Archive Monthly Archives: July 2015

TSE 172: The Chief Evangelist Guy Kawasaki and I Speak About The Power of Canva!

Guy Kawasaki, Donald Kelly, The Sales Evangelist, Canva's Chief Evangelist

What more can you do to up your sales without spending money? Obviously, social media is one of the quickest and most strategic ways to get to your clients. But are you actually doing it right? Do your social media posts or even emails create enough attention to break through all the noise in the marketplace?

In today’s episode, Guy Kawasaki, the chief evangelist of Canva talks about how entrepreneurs and sales persons can best utilize Canva.

Guy was initially a user of Canva for his social media accounts and it wasn’t long until Canva co-founders Melanie and Cliff noticed it and approached him. So, Guy decided to get involved. Guy is also the author of numerous books including his recent ones The Art of the Start 2.0 and The Art of Social Media.

What does Canva do?

Canva enables people to make great graphics for their social media posts or emails in just a matter of minutes. Genius! Boost your social media engagement by making great graphics and beautiful designs like a pro through Canva! Be it jazzing up your profile, social media posts, email graphics, thank you cards, etc.

More about Canva…

How it started:

  • Co-founders Melanie and Cliff
  • Melanie was teaching graphics at the University of Western Australia and noticed how hard it was for students to learn Photoshop and Illustrator.

How sellers and entrepreneurs can benefit from Canva:

  1. Break through the noise by adding graphics to your social media posts and emails.

Graphics on social media posts get 2-3 times the attention than does pure text. Other great stuff you can use Canva for is making Thank You cards you can send out to your clients.

  1. You don’t need to be a Photoshop expert to do it.

You can make images faster than you do on a Photoshop. Anyone can create beautiful designs with Canva.

  1. You don’t have to pay a graphics designer to do the images for you – saves both time and money.

With Canva, you don’t need to spend anything! The most you can spend, if you really have to, is $1-2.

  1. Use Canva for your social media posts to build up brand awareness.

You can also use Canva to create great email headers for direct marketing emails.

Top Things Entrepreneurs Come Across when Trying to Develop a Business:

  • Doing everything in a parallel way.
  • Dealing with so many things all at the same time.
  • Fighting multiple battles everyday.

Do you really need social media?

Guy says…

“Social media is one method of marketing, but not the only method. Facebook can target both geographic areas and demographics. You can strategically target people for free. It’s worth an experiment!”

Guy’s Major Takeaway:

“Never ask a customer to do something that you would not do yourself.”

Connect with Guy through email at guykawasaki@gmail.com

Episode Resources:

www.canva.com

Guy’s books:

The Art of the Start

The Art of Social Media

Summer Martin, The Sales Evangelist Podcast, Donald Kelly

TSE 171: Sales From The Street- “Sometimes You Have to Walk Away”

Summer Martin, The Sales Evangelist Podcast, Donald Kelly Is lack of confidence getting the best of you that you find it difficult to say no to a particular customer or deal? I know there are quotas and all those numbers you’ve got to meet, but sometimes it’s okay to say no. If you deem it’s not the right fit, sometimes you just have to walk away. Let’s find out how today’s guest dealt with this.

Summer Martin has worked at a company for three years now, where she initially focused on operations until finally moving on to the sales side.

Here are the highlights of my conversation with Summer:

The biggest challenge Summer has had as a seller and how she overcame the challenge: CONFIDENCE

How Summer overcame this:

She had a client who got hung up on the price and wanted her to match the price of the other competitor but she was able to gather the courage and confidence to say no and walk away.

Insights learned from Summer:

  1. Sometimes you have to walk away.

Do not only convey the value of what you’re bringing to the table, but you also have to know your worth.

  1. If it’s not a fit, whether not a fit for the customer or not a fit for the salesperson, you have to be willing to walk away.

Connect with Summer Martin on LinkedIn or visit her website at www.summercmartin.com or on Twitter @summergory.

Summer’s Major Takeaway:

“All money isn’t good money. Every deal isn’t a good deal. Trust and believe. The right ones always come. Just be patient my friend. And know your worth!”

Donald Kelly, The Sales Evangelist Podcast, Sales Training Podcast

TSE 170: The Crippling Effect of Having Too Much To Do!

Donald Kelly, The Sales Evangelist Podcast, Sales Training Podcast Do you often feel overwhelmed with everything that you have to do that you end up not wanting to do anything, or worse, things don’t get done at all? Well, you’re not alone.

As a salesperson, you basically wear multiple hats doing the lead generation, development, selling, networking, customer relationship and management, and I could go on and on. Now this all leads to a crippling effect, which is quite a common problem among many people in sales.

The solution is simple – PLANNING.

The primary thing you have to do is to plan out your week.

The more you have things planned out, the less likely that you’re going to expect surprises. Plan out your week at least a week ahead (the major ones at least).

Other things to keep in mind when planning:

  • Have an “X” amount of appointments set for the upcoming week. Remember that appointments turn to deeper discussions that turn to demonstrations that turn to BUSINESS!
  • Plan out what networking events you’re attending or prospecting opportunities you need to take advantage of.
  • List the key indicators you need for your success.
  • List the 3 top things/missions you need to get done that day. Write them on paper.

Do you have a plan? Let me know and find me on Facebook. Check out our Facebook group The Sales Evangelizers. Let’s chat!

Ken Dunn, The Sales Evangelist Podcast, Donald Kelly

TSE 169: Selling The Ken Dunn Way!

Ken Dunn, The Sales Evangelist Podcast, Donald Kelly If you want to sell more, be more  — This is what today’s guest, Ken Dunn, has to say when it comes to achieving that level of success you want!

Ken Dunn seeks to create the biggest book club in the world through Reader’s Legacy, a wonderful online community geared towards advocating an avid reader’s connection with books. It’s more like Facebook for books, as he describes it.

Ken has traveled all over the world doing sales and training on sales, speaking in more than 40 countries. He has written four books and has sold more than a quarter million copies. His whole platform is to help people understand that people aren’t buying a product. They’re buying you. And they won’t buy from you unless they like you. Once they like you, they’ll buy anything you’re selling.

Ken has worked in the police force as an interrogator for 6 years and has trained under the greatest interrogators in the world. He eventually started 4 companies in the last 20 years – a mortgage company, a property management company, a direct selling company, and a publishing company. He has established himself as an entrepreneur responsible for over three quarters of a billion dollars in sales.

Here are the highlights of my conversation with Ken:

Learning from Og Mandino’s book: The Greatest Salesman in the World

An important lesson that he learned and developed as an interrogator: Attention to details

“All kinds of salespeople can be great charming talkers and can really make you feel good, but it’s only the elite level expert salesperson that can see those little details and realize in the sales from them.”

Two E’s you can master to make you the most detailed person in sales:

Change is inevitable. Either take control of change and direct it or become a victim of it.

  1. Change your ENVIRONMENT

Get away from negative people. If someone’s not adding value to your life, detach from them. Get around good, positive people.

  1. Increase your EXPERIENCE

Read books. Be around other successful people. Do different things in your life by exposing yourself to different things. Be around like-minded people.

Reader’s Legacy

  • Seeks to create an avid reader’s connection to books
  • People can create a page for free and build a virtual version of their home library
  • Lets you add books to your library
  • Lets you download the app and scan the barcodes on your books and add them
  • Allows you to follow other people in the world
  • Authors can advertise their books directly on the pages of people who love to read similar books
  • Created their own virtual currency, Litcoins (can be used to buy real books)

Why you should be a part of the Reader’s Legacy community:

You need to learn from other people through books to make you better in sales

On Ken’s book: The Greatest Prospector in the World

5 years in the making

To be launched in October 2015

Check out this awesome book trailer on YouTube

Ken’s Major Takeaway:

People buy YOU and the better product you make yourself – informed, intelligent, good-looking, good-smelling – everything counts, the more likely that they’re going to buy from you. If you want to sell more, be more.

Get connected with Ken through Reader’s Legacy or kendunn.org

Episode Resources:

Reader’s Legacy

The Greatest Prospector in the World

TSE 168: Sales From The Street-“Just Ask!”

Ask for the sale, The Sales Evangelist, Donald Kelly, Sales Podcast On this episode of “Sales From the Street”, I have the opportunity of interviewing a friend of mine, Heather Ruthven, who shared her experience as an entrepreneur. Heather shared how she was not selling a product or service, but she was selling herself and how difficult that was for her. She was able to connect with a mentor who offered some ideas that she was able to implement and she saw great results! The main thing I took from our discussion was the fact that you just have to ask.

So many sellers let business opportunities go by in the form of new prospects, referrals or business partnership because we are afraid of asking for the business. But what is the worst that can happen when we ask? All you can get is a no! But if you do ask, the opportunities are endless. Come and listen to Heather as she shares her sales from the street example.

Feel free to connect with Heather: hruthven@deximaging.com

Have you “asked” to join out private Facebook Group?

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

 

Sales Training, Sales Podcast, Selling

TSE 167: Sales is NOT a Defensive Sport!

Sales Training, Sales Podcast, Selling I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. However, it’s a bit different with sales. One of the biggest mistakes I made as a new seller was that if I was being pushy, prospects were not going to buy from me. Indeed, that was the wrong way of looking at sales.

What I’ve learned over the years is that…

Sales is not a defensive sport. You have to be on the side of the OFFENSE!

Here are some strategies to keep you on the offense:

Seek first to act rather than to be acted upon.

It is your moral obligation to tell your prospects to call, to give them a quote, to make some follow up calls, and to up-sell them on something they need for the organization. Be a striker. Rater error on the side of being too helpful than on the side of not being helpful. Your clients are busy so your product may not be their focus. So get up and call them. Go out there!

People don’t know what you have to offer, until they know you have something to offer.

Stop being a secret. Go forward and do something about it. Do more! If you want to make money, you have to let people know about you. Pick up the phone. Go to networking events. Connect with people. Help them solve their pains.

Be consistent and persistent.

If you can’t seem to get a hold of your client and have been calling them at the same time everyday, well, call them at a different time. Don’t give up. Go for it and be a play-maker. Make things happen. There is a very slim chance that a person gets offended because you followed up. Again, your client can just be busy so you can’t sit back on the defense.

Just do it.

Sit on the offense and not on the defense. Take some time, a couple hours perhaps, to prospect and find unique ways to get in front of people. It is your moral obligation to let your clients know.

Sales is not a defensive sport. You are an offensive player. Be one.

 

 

Michael Schein, The Sales Evangelist, Donald Kelly

TSE 166: Giving Yourself Away Will Improve Your Sales Immediately!  

Michael Schein, The Sales Evangelist, Donald KellyIn today’s episode, we teach you the power of giving yourself away. And that my friends, is also very much applicable when it comes to sales. Our awesome guest is Michael Schein. He is a writer over at inc.com and one of his articles that struck me “One Habit That Will Immediately Improve Your Sales”. The concept is to “give yourself away”.

Michael owns a content marketing & strategy firm, MicroFame Media, which works with companies that are looking to sell their complex or expensive products.

So, many companies now want to do online sales and marketing to drive business online. But it falls apart because they don’t have the time and the know-how. This is where their company comes in wherein they have a system that focuses on utilizing available resources and a systematic approach to create the kind of content that will drive their customer’s business.

After leaving his corporate job, Michael became a freelance copywriter. Leveraging on the power of using writing blueprints or templates to drive business, Michael has naturally transformed himself from being a writer to an owner of a marketing agency.

Here are the highlights of my conversation with Michael:

Two learning points from Michael’s evolution:

  • Recognize the pain businesses couldn’t solve.
  • Have a process!

Learning points from Michael’s article:

Give yourself away.

The way people buy today is way different than way back. If you’re selling a considered purchase, educate (or entertain a little bit).There’s no reason to be scared of giving value. Be online sharing as much great stuff about what you do as anyone. Always share what you know and what’s unique.

How do you do this?

  • Create a content that will drive those opportunities.
  • Become a professional in the business you’re in and not just in sales.
  • Become a thought leader by having your own podcast or blog or work with your marketing team to do speaking or different means to become an expert in your industry. You no longer have to close deals because they will naturally close for you because of your expertise.
  • Build your business without having to sell.
  • Build a “big enough” audience.
  • Invite persons of influence to appear on the blog or podcast.
  • Push of transmedia, which is storytelling across platforms (starting from one device and finishing up on another device)

Stop being a pitchman.

When you’re selling a complex solution to a problem…

  • Always have a strong pipeline by sharing what you know. Set yourself across as having interesting, unique ideas and a lot of people would come to you and may even want to collaborate with you.
  • Leverage different channels to be able to maximize your reach or your ability to extend yourself and give value.

Current projects Michael is working on:

New podcast coming!

Connect with Michael through email at mfs@microfamemedia.com or call him at 917-273-9885. If you guys have a question, Michael is more than happy to talk to you.

Michael’s Major Takeaway:

“A strong pipeline makes a lion. A weak pipeline makes a lamb.”

Focus on having as many opportunities in your deal flow as possible so you can be more gentle in turning them into business.

Episode resources:

Michael’s article on inc.com: One Habit That Will Immediately Improve Your Sales

Forrest Grigg, Positive Thinking, Sales Motivation

TSE 165: Sales From the Street-“Ignore the Naysayers”

Forrest Grigg, Positive Thinking, Sales MotivationIf you let it, negative thinking will cripple all of your aspirations. It’s even more difficult if the negative thinking is coming from a superior, even your boss. During this week’s episode of “Sales From the Street,” I have the honor of interviewing a former college classmate who is now in the world of sales. Forrest Grigg is an International Business Development at AMET Inc..

During our discussion, Forrest shares how, like many, he came across some negative kickback from his boss as he was working on a sizable deal. This was his first business opportunity of this size and it was not a typical contract his company was used to closing.

Having spent a reasonable amount of time with the prospect, understanding his pain, building a strong relationship, learning that he had the budget for the project and the desire to get started; Forrest listened to his gut and the prospect and pushed forward with the deal. The rest is history. Take a moment to listen to his story. Also, feel free to connect with Forrest on LinkedIn or shoot him an email.

The Sales Evangelist Podcast, Forrest Grigg, Sales Training

All in all, remember to be confident in what you know to be true and go out and do BIG THINGS!

Donald Kelly, HubSpot CRM, The Sales Evangelist, CRM, Free CRM

TSE 164: Donald Part Three of Sales Tools

Donald Kelly, HubSpot CRM, The Sales Evangelist, CRM, Free CRMToday I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use the free version and it’s very effective. There are so many benefits from using this tool.

Below is a list of some of the information I mention in the episode. Check them out below:

Benefits of the HubSpot’s CRM are: 

  • Keep all your contacts in one centralized and customized database
  • The opportunity to define your sales processes. Whether you have 3 steps or 8 steps. You are able to better track your deals and developing opportunities
  • Automatic integration with your email so that you can log emails with prospects and customers. This will help any busy seller who does not want to spend endless amounts of time updating information in their CRM.
  • The ability to have access to HubSpots database for a new prospect or use it’s ability to crawl the internet to find prospects for you based on your query search.
  • Keep track of important information about your prospect:
    • Birthdays
    • Anniversaries
    • Important events, etc.
  • Integration to SideKick makes it easy to prospect online.
    • You can prospect and find new business opportunities
    • You are able to collect personal information on your prospects before you send a message to them
    • The tool can integrate with your CRM and add prospects to your database automatically
    • It can track the prospects company online and provide information for you
    • It also integrates with GoogleDrive so you can keep important documents on a prospect organized

Here is a video to help you get visual look. Again, I’m not getting any kickbacks from HubSpot, I just love the tool.

Want to see even a deeper dive? Take a peek at a demo here:

If you enjoy this tool, feel free to reach out to me and tell me how you like it (click here to send an email). All in all, I want you to go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Email Marketing, Marketing Automation, Call to Action

TSE 163: Why Emailing Is Not Dead & How To Do It Right!

Email Marketing, Marketing Automation, Call to Action Is email marketing dead?

Says who?

Well, our awesome guests today will certainly prove just the opposite of that. Adam Tuttle and Jay Quiles from ActiveCampaign are going to bring us tons of knowledge on how we can use emails to better effectively sell and reach our customers and grow our businesses. Because friends, EMAIL is still so much ALIVE!

ActiveCampaign offers a user-friendly, small-medium sized email marketing automation platform that creates intelligent and intuitive types of sequences for their clients’ customers as they go from being prospective customers to paid customers.

Here are the highlights of my conversation with Adam and Jay:

Jay Quiles, The Sales Evangelist, Sales Podcast, Active Campaigns

Jay Quiles

Why is email marketing still important in business development and sales?

  1. Communication channel

Email is a primetime communication channel to get in touch with your customers.

  1. Relationship building

It allows great touch points with people (continued engagement with your customer base) for long-term relationships.

  1. Personal service

People want you to keep it real and email can help you do that. Sending personalized emails can go a long away.

 

Why email still works!

  • Value

It provides value to the readers. Even if it’s not selling something, it still educates readers.

  • Cost-effective

You can reach out to customers in a cost-effective way.

Adam Tuttle, The Sales Evangelist, Active Campaign, Email Marketing, Sales Podcast

Adam Tuttle

What Content Should You Provide for Your Customers?

  1. Content should be value-adding.

Sure you’re selling, but make sure your content is educational and prove why you’re worth it. Even if you’re not selling, bring something that is beneficial to the reader. Just provide value. Then people will want to come back to you because you become a trusted resource of information.

  1. Present a clear call to action

Make it clear how they can do it. There should be a purpose behind every email you send. Before you even compose your email, define the purpose of your email first.

  1. Spread yourself in different channels.

Send out videos or link to videos to hit the different types of customers that you have.

  1. Create an effective subject line.

Your subject line must be based on the purpose of your email. It must lead to the end goal of the email.

 

How to get started with email marketing:

  1. Set a goal.

Create a contact list inside your email provider. Figure out how to gain more contacts.

  1. Define what you want to accomplish.

Figure out why you’re doing what you’re doing, why you’re using this tool and what you want it to accomplish for you.

 

How to grow your contact list:

  1. Be willing to use different mediums

ex. subscription forms, landing pages, sweepstakes, etc.

  1. Look into what technologies are out there and do not settle with one.
  1. Evaluate periodically what new technologies are out there.

 

What is marketing automation?

It refers to a sequence of events that your customers are going to go through from being a prospective customer to becoming a paid customer.

Things to keep in mind with marketing automation:

  • Know your customer.
  • Understand their journey from the first time they visit your site to signing up to your newsletter
  • Focus on the experience your customers are going to go through and cater to them.
  • Audit the quality and quantity of the emails you’re sending them.

Changes in the email marketing world today:

  • Personalized content
  • Changes are more about the quality than the quantity
  • Emails are sent to the right people based on the triggers that you define.

 

Adam and Jay’s Major Takeaways:

  • Keep the quality over the quantity.
  • Go through an internal audit and check on the emails being sent out.

 

Current projects they’re working on:

  • New email designer! (with automation functionality)
  • CRM Round 2 development

 

Connect with ActiveCampaign thru email at sales@activecampaign.com.  Email Adam at atuttle@activecampaign.com or Jay at jquiles@activecampaign.com. Follow Jay on Twitter @j_quiles or LinkedIn.

 

Paradox of Intent, The Sales Evangelist, Donald Kelly, Mike Mower

TSE 162: Sales From the Street-” The Paradox of Intent”

Paradox of Intent, The Sales Evangelist, Donald Kelly, Mike MowerMike and I went to college together and he is also a great leader, seller, and entrepreneur. I’m bringing him on the show today so he can share with us his thoughts, insights, and challenges that he faced at some point in his career.

Here are the highlights of my conversation with Mike:

Mike explains the The Paradox of Intent:

You have goals but you’re happy without having those goals. You have to be happy without achieving your goals. In other words, make sure that you’re happy.

How to be happy:

  • Try to relax and have fun.
  • Make people happy. Find little ways. Take a few minutes to make somebody smile.
  • Find joy in the journey.
  • You still won’t be happy after you reach your goal. Obviously, you need to have goals but focus on the now and what you can do.

Mike’s major takeaway:

Find happiness within yourself. Don’t give it to anyone else. Don’t give it to a sales goal. Don’t give it to an amount of money. You hold that key to make yourself happy.

Get in touch with Mike through email at mikemower@gmail.com