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Archive Monthly Archives: December 2016

Damion Lupo, Donald Kelly, The Sales Evangelist Podcast

TSE 476: How I Lost My Business And Rose From It A Victor

Damion Lupo, Donald Kelly, The Sales Evangelist PodcastWhat better way to end 2016 than by drawing inspiration from our guest today, Damion Lupo, an entrepreneur and author of several books. He lost his business once but he was able to rise from that and become the very successful, wise man that he is today.

From selling Nintendo games when he was 11 years old, Damion has truly evolved over the years and is now the owner of Total Control Financial that seeks to disrupt Wall Street by empowering people to take control of their retirement money investment-wise.

Damion shared a whole ton of golden nuggets of wisdom that we’ve included below. Read on and truly learn from his mistakes.

 

Here are the highlights of my conversation with Damion:

 

Damion’s story:

Holy Crap!

Damion jumped from the insurance space to the real estate industry with the goal to build his  Trump-inspired skyscraper empire. So he started buying houses and was starting to make every possible mistake under the sun. One major mistake he found was the failure to make follow ups. So apparently, he wasn’t driving any cash in until he was 30 days away from bankruptcy, 6 months into his business.

Hustle to Execution to Meltdown

As a result, Damion was calling people back and started closing deals. He bought 8 more houses in the next 30 days and got really serious with it. As he was making more money, Damion made further mistakes.

  • No bookkeeping for 2 years (major IRS dilemma!)
  • His ego got so big he can’t be told anything by anyone (not even his mentor)

Then the “natural market cycle” came in 2008 and he experienced a major financial meltdown. (Note: Damion senses the cycle is coming soon.)

What Damion would have done differently:

Listen more. Naive inexperience is dangerous so it’s important to listen to people who have been there and done that.

The Mindset Change

Following his failure, Damion went off the grid and volunteered at a campaign and got fired. Eventually, he surrendered to the truth and took responsibility for everything. He did the work to change

Do the work to change!

What work are you doing on yourself? It’s not just about you getting a new tool kit but it’s about you becoming a different tool kit. Shift “you” and everything else will shift as a result of that. If you don’t shift you, you’re going to get the same thing over and over again. It starts with you!

The fear of being vulnerable: Why people run from adversities and challenges

Our society is set up to praise the winners. We need to step back from the system and think about how we can get better and grow by stepping into those mistakes.

Learn from OPE

People need to realize that you don’t have to make the mistakes yourself. Learn from Other People’s Experiences. Leverage on other people’s wisdom. Find your own mistakes and then teach people from that stuff.

Inspiring Quotes from Damion:

“You don’t have to sell the luxury goods, you just have to be a world class salesperson at any level you can show up and just kill it.”

” A lot of times we tie our net worth for our self-worth. It’s just money. You can make it again. And then you get smarter, real wisdom. Not just reading a book.”

“Most people aren’t doing the work to change… What work are you doing on yourself? It’s not just about you getting a new tool kit but it’s about you becoming a different tool kit.”

“Shift YOU and everything else will shift as a result of that. If you don’t shift you, you’re going to get the same thing over and over again. It starts with you!”

“Probably the biggest mistake that people make is they go into things alone. Business and entrepreneurship are a team sport. It’s about your tribe.”

Damion’s Major Takeaway:

Think bigger. We all have goals. If you were to 10X your goal, what would that take? You’d first realize that you would have to shift who you are and you’d have to find people to start modeling. Once you’ve decided that is your goal and you’re going to do it, there’s something powerful about owning it and sharing it and putting it out there. You’re going to look crazy until things start popping.

“I may be wrong but I’m never in doubt. I make decisions. I act. I move. I make mistakes. I learn. I maneuver. I switch gears. And we keep going and never in doubt. If you’re in doubt, you stalled. You’re dead.”

Episode Resources:

Know more about Damion on www.totalcontrolfinancial.com/donald and check out Damion’s books including the Reinvented Life.

Rich Dad, Poor Dad by Robert Kiyosaki

World Class by Jane Boyar

The 10X Rule by Grant Cardone

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Current Customers, The Sales Evangelist, Donald Kelly

TSE 475: TSE Hustler’s League-“Current Customers”

Current Customers, The Sales Evangelist, Donald KellyGetting your customers to come back is the most difficult part in sales. This is why a lot of people don’t make it in sales. So make sure you get your customers to come back by having an ATS strategy. Today’s snippet taken from one of our sessions over at the TSE Hustler’s League is about how you can grow your business through your current customers.

By the way, our new semester of the TSE Hustler’s League is coming on January 15, 2017 where we will be focusing on building value. Now that you’ve got a lead and a prospect, I’m teaching how you can build value to convert them from a prospect to a client. I would love for you to become a member of the group.

Here are the highlights of today’s episode:

My ATS (After The Sales) Strategy:

My client referred me to one of her counterparts who also loved what I was doing. Now that I’ve got two of them, I knew there were 22 others of them. So, here’s what I did to get new clients.

I bought some big, round balls from Walmart. I wrote down a note along with the client’s address and phone number. Then I asked my first client to write an email to these other people. (I actually wrote the email that she was going to send to her counterparts so all she had to do  was look, review, make a little changes, and then send it out to all of them.)

Three days later, I sent the ball in the mail. Then when I called them and told them I was the guy who sent the ball in the mail, what do you think their response was? Of course, they greeted me warmly.

Ways to double your revenue:

  1. Get more customers.
  2. Raise your prices.
  3. Get more from the current customers.

What you can do as an AFS strategy: The Initial Offer

Sell the product almost at a “revenue loss” just so that you can get the person as a customer because you have an ATS process that’s going to get you a lot more money. With the ATS strategy, you have primary product number 2, 3, and 4 or services.

Episode Resources:

The 48 Laws of Power by Robert Greene

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Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist

TSE 474: Sales From The Street: “Be Unique”

Prospecting, Joe Koufman, AgencySparks, The Sales Evangelist How often do you find yourself thinking out-of-the-box and doing the opposite of what everyone else is doing? We’re off to a new year. New year, new start, new strategies. So if you haven’t yet, it’s time to create that spark between you and your prospects so you can have an explosive 2017!

Today’s guest is Joe Koufman, CEO of the AgencySparks and he’s going to share with us some very amazing things to prove to you how creativity can go a very long way.

Founded about three years ago, AgencySparks is a dating service for brands and marketing agencies. Eight marketing agencies get their services to help them connect with potential clients. They set up that first date in the hope that both the agency and the brand get to kiss at the end of the date. In other words, business development is outsourced to them so they can help bring clients to their clients.

Here are the highlights of my conversation with Joe:

One of the major challenges Joe faced during his career:

From selling product to selling service and getting challenged that he wasn’t doing a great job

Strategy Joe used to overcome his challenge:

Working on his deficient areas so he can be productive

Result he got:

When Joe joined the company, they were about a 60-person digital agency. They soon became part of a full-service 250-person marketing agency. His responsibility: bringing in new clients and being a key part of the agency’s success. This led them to be acquired by a $10-billion holding company.

Unique strategies Joe has done with AgencySparks to be UNIQUE:

The Perfect Match

In time for Valentine’s day, they shot a video which “spoofs” an eHarmony or Match.com where a person delivers cheesy lines. As the video progresses, visitors who watch it would come to realize that it’s actually not a dating service per se but a service that will help connect them with the perfect marketing agency for their needs.

Next, they sent a physical mailer piece to some of their prospects. They purchased 250 matchboxes from a wedding favor website and there were writing on them in red and white that says, The Perfect Match. go to MakeSomeSparks.com. Inside each package, they filled the boxes with little heart-shaped candies with a handwritten note that tells them to watch the video on their website as well. (There was also a form capture for lead generation.)

Speed Dating

They hosted an in-person event the week before Valentine’s day where they invited 25 senior marketers and facilitated a “speed dating” event. They asked each agency person who were their clients and every 7 minutes, by the sound of the bell, they switch over to the next seat to have a speed dating conversation with the prospects.

Benefit for the prospects: They got exposed to 8 different agencies in a very short period of time.

Benefit for the agencies: They were able to pitch themselves in a very short of time to a bunch of clients;

Result: 19 requests from clients for a “second date” with the agencies.

Joe’s Major Takeaway:

Step outside of your norm and everyday routine and be creative. Step outside of the box. Joe also ends the interview with a quote from Theodore Roosevelt

“It is not the critic who counts; nor the one who points out how the strong person stumbled, or where the doer of a deed could have done better.

The credit belongs to the person who is actually in the arena; whose face is marred by dust and sweat and blood, who strives valiantly; who errs and comes short again and again, because there is no effort without error and shortcoming.”

Episode Resources:

To learn more about them, visit http://MakeSomeSparks.com. Check out the video they made as well as their blooper reel.

Contact AgencySparks at http://AgencySparks.com/contact.

Subscribe to their content by visiting http://AgencySparks.com/preferences

Dare Mighty Things by Theodore Roosevelt

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Split Testing for Sales, Stephanie Melish, Donald Kelly, The Sales Evangelist Podcast

TSE 473: How To Apply A/B Split Testing – Traditionally Reserved For Online Sales – To The Traditional Sales Process

Split Testing for Sales, Stephanie Melish, Donald Kelly, The Sales Evangelist Podcast

Are you sure your prospects understand the message you’re trying to convey? Here’s an awesome way to help you figure it out. The idea of split testing is usually associated with the online space but my guest today, Stephanie Melish, is going to teach us some great insights into how split testing can be so useful in growing your sales or business even when you’re doing it traditionally.

Stephanie is a professional speaker and a certified business coach. She helps individuals or businesses improve their lives and increase their bank accounts while doing it. Learn more about how you can incorporate split testing even when you’re doing traditional sales.

Here are the highlights of my conversation with Stephanie:

What is Split Testing?

Comparing versions A and B which are identical except for one variation that may affect the end result or the user’s behavior.

Version A can be what you’re currently doing and Version B is modified with only one variation.

Why you need to split-test:

So you will know what makes your prospects respond to more and to make sure your prospects clearly understand your message.

Strategies in using split-testing to your sales process:

  1. Focus on the area that doesn’t feel to be working.

Identify the areas you’re struggling with and where you don’t think you’re at your peak performance. There are different places that you can try split-testing such as your value proposition or even your email subject lines. Have a variation of it to figure out which version people respond to better.

  1. Only change one variation at a time.

You can’t change everything. Only change one variation at a time.

  1. Identify your end goal.

Know what you’re trying to accomplish to be able to identify how you’re going to test it and to test its effectiveness.

  1. When you find what’s working, stick to it.

Be smart enough to know when is the right and appropriate time to use it in the sales process.

  1. Keep testing it until you hit the number you’re trying to pull in.

How long to test it actually depends on your desired results. Or keep testing until you can evaluate it.

  1. Know what really works for you and your industry.

Be bold but test out to see what works well for your environment and for your business to make sure it fits your industry.

Stephanie’s Major Takeaway:

It’s okay to try out new things to discover what works. Even you know it works well, still try to test it to see if there is a better way to do it. Always be evolving and improving because there is no limit to your growth. You never know when a shift is going to happen so you always want to be on the tip of your toes learning, evolving, and doing something that’s different.

Episode Resources:

Know more about Stephanie on www.stephaniemelish.com and follow what she’s doing.

Read Stephanie’s article on Forbes, Why You Need to Apply Split A/B Testing to Traditional Offline Sales

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.

www.bombbomb.com

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Donald Kelly, The Sales Evangelist, New Year Sales Goals

TSE 472: How to Prepare for 2017

Donald Kelly, The Sales Evangelist, New Year Sales GoalsNow we’re prepping for 2017 and doing our final touches to bring out the new year, bring in the hustle, and start implementing the things we need to do to bring the whole sales team to a whole another level.

Today, I’m going to share with you some thoughts and insights into how you can implement some of the great principles you’ve learned from 2016.

  1. Learn from the successes and challenges you encountered.

What are the challenges that you’ve encountered in 2016? Or what are some things you will do in 2017 to continue to implement the successes you attained in 2016?

  1. Focus on your ideal customers.

Look at your ideal 100 customers. Hone down on certain industries that you can become master at and not just be a jack of all trades. Name the top 5 industries that buy your product. Go to those industries that make up 30% – 50% of your clients.

Look back and think about what can you tweak from those ideal customers. Which industries did you sell to the most and what did you learn about them? Their likes, their dislikes, the content they consume from you, etc. Identify the roadblocks which you can eliminate in 2017.

“Take some time to reflect and prep.” Reflect on 2016 and prep for 2017!

  1. Start with the end in mind.

Start with the end in mind and work backwards from that. What do you need to do to hit quota? Identify your first step and then work backwards and keep working backwards until you get to the starting point.

Episode Resources:

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.

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Bomb Bomb, Lead Conversion, The Sales Evangelist, Steve Pacinelli, Donald

TSE 471: The Psychology of Lead Conversion Through Videos

Bomb Bomb, Lead Conversion, The Sales Evangelist, Steve Pacinelli, Donald Do you find it difficult to connect through emails? In today’s episode, we’re showing you how using video in your emails can drastically increase your response rates. In this day and age where everybody’s going visual, it’s high time to take your selling to the next level.

Our guest, Steve Pacinelli is the Chief Marketing Officer at BombBomb, a software company that allows people to send video emails to make powerful connections early on in the sales process in order to close more business.

Here are the highlights of my conversation with Steve:

Why video is so huge now: Human Connection

Since the beginning, people communicate face-to-face and now we’re left with just text. So the human connection or transfer of emotion is removed out of the process.

With videos, you see someone’s face and hear someone’s voice which are important aspects of being human.

The psychology behind the need for face-to-face communication:

  • Judging the trustworthiness of a person by looking face-to-face
  • Humans are hardwired to only recognize other people as humans once they see their face
  • Read The New York Times article The Epidemic of Facelessness

The Law of Reciprocity

  • Video shows 81% of sales reps get more replies
  • You get more replies when they see you took the time to reach out to them in a more human way.
  • Using a handwritten name in the beginning of your video or as a thumbnail is powerful motivator to get someone to play your video and your chances of getting a reply would increase.

Style of videos for generating replies, responses, and converting leads:

  • Marketing through video versus relationships through video
  • The more polished or produced the video is, the less authentic it feels.
  • The videos that work best for communication purposes are raw, organic, and “in the moment” marketing.
  • More communication, less marketing

The 3-part framework for creating a great video:

  1. Empathy
  2. Value
  3. Call to Action

*Speak with the lead with where they are in the process and not where you want them to be or you’ll only push the lead away. Give them the feeling that you understand where they are.

How you can utilize videos in group coaching sessions:

Send mass emails. Take the analytics of people who watch your coaching session. Then send out one-to-one videos to each person that engages and insert a call to action.

Other features of BombBomb:

  • CRM integration:
    • Salesforce
    • Gmail – once the person hits reply, they can add video directly into Gmail without having to log out of Gmail; set time and reminders; text snippets
  • Event-based triggers where you send pre-recorded videos
  • Videos on the fly and text them directly
  • Zappier integration

The best times to use videos in a sales process:

  • When you need to build rapport or trust
  • During an emotional moment

Steve’s Major Takeaway:

You are the best sales asset. Sales is an emotional transfer. The side of the brain that makes buying decisions is the emotional side. While the analytical side of the brain figures out how you can get that. You cannot make human connection through text so get in front of more people and utilize your best sales assets.

Episode Resources:

Connect with Steve on www.bombbomb.com or on Twitter @stevepacinelli and Facebook.

Try out BombBomb and send me an email using it at donald@thesalesevangelist.com and tell me what you think!

The New York Times Article, The Epidemic of Facelessness

Thinking, Fast and Slow by Daniel Kahneman

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Follow Up, Prospecting, Closing The Deal, Building Value

TSE 470: TSE Hustler’s League-“Following Up”

Follow Up, Prospecting, Closing The Deal, Building Value

One common mistake salespeople make is play the guessing game with their clients. You can’t let your clients guess your sales process or your next steps otherwise the whole thing gets so ambiguous. You have to be super clear when it comes to your sales process. And that includes letting them know when you need to follow up and what happens during that follow up.

This week the snippet that I’m going to share with you is taken from one of our previous sessions at the TSE Hustler’s League and is all about following up.

The different parts of the sales process which need follow up:

*Follow up is important in each step of the sales process.

  1. The first meeting
  2. Discovery meeting

Sit down with a client and analyze to see if you’re a good fit or not.

  1. Start talking about money once you have a deeper understanding of what they’re looking for.
  2. Counter with your solution.

Strategies for effective follow up:

  1. Make sure to align your process to theirs.
  • Let your client know about your process.
  • Find out their process of purchasing.
  • Align their process and your process.
  1. Don’t let your clients play the guessing game.

Spell out your next steps to your clients. Let them know you’re going to follow up on all of those steps.

  1. Set the rules before you play the game.

Give the client what they need to do beforehand so the follow up is not ambiguous.

Episode Resources:

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.

 

Emotions, Video, Donald Kelly, Steve Heimerman

TSE 469: How to Drive Results with Emotion

Emotions, Video, Donald Kelly, Steve HeimermanPeople buy based on emotions. But how can you tap into the emotions of your clients in a way that helps them make an informed buying decision?

Today’s guest on Sales From the Street is master storyteller, Steve Heimerman, who shares with us some insights into how you can utilize video to drive results through emotions. Steve is the Founder of Tilt Motion, a video production company that tells stories of video engagement.

Here are the highlights of my conversation with Steve:

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

Why emotions are powerful when tapping into your buyers:

  • Engagement is king and videos are the best way to engage audiences.
  • By 2017, videos are going to account for 69% of all consumer internet traffic.

How to tap into people’s emotions when creating videos:

  1. Do a creative brief.

Figure out your main message. What kind of video do you want to create? Learn more about the actual story.

  1. Listen to their struggles.

Be a good listener and figure out what they’re struggling with. And that struggle is a story. Learn more about the person as an individual and develop that relationship.

  1. Be strategic in how you’re using those emotions.

Be wide open in going through the process. You can use any kind of emotion but figure out the clever way to tell your story.

Steve’s Major Takeaway:

Video is the future. Have a video strategy or you’re falling behind. 64% of consumers are more likely to buy a product after watching related videos. Videos are highly effective and easy to share. It’s all about the storytelling.

Episode Resources:

Connect with Steve Heimerman on www.tiltmotion.com. Download their ebook on Why Video Matters and How to Use It to Create a Winning Marketing Strategy by going to www.tiltmotion.com/salesevan.

David and Goliath by Malcolm Gladwell

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.

 

Mindset, Happiness, Donald Kelly, Dr. Minette Riordan

TSE 468: 5 Mindset, Money and Marketing Strategies for Rapid Growth Results

Mindset, Happiness, Donald Kelly, Dr. Minette Riordan

As salespeople, sometimes you have to think as marketers so you’re able to do unconventional things which competition is not doing.

Today’s guest is Dr. Minette Riordan who’s going to share with us some key insights into what you can do to get the right mindset, money, and marketing strategies to rapidly grow your income.

Minette is an author, speaker, coach, and an award-winning entrepreneur. She had no knowledge about sales earlier and found herself out of business before she even started so she had to figure out how to do it. And it was until learning that sales is about service and connection which became a huge turning point in her life.

Here are the highlights of my conversation with Minette:

Why entrepreneurs have a hard time with sales:

  • Not understanding that sales and marketing are key things in a business
  • Not having a mindset of consistency and persistence

How to prepare for a sales meeting:

  1. Come from a mindset of being there to solve a problem for clients.

Be clear about the impact that your product or service is going to make.

  1. Learn your product inside and out.

Know who your client is and do your homework. Find out as much as you can about your client and their company ahead of time so you can clearly articulate why your product or service is a match for the problems they’re experiencing.

  1. Preparation is also internal.

How are you feeling today? How is your attitude impacting your ability to connect with people today?

Strategies for rapid sales growth:

  1. Have a plan in place.

Have a practical plan as well as a lifestyle plan. And how is that plan connected to your big dreams?  Have those measures in place to always keep you motivated.

  1. Know your numbers.

Know what you need to make and who are the people that can help you get there. What kind of time, energy, and planning are you putting into cultivating those relationships? Track not just your financial numbers. but also the number of calls and emails. Deconstruct each of your conversations to help you improve your overall metrics of success.

  1. Notice the motivating factor that keeps you going.

The ones that shatter their goals year after year are the ones with the big visions and the ones who want more than just make their numbers. Why are you doing this?

  1. Detach from whatever the outcome is.

Even when people say no but you know you’ve done a good job of getting them to the point of making an empowered decision, then that no is just as good as the yes. Don’t get caught up in the no’s in your mindset. It’s okay to say no to clients. Being able to say no to a client means there’s a better one just around the corner.

5.Know inside out who that perfect client is.

Do not just look at their demographics but their psychographics. Do a personality assessment to help you know yourself really well and who you’re best at serving. Write down your ideal client profile to make your marketing and sales presentations so much easier. Actively looking for these people doesn’t mean you’re saying no to anybody else, but you’re just proactively looking for the ones you can serve best.

Minette’s Major Takeaway:

Be mentally prepared. Know what you’re selling and fall in love with what you’re selling. Get to know your client ahead of time as much as possible.

Episode Resources:

Get in touch with Minette and download her free book about the 5 Mindset, Money, and Marketing Strategies at www.rapidgrowthresults.com.

David and Goliath by Malcolm Gladwell

The E-Myth by Michael Gerber

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.

 

 

December Prospecting, Donald Kelly, The Sales Evabgelist Podcast

TSE 467: Should I Prospect In December?

December Prospecting, Donald Kelly, The Sales Evabgelist PodcastIs December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong.

Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there are ways that you can be effective in prospecting even on the last month of the year.

5 Reasons Why You Should Prospect in December:

  1. People are nicer at this time of year.

People tend to be more receptive during the holidays so take advantage of that and build a relationship with your customers. They may not buy now but you’re basically building an opportunity for 2017.

  1. Most of the other salespeople are quitting.

Make sure to hustle and do the opposite of what everyone else is doing. Some of the gatekeepers that are blocking your access to high level executives are on vacation so this is the perfect time for you to take advantage of this. There is less competition as well.

  1. Some of your buyers have got money to spend.

Some people have fiscal years that end in October so they still have time in December to offload money. These people might be looking for projects to spend on now which they hope to get in 2017. See if there are opportunities they can take advantage of in 2017 which they can already buy now.

  1. People are planning for 2017 so give them some value and help them.

Some people are putting things in place and getting reports done as well as ideas and plans. Think of an unconsidered need that your prospects don’t know about that you can bring to their attention. Share with them some things which your services can help them with in 2017.

  1. Focus on key Dream 100 clients for 2017.

Focus on key accounts you need to take advantage of. You need to focus on some key accounts as opposed to millions of them. Come up with your top 100 clients you want to tap into and start prospecting some of them to see if you can start building relationships.

Episode Resources:

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.

 

Chris Orlob. Sales Hacker, The Sales Evangelist, Donald Kelly

TSE 466: 5 Things We Learned From Analyzed 25,537 B2B Sales Conversations Using AI

chris-orlobDo you think you’re listening enough during your sales calls? Think again because you’re probably talking more than you think. How about talking to your customers in a way that calms their fears? Have you thought about that?

My guest today is Chris Orlob, senior director of Product Marketing at Gong.io,. They conducted a study where they analyzed 25,537 conversations of B2B sales reps which enabled them to identify the patterns, trends, and insights leading to the highest win rates, most revenue, and shorter sales cycles.

Here are the highlights of my conversation with Chris:

A brief overview of the study they conducted:

25,537 sales calls which were conducted on platforms like GoToMeeting, WebEx, and Join.me

Average call duration: 43 minutes

Customer Data Demographics: Mid-market SaaS (Software as a Service) companies

Methodology:

  • Map the call recordings to the appropriate CRM record.
  • Attach the calls to their outcomes (win rates, sales cycle length, revenue the calls generated)
  • Separated speakers of the call between customers and reps and transcribed them from speech to text
  • Ran Gong’s AI in conversations analytics engine through the data to find the insights

The 5 Insights They Discovered:

  1. Ideal talk to listen ratio
  • The highest performing sales reps on average talk 43 of the call while the prospects talk 57% of the call.
  • Most sales professionals overestimate how much they’re listening.
  • The average sales rep speaks 65%-75% of a call but most think they’re only speaking around half the time.
  • If your prospect is only taking 22% of the time on average, figure out how you can bring them to an average of 33% of the call talking and you will drastically increase your win rates by about 32%.

Key takeaway:Talk less and listen more.

  1. Pricing trends

How often should pricing come up:

  • 3-4 times in a sales call: Highest win rates
  • Less than 3x or more than 5x: Win rates tend to shrink

Note: Treat this as a buying signal, not as a sales technique.

When should pricing come up:

  • Average-bottom performers: Talk about pricing at random points in the call
  • Top performers: They heavily skew their pricing discussions between the 40 and 49 minute mark of the average sales call.

Key takeaway: Establish value before discussing price

  1. Timeline trends

When customers respond with these words:

  • “probably” – good sign as win rates increase and forecast accuracy jumps by 73%
  • “we need to figure out…” – bad sign and a lot of work should be done since this phrase is correlated with forecasting accuracy and low win rates
  1. How performers use risk reversal language

Sales people say things to calm the fears or perceived risk of buyers upon the point of purchase like:

  • You can cancel it anytime.
  • You can opt out of contract if you’re not satisfied
  • Money back guarantees
  • No long term contracts

Key takeaway: Ease your buyer’s fears by talking about these. This may increase your cancellation rate but your win rates will increase so much.

“There are only two things in business that make money – innovation and marketing; everything else is cost.” – Peter Drucker

  • Business is about product and marketing; the rest is an expense.
  • Sales is marketing at the front line. Salespeople are the instruments of a marketing strategist and the most valuable ones.
  1. Coaching salespeople with real calls

Salespeople who used Gong.io drastically increased their win rates because they were coaching reps at the conversation level  or call recording level.

“Sales conversations are the most pivotal, high-leverage moment in the sales process.” – Chris Orlob

Key takeaway: Coach your reps or yourself at the call recording level. Review calls. Submit feedback and do some self-reflection.

Chris’ Major Takeaway:

Talk less and listen more and use risk reversal language and your win rates will go up.

Episode Resources:

Learn more about Gong.io at www.gong.io and connect with Chris Orlob on LinkedIn.

Chris Orlob’s article on Sales Hacker: We Analyzed 25,537 B2B Sales Conversations Using AI – Here Are the 5 Things We Discovered

The ONE Thing by Gary Keller and Jay Papasan

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.

 

Networking, Prospecting, New Clients

TSE 465: TSE Hustler’s League-“Prospecting At Networking Events”

Networking, Prospecting, New ClientsAs a sales professional, networking is one of our regular activities to find and build relationships with potentials prospects.

In this episode I will share with you some key places you can go online and offline to find where your ideal customers maybe spending time. The most important thing for you to do is to implement what you learn. Feel free to tap into some of these ideas that fit best with you.

Register for TSE Hustler’s League here www.thesalesevangelist.com/hustlers 

 

Stephanie is the President, Donald Kelly, The Sales Evangelist, Best Sales

TSE 464: Sales From The Street-“I Changed My Sales Game”

Stephany Stephanie, Donald Kelly, The Sales Evangelist, Best Sales Podcast Learn how to change your sales game through “soulful selling,” which is something our guest today, Dr. Stephanie Burroughs, has done to reach the level of success that she has attained right now.

Stephanie is the President of Stephanie Speaking. She is an inspirational speaker, trainer, and she does a number of digital programs, whether live or webinars. She also is a business navigator who specializes in helping business owners and marketers sell to the government. They take advantage of the various procurement programs for the government as well as for corporations and public agencies. Stephanie is author of the book, Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings.

Here are the highlights of my conversation with Stephanie:

Stephanie’s major challenge in her business:

Building business relationships

How Stephanie overcame this challenge:

  1. Underline the benefits.

Stephanie provided her prospects with documents, statistics, metrics, and most importantly, the benefits.

  1. Be patient and hone in on the emotions.

A sale doesn’t mean it’s going to happen immediately. Hone in on the emotion of the customer since people buy things based on emotions.

  1. Provide value.

Share how your products or services can help them overcome their challenge. This will leave them feeling that they can do this and it really wasn’t that big of a deal. Someone just needs to navigate them. Their confidence will increase. 

How to build value even though your prospects are not ready to buy just yet:

  1. Continue to stay in touch.

They may not be ready right now but eventually, they will be ready to buy. Stay visible to people whether you go to events or you give free gifts.

  1. Learn the GRIT Factor.

Be Grounded, Resilient, Intentional, and Tenacious.

  1. Always over-deliver.

Stephanie coins this as “soulful selling.” Provide your prospect with all the information they need to help them make the right buying decision. People will be more inspired to take the time out to learn more about your business. Bring value to customers and keep them updated in what you’re doing.

  1. Practice social networking.

Do not shy away from social media. Don’t just be on social media but practice social networking.

Episode Resources:

Get a free gift from Stephanie by texting GRIT to 908-223-8616 and receive an awesome 7-day video series about tips for small business owners.

Connect with Stephanie on her website www.stephaniespeaking.com and check out her various programs.

Stephanie’s book Dating Your Business Prospect: Practical Strategies for Successful Business Matchmaking Meetings

Check out The Sales Evangelizers on Facebook or LinkedIn and join our group!

The ONE Thing by Gary Keller and Jay Papasan

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 463: How Entrepreneurs Can Enhance Productivity By Systematically Growing Their Businesses And Increase Sales

TSE 463: How Entrepreneurs Can Enhance Productivity By Systematically Growing Their Businesses And Increase SalesAre you bogged down with so much stuff and admin work that you’re not seeing any increase in sales? As entrepreneurs and sellers, we have to systematically grow our business and have processes in place. Oftentimes, all you need to do is provide the right system. My guest today, Eric Taussig, gives us some great insights on how you can create the systems that can help you maximize and focus on your one thing.

Eric Taussig is the Founder of Prialto, a virtual assistance company that leverages the human cloud from their overseas offshore service centers to help amplify people by reinventing the executive assistant role enabled by technology and a global workforce.

Here are the highlights of my conversation with Eric:

The biggest issues entrepreneurs face in growing their businesses:

  • Difficulty in prioritizing the day due to constrained resources with imperfect information
  • Difficulty in deciding over what work you can do versus what you need to delegate

Ways to increase your productivity:

  • Trust and let go.
  • Do not mistake movement for progress.
  • Invest in other people.
  • Scaling is about believing in other people.

Strategies in growing your business:

  • Believe in what you’re building.
  • Your passion for what you’re offering to customers is what attracts people.

The power of having systems:

  • Do not overestimate the art of selling. Without systems in place, you’re never going to get the art.
  • Emotional intelligence is an absolute essential but you have to surround yourself with systems.

Strategies in developing your systems:

  1. Make sure you know who’s responsible for every activity.
  2. Know what tool you’re using to monitor that activity.
  3. Make sure your process is clear and that you have a single tool for each aspect of that process and any single person in charge of that.
  4. Have process junkies on your team and respect them.
  5. Give your people ownership so they’re invested with you.

How having a virtual team can help you become more productive:

  • You can hire people to manage your processes.
  • You can hire people who are more critical in driving the strategy and growth of your business.

Eric’s Major Takeaway:

Give to get. If you want your business up and running, give away the credit and ownership to  your people so they’d feel invested. Your goal is to build an entity that as many people in your team can see themselves fit. You’ll know you’re successful when your company can take on the inevitability of forward movement without you.

Episode Resources:

Connect with Eric Taussig through www.prialto.com or send him an email at eric@prialto.com.

The ONE Thing by Gary Keller and Jay Papasan

The 4-Hour Workweek by Tim Ferriss

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 Podcast, Negotiation, New Clients

TSE 462: If You Give, You Should Get

Donald Kelly, The Sales Evangelist Podcast, Negotiation, New ClientsDo you really appreciate the things you get for free? Not often, I don’t think so. Personally, I have wasted so many great things because I got them for free. There was no value tied to them. Is your prospect doing this same thing with you?

Today, we’re talking about VALUE and why you should not give away everything for free. I’m also going to share with you some things about negotiation and how you can make sure you can effectively negotiate with your prospects.

As sellers, sometimes we become to afraid to lose our prospects that we tend to give away everything for free. Unfortunately, people are not going to value those things that you give for free. Now, the relationship has a bad start. So here are a couple of principles to help you get a good head start.

  1. If I do this, you will do this…

Ex. If I were to give you a free license, you will have to give us a referral.

  1. If you give away stuff for free, make sure you have a strategy behind it in the end.

Ex. McDonald’s sells us burgers at almost no profit but they are making a huge increase on their fries and soda so they consistently have people coming back over and over again.

Now let’s bring this back to you…

Do you have an after sales process?

This means having something on the back-end to recuperate that loss or cost. For example, sell your product at a cheaper rate to get into one department of a company and as they grow, they would purchase more from you.

Today’s Major Takeaway:

Make sure that there is value attached to anything you give away for free. Do not just give it all away.

Episode Resources:

Double Your Customer Referrals This Week!

This 3 part video training will teach you step-by-step how to DOUBLE the amount of customers referrals you receive this week!

privacy We value your privacy and would never spam you

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.

The Power of Habits, Frank Gibson, The Sales Evangelist, Best Sales Podcast

TSE 461: What Salespeople and Entrepreneurs Can Do To Form New Successful Habits

The Power of Habits, Frank Gibson, The Sales Evangelist, Best Sales Podcast Human beings are creatures of habits, which can either help us succeed or fail. But the key is to make sure you form good habits in order to be successful in your career and life in general.

My guest today is Dr. Frank Gibson is going to share with us great insights into understanding more about habits and how you can build habits that are going to help you become an awesome sales professional.

Dr. Gibson is a successful businessman and is also a successful medical practitioner and science researcher. He has appeared on over 50 television and radio shows in Europe and the US.

Here are the highlights of my conversation with Dr. Gibson:

Dr. Gibson’s coolest sales experience when he was the customer

The Power of Good Habits

  • Most people dream about what they want but that remains a dream or they fail.
  • Habits are founded on COMMITMENT and DISCIPLINE
  • Commitment moves us into action.
  • Discipline is what makes us successful in life

“It takes years to develop a good habit but only one second to break it.” – Dr. Frank Gibson

The Power of Bad Habits:

  • If unchecked, people start to identify their lives by their bad habits.
  • Bad habits are not who we are, but a result of not viewing ourselves with the dignity, self-respect, and self-potential we deserve.

Change is possible.

  • People don’t want to face their bad habits but they have to understand that they change is possible.
  • Using your mental ability can help you create good habits.
  • You must also use your passion as your fuel.
  • Set rules of engagement before setting off on these positive changes.

Strategies for setting rules of engagement:

  1. Identify what you want.

Identify what you want and determine what you need to get there. Always know the difference between want and need.

  1. Do a SWOT analysis on yourself.

Determine your Strengths, Weaknesses, Opportunities, and Threats. Get others to do it on you like friends or coworkers.

  1. Get the training.

Suck up on everything you can to fill any gaps that you see on the SWOT analysis.

  1. Take control.
  2. Become aware of what you need to have for a meaningful life.
  3. Don’t be afraid of change.

Be open and fearless of any possibility in your life because nothing is constant in life but change.

  1. Don’t ever be comfortable.

Just because it’s a great passion, doesn’t make it automatically successful.

Be new everyday: “The old dog died last night.”

Develop a habit that every single day, you are re-born. This way, it allows you leave the baggage of yesterday. Everyday is a fresh start.

Dr. Gibson’s Major Takeaway:

Barriers are not obstacles but strategy definitions. Many people are successful because they knew their courage and perseverance were greater than any obstacle. There are only false barriers.

Episode Resources:

Learn more about what Dr. Gibson does and check out www.lastcallprogram.com and download his guide for How Modern Science has Changed Addiction for free.

The ONE Thing by Gary Keller and Jay Papasan

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, Social Selling, Twitter Social Selling, Twitter, Prospecting on Twitter

TSE 460: TSE Hustler’s League-“Using Twitter To Sell”

Donald Kelly, Social Selling, Twitter Social Selling, Twitter, Prospecting on TwitterToday is another snippet from one of our discussions over at the TSE Hustler’s League where we talk about leveraging the power of social selling through Twitter.

Prospecting should be done right so you need to have ideal people that you’re focusing on. And from there, this helps you with your messaging and in focusing on the things you need to focus on.

But first a brief outline of what we’ve discussed in previous episodes related to prospecting:

The Dream 100 – a list of your top 100 clients you want to target

The 10×10 – making at least 10 calls before 10am and getting into the habit

LinkedIn Sales Navigator – a tool to help you find amazing results on LinkedIn

Using Social Media as a Pitch Fest:

Many salespeople tend to use social media as an approach to sell their product instead of showing that they care about the customers and they want to help. It’s all about buy, buy buy!

What is the goal of Social Media then?

The goal is to meet new prospects that you can build relationships with. Do this 20 mins per day and you will see the difference.

Why are you on Social Media?

Your main purpose for being on social media is to provide solutions. You sometimes even give them a solution to a problem which they don’t know they have. Sometimes they’d tell you their problems too and you want to make sure you’re there.

How to use Twitter in social selling:

1. Update your Twitter bio.

2. Set the blog post feeds of key people on your Twitter account.

Find the blog posts of your 100 clients. Be a noticer and share their content. When they see you’re sharing their content, they would follow you and they would feel special you’re sharing their blog posts. Then you begin to build up your following.

3. Tweet and thank.

When somebody connects with you on Twitter. Tweet them to thank them for following you. The key here is to build relationships.

Episode Resources:

TSE Hustler’s League

Check out The Nancy Gaines Show and listen to Episode 99 where Nancy had me on the show which was a fun chat!

LinkedIn Sales Navigator

Check out our previous episodes on Prospecting:

The Dream 100
The 10×10
LinkedIn Sales Navigator

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.

DJ Shri, Donald Kelly, The Best Sales Podcast, The Sales Evangelist

TSE 459: Sales From The Street: “Local Online Advertising Part 2”

The Sales Evangelist Podcast, DJ ShriToday’s episode is Part II of the interview with DJ Shri where we talk about how you can master local advertising.

If you haven’t yet, do check out TSE Episode 454, which is Part I of this awesome conversation I had with DJ Shri where he laid out the framework of local online advertising.

Here are the highlights of my conversation with DJ Shri:

What is Social Proofing?

Who is somebody outside your business that has no personal investment in this that will vouch for you? An example of this is getting 5-star review on Yelp.

What is an Irresistible Offer?

Talk about something that removes that risk. So there is zero risk for the person. Tackle that objection first of removing the risk upfront then show them what you can provide.

How to be top-of-mind to your customers:

  1. Create your avatar.

Google on customer avatar worksheet where you will answer a list of questions to help you identify your customer avatar. The more detailed you can be, the better it is for you to sink into who your ideal customer is. Your avatar may change once you start your business and that’s fine.

  1. Use Facebook Ads

Facebook advertising is a good way to target your customers. It allows you to find out the interests of your customer avatar. Isolate you demographics. Isolate where your prospects are. Be careful as Facebook would try to make it super easy for you to buy their paid advertising because it’s not as easy. Take a step back and really figure out what is Facebook trying to do as they’re targeting really specific people. Don’t be afraid to target locally or at a state-level.

Here’s a trick: Find out a local business selling similar price point things even if they’re not your niche. Find out the local stores in your area that have FB pages. And understand that if these customers can afford say, a $5-$10 cupcake, then maybe they could afford a $5-$10 risk of whatever you’re selling.

DJ Shri’s Major Takeaway:

Go for something you’re passionate about. Sell with your personality. When you’re passionate about something and you really believe in it, that’s an authenticity you cannot fake. And that reflects to your sales pitch.

Episode Resources:

Connect with DJ Shri through email at shri@mobiledjtips.com and check out his podcast Mobile DJ Tips on iTunes.

TSE Episode 454 – Part I interview with DJ Shri

The ONE Thing by Gary Keller and Jay Papasan

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.

Latisha Robb, Donald Kelly, Mental Toughness, The Sales Evangelist Podcast

TSE 458: Using The Power of Your Mental Abilities to Manifest Your Abundance

latisha-robbToday’s episode is not about selling but it is perhaps one of the most important things you need to have if you truly want to increase your sales or grow your business. It’s all about harnessing the power of your mind to manifest a life of abundance.

Our guest today, Latisha Robb, is a “soul coach” where she helps people understand the cycle of life and being aware of their entity rather than just life allowing them to live a better life. Latisha is a realtor, speaker, and a consultant. She is also the author of two books. Turn On the Lights So You Can See talks about her experience of being homeless with four children to being in a multi-million dollar sales club. It is a self-help book for people living in despair. Her other book, What You Don’t Know About Your Soul is a total progression into all the metaphysics.

Listen in as Latisha talks about “financing your faith,” which are key things she has implemented in her life to help her become successful.

Here are the highlights of my conversation with Latisha:

Why do you need to “finance your faith?”

The amount of belief you have in anything you’re doing is what you’re going to get. What you see is what you believe you can achieve.

If you want to go further, you’ve got to believe more and finance your faith because some dreams cost more faith than others.

How to get started:

  1. Visualize it.

See yourself there and understand. Feel it. Smell it. This starts from within. The moment you’ve grasped who you are, who you want to be, and where you want to be, you start at the end and work backwards. Visualize the outcome before you get started. Then the universe will conspire with what you believe.

  1. Believe.

Latisha hit rock bottom being homeless with four children and nothing to her name. So she wrote herself a letter saying that those days will be memories and the life she deserves and wants will be in her possession. She believed in what she wrote. So she got what she believed in. She now has 150 rental properties that she’s managing.

  1. Combat your control drama.

If it’s not working for you, leave it alone and don’t deal with it. Whatever it is that you want to do is in your mind first. Go with your feeling and not other people’s feelings and understand that you have the permission from God to be who you were purposed to be.

  1. Pray and go within.

Always remember that you’re not without. You have everything that you need. It’s all about going within. Get into your inner core and understand this too shall pass and this is the faith it costs to get to where you’re going. Count all the things that go wrong in your life as a good thing. The blessing is as big as your test.

  1. Surround yourself with like-minded people.

The energy reciprocated with like-minded people creates a powerful synergy because you’re creating a bigger wave of wonderful things happening. Then you create a life where you give back and be a blessing to others.

  1. It’s okay to let go.

If you think you’re no longer growing with the client or that it’s just giving too much stress on you, sometimes it’s okay to let it go and not be scared about losing money. Peace and happiness are important. Freeing yourself makes way for new opportunities.

A few light switches that people have to turn on in their mind:

You’re not blessed for what you do, you’re blessed for why you do it.

Live intentionally. Do the right thing for the right thing.

Latisha’s Major Takeaway:

Find your purpose. When you do, the money is a byproduct. When you live your purpose, there is nothing to worry about as all your needs will be met.

Episode Resources:

Connect with Latisha on www.latisharobb.com to learn more about her.

The ONE Thing by Gary Keller and Jay Papasan

Latisha’s books:

Turn On the Lights So You Can See

What You Don’t Know About Your Soul

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.

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 457: Social Selling Mistakes You Should Avoid

Social Selling, Donald Kelly, The Sales Evangelist, Best Sales Podcast

78% of salespeople who use social media outsell their peers. Yeah, true. Social selling works. But you can’t just do it without first even understanding how it should be done. It’s all about building relationships and building value.

Here are some strategies to make sure you don’t make the mistakes many people do when they’re social selling:

  1. Be human.

It’s not just putting out your name out there and expect people come to you in the same way that it’s not about begging people to buy from you. You need to realize that you need to be a human being when you’re social selling. Social media is not a different world. Sure it’s not tangible, but people on the other side of the screen still see you as a human being.

  1. Provide value.

Bring education.  If people see you can provide value to them and it makes sense to connect with you, then they’re more likely to build relationships with you.

Be able to come across as the go-to person who is someone who can help them in their struggles or challenges.

Be a connector. Try to find out their ideal client or the industry they’re going after and try to connect them with the people in your network. Being that middleman is an awesome thing!

  1. Discover your ideal customers, if you haven’t yet.

You don’t have to go to all the social media platforms. Just stick to the ones you’re market is at and provide value to them there. Provide 3 pieces of content that speak to a specific challenge that they’re facing in that industry and come up with a solution to that (ex. white paper or video training).

  1. Focus on building the relationship.

It’s okay if your clients don’t buy right now. Maybe it’s not the right time yet. Instead, focus on building that relationship. Refer them to people whom you know might help them. And seeing that sincerity from you, they might just refer you to their network and that means opportunity for new businesses.

Episode Resources:

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.

Steve Benson, Badger

TSE 456: Secrets of Being An Effective Field Sales Representative

Steve Benson, Donald Kelly, Badger Mapping, Sales ProspectingBeing a field sales representative involves a ton of planning, paperwork, and just busy work. But what if there was a way to take most of those busy work out of your system so you could focus more on selling? Well, there is.

For Steve Benson, field sales was the best direction for him. His career portfolio includes IBM, Autonomy, and Google until he started Badger Maps in 2012, a solutions provider for sales people that primarily works through automation to help them focus more on the actual selling.

Today, Steve talks about what you can do to be effective field sales reps. And even if you’re not in field sales right now, the strategies shared by Steve should still keep you handy.

Here are the highlights of my conversation with Steve:

Actual field sales experience vs. what’s taught in business school

Sales is not an academic field in the sense that there are not a lot of research about it or processes. It’s hard to teach it in the classroom.

The biggest headaches of field sales reps:

An overwhelm of data and processes that they don’t necessarily help them get a sale and are not their job. It gives them a “busy work” feeling that could prevent you from being efficient. (Ex. more admin work)

The Secrets of Being an Effective Field Sales Representative

  1. Product knowledge

Understand your product and your competitors’ products. Understand what the key value propositions are around your product.

  1. Having deep knowledge of your buyer and your buyer’s business

Aside from understanding your product, you also have to understand the decision maker, what makes them successful, what three things keep them up at night, and their drivers (what makes them personally happy and what are their key metrics or key performance indicators)

  1. Organizational skills

You should be able to juggle the development of new business versus the existing ones. As field salespeople, you need to be able to manage tons of activities.

  1. Badger Maps

Badger is a tool made for salespeople to help them juggle all these balls and organize their day in the field and build out their schedule in a way that makes sense as well as figure out the timing of activities throughout the day so they can:

  • Keep track of activities
  • Capture data you enter and send it into system
  • Achieve 25% less drive time to get 25% more meetings and customer interactions
  • Collaboration functionality that connects to a CRM thereby increasing usage

Steve’s Major Takeaway:

Leverage the technology that exists today to make your job easier and be more successful. Technology can’t fix it all but it allows you to do more of the actual selling.

Episode Resources:

Visit www.badgermapping.com and sign up for a free trial so you can test out how cool this tool is for yourself.

The ONE Thing by Gary Keller and Jay Papasan

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.

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales Podcast

TSE 455: TSE Hustler’s League-“LinkedIn Sales Navigator”

LinkedIn Sales Navigator, The Sales Evangelist, Best Sales PodcastToday, we bring you a past snippet of one of our sessions over at TSE Hustler’s League where we focused on LinkedIn Sales Navigator so you can learn how you can improve your hustle as you do social selling. Through this strategy, LinkedIn takes you to a hyper whole new other category which allows you to pinpoint your ideal customer or prospect to go after, find ways to reach out to them and manage those. It works almost like a CRM!

Here are some of the things you can do with LinkedIn’s Sales Navigator:

  1. Make a Search.

Filter based on:

  • Location
  • Relationship
  • Company
  • Industry
  • Specific Functions (Consulting, Business Dev, etc)
  1. Save them as a Lead.

This will bring you to a bucket called Leads. That company will also be saved under your Accounts. Now, the Sales Navigator is going to keep an eye on what’s going on in that company. You will also get to see what the person or company you’re following is sharing so you will have an idea of what matters to them.

  1. See who’s viewed your profile in the last 90 days
  2. Reach out to any LinkedIn member with InMail.
  3. Suggested leads

Sometimes the potential leads have shared something and that allows you to interact with what they’ve shared from there.

  1. Save your search.

Saved searches will be email to you according to the frequency you want.

  1. Get insights as who among your network is connected to a certain profile and how.

You can also export this to Salesforce which can be done in one click. Then you reach out to them and schedule out your meetings.

Episode Resources:

Join the TSE Hustler’s League

Check out LinkedIn’s Sales Navigator

Salesforce

The ONE Thing by Gary Keller and Jay Papasan

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.