Category Archives for Sales Plan

Brian Harrington, The Sales Evangelist

TSE 1224: How To Craft A Rock Solid Sales Pitch To Potential Investors

Brian Harrington, The Sales EvangelistA sales pitch is part of the selling process but not all salespeople know how to craft a rock-solid sales pitch to potential investors.  First, everyone is a salesperson. Regardless of what you do, everyone sells to someone.

Brian Harrington started in the infomercial business. He worked for his father who was one of the principal pioneers of the infomercial industry. His experience taught him the craft of selling products on TV. 

In those early years, Brian saw how easy it was to sell through television advertising but he eventually saw how investments could be lost as fast as money was made.  They made some changes and instead of sticking exclusively with Infomercials, they followed customers to where they were making their purchases. That decision led them to the digital world and social media. 

Brian and his team started to sell products through Google and other online opportunities such as Facebook. Since then, they’ve branched out to several other platforms. They sell directly to consumers with a diverse selection of products including health and fitness, beauty, home products, and more but continue to also sell through traditional brick and mortar retail stores. 

Brian’s company sells products with a focus on three core worlds: 

  • Product
  • Education, providing ongoing training to entrepreneurs and sales professionals
  • Investing/ Advising/Consulting where they help startup businesses grow and provide value. 

Mistakes you’re making when pitching to investors

It’s easy to make mistakes when pitching. especially if you have no idea how to craft a rock-solid sales pitch to potential investors. The first mistake people make is not being prepared.  If you show up to a meeting and don’t know enough about their business, competition, industry, to answer a potential investor’s basic questions, you can tank a meeting in the first few minutes. It can make you look incompetent in an area you claim a level of expertise. Investors do not want to get involved with people who seem to lack core knowledge. 

Simple changes can make the pitch so much better.  Brian says it can be broken down into 3 easy steps: The Tease, The Please, and The Seize. 

The Tease, The Please, and The Seize 

The Tease:  Get the investor’s attention right away. The first impression matters and you have a small window to capture a potential investor’s interest. Cater the pitch to the person you’re pitching to and keep the company’s culture in mind.  BE PREPARED. Your goal is to capture their attention and interest in the first 10 seconds.  

You also want to be mindful of how your actions and words may be received by your audience.  If you’re working with international investors, do the research about how to conduct yourself during the meeting in order not to make a faux pas. 

The Please: On the one hand, you want to be sure you’re prepared to answer any questions your potential investor might ask. On the other hand, you also want to withhold enough information so they continue to ask questions and dialogue continues.  Take a breath when you’re talking and allow those questions to happen. These unanswered questions will keep them excited and interested in hearing more. There’s a balance between the information you want to offer and the information you want to hold onto until the pitch closes.

 The Seize: Once you’ve had a great launch to your pitch and generated excitement, your job is to keep up the energy. You do this by making sure every pitch has a call to action. Think of ways to make your pitch intriguing enough for the investor to enjoy your presentation, see the value in your product, and have the desire to work with you in a new venture.  You want them to have confidence in you and the products or services you represent.

It’s important to take the time to do the research in potential investors.  Make sure you know they’re looking to invest in your industry or type of product before you ever get in front of them.  Find out what kinds of pitches they’re drawn to. For Brian, the best pitches are the ones that come from people who command attention and hold the attention of the room throughout the presentation. 

Have the right amount of confidence 

Confidence is key for any salesperson. That confidence, however, has to balance with the facts that are being offered.  A good investor is going to research the data you are using to support your claims so stick with the truth. Don’t makeup stories to make yourself look good.  It can compromise your integrity and an investor needs to be able to trust you. 

You also want to be careful about being annoying.  Again, you don’t have a lot of time to make a great first impression.  You don’t want to come off as too cocky or flashy. The best course of action is to substantiate your claims and have a real plan you can confidently and competently execute. 

The truth is, not all pitches will be successful. There are risks in every opportunity but oftentimes, the rewards are bigger than the risks. You can lower the risks by offering realistic projections that show you’ve systematically mapped out how you’re going to make a profit. 

Crafting a Great Sales Pitch

As a salesperson, it’s your job to craft a rock-solid sales pitch to potential investors. The right pitch doesn’t sound too  “salesy.” During a pitch, be careful of talking too much. It could seem like you’re trying too hard and can be perceived as a lack of confidence in your presentation. 

Turn that around by keeping these key elements in mind when crafting a great sales pitch:

  • Come prepared
  • Be confident
  • Know your business
  • Show a level of traction and validation 
  • When presenting, take a deep breath and refrain from repeating the same things over and over again. 

“How To Craft A Rock Solid Sales Pitch To Potential Investors” episode resources

Connect with Brian Harrington by emailing him at brian@kevingharrington.tv. For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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

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

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

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Audio provided by Free SFX and Bensound.

Prospecting, Podcast, Video, New Sales Leads

TSE 919: Sales From The Street:”Starving Artist”

Prospecting, Podcast, Video, New Sales Leads

The notion of the starving artist has been around for many years, but many entrepreneurs spend a lot of years “starving” as well. For sales professionals, when we don’t have processes in place to keep our funnels full, we can find ourselves “starving” as well.

On today’s episode of Sales From the Street, Arty Goldstein and John Antonacci from Video Jungle Podcast are interviewing me about this very topic, and what we can do to make sure we aren’t starving artists in the sales world.

The podcast will sound a little different because John and Arty are interviewing me on their show. I’ll share my ideas about processes and systems that can keep you from starving in the sales industry.

Trial and error

Much of my early strategy as a sales rep was trial and error. I messed up a lot, and I’m guessing many of the listeners will relate to that from their own experiences.

Many freelancers assume there’s a big magic formula to success, but I’ve discovered that the simplest bet is to be a personable person.

After that, differentiate yourself. In order to be successful, do the opposite of what everyone else is doing. If everyone else is going one way, figure out if you can go the other way and accomplish the same thing differently.

My idea of hustle is to do whatever it takes to make things happen. Think outside the box: what can I do to be different and out-hustle, outwit, go around, or go over to connect with people?

 

Creating value

Sales has changed a lot since its early days of cold-calling and bartering. At the same time, though, it’s still largely the same.

It’s an exchange of value. What can I give you in exchange for the thing you give me? It translates across all platforms and all mediums.

In the context of video production, you’re creating value. At The Sales Evangelist, I want to help new and struggling sellers find more ideal customers, build stronger value, and close more deals.

I struggled with those things when I was new to sales, but I figured out that if sellers can understand those three areas, they’ll never be hungry.

No salesperson should ever be broke, so if you’re broke, something is wrong. If your organization’s sales process is broken, it will churn and burn people.

Launching the podcast

My buddy Jared Easley, co-founder of Podcast Movement, hosted me on his podcast and he told me I should be doing my own podcast.

I decided to try it and see where it would go. My dream was to influence people the way Pat Flynn does and to impact people’s life.

Apple Podcast has made it so easy that initially, I didn’t advertise much. I asked all my cousins, family members, friends, and anyone who had the ability to get to a computer to go and rate my podcast.

That launched me into the New and Noteworthy category in 2013, which got me some more visibility.

When I landed Jeffrey Gitomer as my first guest, that pushed me into a world where people were looking for sales. At the time there were only like four sales podcasts that were really doing anything well at that time.

To be honest, I’m different than other people out there. Many of them at the time I launched were white guys, and I was a young black guy.

The result is that mine is the number one podcast in Jamaica.

 

Sales history

I’ve been actually selling since I was about six, although I clearly don’t count that in my professional selling history.

In Jamaica, there aren’t 7-11’s on every corner, so people set up little tiendas in their houses and they sell things. My family had a little shop and I sold stuff there.

I wasn’t afraid of talking about and dealing with money because I’ve been doing it since I was very young.

Fast forward to college where I figured out that I really like to be in front of an audience and to teach. After college, I started selling professionally and I figured out that I wasn’t good at b2b selling.

I got training and saw a major improvement, and discovered that I could share that with other people who were in the same boat. When I did, I saw an increase in my sales and I started actually making money.

I launched the podcast in an effort to help other rookies learn about sales and to speak about effective selling.

The Sandler Sales Training Organization taught me a technique that I’ve carried with me to this day, and it’s this triangle principle.

Attitude, techniques, and behavior. Your attitude is what you bring to the game and your techniques are things like how do you ask questions. Your activities are the actions you carry out every day like phone calls, prospecting, emailing and dialing.

That fundamental principle helped me realize the importance of procedure. If you’re winging it, you’ll have a hard time being consistently effective.

If you never practice or follow a pattern, you’ll never be as successful as you could be.

Video as marketing

Video is one of the most important things at our disposal. You can say so much more in a video than you can say anywhere else.

The second largest search engine in the entire world is YouTube.

Video allows you to follow, see, and learn. You can educate people using video.

People also like a personable approach, as evidenced by the demand for reality TV. People want to see something that’s real instead of something that’s highly produced. When there’s a dog barking in the background, that’s real.

Marcus Sheridan told a story of marketing people who were sending him physical resumes to apply for jobs. He challenged them to send video instead to share their capabilities and work history.

Salespeople have awesome leverage in the form of video and we shouldn’t cling to past ideas simply because we’ve always done it that way.

Differentiate yourself simply by using video. A lot of people won’t do it because it’s work.

Also, tell a story. That part will never get old.

Sharing secrets

Some people are going to be do-it-yourselfers. You can’t change that.

When you create value by telling them what to do and teaching them how to do it, they’re going to trust you. They’ll understand that you know what you’re doing, and they may eventually come to a place where they’d rather have you do it for them.

You might give away enough information to help them solve a single problem, but when they encounter something bigger, they’re going to come back to you.

You have to plan. People often overlook planning.

You also have to outperform your yesterday. No matter how good you are today, if you can beat what you did yesterday, you’re always going to thrive.

Keep learning. Read. Listen to The Sales Evangelist. Never stop learning.

“Starving Artist” episode resources

Do you want more tips and tricks from the video? Videostrategy.org is the place to go for thoughts on production best practices, creative brainstorming, strategy and distribution tips, client relations, and much more. Go to video strategy.org.

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

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

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

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.

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Audio provided by Free SFX and Bensound.

Karim El Gammal, Donald Kelly, Sales Plan

TSE 766: Developing an Effective Sales Plan

Karim El Gammal, Donald Kelly, Sales PlanKarim El Gammal is a sales leader who knows how to develop an effective sales plan. He likes to help software companies develop innovative sales strategies and maximize channel-profitability.

He managed to achieve $3M in recurring revenue at Vodafone, in 18 months. Karim also grew the Cambridge Education Group sales team from 1 to 10 people, remotely from Boston, and was one of the key players in creating the Stafford House digital brand.

Currently, Karim is building a sales team in NY, at STRV – software development company.

As an entrepreneur, Karim was featured on Gimlet Media Startup-Podcast after being on the winning NY StartupBus in 2017. He is currently building Phishly to help large companies detect social engineering attacks and avoid getting phished in the future.

Here are the highlights of my conversation with Karim:

The Power of Having Clear Goal and Plan

  • A team should follow a clear path. There should be clear direction and strategic planning. Otherwise, an organization can’t function properly.
  • This should be team collaboration mindset.
  • Give your sales reps full ownership so they can have a clear picture of the bigger plans.

3 Major Pitfalls Why Sales Plans Fail

1. Bad Data

IBM estimates $3.1 trillion of the yearly cost of poor quality data

When data is transferred from one department to another, it could burn thousands of dollars on running the wrong campaigns or wrong target audience.

2. Aligning the Company’s Objectives Across the Board

The company has to have a mindset as a company of having the right data and apply best practices across different departments.

Generate better inbound leads by talking to your marketing team. Then figure out a plan together. Share feedback, best practices, and align goals together to make it easier for everyone.

3. Tracking

Take time to step back and analyze the data on a monthly basis. Figure out what you’ve done wrong and what to do better next time. Then track that data to reach the higher level.

Elements of an Effective Sales Plan

1. Pick a niche market and build traction.

When you track to create something to everyone, you end up creating something for no one. Think about how big is the market, what products are sold, value proposition, and competitive advantages.

2. Target customer

Who’s your target customer and why? Consider your geographic information, target channels, budget and measuring the budget. All these info will help you create your customer profile that will qualify your leads and manage your funnel more effectively.

3. Conversion versus customer fallout.

Think about your competitive advantages or are you missing on important features? Sales reps must report every single feedback in the CRM. The seniors should verify questions and analyze data before sharing the feedback with the product and marketing teams. Transferring the right data at the right time is also crucial.

Karim’s Major Takeaway:

Understand your value within the organization or wherever you go. It’s essential to grow your career.

Episode Resources:

Connect with Karim on LinkedIn and Instagram or reach out to him thru karim@strv.com.

STRV

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