Today’s episode is explosive since our guest today, Patrick Helmers, is a double-edged sword who brings a lot of value on the table. He is not only a master on the tech side but he also has mastered the sales process.
Patrick used to be an engineer with a computer science background until he slowly gravitated towards the front end working with clients and customers and moved into sales realizing there’s a whole lot more to a customer buying your product or service – it’s the whole sales process that he’s fascinated about.
Today, Patrick talks about why sales comes first before marketing and he walks us through re-engineering the process of bringing a product out into the market which is totally genius.
Here are the highlights of my conversation with Patrick:
Why startups need to focus on sales over marketing campaigns:
Why people are more apprehensive to sales than marketing:
Strategies to start finding success with sales:
Why people are scared of selling:
Re-engineering your process:
*Most business owners build the product first before getting the customers, which is something they’re struggling with.
Actionable steps when looking at creating a new product/service:
Who makes sense for the product or service you’re thinking of building?
Send an email or call and ask for their advice. Set an appointment as to the best time that you can speak with them. You’re not selling or pushing anything. You’re just asking for advice and people like to be helpful and like to share what they know. They love to have other people listen to them.
It’s a great way of qualifying to see if they’re a prospective buyer or you can be referred to the right prospects.
Write down their exact language because this is the text you’re going to be using in your marketing content. Sales comes before marketing!
Patrick’s Major Takeaway:
Don’t be afraid of the phone. Pick it up and make calls.
Learn more about Patrick on The Sales Babble Podcast
Eric Ries’ book, The Lean Startup
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With the ever evolving technology we have today, there is no reason why you can’t capitalize on what the world is offering you to do today. No, it’s not just a matter of knowing what you’re selling and bringing it out to the market. Knowing who you’re up against is equally crucial. In this episode, John Burke talks about these points which are necessary to help keep you ahead in the game.
John Burke is the President of MSi, a LED-lighting company involved in the design and manufacture of their own LED light bulbs and specialized in commercial applications. Although a company president, John still remains a salesman at heart.
Having an extensive background in sales, working with huge corporations like Colgate and Reebok’s Avia International, John has taken the discipline and structure he has learned from Corporate America and incorporated them into developing his own business and gaining the success that he has today.
Here are the highlights of my conversation with John:
His career timeline:
The major challenges affecting sales professionals on the corporate side:
The game is more challenging and only the best at understanding what’s going on in the game will be successful.
What sales professionals are struggling with in these “new rules” in the game:
What you need to do to up your game:
The biggest challenge today: To provide thebuyer with what they need to have to make the sale.
What John does to motivate his team about knowing their products:
The power of knowing your competitor and their products:
The biggest way to sell: Relationship Selling
Focusing on the details of the prospects you’re working with:
Finding the ideal customers:
Current projects John is working on:
John’s Major Takeaways: