Category Archives for leads

Aaron Ross, The Sales Evangelist, Entrepreneur

TSE 1204: “Impossible to Inevitable”

Aaron Ross, The Sales Evangelist, Entrepreneur

How can salespeople turn the impossible to inevitable

Aaron Ross is the author of the book Predictable Revenue and a proud father to nine children. The book Predictable Revenue is called the sales bible of Silicon Valley. It changed how the fastest-growing sales teams are designed. The book talked about outbound prospecting which can be a very predictable way to drive appointments and if you have predictable appointments, you can create predictable revenue. It also talks about sales specialization instead of letting the sales reps do the prospecting. Managers must break the sales team into specialized groups to assess where they excel. 

Impossible to inevitable  

His new book called From the Impossible to Inevitable is the growth bible. It’s more for C-levels: the managers, executives, and the leaders who understand the few key reasons why a company gets stuck and won’t grow. The book answers three questions:

  • Why aren’t you growing as fast as you can?
  • How can you grow faster?
  • How do you keep it up?

This book touches on sales models and expands to lead generation. From Impossible to Inevitable will teach you the ways of the fastest-growing companies in the world such as SalesForce and Twilio. The first section of the book is called Nail a Niche as it addresses the hard truth that most companies are not ready to grow and that’s the reason why they don’t grow as much as they want. 

You can’t paddle downstream if you’re not even in the stream. 

Nailing the niche

When beginning a business, there’s the tendency of selling everything to everyone. But that doesn’t work. What it does to you is that you either have no customer or you have a bunch of customers who are a little bit of this and a little bit of that. An entrepreneur may sit back and ask which of the customers are easiest to close, or who is the audience that really needs me? It is important to define who needs you. 

Aaron was part of Salesforce, where he built an internal sales program. He left the team in 2006 and did what he wanted to do, like going into adventures and other things. Aaron also worked in a venture firm, then on a thing called Unique Genius, then on CEO Flow. 

He needed to focus on a niche and figure out where his expertise lies so that he could deliver the most value for his customers. He then thought of outbound prospecting. I wasn’t the general sales consulting.

For us salespeople, this can take a lot of testing, talking, and experimentation with companies to get the right package and the right pricing programs before you nail your niche and start to grow faster. Sometimes it can take a long time because we have all these unrealistic expectations on how fast it should happen. 

Do it as Twilio does it

Twilio is a platform company that provides a bunch of technologies. Twilio is used by many companies that build software or iPhone apps to power their message alerts and phone calls. For example, Uber uses Twilio to make an Uber phone call and text because it’s difficult and time-consuming to build it themselves. 

Simply put, Twilio is a platform that companies can use to do many things. The challenge when you are marketing something like Twilio is that it’s difficult to pinpoint the exact help it can offer to a company or a client. 

A salesperson must paint a specific picture for people to get it. Twilio researched to get into the minds of their customers, to understand and build empathy with their customers. 

The common corporate value which is to walk in the shoes of your customer is something that Twilio really lives by. The company put much effort into walking in their customers’ shoes to know what they want and what they are looking for. 

Salespeople need to remember this value at all times, whether you’re writing an email or making a call. You need to know what they need to get your message across. Another secret of Twilio’s success is to let all their employees have a taste of what it’s like being the customer. 

Specific targeting

Turning the impossible to inevitable is also a result of specific targeting. You need to be more specific in choosing your audience. It’s important to talk to fewer people that are relevant to your products or services. 

Having fewer people to talk to doesn’t decrease your number of opportunities. Your goal is to become the big fish in the small pond and specific targeting is the perfect way to do that. It’s harder to change your products and services but you can do the easier part: you change your targeting instead. 

Types of leads

Lead generation is the main driver for your growing business. There are three kinds of lead generation: seeds, nets, and spears. The seeds are relationship-driven leads, these include referrals, word of mouth, and friends/families. Since these are relationship-based leads, they are faster to close and with a higher rate. The downside is that it’s more difficult to generate. Word of mouth is hard to grow. 

The second type is the nets. These are marketing. You are casting a wide net which means you’re broadcasting one too many. These leads include a podcast, billboards, or online marketing. You get more leads in terms of quantity than in quality. 

The last type is spears which are prospecting. It’s when you have typically a targeted list. It’s smaller in number but you get better opportunities out of it. 

Businesses almost always start with the word of mouth but as you start to grow, you will want to venture into content marketing and prospecting. As a company, you need to know the kind of leads that bring in clients. Figure where you excel and put more effort into that first before you move on into other types of leads. 

Pick the one that’s right for you at first and do more of it. Do not do all the three leads at once unless you’re a huge company with millions of funding. It might take years for you to figure out what works best, it might take years for your sales design team to come up with a plan that works, but it’s all worth it in the end. 

One section in the book Impossible to Inevitable is a lesson from Mark Roberge, the CRO of HubSpot. He has hired hundreds of people and the number one thing they look for when hiring is coachability. It’s an individual’s ability and desire to learn and their ability to connect, change, and adapt. 

Companies who are expanding and hiring people should look at the coachability of a person. Aside from that, as a company, you also need to know the kind of roles you need. 

Small steps

If you are a startup business, start with the basics. The CEO starts selling, then he hires a junior person to do prospecting and appointment setting. After a few months, you can promote that person to closing or you hire a closer. You look at your company and you see that there are now two people selling, the CEO and the newly hired close. You also have the junior person to do the lead generation. 

Think of smaller steps instead of going too quickly and hiring the wrong individuals in the process. 

The social media is always surrounded by stories of fast success but the reality in sales and in business is that it takes years before you get to the top. 

Everyone is struggling especially entrepreneurs because it’s your job to struggle and solve problems. So the next time you are discouraged, just remember that many others are in the same boat. #Entrepreneur

“Impossible to Inevitable” episode resources

Connect with Aaron Ross on LinkedIn and check out his website Predictable Revenue. 

You can also reach out to Donald for your sales concerns and interesting stories via LinkedIn, Instagram, Twitter, and Facebook

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. Our next semester starts on November 8 and we would love to have you. 

The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. 

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TSE 1187: How do I deal with Unresponsive Inbound Leads

TSE 1187 How Do I Deal With Unresponsive Inbound Leads?

There are tricks on how to deal with unresponsive inbound leads. Dealing with people who come to your website and who give their phone numbers and emails but don’t want to talk to you doesn’t have to be difficult. It is true that many who visit your site want the freebies and they ghost you for reasons you can’t comprehend. 

The sales reps are frustrated because the appointment is not getting through, nor are the emails, or the calls. 

This happens because we’ve conditioned the buyers this way. We’ve taught them the concept of opt-in. They give us their emails for emailed permission-based marketing and we call them or mail them to get an appointment. Other companies are doing this as well and buyers know the pattern and are now looking for ways around it. They often give a bogus email address or an old one that they no longer check making it next to impossible to get in touch with them in the first place. 

Deal with unresponsive inbound leads 

There are two ways to deal with unresponsive inbound sales. The first one is connected to marketing. Examine what you’re offering to the prospects and extend your offer beyond your freebies. They may not be ready to purchase yet and they just want to review your offer so give them something else they can munch. Include another link to something else within your gift. Try to put an invite to your webinar. They can click inside the opt-in to see what the webinar is all about. Engage them further and nurture them into actual leads. 

Give them something a little bigger, perhaps a one-on-one free consultation session or your phone number. Turn the opt-in into a strategy session to be able to talk to your prospects. 

For qualified leads, engage them further by giving them more information. They will qualify themselves and they will give you their phone number and have a conversation with you. Once they go to your webinar, they become converted leads which allows you to give them a pitch or offer your product for 15% off. 

Give the prospects what they want in order to get what you want. #SalesTips

Give them the piece of content and education on the webinar to get the conversion going. As a salesperson, deal with unresponsive inbound leads by giving them what they want first.

You can also use a thank you page as a dual opt-in or a webinar sign-up page to further turn your unresponsive inbound prospects to interested prospects who want to learn more about the business. 

Stop the old school strategy 

Deal with unresponsive inbound leads by letting go of your old school strategies. Stop sending a generic email which contains the usual information about the company, the features and benefits of the product, or the invite for a phone call or appointment schedule.  

Emails such as these are long and asking them for a phone call at the end of it is a huge jump. 

Shorten your email and change your subject line. Go for simpler yet impactful opening such as, “Did you get the download for this or that?” The recipient will see your name, your signature, and all the other necessary information and he is bound to answer a resounding Yes. They need to recognize you as an individual. 

This is when you ask! 

Ask your question when they’ve already responded to your previous mail. If they reply with a Yes, ask them for a phone call to answer any questions they might have. If the prospect shows interest and gives his phone number then quickly respond by giving a phone call. The key is to follow up right away. 

Have a 2-step strategy for prospects who are not ready to buy right away. Make it your goal to make them reply to you before you ask them to have the sales talk with you. Remember that buyers these days are cognizant of opt-ins so warm up to them by using this 2-step strategy. 

If you’re doing insight sales and you’re responsible for all inbound sales, you might want to ask them what prompted them to download the content. Do what you can to engage them in a conversation. 

“How Do I Deal With Unresponsive Inbound Leads?” episode resources

Build stronger value and have more meaningful conversations with your prospects. Close more deals and challenge yourself to go out and do big things every single day. 

For sales concerns, you can connect with Donald via LinkedIn, Instagram, Twitter, and Facebook

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 modules and you can get the first two modules for free! 

If you like this episode, don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

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! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

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Inbound Leads, Marketing, The Sales Evangelist

TSE 1177: Our Inbound Leads Are Causing More Work Than Good Sales

Inbound Leads, Marketing, The Sales Evangelist

Often, you hear salespeople say, “Our inbound leads are causing more work than good sales.” It’s always on the question of who should follow up on inbound leads and how to go about it effectively.

Many small organizations are having a hard time utilizing their inbound strategies effectively. We don’t have all the variables and all the situations within an organization. Still, we can assume that there are three people on a sales team. 

The sales team

Assume that a sales team is composed of three people: the marketing person who does almost everything, the junior assistant who helps with content creation, and the outsourced person who does the marketing strategies. Among the three, who should follow-up the lead? 

Not all leads are created equal. This means that before deciding who will follow up the lead, the lead should be evaluated first.

You don’t want your salesperson pitching to a lead that in the end would go to another competitor. 

Do a pre-qualification 

Do a pre-qualification in your organization to know if the people you are going to have the conversation with are ready to consider the deal. Set a benchmark and rules for what you consider a marketing quantifiable lead. Consider the following questions: 

  • What is considered a sales qualified lead?
  • What is the KPI of your organization? 
  • How many new inbound leads do you want to get per quarter/per month?
  • How much money do you want to generate from those leads?

The answers to those questions will lead you to your ideal customer. It would also help you identify the triggers that qualify them to be a marketing quantifiable lead and a sales qualified lead. 

The work is far more efficient because when a lead comes in, your salespeople can vet them and follow the pre-qualification factors you’ve set to see if the lead can generate new business for the organization. This is also helpful in maintaining your current customers. There’s no time wasted in sifting through leads and trying to figure out which one works and which one doesn’t. 

Create a system

Create a system to efficiently manage the workload. The marketing team can do the pre-qualification to increase the odds of the lead being converted into something real. Whenever a lead comes in, let marketing take a look at it and check the website and the title of the person. 

Then let the intern or junior marketing rep take over the other tasks like looking into LinkedIn, HubSpot, Marketo, or other platforms you have to find the data that you can transfer into your CRM. 

You can then sign that into the sales team for it to become a sales qualified lead. The system prevents wasting time on people who aren’t real prospects. 

Marketing can help fix the problem of having to go back to the beginning of the funnel and pre-qualify the leads again because they’re not yet ready then. 

  • Fix your content
  • Develop a good strategy
  • Make a drip campaign for people who are not yet ready 
  • Separate the marketing qualified lead and your sales qualified lead

Website leads matter

The sales team sometimes takes for granted the leads that they didn’t hunt for. A good example is leads coming in from the websites. Salespeople have this notion that they can get more of those so they ignore them. It’s the mentality that since they didn’t work for it, it doesn’t mean much. 

You must recognize that the organization spent thousands of dollars to get that lead. The organization paid for the marketing and the sales rep to produce content on your site. You have writers and you have graphics on your site. You have all the different infrastructure to make sure that your website functions. 

It is disheartening when a sales rep doesn’t take that into consideration when a lead comes in via the website. 

Whenever an inbound lead comes in, it is best to use your flow process to follow-up particular prospects. It should be written and put in your company’s playbook so that everyone can read it and use it with every inbound lead that comes in. 

Follow-up right away 

A stat from insidesales.com said that a lead that’s contacted within five minutes is 100 times more likely to convert than leads that are followed-up 90 minutes later.

When a lead comes in, follow up right away. You’re more likely to convert than if you wait. #SalesHacks

Strike while the iron is hot. 

Do a quick research and evaluate whether the person is real, see if it’s a true marketing qualified lead, and toss it over as a sales qualified lead if it ticks all the boxes. 

The sales team can take a quick visit to the person’s website, check their LinkedIn profile, and the pages they’ve visited on your site. 

Tools like HubSpot and Active Campaign allow you to see where they’ve signed up and the number of times they’ve looked at the pages. You can then use these data to have a meaningful conversation with the prospect leads. 

Focus on the people that matter

Include in your flow process the phone call and email for the first time then do the same things a day later. Connect with them on LinkedIn and share some of their content for seven full business days. 

Do the same things that you would do with a cold person. Nurture the lead and try to grab his attention. Even if they’re not ready now, then at least you can toss it back into the marketing pool and revisit it another time. 

With the right system and by focusing on the people that matter, your work is going to be minimized but the return is going to be much higher. Filter your inbound leads and let the marketing do the review. Recognize the good ones and toss them over to the sales reps to reach out and convert. 

“Our Inbound Leads Are Causing More Work Than Good Sales” episode resource

Email Donald for more questions or connect with him via LinkedIn.

This episode is brought to you in-part by TSE Certified Sales Training Program. It’s a helpful guide for sales reps and sales leaders to improve their pitches and presentations. It has 12 courses and you can get the first two modules for free! If you want to take your sales to the next level, then I recommend that you join us with our group coaching. Our next semester begins mid-September. 

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! 

If you’re a reader who loves reading and listening to books, you can also check out Audible as well and explore this huge online library with thousands of books. Register now to get a free book and a 30-day free trial. 

If this episode answered your concerns about why your inbound leads are causing more work than good sales then don’t be shy and give us a thumbs up and rating on Apple Podcast, Google Podcast, Stitcher, and Spotify. We produce podcasts weekly so make sure to subscribe to get more of these sales talks that matter! Share this with your friends and teach them how to subscribe as well. 

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Pipeline, The Sales Evangelist, Sales Coaching

TSE 1157: The Pipeline Hoax

Pipeline, The Sales Evangelist, Sales Coaching

 

The American dream or the pipeline hoax? The American dream is about owning a home or a piece of property that belongs to you. But homes are expensive and not everyone can afford the American dream. In the year 2000, people who shouldn’t have qualified for home-ownership started owning homes and this occurrence caused a worldwide crisis. 

The housing crisis connects to sales in two ways: greed and improper qualification. Bankers wanted to get more mortgages so they could sell these mortgages to the secondary market. The problem with this is that people who were getting houses were not qualified for the mortgages they got. The bankers did whatever it took to get people through the door. When prices went up, these homeowners fell short and eventually lost their homes. 

Sales pressure

As sales leaders, you face this situation often. You need to bring in the dollars, and you’re judged based on how much money you can help the company make. Sales reps are expected to have as many deals as possible in the pipeline. This is where the hoax comes in. 

Salespeople sometimes mask leads in later stages of the pipeline as opportunities. These deals don’t close because the people were never truly qualified. They don’t have the money or the time frame. 

Sellers are marking leads who are investigating, doing research, and window shopping as though they are opportunities. The sales reps may have 50 of these deals but only 10 truly qualified people. The sales reps keep adding these people to the pipeline because they’re told to add opportunities. The quality decreases because they’re adding leads instead of real opportunities. 

Similar to the housing crisis, the sales reps report these numbers to you. As the sales leader, you present it to the VPs and they make decisions based on the potential revenue sources. When the time comes for the revenue to start coming in, you look bad, the VPs look bad, and the company looks bad. As a result, someone is getting fired. 

This situation causes a crisis within the organization. Sales leaders take the fall because they’ve been deceived by the sales reps who try to sell leads as opportunities. 

Consistent education 

As sales leaders, it’s your responsibility to make sure that the pipeline hoax doesn’t happen again. Yelling at your sales reps won’t solve the problem. What you need is consistent education. 

One-on-one coaching time 

One-on-one coaching time with your sales reps is critical. Make sure to establish a distinct definition of a lead versus an opportunity. Don’t assume that sales reps know this because it’s in the sales handbook or in the orientation. Play it safe by reiterating it to the sales reps so that the quality of your leads won’t deteriorate. 

Watch the internal culture. Numbers are good but they must be the right numbers. Teach them that a proper lead is someone who shows interest, has the budget, and has a specific timeframe. Sales reps must be able to gauge this information in their business conversations. 

Give the sales reps a rundown of the important steps in the process. Print them and put them on their desks to keep the culture focused on quality. 

Sales leaders can talk about all these things with their sales reps in one-on-one meetings. Discuss these subjects with them, see how they take on deals, and don’t be afraid to identify and fix the problems. 

Role-playing 

Role-playing is another excellent method for educating your sales reps. 

  • Have your sales reps do a role-play of how they talk to their clients
  • Have your senior sellers who excel in their jobs demonstrate how they qualify their leads properly
  • Point out how and what should happen or how they go about getting the proper information. 

Doing all these things protects you from falling into the hoax. 

Re-education is the answer to an organization’s problem. When the sales reps aren’t asking the right questions and when they don’t understand what leads and opportunities are, they’ll bring in numbers that look crazy at the end of the quarter. 

Foster the proper culture in the organization so your sales reps will bring in the right numbers and close more deals. 

“The Pipeline Hoax” episode resources 

Take care of your sales team and help them improve. Learn more about that with The Sales Evangelist Certifies Sales Training Program. It’s a helpful tool for salespeople and sales leaders to help them improve their skills and abilities in finding the right customers, asking the right questions, and closing a great deal. There are 12 modules in all but you can get the first two modules for free.

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! 

Check out Audible as well and its thousands of books. Try it now to get a 30-day free trial and a free book. Go to audibletrial.com/tse

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Rob Kall, Cein, Quality of Sales Leads

TSE 1043: 5 Ways to Measure the Quality of your Leads, Pipeline, and Sales Talent

Rob Kall, Cein, Quality of Sales LeadsWhen you’re scaling an organization, it’s important that you’re able to measure the quality of your leads, pipeline, and sales talent. It important for business owners as well as sales reps, because simply adding people to the organization won’t necessarily result in more sales.

Today Rob Kall talks about the numbers that we might not be measuring and the importance of that data in helping your organization grow and improve.

Although they aren’t commonly measured, these data are the true drivers of your organization’s success.

Soft things

Many sales leaders believe that the solution to any sales struggle is to throw more bodies at it. Though that option may work sometimes, it comes at a cost.

Eventually, you’ll find that you aren’t getting that much more out of the machine despite the added personnel.

In response to that problem, Rob and his company spent a lot of time looking at how you can move to tangible measurements instead of making decisions based upon gut feelings.

They have identified 5 metrics to improve your company’s performance.

1. Lead quality

Leads are not created equal. If I have 1,000 leads and a 2 percent conversion to close, that’s a super easy way to measure.

But if I get a referral from my rich uncle, that’s probably a much easier sale than calling someone who has never heard of my business or product.

We fail to pay attention to these factors, but they are important. Unfortunately, they can also be difficult to determine.

Begin by creating a baseline.

If you find that of 1,000 leads you generated in the last period, you were able to generate 20 sales, you can measure a 2 percent conversion.

You can also evaluate your leads by industry and location.

Once you understand those conversions, you can identify the leads that are not likely to close and stop wasting your time on them.

2. Prospecting effectiveness

Prospecting results in a lot of “no” responses.

The only thing that really matters is engagement. As a rep, you must get a certain amount of engagement every day.

Some people do it with sheer numbers. Others send fewer contacts but they personalize the ones they do send.

Whichever approach you use, make notes every single time an activity results in something. When you do, you’ll begin to recognize patterns.

Your numbers might look great, but if the outcomes aren’t there, those numbers don’t mean as much.

3. True pipeline

Rob points to a concept he calls a critical deal.

Some companies do pipeline reviews on a weekly basis but others do it on a daily basis. It’s a chance to see how well deals are progressing.

Consider the following three factors:

  • Is it a big deal that matters? If it’s a $500 deal when typically your deals average $10,000, you probably shouldn’t even look at it. Is the significance there?
  • Is it a deal that is unlikely to close? Consider the probability.
  • Has something happened that would make you think it’s less likely to close? If you’ve had no communication with the customer or other indications that the deal may stall, consider those.

If these three factors aren’t there, you probably should focus on other deals. Move the critical deals forward and think about your deals in a structured way.

4. Product knowledge

On the rep side of the issue, reps must have product and industry knowledge. When you’re just starting out, you won’t have as much knowledge as those who have been there for years.

How well does this rep know the industry and the product? How does he compare to other reps?

Those with the best product knowledge won’t necessarily be the best performers. You can’t possibly know every single factor of the industry.

You simply must know enough to be credible. Those who haven’t reached that minimum threshold will struggle until they do.

Consider also closing ability or the ability to look at the last part of the deal.

When you get to the last stage of a deal, what happens? How often do you win? You’ll see patterns if you track this rate.

Does one rep have more of a killer instinct?

5. Engagement ability

If you are able to generate a lot of engagement, you’re probably a good communicator. You’re probably good at providing valuable information to the prospect.

Instead of measuring how the prospect responds to it, measure how much engagement the rep is able to generate.

Technology

The reality is that your sales team probably includes a few people who don’t have the right product knowledge and a few people that don’t have valuable leads.

You may have a few areas where your marketing team is spinning its wheels.

When you start addressing some of these shortcomings, you start to see amazing results.

By fixing the one thing that’s screwing you up, you unlock the potential for your sales organization.

Team mood

As a sales leader, you probably have a gut feeling about your team’s morale. You know whether they are optimistic or not.

When negativity is present, it will affect your team’s ability to sell. It will also affect your retention and your on-boarding.

Though no product is perfect, there are frequently just one or two things that are causing grief.

  • How do they feel about the materials they have?
  • How do they feel about coaching?
  • What kind of competitive pressures are they feeling?

You’ll likely identify multiple areas of improvement that will help your team perform better.

Limiting factors

Many limiting factors don’t simply add up. They multiply.

If you can improve it a little bit, even if you can’t perfect it, you’ll get results from that thing. If the rep doesn’t know the product, train him. If the team doesn’t feel good about the commission plan, explain it.

If your product isn’t ready for market, figure out what you can do to improve it.

“Measure the Quality of your Leads, Pipeline and Sales Talent” episode resources

Connect with Rob at cien.ai. It’s a reference to doing things 100 times. You can also connect with him personally on LinkedIn @RobertKall.

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.

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.

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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Leads, Inbound, Prospecting

TSE 922: Don’t Take Your Leads For Granted

Leads, Inbound, Prospecting

Sometimes sales reps neglect their leads. We stop doing the things we know we need to do because we assume things will continue working the way we expect them to. Don’t take your leads for granted.

On today’s episode of The Sales Evangelist, we’ll talk about the things that sales professionals sometimes neglect and why it’s so important that you don’t take your leads for granted.

This isn’t simply a sales problem; it’s a human problem. We do it with our families, with our homes, and even with the water that is always there when we turn on our faucets.

It isn’t until those things go away that we appreciate their value.

“Unicorn” leads

Some of us work for companies that generate leads for us and some of us don’t.

Those of us who don’t often get them tend to value those precious leads because they aren’t frequent. It’s not unusual, however, for those of us who consistently get leads to expect them.

Even worse, we allow ourselves to focus on the “unicorn” leads so that we aren’t interested in the others. We want those rare leads that have a challenge, that have money, and that are ready to buy right now.

When we get leads that aren’t as perfect as the “unicorns” we might push them away to focus on the better leads.

Maybe we hurry through the conversation and invest less of ourselves in their needs.

Rare leads

Sales reps who can’t depend on getting leads have to approach their leads differently. They aren’t sure when the next one will come, so they have to do their very best every time.

These sales reps ask appropriate questions and seek to gain a deeper understanding of the prospect’s needs. They invest time in solving the buyer’s problem. They seek to treat them as individuals.

“When you change the way you look at things, the things you look at change.” 

Wayne Dyer

 

 

The first sales rep discounts the lead because he expects others will come after it. The second sales rep invests time in nurturing the lead and listens to the prospect.

Maintain excitement for leads

Make sure you provide all your leads with the same attention and effort.

See them as people trying to solve problems for their organizations, and keep in mind, too, that they have personal goals as well.

Your lead might be trying to get a promotion, or she might need someone to educate her about the buying process. Your lead called you above everyone else.

Find out why your lead called your company. Not only will that be good information for your marketing department to have; it will give you important insight into the prospect and help you connect with her.

Change the way you look at things

You have to work at relationships, and leads are relationships.

If you work hard even on the leads that don’t seem like “good leads,” you’ll do what Wayne Dyer said and you’ll change the way you see those leads.

The same is also true for your team members.

If you’ll change the way you view your underperforming team members and try to understand the challenges they are facing and truly try to see them as individuals, you’ll be better able to help them.

Don’t take your leads for granted, and don’t take your team members for granted.

 

“Don’t Take Your Leads For Granted” episode resources

When it’s time to follow up with your leads, Prospect.io can make your followup that much better. It has literally changed the way I prospect, and I love it.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. Your prospecting will never ever be the same.

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

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

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

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Donald Kelly, Leads, Patrick Shaw, Rapidfunnel

TSE 918: Using Technology To Convert Leads

The Sales Evangelist, Using Technology to Convert LeadsEvery sales professional understands the importance of generating leads. In addition to those leads, we must focus on using technology to convert leads.

Today on The Sales Evangelist, Patrick Shaw will talk to us about using technology to convert leads. If we use technology and software, we can work smarter and not harder.

Patrick is the founder and CEO of RapidFunnel, a mobile-based permission marketing app created for direct sales, small businesses, and franchises.

It isn’t enough to just have leads; we have to build relationships with and nurture our prospects.

We must have systematic ways to keep up with our prospects and our sales processes.

Converting leads

In the early days of his career, Patrick said he was guilty of putting dollar signs on people’s heads. He felt bad about it, but he also realized that the number of people he spoke to was directly related to the amount of money that he made.

Patrick started to wonder whether he could shift his priorities so that he could improve the quality of his prospect’s life and put his own needs completely to the side.

He wondered about making the process easier and more comfortable for both the salesperson and the prospect as well.

The conversion success rate often depends on the type of organization it is and where their leads come from.

Massage therapists, for example, believe in what they’re doing, but they don’t think of themselves as salespeople. They’re very uncomfortable coming off as “salesy.” They suffer from a very different problem than someone who is in sales.

Many times it’s a question of efficiencies. Are they creating real efficiencies? Do they have systems and processes in place that make them more efficient than the person trying to do the same task manually?

 

Four Disciplines of Execution

Patrick loves Stephen Covey’s book The Four Disciplines of Execution.

1. Focus on the wildly important. Whether you’re a salesperson or a company, what are your wildly important goals? Usually it’s involved around increasing revenue.

2. Act on the lead measure. If your wildly important goal is to increase revenue which comes through sales, then what’s the lead measure? For almost all companies, it’s prospecting and followup.

3. Have a scoreboard. If there’s no scoreboard, you don’t know where anyone stands during the game. When people have something wildly important, they’ve identified their lead measure and they have a scoreboard based on that lead measure. There’s a cadence of accountability where people hold each other accountable.

4. Develop a cadence of accountability. With a scoreboard, there’s a cadence of accountability where people hold each other accountable. it changes the dynamics of an organization.

The cadence of accountability can be difficult to create if you don’t have a scoreboard. At RapidFunnel, we measure the quantity of the exposure and the quality of the exposure. We can tell you the number of unique exposures you make, and the quality of that exposure based on the engagement of the prospect.

He does note that accountability is never about pointing out those who are failing but rather about highlighting those who are doing proper activity.

Using technology to convert

Technology often makes things more difficult because there’s only so much bandwidth. If someone has to create all their own content for a platform, they’ll be stretched thin.

The lead measure isn’t creating content and becoming a marketing expert. We want to make it simple for the sales reps to tell the company’s story.

You can’t automate a relationship, but here’s what RapidFunnel can do: it can tell you when your prospect is watching the videos that you sent him. It can tell you how long he watched and what he watched.

You can then pick up the phone and call him, and he’ll say, “Hey! I was just watching the videos you sent me.”

It’s discovery, and it’s personal, but it’s automated.

The key is to leverage technology that adds value without sucking you in time-wise.

The reason so many large organizations fail at social media marketing is because they add branding to their personal contacts. The very essence of social is relationship-based, and your prospects have a relationship with you, not your company.

Work on yourself

Whether you’re leveraging technology or not, work harder on yourself than you do on business. Spend 10-15 minutes a day getting your mind right, seeking clarity about your goals and your purpose.

Determine the value you’re trying to create in the marketplace because the answers will come when you do. Continually educate yourself and have a growth mindset.

You will leverage technology the right way as long as you focus on the bigger picture.

There are only so many hours in the day, and you’ve got to be judicious with your time.

 

“Using Technology” episode resources

If you’d like to connect with Patrick, you can find him at RapidFunnel.com and request a demo or more information. You can request a demo or simply request more information about the platform.

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

This episode is also brought to you in part by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. To learn more, go to prospect.io/tse. Your prospecting will never ever be the same.

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

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

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Donald Kelly, Social Selling

TSE 837: The Social Selling Experiment Part 2

Donald Kelly, Social SellingHere at The Sales Evangelist, we’re in the middle of a social selling experiment to determine how effective social selling is when it’s part of your everyday sales cadence.

I’ve selected a total of 80 companies that I’ve never had relationships with. I’ll use a traditional cadence of mail, email, and phone calls to build relationships with 40 of them. For the other 40, I’ll also incorporate social selling with the traditional cadence to measure whether it improves my results.

Traditional cadence

I chose to work in an industry I’ve never worked with before so I wouldn’t taint the results of the social selling experiment.

In the case of both groups, I started by building a list of prospects to work from.

For the traditional list, I started with Salesgenie, a lead-generation tool. It provides targeted sales leads by industry, with numerous mechanisms to help you filter your list.

I found the code for the industry I wanted to target, and used that to generate initial results. From there, I had the option to create lists of businesses or individuals. I also had the option to specify geographic information, company size, revenue, and other criteria.

The list I created was about 70 percent accurate.

My very first step was to send something in the mail to each of my prospects in an effort to capture their attention and provide awareness about me.

Social selling experiment

For the social side of the experiment, I first researched platforms to find out which ones were the most powerful, and LinkedIn was the clear winner.

Iinitiated a search on a basic LinkedIn account (not premium) without the help of any additional plugins.

I searched for the job title I wanted to target, and I searched for the industry. My goal was to find facilities whose COO or director I could connect with.

Once I had some results, I narrowed them by region, limiting them to primarily the southeast and Alaska.

In the case of this group, I sent them something in the mail, and I reached out to them on LinkedIn. If I discover that one of my prospects is connected to an existing LinkedIn contact, I’m taking advantage of that to build relationships.

As I progress through my cadence, I’ll continue to provide details about my message and my strategies.

We’re conducting this experiment so you don’t have to. We’re sharing this information to help you be successful, find more ideal customers, build more value, close more deals, and do big things every day.

Episode resources

The Sales Evangelist offers a business development service that develops cold leads for your business. We’ll generate a list and hand it off to your team who can work to close deals. Email me for more information.

I used the free version of Leadgibbon, a plugin that extracts public information for the people you’re trying to reach. It can also pull email addresses, phone numbers, and basic information about a company. That information can then be exported into a Google spreadsheet and used with your sales cadence.

We didn’t use LinkedIn’s Sales Navigator for purposes of the experiment, but it’s a great tool to help sales professionals tap into the platform’s network.

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley.

I continue because buyers hate it when sellers disappear as soon as the deal is done. You don’t have to be directly involved. You can simply lead the process by making sure that the customer is getting everything he needs.

This book is a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers. Get your excerpt here.

Leave us a review wherever you consume this content. Share it with someone else who might benefit from our message. Also, if you haven’t already done so, subscribe to the podcast so you won’t miss a single episode.

Audio provided by Free SFX.

Sales Basics, Sales Fundamentals, Donald Kelly

TSE 807: Selling Basic 101…They Are People Too!

Sales Basics, Sales Fundamentals, Donald KellyBefore you do anything else, you must remember that your leads are people, too.

Before you make any attempt to respond to a lead, or to qualify a lead, or certainly to sell something, you must remember that he is a person just like you.

Who is he? Where did he come from? What challenge is he struggling with right now? What’s going on in his personal life?

People, not prospects

Sales professionals must not think of the people around them as simply prospects or leads or people who have money.

If we approach them as humans, we can either persuade them to make a decision or help them persuade themselves to make a decision.

We can do that by personalizing outreach and personalizing each contact we have with them so that we’re providing value and helping them to solve problems.

Connecting with people

I recently reached out to a lead and we connected to determine whether The Sales Evangelist Hustler’s League might be a good option. We spent some time getting to know each other. I learned that she had left sales to raise a family and was returning now that her children were grown.

Ultimately we determined that this semester of Hustler’s League might not be a possibility for her.

A couple of days later, she emailed me to tell me a story about how our conversation impacted her family. Her son, who has generalized anxiety disorder, suffered his worst-ever panic attack, and my friend and her husband had to go meet him to drive him home.

On the ride home, she told him about our conversation. He pointed out that I had made her feel involved in The Sales Evangelist even though she hadn’t joined. It prompted her son to consider contacting the people who operate a podcast that he enjoys.

She pointed out that our interaction gave him hope.

I share this, not to toot my own horn, but to illustrate that the people we’re dealing with have sons, daughters, dogs, cousins, and challenges.

Episode resources

If you aren’t as successful as you’d like to be at closing deals, you may be struggling to build value. Check out The Sales Evangelist Hustler’s League to connect with other sellers of all levels. You’ll have a chance to learn and grow, and be more successful.

If you like the content here, subscribe to the podcast and leave us a review wherever you consume our content. Tell others about it so they can benefit from it as well.

We want you to be happy, to find more prospects, to build stronger value, to close more deals, and to do big things.

Audio provided by Free SFX.

Mark Fortune, The Sales Evangelist, Donald Kelly, Sales

TSE 698: Power of Local Leads & How To Get More

Mark Fortune, The Sales Evangelist, Donald Kelly, SalesSometimes we go far and wide finding prospects when we have folks right in our own backyard. There is power in getting local leads. Today, you’re going to learn how to find them and get them.

Our guest today is Mark Fortune and he’s going to teach us how to gain local leads. Mark owns a small business marketing agency based in Arkansas. They work with small and local businesses. They put in marketing systems, strategies, and campaigns to help them grow the business. He does this through the Duct Tape Marketing System. Mark is the author of Local Lead Generation Book for Small Businesses.

Here are the highlights of my conversation with Mark:

Why Target Local Businesses

  • They don’t have the time, money, or bandwidth to compete with the bacon guys. But they can pinpoint far more accurately. You can actually compete with the big guys.
  • Most business owners tend to jump from one tactic to another in just a wee. They just see what sticks but they don’t really get the results they’re after.

Biggest Mistakes People Make When Getting Local Leads

1. Trying everything at once.

Don’t just try all social media platforms or you will just end up losing focus.

2. Not knowing who they’re talking to

Small businesses get so excited about trying to generate leads that anybody with a pulse becomes their targeting strategy.

Figure out your best customers.

What you need to do is sit down for a minute and think about who your best customers are.

Most businesses come from word of mouth and referral as a start. So think about who those clients are and what’s common among them. Use that the proxy to your targeting as you go out and generate more leads. Use your best customers as your example.

Consumers are in control these days.

Consumers can find out pretty anything about what they want right at the tips of their fingertips. But they’re still human. So don’t try to rush them into a relationship when they didn’t have the chance to evaluate or educate themselves about you.

Steps to get started with targeting local businesses:

1. Spend time upfront getting to know your customer.

Build that relationship. Understand what makes their business tick, what their vision is, and what they’re trying to achieve.

2. Apply what Facebook offers as a tactic to the needs of the prospects.

This needs to start with the client. Understand what they’re going out with, what they’re trying to do, and what they’re trying to get done. Then figure out the best way to help them get there.

Online or Offline?

  • Understand first where your customer base is today. Are there win back opportunities with, say, return customers or last customers? Are there referral opportunities?
  • Stop treating referrals as happy accidents.
  • Be consistent.

Why another book on local businesses:

  • Mark co-wrote the book with other consultants with similar businesses.
  • It’s a practical guide to helping people generate more local leads.
  • Don’t read the book chapter by chapter and but jump from one topic to another as you try to figure out from one chapter to another.

Strategies for getting referrals:

1. Be referrable.

Make sure you do what you do well. Deliver on your promises. And you’ve got to get good reputation.

2. Have a plan and a process for asking for referrals.

Educate your referral partners on what you’re going to do with that referral when that comes in. Understand that people get nervous as they’re putting their personal credibility on the line if they refer you to somebody. You’re trying to give comfort to your referral partner that they feel credible and positive about referring you out.

3. Be consistent.

Reach out to folks every week, whether it’s two people or two hundred. But never stop mining for those referrals. They’re going to be the cheapest cost to acquire leads you get.

Content Marketing

Whether it’s a blogpost or an infographic or whatever, continue to publish new content and post it on different channels. This lets your target market know that you’re out there and that you can solve the problems they’re after.

Branding and Presence

Be sure to update your posts. Maintain that online presence to make sure your customers sees you the way you want to be seen.

People Like Connecting With You

Small businesses have to have a personality and it has to come through in your marketing. Take a video tour of your business. Run some contests. Support local community causes.

Strategies for local businesses:

1. Put the customer first.

Focus on solving problems. Localize your approach. Local may not mean geographically. It may mean before going to a sales call, you’re going to understand everything you can about the company and the people you’re going to be dealing with. Do your homework.

2. Listen as much as you talk.

Go to a sales call with the intent of listening. Seek to understand before you’re understood. Figure out what you can do to help the companies. But sometimes, you might not be able to. It’s better to quit early and move on rather than waste everybody’s time.

Mark’s Major Takeaway:

Make marketing a system and it’s the only way to success over the long run. Focus on it and be disciplined. On the sales side of things, just listen. Listen to your customers and what they’re saying because there are nuggets in there. You will find pain points and points of value that you turn into your advantage.

Episode Resources:

Connect with Mark on www.fortunemarketinginc.com and check out his book Local Lead Generation Book for Small Businesses.

Tired of the same old, boring PowerPoint decks? Use Prezi Business and your presentations will never be the same. Tell your story the way you want to tell it.

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Steve de Mamiel, Donald Kelly, AI

TSE 641: How AI Systems Can Accurately Help You Find New Leads

Steve de Mamiel is a marketing and sales expert. He is a big proponent of utilizing technology to help your business to grow. Today, let’s talk about how AI systems can actually accurately determine online behaviors to find potential buyers. It takes the work out of it for us. We’re also going to touch on his awesome new book, The Mongrel Method: Sales and Marketing for the New Breed of Buyers.

Here are the highlights of my conversation with Steve:

Lesson from Steve’s coolest sales experience when he was the customer:

Acknowledge if things go wrong and own up to it and that will build trust.

AI Systems to Help You and Your Business:

  1. Chatbots

How Messenger Chat Bots Can Help Business Owners:

  • While emails do not respond to a particular request or inquiry from the customer, chatbots allow you to set it up in a way that the customer is in control of the way conversation is happening.
  • Through chatbots, you may now present things relevant to them and answer questions.
  • Chatbots are effective at dealing with basic things online where customers have different options. So you can really dive deep into the offerings.

Why chatbots are better than text messaging:

  • Chatbot has more control with less of interruption factor than text messaging
  • You’re providing that other content (brochures for example) that you simply can’t do via a text message.
  1. Google Beacons

Have you noticed that when you jump online and search for your favorite restaurant, it will show busy times? Google has taken that one step further as they’re now starting to track people by their phone. They have developed an open source platform that provides one-way communication between the device and your phone.

How the device works:

It identifies which store you’ve walked into. The device is able to detect and determine the thing you’re standing in front of and it could be serving you relevant content. It’s extended beyond being a marketing application. They also use it for art displays.

Results:

Steve mentions there are case studies where companies are seeing three times the profitability of a customer that walks in the store. It’s because they’re having a conversation with the sales agent and you have data in front of you where you can determine that what happens online might be producing a different result in-store. So you have to adjust the campaign accordingly.

Benefits of Google Beacons:

  • Tracking what happens offline (store visits, coupon redemption, etc.)
  • There’s a 70% chance that if it happens on the credit card, Google can tell you whether that customer has been on an ad or responded to an online campaign previously.
  • They can be used by any size of company from small-scale to large organizations.
  • It extends your available selling hours. Sales offers are open 24 hours so even if no one is around, sales could still happen.
  • It lets you deal with people who want to just have some initial questions dealt with first.

Steve’s Major Takeaway:

Have a look at bots. Play with it and put it in place. Think about your own email inbox and how you used to look at email years ago. We’re now in the same place with chatbots. Chatbots are the new things that improve customer experience. Spend a few dollars a month and  try a few things out.

Episode Resources:

Connect with Steve de Mamiel on Twitter @sdemamiel and check out www.mongrelmethod.com

The Mongrel Method: Sales and Marketing for the New Breed of Buyers by Steve de Mamiel

Maximum Influence by Kurt Mortensen

Google Beacons

Join the  TSE Hustler’s League.

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Lead Generation with Podcast, Nicole Holland, Donald Kelly

TSE 636: A Powerful Lead Generation Strategy Your Company Hasn’t Considered Yet

Lead Generation with Podcast, Nicole Holland, Donald KellyPreviously, I’ve talked about how podcast guesting could actually help you in your sales process. But you might have brushed this idea aside so it bears repeating. Who knows? It could be where magic can happen.

So today I’m bringing in Nicole Holland and she’s giving us great insights into getting leads and business development opportunities through podcast guesting. It’s about finding those shows that are aligned with your message and that their audience desire what you offer. Most importantly, it’s about sharing your value to their show.

Nicole is the host of two awesome shows, The Business Building Rockstars and Get Guest Ready. She helps subject matter experts increase their visibility exponentially through podcast guesting to create great impact, influence, and income. Find out why industry superstars consider her a genius in what she does!

Here are the highlights of my conversation with Nicole:

Lessons from Nicole’s coolest sales experience when she was the customer:

  • Recognize all the little things people do when they’re representing their businesses.
  • Acknowledge somebody’s passion for what they’re doing.
  • It’s all about helping the clients make the best decision for themselves.

How podcast guesting can grow your brand or business:

  1. Getting quality leads

By getting on podcasts, you get to build intimate relationships with listeners. You get to share about your value or journey.

  1. The right podcasts are the ones your ideal buyer is listening to.

Understand where your buyers are spending their time, who they’re listening to, and what they’re listening for. Discover that pain point that you can solve for them. When you’re so clear on how, that’s the magic!

It’s not for everybody! Or is it?

  • If you don’t think it’s going to work or you don’t enjoy it or you don’t really value connection and engagement, it probably won’t work.
  • But in terms of the industry, it doesn’t matter what you’re doing. There are people who need your help and they are podcast listeners.
  • As soon as you can build that reputation of being a great guest, it’s so much easier to grow with the industry and be that go-to expert.

Nicole’s systems for running an online business:

Insights into writing eBooks:

  1. Consider a checklist.

A checklist may be more effective sometimes since it doesn’t require the prospect much investment of time and money.

  1. Your audience may not be ready for it yet.

Are they willing to invest in reading your eBook? Did you give them enough value to the point they’re compelled to read your stuff? Oftentimes, people offer eBooks too soon and so a lot of automated sales funnels don’t work.

  1. Know who your buyer is.

Just change the language sometimes to “free report” or webinar. It basically depends on your audience. Think about instant audio download. Know your audience first and look into how you can disseminate your content in a way that they feel it’s irresistible.

Why having an avatar matters:

  • You have to be clear in who you really want.
  • You want to attract people who are happy to pay you.
  • Know who it is you really love to work with or that’s going to get the most value and become a great evangelist for you.
  • This keeps those trolls away.
  • The more you’re able to accept yourself, the more people that love you are going to be attracted to you.

Nicole’s Major Takeaway:

Be you! When you and bring your own magic and your own personality and your own way to the forefront and you’re not trying to fit into anybody else’s mold, that’s where you magnetize your people.

Episode Resources:

Checkout Nicole’s website interviewsthatconvert.com/tse and get a checklist about how you can guarantee a yes from any host whose show you’re going to be on

The Business Building Rockstars

Get Guest Ready

Acuity Scheduling

Zoom Video Conferencing

Simplero Email Marketing

Star Wars: Bloodline by Claudia Gray

Join 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.

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Alex Berman, Donald Kelly, The Sales Evangelist, Sales Funnel

TSE 503: How Alex Berman Did $50million+ In Leads Generation

Alex Berman, Donald Kelly, The Sales Evangelist, Sales Funnel What if you could generate over $50 million in sales lead? Well, my guest today, Alex Berman, has done that. Hopefully you can apply the strategies he’s sharing with us today so you can see the same success that he’s had.

Lead generation is one of the most important things in sales. You’ve got to have a way to generate new opportunities to keep your pipeline running.

Alex Berman is the founder of Experiment 27, a marketing company for mobile app development and design companies. They basically grew the company from nothing to over $400,000 in annual revenue in just 45 days through almost all cold emails.

Here are the highlights of my conversation with Alex:

Cold emails done wrong: People simply try it.

The best way to learn Facebook ads is to spend $10,000 a month over 3 months with an expert. The same with cold email, be willing to go out there and send hundreds and thousands of emails to learn from each and get better.

The pitch in your first 200-300 emails would probably be unappealing. People won’t want to read it because it’s most likely all about you.

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Best strategies for getting email addresses and writing cold emails:

  1. Identify your target market.

Know who your customer is and more importantly, know where you can find a database of these people.

  1. Identify a place where you can go find them (ex. AngelList, lists and directories)
  2. Search for the email addresses.

Once you have their name and domain, look up their email addresses at certain free sites such as Thrust and EmailHunter.co.

  1. Create a contact database.

List down in each column, the company name, channel (place where you found them), and remarks (existing project or something you’re impressed about)

  1. Customize your email.

Make your email personal and start it by telling something positive about them.

  1. Provide them with free ideas.

First, know the things they’re struggling with and then share some ideas that can add value to them. Say something that they haven’t considered before. What can you say that will differentiate you from the others?

  1. Send as many emails as you possibly can.

Write each one by hand and imagine you’re at a networking event. As you write the same email over and over again, actively tweak them in a way that sounds personal. Whichever customized email that you get a response from, start making it as your email script.

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Strategies for tracking metrics:

  1. Number of emails/calls sent
  2. Meeting Booked rate

How many emails turn into leads? This is the goal of the email. If the prospect asks you to follow up in three months, for instance, use a followup automation tool such as Yesware that allows you to write emails ahead of time.

  1. Deals closed

How to make a cold call that doesn’t sound scripted:

Memorize your script.

Say it over and over again until you memorize it.

You will understand the content enough that you can add your personality to it naturally.

Strategies that generate an X amount of customers:

At Experiment 27, their highest performing lead generation channels are:

  1. Cold email
  2. YouTube channel

Create content that brings value to the table. What Alex personally did was make three videos per week focused on giving value and he emailed them out to people. Then he began getting private messages on LinkedIn that turned into clients.

Alex’s Major Takeaway:

If you haven’t done cold emailing, sit down for 30 minutes, identify a couple of people then write cold emails. Second, try making a YouTube video. Sit down for 5 minutes today and write down 2-3 most common questions that you get asked on sales calls. Record it with your phone and post it on YouTube.

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Episode Resources:

Get to know more about Alex Berman and get free content on www.B2BSalesTraining.org and check out www.Experiment27.com.

Thrust

EmailHunter.co

Yesware

Tired of giving boring proposal? Check out PandaDoc. Create electronic proposals to your prospects that they can sign and send back right away. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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

TSE 471: The Psychology of Lead Conversion Through Videos

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

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

Here are the highlights of my conversation with Steve:

Why video is so huge now: Human Connection

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

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

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

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

The Law of Reciprocity

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

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

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

The 3-part framework for creating a great video:

  1. Empathy
  2. Value
  3. Call to Action

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

How you can utilize videos in group coaching sessions:

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

Other features of BombBomb:

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

The best times to use videos in a sales process:

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

Steve’s Major Takeaway:

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

Episode Resources:

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

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

The New York Times Article, The Epidemic of Facelessness

Thinking, Fast and Slow by Daniel Kahneman

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Leads, Nicholas Holland, Leadin, Hubspot, Donald Kelly, The Sales Evangelist

TSE 361: Secret Strategies To Gain More Qualified Leads

Nicholas Holland, Hubspot, Leadin, Sales Podcast How can you generate more leads? How can you generate more business opportunities? What can you do to get more clients in the door? Content is key as they say. But what if you can’t even make great content? Is there a way to still put out great content offers to your clients?

We’re going to talk about these things today as we bring Nicholas Holland on today’s show. Nick is an expert in content marketing as well as an expert in credibility and expertise marketing and today he shares with us interesting thoughts and insights into prospecting and lead generation.

Nick is an entrepreneur. He currently heads HubSpot‘s Labs division. One of their products called Leadin, helps people capture more leads, enrich those leads over time, and optimize lead conversion rates on websites.

Here are the highlights of my conversation with Nick:

Strategies for increasing your social presence on your website:

  1. Establish your credibility.

Make your website look credible.

  1. Services/product page

Not everyone is a writer. And if you can’t do it well enough then keep it simple. Leadin has created Lead Flow, a little box you can place on various parts of your website that empowers the salesperson and the marketer to work together in a way that you can put targeted offers together specifically on the product or service page. You don’t even have to write the content anymore.

What Lead Flow does:

  • Consolidates leads.
  • Shows you what the lead did on the site.
  • Enriches the lead so you see their background, Twitter screen, company information, LinkedIn information, etc.
  • Wraps those leads so you can send them over to you or to your email service provider, marketer (MailChimp, Hubspot, AWeber Email Marketing, etc.)
  • Keeps 6 products/services on your website and does the work one time to find 6 interesting things and add those as a content offer to those pages.
  1. You are the driver to the homepage and product/service page.

Slightly put in the effort one time to put some nice offers on the site and then you have this great flywheel of capturing leads, driving into the CRM, and working those leads.

Pop-ups as interruption marketing: What’s the problem?

Being a true craftsman of selling is so much more as you have to learn all the nuances and all the different ways to satisfy what the customer is looking for.

What to avoid:

Heavy handed pop-ups that roll deep on the entire site

Giant full screen pops up in every page

Best local sales techniques:

  • Facilitate getting people together into a forum you can curate who comes to that. Get your sales techniques together and invite CEO’s of other companies. This can work as a round table discussion or even facilitate webinars inviting speakers from all over the world as you will (you basically don’t have to put out your own content here)
  • Surf experts in the field that your customers are looking for and if anybody was doing a webinar, throw a banner at your page and recruit your visitors towards that event.
  • Send emails to your segmented list. Even if they don’t show up, they would naturally think that you are the expert in the field.

How do you create attention?

  1. Ask thought-provoking questions.
  2. Use tools like Leadin to facilitate converting that attention into leads.
  3. Be creative and get in the mind of the customer and discover what they’re looking for.
  4. Create a series of small YES’s.
  • Think of your website as a series of small YES’s.
  • Ask them if they’re interested enough to come check you out? Yes.
  • They come to your site. Now ask them if they’d like to trade some information for more information? Yes.
  • Would they like to be with like-minded people? Yes.
  • Then take your CRMs and take them to the next level. Ask them, would you like to sit down and talk about how to solve these problems? Yes.

How to counter your reluctance of asking for phone numbers:

If they don’t give you their phone numbers, they’re telling you not to call them. So ask yourself if it’s appropriate to ask for their phone number. Did you ask the appropriate question?

Find 2-3 marketers you know or your family and friends know. Take them out for lunch and get some ideas to figure out six offers you can make to your products/services pages that would make somebody want to talk to you.

Nick’s Major Takeaway:

Pull up your company’s website and think of a piece of content that you could offer per product or service page. Have a lead close for each product that essentially draws out a series of small yes’s from your customers. Re-purpose other people’s content. Find a webinar or event and invite some people over to your office. Or try Google Hangouts and watch it via screen share.

Episode Resources:

HubSpot’s Leadin

Leadin-Logo-Dark-Branding

 

Get connected with Nick on Twitter @nicholasholland or send him an email at holland@hubspot.com.

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.

Join today for JUST $1.00

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Hyrum Estrada, Donald Kelly, Leads To Grow, Best Sales Podcast

TSE 299: Sales From The Street-“Take Chances”

Hyrum Estrada, Donald Kelly, Leads To Grow, Best Sales Podcast Today’s Sales from the Street episode is all about breaking that barrier of self-talk that prevents you from taking on major opportunities. It’s something a lot of us have faced at certain points in our career and which our guest today has also dealt with successfully.

Hyrum now owns and runs a marketing company, Leads 2 Grow, a recruiting company that helps organizations find people that would best match them.

Here are the highlights of my conversation with Hyrum:

One of the major challenges Hyrum faced:

Fear and self-doubt  – talking himself out of the opportunity

Strategies for breaking the self-talk mindset and increasing your confidence:

  1. Be enthusiastic.

Be enthusiastic when you’re doing your sales. Get out of your comfort zone and talk yourself into going out there and just doing it. You only have a few seconds to catch the prospect’s attention before they disengage with you. Entertain your prospect and keep them engaged.

  1. Be noticeable.

Don’t just walk away. Be different. Be noticeable so they can remember you and get a better shot at getting sales.

Hyrum’s Major Takeaway:

FEAR is False Evidence Appearing Real. It could be that fear of calling the CEO or fear of making that cold call, but at the end of the day, fear is just an illusion. What’s the absolute worst thing that could happen if you called them? They would either say no or hang up. Then move on to the next call. Overcome your self-imposed limitations.

Episode Resources:

Get in touch with Hyrum Estrada on Facebook.

Robert Kiyosaki’s book Rich Dad Poor Dad

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Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly