All posts by Shannon Rasmussen

Create Out Of Love, Johanne Wilson, The Sales Evangelist Podcast, Little Haiti

TSE 1036: How To Have A Constant Flow of New Customers

Create Out Of Love, Johanne Wilson, The Sales Evangelist Podcast, Little HaitiOne of the biggest challenges in business is keeping that constant flow of new customers in the pipeline.  How you brand yourself and your company is imperative in producing growth and recurrent revenue.

Johanne Wilson is co-founder of a Florida-based design agency called COOL Creative. COOL stands for Create Out of Love. Their branding comes from a creative and design standpoint.

Challenges in sales

Every company experiences challenges when it comes to sales. Understanding those challenges and learning effective ways to overcome them can increase your sales. It can also clarify your target audience and reveal how to best go about reaching them.

Find effective ways to pitch so you can have a healthy flow of clients and client work. When you do, you’ll create active, recurrent clients that return again and again.

From a fashion standpoint, offer enough product and keep it updated and fresh. The customer will keep coming in to purchase product and will create recurrent revenue.

Change product release times and inform the customer of new releases to keep him engaged..

Strive for constant communication with the customer in order to drive sales.

Solutions to challenges

Maintain consistent growth within your business.

On the agency side, COOL Creative developed a growth plan that would move the sales needle.

For example, making an investment in the Goldman Sachs 10,000 Small Businesses program provides tools for creating an effective growth plan.

Johanne realized that she was spending too much time on client work and not enough on the sales side of her business. As the business leader, she realized she was spending a lot of time on design because she was comfortable with it. She was not investing enough time in the sales side.

She learned that in order to be a good business person, you have to become a good sales person as well.  You must familiarize yourself with the aspects of the business that you aren’t comfortable or familiar with.

Prioritizing sales

On the fashion side, pushing more on advertising, marketing, social, communication, and partnerships with influential people like celebrities can all help drive sales. Right partnerships can lead to other agencies funneling clients your way.

Work smarter, not harder. Identify the areas that need more attention and push toward making those a priority.

As an entrepreneur, Donald neglected the sales facet. But once he made sales a priority, everything else fell into place.

As a business leader, sales is a necessity.

Nobody knows your business better than you.  Nobody can sell it better than you.

It can be hard to let go of the things that got you into business in the first place. Identify the areas of business that aren’t as strong. Invest more time and energy into those areas.

Business will become healthier and you will be able to serve clients better.

Understand your clients’ issues and the strategies you will use in solving them. Then attach a price tag to those solutions.

When you and the client see amazing results from something you helped him with, it’s rewarding. Bringing a client’s idea to life or bringing a business objective to life makes it all worthwhile. Create Out of Love (COOL) speaks for itself when these instances occur.

Results of changes

Growth is always a good indicator for having made positive changes.

You don’t have to do anything drastic: small changes can have big rewards.

What are you focusing on? If your head is always down working on the deliverables, which is important, you must make sure there is a strong person on the sales side to keep the engine moving.

Speaking to the creative entrepreneur, don’t forget why you are in business. While it is the creative piece that got you started, you have to get good at the business side, too. This includes sales, accurate bookkeeping, and meeting with other professionals to make sure that the business stays in good standing.

“Constant Flow of New Customers” episode resources        

You can reach Johanne Wilson online at www.coolcreativeinc.com.  Here you can link to the online shop, Instagram @CoolCreativeinc, Facebook, LinkedIn, and Twitter.

This episode is brought to you by the TSE Certified Sales Training Program. If you put in a lot of hard work in 2018 but weren’t able to close many of your deals, we can help you fix that. We have a new semester beginning in April and it would be an honor to have you join. Visit thesalesevangelist.com/CST.

If you haven’t already done so, subscribe to the podcast so you won’t miss a single episode. Share it with your friends who would benefit from learning more.

This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It’s super easy, it’s helpful, and I recommend that you try it out. You’ll receive real-time alerts anyone opens an email or clicks a link.

Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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.

Audio provided by Free SFX and Bensound.

 

David DeRam, It Factor, Donald Kelly, The Sales Evangelist, Company Culture

TSE 981: Creating an It Factor Culture

On today’s episode of The Sales Evangelist, we’re going to hear from David DeRam, CEO and co-founder of Greenlight Guru, about the “it” factor, and how it can change the culture in any organization.

Culture

At Greenlight Guru, David and his team spend a lot of time focusing on culture. He calls the company culture unique, but he says that culture doesn’t fall down on you like rain. You don’t experience culture; you participate in it.

Leaders can think about culture and work to create culture, but leaders can’t execute culture. It’s like a plant that will grow the way that it grows, and if everyone isn’t on board with the culture, the culture won’t grow the way leaders want it to. [4:51]

As a result, David’s team looks to everyone on the team to get involved and participate in the culture.

People will work how they feel, and if they feel great, they’ll bring an entirely different energy to their efforts.

Profession

David’s team intentionally calls work your profession. He points to the fact that the leaders in every industry, (think Tiger Woods, Warren Buffet, Jimi Hendrix) have devoted themselves to their work. Their work is their profession. [6:35]

Listeners of this podcast have devoted their lives to sales and it’s their profession. Your profession isn’t just what you do; it’s what you believe. David’s team has worked to bring all of those aspects into the culture.

Companies tend to focus on results, and by focusing on results you can miss the one thing you desire the most, which is the people, culture, and execution.

“It” factor

David became immediately aware of the “it” factor when he subbed as a coach for a little league baseball team. As soon as he encountered the players on the team, he could tell who the natural athletes were.

They moved naturally. They were confident. The true players were like fish in water.

David took the lessons he learned from that sports experience and moved them into his business. He prioritizes where people aim in order to find leaders.

Setting the bar high for yourself can create a lot of stress, anxiety, and uncertainty. People with the “it” factor know how to set the bar high because they understand that the vision they create is more exciting than the fear they experience as a result of setting it there. [9:46]

You can feel the “it” factor when you meet people. They have reached high levels in everything they’ve done and they have a lot of swagger. They’ve survived a lot of hardship.

Alligator blood

One of the company’s core values is something it calls “alligator blood,” which refers to those people who are resistant to the endless psychological blows, and competitive enough to keep pounding away on others when they are ahead.

Not everyone is wired that way. You can coach it and build it, but when you find the “it” factor, you’re in the right place.

The people who love the struggle and who set the bar really high for themselves exude an energy that spreads to the people around them. [12:21]

Teaching culture

David’s team focuses on the medical device industry. It’s a tough industry with a complicated product and a complicated regulatory environment, and the rules are constantly changing.

Instead of spending time talking about how hard the work is, the company focuses on true quality and being great. They take a one-game-at-a-time mentality, knowing that you can’t win the Super Bowl in week 1. [17:09]

Because the team understands that there’s a long way to go, it’s able to focus on execution.

David’s hiring process strives to bring people to the team who naturally fit that culture. Some personalities might work really well in other industries, but not in David’s industry.

It’s not in the company’s DNA to have a bad actor in the company.

The best way to destroy a company is from the inside. The same is true of building it. David’s team measures its success partly by whether the entire team is living the core values.

Culture shift

If you discover that your culture isn’t exactly where you’d like it to be, begin inside the organization. [19:50]

People who have had to perform in the past and really put themselves out there for the good of the team (like authors, musicians, and athletes) often make great recruits.

If a person doesn’t fit your core values, no matter how talented he is, you will have to unravel a huge mess if you hire him.

Raising the level of play

People with the “it” factor have a combination of God-given ability, work ethic, fun, and what David calls bounce. [20:57]

They win battles, they win games, they overcome odds, they win championships, and along the way, they raise the energy and the level of play for the people around them.

The team gets better, and the players respond and get better. When that happens, you’ve got something really special.

“It Factor” episode resources

David’s team is always hiring people who want to play at the highest level. If you’re interested in figuring out whether you’re a good fit, you can connect with David’s team at www.greenlight.guru on the careers page. [21:55]

You can also connect with David on his LinkedIn page.

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.

Video Jungle, Arty Goldstein, Donald Kelly, Animus Studios

TSE 929: Sales From The Street: “How We Increase Sales By Helping Clients Tell THEIR Story”

Sales From The Street, The Sales Evangelist, Arty GoldWhen you tell stories, you capture the attention of the buyer and you build relationships. You also stand out from the competition, who isn’t using stories to grab the buyer’s attention. The key to marketing is helping clients tell their story.

On today’s episode of Sales From The Street, Arty Gold from Animus studios talks about the importance of story and tells how Animus Studios increase sales by helping clients tell their story.

Animus Studios is part of the Sales Podcast Network, and their podcast, Video Jungle, helps organizations learn to use video to impact their buyers. Arty calls himself a facilitator of ideas, and Animus studios is encouraging people to “find their fascinating.”

Consider the story

Arty doesn’t believe that the challenge today is a lack of video; he believes it’s a lack of compelling video. More than just point and press record, he believes the focus should be on really telling a story.

Consider what the story is and get to the heart of the matter.

Branded video associates your company, and your mission, to a story that makes people want to work with you and your company.

The big companies in the world had the advantage of launching at a different time when they were in control of their own destinies. They used to be able to just put a product in front of someone and people would buy it because it was the best.

Now there’s so much competition that companies have to understand who their audiences are.

Commercials don’t even necessarily have to show the product anymore. They can tell a great story with a logo at the end.

Representing yourself

Everyone is a salesperson. You sell yourself and you sell your company as part of the culture. You’re always representing something.

That’s salesmanship, but it can get lost in the translation a little bit because people always say they aren’t good at sales. If you have a job, you must have sold yourself well in order to get it. That doesn’t mean you did all the sales steps, but it means that you know how to sell yourself.

It’s not enough to be only a salesperson, because it’s not enough to simply sell a widget. People are drawn to the human factor and they want to work with people.

What you really want to do is build relationships because if you strip away all the product, you should always be able to go back to your network and connect with those people. If you change careers, for example, will those people go with you?

Helping others

Animus Studios isn’t selling a tangible item. They sell ideas.

It’s a challenge to show value when clients can’t see or touch what you’re selling, so the ideas and creative passion are what differentiate you from your competitors.

“Find your fascinating,” means that Animus gets to know the client first. They help clients find the story that they sometimes miss because they are so enveloped in their own marketing.

Making mistakes

People fear being the one who makes a mistake. They fear being demoted or losing a job.

Companies have been doing things the same way for years, so why change? They are often afraid of change, and they don’t understand that they can diversify and be flexible and try a variety of things.

It’s not about being afraid to try something new; it’s about being able to be flexible and test a new idea. If it doesn’t work, you can adjust quickly.

You have to report on yourself better than everyone else. We all report things the way we see them, but companies who learn to provide content to their customers are able to control their own stories.

Small changes

Companies can make small, even singular changes, that differentiate themselves from the competition. Sometimes they are simply afraid to do it.

That’s why “Find Your Fascinating” works: because it’s helping companies figure out what makes them different.

The industry will always be pushed by the written word because communication will always be important. But the way the world is going now, we have to be able to reach people quickly.

We can put a video together today and by tomorrow it can be seen all over the world. The younger sales generation has always had these tools and they can help them do their sales jobs better.

Don’t be afraid to be creative. It’s a differentiator.

Video has equalized people. If you’re the biggest jewelry company in the world, you’re facing the same challenges that the smallest companies are facing.

“Helping Clients Tell THEIR Story” episode resources

You can find Arty at the Video Jungle Podcast, where you can listen to episodes and see some of their links. Animus combines film and video and what it means to the marketing and salespeople in the world. Find Video Jungle on iTunes and Stitcher.

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy. Video Jungle offers top-notch, state-of-the-art advice about video, which is a great way to offer relevant content on LinkedIn.

Email me for more information about our newly launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. You can also email us about our new business development services.

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. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

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.

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.