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Sales Process, Dealpoint, Donald Kelly, The Sales Evangelist

TSE 976: How To Not Make Your New Sales Process JUST Another Flavor of The Week

 

Sales is one of the hardest jobs in any organization. Sometimes optimism keeps sellers from recognizing the truth of the situation because they are focused on commission.

On today’s episode, we’ll talk to Tom Williams, CEO of DealPoint, about getting buyers and sellers on the same page as part of a new sales process. When organizations put buyer-centric processes in place, prospects feel heard and deals close faster.

Misalignment

Tom’s journey with DealPoint started when he was a sales manager overseeing a team of sellers. [1:07] He discovered that there was a misalignment between how his sellers perceived the process was going and how the buyers perceived it.

He spent a lot of time thinking about how he could use processes to bring the two sides together.

Perhaps the biggest issue is that the seller has happy ears because he wants the sale to happen. In many cases, sellers are naturally optimistic people, so they view situations differently.

The other big issue is that the buyer himself doesn’t understand where he is in the sales process. [2:44] Especially in the case of large organizations, the buyer may not understand all the steps required for approval, so he may not anticipate the roadblocks.

It’s important to understand both processes: the buyer’s process and what the seller is hearing about the buyer’s process.

Flavor of the week

Many companies change their sales process frequently because they are trying to address problems with the existing one. [3:48]

There’s a statistic that says you can spend as much as you want to put a sales process in place, and it might survive for 6 weeks, or even as long as 90 days. Eventually, though, your team will likely return to the old way of doing things, largely for two reasons:

  1. They don’t think the managers are putting a lot of effort into it, so it’s rep-driven.
  2. The managers aren’t seeing success because they didn’t implement the correct kind of process for their organization.

If it’s option 2, you should absolutely change the process so that you aren’t harming your sales team. If it’s option 1, there are things you can do to make sure your sales team is on board with the process so that everyone makes more money.

Building processes

Begin by looking at how your team implements your existing process. In Tom’s case, he discovered that his team saw the existing sales process as an extra job; little more than paper-pushing. [5:19]

At one point, he was withholding commissions until his team filled in SalesForce. He had tried all kinds of incentives and nothing was working.

Even then, they were filling in the SalesForce fields but doing the bare minimum.

The buyer and the seller have to be getting some value out of the process as well.

Make sure the process is flexible enough to support different types of sellers. Although you’ll always have a scripted component for your sellers, you’ll be holding your top sellers back if you insist that they use a script.

When you sell it to the reps, clearly outline the benefits. [7:05] Make them understand how the sales process will help everyone involved. Provide statistics that quantify the improvement you’ve seen as a result of a sales process, and they’ll be happy to follow it.

Help them understand that it’s in their best interest to adopt the new sales process.

Help the buyer

Your new sales process should include a mutual action component so that buyer and seller are negotiating. [10:56] Neither party wants to invest a lot of time in a deal only to see it fall away.

Once the champion has acknowledged that this product or service will definitely solve her problem, buyer and seller must decide how they are going to make this plan happen.

As you build the mutual action plan, the buyer, seller, and sales manager can verify that the plan is on track and that triple reinforcement can make sure the process is embedded into the funnel.

If there’s a step you aren’t aware of, it can cause a late-stage failure, which can damage your deal as well as your reputation.

Sales coaching

Management must be on board with the new sales process in order to keep it from feeling like the flavor of the week. [14:09] If the managers aren’t fully on board, the reps will immediately sniff that out and they’ll perceive the process as a waste of time.

Some teams use leaderboards to motivate their sellers, but if it’s used in a negative way, it doesn’t bring all the boats up. If, on the other hand, you’re sharing successes and challenges, it can help your team understand why the leaders are succeeding and how they’ve overcome their challenges.

Embed your sales process into the daily routine. [17:46] Fight against your team’s tendency to wait to input all their information on Friday afternoon when it isn’t as fresh in their minds.

Collaboration between buyer and seller brings the process into the forefront. For example, have the buyer fill in a form that provides the data you need so that you get more accurate data.

DealPoint

The idea of DealPoint is to get sellers and buyers on the same page. [20:09]

A long sales-cycle-gone-bad wastes time for both buyer and seller, often resulting from miscommunication or errors in the process.

Very rarely do circumstances change in the 10th month of the process that wreck the deal. Usually, it’s a problem that could have been sniffed-out in month two to save everyone a lot of time.

Doing so also builds up the seller’s credibility, because if the seller identifies quickly that the deal isn’t working out, the buyer will respect his handling of it and he’ll be willing to come back to him later with a new challenge. [20:47]

DealPoint gets the buyer and the seller on the same page. It brings both teams together with a visual timeline and conferencing and file-sharing capabilities that they can access at any time.

They can view milestones and post things like meeting notes, and it keeps everyone on track.

The question of “what is the next step?” drives a lot of business and it causes a lot of deals to crash because there wasn’t a clear next step. [22:08]

DealPoint is that single location where buyers and sellers can understand the next steps and keep the decision moving forward.

“New Sales Process” episode resources

You can connect with Tom and learn more about DealPoint at dealpoint.io or Tom@dealpoint.io. He enjoys talking about sales processes and he’d love to geek out with you for 20 minutes to talk about your process. He’s also active on LinkedIn.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the salesevangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Sales Training, Sales Growth, Donald Kelly,

TSE 975: TSE Certified Sales Program – What Is It?

Sales Training, Sales Growth, Donald Kelly,On today’s episode of The Sales Evangelist, I am introducing our new program – the TSE Certified Sales Program.

If you are a sales leader in a company – this program is for you. If you are an executive or business owner of a small firm and your sales reps don’t have a process – this program is for you.

This program is also for you if you are a sales rep and you feel like you are spinning your wheels.

Daydream with me for a minute …. remember that first day in the office? When you were super excited to start your new role as a sales rep? When you imagined playing golf with the clients, closing deals, making money….

Remember when reality set in? Sales is difficult. Cold calling is annoying. Talking to executives is cumbersome. And without a process in place to help you become successful, you won’t be.

You need a process to help you really understand what your clients need before you will see results. The TSE Certified Sales Program is that process.

Learning from experience

I’ve sold in the medical industry, in the tech industry, to city governments, and to consumers. I’ve sold dish networks, timeshare presentations, security systems, and even religion.

I was sure I could take my vast B2C experience and translate it right away into the B2B side, but it didn’t work at all. I thought about quitting and going back to school because I had clearly made a mistake. Not making money is one thing – having to borrow money because you aren’t making money is even worse.

I feared rejection and I felt unqualified to talk to executives. I didn’t know how to plan my day or how to handle objections. More importantly, I didn’t understand the products I was selling, how to describe my product, or how to create a message that would resonate with my clients.

I didn’t know who my ideal clients were. I didn’t know how to use social media or make a cold call. When I had a warm call, I didn’t know what to say. I couldn’t give an effective presentation even if I somehow managed to schedule one.

Worse yet, I didn’t know how to ask for a sale or how to upsell. I didn’t know the right questions to ask and I didn’t know how to listen.

I didn’t know any of the fundamental things I needed to be successful. Trying to learn it all the hard way was emotionally and financially draining.

Learning from sales professionals

I eventually enrolled in a sales training course where the basics were broken down into manageable training modules and the difference was drastic. The training created a tremendous increase in my sales performance and now I sell for myself.

I sell an opportunity for companies to get past struggles, to find more customers, to have more meaningful conversations with the clients, and to close deals.

When I moved into the sales education side of things, I knew a similar training process would serve my students well. As a result, I created the TSE Hustler’s League Program. And after four successful years, we decided it was time for an upgrade.

What the program will teach you

The TSE Certified Sales Rep Program targets new and struggling B2B salespeople working for small to midsize companies, though anyone can benefit from it. We have four different courses that build on one another and create one complete TSE Certified Sales Rep course. You can also choose to become certified in one area at a time.

The first course will teach you to overcome your fear of rejection and replace it with the mental stamina and strength for sales. We will give you the basics to plan and structure your day so that you can be more effective in your outreach processes and close more deals.

The next module addresses the prospecting side of sales, which is often one of the worst areas for sellers. We understand that it is hard and that it takes a lot of time. We also know that most sellers neglect to do it.

To help out,  we combined years of experience with the scientific parts of prospecting. We created an easy-to-follow program that will help you find more ideal customers.

The third module is about building value: how to have appropriate conversations, how to find business drivers and how to be sure you are collaborating with the right people.

Finally, we will teach you how to convert more customers and close more deals. We’ve learned that converting or closing does not have to be as hard as people make it. We will give you the tools you need to effectively convert prospects into paying customers.

FAQs

The TSE Certified Sales Rep Program has been designed so that you can go through the modules, watch the videos and work the PDFs alone, or as part of a small group of 25 people.

We know through our experience teaching the TSE Hustler’s League Program that there is a greater benefit to those who participate in the group’s online discussions and role play opportunities; just one hour each week. Additionally, those who take part in the group facilitation will receive a recording of any missed sessions.

You also have the option to go through each part of the program with a facilitator and an accountability partner; someone that you report to each week – and who reports to you each week – with regard to the assigned coursework.

Each module is offered online at certain times of the year so if you miss it the first time around, you can take it the next time. Upon completion, you’ll earn the TSE Sales Rep Certification.

Our goal is not to just give you training but to give you something that is going to change the way you are selling so that you will become the best seller you are capable of being.

I still think back and use the fundamentals all the time. I have confidence in myself now and I am making the sales, and the money now. Check out the program, and visit TheSalesEvangelist.com for registration information.

“TSE Certified Sales Program” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share with your friends!

Audio provided by Free SFX and Bensound.

 

Chirag Gupta, Start Up, Process, Co-Working

TSE 974: Sales From The Street: “Document Everything”

On today’s episode of The Sales Evangelist, we talk to Chirag Gupta, founder of NoD Coworking, about documenting processes and how it will help your organization become more efficient and more profitable.

Chirag has been an entrepreneur since college, and his coworking space in Dallas has achieved profitability, a goal many startups never achieve, largely as a result of documenting processes.

Multitasking

Like many entrepreneurs, Chirag initially found himself wearing many hats. He discovered that operating that way isn’t profitable, even though it’s a means to conserve cash. It simply isn’t sustainable.

He realized he was working long hours without delivering the best possible experience to his customers.

Chirag discovered a book called Work the System, which helped him understand that juggling all aspects of the business prevented him from running the business.

You can work in your business, or you can work on your business, and the difference between the two is subtle.

Once he discovered the difference, he understood the need to begin documenting processes, specifically those for sales.

Getting your life back

In the early days of the business, each transaction was unique. Chirag negotiated with every client instead of establishing a specific membership process.

Because there was money coming in, he didn’t immediately recognize the need to document processes for his business.

When he did, he felt like he got a huge chunk of his life back.

Beautiful concept

The idea for NoD emerged when Chirag was in Chicago working in a coworking space on an idea for a social networking app.

He discovered that he was encountering other successful Internet entrepreneurs, angel investors, and mentors, and he realized what a powerful resource it was.

He decided that his second business, after his Internet startup was thriving, would be a coworking space.

When the Internet startup died, he returned to the idea of the coworking space.

He moved back to Dallas and started running meetups with the startup community simply to make new connections. He was looking for networking opportunities among the tech startup community.

At one point he was running five different meetups using a vacant office space.

One of the guys in a meetup insisted on paying him to use the space. He could see the vision and the value of a coworking space in that part of the city.

Documenting processes

Process is key for everyone.

Chirag learned that once you write something down, you can test it and measure it and tweak it and optimize it. If you don’t write it down, it’s hard to replicate or scale.

He started by documenting the process for lead generation. Once he had written down the individual steps, he was able to see new insights and find ways to streamline the processes.

Processes have helped him trust that his customers are always getting the same consistent process that his team developed. The result has been amazing growth for his company. His profit has roughly doubled as a result of the effort.

As an added benefit, the company is getting more five-star reviews because they’ve streamlined the processes.

“Steps In The Sales Process” episode resources

You can connect with Chirag at ChicagoGupta.com, and you can find all his social media information there as well. Check out NoD Coworking to learn more about his coworking space in Dallas.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Pam Didner, Sales and Marketing, Donald Kelly,

TSE 973: Achieve Sales Growth Through Collaborative Sales And Marketing

On today’s episode of The Sales Evangelist, we talk to content marketing leader Pam Didner about the critical role content plays in sales and the importance of collaborative sales and marketing.

Content plays a critical role in educating customers and prospects, making sales enablement a natural extension of content marketing.

Pam is the author of Effective Sales Enablement: Achieve Sales Growth Through Collaborative Sales and Marketing

Automated marketing and sales enablement

Email is often our most common form of automated marketing.

Over time, with the integration of social media, social selling emerged, and it has allowed sellers to add other features to their automated marketing platforms.

Every organization automates its marketing differently, so your automation efforts will look different than those of other people around you.

Most people consider sales enablement to be related to sales training and development. If we expand it, though, we’ll recognize that there are things marketers are doing to enable sales.

Sales and marketing aren’t the same, but they complement each other.

Sales and marketing

Consider sales an additional marketing channel for your organization. With that in mind, consider the things you can do using existing marketing elements to better support your sales team.

Consider the example of a whiskey company who wanted to increase its shelf space in a specific city, so it offered to run specific paid ads on social media to drive foot traffic to the stores.

Who doesn’t appreciate more foot traffic?

This kind of effort requires sales and marketing to work together and think through some of the elements that marketing can use to support sales.

Sales and marketing people tend to lose sight of the fact that they are doing the exact same things every day.

Struggling to collaborate

Sales and marketing have the same business goals and they should work toward them together.

Things get complicated because their department goals are different. Sales focuses on revenue while marketing focuses on brand recognition.

Sales also has more of a short-term priority than marketing, which tends to have more of a long-term mission.

Finally, the two departments tend to have different resources and support allocations available to accomplish their tasks.

Sales and marketing can never be 100 percent fully aligned, but is it possible to find commonalities? Can we drive a joint initiative together?

Joining sales and marketing

In smaller environments like emerging startups, sales and marketing tend to work closely together.

In every organization, the mandate to work together must start at the top. Without direction from the leadership, the two teams will avoid working together because it’s more difficult than working separately.

It’s similar to parenting. Two kids from the same family have different personalities and different interests, but parents can lead them to work together and facilitate their relationship despite those differences.

Enablement ingredients

The three critical keys to enablement are

  • training
  • content
  • coaching

Sales and marketing teams should try to understand those on the other side of the equation. Marketing is probably on the forefront of digital communication, and they can help sales understand how to use digital platforms well.

Have a conversation with your marketing department to learn from the things they already know.

“Collaborative Sales And Marketing” episode resources

You can connect with Pam at pamdidner.com. You can also grab a copy of her book, Global Content Marketing: How to Create Great Content, Reach More Customers, and Build a Worldwide Marketing Strategy that Works or Effective Sales Enablement: Achieve Sales Growth Through Collaborative Sales and Marketing

Her challenge is this: if you read her books and don’t find anything of value in them, schedule a call with her to let her know. She’d love to hear about your challenges and help you find solutions.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

Donald Kelly, The Sales Evangelist Podcast, Sales Process

TSE 972: How To Get Salespeople Not To Skip Steps In The Sales Process

Donald Kelly, The Sales Evangelist Podcast, Sales ProcessOn today’s episode of The Sales Evangelist, we discuss the value of following every step in the sales process, and how you can prevent your sales team from skipping steps in the process.

Sales processes aren’t intended to add burdens to your role as a sales leader, but should actually free you and your team to be even more successful in your roles.

Detail

In the context of military operations and aircraft safety, it’s easy to understand why details matter. It’s easy to understand why the people involved have to prioritize safety by following checklists and double-checking equipment.

It’s not as easy to understand why every single step in a sales process matters, but it’s absolutely true that the small details can impact our outcomes. Although skipping steps in the sales process won’t kill us, it will absolutely affect our success.

If we find that we’re struggling to close deals, it may be because we aren’t following a detailed cadence process.

Our decisions to skip steps can stem from overconfidence or pressure to close a deal from those in authority over us, but skipping steps will eventually impact our sales process.

Diluting the process

Just as it does for the military, a decision to overlook small details can impact the team’s ability to accomplish the larger mission.

Imagine a sales manager who oversees 10 deals that are scheduled for demonstration. She has statistics that show that about 60 percent of the deals will close, so she forecasts that.

Of those 10 deals, though, not all of them are weighted the same.

Five went through the complete sales process, and five of them didn’t, maybe because they were repeat customers or they came to the sales rep as a warm lead. The sales reps might have assumed it was ok to skip qualification.

In other cases, if the sales process feels cumbersome, they may be tempted to skip steps that they deem unnecessary.

Avoiding skipping steps

Make sure your sales reps understand why the steps in the sales process are important. Review the sales process with them in a one-on-one setting to make sure they are accurately following the process.

Ask appropriate questions:

  • How many deals are you working right now that will close?
  • Of those deals, how many of them have followed every single step?
  • Ask sales reps who are successfully using the sales process to share some of the things they have learned throughout the sales process.

If one member of your team is having great success with demonstrations, ask him to share how he is successfully converting effective leads into clients.

Ask another team member who successfully moves people from leads into prospects to share how she does it.

Allow your team to benefit from the experience of their peers and give everyone on the team an opportunity to participate.

Use graphs

I saw a suggestion on Hubspot recently that helped me when I was a software sales rep working with complex sales scenarios.

Use graphs to outline each stage of the sales process and what must happen along the way. It provides a visual map that your team members can follow when a new prospect appears.

Graphs provide a repeatable process to look at throughout the process. Knowing how to move the deal forward will help your team successfully interact with the buyers.

Following every step will ensure that, by the time you get to the presentation, you’ll have all the information you need to successfully address your prospect’s challenges and struggles.

Your system will work best if people actually use it.

Roleplay

Have your team roleplay scenarios, and include scenarios in which someone is trying to pressure your team members into skipping steps. Address how they would make sure to follow every step in the process.

Your team members may worry that they will lose deals if they insist on following every step, but those people who refuse to follow your process won’t likely close anyway. They may be just looking for quick info.

Those people who want to make a great decision will appreciate your attention to detail and they’ll view you as professional if you stick to the process.

Sell them on the idea that you’re doing this to help them make sure they make the very best decision.

“Steps In The Sales Process” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Michael Wills, Donald Kelly, Sales Training, How to do a salesprocess

TSE 971: How To Develop A Sales Process That Works

On today’s episode of The Sales Evangelist, we talk with global sales team leader Michael Wills about how to develop a sales process that works.

Many sellers have no real sense of direction, but they expect to be successful despite the lack of a plan.

Defining a sales process

A sales process provides a way for you to communicate with a buyer in a systematic way that is successful and repeatable. A single success doesn’t mean you have a sales process. It needs to be measurable so you can confirm results and grow.

To start, recognize that you’re doing something well, but there are no doubt areas that you can improve.

Figure out who exactly your buyer is.

Find out these things:

  • Where do they live?
  • Where do they work?
  • How do they work?
  • How can you communicate with them effectively?
  • What’s my industry?
  • What’s the norm?

Be able to understand and document that information, which will give you a path. Once you have that path, you can figure out the processes to execute.

If you have someone who has had internal success, do a Q&A with him and figure out what his best practices are and build processes around those ideas.

People who aren’t led systematically will create their own strategies, which isn’t necessarily a positive thing. The process facilitates the execution of a strategy.

Dangers of operating without a process

If your team doesn’t have a process in place, you won’t know whether the team is selling to customers that you don’t necessarily want to do business with. You won’t know if the team is selling in a way that is unprofessional or inappropriate. Finally, you won’t know how consistent each person is in the process.

It’s important that you don’t let people operate on their own because you can’t grow around that system.

The sales process must be built around the way the buyers buy. When you truly know who you’re going after, you can understand their way of purchasing.

It’s also really important to understand where your buyer fits within the decision-making process because you’ll have different processes for different levels of people.

The method of communication and the information you share differs based on authority and timeline.

Fundamental parts of a process

Begin by understanding that your buyer knows 50 to 60 percent of what she needs to know because she ever talks to you for the first time. Knowing that frames the picture for you to jump in and be further down the sales process than you would have been without that knowledge.

Begin by talking about the client’s industry and situation. Use her language and previous client experience to bring value. You can share information, share best practices and share things you understand about the challenges her organization will face.

By doing that, you become a trusted person.

Today’s buyer needs value early. By sharing that value, you become trusted, and that person will share your information through the organization.

You can share solutions and then concrete details about how other clients have solved these problems.

Building a pipeline

Build a pipeline of prospects that are interesting to you.

Choose an industry you have a little bit of insight into and that you’re comfortable with. It’s important to understand the language of the industry.

Use the Internet to learn about the industry and the company itself. Determine hot topics and find out the things they are posting.

Instead of referring to it as cold calling, we should call it smart calling because we’ve done the research and you know who you want to talk to and why you want to talk to them.

It’s a lower conversion rate but it’s a great way to build your pipeline and gain some real opportunities.

Customization

Find the right level of customization for your prospecting.

Using a first name in an email is critical, but so is the information you find through your Internet searches, posts, product launches, and any other information that demonstrates that you’ve done some work.

Value

You can’t discuss value until you understand the industry you’re working in.

Use the experience you’ve gained by working with an earlier client to quantify benefits for your potential clients. Through your discovery process, talk to the prospect about the current situation and how your product or service could help them operate more efficiently or have capabilities they didn’t have before.

It’s “back of the napkin” stuff that doesn’t require an Excel spreadsheet, but it’s specific information that will be relevant to your prospect.

When a prospect agrees to meet with you, they already know a decent amount about your product. If you initiate the conversation talking about value, and you can quantify that value, it’s a different conversation.

Being consistent doesn’t mean you never tweak your process, but consistency is the only way to track whether your process is working or not.

It’s critical for salespeople to know what they do well and to understand why they do the things they do.

“A Sales Process That Works” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, TSE Certified Sales Program, Sales Training, New Sellers

TSE 970: TSE Hustler’s League – “You Are Too Late”

Donald Kelly, TSE Certified Sales Program, Sales Training, New SellersOn today’s episode of The Sales Evangelist Hustler’s League, we’re talking about how you can exert influence into the buying process even when you are too late.

TSE Hustler’s League is our online group coaching program that brings together sellers from all industries and all abilities to share ideas.

Executives

I’m reading a book called Selling to the C-Suite: What Every Executive Wants You To Know About Successfully Selling To the Top, which suggests that executives often find themselves unable to get access to the information they need to solve problems.

When executives recognize a problem, they usually begin by doing research. Unfortunately, marketers and salespeople often focus their solutions on their product instead of on the challenges their prospects are facing.

Addressing their challenges requires a deeper level of understanding and thinking, and a deeper level of research.

We must share the content the executives want.

What and why

One executive in the book suggested getting involved in the what and the why rather than the how.

Most executives are focused on the future of the business. They are looking for partners who can help them do the same.

It’s difficult to accurately predict the future of a company on your own, but with the help of industry partners, it becomes easier.

Help those in your industry by being a forward thinker. Build a relationship with executives by connecting with them and helping them focus on the future of their businesses.

Decision makers

Studies show that 80 percent of decision makers get involved in the buying process early.

When they recognize a problem, they often hand the issue off to a lower-level teammate to help research it. That person will read blogs, search the Internet, listen to podcasts, and look for answers to the problem.

That means that many times, you’ll be interacting with a team member who isn’t a decision maker. He won’t be able to sign off on the deal; he’ll just want you to provide a demonstration so he can gather information.

Your job is to share your demonstration and your expertise as well as your current customers with that person.

You can best do that by providing information that will be helpful to the company during the research stage.

  • Create a video about the top three things holding small tech companies back from increasing revenue.
  • Offer a download addressing the five things every executive needs to know about growing a small tech company.

Help executives think of challenges they weren’t even aware of. When you do, you bring more to the table than just a product or service.

RFP

When you reply to an RFP, your request may be a formality. In many cases, a customer already has a vendor in mind that he’d like to work with. Your bid is simply an effort to see if any cheaper bids exist.

In many cases, the competitor may have helped create the RFP, giving the customer feedback about what information to include in it.

Uncovering challenges

Begin by talking with your current customers to find out what their concerns are. Ask what they’d most like to learn about over the next 5-10 years.

Once you have an idea, go to LinkedIn and create articles or videos answering some of those questions.

Since these are the challenges executives in our industry will be focused on, we’ll create content that will help them during the research stage. As we do, we’re aligning ourselves as trusted advisors and forward thinkers who can help the decision makers get where they want to be.

“You Are Too Late” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting and give you insights and tools that will help you gain new customers. We’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit. We’re introducing some changes in our January semester, and we’d love for you to be part of it.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Knuckle Dragging Sales, John Crowley, Donald Kelly, Sales Rep, Medical Sales, Sales Coaching

TSE 969: Sales From The Street: “Knuckle Dragging Sales”

 

John Crowley, The Sales Evangelist, Knuckle Dragging SalesOn today’s episode of The Sales Evangelist, we talk to John Crowley, author of Knuckle Dragging Salesabout the difficulty of sales and a return to simple ideas about selling.

John helps sales professionals build a personal brand so they can increase their visibility and their earnings.

Knuckle dragging

John said he has gotten a lot of feedback about the title of his book, both from people who love it and those who hate it.

Although the phrase has a negative connotation, for him it refers to a much simpler time when people hunted and gathered or they starved and died. In sales today, you either persist and win or you quit and fail.

That doesn’t mean that you bash your buyers over the head using brute force sales tactics that result in cease-and-desist letters.

He says the de-evolution revolution will bring us back to simple techniques that work.

Choosing sales

Many people mistakenly assume that if you have an outgoing personality, you can succeed in sales. Many of them are lured by the possibility of earning six or seven figures, but they fail to realize that very few sales professionals will successfully reach that level.

John acknowledges that he initially chose sales because of the money, but a long-time mentor who had been in sales for a long time told him that sales had evolved.

After 20 years, he no longer chases after the money. Instead, he focuses on giving back to people who are trying to pursue the same ultimate goal that was initially pursuing.

Helping people

John schedules free mentoring sessions every Monday and Friday to advise young or struggling salespeople. He spends the entire day talking to people who lost their previous job or who are seeking a new one.

John does it to give something back to the industry that has given him so much, and it fills his own bucket to help other people.

He intentionally bookends his week with those sessions because they are as encouraging to him as they are to the people he’s talking to.

When you see someone’s life or business change as a result of something you were able to help them with, that’s the payoff.

The path to one sale

Every seller knows that you have to endure a lot of “no’s” and punches in the face before you land that one sale. When you land it, though, it’s like a drug for the seller. She wants more of it.

John said the most successful sales reps he has ever crossed paths with weren’t those who had to bat a thousand all the time; they were content with less. But they love the feeling of those successes and they love the selling process.

Most companies have a formal sales processes in place, but John has found that the confusion emerges when new sales processes get layered on top of existing sales processes.

As a result, he intentionally didn’t create a formal sales process because what he’s actually advocating for is basic human behavior.

Knuckle Dragging Sales

The book begins with a reflection encouraging readers to evaluate why they chose sales in the first place.

It focuses on mindset and asks the question, What are your goals?

The second half addresses execution and outlines specific tactics that will differentiate sellers from their competition. It also shares ways to add real value for customers.

Salespeople love the fact that they can plug these different tactics into their company’s existing sales processes, allowing them to try new approaches without confusing their existing processes.

John said he has heard from countless sellers who read great books and then tried to implement the new ideas into their existing processes. When they did, they ran into trouble trying to combine the two.

His book seeks to help them add tactics without confusing the existing process.

Importance of planning

Planning isn’t only important for sellers: it’s the key to most of our success in life.

Without a plan, you don’t know what you can expect. When you go into a sales call, there are 99 different routes the process could take, and developing a plan or framework helps you have the resources to successfully navigate the path.

Many sellers get into trouble when they try to force the buyer into a specific sales process rather than adjusting the sales process to the buyer’s journey. That’s why you need a plan.

A fluid plan can move with the buyer and help her mentally get where she needs to be, but it helps the seller always identify what the next steps are in the process.

Platinum rule

The golden rule tells us that we should treat others the way we want to be treated. The platinum rule tells us to treat them the way they want to be treated.

Corporate America is brutal and the politics are exhausting. Sales results in frequent rejection, which is grueling for anyone.

Sales is truly the hardest profession on the planet, and eventually, the corporate sales grind will affect you. Your mindset truly dictates your success.

John said helping others succeed, and asking nothing in return, has been the best way to personally stay positive.

The move toward positivity will be different for each person.

Different is better than better

Companies often try to create a mold. They want the same type of person with the same personality who can give a canned talk. To a certain extent, that’s valuable in learning your job and becoming a product expert.

But those sales leaders who stop copying the leader and find a way to be comfortable being different are the ones who are authentic and successful.

Whether you choose to stand out because of how you dress, how you talk, the sales aids that you choose, or how you follow up with your leads, you want to find opportunities daily to stand out.

Learn the business

Remember one thing: your product isn’t for everyone.

If you learn your customer’s business, the dollars will follow. If you learn how your customer makes money and loses money, you become a real asset to them.

John said it took him two years to figure out how his customers made money, but once he did, he didn’t have to continue cold calls anymore.

The easiest way to accomplish that, he said, is to ask your customers if you can simply observe their businesses. He spent hours following them around and asking really good questions to understand how their industry operated.

It requires a lot of time, and you won’t actually be selling anything, but the rewards at the end will be worth it.

“Knuckle Dragging Sales” episode resources

Grab a copy of John’s book, Knuckle Dragging Salesto gain more insight about the basics of sales. He put up a page just for our listeners where you can get a free ebook PowerPoint template.

You can also connect with John from that page as well.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

The Hustler’s League

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, Sellout

TSE 968: How To Ask A Potential Customer The Right Questions That Make Them Feel Comfortable And Not Pushed

Kory Angelin, Motivational Speaking, Donald Kelly, The Sales Evangelist, SelloutOn today’s episode of The Sales Evangelist, we talk to Kory Angeline about the right questions, and how you can help your customers feel comfortable without feeling pushed.

No matter what industry you’re in, you’re probably going to find yourself selling. And truthfully, a lot of us aren’t good at it.

Kory offers the idea that perhaps we sell too much, so we’ve trained our customers to immediately put up a sales wall.

No skillset

So why do salespeople immediately ask, “How can I help you today?”

We don’t have a skillset. We aren’t aware of the different tools we can use at different times.

Most sellers don’t even have an effective elevator pitch in which they can build interest in their product within about 10 seconds. We don’t know how to distinguish ourselves from everyone else.

If we can’t distinguish ourselves, we’ll sound pretty average.

Instead, salespeople should learn to ask great questions.

Great questions

If it’s truly a great question, it should be able to do three things:

1. Plant seeds

You should be able to plant a seed without selling because once you’ve moved into selling, you’ve crossed the line. Since a sale is a transaction of money, it should only happen at the end.

Discuss price at the end. Planting a seed is understanding their needs and wants.

2. Overcome an objection.

A great question overcomes objections before they even come up; common objections like, “I’ll think about it.”

A great question is this: “Other than yesterday, when would you really want to start using this product or service?” If your customer says, “Now,” you’ve already overcome an objection.

3. Activate emotion.

The emotional part of the brain makes decisions. Tap into that part of the brain using really great questions that are intentional and that tap into our feelings.

Developing great questions?

Compare these two scenarios:

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 10, I’m going to get negative answers.

If I ask a customer to rate his commitment to buying a new product on a scale of 1-10, and then I ask him why he isn’t a 2, I’m going to get positive answers.

You’ve flipped the script and asked him for positive answers. It’s a philosophy.

You have to be relatable. Relate why you do what you do. Don’t forget to tell why you do what you do because it levels the playing field and makes you more personable.

Build an experience

1. Build rapport with your customer.

Use great questions to accomplish the three objectives above.

2. Talk about goals. 

The goal is the most important thing. You have to understand why your customer is looking to buy software.

Simon Sinek’s book Start With Why: How Great Leaders Inspire Everyone to Take Action teaches that people don’t buy what you do, they buy why you do it. The goal should always be to get the customer to believe in what you believe in.

Understand why the customer walked in the door that day.

One-minute drill

Kory uses an active listening drill that pairs two people up for 60 seconds.

One person talks for 60 seconds about something she’s really passionate about. The speaker can’t stop talking and it has to be something she is truly passionate about.

The partner is encouraged to do everything but listen. He can get on Instagram, take a selfie, browse on his phone. He isn’t allowed to listen.

That one minute teaches how bad it feels to speak to someone who isn’t actively listening.

Closing

Kory realized the key to selling when he asked a waitress in a restaurant for a recommendation. When she suggested a certain menu item, he asked her why, and then he went with her choice based upon her answer.

The key to asking for a sale is to give a recommendation and then share why you think it’s the right one.

We do it when we try to encourage a friend to try our favorite restaurant or when we try to convince him to see a movie with us.

At the end of the experience, you’re the subject matter expert. Recommend a product that you want to sell that meets the customers’ needs and then back it up with a reason.

Then close with, “Can you see how that would work for you?” and let the customer answer.

You must have a skillset and you must practice. There’s a lot of good material out there, and you can’t just show up on gameday and expect to succeed.

Practice every day until you feel really comfortable and confident.

“The Right Questions” episode resources

Connect with Kory at KoryAngelin.com and grab a copy of his book #Sellout: How a Great Experience Can Help You #Sellout of Your Product. You can also find him on Instagram.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Mark Zuckerberg, Donald Kelly, The Sales Evangelist Podcast

TSE 967: How Does The Statement “Unless You Are Breaking Stuff, You Are Not Moving Fast Enough” Apply To Sales?

Mark Zuckerberg, Donald Kelly, The Sales Evangelist PodcastOne of our listeners reached out to me the other day about Mark Zuckerberg’s recent quote: “Move fast and break things.”

On today’s episode of The Sales Evangelist, we discuss the idea that if you’re not moving fast enough to break things, then you aren’t moving fast enough, and how that statement relates to sales.

Comfort

Human beings like comfort. We don’t like to change things.

We really don’t like it when a new sales trainer comes in, or when our company changes its processes.

We like consistency. We like the status quo.

That’s why one of the greatest challenges as a sales professional is our responsibility to help our prospects recognize the need for change.

For us as sales professionals, we also like to keep things the same, even when those processes we’re clinging to aren’t the most effective ones.

I think Mark Zuckerberg is trying to tell us that we need to be willing to try new things and to break some of the processes that we’re using.

If we don’t, we’ll find ourselves selling the same way we always have, and other people will surpass us.

Break our processes

If we refuse to break our processes, other people will find a way to outperform us. They’ll find a new approach that works better and they’ll pass us by.

We have to recognize the flaws in our approach. If people offer a correction, we have to avoid being defensive.

“I’ve been selling longer than you,” won’t get us anywhere.

We must try new things and break the things that aren’t working. We have to do it quickly because a sinking ship will keep sinking if you don’t take steps to stop it.

Current sales process

Look at your current sales process. Look at the way you’re currently reaching out to prospects.

Are there things you could change to make them work better? Are there processes you could break to improve your approach?

Get rid of things that aren’t working, and do it quickly. Put something else in its place.

During my recent zip-lining trip, I got more and more nervous while I was waiting for my turn. I think if I could have gone first, I could have avoided a lot of the anxiety by taking action.

Instead of worrying about all the bad possible outcomes, I would have figured out quickly that none of those things were actually going to happen.

Fear

Fear often holds us back. We avoid trying new things, which means we miss the exhilaration of the challenge.

For sales professionals specifically, many of us don’t like prospecting. We’re afraid of it because we’ve imagined all the worst things that might happen.

If we can step back from the fear, we often realized that even if the very worst happened, we’re still going to be ok.

Then, once you’ve found a process that works, don’t be complacent. Figure out how you can break the process to make it even more efficient.

Once you’ve gotten to a more stable position, you can move fast with a table infrastructure.

Whether it’s your prospecting, your closing, or your marketing, be willing to try something new.

Blockbuster

Always look to the future.

Continue to break your process so you can continually evolve.

Blockbuster didn’t abide by this rule, and we all know where they are today.

“Break Things” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Jeffrey Gitomer, Napoleon Hill, Positive Thinking, Truthful Living: The First Writings of Napoleon Hill

TSE 966: The Law of Harmonious Attraction

Jeffrey Gitomer, Napoleon Hill, Positive Thinking, Truthful Living: The First Writings of Napoleon HillIn this episode of The Sales Evangelist, I had the pleasure of speaking once again with Jeffrey Gitomer, The King of Sales, about the Law of Harmonious Attraction.

Jeffrey is an author, speaker, and business trainer who writes and lectures internationally on sales, customer loyalty and personal development.  He also hosts the very popular Sell or Die podcast.

Jeffrey talked with us about his newest book, Truthful Living: the First Writings of Napoleon Hill. The first chapter, Success is Up to You, is now available as a free download for listeners of this podcast.

Napoleon Hill

Napoleon Hill was an American self-help author perhaps best known for Think and Grow Rich, one of the top 10 best-selling books of all time.

Jeffrey has a 15-year relationship of volunteering with The Napoleon Hill Foundation. As a result, when the foundation found the first writings of Napoleon Hill from 1917, they offered them to Jeffrey to edit and annotate as he desired.

Hill, as Jeffrey learned, believed that for someone to sell well, they have to learn more than selling skills; they need to learn how to be a positive person.

This book is not a life-changing book. This book is a life-altering book!

Jeffrey removed the lessons about sales but kept Hill’s personal development lessons.

He included his own observations at the beginning of each chapter and explained how to implement the lessons at the end of each chapter.

But Napoleon Hill’s 100-year-old writings remain completely intact.

If you already subscribe to the lessons in Think and Grow Rich, then Jeffrey’s book will reinforce every single thing that you already believe and already do. It will reunite you with great facts, and introduce you to new ideas.

This book will either put you on a bigger path, a better path, or it will reinforce the path you are already on.  Once you know you are on the right road, the incentive to continue stays with you.

Success is up to You. Finish what you start.

If you can get just those two things into your head, you will completely understand Hill’s writings on personal development and positive attitude.  

The Law of Harmonious Attraction

Don’t confuse this with anything you’ve read before about the Law of Attraction where you simply visualize what you want in order to make it happen.

The Law of Harmonious Attraction instead tells us that big pay and little responsibility seldom occur together.

Hill believed that it’s much easier to create a connection or friendship between like-minded people. It’s easier to build trust when people think alike, converse alike and are comfortable with each other’s strategies, philosophies, actions, and ethics. 

Hill, for example, wanted to attract people with wealth.  To that end, he urged others to read and reread The Law of Financial Success

If you are a diehard listener of Jeffrey’sSell or Die podcast, to offer a more current example, then you and he are already attracted to one another. You know his philosophy, his expressions, and you already feel good about doing business with him.

The salesperson can make things happen by building such relationships and keeping them.

Rapport vs Attraction vs Reciprocity

Building rapport is a lighter version of harmonious attraction. It begins when people ask superficial questions in hopes of finding opportunities to go further. It brings genuine value both people rather than being manipulative.

The idea of reciprocity is that if you help 10 people, then eventually, at least nine of them will help you.

Hill believed we should give without the expectation that people will give back, and with the realization that some will not.

The Five-Point Rule

Hill, in 1917, said this:

Success may be had by those who are willing to pay the price.

Most of those who crave a $10,000/year position*, especially if they are engaged in business, may realize it if they are willing to pay the price.

That price is eternal vigilance in the development of self-confidence, enthusiasm, working with the chief aim, performing more service than you are paid for and concentration. With those qualities well-developed, you will be more likely to succeed.

*approximately $250,000 in today’s dollars

“Harmonious Attraction” episode resources

Grab a copy of Napoleon Hill’s books The Master Key to Riches as well as The Magic Ladder of Success.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Donald Kelly, The Sales Evangelist Podcast, LinkedIn, Trust

TSE 965: TSE Hustler’s League – “Trust”

 

Donald Kelly, The Sales Evangelist Podcast, LinkedIn, TrustLinkedIn is an important resource for sellers and companies, but we hardly know our hundreds of connections. It doesn’t work to pitch people that we hardly know anymore. You must build trust.

On today’s episode of The Sales Evangelist, we talk about the importance of trust and the relationships and connections the result when we build it.

Building connections

Once we realize the importance of connections, we get busy connecting with everybody. We connect with everyone in our industry and everyone in our Gmail.

And though we’re connected to a lot of people, we don’t regularly communicate with most of them. They’re simply connections.

But connections don’t necessarily translate into business.

In fact, we all have people in our lives who are important to us, but who we wouldn’t recommend to a trusted partner. We don’t want to recommend them because it will be on us when it goes bad.

LinkedIn

Instead of working to get a huge number of LinkedIn connections, focus on building genuine connections with people you actually communicate with.

Call them. Email them. Share an article you think is relevant to them. Congratulate them on important events. Text them. Focus on personal touches.

Simply being connected on LinkedIn won’t generate revenue for your company, and your connections on LinkedIn won’t automatically turn into trusted allies.

You must build trust and become a trusted advisor.

Personal touch

We frequently talk about the fact that people like to do business with other people.

How can you create a personal touch?

Set time on your personal calendar to connect with people on LinkedIn. Respond to your new requests or send personal messages. Go alphabetically each day if it helps you break it into smaller pieces.

Instead of reaching out to people purely to sell them something, you’ll be building value. There’s a difference between connections and spam.

Share educational information like microblogs or other content you’ve created. When people see that you’re active and generating valuable content, they’ll begin to trust what you have to say.

Give before you receive

Find out what’s important to the people you’re connected with. Keep their information in the back of your head and watch out for new connections who might be a good fit for your existing connections.

If you know of a company that is hiring and you know of a good prospect, ask if you can make an introduction.

Focus on the simple things that will help your prospect be successful.

“Trust” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

Doyle Buehler, Donald Kelly, Break Through Digital, Prospecting

TSE 964 : Sales From The Street: “Selling And Monetizing Your Brand”

 

Monetizing Your Brand, Sales From The Street, Doyle BuehlerOn today’s episode of Sales From The Street, we talk to global entrepreneur Doyle Buehler about monetizing your brand.

Doyle helps businesses organize their work and their strategies so they can do good work.

Many sellers don’t actually own their own businesses but they operate a business within a business. They are intrapreneurs, and many salespeople miss this truth.

Common mistakes

Many entrepreneurs who utilize online marketing make a mistake that Doyle calls the “3 percent.”

Businesses out there assume that everyone wants to buy from them, but that’s far from true. Many studies suggest that about 3 percent of people at any given time are interested in purchasing your product or service.

By understanding the buying process, you may find that 30 percent of customers will never buy from you, but that means that about 67 percent of customers will eventually buy from you when the time is right.

The salesperson’s job is to tap into that 67 percent to figure out where the customers are in the process. How far away from buying are they?

You may find that 3 percent are ready, 7 percent are really close, and 60 percent can be moved toward buying from you.

Expand your market

We thrive on instant gratification. It’s a natural tendency for us as humans. But our buyers are like us in that they probably aren’t going to buy something until they’ve done a lot of research on it.

It’s important for us to get past the instant gratification and stay aware of the 67 percent who will eventually buy from our business.

We must keep our eye on those people:

  • The ones who are getting ready to buy
  • Those who are learning about the product
  • The ones who are defining their needs and challenges

Those are the people you want to start talking to. Those are the people whose attention you want to get.

Getting their attention

The know, like, trust triangle is the essence of getting their attention.

Do they know you and understand who you are? This is where personal branding comes into play.

Do they like you? Can they sync with you? Do you have synergy with your audience? Accomplish this by producing great content.

Do they trust you? This component isn’t always as important for widgets but it’s vital for larger purchases.

How do you talk to the 67 percent of people who are starting the journey? If you’re providing content and a platform and ecosystem to support them in their journey, they’ll come to you when they are ready to buy.

Main strategy

If, for example, a listener is regularly engaging with a podcast, where do you take that conversation next? You can promote it all over the place and get people to listen to it, but what’s the next step?

There’s a whole schema to this: what gift can I give to a potential customer so they’ll get to know, like, and trust you?

A gift is easy because there’s no risk. How will you create a community and get them involved?

How do you continue to scale and escalate that conversation?

A lot of people don’t have these in place.

Zero moment of truth

Google did research about 10 years ago that revealed that your buyer behavior breaks down into the need for 7 hours and 11 touch points. Some people would add four platforms.

So how do you get your prospects to spend that much time with you?

It’s a cool concept because it says that if you can spend more time with them, you’ll move them toward a final sale.

Core strategy

Many times, companies don’t have a core strategy or a workflow to their advertising. When they don’t get the results they want, they spend more money, which isn’t always the right answer.

Companies must be smart about how they spend their money.

Doyle’s recommended structure, described in his recent book called Breakthrough — Unleash Your Remarkable Brand Value, Influence, and Authority: Evolve Your Strategy and Marketing, lists seven workflow steps to help companies organize their digital ecosystems. They will end up with a platform that helps them build the know-like-trust triangle with their customers.

Keep your eye on the longer term, strategic mission of your business and what you’re offering in terms of value.

If you don’t understand your own strategy or your brand value, you’re going to spin your wheels because you won’t know what to do.

Build a strong platform but start with a strong strategy.

“Monetizing Your Brand” episode resources

Grab a copy of Doyle’s book, Breakthrough — Unleash Your Remarkable Brand Value, Influence, and Authority: Evolve Your Strategy and Marketing. You can also go to www.breakthrough.digital to check out the book.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Phil Newton, Donald Kelly, The Sales Evangelist, unHustle

TSE 963: How To Help Business Owners And High Performers Hone In On Their Zone Of Genius, Work Smart And Make More Money

Phil Newton, The Sales Evangelist,In this episode of The Sales Evangelist, I talk to Phil Newton about how we can work smart and accomplish more by doing less.

It all began with a “sob story of events” when Phil was diagnosed with Crohn’s Disease, an intestinal disorder with an array of symptoms that prevent him from doing business the usual way.

He had to figure out how to get the most out of his time before fatigue set in; how to get maximum results from the least amount of work.

Phil calls it the ‘opposite of hustle.’

The Opposite of Hustle

Phil had to drop the tasks that weren’t moving his business forward so he could focus on the more productive areas: his areas of expertise that would bring in the results.

He outsourced the day-to-day minutia of the business. He streamlined.

Phil learned that trying to do everything, carrying the weight of every department and trying to know everything are the very things that keep top-performing sellers or top performing business owners from having the time to develop and use their own “sense of genius.”

The Sales Exclusion Department: Who do I NOT want to work with?

Phil used to help “anyone with a pulse” but in the end, no one benefitted.

The problem was that they weren’t the right people for the business and he ended up creating more problems in all areas of the business: refund rates increased, customer service issues increased, etc.

He had to decide: Who do I not want to work with? How do I not get them through the front door?

Instead of trying to generate new leads or new business with the shotgun approach of searching aimlessly among 1000’s of profiles, he focused on the 3-5 people with the most potential and nurtured those relationships.

Begin by deciding who your Ideal Clients are. Then drill down even further in the group to find who among them would be the Best Clients. Continue sorting until you have a handful of the Dream-Come-True Clients rather than just ideal ones.

Filter prospects

Establish your own personal brand and filter your network of prospects through it instead of sending them to the company website or the official sales page.

“If you are a sale professional, read on…..”

“If you are a business owner, read on….”

Short punchy messages like these will prequalify the person before you are on the phone with them or before they send you a message. It’s just a way to exclude the people who are not ready today.

Then, when they are ready tomorrow, or even if you go to another company or another department, they will know how to find you. You become the point of contact for whatever it is you sell, regardless of where you work.

Growing your Network

Achieving your personal best should be your focus rather than looking at the top of the sales leaderboard or worrying about who has the best sales.  The top performers are not any better than you, they just have a bigger network.

So work smarter.

Grow your network by targeting the right people instead of just more people.

Focus on the people who are ready to listen instead of trying to talk to everyone.

Put systems and processes into place to keep in contact with your network.

Then, when the people are ready, you are the first person they think of — the first person they contact.

There is a self-imposed pressure to hit the sales targets but if you don’t hit it, don’t worry about it. Instead, think about what system you can put into place so that you get it next time, and then maintain it.

Tap into your Existing Network

It is easier to build a relationship with someone you already know.

Have a conversation with the goal of building a foundation for doing business together and to establish a network of referrals rather than with the expectation of making a sale; as if you bumped into them in a coffee shop.

Then replicate that conversation.

The Golden Tickets

Customers who have said ‘Yes’ before are the ones to stay in contact with.

Phil likes to give them “Golden Tickets” or “freebies” — a 30-minute consultation, for example — that they can give to a friend.

Once Phil realized that his clients were referring business to him because it made them feel good to pass a deal on to their friends, rather than doing so just as a favor to him, it became easier to ask for referrals.

They feel fabulous for sharing, their friends benefit from the Golden Ticket, and Phil benefits from the referral. The network grows.

“Work Smart” episode resources

Phil believes knowledge should be free and he is happy to share! You can connect with him at his website, Unhustled.com, or check out his goodie bag for listeners of TheSalesEvangelist.com.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, The Sales Evangelist, Target Market, Ideal Customer

TSE 962: What Salespeople Can Learn From The “Political and Dating” Industries

Donald Kelly, The Sales Evangelist, Target Market, Ideal CustomerThe political and dating industries share a common goal: to narrow your choices down to the one candidate that makes the most sense for what you want. Particularly in the political arena, the ads target those people who would be most likely to support a particular cause or candidate.

On today’s episode of The Sales Evangelist, we’ll discuss why sellers should operate like the political and dating industries and stop trying to serve everyone. It isn’t a winning strategy.

Swipe left

You may be thinking that you already understand sales segmentation and pursuing the ideal customer.

Just as we do in dating and politics, we have to understand with selling that we can’t please everyone. Selling is a game of elimination just as the other two industries are.

Frequently, politicians who try to stand for everything and who cast their nets too widely fail to appeal to anyone. It’s difficult to trust those politicians who try to capture everyone because you know it’s impossible for them to accomplish everything they’re promising.

False promises do not promote trust.

Just as we swipe left or swipe right in dating apps to approve or eliminate a candidate, we must narrow down our focus as sellers.

Intensity

Politics sometimes take a nasty tone, and I’m definitely not suggesting we adopt that approach. We do, however, have to develop some intensity in identifying our ideal customer.

Human nature often deters us from excluding anyone. In sales especially, we don’t want to turn away a possible customer. Our commission depends on those customers.

We sometimes become people pleasers.

We want everyone to be happy and tell other people about our business.

Find believers

Patagonia isn’t trying to appeal to every single person who enjoys outdoor hiking. Neither is Eddie Bauer.

They focus on those people in high-end markets who can spend whatever they want on hiking gear and people who share their values.

They focus on people who support an eco-friendly recycling mentality.

Our sales cold outreach should have the same mentality rather than trying to blast every single possible candidate.

Find the people who truly believe in you.

Even here at The Sales Evangelist, we’re adapting our website to meet the needs we have realized that our audience is looking for.

The moment we focused on new and struggling salespeople, we saw positive results.

Changing pool

It’s possible, too, that your prospect pool may widen.

You might focus your software on a single industry like finance. Once you’ve adapted that well, you shift to another industry like the medical industry.

Very often, small companies want to grow quickly so they cast a wide net. Aside from the fact that it doesn’t work well, it’s expensive because you’re focusing resources on people who will never do business with you.

Explain what you can do and who you can help.

“Political and Dating Industries” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Forster Perelsztejn, Prospect.io, Cold Email, Cold Email Process, Donald Kelly

TSE 961: How Do I Create A Cold Email Outreach Process?

Forster Perelsztejn, Prospect.io, Cold Email, Cold Email Process, Donald Kelly

Processes allow us to work a campaign from end to end. They help us know how to follow up and what to say and how to proceed rather than just shooting from the hip. On today’s episode of The Sales Evangelist, Forster Perelsztejn of prospect.io talks about the importance of a campaign for purposes of cold email outreach.

Forster shares why we have to be consistent and what we need to say in our emails so we can connect with our potential customers.

Why campaigns?

In order to successfully carry out a campaign, you must understand why you need it and how you’re going to do it. Also, make sure to set up a professional business email account when you do your outreach, you will look so much more legitimate. I know it sounds simple, but you would be amazed how often sellers neglect doing this properly.

But your cold email outreach campaign must fit into your funnel.

Maybe you need social media ads or door-to-door selling. Start by figuring out the best sources of customers for your product or service.

Then, decide how you’ll do your campaign.

There are three main stages to building one.

1. Identify who your target is.

Your target will define everything that’s going to follow so you must know who you’re trying to reach. Narrow your focus to certain targets.

2. Segment your list of targets.

Even though all your targets will presumably benefit from your product, they may not all benefit in the same way. They won’t need your product for the same reasons so you may have to use different selling points.

3. Craft a relevant message.

4. Measure everything.

After you’ve created a message, test its effectiveness. Create campaigns and then track how well they are performing.

You can make decisions about your campaign moving forward once you understand how well things are working.

First contact

Don’t be long-winded in your first contact or spend a lot of time introducing yourself or your product.

Don’t waste my time by writing, “I know you’re busy so I’ll get to the point.” That sentence is wasting my time.

Get to the point. 

Then, make sure your cold emails do 5 things:

  • Grab your prospect’s attention.
  • Tell them why you’re reaching out to them personally.
  • State the clear benefits you’re offering.
  • Provide some kind of credentials.
  • Give a clear call to action.

Everything in your email is to get them to take action to move the process forward. If you’re not clear on how to do that, you shouldn’t be sending the emails.

If your product isn’t super complicated, it should be about 7 sentences.

Later emails

You’re not really just following up. If you truly believe you’re bringing value to the table, you’re not going to just “follow up.”

If what I have to offer will bring you tons of new business, I’m going to be passionate about helping you understand the benefits.

Instead, we should think of it as “building a journey” that’s going to help your prospect be informed and move toward a decision. Keep the conversation going rather than “following up.”

Often the second email will be a reminder. Maybe your prospect is interested but he got distracted by other things.

Don’t assume after the first email that the person isn’t interested. If they still don’t respond after the second one, I can provide more content and bring more value.

Multiple follow-ups

Most responses come between the second and the fourth email, but it really depends on your sales cycle.

If you have an extensive sales cycle, it may take longer to arrive at a decision.

Don’t quit too early. Your prospect has a life and a job and he may have forgotten to reply.

You may fear that he’s annoyed because you’re filling his inbox, but if you’re providing value, even if he doesn’t need it now, he’ll remember you when he does need your product.

There are several ways to bring value in later emails, always with the intention of moving your prospect closer to a decision.

Share case studies, stories, testimonials, articles, or anything else that will help your prospect understand the market and the challenges you’re helping to solve.

Email is simply one way to connect with potential customers.  If your audience is active on social media, you can consider contacting them there, or use trade shows if those are a better fit for your market.

Think about what you would want to know. When you’re reaching out to people, think of all the bad emails you’ve ever received and ask yourself if you’re being like those people right now.

Try various things. Change subject lines. Keep a process moving and don’t panic if it doesn’t work.

“Cold Email Outreach” episode resources

You can check out more of what prospect.io has to offer by visiting their blog, and if you visit prospect.io/tse, you’ll get 50 percent off of your first three months. Prospect offers various plans, and you can begin by choosing the lowest plan and then upgrading if you find that you need more support.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Sangram Vajre, Sales Podcast, Donald Kelly, The Sales Evangelist

TSE 960: TSE Hustler’s League – “$1 Million”

Sangram Vajre, Sales Podcast, Donald Kelly, The Sales Evangelist

Most startups never reach the $1 million mark. Roughly 95 percent of startups will never achieve that level of revenue. On today’s episode of The Sales Evangelist, we visit with Sangram Vajre, “The Accidental Evangelist,” about what he learned from building a company and how to achieve $1 million.

Sangram founded a company called Terminus, and he had a front-row seat to see what building truly looks like, and along the way, he achieved $20 million revenue in about a year and a half.

Product-obsessed

Most people who start a company begin because of a problem. They understand the problem but they quickly become product-obsessed rather than problem-obsessed. They believe their product will solve the problem, and it might, but they lose sight of the fact that no one has a perfect product right out of the gate.

The process is evolutionary.

Even Salesforce, which is a $10 billion dollar company, doesn’t have a perfect product. The company constantly adds and changes its products.

Don’t fantasize about the product. Instead, fantasize about the problem you want to solve. It’s a huge mind shift.

Sangram started a community called “Flip My Funnel” and he invited media, influencers, and even competitors to speak at the event.

Once everyone was talking about the problem, the market grew and Terminus was able to find its market.

Find problems

Become obsessed with the problem you’re trying to solve.

Figure out how big your market is. Determine the right use case that works for your company and then build a community around that use case.

If you’re selling a product to marketers, to B2B companies only, that’s the niche you want to carve out. You must dominate that vertical and own that topic.

Build a community and build ideas around that topic and galvanize everyone in the company and the community around that idea.

There’s so much power in singularly focusing on one topic so that you don’t get distracted in many other areas. 

The people who listen to you are going to win if they listen to you and they’ll become customers for life.

For Terminus, they defined their market as every B2B SaaS company with a certain revenue and a certain number of employees.

They focused on letting every one of the companies that could eventually be their future customers to know about them. They knew where they wanted to go, so they took the camp and went there and met with people.

Prospect thinking

Sangram said his thinking changed when he realized that, although no one wants to lose a prospect, it’s much more painful to lose a customer.

Your customer is someone you have an intentional relationship with. Sangram started calling everyone a customer or a future customer.

That means you have to know the company you’re trying to sell to and you have to know that they will benefit from what you’re trying to sell them.

If they don’t become customers today, it’s okay because they’ll become customers tomorrow.

Focus on only your future customers rather than focusing on everyone. The list should be short so that it matters to you if you lose one of them.

Words matter

The words we use matter. We’re all humans and emotions impact us.

During a discussion with Jay Baer, author of Talk Triggers, Sangram discovered that every single touchpoint is either building your brand or trashing your brand.

If you’re sending a newsletter every Wednesday but you aren’t sure that it’s truly adding value, you’ll never hear from those future customers. Every time you do something that isn’t adding value to their day or their life, you’re taking away from your brand.

Think about every touch point as something intentional.

Sales strategy

Although the sales strategy in the early days of Terminus wasn’t intentional, Sangram identified three things that helped the company be successful.

1. Rolling thunder

Every month you must do something to get the market’s attention. Do something oriented to your market. Something bigger than just a blog.

2. Big rocks

Many startups have a never-ending list of things to do. Instead, focus on the big rocks, or the things that will truly move the needle.

3. Small wins

Companies often neglect small wins. How do we celebrate small wins instead of focusing only on the big ones? Change your culture so that small wins matter as well. Small wins create the momentum that gets you over the big hill.

Say one “thank you” every day. Acknowledge your team with handwritten notes. Let them know that their work matters.

“$1 Million” episode resources

Connect with Sangram on Linked In or Twitter, and check out his podcast called Flip My Funnel.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Be Human, Erick Hart, Sales Podcast, Donald Kelly

TSE 959: Sales From The Street: “Be Human”

Erik Hart, Sales From The Street

For this episode of The Sales Evangelist, I talked with Erik Hart, a Sales Manager for an Internet company, to discuss how he is able to help his team achieve not only sales results and, perhaps more importantly, person-to-person results by learning to be human.

The Numbers Game

Often times, especially with sales, it becomes such a numbers game that the person-to-person experience is lost. The human connection is lost.

We find ourselves churning through conversations and deals with a laser focus on strategy and metrics and we lose context.

Erik, for example, had a rep on his sales team with a great understanding of how to guide his clients through the various buying stages but it became such an exercise in ‘checking the boxes’ day after day that the rep felt totally defeated, unproductive and he failed to generate revenue.

Recalculate

Erik asked the rep to take a step back and to really think about: What kind of story did he want to be part of? What kind of difference did he want to make?

In doing so, the rep realized not only where he wanted to go but how he could get himself there, without just running on autopilot.

Simply put: Let things be a little messy!

The sales rep had organized himself into a rut by creating a very specific process when interacting with leads and clients.

The response to a potentially lower quality lead, for example,
was three phone calls and one email while a high-value lead would have other very specific tasks tied to it.

Eventually, the tasks became more important than actually having the conversations with the clients. He found himself speaking with clients but thinking about the next task – the next box to check – instead of making a human connection.

He was reading the script instead of being present in the moment; acting like a robot instead of really digging into the needs of the client. He failed to see them as people – and they could hear that in his voice.

The New Bottom Line

Taking a step back and re-evaluating his goals worked.

Overall improvement became evident in just three months; not only in sales but with increased engagement with the customers and improved morale.

The sales reps are proud of what they do again. The sales are great, but the intangibles are sometimes even better.

We all have our imperfections and personal baggage and business operations to deal with and they have the potential to become real struggles.

There is a futility to the task of trying to attach the minutia without really understanding the context.

Instead, think about what you want the conversation to be. What’s your story? Where do you want to be? What kind of world do you want to live in?

Let those answers be your guide. Let that help you reach your goals.

It can become an incredibly powerful experience. The minutia will take care of itself.

“Be Human” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Jeff Propp, Maximizer, Donald Kelly, Sales Process

TSE 958: Fundamentals Of An Effective Sales Process

Jeff Propp, Sales Process, The Sales EvangelistOn today’s episode of The Sales Evangelist, we’re talking to Jeff Propp of Maximizer about the fundamentals of an effective sales process.

Jeff is the head of revenue for Maximizer CRM, one of the pioneers in the CRM industry. It’s a boutique company focusing on smaller midsized businesses in a crowded CRM marketplace.

Sales process

Sales isn’t about being charismatic or being a smooth-talker.

There aren’t a lot of barriers to entry in sales but there are a lot of barriers to success.

If you don’t have a process by which you as a seller enter into a relationship with the buyer, it won’t go well. You must have an understanding of prospects’ needs, goals, wants, and desires.

You must establish trust and then develop a mutually beneficial contract, and it can happen quickly or slowly.

The majority of people who are successful in sales adhere to a process.

Many new and struggling salespeople don’t have sales processes, and they face common struggles as a result.

Methodology

Jeff has seen salespeople get into trouble frequently by cutting corners. You have to go slow in order to go fast.

Take time to understand the root causes that are the catalyst for your customers’ desire to seek change.

It’s tempting to be anxious to pitch but start by understanding their business, their processes, and the stakeholders you’re working with.

Your process must be consistent, that’s understood, that’s simple, and that you have deliverables to support and that they are aligned with your company values.

Sometimes people accidentally eliminate the customer in the process and they forget to think about how the customer is buying.

Skipping steps

Closing is the fun part of selling so it’s tempting to hurry toward that part of the process.

Some stages may feel like “rubber stamp” stages, and sellers can get frustrated at those points in the process. Continue to be deliberate and methodical even though it sounds boring.

If you don’t eventually invest in a sales process, your business won’t scale properly. People will go rogue and do their own thing. It’s also impossible to forecast if you don’t have some kind of process in place.

It’s also important to have predictability in your revenue and your budgets. You must have some idea where you’re going to end up financially, and that will be tougher to do without a process in place, especially with larger teams.

Additionally, different customers will have different experiences if your process isn’t consistent. There will be a lack of consistency.

Consistent customer service keeps customers loyal to the brand.

Developing a process

The best practice for those who don’t have a process in place would be to hire a team that can help you practice and learn sales processes.

If you don’t have the budget for that, there are dozens of great books that can help you begin. You can go through the book together as a team.

The most important aspect is practicing as a team. Anytime Maximizer has a new initiative or process, they use role-playing to execute it.

If you can get into a course with materials that allows you to practice the things you’re going to be doing, that’s a great help.

Likewise, if you’re a new seller working in a company that doesn’t offer sales training, consider finding a mentor or a coach. It could even be someone in the company who is already doing well for himself.

Find podcasts and blogs you can engage with and other resources you can take advantage of. Audiobooks are a great tool as well. Learn to self-develop.

Make your interactions with people about them. Check out how much you’re asking compared to how much you’re telling. Great salespeople know the answers to the questions but the act of being curious creates trust and goodwill.

The spirit of reciprocity comes back to you when you put other people first.

“Effective Sales Process” episode resources

Connect with Jeff on LinkedIn or find him at the Maximizer switchboard. If you DM him or leave a voicemail, he’ll get back to you.

Grab a copy of the book SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

“The Sales Evangelist”

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Sales Process, Donald Kelly, Sales Fundamentals

TSE 957: Sales Process 101

Sales Process, Donald Kelly, Sales FundamentalsWhen I worked for a corporate organization, I had to call executives and convince them to consider our product. I had no direction for the conversation. Until I got sales training, I didn’t know what to stay to get them to the next step.

That map is known as a buying process or a sales process, and we’re going to give you the fundamental basics a sales process should have.

On today’s episode of The Sales Evangelist, we’re going to help you determine whether you have an effective sales process and what you can do to develop one.

 Sales process

You probably have some sort of process in place and it’s probably working to some degree. But would it benefit you to tweak it? Do you feel like you’re not closing enough deals?

Maybe it’s the way you’re presenting things or maybe you’re working in a company where you don’t have anything at all. Instead, you’re just winging it when you communicate with customers.

If you feel like you’re walking in the dark, that system won’t help you hit quota and you won’t be able to scale.

I want to give you basic sales processes that you can apply.

What is a sales process?

A sales process is different than a sales philosophy. Your philosophy is the belief that you have or the things that you value. It’s the values you present to your customer.

There are certain things you believe in that you’re unwilling to cut corners on.

Your sales process is the steps that you take in order to help a prospect go from an interested prospect to a paying customer.

What do you do at each level? You need to establish repeatable steps so that you aren’t making it up every single time.

Without a process, your sales will be agonizing and it will never scale.

Identify your existing process

If you don’t have a process or you have a process that is outdated, visit with each of your sellers to find out what they are doing to bring brand new prospects to the point of purchase.

What steps do they follow?

Why are they using those steps?

Some of your sellers will be doing things well and you can share those effective steps with your entire group. If you have this discussion as a large group, people will most likely give the answers they think they are supposed to give instead of the steps they are actually using.

Involving the sales team in building a sales process will give them buy-in.

Share commonalities

Once you’ve discovered what each person is doing, share the commonalities you found and what seems to be working best for the team.

Find out how your prospects buy. You can have a prospect on a call or you can simply research.

Once you know what works and what the buyer wants, you can develop a process that is in line with what the buyer wants. Your job is to tweak your process so that it falls in line.

Types of processes

There are many types of buying processes but there is something specific that must happen at each stage.

Determine what must happen at each stage. What things must we do in order to be effective?

If we skip steps, we get to the close before the buyer has addressed all his objections and uncovered all the needs. You’ll skip basic qualification steps.

Some companies use a top-down approach and some use a checklist of things that have to be accomplished. My door-to-door sales operated that way because we didn’t have a long closing process.

Flowchart approach usually exists with big-ticket items and b2b selling where your process evolves based upon the buyer’s behavior.

The approach requires adjustments at each step of the process. You must be moldable.

The more complex the sale, the more people you’ll have involved in it.

If you don’t have a process, create one. If you have one, tweak it.

“Sales Process 101” episode resources

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Business Growth, Topple, Ralph Welborn

TSE 956: How to Fire Up Your Business Ecosystem and Grow Explosively

Ralph Welborn, The Sales Evangelist, Explosive GrowthOn today’s episode of The Sales Evangelist, we’re talking to Ralph Welborn, CEO of CapImpact, about ways you can fire up your business ecosystem and grow explosively.

Ralph is a co-author of the book Topple: The End of the Firm-Based Strategy and Rise of New Models for Explosive Growth. 

He refers to himself as a moth to a flame when it comes to addressing hard problems. 

Running in place

Ralph points to the Red Queen in Alice in Wonderland as a perfect analogy for businesses all over the world. Though they run faster and faster, they stay in the same place.

People get seduced by shiny new objects such as AI, digital capability, and other buzzwords and they get caught up in a race. They are chasing the same objects everyone else is, but what will truly be different in a few years as a result of these things?

In many cases, companies simply burn up resources chasing after them, but they stay in the very same place.

Instead, he focuses on the new models and growth engines around the world and how people can take advantage of them.

Don’t run the Red Queen’s race, and don’t force your clients to run it either.

Instead, differentiate yourself and tell a good story. Understand real problems.

Tackling problems

Working with an entrepreneur in Kenya on an extremely challenging problem, Ralph discovered that new growth engines have emerged but people are still doing business the same way.

He worked to put his arms and legs around the patterns and commonalities that emerged, and he discovered four lessons of explosive growth.

He and the entrepreneur in Kenya worked together to figure out what capabilities they needed in order to solve their problem in a new way.

New 20 percent

For every organization, about 20 percent of capabilities drive 70 percent of value. But the 20 percent changes. What is the new 20 percent you need to be relevant tomorrow?

If you believe that we live in a fundamentally changing competitive environment, then it makes sense that the capabilities you need to take advantage of that environment are different.

To solve the problem in Kenya, the pair orchestrated a new 20 percent that solved the problems they were facing, and by the end of six months, they were producing in one day what they had previously produced in a week.

Mobility companies

When Detroit’s automakers announced two years ago that they were no longer car companies but were mobility companies, that was a reflection of a new 20 percent of capabilities that will drive value in the future.

Immediately, investments and partnerships between tech companies, data companies, analytic companies, and car companies emerged. Industry walls are coming down.

As a salesperson, refuse to run the Red Queen’s race. In a changed world, there’s are new strategic questions.

  • Where is the value being created and destroyed in the ecosystem in which my customers are engaged?
  • What is the new 20 percent of capabilities necessary to capture that new value?

Hesitation

Every existing organization by definition has been successful. It’s the reason they are in business today.

They’ve gotten where they are today by organizing what they do. They built products and methods and they get paid for it.

The problem is that the world shifts and making that shift is hard. Companies don’t always recognize the new capabilities that they need.

New competitors emerge with new capabilities and shrinking margins should clue us into the change.

Value captured is value seen. If you can’t see it, there’s no way you’ll be able to capture it. 

If you’re optimized for a world that no longer exists, that doesn’t work in a world of explosive growth companies. It isn’t enough to try to do more, better, faster, cheaper with what you’ve currently got.

Customer experience

Of course, customer experience is critical, but the way we’re thinking of it is inside out. Customers don’t care about our products themselves. They care about what our products allow them to do.

Customers don’t care about your credit card, but rather about what your credit card allows them to do. They buy a cup of coffee because of how it makes them feel and what it does for them.

Polishing up your products and services misses the fundamental point of what customers want to do and where they spend their time, energy, and resources.

All explosive growth rests on tackling friction in our customers’ lives. What are the friction points in the way our customers live their lives?

What are the new 20 percent capabilities I can develop to address those friction points?

If you believe that your competitive landscape has changed, that requires a new strategic question. You compete in a world of ecosystems rather than industries. Find a new 20 percent capabilities to solve your customers’ friction and begin to grow explosively.

“Grow Explosively” episode resources

Reach out to Ralph at www.topplebook.com where you can find out more about his book or connect with him.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers and provide training and strategies that you can implement today to ensure constant flow in your pipeline.

“The Sales Evangelist”

Check out TSE Hustler’s League and apply to see if it’s a good fit.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Fear of Rejection, Prospecting, TSE Hustler's League

TSE 955: TSE Hustler’s League – “False Truth”

 

Fear of Rejection, Prospecting, TSE Hustler's League

All of us confront fears that hold us back and prevent us from being really successful at sales. One of the biggest is the fear of rejection, and it’s one of the first lessons we’ll review in The Sales Evangelist Hustler’s League when we begin our new semester in January. On today’s episode, we’ll discuss how false truth contributes to the fear of rejection.

Fear of rejection

The fear of rejection and the anxiety that results from it cripple many people. It affects their business life, their personal life, their dating life, and their sales life.

It originates from a belief that someone or something is likely to cause us harm or pain. If we don’t address it, it grows.

For me, my claustrophobia was partly rooted in a TV sitcom with fictional characters who got stuck in a fictional elevator. In my mind, if the people on the elevator could get stuck, then I could get stuck.

As a sales leader, if the people on your team are afraid of rejection, what happened in their lives that led them to that point?

Is it true that sometimes people won’t be interested? Yes. But that doesn’t mean they are rejecting you as an individual.

Running in circles

Sales reps who fear failure avoid sending emails and making phone calls. The truth is that nothing will happen for those sales reps until they make contact somehow.

They will continue fearing that people will reject them so they will make excuses about why they aren’t communicating. They’ll keep running in circles.

Researchers set out to prove that some of our fears are based on “false memories,” or situations that we choose to remember differently than the way they actually happened. They convinced study participants that they had become ill after eating egg salad. Then, they offered the subjects four sandwiches, and none of them chose the egg salad.

Understanding the fear

We begin TSE Hustler’s League by recognizing the fears and trying to determine whether they are actually based in fact.

Even when they are justified, they often result from a one-off situation. It absolutely isn’t true that every single time you call to speak to someone, that person is going to reject you.

When I realized that my fear of elevators was unfounded and based in false memories, I went on an elevator. I didn’t get stuck and nothing bad happened.

It helped me move forward.

Taking action

I’m a big believer that you must take action.

Ralph Waldo Emerson says “That which we persist in doing becomes easier…” It isn’t that the nature of the thing changes, but our ability to do it actually improves.

If I ride an elevator despite my fear of getting stuck, it gets easier to ride the elevator. Psychologically, it gets easier for me to do it.

Sellers must pick up the phone and reach out to the prospect. They must send emails and LinkedIn requests.

If sellers do that, they’ll see that they won’t get eaten alive. The prospect isn’t going to yell at you or come after you.

Even if they do say no now, they might say yes later.

Imagine both results

Without realizing it, we get hung up on only one possibility and we never consider the other options. Instead of only imagining that things will go wrong, we should consider the possibility that things could go right.

If you never move beyond the fear, the fear worsens and it affects your work.

If you offer it and they say no, what’s the worst thing that happens? You move on to the next person. Once you’ve been rejected once or twice, you realize that it’s not fatal.

As you move through the fear, you develop a confidence that helps you become even more successful in your career.

Tackle it head on

Recognize that:

1. This fear is in your head.

2. It could be the result of a false memory.

3. Do something about it.

If you discover a fear that’s paralyzing you, do something about it. Do it over and over. It becomes easier to send an email to a prospect once you’ve done it a time or two. Same with LinkedIn messages or phone calls.

The more you do it, the more you’ll stifle the fear. You’ll move closer to accomplishing your dreams and desires and you’ll stop missing out on things because of fear.

If I had let my fear of elevators control me, I would have missed a chance to visit the World Trade Center during a school trip.

What regrets would you have if you never overcome your fear? What business could you start? Could you close a sales opportunity?

“False Truth” episode resources

Read more about the fear of rejection and how it manifests itself in our daily lives.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

This episode is also brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the sales evangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM, and it works whether you’re a small organization or a large one.

Leave us a review on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content, and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.