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Sales Tips from Resa Gooding

TSE 1230: How To Ensure Your Sales Teams Actually Have Time To Sell

Sales Tips from Resa GoodingAll organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell

Resa Gooding is a partner in a Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies. 

Challenges salespeople face

The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters and expect them to swim. 

Many companies are so focused on the technology or the product they’re producing,  they don’t spend adequate time sharing the value and benefits of their product with the sales force.  An untrained team ends up spending more time on the administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. 

If management fails to offer the sales team a way to stay accountable to the workday activities, management can mistakenly think their team isn’t working. There has to be a system in place so the sales team can report their activities and successes.  Having this in place also gives management a tangible way of seeing the work their team is doing. For example, how many calls they’ve made in the workday. 

Resa set up marketing campaigns for her clients but began to see that if salespeople didn’t know how to work with the prospects that came from the marketing, the efforts were in vain. She saw that to make marketing effective, the salespeople needed to be able to summarize conversations properly and sales reps needed to reduce their time spent on administrative efforts. They needed to be equipped to spend their time selling. Resa aims to give salespeople the time to study their product, set up appointments, and communicate with prospects effectively, instead of spending their time doing administrative tasks. 

Ensure that your sales teams are having the time to sell

Sales reps need training in order to be successful and reach their goals. Sales processes they can follow have to be set up so their efforts can be checked by management.  This promotes accountability. There are three tools that can be used to ensure that sales teams are getting more time to sell their company’s products.

Connect your email inbox to your CRM software

You can use HubSpot, SalesForce, or other similar CRM software. At the end of the day, what matters is that your sales team is more efficient in their work. The first thing you can do is connect your email inbox to the CRM software you’re using. 

This is efficiency at its best.  Using this software allows your manager to see the emails exchanged between you and prospects or customers.  Enabling the manager to view this communication directly eliminates the need to summarize conversations at a later time.  Leave that to your CRM. 

Both marketing and sales today can be measured through this software. Managers and the sales team no longer have to meet each time reports need to be made. All aspects of the sales process can be viewed as needed and everything is measurable. 

Earlier salespeople, like the ones who sold door-to-door, had to write down all their data or write a report about their sales day. Today, the salesperson just needs to connect to their email inbox on the CRM platform and reports are immediate.

Using CRM increases the sales reps’ available time up to 21% compared to doing the reports manually. 

For example, when you attend a conference, typically you have to wait until you get home to input information manually. You can potentially delay communicating with the contacts you made at the conference up to a whole week.   This is valuable time wasted in a world where transactions can happen so quickly. 

When you are using CRM software, you are able to reach out immediately by asking for their email and starting a conversation while still at the conference. This is a huge advantage to setting up CRM software and free up so much time in the sales process. 

Connect your Calendly to your email communications 

The second way to ensure your sales teams are getting the time to sell is to connect your Calendly to your email communications. This is an efficient way of setting up a meeting with prospects and clients. Hubspot has an amazing tool that can help salespeople connect with speed. It’s suggested that you also embed three specific times a client can meet with you.  It’s more efficient when they don’t have to work as hard to figure out a time or date you’re available. It cuts down on the emails that have to be exchanged to firm a meeting which also saves valuable time. 

Use templates effectively 

Templates are ways to streamline the time it takes to write and send an email while it makes communication customizable.  This can be set up in HubSpot once your inbox is created and by simply clicking a button, it will copy all the text and bring it straight to your HubSpot. You can then change the information and content to make it more personalized and unique to your prospect or client.  

Resa has observed that this feature is especially helpful for salespeople who may not be strong in written communication. This is where the marketing team can be especially helpful. Marketing can set-up the templates for salespeople to use. 

After emails are sent, the software can then track when it’s opened by the recipient.  Having this information helps salespeople become more efficient about timing and targeting the callback or follow up.  It’s much easier to build a rapport with someone who has already shown initial interest. The recipient won’t get any notifications that you’ve seen them open the email.  It’s just a helpful tool for you to time the response. 

These three tools help make your sales team more efficient as it reduces their time on administrative tasks.  Using Hubspot also allows access to reports summarizing all the activity as well.

HubSpot is free so businesses can check it out and test it in their own sales systems. This is a good platform for startups that don’t have the budget to invest in programs and software. 

Many startup companies that Resa has helped have seen positive results when they use her three suggestions for saving time. 

“How To Ensure Your Sales Teams Actually Have Time To Sell” episode resources 

You can message Resa via her LinkedIn account. You can also check out her website: www.cacaomedia.co

For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. 

This podcast is also brought to you in part by Reveal the Revenue Intelligence podcast. It’s about utilizing data to make business decisions instead of just guessing your way through major sales decisions. Visit gong.io for their podcast. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound.

Scheduling, Time Management, The Sales Evangelist

TSE 1147: Why I Love Calendly

Scheduling, Time Management, The Sales Evangelist

The Sales Evangelist team understands the challenges in coordinating calendars and that’s why I love Calendly. This tool is perfect for ensuring that your schedules are well planned and plotted. 

Calendly for selling 

Calendly is a great tool that we’ve been using for years. The calendar dance is a common routine among sales reps who go back and forth with prospects, and partners trying to set a meeting. When their schedules don’t line up, the task is tricky and challenging at best, so how do you go around it?

Calendly is the scheduling app that’s going to make that possible. There are three reasons why I love Calendly and why it’s a great fit for sales reps. 

Ad hoc meetings 

There’s a difference between being helpful and being lazy. When we deal with prospects who don’t have any intentions of calling, we reach out to them cold. The last thing that you want to do is to give them homework or introduce a possibility of them getting busy and not doing the task with you. It feels a little like imposing a task to your prospects. 

Instead of doing this, I recommend that you use the ad hoc meeting embed feature. Gmail integrates to Calendly well, as we mentioned in episode 1142. Scheduling becomes easy when you integrate your Gmail to your Calendly account. You can just click on the little calendar icon next to the send button. A panel opens on the right side and you can click on the time that you are available. You can pick the time you want, put it in your calendar and into your email, copy it, and then paste it into your email. 

Your prospect won’t have to leave the mail. They can click that link to see the times that you are available. They can click on one of those times you are free. The time they picked will automatically be put in both of your calendars making everything more efficient. It’s slick and nice.

Personalization 

The second thing I like about Calendly is the ability to personalize. This feature allows you to create different events or different calendar events for different types of people.

For example, I am a sales trainer and a coach who runs an organization. I have several schedules and my coaching times can be designated so that my coaching clients receive a calendar that only reflects my coaching schedule. I have assigned Monday as my podcast recording day. This means that if a podcast guest wants to record, the only time he will see available on the calendar is Monday. My clients can pick any time that I am available on that day. They can’t just pick any day of the week; they can only see the free time I have on Monday. 

As a sales rep, you want to schedule your days effectively and you don’t want to keep everything wide open. You can designate appointments in the morning or in the afternoon and put those times in your calendar. These appointment times will be specific for initial appointments or whatever you may want to call them. 

Your clients can pick up anytime in your available window and the schedule is then made. This is also helpful when you are looking for a prospect and they can’t talk right then and there but they want to schedule another time. You can pull up your calendar, look up the times that you are available for initial appointments, and you give that slot to your prospect. 

But if they want to talk right then and there, then go for it. 

Whatever your event may be, you can make specific time slots that you can choose from or your clients can choose from. 

The best thing about this is that all these can be integrated into Zoom. When your prospects sign up, they’ll immediately get a Zoom link. They’ll also get a Calendly invite and their appointment will be input to their calendar. 

You can also set this up from your website for clients who want to pay for coaching sessions. 

Team option 

Team option is the newer feature of Calendly. This feature is effective especially for bigger teams with several sales reps. For example, if you want to set-up a meeting with a sales rep of a software company, you don’t have to call or mail them and inquire of their available time. All you need to do is to go to their website and look for the team page and set up an appointment schedule. This team page is connected to Calendly and their Salesforce or CRM. This means that the team’s calendar is connected to the sales reps. 

Whoever has free time on your scheduled appointment date is going to get the notification. This is a round-robin approach so the members cannot cheat the system. This feature saves a lot of headaches especially when assigning which appointment goes to whom. 

You can also set up different events. If you need to set a meeting with your project manager to go over some things with your client, your connected calendars will make it easier for you to see the schedules that both parties are available for a meeting. You can then share the link to your client and have the conversation. 

Simple and efficient 

Calendly is a simple and efficient tool that is blowing the competition out of the water. The TSE team finds this tool very powerful and thus we highly recommend it for you to check and investigate. 

It has an ad hoc meeting embedded which makes prospecting and connecting with prospects easier. You can also personalize your calendar according to types and events. Most of all, you can to a round-robin approach with the team option so that no scheduled appointment is wasted. 

“Why I Love Calendly” episode resources

Calendly isn’t paying us for this episode. It’s effective for calendar scheduling, especially for sales reps. It is the perfect tool to help you make the best of your time. 

While we’re at it, check out Kevin Cruise’s book 15 Secrets Successful People Know About Time. It’s an amazing book with simple concepts. You can listen to it, digest it, and start applying what you learn in your daily life. This is a helpful book when you are starting out your Calendly experience as well. 

This episode is brought to you in part by TSE Certified Sales Training Program. The program aims to help sales reps and sales teams improve their skills. It is designed to teach you how to find the right customers, the activities and strategies that work, the right questions to ask to build strong value, how to get more people to want to schedule appointments with you, and what you need to do to close powerful deals. 

Go to thesaleevangelist.com/freecourse to check all the 12 modules and get the first two modules for free. The episode is also brought to you by Audible. It’s a good platform for a savvy salesperson like you who wants to learn and grow. Audible has thousands of titles you can choose from. Go to Audible now and do the 30-day free trial and a free book. 

If you find this episode fun and helpful, then we would appreciate your comments and a five-star rating on  Apple podcast. If you’re using other platforms such as Google Podcast, Stitcher, Spotify, your ratings there would be valued as well. 

Share this podcast to your friends and colleagues and let’s schedule effectively with Calendly.

Audio provided by Free SFX and Bensound.

 

Asking, Closing, The Sales Evangelist Podcast

TSE 1122: Don’t Forget To Ask!

Asking, Closing, The Sales Evangelist PodcastSellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral.

We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way.

This is a reboot of an earlier episode of The Sales Evangelist, but it’s an evergreen topic. Asking for referrals always makes sense for motivated sales professionals.

Cold calling

I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them.

Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business?

Put it on your calendar.

Create a habit

Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better.

You can build on that habit and that improvement. That will amount to more money for you and your organization.

If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase.

Accountability

Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal.

Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team.

If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability.

Set calendar invites

Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals.

It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally.

You must ask for the referral.

“Don’t Forget to Ask” episode resources

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

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 allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. 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.

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.

Audio provided by Free SFX and Bensound.

 

Donald Kelly, Follow Up, Sales Training Program, Prospecting

TSE 1040: TSE Certified Sales Training Program – “Why and How to Follow Up”

Donald Kelly, Follow Up, Sales Training Program, ProspectingFollowing up means reconnecting with the prospect, and it’s crucial that you understand why and how to follow up.

Many of us dread the follow-up portion of our job because we fear being a nuisance. When we do it effectively, though, it can be the key to more deals and more success.

Follow up

Follow up builds trust with your prospects. When you tell them that you’re going to follow up with them, they expect to hear from you. Failure to follow up suggests that you’re not dependable or perhaps you found another prospect that is more valuable.

You must keep your promises, because trust leads to success. People do business with people they know, like, and trust.

Next steps

Create a meaningful process that will help move your prospects forward.

Decide what you need to do next and establish a clear next step for every single appointment. When you meet for the first time, schedule a next step that will allow a deeper dive with that prospect.

Let your prospects know that there will always be a clear next step as long as you two are a good fit for one another.

Ask your prospects what they would like to do next. Based upon their answer, you can schedule your next step.

Be prepared to offer some options for meeting days and times. Do NOT leave the meeting with a general statement that the prospect will follow up with you.

Better to have a specific sense of whether the relationship is moving forward than to be left wondering.

Effective strategies

For most sellers, none of this is new material. We KNOW that we need to follow up.

Once you’ve created the next step, use Google Calendar to create a notifications that will remind each of you about the meeting.

Even if your prospect indicates that the time isn’t right for your product or service, have a follow-up in mind that will allow you to reconnect with him after the fact.

Stay in touch. Keep your prospect moving in the right direction.

“Why and How to Follow Up” episode resources

Check out the book 15 Secrets Successful People Know About Time Management by Kevin Kruse.

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.

TSE 063: Success Story-How Calendar Invite Helped Jason Tripp Gain More Clients!

Jason Trip Cover_miniSo I wanted to start something new on the show. We have many listeners who are applying the things that we are sharing and are finding success. On today’s episode we share Jason’s success story.

Jason Tripp is a business-to-business sales professional working for Verizon Wireless. He has been working with them for about 15 months and is quickly rising to become one of the elite performers in the company.

One of the things that he has used specifically from one of our previous episodes (TSE Episode 028) is the calendar invite technique. During this episode Jason shares with us the challenge he was facing with scheduling an appointment with a prospect. He applied the concept  that he learned from the show and was able to bring in a new client.

Come and listen to our discussion and learn how he was able to do this.

Stay In Contact with Jason here:

Twitter@TrippJa

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