Category Archives for Team Selling

Donald Kelly, Cold Outreach, Cold Email, Prospecting

TSE 862: I Didn’t Think Cold Outreach Was Going To Be This Difficult

Donald Kelly, Cold Outreach, Cold Email, ProspectingCold calling is always a challenge. If you’re in a role that requires you to spend all of your time doing cold outreach, it will mentally drain you. You may find yourself thinking that you can’t deal with even one more rejection. Many people discover they never knew cold outreach would be so hard.

Today on The Sales Evangelist, we’re addressing the challenges of cold outreach, and offering strategies to make it easier; ideas to help you be more efficient and effective. These ideas are targeted toward people whose focus is cold outreach.

Work as a team.

This is a numbers game. Realize that the more people you gain access to, the more likely you are to hit your goals.

Working as a team can make an already tough job a little easier. It can help you all learn, grow, and strengthen each other.

When you do your work near other people, you get a chance to bounce ideas off of each other. If you hear one of your teammates use a line that seems to be working, you can try using it yourself.

You can also set team goals: If we hit a certain number of applications, we can have a small celebration. Maybe your team leader buys lunch or gives out a Starbucks gift card.

The team environment will become more focused because everyone is working toward the same goal.

Talk about the challenges you’re having during team breaks. When you recognize that something you’re doing isn’t working, ask the other members of your team for feedback so you can tweak your script and try new things.

Have team members share TED Talks or podcasts or other sources of encouragement during your breaks. Ask one team member to share something that motivates him.

Look for ways to help your team have wins. As your team hits its goals, the whole team will get a morale boost.

In an environment where people are being hammered with rejections, look for ways to pick them up.

Help yourself.

Set up a series of sprints for yourself or your team. After you finish 45 minutes worth of calls, allow yourself a 15-minute break to regroup and refresh. I used to walk around the lake with a coworker when I needed a change of scenery, and we’d discuss ideas while we walked.

Measure your performance as an individual (and also as a team). Are you consistently better at accepting rejection? Better than you were last week?

I like to write out responses to objections so I’ll have them available when I need them. If I measure what I’m doing, I’ll be able to identify which ones work and which ones don’t.

If you’re able to break up the monotony by changing up your cadence, try that. After a block of cold calling, spend a block of time on social selling or email contact.

You may not have that option in your role, but if you do, use every tool in your arsenal to reach people and hit your targets.

“Cold Outreach” episode resources

Our friends at Wiley have provided a free excerpt of the book Stop Selling & Start Leading. Based upon research and interviews with buyers, the book provides a blueprint sales professionals. Read an excerpt of the book here.

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.

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Annoying Co-worker, Office Worker

TSE 792: How To Deal With That Annoying Co-Worker On Your Team

Your job is hard enough without an annoying coworker distracting you from your work. In today’s episode of The Sales Evangelist, we discuss how to handle an annoying coworker when you’re simply trying to find new prospects, close more deals, and build more value.

Every sales team, no matter what you sell, has dealt with someone like this.

Perhaps he isn’t trustworthy. He coasts instead of working hard. He gossips and distracts others while they are trying to work.

Seek to understand.

Steven Covey, in his book The 7 Habits of Highly Effective People,  suggests that we first seek to understand other people before we seek to be understood ourselves.

So what does that look like with an annoying coworker?

Ask her to lunch or to coffee. Ask about her sales experience and what’s going on in her life. Try to understand who she is as a person.

She probably isn’t intentionally being annoying. She might not even realize she’s doing it.

Be a leader.

Establish a standard of working hard and staying focused, and that expectation will spread through your sales team.

More importantly, the annoying team member may discover that he’s in the wrong place. If everyone else is working and he doesn’t want to, he might decide to move on.

Ultimately, too, hiring managers may better understand how to choose future team members.

If you’re a sales leader, identify people on the team who aren’t thriving and figure out how you can coach them. How will you protect the team if your team members don’t improve after they’ve been given the opportunity?

Don’t be the annoying coworker.

If you aren’t thriving and you aren’t motivated to improve, look into your why.

Maybe you aren’t cut out for sales. Perhaps you’re in the wrong industry or you’re selling the wrong product.

Don’t stay stuck in the wrong place.

If you have a coworker like this, tell her about this podcast where we provide sales training to sellers of all levels. Tell her about The Sales Evangelist Hustlers League where she can learn from other sellers in an online group coaching format.

We want you to build stronger pipelines, close more deals and do big things.

Team Selling, The Sales Evangelist, Donald Kelly

TSE 073: 3 Important Things To Remember When Team Selling!

Team Selling, The Sales Evangelist, Donald KellyWe have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also in the sales meeting with someone else in a team selling situation and you didn’t do much preparation prior to the meeting. Before you know it the appointment is not going the way you thought it would.

Why? Because you are the only person who thought it would go that way. They are YOUR thoughts and others don’t know them. Since nothing was planned, your team selling turns into a sales appointment disaster! Well, don’t you fret. Those days a long gone now.

Here are the three most important things you need to remember when team selling:

1. Have a clear goal (purpose):

A. Why are you meeting with the prospect or client?

It is important to have a clearly defined outcome for the meeting. Is this an initial meeting to discover if you are a fit for each other, a meeting to ask for the sale or is it a demonstration/presentation of some sort? Whatever it is, make sure it is VERY clearly defined.

B. Why are you bringing someone else along to this appointment?

What is the reason for someone else attending this meeting with you? Do they have a clear understanding of what they are supposed to be doing? These are important questions to discuss with your selling partner. The last thing you want to do is start the meeting and the person who is supposed to be your sales engineer, starts taking the prospect down another path. Believe you me, bad things start to happen when folks don’t know their roles.

2. Plan your meeting:

The second important thing to remember in a team selling situation is effective planning. Since it is “team selling” you need to perform as a team. Great team sellers look like they are doing a performance when they work together. They understand  what they are supposed to talk about, when they are suppose to talk about it and why. They are totally in sync with their communication and delivery.

This portrays to the prospect a unified front and your a professional organization who knows what they are doing. It helps them gain that added confidences in your product or service.

Another thing to prepare for when doing a team selling demonstration on site is seating. Where will the person offering the presentation sit or stand? Where will the supporting person sit? This is something important I learned when I was selling with a software company. I went on a demo with the CEO of the organization. Prior to the meeting, in our planning session, he brought up the seating situation. He said as he was presenting, I would sit in a position where I can look at the prospect and see if they are getting the information being presented. Since I had seen the demo before, my role wasn’t to watch the demo as much as it was to watch the prospects and their comprehension/receptiveness. When I saw their facial expressions and body language indicating that they weren’t getting a point, I would jump in and help to clearly. This worked very effectively.

Also, be sure to offer intel to your sales partner. What information do you have from previous meetings which you can share to help them get up to speed on the prospect. For example, who is your supporter for this project, who are the decision makers, who is the non supporter. Fuzzy file info like where the prospect is from, favorite activities, how many kids, favorite sports team etc. These simple preparation infromation will help your team selling situation go along way.

3. Meeting outcome and post meeting:

Now this one of the most over looked part in team selling. Your presentation needs to be flawless, but this is the part where money is usually made. Did you accomplish what was defined in the first meeting? Is there a clear outcome or goal? Is it fine to ask for the business and who is going to do it? What will you say? What commitment or next step you would like the prospect to take?

What about the next meeting? Who will send a meeting recap to the prospect? Are you going to send a hand written thank you note and who will do it? I highly recommend the thank you note. It is always exceptional edge that will impress the buyer.

You also need to do things that you promised the client in the meeting that you would do. Such answer further questions, maybe offer references, send over the updated agreement etc. At the end of a meeting there are things the sellers need to do and you need to know who will do it and when it is going to get done. Finally, always have a clear next steps!

These things are not complicated and you may have your own practice. But from my experience these are some of the most important steps to do.

Feel free to tell me more about your team selling practices below. I would love to hear from you.