkedIn profile to discover glaring things that need updating. Hear more great #SalesTips like this from Jenn Walsh (@BenefitsLady) and @KurtShaver on this episode of #SellingWithSocial. Listen now! #sales @M_3Jr

Oct 19 2018
36 mins
Play

Rank #9: 8 Steps to Energize Your Customer Buying Cycle Through Storytelling, with Mike Bosworth, Episode #70

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The customer buying cycle is an idea that’s being revamped by Mike Bosworth, an industry leader in social selling. On this episode of #SellingWithSocial, Mike and I discuss 8 major steps to energize your customer buying cycle and increase sales performance.

Mike shares his expert insights into why selling has to go beyond sharing product demonstration pitches. He also explains why agreements between CMOs and CSOs are critical for ultimate selling success. Finally, the dreaded “seller’s slump” is addressed and we explain why this slump is predictable and preventable.

This episode is full of insights that will change the way you think about sales. Be sure to give it your full attention!

A Salesperson Needs to Understand Their Customer Before Launching the Sales Pitch

Old-school selling used to be about focusing on the product demo - what it can do and how it works. Today, salespeople need to focus on the end result for the customer - specifically how the product will help them achieve broader company goals and give them the emotional response they’re looking for.

When Mike started at Xerox in 1975 he didn’t have any sales experience. But, because of his prior experience at the Xerox help desk, he did understand the customer’s innate needs. He intuitively knew that when talking with prospects as part of the sales team he needed to focus on more than just the product specs. As a result, he focused his sales pitches on:

  • The commonalities between the prospect and successful peers that were existing Xerox customers
  • How the product could solve the prospect’s problems
  • The ultimate vision the Xerox product could provide.

He understood that the first step to any customer buying cycle is curiosity. If you tap into that curiosity and add a skilled salesperson into the equation, you’ll see your close rates skyrocket. Mike explains these key areas and more on this episode, and it’s information no salesperson should miss.

Revolutionize Your Customer Buying Cycle by Following These 8 Steps

The modern-day customer buying cycle should be focused around “Public Displays of Trust,” or PDTs. These PDTs are displayed by the prospect and allow the salesperson into the world of the company. Mike outlines these 8 major steps to a successful buying cycle:

  1. The prospect isn’t immediately looking for a solution.
  2. Peer curiosity is advantageous - share stories of other industry professionals that are using your product successfully.
  3. The prospect feels, “This seller gets me!”
  4. The prospect is hopeful the seller has a solution to their problem
  5. The prospect sees their peers utilizing a solution that your company provides - there’s strength in peer envy
  6. The prospect is willing to answer discovery and vision questions
  7. The seller outlines a buyer vision, mapping out what they’ll be able to do differently if they purchase the product
  8. The seller demonstrates proof of the buyer vision - this is where the product demo comes in!

If you follow these 8 steps and understand that you should NEVER lead a sales pitch with a product demo, you’ll see your sales success rates increase dramatically. Mike explains these 8 steps in full detail on this episode, so be sure to listen.

Why Agreements Between Sales and Marketing Departments are Critical

In addition to a stellar sales pitch, a company’s CMO and CSO need to agree on a number of different ideas in order for the two departments to be fully aligned. They should agree on the following: who the targeted personas are, the importance of customer usage marketing, the stages of the buying cycle (NOT just the selling cycle), how technology will be used to supplement skilled salespeople, and the definition of a qualified lead.

If your company does not have this agreement platform to stand on, sales success rates will crumble. Learn from Mike and his decades of successful sales experience - listen to this episode!

How to Combat the “Seller’s Slump” and Boost Sales Performance

Mike has seen the following pattern display itself again and again throughout his career. Entry-level salespersons take 6 weeks to learn the company and the products. They’re then launched into 18 months of successful selling. On day 1 of month 19, they hit a “seller’s slump” and their closure rates begin to fall. Why do so many salespersons descend into this spiral?

Mike explains that it’s because of “premature elaboration,” or the “premature demonstration syndrome.” The seller has become so skilled in the product offerings and coming up with solutions that they begin to tell the prospect what they need before they authentically connect with the prospect. Most professionals don’t like being told what they need at the beginning of a conversation. That’s when the first 5 steps of the buying cycle become critical. You have to build up a rapport with the prospect and earn their trust before trying to sell them something. If CSOs train their salespersons to follow the modern buying cycle, they can avoid the 18-month slump period.

All of these insights and more are packed into this episode. It’s one you don’t want to miss!

Outline of This Episode
  • [1:05] The story of how Mike and I met through the Story of Sales film
  • [5:30] Mike shares his background with Xerox and how it taught him essential sales knowledge
  • [21:16] What should sales & marketing professionals focus on to maximize alignment?
  • [30:10] 8 stages of the modern buying cycle and Public Displays of Trust
  • [33:06] How to combat the seller’s slump and boost sales performance
  • [45:15] Summary of my conversation with Mike
Resources Mentioned Connect with Mario!

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May 10 2018
49 mins
Play

Rank #10: How Little Changes To Your Sales Message Can Have Incredible Results, with Tim Riesterer, Episode #102

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It’s amazing but true - in 101 episodes of #SellingWithSocial I’ve published so far, I have not recorded one conversation focused on what goes into an effective sales message. It’s time to change that - and I can’t think of a better person to help me address the topic than Tim Riesterer.

Tim is the Chief Strategy Officer at Corporate Visions, a company that makes it their business to study the facts behind sales messages. They do the work necessary to discover which turns of phrase and word choices are most effective - and they pass that information along to the sales community. This conversation follows right on the heels the Modern Marketing Engine podcast with CEO, Erik Peterson on customer conversations. Between the two of these podcasts… Well every sales and marketer should be able to crush sales messaging.

Join me for this enlightening conversation. I’m confident it will help you fine-tune your sales message to get better results.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started.

When Products And Services Look Alike, The Best Story Wins

Among the powerful points Tim makes during our conversation is this one: Data and facts don’t close deals as powerfully as stories. That may sound strange coming from a guy whose company digs into the data to find out makes for the most effective sales message. But when you consider that it’s their research that has shown them that stories are more effective, it makes perfect sense.

But Tim’s not saying any old story will work. It’s got to be one the buyer can picture as their own, one that demonstrates the risk they are taking by not making use of what you are offering. There is plenty of nuance to this kind of storytelling, so be sure you listen to hear every aspect of what Tim has to share.

For Existing Customers, Your Story Lives In The Current Status Quo

Tim has become known lately for pushing back against the popular “Challenger” approach to sales. Remember, his push-back is based on the data his company has researched. He says the idea of challenging the status quo works if you face a scenario where you’re trying to replace an incumbent approach. You’re trying to convince the buyer that what they are currently doing is untenable.

But if you ARE the status quo and you’re trying to get a buyer to renew, you should not challenge them to think entirely different than they are. Why? It decreases the likelihood of renewal because they will not assume your company is the only one that can help them make the change you are suggesting. They’ll begin investigating your competition rather than just accepting your proposed solution.

70% to 80% of the revenue that companies derive is from existing customers. Reinforcing the status quo is the most powerful way of getting renewals, price increases, and upgrades or upsells from them. The approach that wins should highlight what you’ve already done together and showcase the momentum they have gained using your solution.

HOW Salespeople Say Things Can Make All The Difference

Many times, salespeople are hired because they seem to be good at trafficking in words - which is the problem. They may be able to speak well but if they don’t know how to use words properly and effectively, they are not going to be very successful at sales.

All day long salespeople tend to talk about the gains, the upside, the positive reasons for using their solution. But the data shows that’s not the most effective approach. Why? Because unless your solution is the one the buyer is already using (the incumbent), YOUR SOLUTION is the risky bet in their minds. They need to be convinced you’re worth the risk - and it won’t happen by explaining all the positives of your solution.

The data shows that buyers are two to three times more likely to make a change if you position your offer in terms of what they will lose by CONTINUING as they are. You’re helping them see that what they are doing is the risky thing, a loss to be avoided.

When you do - you’ll increase the probability of them choosing your solution by 70%. That’s a small change in your sales message that makes a dramatic difference.

Increase A Buyer’s Propensity To Buy By Using The Word “You”

Often, salespeople feel it’s a humble and collaborative approach to tell their stories and give examples in a way that uses the word “we.” They believe that it communicates partnership and trust. But it doesn’t engage the buyer, it doesn’t help them envision what is going to happen for them by adopting your solution. In Tim’s words, “They become somewhat disembodied from the message - they don’t feel responsible for it.”

But now let’s make a shift…

When you use the word “you” in place of the word “we” in those very same sales conversations, the buyer takes greater ownership of what you’re saying. That simple change provokes their imagination - they can see themselves doing something about their problem and they get more involved. You can increase a buyer’s propensity to buy - all the way back to their feeling of how relevant your solution is, how important their need is, and how strongly they feel about addressing the issue - by simply using the word “you” instead of the word “we.”

Do you see how word choice can literally give double-digit advantage to your sales message? But you have to know the right words to use to make that the difference.

Listen to this great conversation with Tim Riesterer and get some of the free downloads Corporate Visions offers. Applying their research to your sales messages could dramatically impact your effectiveness in a rather short period of time.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started.

Outline of This Episode
  • [2:20] Who is Tim and why is he on this episode? What’s Corporate Visions about?
  • [6:12] So many bad pitches and messages: What should be done differently?
  • [16:01] Why “you” language is powerful and how it works
  • [20:20] Your “best friend” voice may be the best sales voice you have
  • [27:15] What the CV team has discovered that salespeople do right and wrong
  • [35:39] Coming down hard on the Challenger sales methodology
Resources Mentioned Connect with Mario!

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Feb 20 2019
48 mins
Play

Rank #11: Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108

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It’s hard to believe, but many sales professionals never give strategic thought to the implementation of their sales cadence. What is a sales cadence? It’s a strategic sequence of sales activities that increase connections and enable you to better qualify leads. Every sales rep with a list of customers has some kind of sales cadence, whether they know it or not - and most are not implementing it either strategically or effectively.

On this episode of #SellingWithSocial, I invited my friend, Dave Elkington, CEO and Founder of InsideSales.com to share his data-based expertise on what makes for an effective sales cadence. He highlights many of the mistakes sellers make and explains how to fix them. He also shares a very helpful set of tips for making your prospecting emails more effective, so make sure you take the time to listen.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

The Biggest Problems With Typical Sales Cadences

There are a variety of data points Dave draws from to highlight the best practices of what goes into a winning sales cadence. But before we get to the solutions, let’s look at some of the biggest problems his company’s research has found in modern sales cadences.

Most sales professionals believe that reaching out to a prospect 15 times is what research suggests, but Dave points out that it’s a belief supported by old data and myth, not fact.

In addition, most sellers are only utilizing 2 channels to connect with prospects - phone an email. But the data shows that’s not enough to move the needle significantly.

When it comes to email outreach, sellers are buying the same technologies, so templates and other resources look the same as those of their competition.

The problem is that we are stuck using the outreach methods and tools that feel comfortable to us rather than reaching out in a way that is meaningful to the prospect. Listen to this episode to find out how to fix these and other problems in your sales cadence.

Minor Changes That Can Improve Your Sales Cadence By 100% Or More

Data shows that most sellers are only using 2 methods of communication to reach out to prospects. But if you mix your communication methods, even adding only one additional source, you will get a 400% higher engagement than if you just use two methods of engagement.

Here is another small change that will make a big difference. When surveyed, most sales departments believe they are responding to prospect inquiries within 24 hours. The reality is that it’s far longer than that. But the good news is that data shows that if you can figure out how to respond to their inquiry within 5 minutes, you’ll be 100X more likely to get the prospect to engage.

Do you see how data-supported practices are incredibly powerful for the modern sales organization when implemented correctly?

The Simplest Way To Know If Your Sales Cadence Is Broken

Is your sales cadence broken? Are prospects falling through the cracks or not being contacted in a timely manner? You don’t have to dig into your CRM to find out. It’s a lot simpler than that.

Dave suggests you use a generic email address - that of your kid or your spouse would do - and fill out your own sales prospecting forms. Then sit back and watch what happens. Does your team respond in a timely manner? Do you get sent to the right person and are the solutions you inquired about provided to you effectively? Are the sales reps reaching out to you via a variety of methods?

It’s not rocket science and it doesn’t require a degree in Machine Learning technology to figure out. Take the time to test your own sales cadence. Is it getting the results you expect?

What Should You Be Doing To Prospect Effectively Via Email?

The typical seller does email prospecting when they feel fresh, early in the day. Data shows that's usually between 8 AM and 11 AM, with follow up being done later in the day. But Dave says that is backward from what the data suggests is most effective.

Most execs or decision makers are very busy early in the day. If you’re prospecting during that time your message is likely going to the bottom of the priority list. What does the data show is the best time to do prospecting? Four to Five PM in the prospect’s time zone is the absolute best time to send prospecting emails. It hits their inbox at the time they are most likely to give it attention.

Dave says that one change can get you a 21% higher open rate. If you’re sending an email that includes an attachment, you should bump your contact back one hour - between 5 and 6 PM.

Dave suggests that this finding can vary between industry and niche, so even though you just learned the general best practices, know your audience and know your market to dial it in for your specific needs.

Listen to this episode to hear the latest data-supported best practices regarding email subject lines, email length, and more. It’s all on this episode of Selling With Social.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode
  • [1:54] Dave’s story and the history of how Inside Sales came about
  • [7:16] What is AI and what should sales pros be doing about it?
  • [12:58] Applying AI at work to increase effectiveness
  • [17:40] The typical sales cadence problems and how to fix them
  • [30:35] A LinkedIn outreach campaign that revealed prospecting effectiveness
  • [37:48] Email prospecting tips for better effectiveness
Resources Mentioned Connect with Mario!

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Apr 06 2019
53 mins
Play

Rank #12: Constant Improvement Through Sales AI and a Purpose-Driven Mindset, with Brandon Bornancin, Episode #74

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Sales AI is changing the way entrepreneurs and salespeople do business in the 21st-century. Brandon Bornancin, founder and CEO of Seamless.ai has created a powerful tool for business people that allows them to connect more efficiently with prospective customers. On this episode of #SellingWithSocial, we discuss how he went from employee to entrepreneur and why he had to become his own investor. Brandon also shares top-level insights into how to succeed in business and sales - you can’t afford to miss this conversation.

THIS is Why a Purpose-Driven Mindset and Sales AI Change the Way You Do Business

Brandon believes every entrepreneur and salesperson needs to adopt a “Me, Inc.” mindset. Closing deals becomes even sweeter when you view every contract through a mindset of personal benefit. Consider the question, “How will the work I'm doing right now impact my development as a professional and leader?” You can take this mindset even further by understanding how every sale improves the lives of your coworkers and the entire company. If you utilize cutting-edge sales AI technology, you can streamline the process of finding the optimal clients to pursue. Combining a purpose-driven mindset with sales AI creates an unbeatable method for sales success. You NEED to hear these details. Don’t miss the full story on this episode.

Success as an Entrepreneur Doesn’t Happen When You’re in it For the Money

True entrepreneurs don’t start out building their own company for the money. They do it for the lifestyle freedom that comes with being your own boss. If you break out of the employee mold solely for the money, Brandon believes that you'll never be in the top 1% of entrepreneurs because the 99% don't push through the hard work just to see the monetary rewards… it’s about lifestyle. To break through the money-making mindset, be sure to listen to this episode.

Building Your Business Takes 10x More Money, Time, & Resources Than You Think

When you begin building your own business, consider how much money, time, capital, and effort it will take to get your idea off the ground. Now multiply those figures by 10. That’s what Brandon recommends for all aspiring entrepreneurs. It will always take more of an investment than originally planned. That's when sales AI can prove beneficial. If you utilize tools to streamline your digital workflow, you'll be able to focus on building other areas of your business. And if you obsess over continually improving, you’ll find success as an entrepreneur.

Learn How to Overcome Failure Every Day and Develop an Optimization Mindset

Entrepreneurs must have thick skin. You’ll hear “no” from your customers, investors, friends, and family. The key is to overcome that hurt, grow as an entrepreneur, and prove them all wrong. Brandon has adopted an “ABO” mindset - always be optimizing! If you view every challenge as an opportunity to improve your business and develop better skills, you’ll find success. For more insights on how to overcome failure and develop an optimization mindset, be sure to listen to this episode.

Outline of This Episode
  • [1:07] Brandon Bornancin
  • [4:16] What does Seamless.ai do?
  • [8:14] THIS is the way salespeople need to view every single sale
  • [12:55] Top secrets of how to succeed in entrepreneurship
  • [21:04] Brandon shares insights on his new upcoming book
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Jun 20 2018
30 mins
Play

Rank #13: The Best Of All Sales Tactics: Transparency, with Todd Caponi, Episode #93

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Every sales professional is on the hunt for sales tactics that close deals, but most don’t even have transparency on their short list. My guest on this episode of #SellingWithSocial is an award-winning sales leader. Todd Caponi's passion is for all things sales methodology, learning theory, and decision science - and you can how true that is in his brand new book “The Transparency Sale.”

Todd’s expertise is in building the revenue capacity for technology companies, having served in senior leadership roles, helping one organization to a successful IPO followed by an exit valued at almost $3B. His experience speaks for itself: He won the American Business "Stevie" Award for VP of WW Sales of the Year, and is also a former owner/operator of a sales training and consulting company

Listen in to our conversation as we discuss the power of transparency for deepening customer relationships and closing more deals.

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Vulnerability Breaks Down Barriers So You Can Have Honest Sales Conversations

It’s human nature to hold back the deeper parts of ourselves, especially the areas where we feel we are weak. We have to build trust with a person before we are willing to share on that level. In sales, we are able to use that tendency to our advantage by "going first" in new customer relationships. Todd encourages sales professionals to take the lead in being vulnerable - about themselves and about their product or service.

In this conversation, you’ll hear Todd explain how vulnerability has an effect like nothing else - to break down barriers and open the door to honest sales conversations that actually go somewhere. His savvy application of transparency to his own sales approach is what has made him the sales leader he is. Listen to learn from a master!

It’s Easy For Buyers To Know Why You Suck. Own It From The Beginning

In case you haven’t noticed, the digital selling landscape has changed. You are no longer the expert that prospects come to in order to learn about your product or services. In fact, because of public review systems, your prospects may have more information about how your product or services impact the lives of real customers than you do.

That’s why you have to stop pretending.

Stop pretending that your product is flawless. Stop pretending that your services are delivered without a hitch. Learn how to be transparent about the issues you face and clear about how you address them. In fact, you should bring up those things before your prospect does in every sales conversation you have. As we spoke during this recording, Todd explained how disarming that kind of transparency can be and how it is a powerful way to build trust quickly.

In Sales, Logic Polarizes But Emotion Binds Us Together

Here are a couple of great questions that can help you learn one of the most powerful sales tactics.

#1 - How much of your sales pitch is about the stats, the facts, or the logistics and processes of what you do for customers?

#2 - After you answer that question, ask yourself how much of your sales conversations focus on the emotional side of what your product provides for real-life customers.

Todd points out that a direct correlation exists between the amount of emotion involved in a conversation through the wise use of stories, case studies, etc. and increased sales closing rates. The way he says it is very helpful: Logic polarizes but emotion binds us together.

Listen to learn how you can tap into the emotional motivations of your customers by listening to what Todd has to share on this episode.

An Incredible Sales Tactic: Play Your Cards Face Up To Get Bigger Deals

One of the most powerful things I learned from Todd as we spoke was his approach to addressing areas where a customer’s desired outcomes seem to conflict with his company’s limitations. He describes one situation where he BEGAN a sales conversation by using a whiteboard to list his companies limitations in four areas: volume, when the customer pays, length of commitment, and timing of the deal. Then he began to explore what the customer wanted in each of those areas so they come to a middle ground.

It’s an ingenious way of getting all the cards out on the table instead of trying to hide potential roadblocks to a deal. Not only it this more effective in getting past those roadblocks it’s also a powerful way of building trust in a brand new customer relationship.

I hope you see that transparency is more than a sales tactic. It’s a wise way of relating to people overall, which is one of the greatest sales skills that exist. Listen to learn more from my guest, Todd Caponi.

This podcast is being brought to you by SAP Sales Cloud, formerly CallidusCloud. With SAP Sales Cloud's modern CRM, you can focus on coaching and developing sales reps, instead of forecasting. Learn more by visiting: www.calliduscloud.com/Vengreso Outline of This Episode
  • [1:47] Congrats to Todd regarding the launch of the new book
  • [7:42] The history behind writing “The Transparency Sale”
  • [11:05] Why salespeople should embrace their vulnerabilities and flaws
  • [13:30] Flaws in the way we teach sales professionals to sell these days
  • [18:55] An example of being honest about flaws in your product or process
  • [29:40] 3 things salespeople need to stop doing
  • [34:38] Get used to playing your cards face up to get bigger deals
Resources Mentioned Connect with Mario!

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Nov 29 2018
44 mins
Play

Rank #14: Want Transformational Sales Growth? Become A Sales Athlete, with Dan Waldschmidt, Episode #101

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Dan Waldschmidt is an expert when it comes to driving sales growth both on an individual level and across an entire sales team. Dan is the man to teach us what it takes because he’s done it. His startups have returned billions in profits to investors through implementing the principles he unpacks on this episode. Get ready to receive a strong but much needed challenge from a top performer who wants to help you operate at your very best. Join us for this episode of #SellingWithSocial.

The High Growth Formula: Mindset, Methods, And Magic

Dan Waldschmidt is an outstanding leader and a high performer. Outside the sales world he’s an endurance athlete - only the 10th person to complete the Run Everest Challenge. He has spent his life attempting (and often achieving) the outrageous. He refuses to accept business as usual – making him an unconventional, yet highly effective consultant to some of the world’s largest companies. That’s because he knows what it takes to fine tune the things that produce high achievement.

Dan isn’t satisfied with good enough. He’s not satisfied with being a high achiever. He wants to be in the elite category - and he wants your sales performance to be there too. He says the thing that makes the difference between high performers and ultra high performers is this: Mindset, Methods, and Magic.

During this conversation, Dan explains why mindset is always the place to begin and how it informs the methods and empowers the magic behind every high performing salesperson. You don’t want to miss Dan’s energy and practical insight, so be sure you listen.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. As A Salesperson You Are A Sales Athlete. Train To Win

Dan has a way of using stories and examples we are all familiar with to illustrate the principles he teaches. In this episode, he refers to elite athletes again and again as examples of what it takes to be the very best. Why is he so fond of using athletes as examples? Because they know what it takes to win at high levels - and he is convinced that salespeople need to have the same attitude.

Very few salespeople are shooting for the top, training themselves in every area of life (body, mindset, knowledge) to be the very best at what they do. Speaking about the typical sales professional, Dan says, “If you just thought of yourself as an elite athlete… it changes your whole mindset… you could have doubled or tripled or quadrupled your income if you would have thought a little bit different - thought like an athlete.”

Listen. You’ll get the hard hitting truth from a guy who has proved it can be done.

Do You Know The Only Measuring Stick That Matters? It’s Not Quota

What I consider to be a modern pandemic in the sales world is the fact only 60% of salespeople are actually meeting their quotas. Dan says he’s surprised it’s that high. There are myriad reasons why the stat is so low, but part of the problem is that quotas are not the right measuring stick. Nobody is motivated by a number. Motivation comes from something more, something that matters.

Dan says the only measuring stick that matters is asking this simple question: “Is it awesome?”

What could happen if that’s the only question we asked about the things we do each day?

  • Sales calls: Are they awesome?
  • Social selling activities: Are they awesome?
  • Prospecting: Is it awesome?

We all know when the activities we’re doing are NOT awesome and we know equally as well that there are little things that can start the ball rolling toward changing that fact. We just don’t do it.

Dan isn’t going to let you get away with excuses on this episode, so listen if you dare.

What Do Sales Athletes Do When They Get Knocked Down?

I’ve had my share of failures in my sales career. 15 of my 18 years selling in corporate I made the “top sales” ranks within my company. But there were a few years in there - as you can see from those numbers - that I didn’t reach the top performance levels I desired. I know exactly why in every case.

I asked Dan to explain what elite performers do when the bottom drops out in their life or career. His answer was simple…

Get up.

He’s not trying to be simplistic, he’s being realistic. Life is determined by the choices we make and getting up as soon as possible is the first step to making the choices that can change things. You don’t need to take the perfect action - you just need to take an action in the direction you want to go.

Being unstoppable is a choice. It’s a choice you get to make. But you can’t get there if you won’t get back up when you’re knocked down.

This episode is brought to you by Zubtitle. Automatically add captions to any video in minutes. Don’t let your videos get passed over on social media. Visit https://zubtitle.com/vengreso to get started. Outline of This Episode
  • [3:00] Dan’s background and current endeavors
  • [7:06] How Dan has returned over a billion dollars to investors through his companies
  • [11:32] What do leaders get wrong that slows down growth?
  • [21:08] How should you think when you hear “It’s good enough”?
  • [28:03] Inspiring Millennials to deliver outrageous results
  • [39:40] What do you do when the bottom drops out on you?
Resources Mentioned Connect with Mario!

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Feb 19 2019
51 mins
Play

Rank #15: The Secrets Behind The Success Of The World’s Largest Digital Sales Training Company, Episode #100

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There is now no doubt, NO DOUBT that the company I am honored to lead as CEO is the world’s largest digital sales training company. Vengreso is almost two years old and the journey thus far has been incredible. On this episode of #SellingWithSocial, I invited my three co-founders to join me to help me tell the Vengreso story. You’ll hear from Kurt Shaver - our Chief Sales Officer, Viveka von Rosen - our Chief Visibility Officer, and Bernie Borges - our Chief Marketing Officer about their experiences in this wild journey. We'll also give you a powerful summary of what it takes to start your own digital sales process.

Brand Drives Demand: Demonstrating How To Saturate Your Industry

One of my favorite sayings that keeps our team on target is this: Brand drives demand. The meaning behind the phrase is that the more effective you are at consistently communicating your brand story and value, the more people and organizations will want to work with you. I say it all the time to our team because I know we can't just preach it, we have to do it.

By creating loads of content, working together as a team to distribute and share it, and leveraging well-designed systems and processes we’ve gotten our content in front of 98 million people via social media. To help you understand exactly how staggering that number is, our nearest competition (a huge brand) has only reached 4 million people through social.

Why did we focus on flooding the digital sales training space like this? Because we had to demonstrate what we teach: Brand drives demand.

Companies That Adopt Social Selling Get 50% Higher Win Rates

If it’s not obvious to you already, you need to know that sales methodology has changed forever. The prevalence of information available today makes it possible for buyers to actually get ahead of sales professionals in the buying cycle, discovering everything they want to know about a product or service through personal research, online reviews, YouTube unboxing videos, and more.

So you tell me, why would you want a digital selling program? So that you can adapt your sales approach to the way buyers are buying. But here’s the biggest reason: The stats are in - companies that adopt social selling programs have 50% higher win rates than those that don’t. If you want to stay ahead of your competition, you’ve GOT to be selling socially. If you want to dominate your industry, digital sales is the only way to do it.

What Kind Of Fishing Pole Are Your Sales Reps Using?

At Vengreso we’ve enjoyed coming up with powerful imagery that helps us communicate the steps necessary to become effective at digital selling. Here's my favorite example: The first thing you need if you’re going to catch fish, is the right kind of pole. You can’t use a deep sea pole if you’re going trout fishing. Likewise, you can’t use a fly rod if you’re trying to catch Blue Marlin.

What does the fishing pole represent? Believe it or not, it’s the LinkedIn profiles of your sales team. Why are LI profiles so important? It’s because of what the stats show us - 62% of decision-makers look at a sales rep’s LinkedIn profile before they decide whether to respond to their phone call, email, or other outreach.

62 percent! That’s huge - and it’s why a LinkedIn profile that is nothing more than a resume is not going to be beneficial to your sales strategy. You need to know how to make your sales team’s profiles powerful resources buyers can reference to see how you can bring value to the table for them. Listen to this episode to hear how the Vengreso team has made LinkedIn a major part of our digital sales training.

You Can’t Launch A Digital Sales Program Without Giving Sellers The Right Bait

When you fish, you can’t catch fish if you use the wrong bait. In digital sales, the bait is the content your sales team needs to move buyers to the point of making a decision. Your organization has to create that content and make it available to your team in an organized fashion.

Our digital sales training includes showing sales organizations how to create a vault of content for the sales team that enables them to sell more effectively. We teach our clients how to organize their content around the buyer’s journey, particular industries, special needs, etc. The point is not the organizational system you use, but that you organize it in a way that YOUR sales team can easily access and use with buyers. Listen to learn more about how Vengreso is leading the way among digital sales training companies.

Outline of This Episode
  • [1:15] The co-founders of Vengreso and the largest digital sales training company in the world
  • [5:55] Recent Data: 62% of decision makers look at a sales rep’s LinkedIn Profile before reaching out
  • [8:20] Companies that adopt social selling get 50% higher win rates
  • [11:48] What makes companies successful? Alignment between sales and marketing AND resourcing your sales team with great content
  • [17:42] What you need in order to capture the attention of the “fish” you’re trying to catch
  • [22:37] 5 products coming from Vengreso in the next few months
  • [28:24] The 10 step methodology that is poised to win awards
  • [34:55] 98 million people reached through social this year: how we did it
  • [37:25] What life has been like as part of the Vengreso team
  • [44:39] Embrace the change and roll with it
Resources Mentioned Connect with Mario!

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Feb 08 2019
47 mins
Play

Rank #16: Achieving Quota Is Not A Tech Problem, It’s A Sales Leadership Problem, with Tiffani Bova, Episode #105

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Personal growth is a cornerstone of good sales leadership. Without leaders who are actively growing themselves, sales teams don’t have a chance of succeeding. I can think of nobody better to speak to the topic of personal growth than Tiffani Bova, my guest on this episode of #SellingWithSocial.

Tiffani is the growth and innovation evangelist at Salesforce and the author of my new favorite book, “GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business”. It’s a phenomenal book that highlights the 10 simple but often misunderstood paths to growth.

Tiffani’s experience in customer experience, digital transformation, and sales, combined with her research into the future of work make her an ideal person to teach us how the ongoing growth of the sales leader will exponentially impact the teams they lead. Join us for this conversation.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

The Most Difficult Aspect Of A Sales Leader’s Job: The Seller’s Dilemma

Tiffani has coined the phrase “The Seller’s Dilemma” to point out a delicate balance that all salespeople and sales leaders must strike. Here’s how she describes it...

Every sales professional must be growing personally in order to keep up with the changes and needs within their industry. But they also need to be able to consistently close deals. Both require intense focus and significant amounts of time, so the tension between them can be quite a dilemma. Stated as a question:

“How do I hit my numbers today, this week, this month, and this quarter, and at the same time invest the time necessary to transform through personal growth?”

Tiffani readily admits it’s not an easy problem to solve, but insists it is one that must be solved. For sales leaders, in particular, her belief is that if you can improve the people and process side of the business the entire boat rises. Listen to hear a number of examples of how it can be done, on this episode.

Achieving Quota Is Not A Tech Problem, It’s A Sales Leadership Problem

As a sales leader, if you are running your forecasting or pipeline review meetings the same way you did 3 to 5 years ago, you’re wasting your time. Technology makes it possible for you to know about the deals your team is working on without having to take up their precious time with a pointless meeting.

The reality is that 63% of a modern sales rep’s time is consumed with things that are non-selling related. Your job as a leader is to help your team get past those things - and you do it by spending your time coaching, mentoring, and equipping your team.

Tiffani says if you are thinking about getting into sales leadership but are not interested in coaching, development, and the process side of how deals happen, then you should remain in sales and not become a leader. When you become a sales leader, you have to be willing to change your behaviors, grow your leadership skills, and do what it takes to make your team more successful.

Struggling To Get Your Sales Team To Use Your Tech Stack?

Most salespeople understand the need for keeping accurate records via their CRM. They know that doing so has the potential of helping them close more deals. But they still tend to lag behind in getting their data entered in a timely fashion. Why?

Tiffani says it’s because many sales leaders use their CRM to hold their team’s feet to the fire rather than as a tool to make them more successful. She suggests that sales leaders teach their teams how to leverage the technology in a way that they can trust, knowing that their use of it will enable them to become more effective sellers.

Listen to hear how Tiffani recommends sales leaders use their CRM to keep themselves informed about the strengths and weaknesses of their team members - and how that information can be used to hone in on areas where training and coaching are needed.

Sales Leaders: Knowing Your Sales Team Helps You Help Them

If you’re a sales leader who’s committed to the kind of personal growth that will equip your team for greater success, you’re exactly the person Tiffani is speaking to on this episode. Her belief is that the better you get at knowing and supporting your sales team, the better they will become at sales.

Take note of the areas where each member of your team excels and get them additional training in those areas to hone their skills and improve their effectiveness. Pay attention to the things they struggle with and come up with ways to support them with resources and education. A good sales leader is focused on the people side of the organization just as much as they are the numbers. As the people on their team grow, sales conversions follow suit.

Tiffani’s book is a resource you won’t want to do without if you are responsible for leading a sales team. Her insights are the kind you can understand easily and begin to apply right away. Listen and learn from a master of personal growth and success, Tiffani Bova!

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode
  • [1:15] The reasons I’ve invited Tiffani on the show for this episode
  • [8:10] Why Tiffani wrote her book and who it’s targeted to help
  • [12:00] The 10 simple but misunderstood paths to growth
  • [17:10] Why companies are having problems closing sales - it’s not a tech problem
  • [26:07] If you are a top performer, you need to worry about others like you, who use tech well
  • [30:46] How growth in the wrong order can lead to disaster
  • [43:02] Honing your skills means you have to learn to use tool appropriately
Resources Mentioned Connect with Mario!

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Mar 19 2019
52 mins
Play

Rank #17: Follow These 4 Tips to Improve Your Sales Leadership Skills, with Rana Salman, Episode #77

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Few professionals are as knowledgeable in sales leadership as Rana Salman, Principal of Salman Consulting LLC. She’s my guest for this episode of #SellingWithSocial, and she shares the 4 best tips for sales leadership. We discuss why having exceptional customer service skills, passion, and self-awareness are critical components in the social selling business. She also encourages sales leaders to frame their sales calls in a logical way and diversify their teams. If you want to up your sales leadership game and discover entirely new levels of selling success, don’t miss this episode. Listen now!

Tip #1 - Have the BEST Customer Service Skills

Rana explains that “You don’t need to have the best technology. You DO need to have the best customer experience.” Understanding prospects as human beings and having authentic, 2-way sales conversations are fundamental steps in landing contracts. If you sell to people, not accounts, you’ll grow your sales leadership skills exponentially. Rana also encourages marketers and salespeople alike to be engaged with a prospect through every step of the process, even after it passes through your designated area. Sending thoughtful follow-up notes, checking in during important milestones, and asking questions will keep your relationships with your customers strong.

Tip #2 - Use This Structure for Framing Your Sales Call Questions

If you have a title involving “sales,” you need to be actively selling and bringing in a lead every single month. Simple crossing the threshold into sales leadership positions doesn’t mean you can forget how to actually sell and represent your brand. Rana and I share 6 main steps to follow when proposing questions in a sales call. Here they are.

  1. Understand the company
  2. Understand the team
  3. Understand how they sell today (and what are the results)
  4. What are the competitive differentiators?
  5. What’s their philosophy on sales training?
  6. What’s their budget?

Questions posed in this manner will build trust and relatability with your prospect. It’ll help the conversation flow naturally and you’ll be more prepared to actively listen to their responses. For more

Tip #3 - Diversify Your Sales Team and Value Your People

Great sales leaders hire with diversity in mind. I’ve talked about this on past shows how sales leaders need to be focused on diversity. However, diversity goes beyond basic demographics. Serving within a sales leadership role is improved when you have a team of people who challenge you and ask the tough questions. That’s when true innovation and stellar performance flourish.

Rana also encourages listeners to hire for talent, not necessarily for industry experience. If you find a potential employee with passion and the ability to connect with people, they will take your company far.

Tip #4 - Don’t Neglect Self-Awareness - it’s Critical for Successful Sales Leadership

One of the most neglected areas of sales leadership development is self-awareness. Understanding yourself, your emotions, and your personality characteristics are tied to career success and financial stability. It’s also a needed component in emotional intelligence. Optimizing your strengths, reflecting and observing, being mindful, and refining your active-listening skills are all ways to improve your level of self-awareness. Being aware of and working through your weaknesses is also needed in sales leadership positions. You can listen to my growth story on the road to becoming an effective team sales leader. For the full story behind these 4 tips, and many more, don’t miss this podcast episode.

Outline of This Episode
  • [1:02] Rana is an expert in sales leadership, and she’s my guest for this episode
  • [4:35] Refine your customer service skills by using these techniques
  • [9:12] The importance of staying involved during the account handoff stage
  • [15:40] Here’s how to structure your sales questions for ultimate success
  • [19:17] Diversify your sales team and care about your people
  • [25:54] Why self-awareness is so critical for sales leaders
Resources Mentioned Connect with Mario!

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Jul 14 2018
37 mins
Play

Rank #18: 10 Steps To Launching A Digital Selling Program, Episode #99

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Digital selling is here to stay. Have you admitted that to yourself yet? Sales organizations around the globe need to jump on the digital bandwagon. If you don’t, your company is on its way down.

But don't let that deter you. If you don’t have a digital selling program implemented within your sales organization, your excuses are over. This episode of #SellingWithSocial explains exactly how you can do it, incrementally, step by step.

It’s a presentation I was honored to deliver at Dreamforce 2018 - “10 Steps To Launch A Digital Selling Program.” I've outlined it clearly and have provided many examples, so don’t put it off any longer. Don’t keep wishing for the good old days when technology and social media were not required to engage with buyers and close deals. Those days are gone - forever. Listen to learn how to become effective at digital sales.

The Buyer Has Changed The Game On The Sales Process

Sales professionals used to be the keepers of the sacred information. If buyers wanted to know about features or applications of a particular product, they had to engage with a salesperson to get it.

Then came the internet. Followed by the smartphone - and the sales game changed forever.

Buyers typically research 60% to 70% of their questions and concerns about a product or service before engaging with someone on the sales team. In short: buyers have gotten faster at buying than sellers are at selling. So salespeople need to be out there, in the places buyers are researching their services in order to be relevant to the conversation at all.

It’s that reality that sets the stage for this presentation. Sales organizations have to catch up with buyers. The sales process has to take digital engagement and opportunities seriously so that salespeople can be involved in the conversations buyers are initiating and engaging in. This episode will enable you to hit the ground running.

A Digital Selling Program Is Your Strategy To Reach The Other 90%

Did you know that only 10% of the calls or emails your sales reps are sending out actually earn a response? That means 90% of your company’s potential buyers are never being reached by traditional sales methods. What will you do to address that issue?

A digital selling program is the answer. You start your program by defining your desired outcomes, then you identify your ideal buyers and map out the typical buyer’s journey. After that, you have to make sure you have the right bait (content) to attract them. Those are just the first 3 steps of developing a digital selling strategy. Listen to this episode to hear me explain all 10.

Do You Have The Right Kind Of Bait For Your Buyer Types?

There isn’t space in a show notes page like this to thoroughly outline all of the steps involved in creating a digital selling program. So let me focus in on one of the most important - the bait.

Just like fishing, you’ve got to have the right bait to catch the attention of the exact buyers you have in mind. The content you create and share on social media and during the sales conversation is that bait.

But it’s not a one-size-fits-all proposition. You need the right kind of messaging to fit each of your different buyer types. That way your sales team can customize their approach, provide exactly what individual buyers need, and engage in sales conversations in relevant ways that lead prospects through their unique buyer’s journey.

Listen to learn why the bait has to be more than just infographics and white papers the marketing team creates, how your sales enablement team should get in on the fun, and why you need to have “vaulted” content that's reserved for your sales team.

Does Your Sales Team Know What To Say In Every Situation?

I was a feet-on-the-ground sales rep for many years. I know what it’s like to hustle and work for the sale. But I also know this: whenever we get the opportunity, those of us in sales will hit the “easy” button.

Sales leaders can’t let that tendency stop their teams from succeeding. That’s why I advocate creating scripts for every scenario. Provide them so that your sales team can easily customize and use them to address buyer questions, speak to particular use cases, and move the conversation forward in ways that make your brand and products look good.

Listen to this episode to learn all 10 steps of creating a digital selling program for your organization.

Outline of This Episode
  • [1:22] Mario’s topic: 10 steps to launching a digital selling program
  • [3:17] Buyers have gotten faster at buying than sellers are at selling
  • [7:12] What are you doing about the other 90% of people you aren’t speaking with?
  • [8:03] STEP ONE: Define the desired outcome
  • [15:01] STEP TWO: Buyer identification and mapping
  • [16:46] STEP THREE: Creating the bait to attract prospects
  • [19:08] STEP FOUR: Get the right tools in place
  • [22:12] STEP FIVE: Provide scripts and resources to your team for every buyer type
  • [24:10] STEP SIX: Create buyer-centric social programs for your entire team
  • [28:40] STEP SEVEN: A 3 phase customized training program
  • [31:04] STEP EIGHT: Use gamification and recognition to drive the behaviors you want
  • [21:11] STEP NINE: Measure and adapt for improvement
  • [33:36] STEP TEN: Make sure you are coaching for continuous improvement
  • [34:20] Ensure you have executive sales leader and front-line buy-in
  • [36:38] How to start your program small and how to go all-in
  • [40:21] A LinkedIn trick: Never send a non-personalized LinkedIn connection request
Resources Mentioned Connect with Mario!

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Jan 31 2019
47 mins
Play

Rank #19: How to Master Selling To The C Suite, with Steve Hall, Episode #88

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We’ve all heard that there are advantages to selling to the C Suite, but do you know what they are and how to make the most of them? My guest on this episode of #SellingWithSocial is one of the foremost authorities on selling at C Level, Steve Hall. Steve believes and teaches that If you sell high value B2B products or services, it’s better to sell as high up the chain as you can.

In this conversation we talk about why you want to get to the C Suite as soon as possible, what you should do if the C Level executives are not the ones making buying decisions, how to avoid managers making sales presentations on your behalf, what to do if you get blocked at a lower level, and so much more. Steve’s got the experience and the insight to help you sell better to the C Suite, so don’t miss this episode.

 

Why You Don’t Want A Middle Manager Selling On Your Behalf

Most organizations are organized in a way that sales calls are kept away from those in executive level positions. As a result, most sales presentations are made to someone in a middle management position who doesn’t have the authority to make a buying decision. As a result, they have to take your carefully crafted sales message up the chain for you. You don’t want that - and here’s why.

Nobody within the company, no matter how convinced they are about your solution, is going to have the passion and expertise needed to truly sell their superiors on it. You’ve got to find a way to do that yourself. That means getting your foot in the door of those “higher” positions that do make the decisions. This episode of Selling With Social will help you know how to do that as my friend, Steve shares his tips for selling at C level.

 

Should You Try To Sell To The C Suite When Decisions Are Made By Others?

Many global organizations are led by executives who empower those at the Director level to make buying decisions. In that case, the Director level may BE the place you want to have your most important conversations. But Steve says that doesn’t mean you avoid trying to connect with the C level executives. To drive his point home, Steve asks some simple questions: Who else is going to have the influence within the company that the C Suite executives do? What benefits will you receive from C level individuals recommending you to those down the line from them who DO make the decisions?

Are you starting to get the point? Listen to our conversation to hear how Steve recommends approaching those at the executive level. His approach includes knowing what senior executives really care about and what you can help them with, having a compelling message to get you a meeting, a plan to make sure that your first executive meeting is a success, and more. Don’t miss it!

 

If You Get Blocked At A Lower Level, A Team Approach Can Open The Door

When you get to a place in your attempts to reach the C Suite that you’re blocked at a lower level, what can you do? Steve recommends you take a team approach at that point, turning the conversation in a different direction by saying something like this…

“My CEO would like to chat with your CEO. Can you tell me how to connect them?”

This puts the conversation on a whole new level and opens the door to more possibilities. Learn more sales tips like this from the master of C Suite selling, Steve Hall.

 

What’s The Best Way To Prepare For A C Level Sales Meeting?

It can be nerve-wracking to walk into a C Level executive meeting. But it doesn’t have to be if you know how to prepare. Steve says you have to be clear on some very important things…

  • What is your objective? Why are you having the meeting? What are you trying to achieve?
  • If the meeting went perfectly, how would it go?

But you also need to consider…

  • What’s the C Suite Executives objective? How can you make sure they get it?
  • What would constitute a good meeting from their perspective?

By asking these questions you’re determining what insights you can provide them (value) that will make them feel that the time they set aside for your meeting was worthwhile. Be specific in determining the value you’re going to provide, based on research you’ve done about them and their needs.

But don’t stop there. Think about what they are likely to ask you - and be prepared to respond. Finally, know what your next step is and how you can create a path back to the executive should he/she send you elsewhere. Listen to hear Steve explain all of these items in more detail.

 

Outline of This Episode

  • [4:17] Why selling to the C Suite is a vital skill set to learn
  • [7:42] Do you want to get to the C Suite when the Director level positions make the decisions?
  • [9:17] Getting to the C Suite depends on your message, your channel, and your approach
  • [12:17] How do you find the EXACT message that will cut through to the C Suite?
  • [17:48] If you get blocked at a lower level, move to a team approach to reach higher
  • [23:53] How do sales reps prepare for a C level meeting?
  Resources Mentioned

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Oct 25 2018
29 mins
Play

Rank #20: Understand The B2B Buyer Journey To Create More Conversations, with Scott Collins, Episode #104

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As a digital sales evangelist, I’m passionate about helping sales professionals see that the B2B buyer journey is one of the most important things for them to understand. That’s because the WAY buyers are buying has changed dramatically with the rise of digital technology. If the sales community doesn’t adapt in a way that enables them to resource their buyer’s journey, they will miss out on the opportunity to engage in sales conversations.

As I considered how to address this topic on this episode of #SellingWithSocial, I knew it was time to have Scott Collins on the show to share his expertise. I’ve heard him speak on the topic many times so I knew he could address it in a way that will help you win more deals. Scott is Vice President of Advisory in Gartner’s Sales practice where he works closely with executives around the world helping them to solve their most pressing and critical challenges.

Listen to find out how you can build trust with today’s well-informed B2B buyers by becoming the best at resourcing and helping them through their buying journey.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

67% Of The B2B Buyer Journey Is NOT Spent With Sales Reps

Before the advent of the internet, one of the only ways for B2B buyers to learn about solutions to their needs was to schedule a sales meeting. But those days are gone forever. Scott shares the data Gartner has compiled regarding the modern B2B buyer journey and drives home the reasons it is vital for sales professionals to adapt their approach. The changes we’re talking about are much more than just a fad. For example...

Gartner’s research shows that in a self-reported survey, B2B buyers report that they are spending 27% of their time during the purchasing process independently researching solutions to their needs on their own, online. They are researching early and often and doing so right alongside any conversations they might be having with sales reps. 22% of their time is spent driving consensus with bosses or stakeholders within their own organization. 18% of their time is spent doing further research offline.

That accouts for 67% of the time spent in a B2B buyer’s journey and they may not have even spoken to a sales rep yet. What does that mean for sales professionals? It means that when those buyers finally initiate a connection they’ll be knowledgeable about what the provider offers, and will come with very specific questions. Here’s the important question you need to answer as a sales rep: “Can you respond to their needs in a way that makes them glad they reached out and that truly helps them make a buying decision?” Scott equips you with the tools you need on this episode.

Today, Sales Teams Must Be Transparent Or They Will Be Found Out

In a recent purchase decision my team here at Vengreso was engaged in, we did our homework in finding the main providers who could offer a solution for our needs. Part of our process included speaking with people we know who are using the solutions we were considering. In that process, we became aware of a customer service challenge one of the providers was experiencing. But when we asked the sales team about the issues, they assured us all was well.

You could say they erred by not being honest. I’d agree with you. But I go farther to say that they didn’t do their homework by taking note of who we are as a company and what other companies we are connected with. I never saw that any of their sales team looked at my LinkedIn profile even once, which would have given them all that information. They would have seen that we are closely connected with one of their clients and could safely assume we might have information that informed our questions.

Scott says that example illustrates one of the most important points for sales professionals to get from this conversation: If you have challenges going on in your business, be forthright about them. In the modern world, savvy B2B buyers will find out about those things. You want to hear their concerns so you can address them honestly and be transparent about your progress in addressing them. That’s what builds trust and opens the door to another conversation.

Sales Reps Can’t Increase Time With Buyers, So They Must Increase Value

In this conversation, Scott reveals that the overall time sales reps are getting with buyers these days only amounts to 17% of the time they invest in their purchase process. For that reason, it’s vital that they make the most of the time they do have. That’s not going to be done through slide decks and rehearsed sales presentations. It will happen by listening, understanding their specific needs and questions, and resourcing them to find the answers that are preventing them back from making a buying decision.

Research shows that in many cases, the sales process that is least difficult and cumbersome is the one that winds up winning. Ease of understanding and ease of purchase is the grease that lubricates the wheels of sales conversations. As a sales rep, it’s your job to make sure every conversation you have with buyers turns their journey into a pleasant and helpful engagement. Join me as I speak with Scott about how to effectively resource and enable the B2B buyer journey, on this episode.

Are We Enabling Our Teams To Provide The Information B2B Buyers Find Helpful?

If you are a sales professional, understand this: You need to become a customizable information machine for your buyers. That’s because every buyer will come to you with their own set of criteria and their own set of very unique circumstances. They are already well down the path toward discovering their own answers without you. They come to you once they need answers to questions they can’t find online or from peers. That’s when it’s YOUR your job to become intimately acquainted with their buying journey so you can provide the exact information needed. In that way, you can help them move forward in their purchase decision.

Information is the commodity you need to deal in. Providing it in the ways that are most beneficial to each client is the skill you must develop. Can you be a prescriptive resource - providing information and tools that help buyers discover their needs and understand how your solution will meet them? Can you provide the practical how-tos that will give them the confidence that you are the partner they need?

Listen to hear Scott Collins explain why the modern B2B buyer journey requires a different approach.

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL - Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode
  • [1:56] Scott’s B2B customer journey expertise and personal background
  • [5:58] How can sales organizations not understand the internet’s role of buyer behavior?
  • [9:03] The research that goes into B2B purchases prior to an in person connection with sales is phenomenal
  • [20:43] Why transparency is so important for sales reps today
  • [27:45] There is tons of skepticism about sales professionals on the part of buyers
  • [38:52] Generational differences when it comes to using digital to make buying decisions
  • [42:00] Sales and marketing are experiencing a recalibration in the sales process
  • [47:46] What is buyer enablement and why is it important?
  • [50:51] The final purchase decisions usually come down to very specific information
Resources Mentioned Connect with Mario!

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Mar 07 2019
57 mins
Play

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