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Archive Monthly Archives: November 2016

TSE 454: Sales From The Street: “Local Online Advertising Part 1”

The Sales Evangelist Podcast, DJ Shri Today, you’re going to learn about using local advertising in your business to become successful. So I’m bringing in DJ Shri on the show who has been very successful in growing a phenomenal DJ company. He’s going to teach us how he was able to catapult his career locally into becoming so successful. Learn the importance of local marketing, how you can utilize social media so you can be the go-to person or company in your community, and some easy strategies that he has implemented which you can apply to catapult your own success.

DJ Shri used to work in Corporate America while DJ-ing on the weekends until one day, he DJed for a client at an event and after receiving great feedback, he then realized how music can change lives and so he decided to do this full-time and run a business around this specific niche. DJ Shri now teaches a course at www.marketingfordjs.com.

Here are the highlights of my conversation with Ralph:

How to become a sales professional in order to live as a DJ:

Sales is presenting your value to somebody. It’s presenting your value in your message to somebody. The better you can do that, the more value you can attach to yourself.

A Look into DJ Shri’s Framework:

  1. Identify your audience.

Know who you should talk to and who you should not talk to.

  1. Identify the problem and the desire.

Understand why audience need to buy it. Create more pain. People care about love.. They care about money. So be sure to touch upon these underlined tones.

  1. Create a bond.
  2. Present the solution.
  3. Present your credentials.
  4. Educate them.
  5. Show the benefits.
  6. Give social proof.
  7. Create an irresistible offer.
  8. Inject scarcity.
  9. Remove all risks.
  10. Call-to-Action
  11. Have a question answered to answer all objections of your potential customer.

Education is crucial. Provide value.

You have to provide value upfront and education is the key. In paid advertising, you’re reaching out to a cold person. So you need to disrupt them by providing value through education. (Ex. 3-min Facebook video + webinar)

People buy benefits, not features.

If you’re thinking of doing a webinar, check out Mike Dillard’s course called, How to Create a 7-Figure Sales Presentation.

Check out Part II of this Episode next week…

Episode Resources:

www.marketingfordjs.com

The ONE Thing by Gary Keller and Jay Papasan

Mike Dillard’s, How to Create a 7-Figure Sales Presentation

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

TSE 453: How To Create A Seven Figure Automated Income Stream From Scratch

Daryl Urbanski, Donald Kelly, 7-Figure Income, The Sales Evangelist Podcast Do you find that your website is just sitting and not making any good money? In our world of social selling today, you’ve got to have some strategies and systems in place to get your ball rolling.

Today, my guest How To Create A Seven Figure Automated Income Stream From Scratch is giving us behind-the-scene strategies to help you build the 7-figure funnels. Daryl Urbanski is a bestselling author, teacher, and entrepreneur. He helps businesses with websites get customers and keep them as long as possible.

Here are the highlights of my conversation with Daryl:

How to get you started:

  1. Blank units x blank price = $1 million

It can be easier to reach your financial goals if you sell at a higher price. Going the cheapest is the wrong way to think about it.

  1. Think about how you can scale your business right from the get go.

Think of your business in terms of how to do it 10,000x. How do you handle 10k customers? By what means do you handle 10k leads? How do you handle delivering for 10k orders?

The “Oprah Effect”

This is when a team is sent to audit companies before even brought on Oprah. That whatever Oprah says, people will buy. So if she says something about your business and the next day you’ll get a thousand phone calls.

Now how can you handle this if you’re only used to getting 5 phone calls? This could kill your business. So you have to think of how you can scale your business right from the get go.

The solution: Have a process.

Think of systems, processes, and SOP’s like tools such as auto-responders to pre-plan stuff where you do it only once and it can get sent to thousands of people.

  1. Get paid media to work.

Branding is not marketing. Branding is getting dressed in the morning and putting on nice clothes. It is the look and feel of your business. It’s your reputation with someone. It is not marketing. Marketing is about making offers. Implement this difficult stuff and you will receive payment to advertise work.

How can you find your own message:

  1. Trial by fire

You have to be able to appeal to their own self-interest and their greed. Set up a landing page which you can test super quick. Get an ad that works and then you can use that in all other place.

  1. Go spend some money.

You’re going to lose some money, but you’re going to learn and buy data. You need to buy the data. Make a budget for it.

Jim Rohn’s 70-10-10-10 Finance Management Plan for Getting Rich:

  • 70% – live off of what you make
  • 10% – active capital
  • 10% – passive capital

and

  • 10% – savings

Daryl’s Major Takeaway:

Money is not everything. Have the 24-hour a day that you can live and get your routine down. Don’t live in the future. Be happy right now. Have a daily and weekly ritual where you also get out with nature. Live your life that covers your bases. Take care of yourself.

Episode Resources:

Connect with Daryl Urbanski on www.bestbusinesscoach.ca or on social media. Check out his podcast, The Best Business Podcast

www.staff.com

www.kiva.org

Predictable Revenue by Aaron Ross

From Impossible to Inevitable by Aaron Ross

The ONE Thing by Gary Keller

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, The Sales Evangelist, The Best Sales Podcast

TSE 452: Setting CLEAR Expectations with ALL Prospects!

Donald Kelly, The Sales Evangelist, The Best Sales Podcast Have you ever experienced having new, awesome clients who then become your worst clients in the world? Nothing you provide was what they were expecting. Well, today, I’m going to teach you how you can avoid having to go through this.

Set CLEAR Expectations

Determine the rules before playing the game. Set clear expectations. What does the result look like? What is the clear result that you want to see?

Aligning expectations with your capability

Find out what your prospect is expecting and see what your team is capable of doing and be able to align both. So both of you know what the expectation is and so you can make sure you’re doing it right.

Under promise and over deliver

Set expectations to a level that you know you can and will do more. This will exceed your customer’s expectations so it makes you more valuable to them having been able to go above and beyond what’s expected of you to do. Then they’re going to tell their friends about you.

Put rules in place.

You’ve got to make clients realize what the expectations were before you started the game.So you’ve got to have that benchmark or clear expectation.

Set a clear game plan.

Time frame is a crucial element in setting expectations. Make sure you have a clear time period and who’s going to do what. The client, too, needs to provide the information you need as to when this has to be done at what date.

Give them an update.

Let your clients know where you are in the process because this is part of setting clear expectations.

Deliver, deliver, deliver

Don’t get too excited to scale your business telling clients you can provide them with xyz services when you can only provide x. So be sure to be able to deliver.

Episode Resources:

The ONE Thing by Gary Keller

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

 

Lead Magnets, The Sales Evangelist, Yuri Elkaim, The Best Sales Podcast

TSE 451: 7 Lead Magnets Your Visitors Are Begging For And The Right Way To Give It To Them

Lead Magnets, The Sales Evangelist, Yuri Elkaim, The Best Sales PodcastSalespeople are always looking for ways to generate more leads. During this episode, we speak with Yuri Elkaim who shared the key to developing an effective lead magnet. Feel free to connect with Yuri to learn more about the great things he shared.  Click Here!

 

 

Black Friday Special

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly

TSE 450: TSE Hustler’s League-“Crafting a Great Message”

Donald Kelly, The Sales Evangelist Podcast, Messages, New ProspectsToday’s episode is another snippet pulled out from the TSE Hustler’s League where we talked about how you can craft a powerful message that’s going to impact your ideal clients, that they will enjoy and that they can resonate well with.

Ways to Craft a Great Message during the Prospecting Stage:

  1. Research.
  • Get something that you can reach out to and utilize resources such as the company website, LinkedIn, or their social media account.
  • Choose anything interesting that you can use to grab their attention.
  • What is that one thing that can grab their attention that tells them you took time to know about them?
  1. Identify the contacts you should reach out to.

Identify the people involved in the buying process. Those people call the shots, whether it be the VP of Sales, or the CEO, or the procurement department.

  1. Get three nuggets you can connect on.

Tie it back to something interesting about them. Is there any other nugget that you can use within the conversation?

  1. Speak to human emotions.
  • People can associate with their issues. How can you speak into their emotions in your conversation with your prospects?
  • Use words like frustrated, concerned, overwhelmed, tired, annoyed, angry, disgusted.
  • Think like a human being because people make decisions based on emotions.
  1. Be able to tell a story.

Find a way to share a problem, a solution, and statistics that you can incorporate to tell a story.

  1. Have an outcome for each call.

Your next step is not the sale. It’s just to get an appointment to the next step so you can dive in deeper.

Episode Resources:

As a thanksgiving gift from me to you, get access to all of the TSE Hustler’s League past recordings at a discounted price of $20.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Customer Experience, New Client Experience, Prospecting, Customer Growth

TSE 449: Sales From The Street-“Your Signature Experience”

Donald Kelly, The Sales Evangelist Podcast, Matt Ruedlinger, The Best Sales PodcastSales and marketing play a very critical role in any business, but being able to provide a remarkable customer experience is what will eventually keep them coming back. It’s all about experience.

Our guest today is Matt Ruedlinger, He is the Founder and CEO of Triple R Marketing, a marketing firm where they learn about not only the business, but also the customer and their customers. In this episode, you will learn more about how to create remarkable customer experiences so your customers will feel like royalty that they’ll talk about you over and over again thus growing your business.

Here are the highlights of my conversation with Matt:
Matt coolest sales experience when he was the customer at a barbecue place


Customer Satisfaction as the Bare Minimum:
Customer satisfaction can’t be used as a measure because it’s the bare minimum that people accept. Exceed customer expectation so they will talk about your company. Know about the customers. Do a little something special and different. Create that personal connection or relationship.


Strategies for creating remarkable customer experiences:

1. Map out the customer journey

Start off with a poster board you can put on your wall. List down categories of every touching point you have with the customer (ex. Website experience, phone call)  Understand every touch point you have to make sure it’s a good one. Make this assessment 2-3 times a year and think about how you can make each section a little better.

How is it going to be so much better than what’s out there now that makes their life easier?
How can you implement a system to make that experience?

2. Find out what makes you unique.
What is something that you can do that is different than competition and that makes you stand out? Matt’s company never forgets birthdays. Caramels are their signature gifts to customers who are celebrating their birthdays.

3. Zone in on who your clients are.
There’s not a one size fits all. You’ve got to tailor it to specific people. What means something to one may not mean the same to another.

4. The Power of Customer Feedback
Reach out to your customers and find out from them how you can do better in a way that you will make an impact and make their life easier. Then start to collaborate those ideas. Also listen to the input of your employees.

The customers are in charge now. When they speak, you’ve got to listen to them because that’s where the experience comes in. You’re just a google search away from being replaced.

5. Put the right people in the right positions.
Empower them to do what they do and create those experiences. Give them the right training necessary.

6. Consistency is key.
Once you’ve raised that bar, customers will expect. Be sure to continue to meet and exceed those expectations and the story gets told more and over and over again.

Matt’s Major Takeaway:

Always clients what can you do to improve and make an experience for them. Constant communication with your customers is key to your business growth and creating an experience.

Episode Resources:

Get connected with Matt through matt@triplermarketing.com and check out their website www.triplermarketing.com. Or connect with him on LinkedIn.

Also check out Joan’s Caramels.

The Experience Economy by Joseph Pine II and James H. Gilmore

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Account Based Selling, Account Based Marketing, Smart Prospecting, New Clients

TSE 448: Why Your Account-Based Sales Strategy Is Failing And How Data-Driven Sales Can Help.

Account Based Selling, Account Based Marketing, Smart Prospecting, New ClientsSo I’m bringing in Vicki Godfrey on the show today. She is the Chief Marketing Officer at Avention, a B2B data company that helps sales and marketing professionals with company and contact information so they can be successful in growing their businesses.

Today, Victoria shares about what you can do to help your sales and marketing people come into alignment so you can turn your account-based marketing and sales machine up and running.

Here are the highlights of my conversation with Vicki:

Victoria’s coolest sales experience when she was the customer of a car broker

Vicki’s definition of account-based marketing:

ABMS or Account-Based Marketing and Sales is a process in which marketing and sales target key accounts.

This means selecting and prioritizing accounts to go after, working with marketing and sales in an integrated fashion to target those accounts, coming up with messages delivered at the right time, aligning sales and marketing in the way they go after their accounts, and using data in every step of the way, which is a critical element of success.

Why ABM has now become a buzzword:

  1. The buyer is changing.

Statistics shows that 57% of buyers wade through the process before even talking to a sales rep.

  1. Technology has allowed ABM to scale.

ABM takes a lot of resources and technology allows companies to easily and efficiently select accounts, go after them, and measure those accounts.

  1. ABM is working.

Marketing and sales both have limited resources so targeting accounts basically leads to results and growth.

Reasons your ABM strategy could be failing:

  1. Lack of alignment

Solution: Make sure marketing and sales are aligned throughout the entire process.

Marketing and sales have to be aligned for ABM to successful. There has to be a way for marketing and sales to work together to prioritize which accounts to go after and work flawlessly together to execute the program.

  1. You’re too impatient

Solution: Don’t go straight to execution just yet.

Oftentimes, companies go right to the execution piece of it rather than marketing and sales working together with the use of data to determine which are the highest priority and opportunity accounts, select those, and work hand in hand.

  1. Failure to do the upfront work

Solution: Do the Art of the Start.

Data is a thread that should go throughout all ABM. Do the upfront work, which is the art of the start –

  • Select customer and prospects.
  • Identify key accounts.
  • Understand customer strengths and weaknesses.
  • Align sales and marketing around target customers.
  • Make sure you’ve got the right data analytics.

What kind of data should you look for:

  1. Understand who your customers are and who your best customers are.
  2. Develop ideal profiles so you either go after incremental new customers or understand which ones you should be targeting to expand your programs with.
  3. Make sure you’ve got easy reporting in an analytics kind of way so marketing and sales can quantify what’s going on to the program.

The Step-by-Step Process of ABM, Simplified

  1. Analyze your account. Segment them and determine the best accounts.
  2. Develop the ideal profile.
  3. Replicate that and work in a collaborative method.
  4. Using data, understand the quantitative and qualitative input from sales.

How to address a dysfunctional ABM process:

  1. Data as a critical element throughout the entire journey

Data is the source of truth in both marketing and sales. It is therefore critical to have one source of truth so you can have one set of goals and one way to measure the funnel.

  1. This has to be done in every step along the way.
  1. A combined effort between marketing and sales

ABM is about getting the right message to the right person at the right time. This message must be come from the combined effort of marketing and sales.

Does ABM work in a small business?

This matters more because small companies have less resources so the risks are greater. There is less flexibility so you can’t make mistakes. Therefore you have to plan it out correctly, do your work upfront, and you can’t go to the end and do the execution. The selection of companies is even more important.

Episode Resources:

www.avention.com

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Changes, New Year Goal, Risk, Chip and Joanna Gaines, Donald Kelly

TSE 447: Learning How To Embrace Change As A Seller

Changes, New Year Goal, Risk, Chip and Joanna Gaines, Donald Kelly 2017 is coming and you can’t stay being a mediocre for far too long now. As the year is about to change, it’s also about time for you to step out of your comfort zone and make that big leap from an ordinary to an extraordinary life.

I recently read the book The Magnolia Story, which is a story about a couple Chip and Joanna Gaines who are stars of HGTV’s Fixer Upper.  In their show, they would fix the crappiest home in a neighborhood. What’s so admirable about this couple is their ability to take risks and adapt to change. Chip took an educated risk and wasn’t scared of changed. So they kept on switching homes,  recreating them, and changing them so quickly.

So today, I’m sharing with you the insights that I gleaned from this excellent masterpiece.

  1. Adapt to change.

Too often, we settle on whatever situation or circumstance presented to us. But you have to be willing to change.

  1. Be willing to act, and not be acted upon.

Take courage and act on what you feel and change your circumstances if need be. Take action and not be acted upon. You are the master of your own destiny.

  1. Evaluate yourself.

Don’t be afraid of change. Ask yourself honestly…

  • Do you not have the opportunity to hit your quotas and earn the income that you just capitalize on the opportunities handed to you?
  • Are you in a job that you don’t like?
  • Are you stuck in a situation that does not excite you? Or something that you dread?
  • Are you selling something that you don’t like to sell?
  • Do find yourself becoming a mediocre seller and losing that fire/passion?

What is holding you back? Take some time to self-reflect and figure out what is it that you’ve been doing before that has given you such fire. What changed? What did you do or stop doing that changed? Whatever that is, be able to pinpoint it and begin the change the circumstance.

  1. Step out of your comfort zone.

What do you need to do to change today? Are there things that you’re doing that are self-destructive? What do you need to stop doing? Be sure to limit these things that hold you back and keep you in your comfort zone. Change and take some risks.

Today’s Major Takeaway:

You can’t stay mediocre. You’ve got to be willing to change sometimes. Take some educated risk and take more risks than what you’re comfortable with. What do you need to do to change to get yourself to the next level? Take the time to reflect on how you can change the circumstances of the things this year so you can make it better next year. Write them down.

Episode Resources:

The Magnolia Story by Chip Gaines, Joanna Gaines, and Mark Dagostino

chip-and-jojo

HGTV’s Fixer Upper

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Sales Equity, Donald Kelly, The Sales Evangelist, Tom Cates

TSE 446: Why You Need To Build Equity With Your Clients and How

Clinet Equity, Donald Kelly, The Sales Evangelist, Tom CatesToday, you’re going to learn about how you can build equities with your prospects and clients as well as how you can make sure you’re able to best utilize and optimize them. We have Tom Cates on the show today as he delivers some valuable insights into leveraging equity in your own sales process. It’s not just about the numbers, relationship is key.

Tom Cates is the Founder of The Brookeside Group, a 15-year consultancy firm that helps people be the best B2B salespeople. A year and a half ago, they built salesEQUITY, a software company that offers resources to small business all the way up to Fortune 1000 companies.

Here are the highlights of my conversation with Tom:

Tom’s coolest sales experience when he was the customer

Who are your competitors?

Understand what it means to be differentiated in the marketplace today. Actually, you’re not only competing with your direct competitors but you’re also competing with everybody your client bumps into.

What is Sales Equity?

Equity is what’s left out over.

3 Types of equity:

  1. Product equity
  2. Brand equity

When you’re equally great, you’re all equally average. Nobody is going to pay you more for having a great brand when your competitors have a great brand.

*Both product and brand have been so commoditized that it’s so hard to differentiate on these aspects.

  1. Sales equity

Most of the time, people do business with people they like. How can you measure that relationship aspect? This is where sales equity comes in. How much equity are you creating by being the salesperson or account manager or the people in the deal? Who are the people involved in the deal?

Get ahead of the pack.

Most often, we find ourselves at the average with everybody else. In every industry, there is a standard of competition. Most salespeople are around that average. So you need to get your buyers to care.

The 6 Dimensions of Relationship:

  1. Integrity

Does your buyer believe you’re reliable, dependable, and you’re going to do what you promised?

  1. Competency

Does your buyer believe you have the people, the skills, the products, the know-how, the experience to do what you’re promised?

*These two dimensions are called “satisfiers” which are not going to cut because these form part of a transactional relationship.

**The next four are very important as they bring out “aroused motivation.”

  1. Recognition

Have you done something to make that buyer think you care about them as an individual and that you care about their business or you just treat them like a number? Don’t forget there is a human being on the other side of that desk.

  1. Proactivity

Does the buyer believe you’re looking out for their best interest and you’re bringing new ideas to the table? Make sure they don’t encounter surprise down the line.

  1. Savvy

This is the flip side of competency. What competency suggests from the buyer’s point of view is, “Do I think you know your business?”. Savvy, on the other hand, makes the buyer think, “Do I think you know my business?”

  1. Chemistry

Do you like working together? Do you enjoy and communicate well? Are you clicking?

Strategies to build that competency and savvy-ness:

  1. Invest first in the relationship.

If you want your customers to trust you, somebody has to go first and you can do that by investing in the relationship. Understand their company and the politics of it. Understand their industry. Also, understand the individual person. You have to put in the time.

  1. Grow your business organically.

Many companies focus on new acquisition first, then cross-selling to the existing clients, and retention last. What you need to do is reverse this and instead, focus on retention first, then cross-sell, and worry about new acquisitions last. For most companies, growing organically is a much easier and more profitable way to go.

  1. Know your math when it comes to your retention rate.

If you have 80% client retention rate, you lose 20% of your clients every year. Say, your average client sticks around for 5 years. Improve that to 90% rate by changing your average client from 5 to 10 years. If you go from 90-95%, go to 20 years. If you go from 95-95%, go to 25 years. That 1% from 95-96, add it 5 additional years of average buying from your clients. You’re actually just getting started when you’re in the low 90’s.

Tom’s Major Takeaway:

Invest in the relationship. Understand your buyer. Demonstrate those 6 dimensions of relationship and then you begin to grow.

Episode Resources:

Connect with Rom through email at tcates@salesequity.com or visit www.salesequity.com to know more about their products and services as well as some valuable resources related to the 6 dimensions of relationship. Find out your blind spots and how you can get ahead of the pack. Tom is also on Twitter and LinkedIn.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly

TSE 445 – TSE Hustler’s League-“Cold Call or Not? If So, How?”

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study http://www.leadresponsemanagement.org/images/lrm_study.pdf

This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

HubSpot

InsideSales.com’s Lead Management Response Study 

The Sales Evangelist Podcast, Kim Walsh-Phillips, Donald Kelly, Elite Digital Group

TSE 444: Sales From The Street-“Direct Response Marketing Part 2”

TSE 439: Sales From The Street-"Direct Response Marketing Part 1"

This is part II of my 2-part interview series with Kim Walsh-Phillips who gave us some great advice last week.

In case you haven’t yet, please listen to Part I of this interview with Kim where she shared some relevant and valuable insights into direct marketing and how narrowing down your focus on a specific market or niche can bring more growth to your business.

Kim is the CEO of Elite Digital Group, a direct response social media agency. In this episode, she talks about the channels and metrics you can use to make sure you’re able to carry out a highly effective direct response marketing strategy.

Here are the highlights of my conversation with Kim:

Examples of direct response marketing strategies:

  • Driving sales through workshops
  • Facebook to drive registrations for seminars and selling people into appointments with the seminars
  • Free report + follow up
  • Webinars
  • Educational programs + webinars

The Dating Analogy

Direct marketing is just like dating. Nobody likes someone to ask your hand for marriage on your first date (which actually happened to Kim!) in the same way that you don’t ask the prospects for a sale the first time you meet them. That’s just creepy.

Use marketing to warm them up, to ask them for their number, to ask them on a first date so they can begin to trust you and related to you. So once you go to make the sale, they already know who you are… they are ready to buy.

Different channels you can use to do direct marketing:

  1. Don’t just do one channel.

Multi-layer any marketing channels with Facebook being the best one.

Why Facebook?

  • 78% of those making $75,000 or more a year are on Facebook so you can reach them there.
  • It allows you to target people based not just on interest but their actual behavior
  • For example, combine Facebook with direct mail, email, pay-per-click then figure out which makes most sense for your market.
  1. Start with one channel.

Make sure the offer, messaging, and funnel all work in the sales campaign. Once the campaign works, scale it to other channels.

How do you craft the right message?

The Power of Survey

Ask them what their biggest point is and find out how they describe it in their own words. Remember that the way we talk about the problems our prospects have are different from the way they talk about it.

“If you want to use their language, you have to get them to say it.”

Tips:

  • Never give them more than a week to respond.
  • Have one big prize.
  • If possible, give everybody an incentive for participating (free report, template, blueprint, event ticket)

Metrics for direct marketing:

  1. Facebook
  • At least 1% click-through rate
  • For opt-in B2C: Add $8 per lead cost
  • For opt-in B2B: Add $16-$25 lead cost
  • Check where’s the problem. Break it down to find out where the problem lies and not just assume it’s the traffic source.
  1. Direct Mail

Targeted mailing: 2%-3% response rate on average

Kim’s Major Takeaway:

Getting better results is not about working harder. Oftentimes, it’s about doing something differently and taking a different path because the path you’re on is never going to reach that final destination. Try direct response marketing and start driving in qualified leads to you so when you get them on the phone, they’re ready to close.

Episode Resources:

Get connected with Kim on www.EliteDigitalGroup.com/professionals or read through her regular content on www.elitedigitalgroup.com/blog.

TSE 439 – Direct Response Marketing Part I with Kim Walsh-Phillips

Ask. by Ryan Levesque

15 Secrets Successful People Know About Time Management by Kevin Kruse

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, Ross Jefferies, The Sales Evangelist Posdcast

TSE 443: How To Use The Neuro-Semantic Art of Reframing to Overcoming Objections

Donald Kelly, Ross Jefferies, The Sales Evangelist PosdcastDo you realize how powerful words can be? Words can either unite or destroy a country. So too can the use of language either make or break a sale.

Today, our guest Ross Jeffries is going to teach you how you can use the power of language to bring about a whole different meaning to a simple conversation as well as how simply changing the way you think and becoming a mindset monster can totally change the way you do sales (for the better).

Ross Jeffries has a dating business but his real passion is teaching entrepreneurs and professionals understand the art of selling and the power of language in directing people’s minds and actions.

Here are the highlights of my conversation with Ross:

The art of being vague

It is important to understand the art of knowing when to be vague and letting the other person fill in the blanks.

Why sales overall is becoming ineffective:

  • People have already heard it before.
  • People are losing their ability to focus on anything because of distraction.
  • Many people don’t trust their ability to make their own decisions.
  • Mistrust in institutions

How to overcome common objections:

  1. Agreement frame – Starts with “I agree…”
  2. Linkage phrase – “that’s because…”
  3. Put in the tag question – “Shall we?”

The Use of False Causation

This means an implication of causation that may not apply. What you’re doing here is take the direction of their thought and completely spinning it around by saying “that’s because.”

The art of using the reframing your language:

  1. Control the meaning.

Instead of “cheapest,” use “lowest risk” company (but don’t sell and live by price)

  1. Use their excuse for not talking to you as an argument for talking to you to their benefit
  2. Disarm their canned responses and they won’t know what to say or do next.

How to reframe your own fear and lack of motivation to get on a call:

  1. Reframe your mindset.

Instead of “cold calling,” use this: How many unqualified prospects can you quickly eliminate today?

This completely changes that mindset of getting rejected so this eliminates your fear of reaching for the phone.

  1. Develop a mindset monster.

Have the ability to devour your doubt, crush your fear, and stride towards your goals like a giant.

Using scripts:

  • They’re a good guide but they have to be internalized.
  • They have to be flexible.
  • Use some hypnotic language like presuppositions such as naturally, readily, easily, powerfully.

Ross’ Major Takeaway:

Language structures consciousness. Consciousness is reflected back in language. If you can control the conversation or direct it, you can then control the decision and then you can make the sale. Learn how to use the language in a way that creates the meaning you want to create. Then build the momentum that leads towards the sale. Look at a sales as a living thing and that you’re creating a work of art.

Episode Resources:

Connect with Ross through www.consultross.com/free

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Habit, Donald Kelly, The Sales Evangelist

TSE 442: The Power of Habits For Sellers

Habit, Donald Kelly, The Sales Evangelist

In today’s episode, I’m going to share with you some insights I’ve taken from a book I’m currently listening to on Audible which has revolutionized the way that I’m thinking and performing in my business now. And hopefully, it would do the same for you too. The book is called, The Power of Habit by Charles Duhigg.

  1. We are all creatures of habits.

We all operate based on the habits we create, good or bad. Therefore, we need to be conscious about it and be able to establish good habits.

  1. Make your bed in the morning.

This could be a part of your process to help you to become more productive in the sense that you’re fulfilling tasks. If you can at least do this, you know you’ve done one thing great for the day. This then kicks off your habit of accomplishing things and the other goals in your life.

  1. A lot of people don’t know they have bad habits.

A lot of people don’t know they have habits and that they have bad habits that they just continue to work with those bad habits. So they continue to get frustrated because they seem to always get crappy results without knowing why.

One common bad habit I see among companies is that sellers are being given tons of different tasks and responsibilities. Because sellers are loaded with tons of different tasks and responsibilities going to different directions, they’re not able to establish effective habits. They go around and think they’re doing stuff when in reality, they’re not.

What sellers should focus on:

  • Find leads
  • Convert leads and prospects into buying customers
  • Maintain the account with their customers
  • Get referrals
  • Take care of service issues
  • Make sure they find more business
  1. Find the simplest habits to accomplish your task.

If, for example, your job is to close the business, find out the 5 things you need to do to accomplish that job successfully.

Find the process and develop the process to make you very successful in doing those five things.

Figure out the cues and understand the habits you need to do for your role. Focus on roles and focus on a few habits which you need to master on.

  1. Eliminate or change bad habits.

Checking out Facebook or other social media can become a distraction and this can turn into a bad habit that you need to break.

Today’s Major Takeaway:

Don’t overwork your sales team with thousands of tasks they need to accomplish. Let them focus on the things that matter the most. Find those bad habits and fix them while fine tune good habits and optimize on the them.

Episode Resources:

The Power of Habit by Charles Duhigg

15 Secrets Successful People Know About Time Management by Kevin Kruse

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Income Goals, Passive Income, Goals, Positive Thinking

TSE 441: Daily Practices Around Money To Guarantee You Accomplish Your Income Goals

Income Goals, Passive Income, Goals, Positive Thinking As salespeople or entrepreneurs, we all want make a lot of money. The irony of it though is that many people think they don’t deserve to earn a certain income level. Or they have this limiting belief that they can’t accomplish it. Well, it’s about time to stop that trash talk and start earning the income that you deserve. Two more months to go until this year ends so let’s finish up the year strong and with the right mindset.

Today, my guest, Kat Loterzo shares some great practices around money to guarantee you’re about to accomplish your income goals.Kat is a writer, speaker, and a mentor where she helps driven entrepreneurs and leaders who identify themselves as the 1% within the 1% who have big dreams, want to make millions, and change the world and Kat helps them realize that what’s inside of them is real and that they can make a huge amount of money and make a huge impact on the world if they just follow what’s within.

Here are the highlights of my conversation with Kat:

The first steps in your quest to increase your income:

  1. Get clear on your outcomes.

Have that vision in your mind of what exactly the outcome is. Money has to be purpose-based. Money needs a home. You don’t have to spend it all. You have to invest of course. But don’t go not knowing where your money goes.

  1. Do your mental work first.

Before you worry about working and hustling, start from within. Write a journal. Do affirmations. Write into reality whatever it is that you want to come to life. Basically, guide your thoughts and consciously choose thoughts that are going to serve you. Think about the person that you want to be and you will ultimately create that into a reality. You need to do the action obviously but first see yourself as being that person and who will do the work.

  1. Practice this daily.

Do you money mindset early in the morning, every single day. Set all your goals and intentions even just for 20 minutes a day. Write your reality out over and over again and use this time to clarify things you’re not sure about. Write these down on paper or type it on your laptop or phone. Whatever medium you use, it’s all about making space for you to think.

Journaling

Write your stream of consciousness – just writing whatever is in your mind. There is no wrong way to journal. Just let your thoughts wander and write down whatever pops into your head. Just let it out.

The “I am.” exercise

Write things like:

  • I am super rich.
  • I’m super famous.
  • I make more money everyday with ease.
  • I am making money from alignment.
  • I’m very wealthy.
  • I always pay my bills before they’re due.
  • I always make my money goals.
  • More money flows to me each week from alignment and from purpose.

Write things that are specific. Don’t force your mind to come up with the set outcome. Just try to focus on the bigger picture or the actual end goal.

  1. Do 10 sales activities a day.

It doesn’t necessarily have to be 10 but find whatever number is good for you. Write down what those activities will be for the day such as writing a sales page, write emails, or content, follow ups, brainstorming ideas, etc. So at the end of the day, you won’t have any excuse of not knowing what to do. Writing these things down on a spreadsheet to help you stay organized and on track. It necessary to track your goals. Again, consistency is key. Do this everyday to help you build your momentum.

Passion, Alignment, Follow Through

Sell things you’re passionate about. They have to be purpose-based and they have to be in alignment. It’s about how to make people buy but it’s about following through every single day and keep doing a mindset work believing that you can hit that goal.

Kat’s Major Takeaway:

Get your mindset into alignment and be able to see in your mind what you want to see in reality. Whatever you believe, that’s what’s going to come to life. If you’re struggling to make the money you want, before you worry about doing the work and trying to sell more, get really fixated on creating a mindset for success.

Episode Resources:

Get connected with Kat Loterzo on www.katloterzo.com and take advantage of the huge amount of resources over there (talk about 8,000 blog posts she has written over the years). Follow her on Twitter @katloterzo.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

TSE 440: TSE Hustler’s League-“What Do I Say?”

Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help you with prospecting.

The upcoming semester of the TSE Hustler’s League is happening in January where we’re focusing on how to build value with the prospecting to continue having solid relationships with them.

Strategies for effective cold calling:

  1. Understand the ideal customer.
  2. Find out the issues they’re facing that they don’t know about but are affecting them.
  3. Get the appointment

Too many salespeople are having trouble with this that’s causing anxiety, fear, and worry to creep in. Why? Because they’re used to the traditional model of cold calling where you get a phone book, make a call, and get an appointment.

The cold calling landscape has changed now. The best way to do this is to personalize your message.

The Golden Rule is…

Treat others the way YOU like to be treated.

And the way everyone wants to be treated is to be treated personally.

The Platinum Rule is…

Treat others the way that THEY would like to be treated.

What’s in it for them?

Don’t just go out there and broadcast your message. You should be able to convey what’s in it for them. Figure out a way to share to them that this is something for them. Stop pushing your own agenda and tailor your message to your customer.

Episode Resources:

The Power of Habit by Charles Duhigg

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Kim Walsh-Phillips, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 439: Sales From The Street-“Direct Response Marketing Part I”

TSE 439: Sales From The Street-"Direct Response Marketing Part 1"As salespeople, we need to know who to go after, what to say to them, and be able to measure it to be effective. Today’s guest, Kim Walsh-Phillips, CEO of Elite Digital Group, is going to teach us the true art of direct response marketing.

You need to get people who are qualified in your funnel, people who want to learn about what you offer, and people who are ready to make buying decisions. Is there a way to do this more effectively? Of course!

In this episode, Kim also talks about the power of having a niche. Listen to her story about how that one, single blog post got her to produce half a million dollars worth of business. Wow!

** This is Part I of Kim’s interview. I just had to break this into two parts since Kim has given us a massive ton of great, valuable insights which I’m sure you will love. So also stay tuned for Part II coming next week.

Here are the highlights of my conversation with Kim:

Kim’s coolest sales experience when she was the customer at a Nissan car dealership

What is Direct Response Marketing?

For every marketing message you put out, you are driving a direct response. Whether it’s an opt-in to a landing page, product purchase, or webinar registration, everything is measured and should drive a direct result out of it.

The benefits of Direct Response Marketing?

  • Identifying qualified prospects
  • Getting them warmed up
  • Seeing you as an absolute expert and authority

As a result…

Once they raise their hands to have a conversation with you, they are ready to buy.

Things you need to know about direct response marketing:

  1. It’s about them, not about you.

Make the whole conversation about the prospects and not about you.

  1. Identify the pain points of your target market.

What pain do they have that you can heal? Do they have a need that you can fulfill? What do they want? Oftentimes, we have to go after the want, not the need, in order to drive that initial sales conversation.

  1. Identify the KEY pain point you can solve.

Focus all your marketing around that key pain point. That way, people who have that particular pain point are drawn to you magnetically. You don’t want to be all things to all people and appear as though you can work for everybody.

  1. Only put the messaging out to individuals who could use your product or service.

You want to get on the phone with people who have already been qualified so marketing already has to have them qualified.

Overcoming the Scarcity Mindset

We all have that scarcity mentality where we’re afraid that if we niche down to a certain market and make our messaging specific, we would miss out on that potential sale. But the saying is true, “There are riches in niches.”

  • Become an expert in that niche.
  • Relate to them specifically.
  • You will then know which kind of marketing to focus on.

And as soon as you get specific, you can charge more, go deeper, and marketing can be so much more effective.

An insane example:

Kim fell into this niche of serving financial planners accidentally as she was a content contributor in one of their bloggers for DigitalMarketer. She then wrote about one of their clients who’s a financial adviser where she talked about one of the campaigns they ran for him. That one blog post is now responsible for $500,000 worth of business for her firm. And it now has become one of their top blogs of all time on the entire DigitalMarketer site.

Why? Because that blog was specific and focused on a specific market.

2 Ways to find your niche:

  1. Profit: Focus on your customers who are the most profitable.
  2. Passion: Make sure it’s something you’re passionate about

Try out this exercise:

Imagine yourself at a conference filled with nothing but that niche.

How does that make you feel? Do you want to be there? Do you feel like you can talk to all those people as an expert? Is that where you want to develop your business?

If that’s exciting to you and it makes sense, then that’s your niche. It has to be an area that you’re passionate about.

Episode Resources:

Get connected with Kim on www.EliteDigitalGroup.com/professionals or read through her regular content on www.elitedigitalgroup.com/blog.

15 Secrets Successful People Know About Time Management by Kevin Kruse

No BS Guide to Direct Response by Dan Kennedy  

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Engagio, Donald Kelly, Jon Miller, The Best Sales Podcast

TSE 438: Account-Based Everything!

Engagio, Donald Kelly, Jon Miller, The Best Sales PodcastAccount-Based Selling Development or ABSD may probably be a buzzword these days but it is definitely changing the way sellers are selling. Our awesome guest today is Jon Miller who has another term for ABSD where he calls it Account-Based Everything so listen in to find out why.

Today’s guest is Jon Miller, The CEO and Co-Founder of Engagio, a platform that helps people orchestrate human connections. Prior to this, Jon was the Co-Founder and Chief Marketing Officer of Marketo where he spent about 9 1/2 years before he started Engagio.

Here are the highlights of my conversation with Jon:

What is Account-Based Selling Development (ABSD)?

A real, coordinated strategy combining a personalized, multi-channel, multiplayer outbound activities to ultimately develop high-value opportunities in both new and existing customers.

Elements of Account-Based Selling:

Goes broader than just the sales development team and reaches out to pull in marketing executives and sales teams.

Personalized and focused on the big strategic accounts to figure out how are you going to connect and engage with them.

Different roles reach out to multiple players of a target account because there are different buyers and different influencers. All avenues are lined up so the right person is doing the right thing at the right time. 

Account-Based Selling vs. the Old School Cold Call Model:

Cold calls:

  • Relying on hitting a lot of people hoping that a small percentage may be interested in your products.
  • Executives of large companies don’t respond to your generic unsolicited messages.

How to get across to senior executives at large companies:

  • Raise your game and do better than high volume spam.
  • Do something really targeted, researched, and personalized.
  • Reach out across channels and use all of the resources on your team.

Quality over quantity

You need to recognize that this is a process that is about building big deals so it takes time. There is less emphasis on short-term calls to action. It’s not about the number of emails you send during the day but how many meaningful human connections you have with the right people on the right accounts.

Metrics for ABSD:

  1. Opportunities/pipeline created

Are you able to help get a meeting with the right person at the right company?

  1. Connection to inbound qualifications

How does ABSD connect to inbound qualifications in terms of the Marketing Qualified Accounts (MQA)? Take a list of accounts you’re interested in and understand accounts. Are you seeing engagement from the right kinds of people? Think about the best way to follow up with that account strategically and leveraging the fact that you’re seeing engagement across different people.

The Challenger Sale

The core is to teach something and tailor it so that it is relevant and specific to their business.

Find and engage with executives in a way that shares commercial insight and do it in the most effective way.

Changes in the Technology Landscape:

  1. Today, technology lets you orchestrate different interactions with human touches at a much greater scale.
  2. RoboSpam

Technology caught up with Spam Filters, they can figure out how to block most unwanted spams.

Important note: Find a way to raise your game because, soon, anything generic is going to get blocked.

The 3-Step Process of ABSD:

  1. Who

Who are you going after? Which accounts and which people?

  1. What

What can you say that’s going to be relevant to those people of those accounts.

  1. Where

Where do you start to orchestrate so you can reach out the right people on the right accounts?

Strategies for a Highly Effective ABSD:

  1. Do the work to understand who the target accounts are.

Spend time to understand the people in the accounts and make sure you’re being relevant.

  1. Group these accounts into tiers.

Put a lot of effort into the account list to make sure the entire company is aligned on those accounts. Tier the amount of effort you put into different kinds of accounts.

For example:

First tier: Take out marketing automation completely and only send human touches based on deep levels of account level research.

Second tier: Lighter level of personalization.

Third tier: Allow some generic automated touches personalized to the industry.

  1. Build your database
  2. Bring in the marketing team.

ABSD is not just about a job for the sales development team. You have to be able to bring in marketing, for example, for support. The words “sales” and “marketing” are pushing the groups apart. What you need is a bigger umbrella to describe the process. Hence, this brings about “Account-Based Everything.”

Account-Based Everything is the process of orchestrating interactions across departments and channels to reach their targeted accounts.

Jon’s Major Takeaway:

Why risk the most important people from your most important companies hitting the spam button because you sent them the generic templated message? Find a way to raise your game to stop RoboSpam and do it by making sure that every reaction to your key people is personalized, reviewed, and approved by humans.

Episode Resources:

Check out Engagio and watch their awesome video there!

Grab a free copy of Jon’s book, The Clear and Complete Guide to Account-Based Sales Development packed with actionable details and worksheets.

Marketo

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist

TSE 437: Start Small & Focus If You Want To DO BIG THINGS!

Donald Kelly, Travis Thomas, Do BIG THINGS, The Sales Evangelist This past weekend, we did the Do Big Things Conference which was a tremendous success. And I know we all want to do big things in life, be it in your personal life, career, or in terms of creating a massive in impact on the world. Now, I’m going to tell how all this came about and how this ties back to sales… how you need to FOCUS and how being relentless towards your goals can yield amazing results!

April 2016

Travis Thomas and I got introduced to each other and connected from there. While I had the goal to put on an event, he had the same desire. So went out in search of the  perfect venue. We found this place, Emko, a unique, creatively designed resto which was not your typical conference venue. It was more expensive, sure. But we wanted to create an ambiance that gave more excitement and oomph!

The Challenge of Raising the Funds

Raising money for the conference was pretty challenging. We wanted the community to get involved and a lot of people have donated (shout out to all you guys who have made this rockstar event, not just possible but a sweet success!)

Event Structure

We didn’t just want it to be full of lectures so we had breakout sessions and masterminds so members can gather in small groups and discuss things they’ve learned and how they’re going to apply it into their business.

The Benefits of Joining a Conference

  1. Gain great information
  2. Connect with the right people and build relationships

More challenges we met along the way:

  1. Time constraint

Again, we had this whole thing conceived back in April so we basically only had 6 months to put this together. Not a lot of ramp up time. The sponsors we had expected to help but for some reason weren’t able to and lost them.

  1. Not enough sign-ups

We weren’t getting the sign ups we wanted at the right time. That was absolutely scary!

So Travis and I just thought about backing out and canceling the event. But I thought of putting down this event on November 4 and make it happen. We’re just going to hustle and do everything we can to make sure we get people to attend the event and take part in it.

Strategies (we’ve done for this event) which you can apply to sales:

  1. Write down the date of the event.

Write down a particular date and what is your pipeline going to look like at that point? How much income are you going to have? How much revenue are you going to generate. From here, work backwards.

  1. Personal invitation is a huge part.

Write down names of individuals, people in your community, and folks you can get connected with and personally reach out to them. That was a huge factor because people started coming in and signing up.

  1. Get with like-minded people or communities.

There might be people in your industry with complementary businesses that you haven’t cross-pollinated with who could help. So we found local meetup groups that had people who were interested in joining the event and they started inviting their people to our event. Now we started more traction.

  1. Let thee be known.

We printed out flyers and distributed them out to people around the area. We did Facebook marketing and a little bit of everything. At the very end, we didn’t hit the 100 people which we had targeted but 70 people registered. All of them did not make it to the event but the key was to scale back the event from a 2-day event, we came back down to a 1-day event but we made sure it was jampacked with helpful content.

Was it a success?

We didn’t necessarily hit our 100% goal but instead of giving up and canceling the event mid-way, we didn’t let that happen. We decided to stick it out and WE MADE IT HAPPEN!

These are the things that we succeeded on:

  • Creating an avenue people loved…
  • Generating an ecosystem of doers…
  • Creating local meetups…

Today’s Major Takeaway:

When you plan and take action on a specific outlined desire, you will see significant results. Consistency is key. Most importantly, make sure you have the guts, you’re determined, and push through. Make sure you follow through and be consistent. Put the right habits in place.

Episode Resources:

www.emkopb.com

The Power of Habit by Charles Duhigg

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Sales, Marketing, Account Based Selling, Jeffery Davis

TSE 436: The Moment I Knew Sales+Marketing = Genius!

Sales, Marketing, Account Based Selling, Jeffery DavisToday is the day of the Do Big Things Conference happening in downtown West Palm Beach, Florida. Wherever you are, even if you can’t make it to the event, be in the know and follow us at #DoBigThings16 on Twitter, Instagram, and Facebook.

Moving on to our episode today…

Recently, we have been talking more about the idea of sales and marketing which is rapidly changing. Today’s guest, Jeffrey Davis talks about how you can recognize how sales and marketing can work together and do phenomenal things. He shares metrics you need to focus on and some great insight into account-based management and startups.

Jeffrey is the Founder of the Sales and Marketing Alignment Summit, an event where they bring together sales, marketing, and sales enablement in B2B technologies to have a conversation about the challenges they have working together and how to alleviate those and move forward.

Here are the highlights of my conversation with Jeffrey:

The goals of the Sales and Marketing Alignment Summit:

  • To create a community of sales and marketing professionals focused on growth through better alignment
  • To find and curate the best content
  • Facilitating collaboration between business owners to facilitate alignment between these groups

Factors behind the tension between sales and marketing:

  1. Not data-driven

Many companies look at metrics but are not data-driven. You can generate a healthy revenue and not realize you’re losing money because of missed opportunities.

  1. Leadership aspect

If you have a person that comes from sales, you tend to have a sales-driven organization. If you have somebody that comes from marketing, you tend to have a marketing-driven organization. Because the skill set is very different, it’s difficult to balance the two unless you have an executive team that has experience from both sides.

Sell to Sales!

Sell ideas, concepts, and strategies to sales people.

Communicate with sales the reason you’re doing this, why they should care, and how is it going to help them reach their revenue goals and make money.

All organizations should be sales-driven and it’s up to leadership to sell the unique attributes that marketing brings to them and how it can make their life easier so they can close more businesses.

Account-Based Marketing

Account-based marketing is an essential component to overall high level strategies which can fall into three buckets:

  1. Take a system approach (versus a functional approach).

Instead of looking at sales as sales and marketing as marketing, look at it from the viewpoint of the customer. Start talking about customer journeys and look at it holistically as to how best engage potential customer so you get the outcome you want.

  1. Have a formal feedback loop.

Build, measure, learn. Have that continuous conversation between the two so that marketing can iterate strategies and put the best out there for the market.

  1. Focus on shared goals.

In a lot of sales organizations, sales and marketing don’t have the same goals. Regardless of sales or marketing, your primary metric should be, are you hitting revenue? If not, why not?

Metrics you should pay attention to:

  • Are you reaching your target revenue?
  • Correlate to the sales funnel (ex. marketing qualified leads, total lead volume)
  • Middle of the funnel (ex. servicing metrics around service line agreements)
  • Close metrics (ex. close ratio)
  • Find out where majority of revenue is coming from to help you understand where you need to share or push your resources.

More strategies to bridge the gap between sales and marketing:

  1. Raise the conversation from tactical B2B technology to fundamentally changing the way sales and marketing see themselves and the way they interact.
  2. Move them from being independent warriors to really seeing each other as allies and a source of strength.
  3. Convince salespeople that marketing is an asset to them and can help them do their job easier.
  4. Change the goals in your conversations into:

“How does what you’re doing today affect your colleague?”

“How can you move toward collectively attaining more revenue?”

Sales and marketing in startups:

In startups, you become both sales and marketing.

You have to learn two completely different disciplines and understand when to apply which. It depends on where your customer is throughout their customer journey.

You have to morph back and forth between two things that are fundamentally different in their objective.

Information: Your Competitive Advantage

  • People
  • Process
  • Products

Get information on these three and it will keep you ahead.

Jeffrey’s Major Takeaway:

Revenue fixes all problems. At the end of the day, focus on revenue and it will tell you the story and what you need to do.

Episode Resources:

The Lean Startup by Eric Ries

The Power of Habit by Charles Duhigg

The Profit

Connect with Jeffrey on Twitter @jeff_davis2 and check out his blog at www.jeffdavis2.com. Learn more about the Sales and Marketing Alignment Summit at www.smasummit.com. They’re currently exclusively in Chicago but they wish to expand to other major cities throughout the country. Feel free to reach out to him if you’re interested to partner with him.

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Prospecting, New Client, The Sales Evangelist, Best Sales Podcast

TSE 435: TSE Hustler’s League: “Prospecting System”

Prospecting, New Client, The Sales Evangelist, Best Sales PodcastThis whole semester of the TSE Hustler’s League is focused solely on Prospecting in all its glory – whether you’re doing door-to-door or referrals, we will help you gain more insights into prospecting.

Today’s snippet is taken from one of our last sessions where I talked about the prospecting system and why it’s important for each of us to have a system in place.

Here are some highlights of the discussion:

Get past the fear of failure: How to put a process in place and develop a system that works

  1. Have the who.
  2. Have a when.
  3. Know how.

WHO IS YOUR CUSTOMER?

You’ve got to have an ideal customer who is the person that is the best fit for your company. One of the biggest prospecting woes is people fail to have the ideal customer. Know who you need to go after because you can’t just go after everyone.

Horizontal vs.Vertical Approach

Consider the horizontal approach and the vertical approach. For example, the horizontal approach is looking for HR directors and companies making x amount of money. The vertical approach is more of the industry so you get folks in the government sector or the financial sector, manufacturing or startups. That said, focus on a particular sector that you can focus on.

Multiple Industries

Identify three industries that you can serve pretty well. (Although I would recommend you start off with just one.) Spend one week focusing on one particular industry. And identify:

  • Who are they?
  • What industry are they in?
  • What is the size of the company?
  • Who are the key contacts you need to go after?
  • What is their amount of revenue?

Account-Based Selling Approach

  1. Understand the key individuals in the company that say yes.

Focus on the account but you have to have a process consisting of multiple steps. There should be at least key 3 individuals in the company that you need to focus on because many companies have multiple people that say yes. Build relationships with them.

  1. The Dream 100 List

Now that you know who to go after, really hyper-market on this. You have to think like a marketer in order to be a good sales rep. Marketers have hyper-focused lists and they do these campaigns focused on these target markets.

In Chet Holmes’ book, The Ultimate Sales Machine, he says that you need to get a Dream List of 100 clients. These are the guys you need to focus on.

Quality versus Quantity

Focus on quality. Don’t go for vanity numbers. Nobody cares about them. Care about the numbers that really matter.

Episode Resources:

Chet Holmes’ book, The Ultimate Sales Machine

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Duncan Lennox, Donald Kelly, The Best Sales Podcast, Sales Training

TSE 434: This Is How You Coach

Donald Kelly, Duncan Lennox, The Sales Evangelist PodcastCoaching plays a very important role in building a very efficient sales team. It’s also typical scenario in most organizations that competent, highly effective salespeople get promoted into sales managers. However, being a great salesperson doesn’t mean you automatically become a great sales manager as well. That’s the whole reason coaching is imperative, not only for salespeople, but also even for sales managers.

This is another interesting conversation today as Duncan Lennox shares a handful of great insights who to coach, what to coach, and most importantly, how you can effectively coach your sales team.

Duncan Lennox is the CEO and Co-Founder of Qstream, a sales performance platform that combines mobile, software, and science to help organizations measure and manage the skills of their sales force by adapting to the way their customers need to work.

Here are the highlights of my conversation with Duncan:

Duncan’s coolest sales experience when he was the customer at a car dealership

How sales managers can be more effective in sales coaching:

  • Ability to use data in your coaching

Gather more data about what the sales reps know so you can tailor your coaching conversation and drive more to the specific needs of individual sales rep.

  • What data can you use:
  1. Data around the sales rep’s actual skills and knowledge (from practicing scenarios or a trial environment where they can work with prospects)
  2. Observe data (sales managers go on sales calls with the rep and capture data on how confident and proficient they are)
  • Consolidate data together and out of that deliver insights on who needs the help and where they need the help so sales managers can have directed coaching conversations

Factors that limit companies from having effective coaching sessions:

  1. Everybody is busy.
  2. Managers have larger teams.

Average team size is 6 reps per coach but many organizations are larger than that so sales managers have to divide their time among them.

  1. Pressure to focus on very short term opportunities.

Coaching is often focused on very short term deal opportunities and not going into longer term development of skills that could have a much bigger impact.

How can you make those conversations more efficient and more directed and much more personalized to each rep so people can use their time more efficiently?

  1. Promoting rock star sales people to become sales managers

Being a sales manager is a totally different job than being a sales rep. While that manager has tremendous experience that they could draw on to help their team, they don’t know a lot about how to coach, who to coach, and where the coaching is needed.

Strategies for sales managers to better improve:

  1. Coaching the coaches.

Many sales reps are more successful and happier staying as sales reps. But a number of salespeople need to get into the sales manager role. However, companies need to recognize this transition into a new role through coaching them to being better coaches.

  1. Technological support

Companies should assist sales managers by providing them new tools and technologies that enable them to gather data quickly and easily

Front-end: Combination of mobile enabling, easy access and easy-to-use to capture things quickly and easily

Back-end: Data gathering and crunching and analyzing all the data and numbers to provide real insights

More about Qstream:

Focused on the capabilities of the sales force to help them and managers understand their strengths and weaknesses and get better in their weak areas through:

A 3-minute daily experience: Combining neuroscience, psychology, game mechanics and big data all squeezed into a 3-minute experience

Virtual selling scenarios:  Reps choose what to do next and they learn and see their strong and weak points

Game Mechanics: Scoring points and competing with peers to increase engagement and building a consumer experience for the sales rep

Tailored experience: The experience is tailored to each individual rep so time is not wasted on things they already know or have mastered

Results:

  • Short, enjoyable experience so it’s not taking a lot of your time
  • Increased proficiency levels
  • Improved average quota performance to 20-30%

Duncan’s Major Takeaway:

Management is all about solving problems that are in the way of the people on your team. Help them remove these blocks through data-driven coaching. Also, scale by leveraging data gathered on the actual capability of the rep. At the end of the day, add value  for the rep rather than creating obstacles in their way.

Episode Resources:

Connect with Duncan on www.qstream.com or follow them on Facebook and Twitter @qstream.

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Sales, Marketing, Account Based Selling, Tracy Eiler

TSE 433: This Is How Your Sales & Marketing Team Should Work

Sales, Marketing, Account Based Selling, Tracy EilerSales and marketing either don’t mix well together or other companies see them as one in the same. Well, they’re not. Sales and marketing are two different things. However, they have to align in every step so you can make the buying process for customers both beneficial to them and to you as a company.

I’m bringing in Tracy Eiler on the show today as she shares with us a ton of insights from her book Aligned to Achieve: How to Unites Sales and Marketing Teams Into a Single Force for Growth to help us understand the power of aligning sales and marketing in any business, big or small.

Tracy is a lifelong B2B marketer where she has spent most of her time in technology companies and helping businesses figure out a way to get the biggest deals and make their sales teams the most productive. Her mantra is that marketing exists to make sales easier. She is currently the Chief Marketing Officer of InsideView, a Market Intelligence Platform solution that produces results across sales and marketing operations.

Here are the highlights of my conversation with Tracy:

Why she wrote the book Aligned to Achieve: How to Unites Sales and Marketing Teams Into a Single Force for Growth

Changes in the market that make alignment of sales & marketing an imperative:

  1. The buyer has changed a lot.

Buyers are more in control of the buying cycle, doing their research online before they even approach a company. They’re not making themselves identifiable to sales and marketing but they’re much more informed when they do come to you.

  1. Proliferation of technology for sales and marketing.

There too many choices in technology now. Most of the sales and marketing teams receive different reports from tools in the market place. They’re not measuring the same things and they’re getting in their way.

The book is broken down into three sections:

  1. People issues (Leadership, culture)

They surveyed over 1,000 sales and marketing people to find out their biggest issues around alignment and communication was the number one issue. Communication takes a lot of forms such as the cadence in meetings, metrics, leadership and cultural issues. (In their book, they have a checklist or test that you can take to measure whether your sales team really trusts you.)

  1. Process issues (First lead generation, closing deals, and customer satisfaction)
  2. Technology and data issues

Strategies for a better sales and marketing team:

  1. Have a “smarketing” meeting.

This is a practical meeting where you discuss what has just happened in your marketing campaigns with sellers and what’s happening at this moment. This is an opportunity for marketing to show sales some concepts, how they’re doing it and get their opinion. The more transparent marketing can be with sellers, the better relationships there’s going to be. This gives sellers an opportunity to get some of their creative ideas in front.

  1. Align around metrics.

Retention is an example of a metric you could use. The main focus is whether you bring customers in or not? Tracy believes marketers should be measured by pipeline. Marketing delivers some set of qualified leads that have met the criteria you’ve all agreed on.

  1. The traditional marketing funnel model is obsolete.

There are so many businesses that are based on subscription services, for instance, where the expansion of customer relationship is constantly moving around. They could be found along the different points of the sales process (ex.engagement, closing, growing) so the cycle just continues and continues. Hence, there are a lot of processes go throughout this new funnel.

  1. Every step of the process must have definitions and hand-offs.

You need to agree on what a lead is, what makes that app, and agree on that definition. Also agree on the hand-off between marketing to sales to make sure it’s clean. Every hand-off process needs to be examined every step of the way. Both sales and marketing should understand what it takes to get a complete stranger to become a customer.

  1. Focus on data strategy for account-based marketing

There are a number of tools now that you can use to penetrate accounts more broadly. But there is an overlooked piece for account-based marketing which is the data strategy. This means you have to have an agreed-upon set of accounts that you need to go after.

How you can define your Account Score could be things like:

Behavior of the customer’s interest – Over time, interest may increase

Different tools you can use: Marketo, Engage PEO

Episode Resources:

Connect with Tracy on LinkedIn or send her an email at tracy.eiler@insideview.com or visit www.insideview.com for more information and resources.

Tracy Eiler’s book Aligned to Achieve: How to Unites Sales and Marketing Teams Into a Single Force for Growth

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Register Today!