Category Archives for Revenue

Retail, Sales From The Street, Sales Reps

TSE 1170: Sales From The Street: “Teach Them How To Educate”

Retail, Sales From The Street, Sales Reps

Derek Badala frequently travels with sales reps to teach them how to educate the customer in an effort to solve problems. As the director of sales at Synthax, he is always on the road traveling with sales reps and training them to become another version of himself — a skilled sales leader, influencer, and consultant. 

Technology and education

Being in the audiovisual industry, it could be said that technology and education are their biggest challenges. Making a sale is difficult, especially with new products. You must understand everything about the product and its application. Everybody is trying to get a sale and trying to close deals fast without asking all the necessary questions. With the competition in the market, there’s not enough time to learn about the new product and how it can be applied to the prospects’ problems.

Derek focuses on educating the sales reps and covering all the ways that the products can be used, and less on the features and benefits. He’s working to find ways that his products can make the clients’ lives easier. 

Sales reps must not skip this educating stage and must learn the product and its application to the lives of the client. Too much excitement over a deal that hasn’t happened yet may cause the deal to fall apart. 

Skipping steps

Derek had a client who was excited about getting a product from Digigram that would provide background music to stores. Neither the client nor the sales reps understood all the things about the product and its services. They got ahead of themselves and weren’t able to prepare the details that the client needed. Instead, the company should have better studied the client’s needs to know exactly how the products fit. 

When reps skip steps, it can cause deals to fall apart, which can negatively affect your pipeline. #SalesPipeline

Their company also sells widgets that clients can buy in retail stores. It’s difficult to educate salespeople in retail stores about the product because they have their personal favorites and they immediately suggest those products. It’s a challenge to tell them about your product and make them answer the customers’ questions.

When customers aren’t given enough information about a product, they often buy something that they’re not happy with. They are boxed into thinking about this particular product that salespeople in the retail store like. This is always a challenge. 

Trade shows 

Derek’s company does a lot of trade shows where he teaches classes on audio networking, and how to do audio over IP net. He also teaches classes on how to choose the right audio interface for musicians so that they won’t be sold products they don’t need.

The company’s goal is to educate the market and the customers through webcasts, webinars, and a whole lot more. 

Lunch and Learn 

The company also does a lot of lunch and learn while traveling. While the internet is an efficient tool in disseminating information, there’s still nothing more effective than getting in front of people and teaching them. Buying them lunch and then educating them about your products in a graceful way is very effective. 

Derek travels with many sales reps and while traveling, he continues to teach them how to educate others as well. They attend sessions and they learn from him by example. Instead of telling them a litany of features and benefits of certain products, Derek tells them a story. 

It is important to have success stories to tell about the products. Share little nuggets about the product to catch the clients’ attention. 

Competition 

The industry is growing and with it, competition grows as well. With every product line added, there’s new revenue being added into the business. Even when a company experiences growth, it’s still hard to miss that others are growing as well. 

There are competitors out there who are as good as, if not better than you. Regardless of the competition, we’re now seeing more resellers who are interested in knowing more about the products they sell. 

Derek’s company has grown since he joined in 2017 and he has seen a lot of improvements. They’re now seeing great improvements in the Ferrofish brand as it’s now being used for Broadway shows, the Superbowl, and for broadcast.

It’s always a battle to be on the top line funnel. You always plant sales and cultivate the leads to turn them into closed deals. 

Be the best listener 

In sales, it is important to be the best listener. One of the biggest mistakes in sales is owning the talk. You want to know more about the customers to be able to present solutions to their problems. You need to listen to them and see how you can help. 

After listening, you need to ask questions and listen to their responses. These steps are more important than presenting your clients with the features and benefits of the product. 

“Teach Them How To Educate” episode resources

Stay connected with Derek via his LinkedIn account. You can also visit the company website, RME-USA.com.

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! 

This episode is brought to you in part by TSE Certified Training Sales Program. It is a helpful guide for sales reps and sales leaders to become better in doing their pitches and presentations. It has 12 courses to help you find the right customers, ask the right questions, and close great deals. You can get the first two modules for free! 

Or 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. 

Thank you for tuning in and if you liked this episode, do give a rating and review on Apple Podcast, Google Podcast, Stitcher, and Spotify

Sam Mallikarjunan, Hubspot

TSE 1136: How HubSpot Grew From 150-1500 Individuals!

Sam Mallikarjunan, Hubspot

Whether you’re a sales rep or a sales leader, a sales manager or a business owner, we can learn valuable lessons from the study of how Hubspot grew from 50-1500 individuals.

Sam Mallikarjunan has sold for a variety of organizations, from the five-person startup to the Fortune 500 company, so he has seen the sales story at a couple of stages. He’s a fellow at Hubspot and he teaches digital marketing at Harvard University.

New revenue

Sam loves the idea that whoever chases two rabbits catches neither because it’s a reminder to him to focus. He has spent the last year focused on teaching, speaking, and research. He points to doing one thing at a time and doing it really well before moving on.

A weird pivot exists for startups that are growing from “we’ll take anybody’s money” to losing cash faster than you can acquire new cash. The core pivot occurs when you reach the point where you’re struggling for customer retention, because the economics of your model will break down.

It’s a matter of sales reps making time to ensure that they are bringing in new revenue.

One new customer was upset because she couldn’t access her email after signing on with Hubspot. She had cancelled her Internet provider because she thought that’s what Hubspot was.

It cost the company money because they had to service the issue. The problem didn’t arise because the seller was a bad person. He just didn’t verify that the customer was going to be successful.

Healthy revenue

The company implemented clawbacks which withdraw commissions from sellers if the customer cancels their account within a certain window. Sellers are heavily incentivized to ensure that the person they are bringing on will result in healthy revenue.

Because Hubspot is a SAS, a recurring revenue model, the company loses money acquiring customers. The company doesn’t break even for some months. If the customer cancels too quickly, the business loses money.

Cashflow is more important than your mother.

Keeping customers

Many companies miss the core principle, which is that you can’t spend money to get customers unless you’re good at keeping them. If you’re selling iPad covers that are cheap, people will likely only buy from you once. But if you’re really good at keeping customers, it’s not necessarily how much they pay in the first transaction, but rather the lifetime value.

If you’re good at keeping those customers, you can pay your sales reps really well. You can give them lots of collateral to help them close deals. You can also spend a lot of money on marketing to tee them up for good conversations or on training for their reps.

Sales sequence

Sam recalls being a cell phone salesman in a mall. He asked his customers questions about cell phones, but he didn’t listen to their answers because it didn’t matter what they said. He was going to ask the next question in his sequence. Either they would sign on the dotted line or walk away. It didn’t matter to him.

The company had more than 50 percent cancellation rate coming out of the kiosks, but the sellers never missed quota. He got big bonuses for his teams because they always met their quota. It cost the company a lot of money in support costs, lost device costs, and refunds, so they shut down the entire unit and retrained the reps.

The company was designed as a subscription model, which meant they would lose a little bit of money to acquire customers.

Platinum rule

The platinum rule goes a step farther than the golden rule, which only requires that you treat people the way you want to be treated. The platinum mindset demands that you treat people the way they want to be treated.

Trust is core to the sales process, and trust begins by taking the time to ask questions and understand who you’re selling to. People like to be personalized.

Sam points to Netflix’s business model as an ideal one because it has motivated him to rate more than 800 movies. He said he does it because he knows that Netflix will use the information to improve his experience. He points to the fact that prospects will volunteer their information when they know it’s being used to help them make better decisions.

Negative reviews

When Jeff Bezos of Amazon first added negative reviews to the Amazon website, his investors thought he was crazy to include information that would discourage people from buying things. His response was that you don’t make money when you sell things, but rather when you help people make purchase decisions.

He said that sellers often lose sight of the fact that it’s more important to help people make the decision that’s best rather than making the decision the seller wants them to make. It’s sometimes powerful to not sell to a buyer when you can’t find the value proposition. They may figure it out themselves because you’ve built that trust and then buy from you anyway.

You aren’t costing the company money and you’ll improve your retention.

Talking least

He points to the fact that he always thought if he talked the most, he would leave with the most. He discovered, though, that when he asked meaningful questions, he talked the least, and he did well.

Sam discovered that holding his meetings at a cigar lounge helped him monitor how much he talked, because if his cigar went out, it meant he talked too much and didn’t listen enough.

Candle problem

A famous psychology study challenges people to fix a candle to a way in a way that it doesn’t drop any wax when it’s lit. People try melting the candle to the wall but nothing works. The right answer, he said, is to dump out the box of tacks, tack the box to the wall, and then add the candle.

If you give people the right incentive, you fire up the part of your brain that excites them. If you need someone to turn a wheel, the best way to accomplish that is to give them a dollar for every revolution they make.

The hardest thing to do is to convince people to give something a fair shake. When what you’re doing isn’t working, you tend to do more of the same with greater intensity.

When you shift your conversation and slow down your sales cycle and ask more questions and give more answers, you’ll make it easy for people to reach out to you.

“Hubspot Grew” episode resources

Connect with Sam Mallikarjunan on his website or on LinkedIn.

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.

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.

Steven Griffith, Time Management, Donald Kelly

TSE 1069: Sales From The Street – “Your Time Management Ideas Are Wrong”

Steven Griffith, Time Management, Donald KellyMany sellers elongate the sales process without even realizing it, and Steven Griffith is here to talk about how to take control of your time and to explain that your time management ideas are wrong.

Steven is a performance coach and the author of the book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. He explains how to close the performance gap and get hours back in your day.

Performance research

Steven discovered about five years ago that all of his performance clients were pointing to the same roadblock to their success: they didn’t have enough time. He even discovered that he was feeling the same way.

Technology has created more distractions and it prompts us to multi-task all the time. Our lives are moving at an incredible pace and we’re all over-stimulated by toxins that steal and hijack our time.

Old time management strategies worked when the phone was connected to the wall by a cord. We live by the notion that time is scarce so we’re working to cram as much into each hour as we can.

“If time allows”

Most people have an adverse relationship to time, so Steven teaches his clients to establish a positive relationship with time so that time becomes abundant. It’s a matter of viewing time as an ally rather than a foe, and working with it instead of fighting against it.

Consider the phrase “if time allows.” Steven routinely asks people whose time they are referring to when they use this phrase.

We’ve conditioned ourselves to believe that time has the power to allow us to accomplish things. We buy into the idea that time is an outside thing that we’re working against when, in fact, we are time.

Compressing the sales cycle

Steven talks about compressing a sales cycle to fit one year’s worth of sales into one month.

He tells the story of a real estate professional who sells luxury real estate in L.A. He had health issues in the third quarter and he was really underwater.

They worked together to do a time cleanse that would help him compress his time.

Steven said we all have a built-in belief system about how long a sale takes. We’re conditioned by our industries to believe in ideas like slow seasons and high seasons.

Our mental framework keeps us in that mindset, so we get stuck. We might go up or down by 10 percent but we’ll always come back to our conditioned thermostat.

Steven asked the agent if it was possible to complete a year’s worth of sales in 10 months’ time. Without worrying about how to do it, he simply wanted to know if it could be done.

Could it be done in 8 months? Or 6?

Steven worked to break apart his self-limiting beliefs about how long the sales cycle takes. By the time they got down to 8 weeks, he admitted that he didn’t know how he would do it.

They started building a new framework in which it was possible to do a year’s worth of sales production in 8 weeks.

Mandatory activities

They started by identifying the activities that the agent absolutely had to do. Steven calls these ROT activities or high return-on-time activities.

His biggest business-generating sales activities were his 10×10, (10 contacts by 10 a.m.) and researching the market for pre-qualified buyers.

His time cleanse involved identifying different categories like technology, people, places, and others and categorizing their time. Once they had written everything down, they considered whether each activity was contributing to or contaminating his time.

By the end of the activity, they reclaimed 25 hours a week, 8 of which was the coffee shop. They identified his time there as a contaminant because his visits often turned into two-hour stays. Instead, they sent his assistant to get his coffee each day.

The time cleanse gives you the opportunity to evaluate whether you’re doing the right things at the right times.

He redistributed his time and assigned his non-revenue-generating activities to his assistant as well.

Timefulness

Next, Steven showed his client how to set his day up to perform. He calls the concept timefulness, which is an advancement of mindfulness.

It’s being present in the moment so that we stop multitasking. We maintain a single focus which can 2 or 3x our results on its own.

The client put everything on his calendar, and he created a reset strategy. He set an alarm on his phone to go off every hour, and when it did, he would check to make sure that he was being mindful. If he wasn’t following the plan at that point, the alarm was his cue to return to it.

Sales increased

After about two or three weeks, he couldn’t believe how quickly the sales started coming. Like many people, he said, “I can’t believe this is happening so fast.” Steven cautions people to avoid that mindset because that doubt will keep things from happening quickly.

The client got laser-focused on his activities that generated revenue and he developed a relationship with time that supported those activities. He didn’t feel like he was fighting the clock anymore.

Be aware as a seller that if you’re stressed out, people will sense it and they likely won’t want to be around you.

At the end of 8 weeks, the client had done the most he had ever done in a quarter, and he went on to hit his all-time career record that year.

Believe

We must overcome what Steven calls our “always way of being,” which is our belief that certain activities take a certain amount of time. We’ve been conditioned to believe that work must be hard and that we must grind to achieve the things we want.

Although it’s true that you must have time in order to conduct sales, it’s possible for sales to happen instantly. Begin by asking yourself how you can compress time. If you don’t ask the question, you’ll never get the answer.

Don’t use the phrase time management. We don’t manage our family members, but rather we want to be connected to them and work in unison with them. The same is true of time.

How to start

If you find yourself wanting to try Steven’s concepts, begin by shattering the neurological connections in your mind that say this isn’t possible. Then, do your own cleanse. Determine what is contaminating your time. Anything that is holding you back from accelerating your goals and dreams is a contaminant.

Write down every single interaction and ask yourself whether your activities are contributing.

It could be Facebook, negative people, or any other thing that takes up your time.

Most people get back a minimum of 10 hours, but most get back 20 or more.

Many people resist the idea of compressing time because they use time as an excuse for not doing, being, and having. They frame themselves as victims of time. #CompressTime

If we say things like “Time doesn’t allow,” it lets us off the hook because we aren’t in charge. Instead, go on a time-excuse diet where you stop using time as a justification for not accomplishing things.

High-performance hours

As an entrepreneur and sales professional, the word no is as powerful as the word yes. Realize what you’re saying yes to, what you’re saying no to, and where your high-performance hours are.

Steven dedicates an entire section of the book to setting up their day to perform. In fact, many people are doing the right activities at the wrong time. We must determine when we have our best energy and then cluster those similar activities together. Our brains work more efficiently and we’ll get better results.

If you are time, and you’re 100 percent accountable and responsible for it without letting anything steal it, you take 100 percent control of your life and the results you get.

“Your Time Management Ideas Are Wrong” episode resources

If you’d like to connect with Steven, go to stevengriffith.com/salesevangelist for a free download of his top 10 performance tips to help you perform better with time. You can also pre-order a copy of his book, The Time Cleanse: A Proven System to Eliminate Wasted Time, Realize Your Full Potential, and Reinvest In What Matters Most. When you do, you’ll get free access to his master class that walks you step-by-step through the cleanse process.

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.

If you and your team are interested in learning more, we’d love to have you join us. Call (561)578-1729 to speak directly to me or one of our team members about the program.

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.

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

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

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

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

Challenges in sales

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

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

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

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

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

Solutions to challenges

Maintain consistent growth within your business.

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

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

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

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

Prioritizing sales

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

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

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

As a business leader, sales is a necessity.

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

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

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

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

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

Results of changes

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

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

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

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

“Constant Flow of New Customers” episode resources        

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

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

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

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

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

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

Audio provided by Free SFX and Bensound.

 

John Lagoudakis, Donald Kelly, The Sales Evangelist Podcast

TSE 494: Sales From The Street-“Change The Way You Look At Revenue”

Today’s guest is John Lagoudakis an online marketer full time since 2008. He’s going to drop some valuable insights into the challenges he faced, how he changed his business model, and the results he got.

Here are the highlights of my conversation with John:

The biggest challenges John faced as a seller:

  • Not having total control over the product being an affiliate
  • Failure to build a list and sending them to a landing page
  • Challenges related to free traffic so there is a need for some paid traffic as well
  • What models to use to best monetize the knowledge he has

[mk_button dimension=”three” size=”large” bg_color=”#59b671″ text_color=”light” icon=”moon-screen-4″ url=”https://www.pandadoc.com/demo/?utm_source=podcast&utm_campaign=salesevangelist&utm_medium=cpc” target=”_blank” align=”center” margin_top=”0″ margin_bottom=”15″ width=”1/1″ el_position=”first last”]Check Out PandaDoc[/mk_button]

Different models John tried:

  1. Membership site

Where you want to be in a business with recurring billing. However you can, incorporate recurring billing into it. It gives you peace of mind because you know money is coming in every month.

John created a platform that had training videos where he was teaching people how to start their own online business. People joined but they didn’t stay very long because they were not interested in doing the technical stuff.

  1. Done-for-you service

John then changed his business model and this is what worked for him. He created a done-for-you service where they pay a low monthly fee and he takes care of the online marketing for them:

  • Email marketing
  • Website updates
  • Sales funnel conversion
  • Traffic
  • Social media management

[mk_button dimension=”three” size=”large” bg_color=”#59b671″ text_color=”light” icon=”moon-screen-4″ url=”https://www.pandadoc.com/demo/?utm_source=podcast&utm_campaign=salesevangelist&utm_medium=cpc” target=”_blank” align=”center” margin_top=”0″ margin_bottom=”15″ width=”1/1″ el_position=”first last”]Check Out PandaDoc[/mk_button]

John’s Major Takeaway:

You can pretty much monetize anything. A lot of people come online and want to become affiliates but there are so many people doing that. Find something you’re passionate about or something you’re interested in. Just offer as much value as you can to your market and build a following.

Episode Resources:

Learn more about John on www.johnlagoudakis.com and take advantage of his free reports including Penny Traffic or get a free consultation with John about your business.

Say goodbye to long, boring proposals and check out PandaDoc – the future of documents. It’s a simple way of closing more deals… and quicker too! To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Get a free audio book 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.

Help us spread the word out by leaving us a rating or review on iTunes, Stitcher, or Google Play or whatever platform you’re using.

[mk_button dimension=”three” size=”large” bg_color=”#59b671″ text_color=”light” icon=”moon-screen-4″ url=”https://www.pandadoc.com/demo/?utm_source=podcast&utm_campaign=salesevangelist&utm_medium=cpc” target=”_blank” align=”center” margin_top=”0″ margin_bottom=”15″ width=”1/1″ el_position=”first last”]Check Out PandaDoc[/mk_button]