Tag Archives for " Business Development "

Donald C. Kelly, Inside Sales, Outside Sales

TSE 1172: Should I Start Off With Inside Sales or Outside Sales?

 

Donald C. Kelly, Inside Sales, Outside Sales

Are you new to sales and asking yourself the universal sales question, “Should I start off with inside sales or outside sales?” Many share the same thought and I have five things to help you figure out a better way to go.  

Inside sales vs outside sales 

Every company is different, however, inside roles typically have the SDR (sales development rep) or the BDR (business development rep). Depending on the company, these may be different roles done by different individuals. 

The business development reps may be the ones finding new prospects for the business. For some companies, the sales development reps are focused on the inbounds. When the sales come in through marketing or via the website, the sales development reps will get more information making them the first line of contact with the SDRs. They talk to potential clients, qualify them, and set them up for appointments. 

An inside sales rep who’s also doing outbound tasks has a lot of work. The upside to outbound sales is getting a bigger commission than the person who’s doing solely inbound tasks. 

The business development reps need to qualify people, follow up, and make sure that they know their company’s products and services to have meaningful conversations with potential customers. 

For other companies, this doesn’t matter. 

If you’re on inbound sales then your job is to generate opportunity whether it’d be through cold calling or setting up appointments for outside sales reps. If you’re on outbound sales then your job includes taking the first appointment, having a deeper discussion with the prospect, and building value with the prospects. You need to dive in and understand their needs to be able to go to the most important parts of the sales process which are the pitch, presentation, and closing the deal. 

Inside sales first 

If you’re new to sales, the best path you can go is inbound sales. Here are the reasons you need to consider why. 

The decision of whether to go to inbound or outbound sales depends on the complexity of the product or service you’re selling. Consider a B2B sales scenario in which you’re selling a product with a certain level of complexity (computer software or something from the medical industry). Coming right out of college, you may not be used to such a level of complexity. Doing outside sales and having to develop the ability to sell the product and talk about it convincingly is not the easiest route. 

This scenario will be different if you’re selling a simple product. You can easily up your game, learn everything about the product, and sell it in no time. 

So, the first thing you should do is to evaluate the complexity of the sale that you’re doing. If the product is something that you’re not familiar with, learn as much as you can about the product first before you consider doing outside sales. 

Industry

The second thing to consider is that each industry has different ways of doing things. 

Take for example a government-based industry. The deal size for government-based industries can go from $30-$150,000 and the sales cycle can run from 6-18 months. If you’re not knowledgeable about how that works, then you’re not going to last. You need to know what the industry is and make sure that you understand how it works. 

Going to the inside gives you the opportunity to learn things and understand the lingo and the processes of the industry. 

One thing I’ve learned from doing inside sales for the government is that every city government typically has a buying cycle anywhere around the October timeframe or sometime during the summer. Typically, a sales rep’s job from January to June is doing demonstrations. You can’t expect to close deals on those months. The government-industry has long sales cycles and new sales reps need to understand that before jumping into the game. 

Sales cycle 

Outside sales are good if you can close your product within 30 days but if it takes longer than that, then you need to rethink your decision. 

Sales are like hunting or going on an adventure into a new world. #SalesQuotes

It’s better to have a guide to be able to make the right decisions. In the same sense, inside sales provides a team that will guide you along the way. You’ll know the proper ways of doing things and get more help from the mothership. This is something you won’t have if you do outside sales working as a lone ranger in a remote territory without a support system. 

Doing inside sales for a long sales cycle is best to get all the proper help before going off on your own. 

Business acumen 

Being new to sales or coming straight out of college means not having a strong understanding of the business. You’ll end up being one of those traditional sales reps that everyone’s making fun of, not the sales reps who is making value. You become the order taker and you’ll have a difficult time closing deals. 

You won’t be authoritative because you won’t feel confident. 

When you’re in inside sales, your job isn’t to close deals. Your job is to understand the challenges, to understand and create opportunities, and to know how to find the right people. #InsideSales

The knowledge you get from inside sales will help you ease into the outside sales. If you do some ride-alongs, you can jump on some demonstrations with your account executive. Being an inside sales rep gives you the chance to hear what your account executive is doing and why she is doing that. 

You have the chance to learn from their demonstrations and apply those learnings to your demonstrations when you start on your own. This will help you build your business acumen. 

You’ll be able to hear your seniors when you’re on inside sales the way I did before with Heather Barkley. 

She was one of the seniors in the bullpen when I was starting out and she gave me so much knowledge. Sometimes, she’d pull me out and explain the way things work. Her teachings helped me to frame my message as I was reaching out to prospects. 

Mess up and learn 

Being new in sales, you are bound to make mistakes. When you’re on inside sales, your quota may not be as large as the ones on outside sales. 

There are a lot of expectations for someone in outside sales but in inside sales, you have some room to mess up. 

If you are on outside sales and you’re getting all these qualified opportunities but you don’t know how to close these individuals, you’re not assertive enough, and you didn’t go through the TSE Certified Sales Training Program. You’ll eventually lose the opportunities. 

When that happens, you have a higher chance of getting kicked off the team because you’re not qualified. 

Diverse learning 

Another great reason why you need to start in inside sales is the chance to meet every department and learn from different individuals. Being in inside sales allows you to understand and learn many things. You understand marketing messaging and how they communicate with sales. You also know where the accounting department is coming from and you learn about the challenges that departments face. 

Additionally, you learn in customer service that the best types of customers are the ones who don’t complain, who use the system, and more. 

All these things will make you a better outside salesperson in the future. 

Go inside first, at least for six months for you to learn the ropes. If you’re on the outside when you’re not prepared, you’ll end up frustrated. 

Before you answer the question, “Should I start off with inside sales or outside sales?” consider these things first: 

  1. Complexity of the product
  2. Type of industry
  3. Sales cycle
  4. Your business acumen
  5. Your room for error

“Should I Start Off With Inside Sales or Outside Sales?” episode resources

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! 

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TSE 1139: Sales From The Street – “Don’t Give Up So Easily”

Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcome those things that appear to be obstacles.

Jacob Wardrop is the sales director at an email management provider called 28Hands, which helps people who feel overwhelmed with the volume of email and need a more automated way of handling it. 

Old school

Jacob once worked as a sales rep selling software to the construction industry, and he was assigned a geographical territory. The businesses ranged from 10 employees to about 400, and a couple had more than 500. One of those companies already worked with his competitor, and Jacob’s company had never been able to gain any traction with the other. 

Despite making probably 200 calls, his company didn’t know what the prospect was currently using and the company wasn’t even sure if it was a good fit. They simply knew that the prospective company was massive and that there weren’t very many construction businesses of that size in the UK. 

In short, the company wasn’t very open to the outside world. Employees weren’t able to use LinkedIn, there was a no-name policy from the reception, and nobody used their own email addresses. Each of the 19 offices had its own email address, and as emails came in, the receptionist would sift through them and hand them off. 

Finding a way in

His background was predominantly outbound so he had what he calls a hunter mentality. He spent a lot of years doing small deals, kissing a lot of frogs and doing a lot of meetings without a lot of reward. Eventually, he started doing bigger deals, and because he had a taste of success, he saw a great opportunity with this new company. 

He was reasonably sure he could get a meeting with them despite the fact that he couldn’t use LinkedIn or email, so the challenge was to get a foot in the door. Every seller before had failed to get beyond the receptionist, and Jacob got caught in that trap briefly, as well. 

In the end, he counted 67 phone calls to the prospect, and he calls the experience a lesson in thinking about the best way in to an organization rather than just relying on a call list.  

Seeking a favor

He started by scouring the website to see what information he could find. From there, because he worked in a geographical region, he trusted that he could find existing clients who worked in the same sector who would be willing to help out. He built a good relationship with some finance partners and other local companies. Over the course of three months, he felt comfortable asking for a favor. 

He asked for information about who the problem solver was in the company. In other words, if you wanted to get something done there, who would you ask? His clients gave him the gentleman’s name, and also gave him permission to use their name in his email contact. 

He sent a message requesting to speak to the managing director, and he got past the first stage where people tended to get stuck in this organization. The managing director agreed to a call and a meeting, largely out of curiosity. They had never worked with a company like ours, but many similar businesses were already working with us. 

Getting the right person

The initial email kicked off an 18-month sales cycle. 

Sometimes sellers want to make things easy for ourselves so we end up sounding like everyone else. Many salespeople will be handed accounts that others have farmed for years, and they’ll be tempted to repeat the same cycles and call all the same people. Instead, consider taking a fresh look and seeking alternative people. Get creative in terms of how you’ll connect. 

Give serious consideration to how you’ll be listened to.

Referral

The managing director passed him off to a management team to help with the initiative. The fact that he had a referral from someone at the top of the organization made a big difference. It means that Jacob could always call him and that he could update him on progress. That meant that the people he was meeting with were accountable for something. 

This deal was worth about half a million, while the average deal previously had been about $100K. It was a record deal, and after a lot of meetings and site visits, his company landed it. 

Many more traditional companies take a long time to make a decision, and there’s a lot of advice that says you shouldn’t keep pursuing opportunities which aren’t active. In this case, the fact that it took a long time was frustrating, but ultimately it was worthwhile. 

By the end of the deal, Jacob was weary from the stress and sleepless nights, so on a Friday afternoon when he knew the deal was close, he drove there. He arrived at 2 and stayed until 9 waiting for the company to be in a position to sign the deal. 

He persevered and stayed diligent and worked to separate himself from what everyone else was doing. 

Building a process

Eventually, he left a very comfortable position for one that didn’t have all the necessary components for success. He was frustrated and surrounded by negative energy. 

He read a book called The Chimp Paradox by Steve Peters that addressed how to focus on the things that are within your control. Jacob wrote down all the key elements of a high-performing seller, from data profiling and gathering to business development and having a senior sales team. 

The group had a product it could sell and a good message, but no intensity culture around it. He booked eight meetings in a day to see what he could learn off the back of that experience. He discovered that by simplifying and writing down a few key things and a simple goal helped him refine the message. It gave him some optimism because it generated some results. 

Generating data

The company started building data on its prospects from scratch until it could afford to have data profiles populated into the CRM. They recruited business development people and started working to answer questions. Why isn’t marketing doing certain things? Why isn’t the SDR doing certain things? 

It’s a much better approach than blaming other people for your problems or your challenges, which ultimately doesn’t help. It simply generates negative energy. 

Once you take control of the situation and decide to control your own destiny, that’s when things can turn around. 

Now, his team works to book 10 meetings before it spends a load of time or money on marketing content. It doesn’t matter whether they use email or LinkedIn. Simply that they book 10 meetings in a new sector because that element is within their control. You learn a lot when you’re in a room with 10 customers instead of being in an office.  

Focus on the components that you don’t need other people for. Become a bit of a lone wolf and then build something. 

Critique yourself

Regardless of the outcome, whether it’s positive or negative, analyze what you did well. You can have a bad call that still ends well. 

Many salespeople base all their self-esteem and confidence on outcomes from clients, which is a bit fickle since some of it results from luck. The danger is that they start to believe their own hype. 

Analyze yourself at every opportunity. Write down the things you’ve done well and the things you haven’t done well. 

“Don’t Give Up So Easily” episode resources

You can connect with Jacob on LinkedIn or connect with him via email at Jacob.Waldrop@28hands.com

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. You can take it on your own or as part of the semester group.

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.

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Corey Blake, Donald Kelly, The Sales Evangelist, BYU-Hawaii

TSE 1120: How To Build a Brand Online and Leverage it for Rapid Sales Growth

Corey Blake, Donald Kelly, The Sales Evangelist, BYU-Hawaii

Every sales professional and entrepreneur needs a profitable brand, and the key is to build a brand online and leverage it for rapid sales growth.

Corey Blake is the CEO at MWI, an international digital marketing agency. His background is in sales and business development and he has managed great sales teams over the years.

Validate your brand

When it comes to building a brand and then leveraging it for growth, you must begin by validating your brand. You basically want to turn off any sirens that the potential customer has about you as a seller.

We all know that a stigma exists around sellers, and you likely even experience it when someone gets on the phone with you to sell you something, despite the fact that you’re in sales yourself.

The biggest challenge often originates from the fact that we build great brands and we know we have value to offer, but we don’t know how to convince people to pay for it. How you validate your brand is critical in that process.

It’s simply legitimizing your brand, service, or product. You must find a third party or another way to validate it. You could share that your brand has been featured on certain sites or that you’ve been invited to certain events.

When you’re starting out, go to your customer. Offer to give a customer your product or service in exchange for their use of it. Explain that you think it will make his life better and that you’d like to ask for his testimonial.

Now you’ve got validation and social proof to use in your next sales conversation.

Personal confidence

Seeing someone use your product provides you, as the seller, a certain amount of confidence as well.

If you prefer, you can create great case studies or build a social media presence that includes amazing content. For MWI, for example, they can validate themselves as great content creators by creating great content.

As a bonus, TSE has used those product giveaways as an opportunity to gain feedback during our initial launches so we can figure out where we need to tweak our training or our products. It also helps us build a case study.

Through all of this, you’ll build your own excitement and you’ll develop even more confidence, which is the key to success. Begin your entrepreneur journey by selling yourself on the value you’re providing to the world.

Linking value

Once you’ve established confidence in your value, use your marketing to communicate it to your potential customers. It’s not enough to be sold on your own value, but you must find someone else who is sold on your value as well.

Find a publication that will tell its audience how legit you are.

Once you’ve built this validation, you’ll have an amazing ability to sell your product or service with exclusivity. You’ll find yourself in the driver’s seat and gives you leverage in your communication and makes your sale more exclusive.

If you establish exclusivity, you almost won’t have to sell your customers as much. You’ll simply have to educate them and move them along the sales process. Exclusivity is priceless.

Finding balance

No one wants to be perceived as the typical used car salesman. Don’t come across as gimmicky, selfish, or ignorant. Instead, strive for confident, competent, professional, and controlled. There’s a balance to it.

Assume your customer has never heard of your validation and mention it to him. Within the first 20 seconds, provide that validation to establish confidence and control. Find a way to organically share it without being perceived as cocky.

The alarms about whether you’re legit will shut down. Then you can offer the idea that you only work with a certain kind of brand, and that allows you to operate with a lot more control.

Close early, close often

Make sure you’re asking for the business. Develop specific strategies to close deals. Beautiful branding and validation won’t matter if you can’t close. Consistently think strategically about how you’ll move this sale to the place you want it.

Provide the customer with the right information and the right details so that she’ll be ready to close.

Closing amounts to more than the way you speak, the speed of your speech, and the tone of your voice. These things do constantly lead to close, but you have to figure out how to move to the specific points along the process.

Many sellers are fearful of the conversion side so they hold off too long. Or they get anxious and they ask for the sale way too soon. If you follow the process, that’s where you’ll see the difference.

Sales process

You can have all the right components in place, but without a repeatable sales process, you’ll struggle to support your sales. If your process isn’t organized in a way that leads to close at all times, you won’t succeed.

Determine how to leverage all the components you’ve gathered to move your customers toward a deal. Leverage your value, your validation, your exclusivity, and your communication to ask for the business.

Corey’s goal at the end of the sales process is to structure the process so that the _customer_ asks for the next steps without him having to sell it. That’s when you know you’ve hit the nail on the head.

Organizing your tools

Corey worked with James Carberry at Sweetfish Media to help him set up a process of validation. James already had significant validation because he had a large number of podcasts with great guests and he writes for large publications. They simply had to find a way to organize the validation.

In their case, all the tools were sitting there waiting to be used.

Focus on providing real value. Sell yourself on the value you’re providing to individuals and industry. When you love what you’re doing and you aren’t simply trying to make a buck, people will want to be part of that.

Good businesses are built on products that will make a difference. It doesn’t have to be an altruistic notion like ending world hunger. We would all benefit if we could go to work every day and provide value that you believe in to everyone else.

“Build a Brand Online and Leverage It for Rapid Sales Growth” episode resources

You can connect with Corey at Corey@mwi.com. Mention that you heard me on this podcast. You can also find him on LinkedIn @Corey Blake.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

Tools for sellers

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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.

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Donald Kelly, Ryan Levesque , ASK Method, Market Sharem

TSE 1118: 5 Things to Look For When Choosing Your Market

Donald Kelly, Ryan Levesque , ASK Method, Market Sharem

In order to succeed in business long-term, choose a market with room to grow, and consider these 5 things to look for when choosing your market.

Ryan Levesque recently landed on Inc.’s list of 500 fastest growing companies, and his company just passed the $10 million mark for annual revenue. He admits that he has made a lot of mistakes along the way and learned a lot as well. 

Finding a niche

Ryan said many business owners and entrepreneurs make the common mistake of following conventional wisdom in the early days of the venture. They focus on what they will sell or create rather than focusing on who they will serve. Who is your market? Who is your niche?

He has engaged in more than 23 niche markets, from making jewelry out of Scrabble tiles to weight loss and satellite television. Through the process, he has learned the importance of focusing on people rather than things. He points to choosing the right market as the most important factor of all.

You can be the most charismatic salesperson with the best closer, but if you have chosen a bad market, none of that will matter.

Wrong product and people

I’ve personally made the mistake of trying to sell the wrong product to the wrong people. I discovered a product that I liked and I thought other people would like it, too. But it didn’t make money because it wasn’t a good fit. There wasn’t a market for it.

Ryan outlines the indicators you should look for in his book, Choose. He said though, that writing a book invites communication from two different camps: those who love what they read and those who claim it didn’t work. He said it leaves you wondering whether you gave bad information.

Niche markets

In his first book, Ask, Ryan revealed the methodology he used to successfully enter niche markets. They figured out how to warm up prospects and how to determine what people want. It includes a specific set of questions designed to help you understand your audience at a deep emotional level so you can better sell and serve.

In an online environment, you ask questions on your website so you can funnel people into different “buckets” based on their situations.

Ryan focused on uncovering commonalities. For example, what did the people who didn’t succeed have in common? What were they doing wrong? He discovered that he didn’t teach people how he chose the 23 markets he engaged with. Of the millions of niche markets a business could engage with, what did these 23 have in common?

He engaged in what he called the biggest research project of his life. He sought to figure out why the 23 markets had succeeded where others had not. Then he looked at his most successful clients and tried to figure out what separates the successful ones from the unsuccessful ones. He uncovered seven factors that will make or break your business’ success.

The seven factors that Ryan uncovered are universal, foundational pieces that will help you find green markets, or those markets that are a “go” versus yellow which aren’t quite ready and red, which you should stay away from.

Evergreen markets

Consider the following study in contrasts on the topic of evergreen markets, which are relevant now and will still be relevant 20 years from now.

Ryan engaged in the Scrabble tile jewelry market about the time Etsy was coming online. Jewelry combining Scrabble tiles and origami paper was extremely popular at the same time he and his family were living in Asia.

They discovered a woman who was teaching people how to make the jewelry on Etsy and making about $10,000 a month selling the tutorials. There was no overhead, and her homemade version of a tutorial was selling like crazy.

Ryan and his wife decided to make a go of it, so she learned to make the jewelry while he worked on selling it. They built a better mousetrap, and before they knew it they were picking up steam. Before they knew it they were making $10,000 a month.

The ending wasn’t a happy one. The jewelry was completely a fad so sales dropped off almost overnight. Ryan had quit his job and his wife was in grad school so she wasn’t making any money. Avoid fad markets as you’re choosing your niche.

Ryan then engaged in the oldest hobby in America: gardening. He researched niches within the gardening market and he discovered orchid care. He started a business teaching people how to care for orchids and they took the business from zero to $25,000 a month. The tiny little niche business still pays their mortgage and living expenses.

Consider the example of fidget spinners and bitcoin as a study in evergreen markets.

Enthusiast market

The enthusiast market is in contrast with a problem solution market. The problem solution market involves solving problems for the people around you. Once you’ve solved the problem, people move on with their lives. Consider the example of flood removal. If your basement floods, once the water is removed, you never engage with them again. You won’t sign up for newsletters or Facebook groups.

If you own a dog, you will be a consumer in that market for years and years. Look for a market where you can generate a customer once and then sell to that customer over and over again. Chasing after new customers constantly is the hardest thing in the world to do.

Urgent problem

Those two markets aren’t enough on their own. You must have an urgent problem in the context of the enthusiast market. Many people will consider selling dog coffee mugs or Christmas ornaments. But none of those items address an urgent problem.

Urgent problems are those that keep people up at night. People talk about a $1,000 problem, but a $10,000 problem is 10 times bigger than that. An example from the dog market is the issue of peeing and pooping on the carpet. The issue becomes a $10,000 problem when you’re planning to travel across the company with a dog that still pees and poops everywhere. Now the problem is urgent. Now you’re not shopping around to find a 10 percent discount off a potty training solution.  

You’re looking for the urgent problem within the enthusiast, evergreen market.

Imagine you come to me with that problem and I help you solve it. Now, I’ve become your trusted advisor in the market. So now, when you have the next big problem, you’ll come back to me. Whether it’s biting or barking or pulling on the leash, you’ll trust me to help you with it.

Future problems

Seek a market in which, after you’ve solved the initial problem, the success of solving that problem leads to another problem. Imagine helping people negotiate a better salary. If you help your customer negotiate a $10,000 raise, you’ve created a new problem. Now he doesn’t know what to do with the extra money.

You’ve created a new problem for your customer.

Begin by choosing the right market for you. Once you’ve chosen, figure out what your market wants by asking. The next problem might be that they need to hire a first employee. Then the customer might need to establish processes and systems.

This gives you the opportunity to serve that customer for years and years.  

Players with money

Don’t sell to broke people. If someone can’t put a roof over their head or food on their table, it doesn’t matter how good your product or service is. They just can’t afford it.

Make sure you’re in a market that has a high concentration of players with money. The term comes from Gary Halbert, one of the all-time great direct response copywriters. It means that you don’t necessarily need millionaires or billionaires, but people who spend a disproportionate amount of money in that area of their lives.

We all know people who have a crazy hobby or obsession or some part of life where they spend a lot of money. Dog owners are a perfect example because of all the crazy stuff they spend money on, like pet insurance and operations and vacations.

On the other hand, Ryan launched a business in the memory improvement market, but because it targeted students who didn’t have a lot of money, he learned the lesson about people with money the hard way. He learned that you can’t build a big business around broke people.

Whatever you’re pursuing, the business doesn’t have to be perfect. It just needs to start. Don’t allow perfection paralysis take you over. Better to execute at a B+ level today and then improve moving forward.

“How to ‘Warm Up’ Your Prospects With Trust Before You Pitch” episode resources

Ryan is offering TSE listeners a free hard copy of his new book, Choose. All you have to do is pay a few dollars in shipping and handling. In addition, he’s providing $200 in free bonuses, including the audiobook. He has mindset training about some of the topics addressed here. Visit choosethebook.com/tse to take advantage of the offer.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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.

 

 

FSMSDC, Entrepreneur, Podcast

TSE 1105: Growing Your Business and Creating Value

FSMSDC, Entrepreneur, PodcastDuring our time at the Florida State Minority Supplier Development Council’s expo, we’ve met a number of people who understand the secrets behind growing your business and creating value.

Felix Bratslavsky works at Tampa General Hospital, a very large level-one trauma center that is number one in Florida for transplants. The organization has more than 8,000 employees but they still contract out much of their workload.

Gilda Rosenberg started a vending machine company 35 years ago in Miami and she slowly grew it to include major clients like universities, schools, and hospitals. She calls her relationship with  the NMSDC a love affair that resulted in referrals, connections, and mentorship that helped her to grow her business.

Partnerships

Tampa General has a minority business program that breaks out the four procurement categories from construction and professional services to general goods and services, and medical services and supplies. The hospital has a lot of contracting opportunities and a lot of partners within the state of Florida and even nationwide.

The Minority Business Enterprise program administered by the NMSDC recognizes for-profit businesses in the U.S. that are 51 percent owned, operated, capitalized, and controlled by minorities.

Felix says that MBEs that want to stand out should strive to be a partner. Add value, be cost-efficient, and know about the customer. Understand the customers’ goals, their missions, and where they’re headed. Bring the solution to wherever your prospective customer is going.

In the case of Tampa General, the hospital recently got a new CEO that is leading the organization down a different path. MBEs that want to engage should recognize that the business has changed paths and they should offer solutions that relate to the path the company is on.

Be an expert in your own business. Instead of coming to the prospect with a variety of items, they should know the situation well enough to narrow the solution down the best possible option and lead with that one.

Homework

MBEs must do their homework and focus on preparation if they that want to get noticed. Organizations receive hundreds of emails every day, so generic outreach will generally get deleted.

Learn the process to get on the vendor application and then build a relationship. Finally, come with solutions. Understand your business and their business well enough that you can have meaningful conversations about each.

If you want to be the next partner, you should already know who your competitors are, and who your prospect is currently using and why they are using that company. You should know whether a contract exists, and whether it’s up for renewal.

Companies that do those things win opportunities.

Differentiate

Differentiate yourself by being prepared. When there are so many companies doing the same thing and offering the same service, you have to stand out.

Maybe you stand out on price or on value or even additional services. Whatever it is, make sure that the corporations you’re pursuing know what sets you apart.

Finding the right people

Gilda recalls asking a bank for a $5 million loan for vending machines and being treated as though she was crazy. She said that her connections through NMSDC helped her learn how to negotiate the loan process as she interacted with banking people and how to create bids from connecting with hospital CEOs.

Her biggest challenge in the vending industry has been the labor force. Her first route driver stole from her, so she learned that she had to control inventories differently. As the industry grew into a technological one, she had to bring in geek squads.

She also learned how to find the human resources that support your mission and your vision. She said that finding the right manpower still poses one of her greatest challenges even today. The company struggles to find loyal employees who stick around because small companies struggle to sustain high turnover. The cost of training is simply too high.

NMSDC

She experienced a huge lift when she was introduced to the minority certification program. Then, she slowly grew her network and interacted with larger organizations where she landed contracts.

You must prove yourself to the client. She says the most incredible satisfaction comes from helping minorities nationwide. Her suppliers and equipment originate from minorities. And now newer companies want her to introduce them to other contacts.

Gilda calls her mission a mission to help other minorities. She also calls NMSDC the best college she ever went to. Although she studied economics in college, she grew professionally among the members of the NMSDC. She learned to nurture others.

Don’t think twice about joining the council because there’s nowhere better to network. The council’s handholding helps businesses by taking extra steps to get you to the right people. And knowing the right people can be the key to growing your business and creating value.

“Growing Your Business and Creating Value” episode resources

You can connect with Felix at (813) 844-3474 or at fbratslavsky@tgh.org or go to the hospital website. You can connect with Gilda at gilda@gillyvending.com. Learn more about the National Minority Supplier Development Council and its offerings at the website, nmsdc.org. If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

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.

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.

Lauren Cohen, Small Business

TSE 1104: What Are The Secret Scale UP Success Strategies?

Lauren Cohen, Small BusinessThe same secret scale up success strategies that help entrepreneurs grow their businesses to the next level will benefit individual sellers who recognize their territories as their own business.

Lauren Cohen works with foreign investors to find the right business opportunities, make the right investments, and get and keep their visas. She discovered along the way that many of these people didn’t pay a lot of attention to their business structures and that the same was true of American business people.

7 Steps Scale Up Success Strategy

Lauren characterizes her role as creating a GPS for your business, but you have to have a destination. You can’t tell your GPS that you don’t know where you’re going.

These 7 areas of a business’ foundation can result in disaster if they are overlooked.

  1. Funding in capitalization. Without the right capital, or if you’re under-funded or under-capitalized, it doesn’t matter how great your business idea is, you’re going to fall apart.
  2.  Business planning. If you don’t have a business plan and an exit strategy, you don’t begin with the end in mind.
  3. Branding and marketing. Building your brand is part of your foundation but it doesn’t exist independent of all these other elements, and marketing is part of branding.
  4. Legal and compliance. Without a legal structure in place, which so many business owners don’t have, you’re risking your family and everything you have.
  5. Financial and taxes. Everyone knows what that is all about.
  6. Operations and systems. Without systems, you can’t repeat your success.
  7. Insurance and licensing. If you don’t have insurance and someone sues you, you’ve got nothing to protect you. Without the right licenses, you can be shut down.

Know your area

You cannot be an expert in every area, so Lauren’s number one tip is to stay in your lane. You don’t know what you don’t know. Figure out where your gaps are and then allow someone who is an expert to oversee the process.

She suggests a 3-step process to assess your company.

  • Assess
  • Diagnose
  • Deliver

Diagnose the issues and then fill the gaps you identified in the process.

Exit strategy

Lauren related the story of a client who wanted to exit her business within five years so she needed an exit strategy. She needed a strategy to get from where she is to where she needs to be.

She wants to sell to one of four parties but she doesn’t want to sell at a discount on her dollar. Rather, she wants to sell at the highest possible dollar amount. In order to do that, she needs to increase the profits.

That’s where the various elements of branding, compliance, taxes, operations, and all these other components become important because they will help the business owner get more value at the time of exit.

Funding and capitalization

It sounds crazy, but if you ask someone to invest $100,000 in your business, they are going to laugh at you. If, on the other hand, you ask for $5 million, they’ll suddenly believe that you’re serious. The problem is that there’s no ROI for $100K.

The cost of obtaining the money is so high that it’s not even worth it for them to pursue it.

Financial and taxes

This one is easy. If the IRS is after you because you haven’t paid your taxes, get them filed. You may pay penalties but at least you’ll be up-to-date.

Legal and compliance

Legal and compliance include your corporate record books, which everyone should have. Some companies don’t even have the corporate entity which is a whole other story.

Make sure you have a corporate record book that’s affiliated or associated with that entity. Hold a meeting each year and record the minutes in that record book.

Reflect all the changes to shareholders and bank accounts in your records.

She estimates that 70 percent of businesses don’t keep their record books up to date. If you try to sell your business or you end up in litigation, you’ll need that book.

Building and scaling

It’s vitally important to have all of these considerations in mind as you’re building and scaling your business. If you find a potential strategic partner who wants to help you build your business but he discovers that you don’t have all your contracts in place, the deal will fall apart.

If you have the wrong documents, you’re potentially setting yourself up for liability.

Don’t try to do this alone. Consult with a professional. Everybody avoids hiring a lawyer or a professional for fear of getting the bill at the end. But it’s better to get the bill now than to get a larger bill later.

“Scale UP Success Strategies” episode resources

Grab a copy of Lauren’s book Finding Your Silver Lining In the Business Immigration.

You can take a copy of her quiz at showmethemoneyquiz.com. It’s quick, free, and fun and it will give you access to schedule a call with her. You can also find her on Facebook @scaleupcheckup or on LinkedIn @scaleupcheckup. You can also reach her directly at (866) 724-0085 or info@scaleupcheckup.com.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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.

 

Jordan Ray, Donald Kelly, The Sales Evangelist

TSE 1095: She is Too Young

The Sales Evangelist, Jordan Ray, Building RelationshipsRayJordan Ray has endured more challenge in her 21 years than most people experience in a lifetime, so when she goes into a large hospital to share the product she has developed, many people believe that she is too young and they fail to understand that she is making a difference and helping others.

It’s a common challenge that many people face, and I faced it in the early days of The Sales Evangelist when I was 30 years old and advising people who were twice my age.

Generations

When Jordan’s health failed at 17, she discovered a need for patients with chronic health conditions to accurately track their pain and symptoms. The log helps patients track their own experiences as a way to improve their treatment plans.

Jordan isn’t offended when people discount her because she’s young. As a softball coach for 15- to 18-year-old girls, she recognizes that she’s only three years older than her players, and she remembers what it’s like to be immature.

She said she doesn’t get frustrated by the fact that people assume she’ll waste their time because she’s too young. In fact, she attributes some of it to the fact that people make assumptions about her generation.

First impression

Though you only get one chance at a first impression, it’s possible to change the impression people have. Jordan points to the story and relationships as the keys to overcoming people’s assumptions about her.

She’s very big on building relationships because she understands that people who aren’t sold on her product won’t buy it no matter how hard she pushes. If they aren’t interested in her product after she shares her story and the value she offers, pushing won’t change that.

She considers herself good with people and she said that’s key to owning a sales company.

Building relationships

Jordan goes to a breakfast networking event every Tuesday where she’s the youngest person by about 25 years. She estimates that she has shared a sit-down with all 50 members of the group despite being too young.

Many of them like her story because she only shares a 30-second brief. She tells them enough of her story to leave them intrigued so that they want to have a follow-on meeting with her.

She begins the relationship by looking for ways to refer business to her prospects. Her goal is to serve them by helping them.

Biggest challenge

She admits that sometimes she feels like she doesn’t have enough to offer in terms of referrals because she has only been doing this for seven months. Compared to people who have been working for 40 years, her connections don’t feel very significant.

Jordan said that her years playing sports taught her to have very high expectations for herself so she struggles when she can’t match the referrals that others can.

While other people are helping her and giving referrals, she finds herself wishing she could do more to return the favor.

Business friends

Jordan laughs about the fact that her personal friends are in their 20s and her business friends are in their 50s. She said she loves keeping up with those people.

Though the sales are obviously nice, she understands that the relationships are going to last beyond one sale or one year. If she makes one sale, that can’t compare to a relationship with someone at a nonprofit who knows countless people and who will support her even as she supports them.

Persistence

She calls herself big on persistence. She got lots of no’s before she launched the company. Many people were convinced she should stay in school.

She recommends staying persistent and refusing to give up on your vision. You’ll get a hundred no’s, but you’ll get that one yes.

“Too Young” episode resources

You can connect with Jordan at www.limitlessmedicallogs.com.

You can also email her at jordan@limitlessmedicallogs.com and share your story with her or you can find her on social media @JordanRay.

If you haven’t connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I’m sharing there.

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.

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.

 

Joe Sweeney, Donald Kelly, Understanding People

TSE 1074: Sales From The Street – “Understanding What Makes People Tick”

Joe Sweeney, Donald Kelly, Understanding People

Human behavior plays a huge role in sales and understanding what makes people tick is one of the most important concepts sellers in all industries should seek to learn.

Joe Sweeney has worn a variety of different hats over the course of his career, but he loves human behavior and he says it’s the key to success in sales.

Buyers

You must understand why someone would buy your product. Joe’s philosophy, as described in his book Networking Is A Contact Sportis that networking, business, and sales are about giving and serving rather than getting something.

People ask about the number one mistake that salespeople make, and it’s believing that the process is about us. We think it’s about our product. It’s not.

Joe gives talks all the time and he starts by saying, “You don’t sell anything. What we do is help people get what they want.”

Instead, sellers tend to take the opposite approach and we talk about ourselves and our product. But your buyer doesn’t care about that. All he cares about is whether your product can solve his needs and relieve some of his pain points.

Criticism

Joe said he spent a portion of his life criticizing other people because he represented a lot of high-net-worth people who did stupid things.

When, for example, he encountered a woman outside a hospital dying from emphysema and smoking a cigarette, he made the connection. The pleasure she got from nicotine was greater than the pain she experienced from emphysema.

The takeaway is to get good at understanding what makes people tick without criticizing them. All human behavior makes sense, even when we don’t.

  • Don’t be critical of their actions.
  • Understand people’s needs and wants.

Keep everything simple.

3 Common Needs

Although we could all likely point to hundreds of needs, we really have three basic, common needs.

  1. We need to belong to something bigger than ourselves.
  2. We need to love and to be loved.
  3. Finally, we all want to know that our life has meaning and that we’ve made a difference.

The greatest sales companies in the world have understood that.

Perhaps our greatest need is the first one: the need to belong to something bigger. It’s counter-intuitive today because with all the social media we falsely believe we’re all connected but the truth is that we’re less connected than we’ve ever been.

Stated another way, we’re more isolated now than ever.

Need to belong

The company that really understands this concept is Harley Davidson. Its number one competitor is BMW which far surpasses Harley, but Harley outsells everyone.

The Harley Ownership Group, or HOG, makes its owners part of something bigger. It’s about belonging.

Remember the old TV show Cheers? Its tagline captures this desire. Sometimes you wanna go where everybody knows your name.

In this technology world, we pretend that we’re connected to a massive network but we aren’t.

Need to be loved

Coca Cola marketed to this need with the ad about teaching the world to sing. It was kind of a kumbaya moment with people holding hands singing together.

They portrayed the feeling that if you drink Coca Cola, you’d feel all this love. Coca Cola understood the Maya Angelou quote: People will forget what you say. People will forget what you do. People will never forget the way you make them feel. 

Joe asks his groups, “What are you doing to answer the needs of these people? The belonging needs and the love needs.”

Need to make a difference

We all want to know that our lives have meaning, and Mastercard captured that with the ad campaign that assigned prices to different products.

Fishing poles, $29. Worms, $3.25. An afternoon fishing with your teenagers, Priceless.

Most of us approach the sales process with the sense that we have to tell people about our benefits. Instead, we should take two steps back and work to understand what makes people tick.

Understand needs

Work to understand your buyers’ needs. The greatest companies do it and I recommend that your listeners do the same.

If you’re going to be really good in sales, you should wow people.

If you sell office furniture, what would differentiate you from the competition?

Find something personal, and then do something memorable. Little things in sales mean everything. #BeMemorable

Imagine that you have a customer who likes Egyptian art. At the close of your interaction with the customer, hand him a piece of Egyptian art that you printed out. It cost you nothing, but none of the other competitors will have done that.

Making money

Joe suggests that sales isn’t about making money. Although that’s a by-product of sales, it’s really about creating an environment where we can service people. You can do the same thing in education and in government.

Morph your sales job into a servant leadership role.

Joe’s sister-in-law told him that she always assumed that business was a bunch of greedy people trying to make money. There was a negative energy around sales.

Joe reframed it as a positive thing and created a forum where people can serve each other and get what they want in life.

Daniel Pink wrote a book called To Sell Is Human all about humanizing sales. I needed that as a young seller when I was guilty of seeing CEOs as something other than human beings. I didn’t see a woman who runs a business and has two kids in middle school.

Sales development

Joe said he hates networking and what it represents. We tend to think of an alpha male chasing someone down with a business card. It’s about understanding pain points and needs and then responding to them.

Many salespeople are too aggressive and competitive because we feel the pressure. Instead, we have to reframe networking and sales.

It’s not about us, but that’s a tough concept in this narcissistic culture.

Joe suggested using a 5-10-15 process in which he holds a minimum of 5 meetings, 10 pieces of written correspondence, and a minimum of 15 phone calls.

It’s less about the numbers and more about the system. Your listeners could start with a 2-4-6 system. Make a plan that keeps you accountable to yourself.

We’re basically all independent contractors and this kind of system will create internal accountability.

“Understanding What Makes People Tick” episode resources

You can connect with Joe at joesweeney.com/networking where you can access inexpensive online training programs. They can help your listeners move the needle in their business and sales lives but also in their personal lives.

You can also grab a copy of his book, Networking Is A Contact Sport.

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. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us.

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.

 

Ted Ryce, Donald Kelly, Value, Selling

TSE 1039: Sales From The Street – “Sell Value”

Ted Ryce, Donald Kelly, Value, SellingIf you struggle with sales and the challenges that go along with it, you aren’t alone, and today Ted Ryce shares how he overcame his own struggles and how you can overcome sales plateaus.

Ted has been a health and fitness professional for the past 17 years in Miami Beach. He has worked with tons of celebrities, CEOs, multi-million dollar companies and personalities like Richard Branson and Robert Downey, Jr. He now has a health, fitness, and personal development podcast called Legendary Life Podcast.

Ted figured out early on that he actually is a salesperson. Sales never came easy for him and so today, he shares with us the challenges he faced and how he overcame them so you can learn from his experience.

Don’t undersell yourself

Ted poured a lot of effort and resources into the fitness industry, and though it helped, he hit a plateau where he wasn’t getting more clients. For the money he invested, he expected to have a mile-long waiting list.

He was in desperate need of new clients when a guy expressed interest in training with him. Ted saw it as a chance to grow his client list and raise his prices.

Looking back, he realizes that because he didn’t have confidence in his business or his cost, he didn’t justify the cost to his prospect.

Determine your value, and stick to it.

Differentiate yourself

Once you play the price game, everyone loses, including other people in your industry. You have to differentiate yourself and have a reason for charging as much as you do. You must explain it so that the prospect can understand the cost.

Have a reason for charging more, not coming from a place of being awesome but in a way the prospect can understand.

In Ted’s case, he realized there would always be people who would work for less money, so he started to highlight how his training was different.

He offered a holistic approach that included sleep and other physical and health challenges, and he specialized in injuries. He also had a background of working with CEOs, so he marketed himself accordingly.

Sell what the client wants

Don’t sell yourself or what you want to sell. Sell exactly what the client wants.

Ted worked to determine exactly what his clients needed, and then he sold them exactly that instead of selling what he wanted to sell.

He also made peace with the idea that some customers would need something different than what he was selling, so he would be willing to refer them out.

Match what you do with what someone else needs.

Reach more people

Once you’ve narrowed your message, find ways to reach the people who can benefit from your product or service. This is a great way of selling yourself without selling yourself.

Go out there and do more presentations. Do a podcast. Eventually, they will look at you as a leader in your industry.

People will apply the things you’re sharing, and if it helps them succeed, they will view you as a subject-matter expert.
Take things step by step. Stay at it. Take lessons and courses. Listen to podcasts. Stay on course to make consistent improvements. In 3-6 months time, you’re going to see major changes.

Stay consistent, keep at it, and don’t give up.

“Sell Value” episode resources

You can connect with Ted on the Legendary Life Podcast, and check out the Be The Change group.

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.

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.

Scott Beebe, Processes, Business Growth, Business Development

TSE 1038: Leveraging Systems and Processes to Grow Your Business

Scott Beebe, Processes, Business Growth, Business DevelopmentAs a small business owner, it’s tempting to spend too much time on the details instead of leveraging systems and processes to grow your business. 

Scott Beebe serves small business owners and works to free them from the chaos of constantly working on the details of owning a business. He teaches them how to avoid having to put out fires and moves them toward the freedom of working on their business.

As sellers and entrepreneurs, many of us don’t have the kind of systems in place that will help us succeed.

Developing systems and processes

Zig Ziglar pointed out that we are all sellers. Even if you can’t immediately see how processes will help you in your own role, it’s likely that you’ll benefit from them.

Some sellers are in the Wild West style selling situation while others are in a more starched, blue-collar kind of setting. Those sellers with very well-defined roles may have a hard time expanding outside that role into less well-defined roles.

Vehicles are a great example of a series of systems. Within each system under the hood of your car, there are additional systems and processes: the cooling system, the combustion system, and thousands of others. Whether you’re in the gun-slinging or the starched side of sales, you still need systems.

In sales, your systems drive what you do.

Begin by thinking about the systems and processes that you’re haphazardly bandaging together, and how you might achieve more success if you could put a defined process in place.

Many sellers fail because they don’t know what to do next.

Ignoring processes

Whether you’re an owner, a seller, or a manager, the number one barrier to processes and systems is the pain of sitting down and doing it. Most people who invest the time to do it hate doing it.

What makes you great is taking the time to develop your back-end systems and processes so you can go out and do what you do best.

Delegating tasks

Rory Vaden, author of the book Take the Stairs: 7 Steps to Achieving True Success, outlines a concept he calls the 30x principle. If you identify a 5-minute task and 30x that task, that’s about the amount of time it will take you to train someone else to do that task.

We look at that and think, “I’m not going to invest two-and-a-half hours to teach someone to do a 5-minute task.” Now imagine that 5-minute task over the course of 250 working days, and then ask yourself if it’s worth the two-plus hours of your time to get back more than 20 hours time.

It’s the equivalent of about 70% return on your time investment.

Creating processes

Begin by articulating where you’re going. On Scott’s Business On Purpose podcast he refers to it as the “vision story.”

If we plan a trip, and I give you a destination, you might be inclined to go along. But if I give you specific details about where we’re headed and what we’ll see while we’re there, and what kinds of experiences we will have when we arrive, you’ll likely be much more excited about the trip, and more likely to want to go along.

Many salespeople just want to make more money without any ceilings, but everything comes with a cost.

  • What will it cost for you to get to the point you’re trying to reach?
  • What do I want this business to look like when I’m done with it?

We can build the fanciest systems and processes, but if you don’t have any idea where you’re going, you’ll end up in the middle of nowhere.

When you lay out your vision, you’ll give people the opportunity to decide whether they’ll get on board.

Mapping your processes

Use this template to create processes for your business:

  1. Articulate your vision story to determine where you’d like to go.
  2. Articulate your mission statement, which is just your vision story in miniature. It’s the distilled version of your vision story. Make it less than 15 words. It’s your motto.
  3. Create your unique core values which are unique to you. (These are not values like honesty which serve everyone well in business.) These are the key words from your mission statement which uniquely describe you.
  4. Identify the systems that you have. If you’re a small business owner, sales will likely be one of your systems.
  5. Take advantage of outsourcing. Train, train, train. Realize that if you don’t take time to train, you’ll likely fail in your efforts.

Find a place where you can document the process. Write out the individual steps in the process.

Once you’ve done that, you can review it with your employee. Then, you can use Screencast-O-Matic or ScreenFlow to record the process. Once you’ve presented it, you never have to do it again.

“Leveraging Systems and Processes to Grow Your Business” episode resources

Connect with Scott on www.fourstepstobusinessfreedom.com. Check out Screencast-O-Matic or ScreenFlow to learn how to capture processes for later use.

You can also listen to our conversation with Rory Vaden on TSE episode 109.

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.

 

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.

 

Juston Hartzman, Needles, Donald Kelly, Robo Agency,

TSE 978: From funding to exits: How to grow a business ripe for acquisition

Juston Hartzman, Needles, Donald Kelly, Robo Agency,On today’s episode of The Sales Evangelist, we’ll talk to serial entrepreneur Justin Hartzman about how we can grow a business and why we should do it with the possibility of an acquisition in mind.

Justin is the CEO and co-founder of Needls.com, the Internet’s first RoboAgency. It is the easiest and most effective way for small businesses to advertise online and bring in more sales.

By answering just six questions, Needls.com knows who you are, who you want to sell to, and what you want to sell. It can create 50-500 ads in real time, deliver them to the network, and show them to your ideal customer. 

The bottom line of any business

Some of us seek the independence that comes from being our own boss while others desire flexibility and creative freedom or want to achieve a sense of personal fulfillment. [1:59]

The bottom line of starting any business though, as Justin explains, is to earn the financial freedom to live our lives the way we want. A successful business puts more money in our pockets and allows us the time to enjoy it.

Trying to start a new business, however, is tricky. While there are more people now looking for opportunities to fund, there are also more people competing for those funds.

The common approach is to build the product first. Then you find the money to produce the product next and then sell the product. Justin recommends the complete opposite approach.

If you sell it, they will come.

Sales are always first.

Find out if people want your product and if they do – sell it to them.  

With the sales lined up and letters of intent in your hand, it becomes much easier to find people to fund your product. [3:19]

For example, Justin’s fiance’ told him that a friend on Facebook was looking for someone to build an iOS app. When that need for an app turned into an immediate $60,000 contract, the light bulb turned on and Needls.com was born.

People always have questions and they will always ask other for answers. Justin and his team created a software program to scan their Facebook feeds for specific words that could lead to other sales. [4:32] They soon realized a 300% increase in their business.

Those sales gave them the funds they needed to takeNeedls.com where it is today.

Planning for acquisition

Ignore those instances when a fledgling business did well and was acquired without planning for it because those are few and far between.

Instead, Justin firmly believes that you need to be organized and to plan for an eventual acquisition from Day One. [8:02]

Have your data in order from the start because trying to organize it later is not only time-consuming but expensive. Instead, be sure you are incorporated correctly and have a handle on your finances.

Build the processes you need and scale your business at the proper cadence. Make sure your books and contracts are in order, your IP is buttoned up and all the proper NDAs are in place.

Simply put: Expect to be successful and plan accordingly.  

Attract acquisition offers

Justin’s success has come from partnering with other businesses who can help him as he helps them. [9:01] 

It all comes back to sales. Sell yourself first.

Make yourself useful. Find partners who will benefit from what you have to offer and take advantage of the networking opportunities, learning experiences, and industry insight they provide in return.

Then when an acquisition situation arises, you are in place and you are ready.

“Grow a Business Ripe for Acquisition” episode resources

Justin truly believes that making oneself useful to others is the key to success and, as such, he is always happy to chat or answer your questions. He can be reached at JH@needls.com or you can find him on LinkedIn.   

He is also offering 35% off his entire platform for a year via needls.com/salesevan and his team is on standby to answer questions and to help you make the most of it.

Check out our previous episode about why buying your competition might be a good option for your company.

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase profits. To get a demonstration of maximizer, go to the salesevangelists.com/maximizer.

Click on the link to get a free demo of what Maximizer CRM can do for you. Maximizer is intuitive, simple, and personable. Maximizer integrates your marketing campaign as well as your CRM. It works whether you’re a small organization or a large one. It works throughout the whole organization and it’s customizable to the way you sell.

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. It will help you with your outbound to expand your outreach and it allows you to set it and forget it. Your prospecting will never ever be the same.

TSE Hustler’s League

We’ll use prospect.io in the upcoming semester of TSE Hustler’s League to focus on prospecting. We’ll give you insights and tools that will help you gain new customers. You can implement our training and strategies today to ensure constant flow in your pipeline.

Check out TSE Hustler’s League and apply to see if it’s a good fit.

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, and share it with someone else you think might benefit.

Audio provided by Free SFX and Bensound.

Pagely, Sean Tierney, Donald Kelly, The Sales Evangelist Podcast, Sales Process

TSE 921: The 7-Step Approach Pagely Used to Systematize Sales

Whether you’re working a sales campaign or building a fantasy football league, preparation and process will always improve your outcome. You absolutely have to have a sales process to systematize your sales.

On today’s episode of The Sales Evangelist, we’ll hear from Sean Tierney, Director of Sales for managed WordPress hosting provider Pagely.  Sean will share the 7-step approach Pagely used to systematize its sales that can help you and your team improve your sales.

Pagely helps some of the world’s largest brands — Disney, Virgin Atlantic, Comcast, Univision, and other companies that don’t want to worry about scaling and securing their websites.

“Shoot from the hip” sales

When Sean took over at Pagely three years ago, the sales process was non-existent. He was employee number eight, and he was running both sales and marketing.

The company had lost its main salesperson, and the team was basically shooting from the hip. That approach wasn’t working, so Sean was adamant about setting up a framework to systematize the sales process.

He built a 7-step approach for sales that allowed the company to more than 3x its revenue.

In that time, the employee headcount has grown to 38.

7-step approach to sales

  1. Map out the flow.
  2. Track metrics and KPIs.
  3. Implement a pipeline.
  4. Flintstone.
  5. Delegate
  6. Automate.
  7. Scale personal attention.

Flow refers to the buyer’s journey, and there are two different kinds of maps that Pagely uses to understand the current reality.

One is an imagined drawing on paper that shows how people are getting to the website. It shows the lead forms they are filling out and where that information goes. It shows newsletters and support systems so Pagely can understand where all the data is going.

The other flow map is a funnel map, which is usually a left-to-right diagram that helps you understand your funnel.

  • How do people come to find out about you when they don’t know anything?
  • How do they proceed down the continuum of increasing engagement on the way to sharing their contact information?
  • What does the followup and nurturing process look like?
  • How will you grow the relationship once they’re a customer?

Pagely considers it a lifecycle of sorts; it’s lifecycle marketing.

 

How the system affected sales

The first hire following the new system was a sales development representative because Sean recognized that sales development was where the bottleneck was happening.

Sean recognized that sales development was keeping him from being more strategic, a feeling that many entrepreneurs can likely relate to because they wear so many hats.

You have to be cognizant of what’s consuming your time.

Sean assigned his interns to import all his chats, his emails,  and his phone calls into a spreadsheet. The team pulled more than 500 sales exchanges into the spreadsheet and turned that into a knowledge base.

That information became their training material for the first hire, who was one of the interns.

Flintstoning

Flintstoning refers to the presence of a pre-optimization problem. Very often people try to launch immediately into automating things, but entrepreneurs know that it’s important to automate the right things.

Pagely didn’t have a fancy CRM tool initially, so Sean used a simple tool called Boomerang that would notify him if a prospect hadn’t responded to his email within a predetermined amount of time.

Instead of using a fancy tool, he started with something simple. Then he figured out what the follow-up process should look like.

You don’t have to be perfect right away. You just have to start.

 

Scaling personal attention

Sean learned the concept from Jermaine Griggs, a well-known marketer some time back. The idea is that you provide a boutique experience at scale.

Why do people go to boutique stores? Because they like the personal touch.

Seek to deliver that experience at scale.

Pagely uses video to deliver a personalized sales pitch. They employ presales questions that the sales reps ask in every call, and that effort often engages prospects who wouldn’t have otherwise done so.

Because they get a chance to “see” the sales rep and hear some of their questions being answered, it pulls them in.

Video personalization

Personalized content allows you to give your prospects exactly what they want.

Imagine being able to craft a video to your prospect, and allowing the prospect halfway through to choose one of five problems that most plague his business. At that point, the video explains how your company solved that problem for other customers.

The conversation is immediately more relevant because it addresses his exact problem.

Beyond giving you a better experience, Sean is able to extract answers and follow up using the information and data points he gathered.

In the emails you get after the video, they’ll be very fine-tuned to the pain point you have. It can be highly calibrated to your situation.

It’s a win-win proposition because the prospect is getting exactly what he needs in an engaging format, and the sales rep doesn’t have to spend so much time answering the same repetitive questions. It lowers the overhead.

The process also allows for much higher-level conversation when the sales rep finally does get on the phone. Instead of dreading those initial phone calls, people tend to be excited to have the conversation.

Pagely

Pagely is at the high end of the market, and they actually launched the concept. For big brands, it’s not worth it to focus on running a website.

Disney is happy to pay to offload all the web concerns to someone else so they can focus on their core competency.

Don’t just parachute in and flail. Take your time and understand where you’re trying to get. Be intentional as you execute.

“Systematize Sales” episode resources

Pagely has a huge amount of resources available on its website. You can see the information about Pagely’s knowledge base here.  To view the videos Sean referred to in the episode, visit Pagely.com/explore. See the video sample at Pagely.com/video.

Also, check out dot.vu to learn more about the interactive videos Pagely employs to lower its overhead and improve engagement.

Be intentional as you develop the seven steps:

  1. Map out the flow.
  2. Track metrics and KPIs.
  3. Implement a pipeline.
  4. Flintstone.
  5. Delegate
  6. Automate.
  7. Scale personal attention.

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.

Audio provided by Free SFX and Bensound.

 

Sales Process, Donald Kelly, The Sales Evangelist Podcast

TSE 905: TSE Hustler’s League-“Holes In Your Sales Process”


Sales Process, Donald Kelly, The Sales Evangelist PodcastIf your sales team focuses only on how many deals are closed, you won’t know much about your sales process. When the numbers drop, is the problem with the prospecting or with marketing? If you’re only focused on results, you won’t know. In order to find the holes in your sales process, you must evaluate the entire process.

On today’s episode of The Sales Evangelist Hustler’s League, we’re going to identify three areas that could disrupt your sellers’ effectiveness so that you as a sales leader can help your team find the holes in your sales process.

If you’re new to the podcast, The Hustler’s League is a snippet of our online coaching sessions that allow you to listen in on the challenges that other sellers are facing. We’re spending the month of August talking about coaching and leadership, so today’s episode will help us focus on problem areas instead of only on results.

Buying intention

Very often the sellers who contact me for The Sales Evangelist Hustler’s League share that they don’t feel like they are providing enough value for their prospects, mainly because they aren’t sure of the prospects’ buying intentions.

If your sellers don’t know the true reason why buyers are buying your product, they won’t know how to proceed through the process.

Even if they manage to schedule an appointment, they won’t know where to focus their attention. They won’t know what problems to solve for your prospects.

Commitments

Sellers often struggle trying to get their prospects to commit to buy a product or service over and over.

We tend to focus on the end commitment only instead of focusing on all the smaller commitments that led to that point.

If, after the first appointment, you’re not getting multiple appointments afterward, it may be the way you’re handling those commitments. If you agree to follow up next week but don’t set a specific day and time, you don’t have a commitment.

As a sales leader, if you aren’t sure that your salespeople know exactly what it means to make an appointment, role play to show them how to set specific meetings.

Don’t rely on guessing or general plans. Your customers will appreciate the fact that you’re prioritizing their needs by putting them on your calendar.

Failing to prospect

If your company doesn’t have a training process, your salespeople will have a hard time prospecting. If you haven’t actually walked them through the prospecting process so they know exactly how it works, you’re likely setting your team up for failure.

It’s normal for reps to fear rejection, but what are you doing to help them overcome that?

So if it’s overcoming the fear of rejection, the more your sellers do it, the easier it will be.

Ideally, if we expose them to rejection often enough, they’ll become immune to it and it won’t interrupt their sales process.

“Holes In Your Sales Process” episode resources

Grab a copy of Kevin Davis’ book The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top.

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.

If all of this sounds great to you but you still aren’t sure how to start, check out The Sales Evangelist Hustler’s League, an online group coaching program that brings sellers of all levels and all industries together to share insights.

You can also join our Facebook group, The Sales Evangelizers to connect with sales professionals from all walks of life.

Today’s episode is brought to you by Maximizer CRM, 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.

Check out the Video Jungle podcast, which teaches you how to utilize video to stand out from your competition. Plan, create and share your way to better content and strategy. You are a brand, and video can help you set yourself apart.

Leave us a review 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.

Audio provided by Free SFX and Bensound.

Bryan Hendrick, Donald Kelly, The Sales Evangelist

TSE 876: The Challenges of Selling As An Entrepreneur Part 2

Bryan Hendrick, Donald Kelly, The Sales Evangelist

Sales is one of the most crucial parts of entrepreneurship, but many of us come up short. Because entrepreneurs occupy multiple roles, sales often gets lost in the shuffle of running our own businesses. On today’s episode of The Sales Evangelist, Brian Hendrick talks more about the challenges of selling as an entrepreneur.

We first heard from Brian in episode 873 as he talked about founding Cascadian Landworks in a city that was new to him and an industry that was, too.

Deep understanding

Brian learned quickly that he needed a deep understanding of the industry he’s working in so he would know who to talk to and what would resonate with them. Like all salespeople, he learned that it’s vital to know who to go after. He typically targets project managers.

He also learned that he has to be very respectful of his prospects’ time because his portion of any construction project is a very small component. Instead, he has found that it makes the most sense for him to seek time with project managers who typically deal with smaller aspects of larger projects.

Entrepreneurs must know who the key contacts are for their business.

Sales processes

Brian said that the “top of funnel” activities and cadence have been an important part of his business development.

He realized several months ago that he had to get off of the revenue roller coaster if he was ever going to be able to move from working in the business to working on the business.

Entrepreneurs always have a flurry of business development in the early days of the company. Once they win the opportunity, they often get sucked into working on that project.

Focusing on your funnel allows entrepreneurs to keep the sales pipeline full and grow their businesses with some level of predictability.

Nurture sales

No one cares about your business as much as you do. Even if you give someone else the reins, they may not operate with the same conviction that you do. Though you might work into the wee hours of the night, they might work until quitting time.

Even if you hire managers, you must have a personal connection to your sales. You must hustle because you need this thing to gain its own roots and run.

Part of that involves fostering relationships with prospects: staying top-of-mind with your ideal clients.

Humans respond to emotional connections, which result from spending time with people. Develop empathy for your clients and lead them. Set the example.

Shift tactics

The construction industry tends to be fiercely loyal, making it tough to grab attention from a client that has an existing relationship with your competitor.

In an effort to overcome that dynamic and recession-proof his business, Brian has shifted from trying to find projects he can help with. Instead, he seeks to share best practices his ideal clients can incorporate into their operations. It ties back neatly to gaining a deep understanding of your prospects.

Although he acknowledges that there are times when it’s appropriate to give up, he guards against getting discouraged by the struggle.

“Selling As An Entrepreneur” episode resources

Connect with Bryan on LinkedIn to share what you’re doing or find out more about what he’s doing.

The Sales Evangelist Hustler’s League is an online group coaching program designed to help sellers of all levels. Whether you’ve been selling for 15 years or 3 days, we’ll give you all the coaching and guidance you need to perform well.

The course is only $167 a month for three months, and it will connect you with sellers in all regions and industries who can share their struggles as you share your own.

Check out The Sales Evangelizers on Facebook, where a community of people shares their struggles and their experiences with selling.

Also 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.

This episode was brought to you by our friends at Wiley, publishers of the book Stop Selling & Start Leading. It’s a blueprint for sellers based upon years of research about the things buyers hate.

We’re so convinced that you’ll love the book that we’re providing a free excerpt to our listeners here.

Leave us a review wherever you consume this content, and share it with someone else who might benefit from our message. If you haven’t already done so, subscribe so you won’t miss a single episode.

Audio provided by Free SFX and Bensound.

 

 

 

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Douglas Vigliotti, Paradox, The Sales Evangelist

TSE 806: The Salesperson Paradox

douglas-vigliotti, Donald Kelly, The Salesperson ParadoxThe Salesperson Paradox requires sales professionals to shift their focus from selling something to the customer to helping the customer solve a problem.

Today on The Sales Evangelist, Douglas Vigliotti helps us understand how sales fundamentals can help us grow our business.

As a strategic selling partner for small business owners, Vigliotti understands that businesses without processes don’t progress or grow.

Salesperson Paradox

The most important question a salesperson can ask himself is this: Am I selling products and services or am I helping to solve a problem?

Sales professionals have been conditioned to sell by their bosses, their investors, and a host of other people. What drives the process, though, is helping someone solve a problem. When the customer gets what he wants, the sales professional gets what she wants.

People innately think of themselves first.

Imagine you’re at a party with a group of friends and someone takes a picture. When you look at the picture, who do you look to first? We look at ourselves first, of course. If we don’t like how we look, we may stipulate that the picture can’t be posted.

Rock-solid strategy

Tactics are interchangeable.

One day the focus might be Facebook, and another day it’s Google.

Your sales focus must be on strategy rather than tactics because without a rock-solid strategy, you’ll never reproduce your success.

The key to business relationships lies in positioning the deal so that both parties win. Reducing the social, emotional and financial risk makes it easier for the customer to say yes.

When you make it easy for the customer to come on board, you increase the likelihood that they’ll choose you repeatedly.

Simplicity

Never confuse simplicity and ease.

Simplicity is the key to reproducibility. If you strive for clarity about your process, you’ll be able to reproduce it.

The number one skillset for entrepreneurs is problem-solving, and Vigliotti offers a framework for creating solutions. He calls them CRINGE solutions: they’re so good that customers would cringe at the idea of saying no.

Customer first: Does my customer feel like he has won?

Real problem:  Am I solving the customer’s true problem or a problem I perceive he has?

Immense value: Can I provide value, either real or intangible, that increases the value of my customer?

Non-negotiable: Am I communicating my belief that you’re better off with me than you would be without me?

Good timing: We can do everything right, but if the timing is off you won’t win the deal. Optimize timing by improving the speed of delivery.

Easy to say yes: The most powerful acquisition strategy is making it easier for the customer to say yes.

Episode resources:

In order to solve problems for our customers, we must know how to solve problems and provide value. If you aren’t sure how to do that, help is available.

The Sales Evangelist Hustler’s League is an online group training program that will help you learn processes that you can apply immediately in order to see results.

It’s a weekly live training session that will help you become more influential and be more successful. We’ll help you find more leads, build more value, close more deals and do big things.

If you enjoy our podcast, leave us a review wherever you consume this content. Share it with someone else who can benefit from it.

Check out Douglas Vigliotti’s book The Salesperson Paradox, or find him on LinkedIn.

Sound in this episode provided by Free SFX.

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

TSE 765: TSE Hustler’s League-“How Do I Ask?”

TSE Hustler's League, Sales Coaching, New Sales People, Asking for Referrals

Are you open to getting referrals from clients? Do you ask for referrals?

“Who do you know will benefit from what we offer?”

This is actually the most common question people ask when asking for referrals. But there’s a better, more effective way of doing this.

I have come to recognize that many salespeople do not ask for referrals because they don’t know how to ask for referrals. During this episode, I will share with you how to easily ask for referrals.

Be specific.

Make it easy for your prospects to give you a referral.

Follow up and be grateful to them even if you’re weren’t able to close the deal with them.

Tell your prospect once you’ve connected with their referred person and even if you weren’t able to close, be sure to still thank them.

Strategies When Asking for Referrals:

1. Use LinkedIn

Try to check a person’s connections on LinkedIn and see who are other business owners of the same size who may be a good fit for you.

2. Ask Your Prospect

Mention to them how this person is connected with the specific person who can be a potential customer for your company.Then ask them if they can introduce you to that specific person.

3. Create an email template.

The key here is to eliminate as much as the nuances or difficulties as possible for your prospect. So when you ask them to give the referral an introductory email, offer them a template introduction email they can use which they can use and tweak as they please.

4. Give a referral.

Sometimes, the best way to get a referral is to give them a referral for a service or product they may use. This increase the trust factor and they would naturally want to help you in return by finding people they can refer to you.

Episode Resources:

Building a Story Brand by Donald Miller

Check out 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.

Donald Kelly, Business Development, Sales Leader

TSE 762: The Main Reason Why You Feel Your Leads Are Not Qualified!

Donald Kelly, Business Development, Sales LeaderQualified leads are some of the most important things to salespeople. However, often times when leads come in, they are not qualified effectively.

Today, I’m sharing some business development concepts to help you get to the next level of success. You will learn my most leads seems they are not qualified. Listen and learn more.

So you get a lead then you think they’re not ready. They have no money, they have no time, or they’re still using other systems. Marketing is giving us all these “leads.” And you see, there’s a misalignment here.

Make Things Clear

First, make sure you define what you’re looking for from the get-go.

Just let your business development rep get you appointments.

That’s just their job. It’s the closer’s job to educate the customers. This way you get to have a more qualified lead.

Again, really define to your business development reps what they’re doing. You need to clearly explain them what kind of leads you want so you get better, more qualified leads

Are you just setting appointments with anyone in your ideal customer profile?

Or are you really qualifying and getting someone a lead on a silver platter?

To get yourself better at getting better leads, check out The Sales Development Playbook if you’re trying to build a pipeline or trying to build some processes in place.

Or if you want to figure out how you can attract qualified companies into your pipeline, check out Donald Miller’s book, Building a Story Brand.

Episode Resources:

The Sales Development Playbook by Trish Bertuzzi

Building a Story Brand by Donald Miller

Check out the TSE Hustler’s League.

Asking Questions, Donald Kelly, Sales from the Street, The Sales Evangelist

TSE 664: Sales From The Street-“Great Questions Are The Key”

Asking Questions, Donald Kelly, Sales from the Street, The Sales EvangelistAre you struggling with having business conversation with your clients? Let me help you deal with this today as I share with you what I did to overcome this.

A Personal Struggle

At some point, I was having trouble having business conversations with my clients. I would give them information and do a demo. Then I’d simply wait and follow up.

I was trying to close them in the demo. Why? Because I wasn’t building value in the conversation. I was simply trying to use the demo as a crutch.

The way to build value in the conversation is being able to have business conversation.

Strategies for Having Business Conversations with Your Clients:

  1. Go deeper and deeper into your probing.

An example of this is Toyota’s questioning model where you ask the 5 why’s until you get to the root of the problem.

Ask more meaningful questions. Do role plays to practice.

  1. The 3-Level Questions

In the book, The Science of Selling By David Hoffeld, he discussed the three levels of questioning.

Level 1: Surface-Level Questions

Never assume in sales. Don’t assume clients know their problem because they may not.

Level 2: Meaningful Questions

Don’t be afraid of asking a second question and think you’re going to irritate them. Don’t just jump into giving them a demo.

Level 3: Revealing the Actual Problem

Go even deeper and ask the client how they think your solution can change their business. Build your value around the idea of how this can impact their business.

  1. Practice, practice, practice.
  2. Join the TSE Hustler’s League

Episode Resources:

The Science of Selling By David Hoffeld

Maximum Influence by Kurt Mortensen

Leave a comment on our Facebook Group – The Sales Evangelizers

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

 

Donald Kelly, Jim Ninivaggi, Brainshark

TSE 586: Structuring Sales Onboarding To Get New Sellers Ramped Up Faster

Donald Kelly, Jim Ninivaggi, BrainsharkOnboarding new hires is a crucial process every company should have, big or small. But this is something a lot of salespeople struggle with, worse, several companies don’t have an onboarding process at all. Today’s guest is Jim Ninivaggi and he shares with us the importance of having an onboarding structure to ensure that your new hires are confident and ready to sell. Structuring

Jim is the SVP of Business Development at Brainshark, a software company focused on sales readiness and they help clients build learning and training modules for salespeople, deploying those modules to the rest, and tracking the ability of the salespeople through a video coaching tool.

Here are the highlights of my conversation with Jim:

The importance of having a structure for your sales onboarding:

Without a good onboarding process, you’re letting your prospects and customers onboard your salespeople. Experience is a good teacher, but it may not be always efficient. This is an expensive way because every time they make a mistake, it costs the company real money.

You want to accelerate that time to full productivity.

Why many companies fail at building an onboarding structure:

  1. They underestimate how hard it is to get productive.

Trust but verify. It’s great if somebody you hired has got experience but verify that they can not only sell products but that they have good fundamental sales methods and habits.

  1. It takes a lot of work to design it, build it, and deploy it.

You have to take an assessment-centered approach in your onboarding.You don’t necessarily have to take courses but you have to pass the assessment so the company can understand whether or not you can present or negotiate effectively.

 

Strategies for building an onboarding structure:

  1. Pre-boarding

This starts before the rep begins. Send your new hire a kit that includes papers, pens, vests, etc. to get them excited about joining your company. Give them some reading you want them to do or a podcast they need to listen to in order to prepare them for that first day.

  1. Make sure their first day is orchestrated.

Make sure there is somebody in the office to welcome them and make them feel good about the decision they made and to ensure them that they don’t think about what their next step is. Structure the onboarding in a way that it’s a learning system or portal and everything is laid out for them in terms of the things they need to do.

  1. Do as much upfront work on knowledge transfer ahead of then coming to headquarters.

Their first two months should be for them taking learning courses, shadowing other experienced reps to see what good looks like, being coached by the manager, and a boot camp at your headquarters.

  1. Restructure the boot camp.

Make it an interactive boot camp to give them the opportunity to practice, to get certified, and to be a little uncomfortable. For learning to happen, you have to make the learner uncomfortable which means standing up and delivering and doing role plays. Then have a final certification at the end of that week.

  1. Make sure you provide continuous learning.

The salesperson doesn’t have to worry about what to do next or what to learn next. It should be managed for them. Managers play a critical role of coaching to help you, give you advice and feedback to get better every day.

  1. Determining the time period for your onboarding process

Are you hiring experienced people or hiring people who have never sold before? Do you have complex, long sales cycle or are you selling something very transactional?

Start with your sales cycle and use that as your gauge in terms of how long the potential onboarding period should be. Start with territory management, account planning, and prospecting skills right through to account-based selling and marketing and all things in-between.

Look historically and take the average revenue production for a new rep and do for month 9, 12, 18, and 24 and start to get a sense of the ramp-up time so you can use benchmarks to improve upon.

  1. The onboarding process doesn’t stop at the “onboarding process.”

Regardless of what you’re selling, it takes experience before reps really figure out how to effectively sell, most importantly, how to qualify. While the onboarding process might be deemed to be done in month 6, you still want to have a strategy in place from month 6 to 36 to ensure reps get what they need to get truly productive.

How Brainshark Uses Its Video Coaching Solution:

Using their video coaching tool, they send out every other week an informal challenge in the form of a question to the reps, and they answer it as they video record themselves. Then Brainshark aggregates the best of those and turns them into learning content. So they’re creating a library of pure learning to help reps engage with one another and learn from one another.

Implementing the pure learning program:

You have to make it super easy for the reps to share their best practice. Reps love to be acknowledged and they would be happy to share but you have to make it easy for them.

Jim’s Major Takeaway:

Make your onboarding process assessment-centric. Rather than tracking whether a salesperson consumed learning, focus on can they do the job? Build an assessment so that the salesperson can opt out of the course once they pass the assessment

Episode Resources:

Connect with Jim on Brainshark through email at jninivaggi@brainshark.com and on Twitter @jninivaggi.

Register for their webcast on video sales coaching on www.Brainshark.com.

Join the TSE Hustler’s League. The theme for this semester is increasing our win rate by becoming more buyer-centric. See if this is something you’d like to take part in.

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.

What do you like about our podcast? Kindly leave us some rating and/or review on iTunes. This would mean so much to me.

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

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.

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Start Up, Sales, Marketing, Business Development

TSE 310: Why Startups Need To Focus On Sales Before Marketing

Start Up, Sales, Marketing, Business Development 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:

  • Sales is where you should begin
  • Once you understand who your clients are and take that information, then you can do marketing.
  • Marketing is more of an automation for sales.

Why people are more apprehensive to sales than marketing:

  • People are afraid of sales.
  • People are afraid of talking to people and meeting people.
  • People are afraid to call them up on the phone or shake hands.
  • People want the McDonald’s experience.

Strategies to start finding success with sales:

  • Think of the fundamental value proposition.
  1. Define what your product or service is.
  2. Identify your target market.
  3. Do competitive analysis.
  4. Find and refine your niche.
  • Don’t just focus on the things you built, but think about what the customer wants.
  • Identify the problems, desires, issues that you’re solving for the client.

Why people are scared of selling:

  • People love their product and they don’t want to hear bad news.
  • Thinking that “everyone should have your product” or that “everyone would love your product” but you don’t know how to exactly frame it in a language they can understand

Re-engineering your process:

  1. Understand who your customers are first.
  2. Understand their problem.
  3. Build your product.

*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:

  1. Make a list of prospective clients.

Who makes sense for the product or service you’re thinking of building?

  1. Call them up and ask them for their advice.

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.

  1. Cold calling is still something you can do.

It’s a great way of qualifying to see if they’re a prospective buyer or you can be referred to the right prospects.

  1. Ask the “challenge questions.”
  • What is your business’ goals and challenges? What are you concerned about in the next two months? (The trick to get them to start talking.)
  • What is your biggest challenge out of all the stuff you talked about? (Look and try to figure out if you’re in their space. If not, it’s unlikely they’re going to buy your product. Get ideas first in the market before getting deep into it.)
  • What would it take to overcome those challenges? (They will bring up things that are supposed to line up with the solution or product you’re providing)
  • What would it mean for you to overcome those challenges?
  1. Everything that they say, write down their quotes.

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.

Episode Resources:

Learn more about Patrick on The Sales Babble Podcast

Eric Ries’ book, The Lean Startup

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! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling

TSE 307: How To Think Under Pressure While Cold Calling

Donald Kelly, The Sales Evangelist Podcast, Sales Training, Cold Calling Today, we basically talk about how you can think on your feet when you’re cold calling. Or should you actually be doing that at all? Okay, so I’ve done this thing with Toastmasters called Table Topics, which is an impromptu 2-3 minute speech where you get to speak about a particular topic.

And here are some things I’ve learned which you can apply when cold calling:

  1. There is no such thing as an impromptu speech.

Preparation is critical. You may not know what you’re going to speak about but you’ve got to have some vignettes in your head that you’re able to mold according to different things based on stories from your childhood, school, work experiences, podcast, family life, etc. As soon as you hear a topic, pick one of them out and then start going from there.

“Cold calling? No more winging it!”

  1. Prepare for your upcoming meeting by using various means to connect.

Use various means to generate new business. Tap into different avenues when getting new prospects – social selling, referrals, etc. With cold calling, do some elements of it but try to gain information through social media or build a quick connection with them on social media so it makes cold calling a little bit warm somehow. Do a quick connection or share something about yourself to build their interest.

  1. When you’re meeting a prospect, come with stories relative to that situation.

Stories can help you make your prospects relate with your product or service on a deeper level. Understand that there are things specific to that situation that most clients are going to have, be it the price, safety/security, technology, or competition. Either way, always prepare before getting into a call. Write down 5 things that prospects typically bring up in the very first meeting so you can come prepared.

  1. Have a basic outline of how the conversation will flow.

You won’t have an exact script but somehow you will have a better context of how the conversation is going to be like.

Episode Resources:

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!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Process, Sales Checklist, Prospecting, Closing Business

TSE 297: Do You Know What You’re Doing?

Sales Process, Sales Checklist, Prospecting, Closing Business Sometimes as sales professionals, we kind of just go off the cuff when we’re selling.  We don’t know what the next steps are. We don’t actually know what we’re doing. And that’s usually because of the lack of effective planning and having a process in place.

In sales, we just want to get from point A to point B even if we ignore the process and miss important things along the way that seal the deal. Well, it’s important that you have a plan and that’s what I’m going to teach you today – a simple checklist that you can easily implement.

The Seller's Checklist

The Seller's Checklist. Everything You Need To Do In Order To Close Your Next Deal

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  1. Social selling

Find the ideal customer. Make a list of your Dream 100. Make a good, solid connection on social media whether it be on Twitter or LinkedIn. Find something about them or their business.

  1. Have the appointment.

Have a reason for the appointment.

  1. Set the rules before you play the game.

Set the rules properly before you play the game. Have an agenda or plan to find out what they want to accomplish and what you want to accomplish in this meeting. Make sure you have a clear next step commitment between you and the prospect.

  1. Start establishing value.

Is there a challenge that the prospect has? Can you help them recognize the problem? The goal is to help them make the decision themselves. Listen and ask questions to recognize their problems. Offer great education and make sure that by the end of the session, the prospect knows their problem, they’re willing to do something about it, and you’re able to better position yourself as someone who can solve their problem.

  1. Find out if they have the money.

Make sure they have the dough. Don’t be afraid to talk about money. If they really recognize the problem and that something has to be done, they will make a way to find money.

  1. Find out when they can make the investment.

Be the individual who can help them solve their problem. As an expert, it’s your job to offer the solution to them and help guide them in making that decision because they trust you now.

  1. Figure out the decision maker.

Find out who is involved in this process or maybe different individuals involved in the decision-making process. Find out who makes the decision and when in the budget cycle are they going to make this decision. Find out their internal process for making a purchase.

  1. Do the presentation.

Provide exactly what you can do. Show them what you can do.

  1. Ask for the business.

Once you’re done presenting and you’ve established your value, it’s time for you to ask for the business.

This checklist is something you can follow. But I highly recommend that you establish your own and customize it. Make it according to your own business. Just be sure you have something that you can use and follow that will serve as your process map or guide to help you help them make that decision.

Episode Resources:

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:

The Sales Evangelist, Donald Kelly, Donald C. Kelly

“Dan Hanrahan, Donald Kelly, The Sales Evangelist, The Best Sales Podcast.”

TSE 291: How to Use Your Email Signature to Generate More Business

 “Dan Hanrahan, Donald Kelly, The Sales Evangelist, The Best Sales Podcast.”I would love for you to try something different today. And who knows? This might be something that could greatly impact your business (if it hasn’t yet). The tool that I’m talking about is Sigstr, which is a new way to capitalize on employee emails or marketing channels.

Gracing today’s show is Dan Hanrahan, the Founder and CEO of Sigstr. Through Sigstr, email signatures have now been opened up as a marketing channel that you can use, making sure that every email sent includes the latest and greatest content, events, white papers, case studies, etc.

In short, the guys at Sigstr have created a system to control the branding, the look, and the feel of an email signature while injecting calls-to-action, thus making it an intersection of great marketing and opt-in sales.

Here are the highlights of my conversation with Dan:

3 most important features of a great email signature:

  1. Keep it simple.
  • No need to include your address in your email signature.
  • Have a link to your website.
  • Think of the 3 or 4 things that have the most value and hone those in.
  • Skip things like address and fax number but make them easy to find in your website.
  1. Use images wisely.
  • Be efficient.
  • Reserve the images to what’s most important (logo, call-to-action)
  1. Drive consistency to fuel brand.
  • Provide consistent experience across across all formats

Success stories from Sigstr:

Angie’s List

  • Driving event awareness, registration, and attendance
  • Sigstr added a call-to-action to the email signature
  • 38% of all registrations came from a click on the email signature

Outreach Inc.

  • Helping raise funds for Brackets for Good tournament – competitive giving
  • 75% win record using Sigstr

Analytics from Sigstr:

  • Tracking results
  • Average click rate for Sigstr campaign is a half per percent
  • View metrics at a company level, campaign level, department, or employee
  • Group your users into departments or groups
  • Display clicks, click through rates across a number of functions of the app

Strategies for great graphics:

Screen grab from a resource you have available and upload that to Sigstr.

Engaging campaigns for Sigstr:

  • Events
  • Videos (can be 30 seconds)
  • Having a clear call-to-action

Sign up for free. Test it out and if you think it’s a valuable tool for you (which I know it will be), then you can pick a plan that suits your needs.

Connect with Dan on twitter @DanHanrahan8 or LinkedIn.

Dan’s major takeaway:

Think about the massive reach and impact of the email signature. Whatever you do, make sure it’s a compelling brand experience because every single message can impact your brand positively or negatively.

Episode Resources:

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

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish

TSE 288: How to Guarantee 52 New Relationships with Your Ideal B2B Prospects (Every Single Year)

Prospecting, Business Development, James Carbary, Donald Kelly, Huffington Post, Sweet Fish Don’t underestimate the power of podcast because it changes the game in the way we see sales traditionally. It’s a game changer because YOU become the authority.

Today, we have James Carbary on the show where he demonstrates 6 crucial elements that can help you create 52 new relationships with your ideal B2B clients in the next year and that can help you get connected with your prospects.

James is the founder of Sweet Fish Media where they produce niche B2B podcasts for their clients which they can use for business development. He also co-hosts the podcast B2B Growth and another recently launched podcast called Conference Notes. B2B Growth is for founders and sales executives where they talk with them about how to achieve explosive growth. Conference Notes features interviews with conference hosts about the key takeaways from some of the best business conferences in the world.

Learn how James dramatically increased his response rates from 12.5% to 80% by simply shifting from cold emails to bringing prospective clients as podcast guests.

Here are the highlights of my conversation with James:

6 Elements in Successfully Using a Podcast for Business Development

  1. Naming your show properly.

Name your show by industry or by role of the person you’re trying to serve. Think through who your ideal clients are. Try to go industry-wide. It has to be attractive enough to your clients for them to listen and to be able to position your ideal clients to be expert guests on your show.

  1. Finding and contacting potential guests for your show.

Be careful in sending cold emails. Keep it as short as possible. Include your link so they can easily go to your website. Have a killer email signature like your name,Twitter profile, LinkedIn profile, and your website. Be very intentional on the front end.

Follow up until you have an interview on the calendar. Follow up, follow up, follow up. Follow up until they are on the calendar even if you already got an initial yes.

Tools you can use for follow up:

followup.cc

followupthen.com

  1. Choosing the topic.

60% of B2B marketers say that the engaging content their buyers want is really hard for them to come up with. Let your guests choose your topic based on their background and experience. Provide a breakdown of your type of audience. This will help you know what they care about so you have a better grasp of your ideal client.

  1. Basic podcasting equipment and podcast production
  1. Re-purposing and promoting your podcast

A lot of podcasts are not getting nearly the mileage out of their show because they fail to repurpose it into different forms like blog posts which you can share on different sites and social media platforms. You can also repurpose them through Anchor app – first real public radio where you can share 2-min audio clips or Periscope.

Tools you can use:

SocialOomph – promotional tool where you can queue your tweets

Edgar – social media management tool

  1. Nurturing the relationship with your guest

This is the most important since the point of doing your podcast for business development purposes is because you want to connect with your guests. Don’t end the conversation as soon as the interview ends. Make a follow up with each of your guests that come on your show and ask them if they want to work with you in a business context. Then send an email that initiates the sales conversation. No longer a cold email. 😉

 

James’ Major Takeaway:

You have to nurture the relationship that you form with your guests because that’s the biggest point of doing the podcast.

Connect with James on Twitter @jamescarbary twitter or send him an email at james@sweetfishmedia.com.

 

Episode Resources:

Sweet Fish Media

B2B Growth

Conference Notes podcast

Followup.cc

Followupthen.com

Audacity

GarageBand

LibSyn

Anchor app

Periscope

SocialOomph

Edgar

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.

Prospecting, Donald Kelly, The Sales Evangelist, 10x10, Sales Podcast

TSE 287: Make Prospecting a Habit By Doing Your 10×10!

Prospecting, Donald Kelly, The Sales Evangelist, 10x10, Sales Podcast

Why is prospecting such a huge struggle among many salespeople? Today, I’m going to teach you a process that’s going to help you become a prospecting machine.

Prospecting is a vital part of the whole sales process since it’s a means to get people into your pipeline. However, only a small portion of time is actually dedicated towards prospecting and building that solid, healthy pipeline. The key is to always have new people and new business opportunities coming into the funnel. And another key is to get out there and get out there early to prospect.

 

The 10 x 10 Formula for Effective Prospecting:

Contact 10 ideal prospects before 10 am daily.

Why do you need to do this?

  1. You have to build the habit.

About 50% of a sales professional’s time needs to be dedicated towards prospecting. That percentage will decrease as you have groups of people prospecting for you or as you have systems set in place.

  1. You get their attention before all the distractions come in.

Getting access to them the earliest possible increases your chances of getting their attention before getting distracted by so many things going on throughout the day.

How to start:

  1. Find those ideal customers.

This can be done through several ways: cold calling, social selling, email, etc. Whatever it is, take advantage of networking opportunities and connect with the ideal prospects.

  1. Set a prospecting time.

Dedicate half of your day towards prospecting. Or split it up half in the morning and half in the evening. Whatever works for you will do for as long as you are able to get into that habit of prospecting early.

Now imagine if you did this 5 days a week?

Well, you would have made about 50 contacts a week with your ideal prospects. Obviously, this would not be the only prospecting you could do, but this practice jump starts your day and gives you the opportunity to connect with your ideal prospects before the prospect gets too busy with their day-to-day business.

Episode Resources:

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!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Ben Favier, Donald Kelly, The Sales Evangelist Podcast, Setting Appointments, Executive

TSE 286: How To Obtain Sales Appointments With Executives

Ben Favier, Donald Kelly, The Sales Evangelist Podcast, Setting Appointments, Executive Getting that first appointment with executives is definitely a tough nut to crack. So many salespeople end up not doing it at all out of fear of failure or they do it and they do it all wrong. Our awesome guest today, Ben Favier, is here to share with us some secrets in landing sales appointments with high level executives.

Ben has over 15 years of sales experience handling B2B and B2C sales, mostly with enterprise software sales. He has then decided to share all the sales tools, techniques, and tactics he has learned over the years through writing his recent book, How to Obtain Sales Appointments with Executives: Proven Steps to Land the Initial Sales Appointment with High-Level Decision Makers.

Here are the highlights of my conversation with Ben:

Why another sales book?

Ben presents tactics, techniques, strategies, and mindset for the initial step of getting the first appointment with an executive, which he hasn’t seen in other books out there.

Ben says dialing for dollars is one of the biggest mistakes people make in trying to set up an appointment. Why? Because it’s not going to work. Eventually, you will get burned out.

How to change to a business management consultant mindset:

Salescopy writing and effective cold calling techniques

Some resources you can tap into:

  • Frank Rumbauskas
  • Tony Parinello on executive-level selling, how to do salescopy, and write effective emails and letters
  • 42 Rules of Cold Calling Executives by Mari Anne Vanella

Some ways to obtain sales appointments with executives:

  1. Get the right contact information.
  • Look to get into new accounts or new departments.
  • List 10-15 different contact sources.
  1. Bullets and targets
  • The targets are the executives you want to land the initial sales appointment with.
  • The bullets are the ammos that you’re going to be firing in (sales copy or cold call scripts) in order to catch their attention and earn their time.
  1. Use unique buzzwords that are relevant to your customers.
  • Get onto their executive statements online.
  • Identify what elements are relevant to them and how your solution applies to that.
  • Craft that and pull it all together into a sales copy letter or cold call script.
  1. Get past the gatekeeper.
  • Work with the executive assistants. – Contact them and give a quick pitch. Pitch to them like they are the executive. Respect them like they are the executive.
  • Peer-to-peer conversation with the executive assistant. – Call in as the appointment setter.
  1. Email strategies to get an appointment with executives
  • Get the subject line right. Be brief and direct to the point.
  • The body of the letter contains a quick bio about you and your company.
  • Use bullet points to nail down what you can do briefly and quickly.
  • Make sure you gravitate your letter towards their line of business title and industry.
  1. Faxes could still work!

Sometimes they’re not going to give you their email address for fear of getting hammered by email. Then you can send something through fax like a fax software service so you can easily fax from your computer.

Ben’s Major Takeaway:

Keep reading. Get mentors. Don’t just keep dialing for dollars without knowing what you’re saying. Get that training. Keep studying and going to seminars and you’ll get there.

Episode Resources:

Connect with Ben Favier on LinkedIn

Get Ben’s book How to Obtain Sales Appointments with Executives

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!
The Sales Evangelist, Donald Kelly, Donald C. Kelly

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling

TSE 285: LinkedIn Strategies For Success

Dennis Brown, The Sales Evangelist, Sales Podcast, Social Selling One of the most common mistakes salespeople make on LinkedIn is they use it as their resume. Another big mistake is they use it to somewhat “cold call” people, sending generic connection requests immediately without initially following the right process. That’s why I invited Dennis Brown on the show today to show how you can fully maximize your LinkedIn presence to help you generate leads and sales through following a system that has been proven to work.

Being an entrepreneur for over 20 years, Dennis has a LinkedIn consulting and training business where he teaches his LinkedIn Marketing System to business owners, which is the same system he uses to generate over $20 million in new business in just 6 years.

Here are the highlights of my conversation with Dennis:

Typical hiccups for people when starting to use LinkedIn to sell:

  • Fear of the unknown
  • Fear of making a mistake
  • Intimidation by some high level influencers
  • Lack of direction

Strategies to Social Selling:

  1. Transitioning from a hunter to a farmer mentality

Be patient. Nurture opportunities. Nurture relationships earlier. Opportunities start when you identify a target not after they show need or want for your product. Do not lead with your pitch which is one of the biggest mistakes many salespeople or entrepreneurs make.

  1. Having a system

Start with a process very early on. Dennis’ LinkedIn Marketing System incorporates social selling and LinkedIn marketing techniques and tactics as well as a simple, basic tracking system through a Google doc template tracking piece.

Dennis wrote a book which you could access for free called The 7 Habits of Highly Successful LinkedIn Users. Simply go to LinkedAcademy.com.

Cold-calling versus the farmer approach:

You get 10x the results with the social selling approach versus cold calling. That means, you turn 2-3 phone calls into 20-30 of those phone calls.

  1. Quality over quantity

It’s not about how many sales you have, it’s about how many conversations with your target audience you can have through email or phone. Focus on these types of dialogues. Build relationships with people than just dialing the phone.

Effective LinkedIn Tactics:

  1. Optimize your profile.

It shouldn’t look like a resume. LinkedIn is not a resume. It’s more of a reputation management tool. It’s a branding tool, a positioning tool. And you have to optimize your profile to do that.

  1. Have a very clear target audience.

People spend 90% of their time with people who can’t even be their customers. The great thing about LinkedIn, as well as other social media platforms, is that you can get very granular. There are so many ways you can target people on LinkedIn by:

  • Industry
  • Title
  • Skills
  • Geography
  • Company size

Be very specific. Define exactly who your target audience is.

Targeting CFO’s? That’s too broad. Be specific. It’s better to have a thousands results than a million generic results. Less is more.

  1. Have a basic understanding of how to find them.

Connect with them at some point. Engage with them in some dialogue or have a customer connection request (like what Dennis did when he reached out to me!)

  1. Make a follow up.

Go to their LinkedIn profile and see if they published any content. Read it, review it, like it, share it. Do something. Mention them in an update. Share their content. Use other social media platforms. Make yourself visible to them. If you do this, you’re going to be on their radar.

If they don’t respond to you in a week, then withdraw that request. Wait a day or two and send another connection request with a slightly customized invitation. Keep engaging them through other platforms until they engage. Be persistent especially with your high-value targets.

Connect with Dennis on LinkedIn and Twitter @askdennisbrown.

Episode Resources:

Check out LinkedAcademy.com and get Dennis Brown’s book The 7 Habits of Highly Successful LinkedIn Users for free.

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! 

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist Podcast, Chet Holmes, Prospecting

TSE 282: Your 100 Most Ideal Customers

Donald Kelly, The Sales Evangelist Podcast, Chet Holmes, Prospecting As a sales representative one of your key roles is to sell. I know that sounds very obvious, but I promise there is a point to all of this. I just want to make sure you all understand the premise and outcome of this episode, which simply put is to improve your selling. The problems that we find is that sometimes we feel trapped by legacy methods that may not be the most effective means of “selling”. In this episode, I will share a concept I learned in the book ,”The Ultimate Selling Machine” by the late Chet Holmes.

The concept is to focus on less. As sellers, we tend to have a BIG LIST of potential buyers we want to purchase our products or services. Or we may see the vast ocean of possible prospects available on the internet through social selling means. Sure this sounds great, but I feel that to have this wide range or this BIG LIST, makes us sloppy. It becomes a numbers game as opposed to an art of finding ideal customers and establishing value.

Instead, we are focused on getting a warm blooded contact and then as soon as one person says “We’re not interested” the potential opportunity is gone. Many times those who say they are not interested, don’t know anything about you. The key is to hyper focus and seek to offer value. Chet calls this the dream 100. Get a list of 100 of your ideal customers. Yes, this requires research and that’s work. It’s better to have 100 ideal customers than a list of 500 random companies that don’t exactly fit. With the dream 100 you can execute specific campaigns to grab their attention, establish value and turn over every stone of possibility.

When you have fewer to focus on, the quality of the conversation and the focus of your prospecting changes drastically. You can then build more relationships inside the prospects company and learn new unique ways to meet the key decision makers. Yes, I know this is not rocket science, but you’ll be amazed how many sellers are just getting a list and blowing through them and blazing over potential opportunities. If you implement this concept, I guarantee you will see a significant shift in the opportunities and the business you start closing.

Here is what you need to do:

  1. Develop a buyer persona of your ideal customer
  2. Utilize social media (especially LinkedIn) and get a list of your ideal customers
  3. Focus on targeted campaigns (maybe send an email, connect on social media, phone, snail mail, etc)
  4. Be diligent and turn over every potential opportunity in that company before you move on.

I learned more about this concept from Chet, check out his book here or listen to it via Audible. As you hear in the episode, this concept has helped me a ton and I know it will help you fulfill your responsibility to sell. As always, remember to go out and do BIG THINGS!

Join Today

The Sales Evangelist, Donald Kelly, Donald C. Kelly

80/20 Rule, The Sales Evangelist, Donald Kelly, Mike Kunkle

TSE 251: How To Address Pareto’s Law With Your Sales Team

80/20 Rule, The Sales Evangelist, Donald Kelly, Mike Kunkle A CSO report suggests that 13% of salespeople produce 87% of corporate revenue. Let’s try to tackle this as we bring in the mad genius, Mike Kunkle, as he shares with us today some reasons for this widening gap, what you can do to close this gap as a seller, and how managers and executives can move this into the middle of the bell curve.

Mike is the Senior Director of Sales Enablement for Brainshark, a sales enablement software provider. His current focus is on the internal aspect of the company – onboarding, training sales reps and managers, ensuring that they have the knowledge, the skills, the processes in place, the systems and tools they need to find, sell, and serve buyers who are looking to improve sales readiness and sales productivity at their companies

Here are the highlights of my conversation with Mike:The Sales Evangelist Podcast , Donald Kelly

The reasons for the large gap between top performing sellers and the rest:

  1. The general human performance gap

Sales is like an Olympic sport that requires knowledge, skill, practice, dedication to hone your craft and to be the best. And there’s a smaller number of people who truly excel at anything who are on the far right side of the bell curve. So it’s not natural for everybody to be a great performer in a large organization.

  1. We accept that the first reason is unchangeable.

Hence, we don’t work hard enough to move the middle of the pack or support the bulk of the middle performers in selling more effectively.

Strategies in Mike’s company to close the productivity gap through a multi-pronged approach:

  1. Use of the Brainshark Sales Accelerator in their learning cloud:
  • For onboarding and training to organize everything.
  • To serve up the right content to their sellers at the right times of the buying and selling process
  1. Solid work with buyer personas.
  • They are able to better understand their market and the buyers they work with and incorporate that into the way they sell.
  1. Reworking sales onboarding to be more effective.
  2. They implemented a very buyer-oriented, consultative, and outcome-focused sales methodology.
  • This seeks to align the buying and selling processes
  1. 2016 initiatives to maximize and raise the level of effectiveness of the team and the sales leaders alike

How managers and executives can address this disparity:

  1. Study top producers and the middle producers carefully.

Do your best to determine what differentiates the top from the rest. Not everything that the top producers do is scaleable across the entire salesforce.

  1. Teach managers the content first.

Sales managers are sadly often ignored. Prepare them to do a more effective job in coaching and help them understand effective pipeline management practices and performance management.

The differentiating factors among top performers:

  1. Great job at discovery

A great sales performer is able to quantify the negative implications of the current state or the way the buyer is measured. Then work with them over time to provide solutions that address those implications and then deliver compelling business outcome.

  1. The ability communicate and create value.
  2. The ability to hustle.
  3. Positive attitude.
  4. Being aggressive

Marinate in this Zig Ziglar quote which Mike cited:

“You get what you want in life by helping enough other people get what they want.”

Strategies for improving as an underperforming seller:

  1. You need to commit to learning and to the discipline, the organizational skills and the mastery of the craft.

Maximize all the resources the company provides. Step up to the plate, do the work. Make the effort and ask for help.

  1. Have the mindset of wanting to succeed, open to learning, and open to coaching.

How you can help an underperforming seller:

  1. Get their commitment to be open to training and coaching.
  2. Help them create a buyer-focused mindset.
  3. Have a plan.

Where is your market? Who are your contacts? Are they the right ones? How do you plan to approach them?

  1. Walk them through the process of approaching, lead generation, managing through the pipeline.

Mike’s Major Takeaway:

Focus on the buyers and their problems, the implications for not solving them, and the outcomes you can help them achieve. Then you will have a better chance not only in making a sale but also in differentiating yourself from the pack.

Episode Resources:

Connect with Mike on Twitter @mike_kunkle and on LinkedIn

Check out his blog at www.mikekunkle.com

Check out Mike’s SlideShare on Sales Onboarding

Brainshark website

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.

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Bryan Higgins, Donald Kelly, The Sales Evangelist, Sales Appointment Preperation

TSE 212: Sales From The Street-“Sales Appointment Preparation”

TSE 212: Sales From The Street-"Sales Appointment Preparation"Doing the sales presentation is only the second half of the presentation battle. Preparing for it is the critical first half.

How well do you come prepared for every sales call?

Today’s guest, Brian Higgins will show you the key points to help you come prepared for each sales call and take that next step to closing your sale.

Being in corporate America for 17 years, Bryan has rebuilt 7-8 sales teams in that course of time. He is also a certified coach and he is in constant search of new, out-of-the-box ideas. In the past 12 months, Bryan has finally made the leap to open his own sales consulting and training company with more focus on the tech space.

Here are the highlights of my conversation with Bryan:

Bryan’s philosophy before meeting or calling a prospect:

  1. Know WHO you’re calling.
  2. Know WHAT makes them tick.
  3. Know WHY you need to be talking to them.
  4. Know the person’s industry, the title of the person you’re talking to, and the organization as a whole.

Learning points from Bryan’s blog post The 7-Point Checklist for Sales Appointment Preparation

  1. Research

Get data from the people you get on the phone (receptionist, etc.). Speak their language. Get the research down. Know your competition. Figure out what’s going to make them tick. Determine what path to go on and line up your resources as you go. Make cold calls first thing in the morning.

  • Are your customers able to buy?
  • Do they have the power to make that decision?
  • What does the organization consist of?
  • Is there an opportunity for cross-selling or strategic long-term plays?
  • Look at the whole picture.
  • Talk to as many people in that same organization before moving on to the next one.
  • Qualify your customers.
  • Everybody is going to be a source of information for your prospect.
  1. Understand business objectives

Have an idea of your prospect’s business objectives to gain their trust and that will give you credibility.

Have a post-game analysis after every interaction with a customer:

  • What did you do well?
  • What to do differently next time?
  1. Strengths & 4. Weakness
  • Know what’s going to help you close the sale faster.
  • Know what’s important to your customer.
  • Check out the Charlie App that allows you to search your prospect prior to the meeting and pulls in the prospect’s social media profiles, Google information, news, and other data about the company and the person to give you some talking points
  • Other apps you can check out: Refresh App & LinkedIn Connected
  1. Plan your presentation.
  • Target your presentation towards them.
  • Make sure you have their interests in mind.
  • Convey professionalism.
  1. Prepare your presentation.
  • Have a clear, thought-out presentation with an opening, a middle, and a closing.
  • Make trial closes throughout the process to prepare you to close the deal later and flush out any objections during the process.
  • Have a presentation format that allows you to ebb and flow with the meeting.
  1. Set up for presentation.
  • End each day with preparing for your following day and make this a HABIT
  • Make sure you brought everything you need.
  • Be aware of everyone that’s going to be in the meeting and prepare an agenda for each of them that makes them realize you understand them and their needs.

Bryans Major Takeaway:

“Be prepared. You may only have one shot so you want to professionally convey that your product is the best for them (if it is) and gain the knowledge and information you need to close the sale. Become a doctor of sales.”

Current projects Bryan is working on:

Bryan is presently investing on The Alternative Board (TAB)  that provides private business coaching and advisory board services.

Episode Resources:

Visit Bryan’s website www.mysalesmatter.com

Read Bryan’s blog: http://www.mysalesmatter.com/blog

The 7-Point Checklist for Sales Appointment Preparation

Shout out to Jason Tripp!

Connect with Bryan on LinkedIn and on Twitter @salesmatterllc

Check out The Alternative Board

Connect with Jason Tripp (https://www.linkedin.com/pub/jason-tripp/21/43b/236)

 

Jason Tripp

 

 

 

 

 

 

 

 

Cool tools to make a killer first impression!

Charlie App

Refresh App

LinkedIn Connected

Check Out TSE Hustler’s League

The Sales Evangelist, Donald Kelly, Donald C. Kelly

 

New Sales Training, Donald Kelly, Sales Prospecting, Kyle Touchatt

TSE 189: Sales From The Street- “The Start Is The Hardest”

New Sales Training, Donald Kelly, Sales Prospecting, Kyle TouchattAs a salesperson, one of the most important things we need to have is confidence. When you’re confident, prospects can detect it and it helps them to better make a purchase decision. However, without this essential ingredient of confidence, you will become dead in the water.

On this episode of Sales From The Street, I had the opportunity of interviewing Kyle Touchatt, a fellow listener of the podcast and sales professional with CLC Lodging . Kyle recently entered the industry and in this episode he shares the initial challenge he came across with starting off new, how he was able to find solutions to help him increase his confidence and the results of better discussions. It was a fun discussion (as always).

If you would like to connect with Kyle to share some ideas on what you did to increase your confidence or if you would like to see if there is an effective way you two can help each other sell more, feel free to reach out to him here on LinkedIn.

Kyle Touchatt, The Sales Evangelist Podcast, CLC Lodging

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

Sales Person, Cold Calling, Cristina Kelly, The Sales Evangelist Podcast , Donald Kelly

TSE 183: Sales From The Street-“You Have To Do Better”

Sales Person, Cold Calling, Cristina Kelly, The Sales Evangelist Podcast , Donald KellySales people always have a difficult time getting past the gate keeper and speaking with the decision maker. Many times they don’t know that they sound like to everyone else and as such, come off as a “salesperson”…Someone who is interrupting the potential customer’s day, trying to sell some thing they don’t need.

Obviously as a seller, we know that’s not exactly the case, however, its the perception that the “potential buyer” has! That perception to them is reality and thus will always be a hindrance to a seller’s success unless they can prove to the gatekeeper of the decision maker aka “potential customer” otherwise.

For this episode I brought on my wife, Cristina Kelly, to share some of her thoughts on what sellers should and should NOT do as they are prospecting. She has the opportunity to work closely with executives in her company and as such, get’s plenty of requests, soliciting opportunities to speak with the decision maker. Listen to some of her thoughts.

If you have any thoughts or ideas, feel free to comment and share them in our private Facebook Group “The Sales Evangelizers”…Come join the discussion, click here. 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Script, Donald Kelly, The Sales Evangelist

TSE 182: Should I Use A Sales Script or Not? Part 2

 

Sales Script, Donald Kelly, The Sales EvangelistFirst off, here are a few steps to get you started:

  1. Get your team together.
  2. Identify who your ideal customers are.
  3. Determine the goal of the meetings you have with them.
  4. Figure out if the people you’re calling are a “fit.”

When you’re creating the script:

  1. Identify yourself.
  2. Show that you respect their time by asking if it’s a good time to chat.
  3. Explain what you’re calling about.
  • Your purpose comes in here and it must be powerful!
  • Understand what is keeping them awake or frustrated.
  • What’s the main objective of their role?
  • Chat about their pain or challenge that you can bring value to.
  1. Try to “disqualify” in learning about their specific challenge
  2. Schedule a specific time for you to sit down and chat more. Send a Calendar Invite.
  3. Find out if there’s anyone else that needs to be a part of the meeting. Be more proactive and send them the Calendar Invite as well.
  4. Offer value that initially speaks to that specific pain (ex. podcast episode, white paper, etc.) before you sit down and meet with them.

Benefits of using a sales script:

  • Builds a stronger relationship
  • Forges a greater bond
  • You’ll be top notch!

Change your script:

  • Take a script and mold it.
  • Tweak it and use it the best way possible.
  • Change things around as needed.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Funnel, Sales Process, Business Development, New Leads

TSE 181: Creating Sales Funnels That Sell with Alan Mckenna

Sales Funnel, Sales Process, Business Development, New LeadsWondering why you’re still not making the sales that you’re aiming for? Now take a step back and ask yourself this…

Do I have a sales funnel that sells? Or better yet, do I even have a sales funnel?

Don’t fret. Check out this episode and learn from today’s awesome guest.

Alan McKenna has extensive experience in the personal transformation space and business conscience space. He helps people build everything from front-end funnels to high-profit, back-end sales funnels as well as six and seven-figure funnels.

Listen in as we discuss the process of sales funnels and how you can be more effective at it.

Here are the highlights of my conversation with Alan:

What is a sales funnel?

Knowing a defined audience and bringing them into a system that will help nurture and move them along the relationship towards the sale.

Factors that keep somebody in the non-buying pool:

  1. Trust

Trust is key. You need to nurture the relationship. You need to provide value and build that relationship. It’s about serving people first. How can you serve people best?

  1. Misinformation or mismatch of information

This happens when a customer has one problem but your solution applies to a different problem. To solve this, do a survey that allows you to understand their needs and then cater to their needs.

Why a survey works:

When people click on a link in the email, you’re able to tag those people and you will know what their biggest problem is. This allows you to do a discovery session and if something is a fit, you can make an invite to take the product/service.

Strategies for creating an effective sales funnel:

  1. Look at existing clients.

See what else you can do to serve those clients that will help them get further along.

  1. Segment databases based on different criteria.

Drive them into a condensation and take them through a strategy session to advance them to whatever product or service that will help them get to where they want to go. Segmenting the list will allow you to convert people from non-buyers to buyers.

  1. Look at the additional revenue opportunities within your existing client base.

We tend to be too busy looking for new leads when there are so many overlooked opportunities within an existing client base.

  1. Look at how much deeper can you go with the client.

What’s your next level product that can make your client’s life simpler, easier, and get the results faster, and remove the pain quicker?

The biggest mistakes people make when creating a funnel:

  1. Not knowing who your ideal client is.

You can’t be everything to everybody.

  1. Not knowing your client’s biggest pain points and hot buttons.

Dial into the biggest problem your audience needs to overcome and how do you communicate that?

Alan’s Major Takeaway:

Nurture the leads and clients you already have because there’s gold in what you already have.

Episode Resources:

High Profit Sales Funnel

Screen Shot 2015-08-21 at 7.29.39 AM

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

What Customers Want? Donald Kelly, The Sales Evangelist Podcast, Donald C. Kelly

TSE 180: Sales From The Street- “This Is What Your Customers Want”

What Customers Want? Donald Kelly, The Sales Evangelist Podcast, Donald C. Kelly So this week I wanted to try something different. I wanted to do this for a long time now, but finally did it today. You must be thinking what did Donald do? Well, I went out and actually spoke with consumers. People who are like those you connect with on a daily basis as you try to make a sale. If any of you are familiar with Florida, I went down to Boca Raton. Boca is a very business friendly area and some very well to do organizations. If you want to know what B2B/B2C customers or prospects are thinking, this is the place.

In total, I spoke with five individuals who all gave great insights. From listening to being passionate. There were three men and two ladies interviewed for this episode. The overall feedback I received was to make sure you are listening to the prospect. Make sure that you show them that you care about their needs over your own. The funny thing is, that this is something that is important in any great relationship.

If we are focused on the well-being of our loved ones and truly care for them and do all we can to help them, the relationships tend to be stronger and enriching. Issues begin to emerge when we become selfish and concerned about ourselves. In sales, it is the same way. People buy from those they know, like, and trust. They need to have a good relationship with you!

So as you go out and prospect, make sure you keep that in mind. It’s not about you, it’s about your prospects and how you can assist them to make their lives better. You will only become successful when you master that and seek to LISTEN to them. As always, go out and do BIG THINGS!

 

Gaining new business, Business Development, Hustle

TSE 177: Sales From The Street-“No Clients, No Problem”

Gaining new business, Business Development, Hustle How tough can you get?

Today’s Sales From the Street guest is Luis Ugalde and he shares with us the need for mental toughness and commitment to achieve your goals as a salesman.

Holding a degree in biochemistry, Luis initially pursued a career running a research lab at the University of Miami. Obviously, finances is not where he thought he would be.

Luis realized that you need to be uncomfortable in order to be comfortable so he finally took a leap of faith, quit his job, and decided to go full time developing his own brokerage business where they teach families how to reach their financial goals.

“Salespeople put their own objections into their clients heads without even thinking because you assume what they’re thinking.”  – Luis Ugalde

Word of the day: Commitment

Here are the highlights of my conversation with Luis:

His greatest sales challenges:

  • Not knowing anybody
  • Being too young at 24

Strategies you can apply which Luis used to overcome those challenges:

  1. Invest an hour a day into bettering your skills and the way you think.

Luis read books including John Maxwell’s Developing the Leaders Within You, Developing the Leaders Around You, etc.

  1. Raise your leadership lid by having a high-level discussion with clients
  2. Ask for referrals.

Before getting into what he can do for his clients Luis asks for a commitment from them to brag about him to 7-10 people.

  1. Get uncomfortable so you can get comfortable.

Take a leap of faith. Do what you need to do to succeed even if it means quitting your daytime job.

The results:

Luis made double or triple the amount he made in his daytime job which was a total confidence boost.

Luis’ Major Takeaway:

Connect with Luis by sending him an email at luisruben14@gmail.com or via Twitter @luisruben14 and Facebook.

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Training, Sales Podcast, Selling

TSE 167: Sales is NOT a Defensive Sport!

Sales Training, Sales Podcast, Selling I’ve played sports all my life and one of the things I’ve seen is that in sports, DEFENSE is important. However, it’s a bit different with sales. One of the biggest mistakes I made as a new seller was that if I was being pushy, prospects were not going to buy from me. Indeed, that was the wrong way of looking at sales.

What I’ve learned over the years is that…

Sales is not a defensive sport. You have to be on the side of the OFFENSE!

Here are some strategies to keep you on the offense:

Seek first to act rather than to be acted upon.

It is your moral obligation to tell your prospects to call, to give them a quote, to make some follow up calls, and to up-sell them on something they need for the organization. Be a striker. Rater error on the side of being too helpful than on the side of not being helpful. Your clients are busy so your product may not be their focus. So get up and call them. Go out there!

People don’t know what you have to offer, until they know you have something to offer.

Stop being a secret. Go forward and do something about it. Do more! If you want to make money, you have to let people know about you. Pick up the phone. Go to networking events. Connect with people. Help them solve their pains.

Be consistent and persistent.

If you can’t seem to get a hold of your client and have been calling them at the same time everyday, well, call them at a different time. Don’t give up. Go for it and be a play-maker. Make things happen. There is a very slim chance that a person gets offended because you followed up. Again, your client can just be busy so you can’t sit back on the defense.

Just do it.

Sit on the offense and not on the defense. Take some time, a couple hours perhaps, to prospect and find unique ways to get in front of people. It is your moral obligation to let your clients know.

Sales is not a defensive sport. You are an offensive player. Be one.

 

 

HubSpot Side Kick, Sales Tools, The Sales Evangelist, Donald C Kelly, Donald Kelly

TSE 158: Donald’s Top Three Sales Tools Part 1 “HubSpot’s Sidekick”

HubSpot Side Kick, Sales Tools, The Sales Evangelist, Donald C Kelly, Donald Kelly

I’m a firm believer that, as sales professionals and entrepreneurs, we need to take advantage of tools that are going to make our lives easier and increase our ability to sell more. This is why I’m doing this three part series. Over the next three Mondays, I will share with you some of the favorite tools I use on a daily basis to assist or enhance my sales performance. This week I want to share with you “Hubspot’s Sidekick” tool. It’s one that I use the most — besides my CRM.

The tool is just like the name depicts. It’s a sidekick to provide you insights with your email, personal intel on your prospects and offers potential leads similar to the ones you’re working with.

Problem:

We all have heard that it takes up to 8-12 touches for a prospect to make a purchase. So, this is why sellers of all levels send emails and leave voice mails in hopes that they can reach their target individuals. But how can you tell if they are getting your emails? You can always be “that guy” and send the creepy stalker-looking “read receipt,” but whenever you send that it just feels like you’re desperate or trying too hard and annoying.

 

The Sales Evangelist, Read Receipt

 

But what if there was a way to know when and how a prospect opened your email? What if you can see who they forward it to? How about what links they clicked on and how long they spent on those pages? Well, those are a few powerful capabilities of Hubspot’s Sidekick.

Solution:

During this episode, I reveal some of the unique ways I’m using this tool. I’m sure you’ll discover some of your own. Some of the benefits you will see by using this are:

  • Sidekick shows you powerful information about your contacts right in your inbox
  • See a contact’s professional history, where they live, mutual contacts, email history and so much more
  • With Sidekick you can track your emails
  • Receive live notifications when someone opens or clicks on one of your emails
  • Know when, how many times, where, and from what device they opened your email
  • Sidekick recommends leads who are similar companies to those you are working with
  • Sidekick is FREE! Allowing you up to 200 email notifications per month

Here is a video that Hubspot put together on this tool. Check it out and let me know what you think.

 

And remember to work smarter, not harder, take advantage of tools and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

LinkedIn, Referrals, Prospecting, The Sales Evangelist, Donald Kelly

TSE 152: Do NOT Do This When Prospecting On LinkedIn!

LinkedIn, Referrals, Prospecting, The Sales Evangelist, Donald Kelly According to Neilsen’s, customers are 4 times more likely to buy with referrals from friends. Naturally, this means that the more referrals we get, the better our business will be. We also learn that LinkedIn is a great place to find new business opportunities and referrals/introductions. There is only one problem though… how does one do it exactly? Well, lucky for you, in this episode I share what NOT to do based on my experience and I offer you a step by step approach to effectively use LinkedIn to prospect and get referrals/introductions.

Here is the proper process you should follow:

Step One: Be prepared by researching the company to see that they truly have a need you can solve. Also, make sure to research the proper decision maker before you request an introduction. Here is a secret, learn something personal about the individuals.

Step Two: Ask for a personal invitation from a trusted, mutual friend once you’ve completed step one. Make sure you ask for a “specific reason for the introduction.” Reasons may include anything from them having a pain you can solve to you wanting to learn more about the industry from an expert or about a company. Whatever the reason, make it clear so that your mutual friend (source) knows exactly what to say in the email introductions. Another little secret here too, ask to be cc’d on the email!

Step Three: Once you have the introduction, thank the person who introduced you. Express appreciation to the person you were introduced to and set a specific date/time to meet or speak on the phone. Remember when you meet, make sure you do what you asked for in step two (to help solve a pain or learn about the business). Whatever that is, make sure you stick to that in your meeting.

Step Four: Demonstrate that you did your research throughout your conversation and especially when you bring up the pain you can solve for them.

Step Five: Post the meeting, send a thank you note to the person who introduced you and the person who you were introduced to.

Step Six: Seek out opportunities to return the favor and introduce your mutual friend to those you know and that they could benefit from meeting.

It’s that simple! But as you listen to this episode, you will hear how I messed it up lol. Listen above and let me know if there is something you would do different. Send me a message here on our FB page. I look forward to hearing from you. As always, remember to go out and DO BIG THINGS!

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Ideal Customer, Prospecting, Donald Kelly, The Sales Evangelist

TSE Blog 004: How To Develop Your Ideal Customer

Ideal Customer, Prospecting, Donald Kelly, The Sales EvangelistI know it’s not throw back Thursday, but this was my very first sales tip video on the first TSE website. This was created in 2013! It’s amazing where we have come since then, but the principles shared are still the same. I wanted to share a simple, but powerful principle on how to know who to go after.

Here are some of the key take aways from this video:

  • Research and select the specific client type you want to target
  • Focus on your prospects needs
  • Learn how YOU can solve their problems and NOT create more problems

As always, apply what you have learned and go out and do BIG THINGS!

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Call Reluctance, The Sales Evangelist, Donald Kelly, Sales Training

TSE Blog 003: The Top 4 Reasons Salespeople Face Call Reluctance

Call Reluctance, The Sales Evangelist, Donald Kelly, Sales TrainingWe all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you start doing everything else to “prepare”, “settle in”, or “get comfortable”.
So you make a cup of coffee, check voice mails, email, snail mails, look at the news, review your pipeline, do some research, organize your desk, and catch up with your fellow coworkers on the weekend. The next thing you know it’s been two hours and you still haven’t made your first call. Sounds familiar huh?
For many sellers, this is a major factor that holds them back from performing at their peak level. I’ve been there before and I know how frustrating it can feel; but there is a way out. I had to look at what the reasons that held me back in order to tackle them. You may have more reason than this, but from the list I initially made, I felt for the most part all the reasons came down to these four.
1. Pure Laziness
 
This one is obvious. Maybe it was just the long weekend or the fact that I was just tired and didn’t want to get started on the phone. In my mind I created it as this grandiose task and made excuses as to why I could not do it. That I needed to prepare more by doing research or planning. The fact of the matter is, the best way to overcome this one is to just do it. Just pick up the phone and call. It’s also important to develop a “purpose” or a “why”. Something that will keep you moving even when you are tired. Maybe it’s to earn more money to take a trip, save for your children’s college, pay off student loan debt, help your mom purchase a home, or to become the best seller in your industry. Whatever it is, find it and just get to work.
2. Fear of Rejection
 
This is a tough one for many of us. It makes you vulnerable to put yourself out there to get rejected by perfect strangers. People you don’t know may yell at you, think you’re a sleazy sales person or nuisance for bothering them. Maybe they will hang up on me or yell at me. I’m sure no one wants to feel like this, right? The irony is that 9 times out of 10, my prospects never felt like this nor did they hang up on me. Again, it was all in my head. These were my limiting beliefs that held me back from performing well.
The way I overcame them were to literally write them all out on individual strips of paper and throw them in the trash. Physically throwing them away made it feel like I was getting rid of them for good. The most revolutionary thing that helped the most was when I learned the “Identity and Role” (I and R) principle. You can learn more about it here. But the idea is that we need to understand that as sellers, when someone says, “no,” they are not saying no to us.
Many times they are a perfect stranger and don’t even know us. They may be saying no to our company, product or service. No, because it’s not the right time. But not because they don’t like you or hate you. They don’t even know you. I personally think you don’t need to take it personal because you just need to move on to the next one. As I started applying these concepts in my selling, the fear of rejection dissipated and I was able to perform a lot better in my role.
3. Lack of Confidence in the Product or Company
 
Another factor that was a big stumbling block for me, when it came to call reluctance, was the lack of confidence in the product I was selling or the company I was working for. The number one reason sales professionals leave companies is because of management. Not because of more commission elsewhere or new cooler products. It’s management!
Without confidence in your company or your product, why would you want to eagerly get up everyday and go sell it? I don’t want to do that, not care to do that. I would feel that I’m deceiving myself and my clients. This has been the reason for me to leave certain organizations and it’s a factor that causes many sellers to drag their feet when needing to prospect call. If you don’t believe in the product or the company (management), you will have a tough time trying to persuade others to make a purchase.
So how do you overcome it? Well this is what I did. I either left the company if I didn’t agree with them or the product to find something else I believed in. If the company was good and the product had value, I would investigate that value so that I could gain my own conviction of it. I would meet with clients who use the product or use the product for myself to get a better understanding of the value in order to articulate it.
4. Did Not Know What to Do

Not knowing what to do definitely was another sure factor for my reluctance. What do I say when I call? How should I leave the voice mail? What questions should I ask? What product should I talk to them about for their problem? What is my value proposition? Not knowing what to do could be problematic. But just like everything else in life, there is a sure way to get around this.
To help me overcome this challenge, I started learning from those who were more experienced. I read books, listened to podcasts, took training courses, etc. If my company did not have a step-by-step sales process, I would make sure to first understand what the customer was looking for/needed and started trying different things to figure out a process. As I went forth with trial and error, I began to learn what to do and what not to do. The next thing I knew, my confidence increased and I started selling. Now that I knew what to do, I had a desire to get on the phones and help others.

Take Action
 
As salespeople, we may all face call reluctance at some point in our career. The key is to understand why you are having them and discover ways to overcome them. The faster you can do this, the more successful you will be in the end; I promise. If you want to take in this content through another medium, listen to our podcast here. If you have other factors holding you back from prospecting and making calls, let me know. I want learn what others are up against. Send me an email at Donald@thesalesevangelsit.com. As always, I want you to see a difference and find success. I want you to go out and do BIG THINGS!
The Sales Evangelizers, Donald Kelly, Sales Facebook Group
SalesLoft Prospector, Sales Prospecting, Donald Kelly, The Sales Evangelist Podcast

TSE 146: Find New Prospects Using “SalesLoft Prospector”

During this episode, I share a game changing tool called “SalesLoft Prospector” that will help you in your prospecting efforts.”SalesLoft Prospector” is something I’ve been using, for free, to build lists of my ideal prospects. It’s able to connect to LinkedIn and pull data of people based on search criteria I ask for.

Recently, in “The Sales Evangelizers” (our private Facebook Group), someone asked if there was a way to find people and build lists as opposed to just Googling for names or purchasing a list for thousands of dollars. Well, as you know, I love sharing value so I shared the idea of the “SalesLoft Prospector” with them. I wanted to wait to do an episode on it until I tested the tool out. Since I’ve done so, I feel confident in recommending it. Below are screen shots and two videos from the SalesLoft folks. Check it out.

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Sales Loft Prospector, The Sales Evangelist, Sales Prospecting Software

Quick video overview
(Video courtesy of www.salesloft.com)
Learn how to get the most from the SalesLoft Free tool


(Webinar courtesy of www.salesloft.com)

 

I hope you enjoyed this tool. Tell me what you think! Click on the link below to join the conversation in our private Facebook Group or send me an email at Donald@thesalesevangelist.com . Overall, remember, I want you to go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

TSE 143: Top 4 Reasons Why I Had Call Reluctance

Call Reluctance; Cold Calling; Donald Kelly; The Sales Evangelist

We all know what call reluctance is, right? It’s the inability to pick up the phone and make a phone call or just simply start working. Maybe this sounds familiar. You get into work at 8:00am and start dragging your feet. You know you should get on the phones and start making calls, but you start doing everything else to “prepare”, “settle in”, or “get comfortable”. The next thing you know it’s been two hours and you still haven’t made your first call. Sounds familiar huh?
Well, in this episode, I will share with you some of the personal main reasons for my call reluctance. Different individuals may have different reasons, but all around the principles are similar. For some reason we are not getting on the phone when we need to. Here are the main points I found:
1. Pure Laziness
2. Fear of Rejection 
3. Lack of Confidence in the Product or Company 
4. Did Not Know What to Do
 
Take Action
As salespeople, we may all face call reluctance at some point in our career. The key is to understand why you are having them and discover ways to overcome them. The faster you can do this, the more successful you will be in the end; I promise. If you have other factors holding you back from prospecting and making calls, let me know. I want learn what others are up against. Send me an email at Donald@thesalesevangelsit.com. As always, I want you to see a difference and find success. I want you to go out and do BIG THINGS!
 
 
The Sales Evangelizers, Donald Kelly, Sales Facebook Group
 
 
 
 
 
 
 
 
 
 
 
 
 

 

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly

TSE 138: How I Got Past The Gate Keeper…Literally

Gate Keeper, Cold Calling, The Sales Evangelist, Donald Kelly This episode is one of the short, sweet segments where I’m interviewing sales professionals just like you and me – sellers, entrepreneurs, and people – as they share with us a specific sales challenge, why they had such a challenge, how they overcame that challenge, and the results they saw from what they applied to fix the challenge.

In today’s show, I connected with Mike Romero whom I met at a LinkedIn group. Working at a staffing company based in Southern California, Mike has found a great strategy to get to his clients in an easier and more personal way than just a straight up cold call – getting past the gatekeeper.

Here are the highlights of my conversation with Mike:

One of Mike’s biggest challenges: Gaining the attention of prospects

How he overcame the challenge:

  1. Research
  2. The 3-step quick touch to your client
  3. Create a relationship with the gatekeepers (ex. receptionists)
  • Research to look for prospects
  • Google the company and search them on LinkedIn
  • Proprietary software you used before in your company to look through summaries and history of company.
  • 1. Phone – as the first point of contact
  • 2. Voicemail – make sure it’s impactful
  • 3. Email – as your follow up

Think out of the box. Bring them coffee or a cold drink. Stop by on their birthday with a balloon and a gift. Take them to a themed treat. Make it fun. Make their day.

Mike’s Major Takeaways:

Just try. You have nothing to lose. Get creative. You have nothing to lose by being bold and trying out something new. Do something that stands out and kicks. Don’t take any point of contact for granted.

Get in touch with Mike Romero on LinkedIn https://www.linkedin.com/in/mikeromero101 and on Twitter @MikeRomero101

www.kimco.com

Cold Calling, Donald Kelly, Donald C Kelly

TSE 135: Don’t Do This When You’re Cold Calling

Cold Calling, Donald Kelly, Donald C KellyHave you ever done cold calling and were faced with a situation that you least expected, or worse, that you haven’t prepared for? How did you handle those times?

Check out this scenario:

I went to this particular website and downloaded their white paper. I received a phone call from one of their reps and they asked about by sales team and he eventually was trying to sell me. I told him I was not the sales manager, but one of the sales reps of the organization. From that point on, he got nervous and practically didn’t know what to do. He asked me if he could email the details to me so I could send it over to my boss and see if they’re interested. And I said yes.

Do you think I really sent that email over to my boss? Heck no!

Do you think what the sales rep did was a good case of cold calling? Double heck no!

So, here are the top 3 things you need to remember and apply when doing cold calls:

  1. Be prepared before you make a call.

Do some research and look up the company. Look at LinkedIn and see if you can look at your prospect’s information and see his/her role within the organization.

  1. Be cool.

Just chill. Relax before you start getting all panicky. Use a script to help you get those words out and have them become your own language so they become a part of you. Internalize the script. Change it according to your particular situation.

  1. Have a plan for the unexpected.

Recognize that you’re going to have objections. Recognize that you may not speak to the manager all the time. What are you going to do when you confront these challenges? What questions are you going to ask? What alternatives are you going to take?

 

Connect with us on Facebook: The Sales Evangelizers”

The Sales Evangelizers

Podcast Paradise Cruise

 

Anthony Iannarino; The Sales Evangelist, Donald Kelly

TSE 130: Anthony Iannarino’s Top Reasons Why Your Sales Opportunities Are Falling Apart!

Anthony Iannarino; The Sales Evangelist, Donald KellyAnthony Iannarino

Are you absolutely sure that you’re not doing things to cripple your sales and goals in the end? Our guest today will shed light on the 10 Mistakes that Kill Sales Opportunities.

I’m bringing in Anthony Iannarino, the mastermind behind thesalesblog.com. His daily blog is dedicated to provide salespeople with the much-needed practical tips and insights every salesperson should know in order to help advance a career in sales. Anthony is an entrepreneur, writer, speaker, coach, and sales leader.

Today, we will dive deep into a blog post Anthony has written back in 2014 about the 10 Mistakes that Kill Sales Opportunities. Due to time constraint, we can’t discuss each one of them but we will delve into the most important ones.

Here are the highlights of my conversation with Anthony:

10 Mistakes that Kill Sales Opportunities

1.  Selling Without Dissatisfaction

If you can’t find or create a compelling reason for your prospective client to change, you aren’t going to make a sale. No deal.
You have a great product? Great! But until you get the customer to agree that they’re unhappy in their current state, they’re not going to move forward with you because they’re not yet compelled to do that.

How you can push somebody to recognize that change:
They have to recognize it personally, but you can nudge them along the path so they can recognize it.

Give them a vision of:

  • What’s at stake
  • How to avoid that risk
  • Where they’re going. 

2.  Asking for Unearned Commitments

[Tweet “In every sales interaction, it’s the salesperson’s obligation to create value for that customer; otherwise you’re not allowed to ask for what you want.- Anthony Iannarino @iannarino“]

  • If you’re a transactional salesperson, you need to ask and continue to ask.
  • You can’t ask for the close because you haven’t earned the right to ask for the close.

How to earn the right to ask for a close?

Make sure:

  • You’ve gone all the way through your process
  • You know the customer is coming to a good decision
  • You’re going to execute on whatever is sold to you.

Why is this important? It’s a violation of trust

3.  Poor follow up

  • Anthony did a follow up with a client 76 times
  • If that’s where your heart is, if you’re really about creating value and you know you’re the one that can do that for them, you’re obligated to keep on trying to help them.
  • Having a great follow up and persistence as your differentiators, aside from VALUE

What sellers can do to create a compelling reason for their customers to buy:

Don’t try to make up something compelling. Find out what’s already compelling.

  • What’s the real strategic objective?
  • What’s the real outcome that they need?
  • How does what I do, in a way, help them get to that outcome?

Getting this information before sitting down with a decision-maker about it:

  • Put the relationship ABOVE the transaction.
  • Listen and understand your customer’s needs.

4.  Not building consensus

Why sellers have a tough time building the consensus:

  • They don’t know they need it.
  • Sometimes stakeholders don’t want to give up the power.
  • Some salespeople just have trouble giving that commitment.
  • Politics as an important part, acknowledging the threat, and dealing with it together.

Current projects Anthony is working on:
Book: 17 Elements: 9 Success Elements and 8 Sales Goals
Connect with Anthony via thesalesblog.com
Facebook: https://www.facebook.com/thesalesblog
Twitter: http://www.twitter.com/iannarino
LinkedIn: https://www.linkedin.com/in/iannarino
Email: iannarino@gmail.com
Join the newsletter every Sunday
Scroll down in his site and sign up to get each post in your email everyday.

Anthony’s Major Takeaway:

Put the relationship above the transactions if you want to have lifetime relationships, if you want to be a trusted adviser, and if you want to stake out that position where you own all the opportunities.

If you put the transaction above the relationship, just being transactional makes you transactional. Your customer is going to treat you that way too because you set the standard. 

Episode Resources:

www.thesalesblog.com

Anthony’s blog on the 10 Mistakes that Kill Sales Opportunities

Judy Garmaise – The Power of Follow Up

Mormon Missionary, Door to Door, Prospecting

TSE 117: One Simple Activity I Learned as a Mormon Missionary Which Has Revolutionize My Sales Prospecting

LDS Missionary, Sales Training, Donald Kelly This, my friends, is not an episode about preaching or religion but this is about helping you learn to OPEN YOUR MOUTH.

What many of you probably don’t know is that I went to Brigham Young University-Idaho and I am a member of The Church of Jesus Christ of Latter-Day Saints.When you’re 18 years old, as a member of the LDS church, you have an opportunity to do a two year proselytizing missionary trip anywhere in the world. Mormon missionaries can be easily distinguished by their white shirts and ties, riding on bicycles.  I was called to serve in the Detroit, Michigan area. I lived in the city of Detroit and the surrounding suburbs during the two year period.

Here are some of the great things I’ve learned from that mission trip which has helped catapult the way I do sales:

  1. Open your mouth to everyone.
  2. Be ready to sell every moment of the day and share your message (even when you’re not in your sales mode).
  3. Talk to everyone that you come in contact with.

There are so many people around you everyday and all you have to do is just talk you them. You’ll be amazed how many opportunities you’ll comes across. Not all are ideal customers, but one thing I know for sure – they may know an ideal customer for YOU.

So… Be prepared!

Have your business card.

Have a message or know how to clearly state your purpose/what you do and why others need what you have to offer.

Just open your mouth!

 

Questions, Business Development, Prospecting

TSE 116: Getting Out of Tough Sales Situations

Questions, Business Development, ProspectingMany salespeople run away when they feel they’re being attacked by a question or an objection. That’s not how it’s supposed to be done in sales.

Warning: This is not for the faint of heart!

In this episode, I’m going to talk about returning a question with a question. It’s a powerful skill I learned while doing door-to-door security sales in college.

When does this “counter-question” strategy apply:

  • When you get caught up in the corner
  • When the client gives you wishy-washy words
  • When there’s something that’s stopping the client / the deal is stalling out

Reasons for the question or objection:

  • The customer doesn’t understand… OR
  • They’re pleading for MORE information!

Before anything else, remember that TONALITY is a key part when using this method of conversation.

3 Examples of Handling Objections:

  1. Question: The customer raises the question, “Why is the price so high?”

Usually, that it isn’t the true objection. Rather, there is something they don’t understand or somehow don’t  see value in what you are selling. This then allows you to re-position, find out the real objection of the buyer, and offer value/solution to their concern.

  1. Statement/Objection: The customer asks you to “just send me some literature”.

Watch you’re tonality and tell your client that there are 3 possible reasons why they’re saying this:

  • They’re just not interested right now
  • They want to learn more but they’re probably just busy
  • I didn’t EXPLAIN it well enough

Suppose they chose #2, counter it with this question: “When would be a better time for us to connect?”

Instead of just sending information or “literature” and it getting lost in the email shuffle, ask that question.

It will make you:

  • Stand out
  • Know what’s really going on!
  1. Dealing with wishy-washy people.

These kind of people love to put things off and they might ask you to get back to them in 6 months to a year or so. What you need to do is to find out what they’re really saying.

What to ask to help you find out the real reason:

“What will change between now and then for you to be able to do something?”

Don’t be afraid to try this out. Have the backbone to go for people who are ready to purchase and who are serious. As always, let me know how this goes by sending me an email at donald@thesalesevangelist.com or via Twitter @donaldckelly or via LinkedIn at Donald C Kelly.

Remember, DO BIG THINGS!