Leadership Archives - The Sales Evangelist

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Donald C Kelly, The Sales Evangelist, Sales Leader

TSE 1155: When Should I Promote Someone?

Donald C Kelly, The Sales Evangelist, Sales LeaderYour company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?

Because of your company’s growth, you need leaders and you need managers. So who should you promote? What do you look for in the people who will lead your teams? What characteristics or habits should they possess? 

Developing leaders

Even if your business isn’t growing at breakneck speed, you may need to focus on developing people who can lead when the time comes. The last thing you want to do is keep people in the same position for long periods of time without any opportunity for growth. They’ll get tired and burn out, and then they’ll look elsewhere for growth opportunities. Make sure you’re always looking for ways to create and develop leaders internally. 

The qualities necessary for leaders in your industry may differ from those of other segments, but for sellers in general, the following guidelines offer a good start for identifying potential leaders. 

Seller doesn’t equal leader

Your employee might be a spectacular seller, but that doesn’t necessarily translate to leadership. Furthermore, if you have a particularly gifted seller on your team, you may not want to remove him from that sales role. 

It’s tempting to believe that your best closer can become a sales leader and train all your other sellers to close as effectively as he does. And it might be true that he can. But it might also be true that he loves selling and he doesn’t want to spend his time conducting one-on-ones or creating reports. 

If your team members aren’t interested in leading, don’t force them. Let your sellers do what they do best for your company.

Look for these traits as you ponder when to promote someone.

1. Sellers who want to lead

When you begin your search, look for sellers who actually want to lead. If one of your team members talks frequently about leading or climbing the corporate ladder, consider giving him the opportunity to do it. If he is ambitious and goal-oriented, he might be just the leader you’re looking for. 

I recently met with a BDR that a client of mine hired, and the guy was passionate about his work. He strives to go above and beyond the call of duty, and he wants to work his way into a leadership role. He wants to contribute to the organization, but he isn’t power-hungry. He understands that great leaders don’t threaten the people above them because they aren’t competing to take their jobs. 

Prepare your replacements as you consider other opportunities you’ll compete for. 

2. Sellers with a proven track record

Desire isn’t enough to be a successful seller. You must also have good results behind your name. 

You’ll note that I said above that you should not necessarily remove your top seller to turn him into a sales leader. The exception is when that seller is the best candidate for the job and when she wants to do the job. 

Recognize, too, that a top performer won’t necessarily be the only team member with amazing results. Consider the top five sellers on your team and then decide whether any of them possess leadership potential. 

Consider whether they have any desire to train other sellers, and take note of a “lone wolf” mentality that suggests they don’t want to share with others. Make it your goal to develop a nurturing leadership approach in which team members help one another. 

3. Sellers who don’t volunteer to lead

Keep in mind that some sellers may not volunteer to lead, but that shouldn’t necessarily exclude them from consideration. If they have the framework, the talents, and the characteristics of a great leader, challenge them to step out of their comfort zone. 

In the book Sales Management. Simplified, Mike Weinberg recalls a CEO who believed it was his responsibility to stretch people like a rubber band: to the edge of their capabilities without breaking them. 

They may not recognize their own capabilities, but your job is to help them see what they are capable of. 

4. Sellers who are problem-solvers

Too often, sellers fall into the trap of complaining about their work situations. Instead of looking for ways to improve things, they look for mistakes. That negative outlook shows in their results.

Look for sellers who are problem-solvers as you seek people to promote. Typically, they’ll be your best sellers because they make it a practice to solve problems for customers. If you find a seller like this among your team members and promote him, he’ll set an example of problem-solving for the rest of the team. 

You’ll have less to worry about because they’ll solve the problems before they get to you. Surround yourself with leaders who can think for you and take care of things so you can focus on other issues. 

5. Sellers who are willing to work

Your leaders must be willing to work hard. This doesn’t mean that they work 18-hour days, because it’s very possible to do great work in less time. Instead, you want leaders who can plan and accomplish things. 

Watch for the people on your team who show up for work early or who listen to podcasts to learn more. Be aware of the people on your team who dedicate time and effort to develop themselves. 

This isn’t about developing a culture of staying late every day, but rather a willingness to do whatever it takes to get the job done. For me, I’m a family guy, and Mondays and Fridays are my family days during the week. If I need to stay late, I’ll make it happen around those commitments. 

6. Sellers who are developing themselves

As a bonus, look for people on your team who are investing in themselves. Find those people who are reading books or seeking events to further their training or signing up for webinars that will help them improve their skill set. 

If your team members are seeking to improve without you telling them to, you’re well on your way to finding an amazing leader. 

Help your team members get to the next level and transition into roles that challenge them. 

When Should I Promote Someone? episode resources

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. Audio provided by Free SFX and Bensound.

FSMSDC, Storytelling, Leadership

TSE 1098: Storytelling and Leadership

 

FSMSDC, Storytelling, LeadershipI often learn from entrepreneurs and I discovered a lot about storytelling and leadership recently during the Florida State Minority Development Council’s expo. On today’s episode of The Sales Evangelist, we’ll hear from two of the entrepreneurs I met there.

The best leaders learn from past leaders, whether the leadership was good or bad. CJ Latimore and Gustavo Hermida work in two different industries, but the things they share here apply no matter what industry you’re selling in.

Urban development

CJ Latimore is a public art specialist who characterizes his work as “telling stories through architecture and urban development.” He says it’s about hanging on to cultural icons even after certain buildings have been torn down.

He boils it down to adding a soul to buildings. It’s one thing to have a building that’s structurally sound but CJ believes it’s vital to track the communities and demographics that existed in the building before it was torn down. Very often, when a building is torn down to make way for something new, the previous demographic is forgotten. So is their story.

Storytelling

CJ says it’s possible to tell a story without saying a single word, and he points to art as the mechanism.

We must bring people together more efficiently and create a sense of timelessness along the way. Begin by getting people to hear your story.

Sales reps often try to add value to the company without even knowing anything about you or developing rapport with you.

Business etiquette

Consider this situation from a business etiquette perspective. If you don’t know me and you don’t know what my story is about, how can you act to help me? How can you add value?

CJ’s mission is to build images to help people get what they want in a prestigious way. When he shares that with people, they often ask to hear more. And when you can get people to say they want to hear more, they’re ready for your story.

Survival thinking

He said his biggest challenge was lack of awareness. Because the human brain is hard-wired to think about food, shelter, and clothing, stories that don’t incorporate those ideas can get lost.

The answer, he said, is to be creative. Tell a story that will make people focus on something else even briefly.

In this case, many people don’t readily know what they can do with art. Perhaps it doesn’t make sense to them. They don’t go to shows or museums.

The trick is to incorporate your uniqueness and associate it with food, shelter, and clothing.

Survival and storytelling

Everyone has pain and the quickest way to get someone to listen to you is to provide a solution to help their pain go away. You’ll have their immediate attention because no one wants to be in pain.

If you can share a way to save money, save time, or educate your prospect about saving money or time, that’s what everyone wants.

People want more time with their family and more time for vacation. Your job is to stop people in their tracks with the solutions you offer.

People will remember you more if you’re unique and if there’s something about you that’s meaningful.

If it’s true that the brain has as many as 300 impulses per minute, you have to find a way to engage three or four of those with your story.

Other people telling your story

When you can get other people to tell your story for you, that’s an indication that you have a great story and that you’ve told your story well. People love to spread a good story.

Since the beginning of time, people have shared the greatest historical events through story.

Start with your story and turn it into a community story. Own your story. Compile multiple stories that work and make them your own. Make them exceptional. Give people the results that they need.

Company values

Gustavo Hermida said that his biggest struggle has always been aligning his company with the right people who will carry the company’s values forward. His goal is to find people with integrity who make a promise and then deliver on it. It’s important because people often distrust salespeople automatically.

But people are people, and buying people are people.

He has built a career on putting himself in other people’s shoes to understand what will help the other person feel comfortable making a decision or able to move a partnership forward.

Finding the right people

He expanded his search to include looking elsewhere for the right people. Although previous experience was a welcome factor, it wasn’t the main qualifier he was looking for.

He discovered that he preferred hiring the right person and then forming that person.

Company growth

Gustavo started the company with zero base and limited financial resources. Over the last two years, the company has made the Inc. 5000 list of fastest growing companies in America.

He caters to small startup companies because when it comes to multifunction equipment, sometimes leasing companies won’t offer financing to companies until they’re fully established.

He helps those companies build their own credit, which has catapulted his company in terms of growth.

Gustavo advises being very careful about the people that are working for you. Ensure that they share your company values. Build a team of different ages and different backgrounds.

Motivation comes in many different forms, but find people who are self-motivated. Build a team you’re proud to work with.

“Storytelling and Leadership” episode resources

You can connect with CJ at www.myuniqueawards.com.

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.

Ty Bennett, Donald Kelly, The Sales Evangelist

TSE 1061: You Can Love People Without Leading Them, But You Can’t Lead People Without Loving Them

Ty Bennett, Donald Kelly, The Sales EvangelistRegardless of your industry or your product, relationships are the currency of your business, and though you can love people without leading them, you can’t lead people without loving them.

Ty Bennett is an entrepreneur who fell in love with the speaking and training development aspect of building a sales team and it led him to write books on the topic and start a training company called Leadership Inc.

Ty points out that we’re in the people business and we’re interacting with, networking with, leading and influencing people every day. The care, investment, and love you have for people will communicate that you have their best interest in mind.

Those relationships engender trust, foster accountability, and build a level of commitment that you want in your team. And love drives it.

Missing love

Many business books never discuss love, perhaps because it isn’t considered a business-centric word. Ty addresses this issue in his new book called Partnership is the New Leadership.

He interviewed a guy on his podcast named Tim Sanders who wrote the book Love is the Killer App but this hasn’t always been a business word. Traditionally it has referred to personal relationships but when it drives your actions and when you’re coming from a place of service and contribution, that’s where love exists.

Leadership is much more effective there.

Soft leaders

Some people believe that leaders can’t be perceived as soft, so they shy away from the idea of loving the members of the team. If you’re too soft, after all, you’ll be walked on.

If you were to line up 10 people and evaluate the production level of those people, you’ll find a relationship to how they feel about their manager. Statistically, most people will tell you that they hate their bosses, and also that people join companies and they leave bosses.

People also show up differently when they are in the right frame of mind; when they feel supported; when they feel heard; and when they have opportunities to win.

When people feel like part of a team, the commitment level changes drastically. #TeamCommitment

Training to lead

If you’re seeking to develop this kind of leadership without being perceived as soft, focus on being interested rather than interesting.

Rather than figuring out how to stand out and making it all about you, focus on the other person. Great leaders are those who truly care about other people and become adept at asking questions. They have a genuine curiosity about people. They want to know what drives them and what’s important to them.

As you get to know your people on a deeper level, it speaks volumes to your team members.

Now take things a step further and focus on hearing them. Don’t forget the idea that people support what they help create.

Give your team a voice. Welcome their feedback. Those efforts demonstrate that you care about what they have to say and you’re listening rather than simply issuing marching orders. You’re demonstrating that you’re confident enough in who you are to allow them to be part of the process.

We no longer live in the era of top-down leadership where I tell you what we’re going to do and you implement it. Social media has changed us psychologically and it has given each of us a voice.

Invest in people

Go above and beyond for your people. Do things that are not in your job description. Give more time, more energy, and more of yourself into your relationships. Reach out in ways that are meaningful to each person.

No doubt each of us can think of someone who has invested in us this way.

As leaders, those investments change our relationships. When you invest in people they become family.

Ask yourself whether people would ever say that about you.

This level of investment can be difficult because we’re busy. We have so much on our plates that it’s hard to think outside our own agenda.

It can also be tempting to focus on the things we have to do and ignore the things that we could do but aren’t required to do.

At the same time, we have to shift our mindset. Maybe we need to listen to a podcast or hear a story from a different leader. Maybe we need to find a leader who can open our eyes to different approaches. Perhaps read a book.

Following the manager

Although every industry is different, Ty interacted with sellers recently who told him that their loyalty was to their manager, not to the company. The product matters a lot less to them than the manager does.

If you’re seeking to become this kind of manager, start by carving out one-on-one time for your people as often as possible. Come in five minutes early and ask one of your people to come in five minutes early. Make time for it.

Find time to connect with your people with no agenda. It’s just to show that you care.

Ty also recommends reading The Go Giver, one of a series of books about adopting a giving mentality on the way to greater success.

Relationships change when people invest in them. When a leader invests, it will impact the relationship in a huge way.

“You Can’t Lead People Without Loving Them” episode resources

If you’d like to connect with Ty, you can find him at tybennett.com and on LinkedIn, and you can check out The Relevant Leadership Podcast.

Grab a copy of his new book called Partnership is the New Leadership.

You’ve heard us talk about the TSE Certified Sales Training Program, and we’re offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester in April.

You can take it on your own or as part of the semester group. The program includes 65 videos altogether, and we just completed a beta group that helped us improve the program and maximize the information in it.

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. You’ll receive real-time alerts anyone opens an email or clicks a link.

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.

 

Portable Medical Diagnostic, Dennis Rosebrough, Donald Kelly

TSE 1049: Sales From The Street: “We Say Goodbye To A Legend”

Saying goodbye to a legend is difficult, but we can move forward living by the principles they teach us and the lessons we learn.

One of the best selling business books of all times is Think and Grow Rich; it changed my life. It transformed the way I think about money and about the opportunities I could create.

The person I received the book from is also important to me. It was from someone who was like a father to me. He came into my life when I was 14 years old and helped mold me into the person I am today.

Dennis Rosebrough

Dennis, Denny, Dad…I learned a lot from him. He was a true hustler, a real entrepreneur – always looking for something.  He grew up the youngest of five kids in a poor family but always had a determination to make something of himself and for his family.

As an X-ray technician, Denny went into the business of providing mobile x-ray machines. The company grew from scratch into a multi-million dollar organization, employing and helping hundreds of people.  

His son, Andrew, currently runs the organization and has been a best friend of mine since we were kids.

Principle One: See people as people

It doesn’t matter who you are, where you come from, your race or your color.

Denny had a heart of gold. Treating everyone equally was his strong suit. He came from a poor background and moved into a position where he could afford to take care of himself and his family.

Regardless of where he was in his life, he was kind to everyone. He just connected with people. He reached out to those who were different. He was always humble and eager to learn.

I remember a time when I was 16. My family was going through some financial difficulties to the point where we were evicted from our home.

My mom and brother moved in with one relative but because of the location of my school bus stop, I moved in with another relative. I  slept on a bunk bed in their laundry room.

When Andrew found out, he talked to his Dad. Denny, without even thinking about it, invited me to move in.  Both my Mom and I remain super grateful for their guidance and assistance. I was loved and cared for and welcomed into the family.

It was a lesson in learning to look at other people as individuals and to help them and to care for them. I think it is a lesson that can apply to how we, as sales reps, entrepreneurs, and business owners conduct ourselves as well.

Principle Two: Be willing to give

Sometimes we don’t give to others because we don’t see anything for us in return. Denny didn’t think that way. He would give regardless.

He once gave his car to a woman at his church who had five grandkids and an unreliable car. He had the means to do so, of course, but that doesn’t detract from the fact that he gave without expecting anything in return.

He gave without any desire for compensation but received so much in return just the same.

Give willingly. Give without expectation or strings attached. Give from the heart.

Principle Three: Dream big

After high school, I moved back in with my family for a few months before leaving to serve on two-year mission trip. When I returned home from that trip, Denny took me out to dinner and gave me a book.

It was his testimonial – how he started his business, the vision he had for his life and for his family, and his experiences. He wrote it all down and he shared it with me because he had faith that I could have the same success.

It is also when he gave me the, now very tattered, Think and Grow Rich book.

Denny taught me that I needed to plan and that I needed to have vision; a higher vision for my life.

We often have a low level of thinking where we doubt our ability to achieve bigger things in life. But Denny, and that book, helped me see otherwise.

It helped me in college, and it helped me in my performance. Then, it helped me run for student body president, helped me in my business career, and it helped me in sales.

It helped me have a higher level of thinking. I realized that I could be successful too. It helped me to think and grow rich.

I saw where Denny had come from and how much he achieved. I wanted a life and a family like his. I want to be be able to help others the way he did and to see people for who they are.

Principle Four: Work Hard

Denny taught me to work hard. He taught me about business. He hustled and he worked and he stayed up late and took the odd shifts as his company grew.

Denny passed away this weekend and I know his spirit will remain in the many things he has taught us all, the individuals he has touched, and the legacy he has left behind for his family.

At the time, I encourage all of you to think about the legacy you will someday leave behind. I hope the principles I learned from Dennis can help guide you along your path.

“Say Goodbye to a Legend” episode resources

This episode is brought to you in part by our TSE Certified Sales Training Program, which teaches you to improve your sales skills, find more customers, build stronger value, and close more deals.

The next semester begins in April.

If you’re not familiar with the TSE Certified Sales Training Program, it’s a program designed to help brand new sales reps, as well as those who have been selling forever. The 12-week module offers videos you can watch at your own pace, as well as the option to join a group discussion. It’s broken into three sections: finding, building value, and closing. It’s amazing and it’s fun!

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.

The episode is also brought to you by prospect.io, a sales automation platform that allows you to send cold emails in a personalized manner. To find out more about how it can help you automate your sales process, go to prospect.io/tse. Your prospecting will never be the same.

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.

Andrei Mincov, Great Sales Leader, Donald Kelly

TSE 1044: Sales From The Street: “Being A Great Leader”

Andrei Mincov, Great Sales Leader, Donald KellyIt’s impossible to overstate the importance of being a great leader when you’re working to build a team or an organization into something that will change the world and make things better for people.

Today’s guest Andrei Mincov founded Trademark Factory in 2013 to help entrepreneurs secure the legacy of their brands and preserve their hard work.

Teams

As you grow your team, as you grow your business, as you grow your dream, as you grow your vision, there comes a time when the leader can’t come up with all the ideas.

In order for the organization to grow, leaders need team members who help generate ideas and who provide initiative to improve things.

You’ll likely have some team members who simply have marching orders or tasks. Others will be responsible to help you move the organization forward.

Those team members will have to have vision. They’ll operate from your inspiration.

Hiring

Finding those visionary team members is different than hiring task-based team members.

Andrei uses small, unique tasks to help make hiring decisions simpler. He might, for example, offer a jpeg with a typo or error in it and ask prospective employees to find the error. The intention would be to measure the candidate’s attention to detail.

He might also ask the candidate to build a video or a graphics project.

This process helps him narrow the field because not every candidate is willing to jump through the required hoops to get the job. It also helps him determine who actually has the necessary skill set to accomplish the work.

Without poring over countless resumes and applications he can narrow the field to the best candidates.

If candidates aren’t excited enough in the beginning to show you what they can do for you, how excited will they be after they are hired?

Growth

Leaders must have a compelling vision in order to grow a company. They should also likely have a track record of successfully accomplishing goals.

Conveying thoughts and messages won’t be enough to lead well. Leadership demands action and results.

People will follow leaders who have vision and a successful track record. The better your business and the better your track record, the more likely you are to attract great people to surround you.

Andrei shared that animals in the zoo don’t care about ticket sales. They care about food and comfort and safety.

Your team members are similar in that they care about basic things like provision and comfort. While you probably want them to have full ownership in your business, they likely never will.

Your role is to provide enough vision for them to recognize that aligning themselves with your goal will benefit them personally.

Building

Smaller companies often fail to see that they are capable of building something that matters. They may have a really cool team or a really cool business and they assume it’s a fluke. They don’t take themselves seriously enough to worry about protecting their businesses.

What steps would you take to protect yourself and your business if you knew that you would definitely succeed?

This issue boils down to leadership, because if you don’t have a vision of growing your company into something substantial, you’ll miss an opportunity.

Great leaders like Steve Jobs and Jeff Bezos know that they are building something that can change the world. They are building something that will help a bunch of people do a bunch of great stuff.

When you have a vision toward the path to greatness, people will follow you. Do something that people will remember years from now.

“Being A Great Leader” episode resources

You can connect with Andrei and his team trademarkfactory.com. If you have a brand you’re interested in protecting, you can schedule a free call with the team to determine the next steps in your process.

This episode is 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.

This episode is also brought to you by the TSE Certified Sales Training Program. If 2018 wasn’t the best year for you, check out TSE Certified Sales Training Program. We 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.

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.

Stacey Hanke, Donald Kelly, The Sales Evangelist Podcast

TSE 1006: Immediate Steps You Can Take To Begin Growing Your Influence

Stacey Hanke, Donald Kelly, The Sales Evangelist PodcastIn today’s episode of The Sales Evangelist, we discuss the immediate steps you can take to begin growing your influence.  Whether you are in sales or not, everyone, at one time or another, needs to increase their influence.

I’m reminded of a coworker of mine who really knew how to connect with people. Tom had that ability to influence others.

He just understood people and prospects and he knew how to speak to them. He could point out potential problems before they became problems. As such, when he spoke, his clients listened. He was respected.

My guest today, Stacey Hanke, is here to talk about how we, like Tom, can grow our influence. [00:01]

Stacey is the author of two books, a Certified Speaking Professional, and CEO of StaceyHanke, Inc.

Stacey and her team work with directors, to C-Suite, and with sales professionals to make them more aware of the level of influence they really have versus they level of influence they believe they have. They accomplish this with keynotes, with mentoring, and through workshops.

They increase awareness by giving practical how-to advice so their clients know how to use both verbal and non-verbal methods of influence every day of the week. [03:25]

Influence: What it is and what it isn’t

Stacey has worked with a lot of individuals and organizations over the past 16 years. And though she sees it happen quite often, Stacey believes that influence is not something that you should turn on and off.

For example, you’ve got a high stakes phone conversation, meeting or sales pitch and you decide to ‘turn it on.’

There’s nothing authentic about that. There’s no integrity to it. [04:46]

Influence is when your verbal and non-verbal communication remain consistent at all times and in all situations. It is congruent with your priorities and purposes.

Influence is having the ability to move people to take action long after the interaction has occurred.

It takes discipline and hard work. It is hard because we often get caught up with worrying about how we are perceived. Will they like me? Am I going to say the right thing?

Switch your thinking. What is important to my client? What is their experience with the topic? Why is this conversation happening?

To really drive home the value of your product or your service – whatever you’re trying to influence the person to act on – it first has to resonate with the client. [05:36]

So, be genuine.

Stacey recently helped a client to realize that he was putting more time into marketing materials and PowerPoint slides than into the actual delivery of the product. It is not the experience his clients were looking for. [06:46]

Feedback: Why you need it.

As a sales rep, one of the first steps to increase your influence is to ask for real feedback. You have to plan for it and ask for it.

Ask someone who you can count on to tell you the truth to listen to you as you practice. Ask them to listen, pay attention and give you feedback. When you can prepare in this way, the person providing the feedback is more likely to be direct and constructive with their comments.

We don’t need to be told how great we are.

We have to figure out our weaknesses in order to grow. It takes discipline to handle feedback and even more discipline to act on it. Don’t sabotage yourself by asking a subordinate or someone who is likely to tell you what you want to hear, instead of what you need to hear.

Put your pride aside. Strive for honest answers. [07:39]

Stacey has encountered many in her workshops who are hesitant to pursue feedback. She attributes this to the stigma that surrounds feedback as meaning you’ve done something wrong.

Feedback instead means that you are already doing well. You wouldn’t be in the position you are in if you didn’t know what you were doing. Feedback provides opportunity to become even better. It encourages constant growth. [09:41]

Leadership

In a study conducted by Joseph Folkman of over 51,000 leaders, it was realized that leaders who frequently ask for feedback rank in the top 86% for leadership effectiveness. On the other hand, leaders who rank in the bottom 15% for leadership effectiveness are in the bottom 10% when it comes to asking for feedback. [10:20]

So how does this translate to working with a prospect?

Stacey reaches out to her clients every three or six months to find out what has been working for them during that time. She frequently asks her clients why they continue to work with her team. What keeps them coming back?

Then she flips the coin. What can her team do to make things easier? How can they provide more value on a long-term basis?  This allows the client to tell you how best to upsell them by letting you know what other services they might want or need.

Your clients can disappear at any point but if you deliver the value that you promise and you truly care about your clients, then the ability to upsell based on their feedback provides a service to them. [11:31]

Being influential is not the same as being manipulative. The more you practice asking for, setting up, receiving, and dealing with feedback, the more you’ll start to crave it.

It sounds crazy but sometimes the feedback is completely different from how you felt during the conversation or how you thought you came across.

Sometimes feedback can be harsh.

But the toughest feedback often comes during periods of growth or transition. You might hate it at the time but it will help you grow. [13:42]

Get comfortable with becoming uncomfortable

Feedback can be hard to embrace if it requires a change that takes us out of our comfort zone.  Make feedback common practice. You can apply it to everything in life. The more uncomfortable you get, the faster you grow.

Once you get over the hurdles, once you stop hitting your knees every time, you will start to see improvement.

Staying in our comfort zone only makes us lazy. Resting on our laurels or believing that we already know everything comes across in our performance.

When you are feeling strong and landing deals, Stacey says that is the time to feel uncomfortable. Work hard even when times aren’t tough.

Imagine going to the gym only when you want to lose weight. It isn’t going to last. It is too painful.

Instead, be consistent to get consistent results. [17:09]

Talk to your clients like you would talk to a friend. They don’t need somebody pushing a product down their throat. They want someone who is trying to meet their needs so ask how you can do that for them.

  • What is the best way to communicate with them?
  • How frequently do they want to hear from you?
  • When can you call or email them next?

To have more influence from a personal standpoint, try seeing yourself as your audience does.

Record yourself on your phone. The level of awareness that develops from observing your own verbal and non-verbal cues can be truly eye-opening.

Everything about our behavior translates into the experience that people have with us. Influence doesn’t happen during the conversation. It happens after the fact. Focus on your thoughts. [20:26]

No eyes? No talk.

Focus your eyes on a single point and practice as if you are speaking to individuals there.

When you focus your eyes, you become focused in your thoughts.  When you lose focus on the point, you will find that you also lose your train of thought.

Make every interaction purposeful.

When you are trying to connect with someone, only speak to them when you can see their eyes. Make it a meaningful conversation.

Anytime you need to look away, stop talking. It creates trust. Without trust, nothing else matters.

You save time when you stay focused and speak less. [22:30]

Many of us forget that the people we are trying to influence may not be as excited about our years of experience or about our product as we are. If you only have two or five minutes with a client, think about how to provide the greatest value in the shortest time.

Make it memorable for them. They don’t have to say ‘yes’ today but you can increase their interest today. Let them know how to reach you tomorrow. [24:31]

Consistency

If you want to use social media to increase your influence, be sure to be consistent among the platforms.

Stacey cites the common problem of using cellphones to send emails, namely, that disclaimer at the bottom to ‘please forgive any grammatical errors.’ Why would you ask a potential client to do that?

Influence comes through with everything we do.

Be sure your messages are consistent. Don’t bash other companies. Remember that your tone of voice does not convey to the written word. Avoid the risk of coming across as unprofessional.

Think before you post.

“Immediate Steps you can Take to Begin Growing your Influence” episode resources

Connect with Stacey and check out her available resources at staceyhankeinc.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. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

This episode is 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.

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.

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Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

TSE 901: The Authentic Leader Model and Making Better Leaders

Dr. James Kelley, Authentic Leader Model, The Sales Evangelist Podcast

Authentic leadership involves understanding that everyone has a unique journey, and everyone brings some kind of baggage to the office. You don’t have to understand the baggage; you simply have to understand that they have it.

On today’s episode of The Sales Evangelist, Dr. James Kelley, professor of marketing, talks to us about authentic leadership, his authentic leader model, and about how adversity creates better leaders.

Dr. Kelley hosts the podcast Executive After Hours, and he noticed a recurring theme that occurred during his podcast conversations: adversity changes people.

Growth from adversity

Dr. Kelley recounted the story of Joe Burton, who became the COO of McCann Erickson Worldgroup by the time he was 40 years old.

He was unbelievably successful, but he was miserable. He was aggressive with his employees, unhappy with his wife, and his body was physically breaking down.

When Joe inventoried his life, he realized he had lost his twin sister and his older sister within the span of two and a half years. He had also lost his dad about 12 years earlier.

The sheer amount of adversity caused him to reflect on his life, and it led him to launch Whil.com, a company that specializes in mindfulness. His own adversity transformed his life and made him more aware of his challenges, and it set him on a new path.

Likewise, Bridgette Mayer owns an art gallery in Philadelphia. She grew up in a crack house with six siblings until she and two of her sisters were adopted by a single family.

Her older sister committed suicide and the younger one landed in drug rehab. Bridgette, meanwhile, graduated from high school and then college, and then opened her own gallery.

So why did Bridgette succeed where his sisters hadn’t? She says it’s because she embraced adversity and reframed her challenges as opportunities. She had the right people around her at the right time to give her the right advice, and she was willing to listen.

Dr. Kelley believes that our adversity connects us to other people.

When he was in sales, he quickly learned that personal stories connect people faster than almost any other tool. Relatable stories like death or divorce create an instant bond that establishes immediate trust.

Dr. Kelley’s leadership model

Grab a piece of paper and a pencil.

Draw a medium circle and write the word ‘crucible’ inside. Now draw a circle outside of that, like you’re drawing a bulls-eye.

At the top of the outer circle write ‘self-awareness’ and leave the bottom portion of the outer circle empty.

Then draw one more circle on the outside of the first two, and write the words ‘compassion,’ ‘integrity,’ and ‘relatableness’ in that circle.

Dr. Kelley’s leadership research suggests that when people embrace their adversity or their crucible moment, their framing of that moment determines the effect it will have on their future.

Most people treat adversity as something that happens to them instead of viewing it as an opportunity to learn something new.

Those who frame adversity in a positive way, though it might take six months or a year, deepen their self-awareness.

They discover that they actually want to treat people with respect. They want to have compassion for people and relieve their suffering.

As your self-awareness grows, you move out into the model a bit, and you eventually discover that you’d like to live with a little bit more integrity and honesty. Because that’s how you want to be treated, you discover that it’s the best way to treat others.

You discover that as you have hard conversations that demand honesty, you build trust and loyalty, and you discover that relationships play a very significant part in your life.

As you learn to embrace relatableness, you seek ways to create micro-moments and meaning.

Without a growth mindset, you have self-awareness but nothing to do with it. When people embrace a learning mindset, that’s when they start to develop.

You become a much more authentic person and you spend every day trying to improve yourself for you rather than for anyone else.

Evolving people

You have to know that people have bad days.

If you see an empty water cup on an employee’s desk and you refill it, you’re demonstrating compassion and kindness.

Those micro-moments develop trust and compassion and integrity, and the return-on-investment is much greater than in companies that don’t embrace this culture.

If we take care of the employees first, they will take care of the organization.

Dr. Kelley believes that hiring a coach is the key to understanding your own adversity. He believes that evaluating your adversity and figuring out what you’ve learned that you can take forward is the key to success.

Being able to admit that you don’t know everything and surrounding yourself with people who can help you achieve your goals will help you better embrace your adversity.

“Authentic Leader” episode resources

You can connect with Dr. Kelley at his website, or email him at james@drjameskelley.com.  Find The Crucible’s Gift: 5 Lessons From Authentic Leaders Who Thrive In Adversity on his website or on Amazon.

The Sales Evangelist Hustler’s League is our online group coaching program designed to help sellers of all levels. We help sellers who have been selling for years as well as those who are new to sales.

Last semester, we focused on building value, and we’re beginning a new semester in the fall. To find out more or to apply, visit the Hustler’s League.

If you’d like to learn more about video and how to include it in your sales process, 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. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

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Barth Getto, Donald Kelly, The Sales Evangelist, Leadership

TSE 899: Sales From The Street-“Your Legend”

Barth Getto, Sales From The Street, Sales LeaderLeadership is difficult. Even when the people you’re leading have something in common, it’s tough to lead a varied group of people. Leading a group of independent, free-thinking employees presents a unique challenge, but it’s one that allows you to leave your mark.

On today’s episode of The Sales Evangelist, Barth Getto, president of Empowery eCommerce Cooperative, talks about the challenges of leading a varied group of people well. Barth, who leads a collection of independent entrepreneurs that sell in the eCommerce space, says you must learn to motivate and encourage.

Lead by experience

First and foremost, it’s much easier to lead a group of people when you have experience doing their job. If you’re the VP of sales, it will be easier to lead a sales team if you’ve sold the product yourself.

People look at you differently when you’ve walked in their shoes.

You also have to set very specific goals and hold people to those goals.

Salespeople want to be told when they’re doing well. They don’t mind being told when they are doing poorly if they’re being measured fairly.

Realize, too, that you can motivate so much better by giving positive feedback than you can by giving negative feedback.

Be a confident leader

When you’re a leader who isn’t worried about losing your leadership position, that confidence allows you to operate differently. You relax a little more.

Some managers see capable people as a threat to their own positions. They fear that if they give too many public accolades to another person in the organization, they’ll lose their job to that person.

Barth said his goal is to make sure his employees are so well-versed in how the company runs that they won’t miss him when he leaves.

As a leader, the leaders he raises up are his legacy. He trains them and gives them all the tools they need to succeed. It’s a selfless idea: striving to benefit everyone instead of just yourself.

Every time he has left a company, it has done well in his absence.

Seek group input

There’s no such thing as a perfect decision. The best you can hope for is to analyze all the information you have and make the best decision you can.

No one has all the answers to any issue, and that’s especially true in eCommerce.

It is possible, however, to improve your odds by including others in the process.

Be direct

Issues are easier to identify when you have a good CRM in place and a good tracking system so you can provide examples to your team members.

When issues arise with people on your team, tackle them head-on. People who know you care about them will be open to discussions about their performance.

Allow them to be part of the discussion. Ask them where they believe the problem is occurring. Treat it more like a consultation than an accusation.

Again, this is why experience in their job gives you credibility because you’ve personally done the work they are doing.

Also realize that sometimes releasing people from a job that isn’t a good fit is a kind act.

Enjoy the work

Building leaders is rewarding work, especially when you lead a varied group of people. Barth compares it to watching a child grow.

As your team gels and solidifies, you watch the organization move forward and find more success and learn from its mistakes.

The goal, he said, is to watch people blossom and then step out of the way to let them lead. In short, when you lead well, you’re working yourself out of a job.

Once you’ve had success, it’s easy to find another organization that needs your help, and then you get to have the experience again.

Be positive. Give your team a shot in the arm. Do things together outside of just selling.

Understand how your people like to have information shared. It’s easy to have a conversation with someone who knows you care about him.

“Your Legend” episode resources

Connect with Barth via email, barth@empowery.com. If you’re a listener in the eCommerce space selling through any major marketplace, Barth would love to talk with you about becoming a member of the cooperative.

The costs are nominal but the benefits are huge. The co-op provides a support network — a sort of safety net —  and helps you sort through the wild-west aspect of eCommerce.

Grab a copy of the book Turn the Ship Around that Barth mentioned during the podcast.

If you think you might benefit from more stories like these, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

Authentic Leader, Paula Stafford and Lisa Grimes

TSE 796: What Does It Mean to Become an Authentic Leader and How Do I Do It?

Authentic leaders make themselves vulnerable. They value transparency and they connect with their teams. Authentic leaders understand that they must show up and be present in their leadership roles.

In today’s episode of The Sales Evangelist, we hear from Paula Brown Stafford and Lisa T. Grimes about the importance of authentic leadership. In their book, Remember Who You Are,  they address the trifecta of success, fulfillment, and balance that each of us seeks.

Instead, we should seek to develop a self-awareness and define who we truly are.

  • Authentic leaders are vulnerable. 

Take responsibility when you make mistakes. If you aren’t making mistakes, you likely aren’t pushing the envelope enough.

Connect with your employees. Be human. Be willing to take a chance and put yourself out there. We often try to cover our insecurities instead of owning them. Share your adversity with your team.

  • Authentic leaders are confident.

You will likely be asked to step into a role that feels foreign to you. Maybe you’re asked to be a sales leader despite the fact that others are better at sales.

Confidence develops around risk-taking, failure, and perseverance. When you take risks, fail, and then overcome those failures, you build confidence. Sometimes the person you must prove your abilities to is you.

  • Authentic leaders differentiate themselves.

Find your calling card; something that sets you apart as unique, whether as a sales professional or a leader. Maybe it’s your love of hot sauce that clients remember.

Give people a way to connect with you.

  • Authentic leaders develop self-awareness.

Be honest about your own struggles. If you tend to be defensive in meetings, write the letter “D” on a piece of paper every time you feel defensive. Trace it, rewrite it, decorate it, but don’t stop focusing on that letter until the moment passes in the meeting.

If you’re irritable, make it a letter “I.” Develop self-awareness, and then develop the discipline to address the things you need to fix.

Episode resources:

Learn more about the trifecta and about authentic leadership in Remember Who You Are, available at https://habergeon.com/book/.

“The challenge of leadership is to be strong, but not rude; be kind, but not weak; be bold, but not bully; be thoughtful, but not lazy; be humble, but not timid; be proud, but not arrogant; have humor, but without folly.”

 

Donald Kelly, Sales from the Street, Leadership

TSE 779: Sales From The Street-“Personal Invite”

Donald Kelly, Sales from the Street, LeadershipNot getting the results you’re looking for? Are your activities not getting a lot of turnout? 

In today’s episode, I share about how my involvement as a bishop in our congregation has taught me to personalize my message, my struggles, and how this non-traditional sales situation has helped me in my career as a sales professional.

ROLES OF A LEADER IN AN ORGANIZATION

As a leader in any organization, you have to grow your organization. Sell the concept. Continue to bring people back and keep them inside your organization.

Send emails to different groups. Invite them to activities.

BUT WHAT MAKES THE BIGGEST IMPACT?

  • Personal invitation – Send personal text messages to individuals and not to multiples. Make personal phone calls. Take the opportunity to know each individual.
  • Role assignment – Get people involved in your activities. Say for example in a sales demonstration, have them invite other people.

THE POWER IN PERSONALIZING YOUR MESSAGE

Figure out a way to capitalize on personalization. Drop a personal email when it’s someone’s birthday. Share something valuable when someone gets promoted.

Notice a greater increase in your activities’ attendance. Get bigger results!

Episode Resources:

The 12 Week Year by Brian P. Morgan and Michael Lennington

Check out the TSE Hustler’s League.

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

Deb Calvert, Stop Selling and Start Leading, The Sales Evangelist

TSE 763: Stop Selling & Start Leading Movement

Are you just selling or are you leading? During this interview, Deb Calvert shares with us why the movement of becoming leaders in the eyes of our prospects is so critical. Listen and learn why and how we should do this.

Deb is an activist in the sales arena, specifically around the idea that we have to stop selling, and start leading. Today, she lays out the blueprint if you want to be successful in selling.

Here are the highlights of my conversation with Deb:

What is the Stop Selling and Start Leading Movement?

Leadership behaviors get you in the door. They make you stand out to buyers. They help you close more sales.

Bad Selling Habits:

They tend to adopt behaviors that make them seem pushy and obnoxious. It makes them seem selfish,  greedy, and money-motivated exclusively. It also makes them seem that they don’t listen well.

Leaders influence, inspire, and guide people to an exciting new place full of possibilities.

5 Practices of Exemplary Leadership

1. Model the Way

You set the example. You’re credible.  You know what you’re values are. And you align your actions accordingly with your values. You are consistent and predictable because people know what you stand for and they believe in you.

2. Inspire Shared Vision

Leaders breathe life into a vision. But it’s not only their own vision, it’s shared. It’s something that others have participated in. They struggle to make that vision into a reality because they believe in it so powerfully.

3. Challenge the Process

This means being restless. Leaders always ask what’s new, what’s next. They’re afraid to innovate and experiment and take some risks. They challenge themselves and others to look at things in different ways. They look at the bigger picture and not just getting mired in the status quo.

4. Enable Others to Act

Leaders collaborate with people. They dignify their decisions and listen really well to make sure they’re together and understand what they’re looking to do. Leaders allow people to contribute. They don’t just do work by themselves.

5. Encourage the Heart

Leaders pour courage into someone’s heart. They celebrate and share the victories and values they recognize. And when the going gets tough, they’re right there to support and encourage.

How to Be Credible and Build Trust:

DWYSYWD – Do What You Say You Will Do!

Deb’s DISCOVER Questions:

1. Buyer wants sellers to answer their questions in a timely and relevant manner.

2. Buyers want a two-way dialogue. They want sellers to ask them questions that makes them participate in creating what they want so they can share insights and put their imprint on solutions sellers will later offer.

Deb’s Major Takeaway:

Leadership is not the same as management. It’s not reserved for an exclusive few with certain characteristics.

Leadership is for everybody. It’s nothing more than choosing a certain set of behaviors that help you to be more influential and allows you to guide other people that cause other people to willingly choose to follow you.

Leadership is easy access for anybody who will choose to step into their full potential as a leader and liberate the leader inside themselves.

Episode Resources:

Get to know more about Deb on @PeopleFirstPS and Stop Selling Start Leading.com

Check out her book, Stop Selling, Start Leading

Check out the TSE Hustler’s League.

Karl Sakas, Donald Kelly, Mad Man, Best Sales Podcast

TSE 563: Eliminating Growing Pains Through Operations, Strategy And Leadership Advice

 

Growing pains are tough but what if you had a way to eliminate those through operations, strategy, and leadership advice?

Karl Sakas is the President and Founder of Sakas and Company and today, he shares with us some great insights into making your company more effective through eliminating growing pains, things which you can apply to your own sales and marketing.

Some of Karl’s clients have compared him to being the business consultant of Don Draper in the series Mad Men. That said, Karl is a business consultant and coach to owners of marketing agencies around the world. He helps people use systems and process to overcome human nature.

Here are the highlights of my conversation with Karl:

Issues that cause growing pains:

  • Being too good at sales but no people to fulfill the work
  • You can have too much work coming in and you may not have people to fulfill it and this creates a problem.

“Prepare for the expected so you can improvise the unexpected.”

Have a list of sales exclusions in your scope document. Hear all the things you’ve talked about as possible and then once you start negotiating on the price, have a list of those things that the client wants to exclude and include them in your official contract and documentation so they’ve signed off to those exclusions to prevent headaches in the later part of the process.

Strategies to eliminate growing pains:

  1. Define your ideal qualified prospect.

Sort out who is ideal for you based on the following considerations:

  • Who has the money to hire you
  • Who are the people you like working with
  • Who needs your help and who wants your help

Once you’ve identified your ideal clients, do a “fast failure” on them. If someone is not a good fit, refer them elsewhere then move on. Don’t waste your time with people who are not a good match for you.

  1. Follow a process.

Without following a process, you end up getting into a leadership stage without realizing that your clients were not a good fit. For instance, you didn’t talk about the budget and then you’ve already sent a contract and they admit they don’t have the money or you’re probably talking with clients who really had no intention to buy.

The idea of the process is that you’re not moving forward until they’ve proven certain things about them.

  1. Do a pre-intake survey.

Before going on the phone with anyone, you want to be fairly certain that they are likely a good match. The goal is to sort out those who fit your services.

A pre-intake survey is a survey (using SurveyMonkey or Google Forms) Karl uses to elicit information based on these five questions:

  • What is your contact information?
  • Why did you start your business?
  • Are you leaning towards running a lifestyle or a high-growth business?
  • If you could wave the magic wand, what’s different a year from now or five years from now?
  • What questions do you have for me? And if you’ve worked with another coach before, what do you like and not like about the relationship?

People can fill out this form in ten minutes. Based on the responses, Karl is usually 80% certain about whether it’s a match or not.

When to implement this:

Once you’ve sorted out that they sound like a baseline match and they’ve already seen your price, set up a call. In that process, ask them to fill out your pre-intake survey in order for you to dive in deeper during your call.

Benefits of the pre-intake survey:

Frame it to them that this is a part of your process so this gives people a sense of how organized you are and how you have processes for things.

If someone doesn’t fill out the survey, it’s a sign that it’s not a good fit. So this is a way of qualifying your prospects.

Applying Improv Skills to Your Business

Prepare for the expected so you can improvise the unexpected. Karl too improv comedy classes which he found really helpful in learning how to improvise that significantly helped at business. If you’re not great at it already, sign up for an improv comedy class.

One of you can learn from improv that you can translate to sales is the ability to pay attention to other people around you. Because if you only think about what you want to say, you’re not paying attention to what your prospect needs.

Karl’s Major Takeaway:

Again, prepare for the expected so you can improvise the unexpected. It bears repeating!

About Karl’s book, Made to Lead: A Pocket Guide to Managing Marketing & Creative Teams

This book is great for people currently managing others and who want to manage others. If you’re an employee and have a terrible boss, leave a copy at their door.

Karl is giving a signed copy of the book. To get a chance to win this, simply go to our Facebook group, The Sales Evangelizers, and simply post this:

“Donald and Karl, I want the book!”

Episode Resources:

Connect with Karl on www.sakasandcompany.com

Karl’s recommended resources:

The Sales Development Playbook by Trish Bertuzzi

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

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

TSE 036: Effectively Increasing Your Sales Performance with Chris Rollins Part 2!

Post by The Sales Evangelist. Hey, hey, hey everyone, welcome to another great episode of “The Sales Evangelist Podcast”.  During this part two interview with Chris, we continue the conversation on sales and leadership. Here are some of the take aways:
  • Take control of your personal development/sales training by paying for your own sales training courses and live seminars. Don’t just wait on your company to provide training.
  • Don’t spend all your time focusing on what your competitors are doing, but focus on yourself. You don’t have control over what “they do”, but you do have control over “what you do”. If you focus on offering the best experience to your customers, you will not need to worry about what your competitors are doing.
  • The one competitor that we all need to worry about is the Status Quo!
  • Don’t ever be comfortable because of your success. You must ALWAYS seek to challenge yourself and improve on your very best.
  • Don’t copy others but be the best you that you can possibly be!
  • We must open our leadership lids and unleash our ability to effectively lead. Sometimes we just need a mindset shift to truly accomplish great success.
  • In order to find improvement and success, we need to embrace change.
  • Understand and realize the potential you have in yourself right now! You have to always be a student of your craft and always work to get better everyday.

Feel free to connect with Chris here:

Chris Rollins on LinkedIn

Rollins Performance Group Facebook 

RollinsPerformanceGroup.com 

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TSE 035: Effectively Increasing Your Sales Performance with Chris Rollins Part 1!

Chris Rollins

Hey, hey, hey everyone, welcome to another great episode of “The Sales Evangelist Podcast”.  During this episode I had the opportunity of interviewing Chris Rollins. Chris is a dynamic sales trainer and professional speaker. Chris is known as “The Sales Train Conductor”, because of his belief that “revenue drives the train” of an organization.

Chris and I had a very lengthy discussion on leadership and sales. Our conversation was so rich with practical information that I had to break the episode into two parts. Here are some of the major takeaways from my conversation with Chris:

  • It is important to have effective leadership and sales in order for an organization to grow. You should not focus on one over the other.
  • Everyone in the organization is on the sales team because the whole organization needs revenue in order to accomplish it’s objectives.
  • Unless you are willing to give credit to someone for your success, you should not pass on one word of blame to that person for your failure. You must take accountability for your actions and don’t seek to past blame.

Feel free to connect with Chris here:

Chris Rollins on LinkedIn

Rollins Performance Group Facebook 

RollinsPerformanceGroup.com 

MUSIC PROVIDED BY FREESFX

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