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Failure, Brad McDonald, Donald C. Kelly

TSE 1174: Why Do You Say That Failure is the Greatest Sales Lesson?

Failure, Brad McDonald, Donald C. KellySellers get knocked down plenty of times, but sometimes failure is the greatest sales lesson.

Brad McDonald works with Sandler Systems which has 250 franchises around the world that help businesses grow by improving their sales processes. 

Failure

Brad’s 28-year career in the U.S. Navy taught him that failure could mean the difference between life and death. When he transitioned from the Navy to the sales world, he realized that many of his attempts were going to end in failure. He had to change the paradigm. 

The things he perceived were failures — having people hang up on him or cancel an appointment — weren’t really failures. 

Along the way, he learned to embrace failure. 

Gumballs

You must make a lot of sales calls in order to get to yes. On the other hand, if we see the sales calls that ended in “no” as a failure, that will feel bad. 

Brad uses a gumball analogy to explain it. If you want a green gumball from a gumball machine, and there are multiple colors inside, there’s a good chance you won’t get a green one. When you put the quarter inside, there’s a good chance you’ll get a different color. 

Imagine you’re making prospecting phone calls, or cold calls; the most dreaded form of prospecting. If you make 10, 20, or 30 calls, you’ll eventually get someone who wants to talk, just like you’ll eventually get a green gumball. 

You’ll also likely get an orange gumball which might represent a buyer who wants to talk more to see if there’s interest. If you view every orange gumball as a failure, you won’t be very likely to keep going while you wait for the green ones. If, on the other hand, you understand that you have to get the orange gumball out of the way in order to get to the green one, you can embrace it.    

Process of failure

Brad came from a culture where sailors did what he told them to do and they didn’t say no. He was surprised to find in the sales world that prospects aren’t always honest and they don’t always respect his time. And they certainly don’t feel compelled to follow his orders. Initially, all those things felt like failures. 

Failure mimics the stages of grief which are disbelief, fear, despair, anger, and acceptance. 

Brad refers to the “ok, not ok principle.” He came to believe that he needed to be ok being not ok. 

He needed to not seek to meet his emotional needs in a sales call. Many sellers get emotionally involved in their sales calls and that’s one of the five big conceptual roadblocks in sales. Head trash gets in the way. We get excited when we’re about to make a sale and we stop doing the things we need to do. 

Sales activities

Brad learned along the way that his focus on outcomes and results was wrong. He was excited when he made sales and dejected when he wasn’t. He discovered over time that focusing on things he could control, like activities, made more sense. He started doing the things he knew would make him more successful and he tracked those things. 

Brad focused on his tonality, his demeanor, his body language and other things that were well within his control. 

Conceptual issues

Brad believes that all sales problems come in one or two categories. 

  • Tactical. What do I say, When do I say it? How do I say it?
  • Conceptual. Relating to the beliefs we have between our ears.

Most tactical problems have a conceptual basis. In Brad’s case, he came out of the Navy where he didn’t fear much of anything into a setting where he was afraid to make a cold call. The fear was a result of the beliefs he held about sales.

The conceptual issues are these:

  1. The need for approval. The problem occurs when you want to be liked more than you want to make sales.
  2. The BUY cycle. How do you buy things? How do I treat salespeople when someone is trying to sell something to me? We tend to sell the same way we buy. If you tend to comparison shop, you’ll be more forgiving of buyers who do the same.
  3. Negative scripts. Many of these originate in childhood. Examples are the idea that you shouldn’t openly talk about money. Also, very few of us were raised by parents who hoped we would grow up to be successful sellers. 
  4. Emotional involvement in the sales process. It’s ok to have a love for your prospects, but you must also have the mindset that you don’t need anyone. Instead, find something that’s mutually beneficial.
  5. Money concept. Your very first memory of money has a relationship to how you feel about money now. When Brad made his first big commission check, he felt guilty for earning so much money. He had a money concept issue. 

Changing beliefs

Changing your own beliefs will take time. It’s a process. 

For his own therapy, he sat down each Sunday and wrote about his sales experiences. Those articles helped him process the emotional aspects and taught him to have honest conversations with his prospects. 

Salespeople can benefit from journaling about their own experiences, about the perceived failures, and about the head trash. 

“Failure is the Greatest Sales Lesson” episode resources

Grab a copy of Brad’s book, The Art and Skill of Sales Psychology, or email him at mcdonald@sandler.com

If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Cold Calling, Omnichannel Outreach, Fred Diamond, Donald C. Kely

TSE 1171: Helping Your Sales Team Perform Their Best

Cold Calling, Omnichannel Outreach, Fred Diamond, Donald C. Kely

I sat down with Fred Diamond at Podcast Movement 2019 to discuss the keys to helping your sales team perform their best. Fred is the host of Sales Game Changers Podcast and today he turned the microphone on me and allowed me to share the things I’ve learned during my career in sales. 

The Sales Evangelist

This podcast resulted from my own struggle as a B2B seller. Because of my own struggles, I wanted to help new and struggling sellers improve their sales game. I wanted to educate people who were in the same shoes and help elevate their performance. 

As The Sales Evangelist podcast grew, people in our community of sellers reached out to me for sales coaching. I started with one-on-one coaching for reps, and then those reps took their training back to their companies, and I started hearing from entrepreneurs and other business owners who needed to replicate themselves so they could scale their companies. 

I launched into the consulting side and helped businesses set up their sales teams. Eventually, that led to speaking opportunities and other things, so in 2015 I left my full-time job to do The Sales Evangelist full time. 

The podcast didn’t make money on its own, but it did generate leads and coaching opportunities and speaking and consulting gigs. Now, though, it generates its own income. 

Sales career

I got into sales before college, partly because my entire family was involved in sales. As a Jamaican boy, I grew up in a setting where everyone sold something. I didn’t see it as sales, necessarily. I simply saw it as the family business. 

I’m naturally outgoing, so people told me I’d be perfect in a sales career. That continued through college where I struggled to find a sales program. 

Eventually, I got a couple of sales jobs in timeshares and door-to-door that involved B2C selling. I made about $20,000 in three months selling door-to-door over the summer during my first year. 

When I transitioned to the professional world of selling, though, I struggled. 

Lessons learned

One of the things I learned selling door-to-door was the value of working smart. I saw people who worked hard but who weren’t effective, so they got burned out because they continued doing things that were ineffective. Those who hustled, on the other hand, worked efficiently and they practiced their messaging and they stopped doing things that didn’t work. 

I learned that I had to be willing to move on when a sale didn’t work out. 

Eventually, I moved into a BDR role in a B2B company, and I brought that need to work efficiently and plan my activities because it was a full-commission job. 

Time is money, and I needed to pay rent. 

During my time at the IT training company, Steve Hatch took me under his wing. He was the CEO of the company, and he taught me both the sales and the business sides of his company. In several cases, he did that by throwing me into the deep end. 

We were trying to work a deal with a local NPR station and he helped me learn to lead the deal and negotiate the deal. He helped me see who I could eventually become. 

Sales challenges

Current sales reps face a number of challenges that are unique to the kind of setting they operate in. Most of the ones I meet with struggle with prospecting, and with prospecting effectively. 

Many learn that cold calling is dead, for example, but they work for companies that were built by cold calling. Their leaders want them to engage in cold-calling but others tell them it’s ineffective, so they feel pulled in different directions. 

At the same time, many sellers struggle with the idea of social selling in which they engage with people on social media. They often don’t have the confidence to do it effectively, so they wait for inbound leads to come, and though they do often come, it simply isn’t enough. 

I constantly give training on how to use LinkedIn and how to take advantage of cadences and flow processes for outreach. 

Prospecting

Multichannel outreach, sometimes called omnichannel, matters the most in prospecting. When I work with sales reps, I encourage them to begin their interactions on social media. Make a genuine connection with people as a starting point. 

Understand that genuine connection doesn’t mean you simply “like” something that they posted or shared. Instead, engage with that person. If someone comments on something you share, take that conversation to the inbox next and tell him how much you appreciate his comment. Then, once you’ve built that connection, you can move the conversation to a phone call. 

Now you’ve created a warm, engaging connection. 

Then, for enterprise sales, you can even take advantage of snail mail to send them something to grab their attention. We created a Willy Wonka style ticket and invited them to join us for our demo. We sent sodas and snacks and a Starbucks gift card. We spent about $12 for each of three boxes and landed about $100,000 worth of deals. 

Sales tips

I read a lot of books in an effort to improve my game, and one of my recent favorites is Mike Weinberg’s Sales Management. Simplified. because he focuses on fundamentals. For me, mastering those fundamentals is the key to moving to the next level. Aside from prospecting, asking appropriate questions makes a big difference as well. 

For sellers who know nothing about their buyers, pipelines won’t matter at all. We’re skipping the discovery process and we’re missing a chance to ask meaningful questions and demonstrate our expertise. 

Related to that topic, time management presents a big struggle for sellers right now. I attribute my continued success to planning. In fact, I’ve created a selling planner because I couldn’t find one that I liked. 

I read a book by Kevin Kruse called the 15 Secrets Successful People Know  and another called The 12 Week Year related to time management. A lot of sales reps throw as many things as they can on a calendar in hopes that they can maximize their time. 

Instead, I break my day down based on categories to measure my effectiveness. I separate sales activities, marketing activities, and operations. I tracked those activities for a week to see where the commonalities are and which tasks I’m repeatedly doing. Then, I eliminated tasks that my team could do for me so I could focus on sales-related tasks. 

Preparation

Do a three-minute prep prior to each sales call. If you have a focused list of clients, consider hiring someone to do research on each of those clients. Find out the following:

  • How does this company make money?
  • What challenges do they have that they aren’t even necessarily aware of?
  • What common challenges are they facing?
  • How does this person I’m going to call help the company make money?

If you can help your customer achieve his goals, you’ll be so much further down the path. The process isn’t about you.

Someone is going to solve your customer’s problem. Why don’t you figure it out first and be the first to provide the solution?

“Helping Your Sales Team Perform” episode resources

Connect with Donald on LinkedIn. Also check out the Sales Game Changers Podcast.

 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! 

You can also connect with me at donald@thesalesevangelist.com or try our first module of  TSE Certified Sales Training Program for free. This episode has been made possible with the help of  TSE Certified Sales Training Program, a training course designed to help sellers in improving their performance. We want you guys to go out each and every single day to find more ideal customers and do big things.

I hope you like and learned many things from this episode. If you did, please review us and give us a five-star rating on Apple podcast or in any platform you’re using – Google Podcast, Stitcher, and Spotify.  You can also share this with your friends and colleagues. 

Audio provided by Free SFX and Bensound.

Scheduling, Time Management, The Sales Evangelist

TSE 1147: Why I Love Calendly

Scheduling, Time Management, The Sales Evangelist

The Sales Evangelist team understands the challenges in coordinating calendars and that’s why I love Calendly. This tool is perfect for ensuring that your schedules are well planned and plotted. 

Calendly for selling 

Calendly is a great tool that we’ve been using for years. The calendar dance is a common routine among sales reps who go back and forth with prospects, and partners trying to set a meeting. When their schedules don’t line up, the task is tricky and challenging at best, so how do you go around it?

Calendly is the scheduling app that’s going to make that possible. There are three reasons why I love Calendly and why it’s a great fit for sales reps. 

Ad hoc meetings 

There’s a difference between being helpful and being lazy. When we deal with prospects who don’t have any intentions of calling, we reach out to them cold. The last thing that you want to do is to give them homework or introduce a possibility of them getting busy and not doing the task with you. It feels a little like imposing a task to your prospects. 

Instead of doing this, I recommend that you use the ad hoc meeting embed feature. Gmail integrates to Calendly well, as we mentioned in episode 1142. Scheduling becomes easy when you integrate your Gmail to your Calendly account. You can just click on the little calendar icon next to the send button. A panel opens on the right side and you can click on the time that you are available. You can pick the time you want, put it in your calendar and into your email, copy it, and then paste it into your email. 

Your prospect won’t have to leave the mail. They can click that link to see the times that you are available. They can click on one of those times you are free. The time they picked will automatically be put in both of your calendars making everything more efficient. It’s slick and nice.

Personalization 

The second thing I like about Calendly is the ability to personalize. This feature allows you to create different events or different calendar events for different types of people.

For example, I am a sales trainer and a coach who runs an organization. I have several schedules and my coaching times can be designated so that my coaching clients receive a calendar that only reflects my coaching schedule. I have assigned Monday as my podcast recording day. This means that if a podcast guest wants to record, the only time he will see available on the calendar is Monday. My clients can pick any time that I am available on that day. They can’t just pick any day of the week; they can only see the free time I have on Monday. 

As a sales rep, you want to schedule your days effectively and you don’t want to keep everything wide open. You can designate appointments in the morning or in the afternoon and put those times in your calendar. These appointment times will be specific for initial appointments or whatever you may want to call them. 

Your clients can pick up anytime in your available window and the schedule is then made. This is also helpful when you are looking for a prospect and they can’t talk right then and there but they want to schedule another time. You can pull up your calendar, look up the times that you are available for initial appointments, and you give that slot to your prospect. 

But if they want to talk right then and there, then go for it. 

Whatever your event may be, you can make specific time slots that you can choose from or your clients can choose from. 

The best thing about this is that all these can be integrated into Zoom. When your prospects sign up, they’ll immediately get a Zoom link. They’ll also get a Calendly invite and their appointment will be input to their calendar. 

You can also set this up from your website for clients who want to pay for coaching sessions. 

Team option 

Team option is the newer feature of Calendly. This feature is effective especially for bigger teams with several sales reps. For example, if you want to set-up a meeting with a sales rep of a software company, you don’t have to call or mail them and inquire of their available time. All you need to do is to go to their website and look for the team page and set up an appointment schedule. This team page is connected to Calendly and their Salesforce or CRM. This means that the team’s calendar is connected to the sales reps. 

Whoever has free time on your scheduled appointment date is going to get the notification. This is a round-robin approach so the members cannot cheat the system. This feature saves a lot of headaches especially when assigning which appointment goes to whom. 

You can also set up different events. If you need to set a meeting with your project manager to go over some things with your client, your connected calendars will make it easier for you to see the schedules that both parties are available for a meeting. You can then share the link to your client and have the conversation. 

Simple and efficient 

Calendly is a simple and efficient tool that is blowing the competition out of the water. The TSE team finds this tool very powerful and thus we highly recommend it for you to check and investigate. 

It has an ad hoc meeting embedded which makes prospecting and connecting with prospects easier. You can also personalize your calendar according to types and events. Most of all, you can to a round-robin approach with the team option so that no scheduled appointment is wasted. 

“Why I Love Calendly” episode resources

Calendly isn’t paying us for this episode. It’s effective for calendar scheduling, especially for sales reps. It is the perfect tool to help you make the best of your time. 

While we’re at it, check out Kevin Cruise’s book 15 Secrets Successful People Know About Time. It’s an amazing book with simple concepts. You can listen to it, digest it, and start applying what you learn in your daily life. This is a helpful book when you are starting out your Calendly experience as well. 

This episode is brought to you in part by TSE Certified Sales Training Program. The program aims to help sales reps and sales teams improve their skills. It is designed to teach you how to find the right customers, the activities and strategies that work, the right questions to ask to build strong value, how to get more people to want to schedule appointments with you, and what you need to do to close powerful deals. 

Go to thesaleevangelist.com/freecourse to check all the 12 modules and get the first two modules for free. The episode is also brought to you by Audible. It’s a good platform for a savvy salesperson like you who wants to learn and grow. Audible has thousands of titles you can choose from. Go to Audible now and do the 30-day free trial and a free book. 

If you find this episode fun and helpful, then we would appreciate your comments and a five-star rating on  Apple podcast. If you’re using other platforms such as Google Podcast, Stitcher, Spotify, your ratings there would be valued as well. 

Share this podcast to your friends and colleagues and let’s schedule effectively with Calendly.

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Cold Calling, Social Selling, Aaron Abodeely

TSE 1134: From The Street: “Why, Even With Social Selling, Cold Calling is NOT Dead”

Cold Calling, Social Selling, Aaron AbodeelyTime often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead.  

Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. 

Cold calling

Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. 

Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. 

When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer.

Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. 

Relevant and tailored

I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. 

I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. 

Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. 

Social media

Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. 

He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. 

The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. 

Psychological wins

When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. 

By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. 

There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. 

Measure results

The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. 

Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. 

Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. 

Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them.

Making time

It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourages relationships. Convey that your prospect is doing interesting stuff and you’d like to engage with him. 

A lot of companies are forward-leaning in this area because their buyers are people who are very active on social media. 

Driving engagement

Aaron recently had eight days to drive attendance to a technical workshop. He started by taking over the presenter’s LinkedIn profile and creating explainer videos of him sharing why folks might want to attend this event.

They deployed the video on LinkedIn and also one-on-one to specific people who might find the information relevant. They also employed cold calling as a follow up to LinkedIn and email messages. 

You can be aggressive with it but you must think long-term about the results.

Some type of two-way engagement is very good. For example, you’ve liked their post or left a comment and they responded. That’s a good sign and a healthy indicator. You can also send a thoughtful connection request. You simply have to adjust to who your buyer is. 

Make videos or launch a blog where you share thoughts about the industry.  

2-way dialogue

Begin by learning the language of the industry you’re pursuing. Go to technical meetups and learn to use the language your prospects use. 

Read magazines. Use meetups or YouTube. You may sound dumb trying to talk the way buyers talk, but it isn’t a sleazy thing. It’s your attempt at learning to communicate the way they do. Imagine going to a foreign country where people speak a different language. You may sound clumsy but you’re attempting to speak their language. 

It’s human nature to modulate how you speak to people. 

Some executives are scared to create content or speak broadly into the space, so start small.

Seek help

If you’re apprehensive about this, take screenshots and find time to sit with your sales leaders. Show this stuff to them in a one-on-one meeting. Demonstrate how you can get in front of C-level buyers. Make sure you’re hitting your baseline goals with calls and emails in order to get the leadership to adopt these concepts. 

“Cold Calling is NOT Dead” episode resources

Check out the Outcome Studio Podcast where Aaron interviews people who are sales and marketing experts or who just have cool stories to tell. Connect with him on LinkedIn or Instagram

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

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

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

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

Audio provided by Free SFX and Bensound.

 

Wes Schaeffer, Sales Outreach, Sales Whisper

TSE 1124: Sales From The Street: “The Fundamentals of Sales Outreach”

Wes Schaeffer, Sales Outreach, Sales WhisperMany sellers have a tough time with outbound sales, so we’re spending the month of June focused on the topic, and today we’re specifically addressing the fundamentals of sales outreach.

Wes Schaeffer entered sales in 1997, covering stocks, bonds, retail, real estate, and high tech. He decided that, since sales was crazy and uncertain, he’d bet on himself. He laid the foundation for The Sales Whisperer, where he helps people with sales training.

Outbound struggles

Too many sellers mistakenly believe that outbound is dead. That cold calling and email are dead. The truth is you simply have to do a little bit of homework.

Some people would say that because everybody drinks water, if you sell water, everyone is your prospect. But some people are content drinking water out of a hose. Not everyone will spend money on your stuff.

Client selection is important. You have to figure out who’s going to buy your stuff and who isn’t.

The number of people who are ready, willing, and able to buy what you sell right now is in the single digits. If, for example, you just bought four brand new tires for your car, it doesn’t matter that you’re having a 50-percent-off sale.

Follow a script

Now that you know who you’re going after, what will you say? Will you fall into the trap of not following a script because it feels unnatural?

The Rock has made over $60 million a year by regurgitating scripts. He makes it his own and he makes it believable. The truth for all of us is that we’re living on a script.

I once talked in a presentation about seeing the band Chicago and about the fact that they play the same 20 songs in the same order at every single show. What would happen if they decided to just wing it every now and then?

That’s not what professionals do. Professionals practice things until they can’t get them wrong. You could wake them out of a stupor, hand them a guitar or keyboard, and they could play any song perfectly.

Practicing skills

Look at Tom Brady or Lebron James or Tiger Woods. I guarantee you they are still practicing. Are you willing to practice the little bitty things? How do you open? What do you say? How do you title your emails? How do you build interest?

If you sound like everybody else, I’m going to treat you like everybody else. The only way I can differentiate between you and everyone else that sounds like you is on price.

Think of the phone calls you get from an autodialer. They’re nice because they streamline things, but when people hear the long pause while it’s connecting to the first available person, they are completely uninterested. Then they mispronounce your name and you’re done.

Diagnose the problem

Wes recommends at least five emails in any outbound process. He also pointed out the distinction between frequently-asked questions and “should ask” questions. FAQs can be written out and sent in an email. The “should ask” questions allow you to differentiate yourself. These are the things the prospect doesn’t know.  

Understand your product and the situation of your prospects well enough to know what issues might arise. Our goal in prospecting is to ask a question that our prospect can’t answer.

Doctors do the same, and it’s why we trust them. When they take the time to diagnose the problem, we trust their prescription.

Ask questions

  • How are you generating leads?
  • What trends are you seeing?
  • Is it becoming more expensive to run ads?
  • How is your team performing?
  • Do you experience ups and downs?

Spend some time on your “should ask” questions.

We’re all too close to our own offerings. There’s an adage that says you can’t read the label from inside the bottle.

Outreaching sequences

Timing matters in outreach, and that’s why you need multimedia multi-step followup sequences. You need a success story about a prospect in your niche. You need a case study or a video testimonial. And then you’re off and running.

Dripping a prospect is a little like dating. When you continue coming back to your prospects, they eventually decide that there must be something good about your offering.

You have your target market or your dream 100. It’s worth persisting because, eventually, something is going to happen: a machine will break or the competition will miss a delivery. Maybe an employee will quit or they will have their own quality issues.

Start early, stay late

Remember that whatever you can measure you can improve.

Jeffrey Gitomer speaks about gold calling because he says there isn’t such thing as pure cold calling in B2B. You’re most likely to reach people by phone. You can do direct mail and other things, and they may work.

Executives and decision-makers get to the office early and they stay late. Since I’m a west coast guy, I start calling the east coast about 2 p.m. when the assistants and receptionists have gone home. Same with the lunch hour. The hourly people take their breaks while the boss keeps working.

Be strategic about your calls. Use LinkedIn to find information about your prospects. Where did they go to school? Do they have a recent article? The research demonstrates that you did your homework. It differentiates you from your competition.

Little things add up. Trust the process and have a process.

“The Fundamentals of Sales Outreach” episode resources

Connect with Wes at thesaleswhisperer.com. You can find his social media links and his phone number there.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 

Tools for sellers

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

Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out.

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

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

Audio provided by Free SFX and Bensound.

 

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

TSE 1111: What Are Key Metrics to Track In Your Outbound Strategy?

Shawn Finder, Donald Kelly, The Sales Evangelist Podcast, Sales Metrics

We’re talking about key metrics this month, and today Shawn Finder talks about the key metrics to track in your outbound strategy that will help you be successful. 

Shawn was a professional tennis player before he launched into entrepreneurship in the form of Autoklose, a company that automates the top of the sales funnels for sales representatives.    

Cold calling

Shawn divides outbound into three different categories: cold-calling, emailing, and database because your database is the engine that keeps that car moving. You must have at least two of those inside your outbound strategy. 

Within those three categories, you’ll have different metrics. 

Cold calling will include dial-to-connection percentage, dials-to-appointment ratio, dials-to-opportunity, and dials-to-deal. When you’re cold calling, if you’re dialing 100 people but you’re only reaching 5, that isn’t very successful. Maybe you’re dialing 100 and reaching 10 knowing that 3 of those will turn into prospects and one of those will close. 

If you don’t know those analytics, you’re going to fail because the analytics keep you moving forward toward the right strategy. 

Frustration

Beyond simply tracking numbers, metrics can help you avoid frustration as a sales rep. Many sellers get frustrated if they send five emails but the person never responds or if they make 15 calls but never reach anyone. 

If you know that every 50 calls you should be getting three opportunities, you’ll benchmark your success to those numbers. 

As an SDR or a sales rep, unless you know your metrics ahead of time, you’re going to get frustrated if you think you’re not getting results. Knowing the analytics before you start will help you approach your calls differently.

Statistics

Shawn has found over time that most people, to include account managers, don’t look enough at the stats. As a result, they don’t know what is good versus what is bad, or what is terrible versus what is great. 

His company lists the weekly, monthly, and quarterly goals for each rep. They track forecast versus actual numbers. The goal is to make sure they know whether they are on par to hit quota, outperform quota, or underperform. 

They use a whiteboard in addition to digital tracking because reps don’t always visit the spreadsheets. When the reps see their names with their metrics on the board every time they walk into the office, it keeps them accountable. It helps them know what they have to do in order to achieve their numbers. 

Important metrics 

The dials-to-appointment ratio is important to Shawn because if he’s paying a dialer, and he knows how much each appointment can be worth, and he knows how many appointments he has to have in order to close a deal, he can then determine the ROI on his expense. 

If he’s spending $4,000 on a dialer and earning $9,000, that $5,000 profit is the biggest ratio for him. 

Email statistics

For email statistics, consider open rates, click rates, and reply rates. 

Open rates rely on your ability to convince someone to open your email. Most people spend a lot of time on the body of the email. Shawn suggests spending more time on the subject line and your first three seconds of the email.

The number one reason is that 72 percent of people are opening emails on mobile phones. They only see your subject line and opening line.  

Make your subject line three to five words, and do not talk about yourself in the first line of the email. If you want a high open rate, have a good subject line.

Keep everything personalized. Try “Hi, first name.” Another one he has used successfully is, “Hey Donald, Let’s Have Coffee?” 

Coffee works well because you’re not selling. It’s more casual.  

Opening lines

Consider what will make your prospects want to open the email you’ve sent. 

  • If I can save your sales team five hours a day in prospecting would you give me 15 minutes?
  • If I could fill your calendar with appointments, would you give me 15 minutes?

Don’t lead with information about you that the reader can find in your signature block. 

Your first email should be a little longer, but the second and third emails should be shorter, no longer than four sentences. If they’re longer, no one is reading them. 

Keep it short and precise. Give value. Share case studies and stories and testimonials. Tell them how you’ll solve their challenges. 

Email success

There’s a difference between click rates and reply rates. When you send emails, have your CTA goal in your head. If your goal is to get a reply, make your reply rate a priority. If your goal is to get a click, then make that your priority. 

Make it very simple for your end user. 

Many people don’t consider database part of the outbound effort but it corresponds well with your email and your phone. If you have inaccurate information in your database, you’ll waste a lot of time. 

For cold calling, if you have the wrong phone numbers, it will hurt your dial-to-deal ratio, as well as your dial-to-connection and your dial-to-appointment.

If your data is wrong, your analytics will be wrong.  

Verify database 

If you want to make sure your emails aren’t bouncing and they aren’t catch all, have your emails verified before you actually do your campaign. Verification can be very cheap, as little as $20 for 1,000. Spend the money so you can focus on the 750 that are valid without wasting your time on the ones that aren’t. 

People change jobs frequently, so do your due diligence and verify the contact info. 

Autoklose validates information real-time as you begin a campaign. The company offers a Chrome plugin that validates everything against LinkedIn to ensure that the person is still in the position.

Having clean data is the engine to any of your outbound strategy campaigns. 

Campaign tips

Determine your metrics before you start your campaign so you have something to benchmark against. Identify the key metrics to track in your outbound strategy.

Also, stop giving up after one to two calls. Recognize that it will take five to six touches. Integrate different strategies like social. Engage with your clients. Build relationships with them. 

 episode resources

You can connect with Shawn via email at Shawn@autoklose.com or on the website, www.autoklose.com.

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.

Replacement picture, fear of rejection, The Sales Evangelist

TSE 1094: Sales From The Street – “Replacement Picture”

 

Sellers have built up tension and fears which prevent us from reaching our true potential, but if we create a replacement picture of what success will look like, we’ll move toward positive change.

Mark Panciera is a third-generation funeral director, so he says he has a caregiver’s heart, but he has grown into being a sales maven. He’s a partner of the Pacific Institute, a performance consulting firm with an international footprint, where he helps leaders tap into their potential to drive greater personal and professional performance.

Meaningful change

All meaningful, lasting change starts within ourselves and then works its way out. That equates to mindset or habits, attitudes, beliefs, and expectations. It’s focusing on the beliefs that are propelling us to our greater good or our higher purpose.

It’s about the pictures that we hold in our mind.

Sometimes as sales reps we get focused only on closing the deal. Even before that, we may routinely tell ourselves garbage that keeps us from reaching our potential.

What grows naturally

Think about what grows naturally in a garden: weeds. Likewise, we have a natural inclination. We’ve got this chatterbox in our minds that acts as a little committee telling us what we can and can’t accomplish.

  • Don’t try new things.
  • Don’t leave your comfort zone.
  • You’ll be ridiculed if you fail. 

Mark was full of trepidation when he moved from the caregiving role to transacting business with leaders around the globe. He realized that his self-talk was holding him back.

Mark couldn’t imagine that he could teach them anything that they didn’t already know.

He had to feel the fear and then move anyway. Mark needed to run toward the roar. It’s more easily said than done, but he realized that he had a choice to become more transactionally oriented or to stay where he was. He could either do it or not.

Adult choices have adult consequences. You will have consequences to your choice to make a solicitation or do an outreach or dial just one more time despite a bunch of “no” answers.

Higher purpose

Mark knows that ultimately his higher purpose is served because he will be a caregiver to a larger audience when he transacts business.

He chooses to say yes to that purpose because beyond the fear or resistance or limiting beliefs or self-talk is the replacement picture that emerges when he serves his higher purpose.

When you’re helping people and giving them the tools to think and perform differently, create a “want to” mentality instead of a “have to” mentality. When people are forced to do something, they subconsciously push back on those efforts. It’s even true when you’re forcing yourself to do something.

So don’t push yourself. Create a “want to” mentality. Have some fun doing it. Most importantly, move toward that replacement picture of what success is going to look like.

Burning the boats

If Mark hadn’t moved toward a replacement picture, he wouldn’t have a new career. He stretched himself out of a major comfort zone. His replacement picture was stronger in this new realm.

He had to rebrand himself to do outreach because in funeral services people come to you. Performance consulting was a different story. He had to create a “want to” mentality for himself so he could create a different mindset. Mark had to recast his habits and attitudes toward selling.

He had to feel the fear of something he had never done before and run toward the roar.

Imposter syndrome

Mark wrestled with imposter syndrome because he moved from caring for the dead to breathing life into leaders around the globe. He felt like a poser.

He worked feverishly once he painted the replacement picture to garner the knowledge necessary to built a skill set of competency in this realm. Mark surrounded himself with the right consultants, coaches, and leaders and poured himself into reading, listening, and going to conferences.

Because we think in pictures, he had to see himself in a new picture and then move toward it.

Armor

Make sure you’ve got your armor around you and don’t take it personally when you hear a “no.” Even if the people around you like family or friends don’t understand what you’re doing, be convicted based upon your own mindset.

You’re going to deal with cognitive dissonance which will cause you to feel like you’re out of order.

But just as your muscles will feel fatigued and tired when you exercise, you’re going to feel fatigued if you move to a higher level of performance.

Moving through fear

Imagine going to a networking event. Some folks have resistance in their minds to interacting with strangers and possibly being rejected. We worry about forgetting people’s names or not being invited in. We might be a little clunky with our conversations.

If you think about the negative things, that’s where you’ll end up. It’s like a kid learning to ride a bike. If you tell them to watch out for cracks they’ll become so worried about the cracks they’ll end up there.

So now take that same concept to a networking event and realize that if you focus solely on the things you don’t want to happen, you’ll manifest them because the brain doesn’t know the difference between something vividly imagined and an actual experience.

Instead, replace those pictures with how you want things to actually go.

  • I’m going to connect with someone with a cool story.
  • I’ll hear a great speaker.
  • I’m going to learn something wonderful.

And in the end, even if none of that happens, you’re going to celebrate the fact that you actually acted. That success will give you the energy to move forward the next time at the very least.

Faith and brain science

As a person of faith, I often pray, “Help me to be led to someone today who can benefit from my product or service.” It puts me in the mindset to find someone who needs my help.

Whether you believe it’s mysticism or something else, you can drive synaptic firings of your brain and create new neural pathways. You can manifest a morphing of your brain.

Changing habits

People often ask how long it takes to change a habit, but Mark believes it has to do with quantity of repetition rather than quantity of time.

All habits are based on behaviors which are based on beliefs. Go back to the core thinking that drove your beliefs, that drove your behaviors, that drove your habits.

Conduct a self-examination. Do you do a lot of creative avoidance? Do you do a lot of research?

Distal vs. proximal

You can’t get 50 cold calls at once but you can start with the first one. Realize that there are proximal goals and distal goals. The 50 cold calls you need to make are distal goals that are in the distance.

At the end of the day, you need to have that 50 done, but look at the proximal goal to make sure you’re accomplishing them, and then celebrate them once you do.

If you’re looking at 50, how many do you need to make per hour? Game your own system. Create habits around that.

Stop with the creative avoidance and get after the first 10 because those first 10 will motivate you and move you toward the next cup of coffee or the walk around the office.

Build momentum

You only steal second base by getting your foot off of first.

Make the first call and commit within your first 10 minutes in the office in order to build momentum. Then jog around the block and keep your energy up.

Admiral William McRaven gave a commencement speech at the University of Texas in which he encouraged students to make their beds first thing in the morning. If you do, you can never look back on your day and fear that you didn’t succeed at something.

Focus on your strongest picture and if you’re compelled to believe that what you’re selling can make people better then focus on that. Find your why or your north star.

Once you have that prize in mind, get after it.

“Replacement Picture” episode resources

You can connect with Mark at (844) 200-8649 or email him at mpanciera@thepacificinstitute.com or find him on LinkedIn.

Connect with me at donald@thesalesevangelist.com.

Try the first module of the TSE Certified Sales Training Program for free.

This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance.

TSE Certified Sales Training Program can help you out of your slump.

If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. 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.

James Moffat, Visibility Impact, Donald Kelly, The Sales Evangelist

TSE 1001: What Causes Fear and How to Overcome It?

James Moffat, Fear, The Sales EvangelistWe all have some kind of fear, but when we discover what causes fear and how to overcome it, we can discover new opportunities and success.

Fear can prevent us from experiencing amazing things in life, or pursuing new business opportunities. We suffer through anxiety and difficulty when dealing with these fears.

But no more!

James Moffat, CEO and Founder of Visibility Impact guides new entrepreneurs and people wanting to start businesses by providing them with the tools and information they need to grow their business with proper exposure.

He accomplishes this through a number of programs to drive results. His clients achieve bigger goals in a shorter amount of time and gain visibility. [02:00]

Self-limiting

I used to have a fear of talking to important people. I felt like I wasn’t worthy of their time or attention. It was a fear I quickly had to learn how to overcome in order to succeed in sales.

When I finally understood that I was speaking with other human beings, people who were maybe just as nervous about talking to me as I was about talking to them, it made all the difference. I was the only limiting factor to my success. [10:37]

James and I will talk about fear. What is it? How can we overcome it? What can we do on a daily basis to conquer fear instead of allowing it to conquer us?

The Effects of Fear

Many of us in sales have fears that hold us back and cause inaction.

James defines fear as a worry about the unknown. It has a physiological effect not only on your mind but on your body as well… cold sweats, stress, etc. [05:10]

Common fears among salespeople include worrying about what to say during a cold call, worrying about having enough product knowledge, and worrying about how prospects may react.

Many of us also fear giving our first presentation to a real audience. Is my content relevant? Will people even listen to me? [05:48]

Overcoming fear

Overcoming these fears – or at least accepting them and learning how to cope with them – is necessary for success.

You don’t have to suddenly like what it was you once feared; you may always dislike cold calling for example, but you must learn how to deal with it.

We often find ourselves assuming the worst before we even begin. We have negative thoughts instead of positive ones.

Controlling Fear

Using cold calls again as an example, James still doesn’t particularly enjoy making them but he found a way to make himself feel more comfortable about it.

He took the time to learn more about the person prior to the making the call. James spent time on their website, learned about their business, and visited their LinkedIn profile.

James would also coordinate the time of the call via email. This allowed for a more relaxed introduction and eradicated the fear James had about interrupting a prospect with an unexpected phone call. [08:37]

Using these techniques, James was able to turn a cold call into a warm call.

Reducing negative outcomes

Once the negative possible outcomes are reduced – once the number of unknowns is reduced by planning ahead – the level of fear is reduced.

We may not conquer the fear, but we will have it under control.

James recalls a situation, outside of sales, when he was atop a tall building with a friend and found himself convinced that he had a very real fear of heights. His friend disagreed because James has no such fear when traveling by airplane.

It is not a fear of heights but a fear of falling. When James feels safe, he is not afraid.

This lesson applies to sales.

Moving Beyond your Comfort Zone

James introduced a new concept to his Facebook group in order to help people overcome their fears. He didn’t want people to join without being known, so he required a short introduction from all new members via a 40-second video.

The videos are posted to the group for comment which in turn stimulates discussion and comments.

It creates immediate visibility among the group members. The video requirement was beyond the comfort zone of many participants, but to James, that is the whole point.

We have to embrace change and technology. Do it once and it becomes easier each time thereafter. [16:27]

You can not find success by remaining in your comfort zone. Learning to move beyond is when remarkable change can begin to occur.  

Training wheels

Think back to when you first learned to ride a bike. You were certainly afraid to fall and probably did fall several times. But the more you tried and the more you trusted the person who was teaching you, the better you became.

You overcame the fear.

Use the resources around you. Ask the senior sales reps how they overcame the fear of cold calling or the fear of rejection. How do they introduce themselves? What steps do they take to make themselves comfortable?

Think of them as the training wheels on your bicycle. [20:32]

“What Causes Fear and How to Overcome It” Episode Resources

Please check out VisibilityImpact.com and the Facebook group by the same name. James can also be found on LinkedIn.com.

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 sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

This episode is 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.

They are offering a 14-day free trial, and half off your subscription when you use the code Donald at checkout.

This episode is 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. It allows you to set it and forget it. Your prospecting will never ever be the same.

Previously known as TSE Hustler’s League, our TSE Certified Sales Program offers modules that you can engage on your own schedule as well as opportunities to engage with other sellers in other industries.

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.

Channel Partners, Matthew Hernamdez, Donald Kelly, The Sales Evangelist

TSE 984: Sales From The Street: “Find Local Partners”

Channel Partners, Matthew Hernamdez, Donald Kelly, The Sales EvangelistOn today’s episode of The Sales Evangelist, we talk to Matt Hernandez about the changes in the marketplace, and how the ability to find local partners has helped him drive more revenue for the businesses he serves.

In his work with small-to-medium businesses, Matt has worked to figure out new ways to deal with leads because people have become more resistant to cold calling.

He believes that, although cold-calling can work, it must exist in the right circumstances. The key is better lead intelligence.

Hire the right people

Matt doesn’t struggle with recruiting or interviewing salespeople.  The key, he says, is to be very upfront about the challenges of the role and hire the right type of people.

Hire open-minded people who aren’t super particular about their activities and who often aren’t as needy. [7:15] They’ll be more coachable.

Also be very honest about the type of role you’re hiring for, the challenges it will present, but also the benefits of the role as well.

Moving away from cold leads

In the past, sellers would have a name and a phone number and they could attack each cold lead with different opens or different hooks. Now, he says, people are numb to that approach.

Instead, his company looked to generate inbound leads and lukewarm leads.

Matt’s company uses a program called “Local Partners” that pays contractors to feed them warm or hot leads from local areas. He pointed out that using pure commission models doesn’t change your cost structure. [9:14]

He does acknowledge that you must make sure the payment is in line with the revenue goals. You must make sure your customer acquisition costs aren’t too high.

Big revenue increases

Matt’s company has seen strong results from the move away from cold calling. He estimates that the effort now accounts for 5 to 15 percent of their deals.

He predicts that this kind of effort would likely work in a variety of industries.

Companies just have to be creative to figure out how to scale in a cost-effective way. Buying leads can be very expensive, but a pay-for-results model can work if the infrastructure is set up properly. [11:10]

Partnerships model

Begin by listing as on Craigslist in the cities you’re interested in. State what you’re offering and decide ahead of time how much you can afford to pay.

Decide how much you’d be willing to pay someone if they were to generate meetings or contracts. For longer sales cycles, you might have to pay per demo. [12:09]

In shorter sales cycles, you pay based upon generating contracts.

In your ad, provide a range of income that interested parties could generate per month.

Then you could interview over the phone or in person or over video.

The effort is super cheap, super easy and really scrappy.

Be willing to pivot

Be creative. Sales requires consistency and training and the right effort for the right amount of time. Without it, you’ll never see meaningful results or data you can measure. [14:54]

Seek objective advice and make sure you’re giving your new ideas time to work.

If things aren’t going the way you want despite your effort, don’t be afraid to pivot and try new approaches. Be willing to try something different.

The marketplace changes rapidly, and technology does, too. You have to be willing to adapt.

Fivestars

Local businesses are the best candidates to benefit from Fivestars because they are traditionally underserved in their marketing efforts. They often face huge competition from groups of businesses that pool their resources. [15:59]

Think of a small coffee shop competing against Starbucks, who has millions of dollars to spend on advertising.

Fivestars has created a software that costs pennies on the dollar because the cost is spread across 10,000 merchants. It’s an incredible solution for anyone who owns a local business with a physical location.

“Find Local Partners” episode resources

Connect with Matt via email at matthew.hernandez@fivestars.com. If you need a way to get more customers in the door, Fivestars works with more than 40 million consumers who use the platform.

This episode is brought to you in part by Maximizer CRM, a personalized and robust CRM with the capability to organize your company and effectively line up not only your sales, but your client’s success. Go to TheSalesEvangelist.com/maximizer for a free demonstration.  

We are also brought to you by prospect.io, a powerful sales automation platform that allows you to build highly personalized, cold email campaigns. It has changed the way we prospect.

Take advantage of the risk-free trial they offer specifically for the TSE community. First three months at half-price? You can’t beat that! To learn more, go to prospect.io/tse. Your prospecting will never ever be the same. 

I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher or wherever you enjoy fine podcasts.

And be sure to subscribe to the podcast and share with your friends!

Audio provided by Free SFX and Bensound.

Webinar, Todd Earwood, Inbound Leads

TSE 983: I Reinvented The Webinar Model

 

Todd Earwood, Webinar, The Sales EvangelistOn today’s episode of The Sales Evangelist, I talk to Todd Earwood about the adage that we need not reinvent the wheel, but Todd is doing just that.

Todd famously cold-called the CEO of a billion dollar company for 43 straight days until he finally got the interview, and then the job.

He began his career in software. It wasn’t until he was making the rounds to thank investors for the success of his latest software endeavor that he realized that marketing was his real niche.  

As Todd explains it, one of the investors simply asked Todd what his future plans were, which seemed like such a silly question at the question. Software was all he had ever done. But the investor went on to say that marketing and sales were really the special skills he saw in Todd.

Todd reluctantly agreed and MoneyPath began.  [00:54]

Clear the path to purchases through quality marketing

AtMoneyPath, Todd and his group of marketers ‘clear the path to purchases.’ It is their tagline because they are dedicated to helping sales. In the marketing world of pretty pictures and shiny objects, the reality is that without the lifeblood of qualified leads coming into the sales team, good things are not going to happen. Budgets will be cut and people will lose their jobs.

But if you can master the marketing side of things, then the company grows. Everybody is happy and everybody wins. In the software environment, Todd was willing to experiment and fail. He looked beyond the traditional social channels, the paid media and the heavy use of emails.

To begin, Todd and his team did an email research project where they opted into the funnels of the top 300 SAS software companies to see what those companies would do with a cold lead. The number one email topic returned to Todd’s team was about content. The second topic was webinars and that is when things really began to change.

Now instead of writing six blog posts a week, Todd and his team create one great webinar every 15 days. Before long, they had created a massive educational series with more and more content.

Reinventing the webinar to keep listeners engaged

The old model is clearly broken because nobody really gets excited about ‘this week’s webinar’. People sign up but they don’t attend. Todd and his team wanted to change that. [03:38]

There is a poor functionality with the current webinar system. It fails to keep the listeners engaged. Even when the topic sounds interesting, we never get around to actually listening to it, or to listening to it wholeheartedly. Todd realized that the engagement model needed to change. It needed to become interesting and engaging.

There is just too much information and too many ways to deliver it. As a marketer, you are vying for the attention of the clients so you have to do something different.

As Todd explains, unless you hire Kevin Hart or Adele, it is too hard for one person to carry 30-60-90 minutes of content. So at Webinar Works, they always have at least two speakers: a host and a thought leader.

Bringing in leads

The host facilitates all the basics and keeps it moving. The host will almost immediately facilitate a poll to grab people’s attention and get them actively participating with the webinar.

Todd has seen up to 60% of the attendees join in because their webinars break the expectation of ‘another crappy webinar’ from the very start.

The thought leader for each webinar is the expert on the subject. They aren’t there to read their own bio or tell the listeners how great they are. The thought leaders are there to educate and to share their wisdom. [06:44]

The ultimate purpose of the webinar, aside from providing information to the listeners, is to obtain information from those listeners at the end in the form of a segmentation poll which generates qualified, high intent leads. This could be something as simple as asking the listeners to select the one issue addressed in the webinar that best fits their organization.

With that information, the sales rep now has a tracking mechanism that tells him which listeners actually listened to the entire webinar, as well as which listeners requested assistance.

That is way better than cold calling 2,000 people. [10:21]

Leads delivered by the webinar

The Webinar was interesting but I want to do more research.

This is not a hot lead. It is a cool lead that needs some nurturing before it goes to the sales team.

I really enjoyed the webinar but I need to refer any decision to my colleague.

With this response, the sales rep knows the problem is there and the interest is there but that more research is needed to move into the right part of the organization.

I want to learn more!

This is the hot lead button that should be flagged as a real person with interest. [11:11]

Beginning of the sales process

The live webinar event may be over but the sales work is not done. As a marketer, Todd can help you divide that 42-minute webinar into three or five smaller clips so when a listener has a problem or a question, you will be able to easily find and deliver the information they need. [14:43]

There is certainly a lot of preparation that goes into creating a webinar. Decide where you want to insert the polls. If you are creating content that educates the prospects and making statements that they haven’t heard before, you should expect and plan for questions. Your content should drive the questions, and those questions will increase engagement. [17:10]

People will register for a webinar with a good hook.

  • Choose three to five points and dedicate 10-12 minutes to present each point.
  • Know what problem you want to solve and walk the listener through that scenario.
  • Present listeners with the options they need to solve that problem.

If you do it right, the listener will naturally determine, for themselves, that you have the answer he needs. [18:54]

Webinar trends and tactics

As far as the words people use – webinar vs masterclass, Todd has seen a trend in that most blog posts titles tie directly to a webinar.  For example, ‘Top Five Ways to Do X’ or ‘Old Method vs New Method’.

Todd believes that the content should appeal to a narrow persona so that it draws only those people that will benefit from the content of your webinar. Webinars can break through all the noise and the clutter that other marketing is trying to do. Speak to your listeners as individuals and tailor your tactics to their needs.

“Webinar Model” episode resources

Check out WebinarWorks.io/salesevangelist for free resources, to grade yourself against great webinars and to find out if Webinar Works is a good fit for you.

This episode is 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.

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. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

TSE Hustler’s League

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also 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 sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

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.

Alex Glenn, Donald Kelly, CRM, Best CRM, Sales Automation

TSE 979: Sales From The Street: New World for CRM and Mirroring Pipeline Stages

Alex Glenn, Donald Kelly, CRM, Best CRM, Sales AutomationSales constantly evolves. As technology and tools change, we have new processes and strategies available to us.

On today’s episode of The Sales Evangelist, we hear from Alex Glenn about the new world for CRM and mirroring pipeline and how it can help us be more effective in our sales processes.

Alex runs automateddata.af, a place where customers can grab working automations for their businesses. The platform crowdsources solutions and wraps them up into a usable format for those in sales, marketing, and customer success.

Developing CRM

CRM has seen a bit of a shift over the last few years. Instead of being software that costs thousands of dollars and requires a great deal of training, your CRM must be more agile now. [3:51]

CRM must work with your existing tools as well as the dashboards you regularly use for work. It must be easily accessible and easily connectable.

Most founders are also coming around to the idea that CRM should serve as all-in-one solutions.

It’s very convenient for people to access the information they need without having to lead the dashboard they already work in.

Best software possible

The first issue must be finding the best possible software for each process. [7:46]

You want to conduct outreach — either cold emailing, cold calling or LinkedIn prospecting. Then you want to manage that person or that prospect using CRM.

You’ll need post-conversion like signup, demos, and other options, and you’ll need nurturing touchpoints like email, and phone calls. Then you’ll need post-sale drips and one-to-one messaging.

The problem is that all of that can’t exist in one tool, but several tools are trying to accomplish all or 75 percent of it.

The “all-in-ones” represent themselves that way because they cover most of these activities, though many of the components will be somewhat bare bones. [9:20] There are issues with each of them that limit your capabilities.

Automation

Customers need to have timely messages that are appropriate for their specific situations. All-in-ones won’t ever be the best solution because they won’t be able to give you everything you need at every step.

Google Apps is global now, and many people in the tech and startup scenes are using it because there’s so much collaboration possible. [11:55]

But if your cold outreach system isn’t talking to your CRM and talking to your website, then you can cause a lot of confusion because you might be messaging someone in LinkedIn while you’re sending emails at the same time. It can make your efforts seem disorganized.

You need a tool that syncs your pipeline stages.

(Click here to access the video of Alex navigating some of these tools.) [17:47]

Benefits

This capability allows small organizations to do really effective cold outreach. You may have gotten slapped for cold outreach before because you were sending too many emails or you got blacklisted. That doesn’t mean cold outreach doesn’t work.

That may result because you weren’t using the right platform or because your setup was wrong. The second possibility is that you weren’t doing it well. Perhaps you weren’t nurturing them effectively. [33:18]

If your pipeline stages aren’t in sync through the different outreach systems or the different tools that you’re using, you could create a poor customer experience.

Whether you use a system like this or an all-in-one system together with a cold outreach system, make sure your pipeline stages are clearly outlined.

Know what’s going on at each stage. Make sure each tool is being updated based upon where the customer is and how he interacted with your tools.

“New World for CRM and Mirroring Pipeline” episode resources

You can connect with Alex at automated.af and email him at team@automated.af. Automated hopes to build out so that it will offer something for everyone.

Check out the tools Alex mentioned in the episode:

  • persistiq.com for sales engagement with a clean interface
  • user.com for automation software to track customer engagement
  • useorca.com to find and engage new customers.

You can also view the screenshare here.

This episode is 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.

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. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also 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 sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

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.

Donald Kelly, Planning, Distractions, Sales Podcast

TSE 977: Stop Unnecessary Distractions

 

Donald Kelly, Planning, Distractions, Sales PodcastMany of the activities in our day don’t actually help us close more deals. We’re busy doing things, but they aren’t moving our deals forward.

Today we’ll talk about the things that distract us as sales reps, and how we can stop unnecessary distractions that are actually hindering our efforts.

Distractions

Email is a necessary part of our sales efforts but spending time cleaning up our email isn’t an effective use of our time.

If this were a football game, you wouldn’t be in the locker room trying to learn plays. Once the game starts, you’ll spend your time trying to advance the ball and score.

So why do we spend our time at work doing things that aren’t conducive to closing deals? [4:30]

Very often, we are hesitant to do the things that we really need to do. We don’t want to make cold calls or try to upsell our existing customers.

Record your activity

Spend an entire week writing down all your activity and the amount of time you spend on it. [5:14]

If you go to the kitchen to get a drink, write it down. If you talk with other team members, write that down and record how long it takes.

Record all of your activities: email, updating CRM, creating proposals and attending meetings. Write down how long you spend on planning and social media.

If you get sidetracked by your cell phone, write it down, and write the time next to it.

As you do this over the course of a week, you’ll begin to see trends in your daily activity.

Analyze your activity

Now look at your activity and figure out which steps actually contribute to your closing deals. [6:46]

Be honest about your activity and look for places that you can use your time better. Could you take a shorter lunch break a couple of days a week to create more time for sales activity?

Score every activity on a scale of 1 to 3: 1’s are things that don’t help you close deals, while 3’s are things that contribute greatly to your closings. You can even use a 1 to 5 scale if that works better for you.

Find the activities that aren’t helping you close deals and pay attention to the amount of time you spend on those activities.

Redirect your time

Once you’ve identified the things that aren’t helping your efforts, figure out how that time spent cleaning out your email can be better used.

Over time, these small amounts of time add up to hours that we could be using to focus on something productive. [9:13] Instead of checking ESPN, I could reach out to a prospect on LinkedIn.

Eliminate tasks that you don’t need to do. Ask for accountability from your manager or your coworkers. Use apps that prevent you from accessing distracting websites.

Intentionally focus on those activities that scored higher on your list. Outsource those activities that bog you down.

Uncomplicate things

Eliminate things that keep you from being the very best seller you can be. [11:41]

  1. Audit your time to see how you’re spending it.
  2. Rate your activities and eliminate unnecessary tasks.
  3. Hyperfocus on the important activities.

This will change your business and your personal life when you implement it.

“Unnecessary Distractions” episode resources

This episode is 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.

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. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also 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 sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

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.

Knuckle Dragging Sales, John Crowley, Donald Kelly, Sales Rep, Medical Sales, Sales Coaching

TSE 969: Sales From The Street: “Knuckle Dragging Sales”

 

John Crowley, The Sales Evangelist, Knuckle Dragging SalesOn today’s episode of The Sales Evangelist, we talk to John Crowley, author of Knuckle Dragging Salesabout the difficulty of sales and a return to simple ideas about selling.

John helps sales professionals build a personal brand so they can increase their visibility and their earnings.

Knuckle dragging

John said he has gotten a lot of feedback about the title of his book, both from people who love it and those who hate it.

Although the phrase has a negative connotation, for him it refers to a much simpler time when people hunted and gathered or they starved and died. In sales today, you either persist and win or you quit and fail.

That doesn’t mean that you bash your buyers over the head using brute force sales tactics that result in cease-and-desist letters.

He says the de-evolution revolution will bring us back to simple techniques that work.

Choosing sales

Many people mistakenly assume that if you have an outgoing personality, you can succeed in sales. Many of them are lured by the possibility of earning six or seven figures, but they fail to realize that very few sales professionals will successfully reach that level.

John acknowledges that he initially chose sales because of the money, but a long-time mentor who had been in sales for a long time told him that sales had evolved.

After 20 years, he no longer chases after the money. Instead, he focuses on giving back to people who are trying to pursue the same ultimate goal that was initially pursuing.

Helping people

John schedules free mentoring sessions every Monday and Friday to advise young or struggling salespeople. He spends the entire day talking to people who lost their previous job or who are seeking a new one.

John does it to give something back to the industry that has given him so much, and it fills his own bucket to help other people.

He intentionally bookends his week with those sessions because they are as encouraging to him as they are to the people he’s talking to.

When you see someone’s life or business change as a result of something you were able to help them with, that’s the payoff.

The path to one sale

Every seller knows that you have to endure a lot of “no’s” and punches in the face before you land that one sale. When you land it, though, it’s like a drug for the seller. She wants more of it.

John said the most successful sales reps he has ever crossed paths with weren’t those who had to bat a thousand all the time; they were content with less. But they love the feeling of those successes and they love the selling process.

Most companies have a formal sales processes in place, but John has found that the confusion emerges when new sales processes get layered on top of existing sales processes.

As a result, he intentionally didn’t create a formal sales process because what he’s actually advocating for is basic human behavior.

Knuckle Dragging Sales

The book begins with a reflection encouraging readers to evaluate why they chose sales in the first place.

It focuses on mindset and asks the question, What are your goals?

The second half addresses execution and outlines specific tactics that will differentiate sellers from their competition. It also shares ways to add real value for customers.

Salespeople love the fact that they can plug these different tactics into their company’s existing sales processes, allowing them to try new approaches without confusing their existing processes.

John said he has heard from countless sellers who read great books and then tried to implement the new ideas into their existing processes. When they did, they ran into trouble trying to combine the two.

His book seeks to help them add tactics without confusing the existing process.

Importance of planning

Planning isn’t only important for sellers: it’s the key to most of our success in life.

Without a plan, you don’t know what you can expect. When you go into a sales call, there are 99 different routes the process could take, and developing a plan or framework helps you have the resources to successfully navigate the path.

Many sellers get into trouble when they try to force the buyer into a specific sales process rather than adjusting the sales process to the buyer’s journey. That’s why you need a plan.

A fluid plan can move with the buyer and help her mentally get where she needs to be, but it helps the seller always identify what the next steps are in the process.

Platinum rule

The golden rule tells us that we should treat others the way we want to be treated. The platinum rule tells us to treat them the way they want to be treated.

Corporate America is brutal and the politics are exhausting. Sales results in frequent rejection, which is grueling for anyone.

Sales is truly the hardest profession on the planet, and eventually, the corporate sales grind will affect you. Your mindset truly dictates your success.

John said helping others succeed, and asking nothing in return, has been the best way to personally stay positive.

The move toward positivity will be different for each person.

Different is better than better

Companies often try to create a mold. They want the same type of person with the same personality who can give a canned talk. To a certain extent, that’s valuable in learning your job and becoming a product expert.

But those sales leaders who stop copying the leader and find a way to be comfortable being different are the ones who are authentic and successful.

Whether you choose to stand out because of how you dress, how you talk, the sales aids that you choose, or how you follow up with your leads, you want to find opportunities daily to stand out.

Learn the business

Remember one thing: your product isn’t for everyone.

If you learn your customer’s business, the dollars will follow. If you learn how your customer makes money and loses money, you become a real asset to them.

John said it took him two years to figure out how his customers made money, but once he did, he didn’t have to continue cold calls anymore.

The easiest way to accomplish that, he said, is to ask your customers if you can simply observe their businesses. He spent hours following them around and asking really good questions to understand how their industry operated.

It requires a lot of time, and you won’t actually be selling anything, but the rewards at the end will be worth it.

“Knuckle Dragging Sales” episode resources

Grab a copy of John’s book, Knuckle Dragging Salesto gain more insight about the basics of sales. He put up a page just for our listeners where you can get a free ebook PowerPoint template.

You can also connect with John from that page as well.

This episode is 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.

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. In addition, we’ll provide training and strategies that you can implement today to ensure constant flow in your pipeline.

The Hustler’s League

Check out our new semester of The Sales Evangelist Hustler’s League. We’re taking applications for the semester beginning in January, and we can only take a limited number of people.

This episode is also 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 sales evangelists.com/maximizer.

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, and it works whether you’re a small organization or a large one.

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.

 

Ryan O'Hara, LeadIQ, Sales Prospecting, Outbound

TSE 928: The New Era of Effective Prospecting

The process of prospecting constantly changes. It has evolved over the last 5, 10, 15 years, and it continues to evolve today. Buyers are more educated than they used to be, so we’re entering a new era of effective prospecting.

On today’s episode of The Sales Evangelist, we talk to Ryan O’Hara, VP of marketing and growth at Lead IQ, about the new era of effective prospecting.

Are you practicing the old methods of prospecting? Are you willing to try new ones?

Prospecting changes

When Ryan first started prospecting in 2008, he recalled starting with a person’s first name, last name, title, company, email, and phone number. LinkedIn was new but not many people were using it.

Now, more people have online presences, which literally gives you an open book on how to win their hearts. It’s so easy now to figure out what the prospect is interested in.

The problem is that, since more and more people are doing it, it’s becoming less effective. For the last 10 years, these prospects have been hammered with the same cold emails and cold calls.

You have to do way more today to win your prospects over.

New movement

A lot of salespeople are working to be more human in their selling and their prospecting.

We have a chance right now to refresh and do everything right. Part of that includes learning how to be more human at scale.

The struggle is figuring out how to hit your quotas and be human at the same time.

If you’re a new company, the best approach is to do a lot of activity to figure out the best way to up your product. When you’re learning to sell a product, it’s not a bad idea to do quantity so you learn to beat objections.

Personalization

If you’re working at a bigger company, the more customization and personalization you have to do. Most people think it’s the opposite.

It’s really true now that you aren’t calling or emailing or doing social to convince someone to look at your product because it’s awesome. You’re hand-picking prospects and inviting them to engage with you because you specifically picked them.

When Lead IQ reaches out to someone, they use social every week. They use video on LinkedIn, and they reach out to anyone who engages with it, even if that person is already a customer.

We might ask them to introduce us to another person. They think it’s cool because we’re engaging with them.

It’s also important to be entertaining and appeal to the person rather than the company since people are less loyal to their companies now.

  • Have interesting stats.
  • Share interesting commentary.
  • Start a discussion about an article they shared.
  • Stay away from religion and politics.

Lead cycle

If you reach out to a prospect who isn’t in the market for your goods and services right now, engage them to create some sort of content for you.

They could write a blog post or do an interview with you, and you can help them get their name out there. At the same time, some of their customers are likely people who would want to see your products.

You’ll establish a lasting rapport that might benefit you someday.

Also if you engage with someone who isn’t a good customer, you can ask them to make a referral for you. You’ll be creating a cycle that will constantly generate warm leads for you.

Lead IQ

Ryan’s team likes to do the tedious work required before you reach out to a prospect.

  • If you’re trying to determine whether anyone from your team is already working on this account
  • If you hate creating leads or contacts in Salesforce
  • If you want to be able to find your prospects on the web, research them, and get all of their contact info

They’re trying to mash all the steps together so that when you have to reach out to a customer, you can hit one button and get all the different sales tools.

Sales reps spend 6.8 hours a week doing data entry, but people that use Lead IQ spend less than an hour. It can save your sales reps a lot of time which will allow them to get more deals.

Consider the industry. Be thoughtful with everything you do.  All it takes is one bad rep to make people decide to stop taking sales calls.

Make your prospects feel good. Make them feel like they are being scouted.

“Effective Prospecting” episode resources

You can connect with Ryan on LinkedIn by sending him a personalized message. He gets about 50 messages a day, so he only responds to the personalized messages.

You can also find him at LeadIQ, along with information about prospecting and some of the experiments they’ve done.

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. Your prospecting will never ever be the same.

This episode is also brought to you byMaximizer CRM. If you aren’t sure you have the right CRM, 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.

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.

Donald Kelly, The Sales Evangelist, Inbound Leads, Prospect.io, Maximizer

TSE 917: Why Your B2B Inbound Leads Are Not Closing

Donald Kelly, The Sales Evangelist, Inbound Leads, Prospect.io, Maximizer

When your marketing department rounds up good inbound leads for your sales reps, but your sales don’t increase, it can leave you confused. If the leads are highly qualified, it can leave you confused about why your b2b inbound leads are not closing.

On today’s episode of The Sales Evangelist, we’ll discuss the common reasons that your b2b inbound leads are not closing.

When you’re spending large amounts of money on marketing campaigns only to find that the deals aren’t closing, it can leave you frustrated and confused. Today we’ll address why that happens.

Failing to contact your inbound leads

Your organization may be structured so that your sales reps spend about 60 percent of their time on outbound and 40 percent of their time on inbound.

Very often, though, we’re finding that sales reps aren’t closing their inbound leads.

Last week, I mentioned the importance of calling immediately after the buyer makes contact.

If I’m doing research and I find your website, and I sign up and give you my consent to reach out to me, I shouldn’t have to wait 24 to 48 hours to hear from you.

Put yourself in my shoes. I’m not going to sit here and wait for your company to respond to me.

There are many other companies out there, and I’m making contact with multiple vendors at the same time.

The people at insidesales.com shared that, when you get a lead, it’s imperative that you call that lead within the first five minutes. The lead is interested and ready to talk to you.

The truth is, though, that only one in four internet leads are contacted, which could be the primary reason why your sales reps aren’t closing enough deals. They may not be reaching out to the prospect enough.

Inbound flow process

Even if your sales reps are making that first call, they may not be calling additional times after that.

Studies show that reps average between 1.3 and 2.1 call attempts, and that probably isn’t enough. You, as a sales manager, need to give them a flow process to follow.

Your sales reps want more inbound leads, but that doesn’t mean that they know how to handle, guide or close those leads. It’s your job to give them a roadmap and show them the ropes.

What are the steps to your flow process once a lead comes in?  Will they make a phone call? Send an email? Reach out on LinkedIn? When will we leave a voicemail?

Some people call this a cadence, but you need to have something that nurtures that lead for 14 days. You must have multiple attempts because your buyer isn’t sitting and waiting for your company to call back.

Your customer has reports to take care of, a business to run, errands to run, meetings to attend, and a personal life to attend to. If you call me once and I don’t call back immediately, it doesn’t mean I’m not interested.

 

Being pushy

Many people avoid calling multiple times because they say they don’t want to be pushy.

While it’s true that buyers hate when sellers are pushy, there’s a difference between being pushy and nurturing a lead.

Usually, being pushy involves repeatedly calling a cold lead who isn’t interested in what you’re selling. You’re trying to sell something that I don’t even want, and you’re badgering me.

The difference is customer intent.

If I have expressed to you that I’m interested in your product or service, that’s not the same as a cold lead. I’ve given you permission to contact me, so you have my consent to try to reach me more than once.

Even if your lead is reaching out to other companies, that doesn’t mean the other companies are the best fit. It means you need to contact him and show him that your company is the best.

Statistics show that it takes a minimum of 8 to 12 contact attempts within 10 to 14 days to connect with a prospect. Eight to 12. Now refer back to the statistic that said that most sales reps are making 1.3 to 2.1 attempts.

It’s not enough. You’re leaving so much on the table and throwing away money.

Finding your prospects

Don’t rely only on one kind of contact when reaching out to your leads.

Take advantage of where your contacts are. If they’re on LinkedIn, reach out on LinkedIn. If they’re on Twitter, reach out to them on Twitter.

Add those steps into your flow process. Make the phone calls and send the emails. Drop something into the mail.

Do whatever you need to do to grab the prospect’s attention because your competition is doing the same thing.

Once you get your prospect’s attention, your job is to pull that prospect out of the “dating pool” as quickly as possible so that he isn’t going around looking.

Figure out why your prospect opted in. Determine what part of your messaging he responded to, and wrap your very first contact attempt around that message.

Marketing and sales have to work together to communicate about these things so that sales knows what the prospect responded to. Educate both your sales and marketing teams about the details of the prospect.

When your teams have that kind of alignment, you’ll be likely to close more of your inbound leads.

Make sure your messaging resonates totally with their intent.

 

“B2B Inbound Leads” episode resources

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

Maximizer CRM is a personalized CRM that gives you the confidence to improve your business and increase profits. Get rid of the boring CRMs and customize to your team’s selling abilities.

Click on the link to get a free demo of what Maximizer CRM can do for you. It integrates your marketing campaign as well as your CRM.

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.

 

TSE Hustler's League, Donald Kelly, Sales Leader, Sales Leader

TSE 910: TSE Hustler’s League-“It’s All Backward”


TSE Hustler's League, Donald Kelly, Sales Leader, Sales LeaderIf you find yourself thinking that your clients just don’t get it, the problem may not be the prospect. It may not even be the product. The problem may be the way you and your company are selling your product. If your sales process is designed all around you, that means your prospects aren’t being considered. Your sales process is backward.

On today’s episode of The Sales Evangelist Hustler’s League, we’ll discuss the signs that your sales process is backward, and what you can do about it.

If your prospects don’t have a chance to share how they are buying or to have their own inputs, they may be confused because you didn’t take time to learn from them. Even if you think you listened, I’m going to show you in this episode how we’re not listening.

Getting it wrong

Selling involves much more than just listening to the prospect, which of course you have to do.

Our new semester of TSE Hustler’s League will begin in the fall, and we’re going to address business development. We’re going to show you how you can find more prospects and how you can court them.

But we’re also going to do something radically different. We’re changing up the curriculum from what we’ve had in the past.

Some things will be the same, but one of the foundational ways we prospect will change. We’re overhauling because we have been getting it wrong.

Before you skip to another episode, answer this question: In your buying process right now, what does your CRM say? What is outlined?

Many of you may have adopted what I’ve taught, while some of you may never have adopted a sales process, but most look like this:

  • Find the prospect.
  • Do the discovery.
  • Propose a presentation or demo.
  • Convert.
  • Close.

That’s the process we’ve taught for a long time, and though it’s good, it’s not great. We’re going to take good and make it great.

Flip a switch. We’re going to change from only looking at you.

I can’t take credit for this. My good friend Kevin F. Davis taught me this, and I recommend his book, The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top. 

Stop looking only at outcomes

These are actionable things that the sales reps are doing rather than actionable steps that the buyer is doing.

When it comes to prospecting, you’re looking for customers. It’s a one-sided effort.

When a problem emerges on your sales team, you’re addressing it from the standpoint of the seller, after the problem has occurred.

  • Did the seller make enough calls?
  • Did the seller send enough emails?
  • Did the seller do enough outreach?

Those are good things to measure, but we should tweak them to focus on our buyers.

For example, what is the buyer doing at this point in the process? Is he researching? Is he analyzing? How can we focus more on what the buyer is doing?

Is your buyer responding to some existing discontent? If so, do you use content that addresses his discontent in your outreach?

In last week’s example of selling chairs, how do you know that your prospect needs to change at this time? How does the prospect know that he needs to change at this time? Is he currently discontent with the chairs he has?

You must create pieces of content that educate your buyer about solutions to his discontent. The goal is to get him to agree to an appointment.

Change of philosophy

Give your sellers the foresight, the knowledge, and the tools to help your prospect make a decision.

Maybe instead of discovery, you get your prospects to share information about their problems or their needs. You want the prospect to be part of the process.

How can your sales team help your prospects share information?

Instead of sitting down with your sales rep to figure out whether she made enough cold calls or sent enough emails, role play and focus on the buyer. Figure out how you can get the prospect to agree to more appointments with you.

This is how you align sales and marketing. If we have a holistic plan about recognizing what we need to address for our buyers, we’ll tackle it with our workshops, our webinars, and our podcast episodes. Everything we do will focus on the different stages.

That effort will guide the prospect, and because we’re focused on the prospect, we’ll guide him through every step of the buyer’s journey.

Next steps

When you move the buyer to the demonstration, you won’t think of it as you giving him a demo. Instead, think of it as him attending a demo. It’s tailored to him.

Allow your buyer to share concerns. Personally, I like to do this early in the process, so maybe around the discovery portion where he is sharing his challenges. If I can help overcome the fears, it will make my presentation easier.

Once you’ve addressed the challenges and agreed to the terms, he’ll commit to you. Once he does, you want to address expectations. Did you deliver results? Is the buyer seeing an improvement as a result of your product?

Once he is satisfied, he has come full circle, and he will refer you to others.

I want you to win because if you win, I win in the long run.

In the long run, you’re going to tell your friends about the podcast. Your friends are going to tell other people. They’re going to leave a rating and review. Our show is going to grow.

Some of them are going to come onto the website. They’re going to see our content. They’re going to see the information. They’re going to say, Donald, I want you to come and train our team. It’s going to happen, so I am here to help you.

I am here to help you find more ideal customers. I want you to build stronger value. I want you to close more deals, but beyond all of that, I want to challenge you every single day to go out and do big things.

“It’s All Backward” episode resources

This episode is brought to you in part by Maximizer CRM, personalized CRM that gives you the confidence to improve your business and increase sales. Click on the link to get a free demo of what Maximizer CRM can do for you.

This episode is also brought to you in part by Video Jungle podcast. Learn the ins and outs of the video industry and how it can help you stand out from your competition. To listen to the Video Jungle podcast go to wherever you enjoy your shows and search video jungle.

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.

Audio provided by Free SFX and Bensound.

Trust, Sales Leader, Innovation, Stop Selling & Start Leading

TSE 877: How To Build Trust & Be Seen As An Innovative Seller


Trust, Sales Leader, Innovation, Stop Selling & Start LeadingYour prospects likely have dozens of sellers seeking to connect and build relationships with them. That means dozens of cold calls, emails, and presentations by dozens of different organizations. The key to success with any prospect is to build trust and be seen as an innovative seller.

Today on The Sales Evangelist, we begin a 3-part series based on the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen. We’ll discuss principles that sales professionals need to adopt and apply in order to be successful.

Be human.

Imagine yourself in a meeting with a prospect for a deal that could be the biggest of your career. The prospect continually interrupts you and you’re frustrated because none of your best content seems to be making a difference.

In a moment of frustration, you tell her you’re only here because she invited you. You could be home hanging out with your family and your pet rabbit.

Something changes immediately. It turns out the prospect has a pet rabbit, too, and suddenly you have something in common. You two launch into an entire conversation about lives outside of work and a relationship begins.

This is one of the stories in the book Stop Selling & Start Leading: How to Make Extraordinary Sales Happen, and it illustrates how commonalities can boost you from seller to trusted advisor.

Let the prospect know who you are. Let her see behind your sales persona to your other interests. Find a way to remind her that you’re human.

Building rapport encourages the prospect to share something of her own with you, and it may give the buyer reason to connect with you.

See around corners.

Illustrate to your prospects that you’re an innovative seller.

You must know the roles and challenges of the industry you’re selling to in order to provide solutions that make your prospect’s life easier. If you’re working with CFOs in manufacturing, what are the challenges they face on a daily basis? Trade wars with China? Looming high prices?

If I can provide intel or info, even if it’s unrelated to my product, I can help the prospect prepare for — and deal with — the challenges that are stumping her.

Will the company face layoffs? What if they have to raise prices?

When a small organization hires a new seller, they begin a honeymoon phase in which everyone is excited. Eventually, though, the seller gets bored because he doesn’t have any training processes. The CEO doesn’t have time to invest in him because he’s busy running the company, and the seller gets tired of doing cold calls.

I’ve seen it happen countless times, and I can see around the corner for small organizations because I’ve seen this happen before. I can point out five things they’ll struggle with long before the issues actually arise.

If you present yourself as a trusted advisor, your prospect will trust you in all things, and she’ll look to you for solutions.

“Innovative seller” episode resources

We’ve been recommending the book the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happen from our sponsors at Wiley  for quite some time because we believe in the message. Based upon interviews with buyers, it offers specific information for sellers to help them become trusted advisors.

As part of the series this week, we have a SlideShare available for you to download, or you can link to it here. As always, we also have a free excerpt of the book so you can try it out for yourself. We believe you’ll like it so much you’ll want to grab your own copy.

Today’s episode was also brought to you by Video Jungle podcast, your source for marketing and making your brand pop using video. Plan, create and share your way to better content and strategy.

If you think you might benefit from more stories like these, 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. We’re beginning a new semester this fall, and we’d be honored for you to join us.

Audio provided by Free SFX and Bensound.

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Donald Kelly, Cold Outreach, Cold Email, Prospecting

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

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

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

Work as a team.

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

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

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

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

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

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

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

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

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

Help yourself.

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

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

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

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

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

“Cold Outreach” episode resources

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

Check out the Video Jungle podcast, your source for marketing and selling your brand using video. Plan, create and share your way to better content and strategy.

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.

 

 

LeadSift, Tukan, Donald Kelly

TSE 856: How To Use Intent-Based Marketing & LeadSift To Eliminate “Cold Outreach”

LeadSift, Tukan, Donald Kelly

Outbound prospecting is a vital part of every sales process, but when it’s based on static data, it’s bound to fail. Static data might help you find the right person, but they might not be a valid prospect. Intent-based marketing can help you eliminate cold outreach and improve your outbound process.

Today on The Sales Evangelist, Tukan Das explains why trigger events are important to your outbound process, and why static data isn’t sufficient for outbound prospecting.

Tukan is the CEO of LeadSift, a sales intelligence platform that generates qualified leads from public web.

Use signals to predict buying probability.

Before LeadSift pivoted to the B2B realm, the company was targeting large brands and agencies, going after the CEOs. LeadSift began the process by building lists of target accounts based upon static data. They chose accounts that matched their typical buyer and initiated an email nurture sequence.

They discovered that the process was labor intensive, and that it didn’t necessarily produce prospects that were ready to buy.

The key, they determined, was finding prospects when the need to buy a product or service was top-of-mind. Trigger points were the answer.

LeadSift monitors how prospects engage with content across the web. Using information about how they talk to competitors, how they discuss industry events, news articles they read, and positions they hire for, the platform interprets signals to predict the probability of a prospect’s readiness to buy.

Once you’ve used trigger events to determine the prospect’s likelihood of buying, you can craft your outreach accordingly.

Eliminate cold outreach by gathering relevant information about your prospects.

Separate outbound from account development.

Many times, the same account executive is tasked with nurturing leads as well as sending out cold emails to book meetings.

That can be problematic because the motivations are very different: the person responsible for outbound shouldn’t necessarily be the same person to close deals. Because account execs don’t typically enjoy cold calling and cold emails, execs may not follow through on them.

Instead, consider having an entry-level sales person do the research and prospecting.

Measure your outbound people on the number of relevant people they are engaging with, and make sure they have a very clear definition of your ideal customer profile.

As you evaluate your audience, distinguish the buyer from the decision-maker. In the case of LeadSift, account development managers use the data, but they sell the product to VP’s of marketing.

Evaluate your messaging and determine who is responding to it.

Send proper outbound outreach.

Your outbound outreach cannot be one email sent to a list of 100 people.

Mix in other strategies like social selling and phone calls.

Keep your emails short, and don’t try to make them too cute. Provide value without writing long, dry emails.

Test your emails. Personalize your email sequence and track its performance. Adapt your messaging to your audience, and if it isn’t working, change it.

Realize that the same email won’t work in every situation.

Use meaningful data.

If, at the end of 90 days, you cannot report how many emails you sent, how many phone calls you made, how many emails were opened, and other relevant data, you are setting yourself up for failure.

What doesn’t get measured doesn’t get improved.

Too many companies “wing” their outbound efforts. They have no intentional plan, so their process doesn’t work consistently.

The industry is trending toward account-based sales, so your outbound process should include a strategy for each company or each cluster of companies.

Rather than buying lists, which is always static data, use LinkedIn to find your seed set of companies and prospects.

Outbound prospecting cannot be an afterthought. No strategy works every time, so you must be patient. If you’re doing the right things and conducting a good email campaign, you should see results within 180 days.

“Eliminate Cold Outreach” resources

Find more information about LeadSift, and connect with Tukan on Twitter.

You can also email him at tdas@leadsift.com.

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

Once you’ve applied the concepts you heard here today, message me or email me and let me know what your results were.

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.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

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.

 

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Donald Kelly, The Sales Evangelist, TSE Podcast

TSE 852: Break The Rules…Take A Risk!

Donald Kelly, The Sales Evangelist, TSE Podcast

Sometimes, rules survive long enough to become folklore. We adopted them as our own even if they aren’t necessarily good for us. As sales professionals, we must break the rules.

Today on The Sales Evangelist, we discuss the importance of taking educated, calculated risks in order to improve our process. I’ll tell you about a risk I took as part of my social selling experiment, and how it panned out.

Identify the rules.

Sales professionals follow a lot of prospecting rules, like the one that says that the phone is the best way to prospect.

As technology evolves, we’ve seen less success with the phone, so we have moved to social media. The Sales Evangelist team spent the entire month of May focused on effective social selling.

We’ve bought into the idea that snail mail doesn’t work. We discount it as a waste of time and money, which may be true if you aren’t using it well. The same is true for the phone and social media: the key to success is understanding the process.

For the past few weeks, I’ve told you about an experiment I’m doing to test the rules. I’ve identified 40 prospects to contact via social media, and 40 prospects to contact via phone to measure the effectiveness of each.

Gather intel.

About 3/4 of the way through my experiment, I realized that I wasn’t seeing much fruit from either effort, so I combined the two.

I found prospects via phone, and I connected with them on social media. Then I did the reverse: I found prospects on social media and connected with them via phone.

I reached out to lower-level people within the company to determine what challenges the company was facing that I might be able to help solve.

In many cases, I spoke to the executive assistant in an attempt to gain an ally in the company. The executive assistant acts as a sort of talent scout for the decision-maker, so if you can get that person in your corner, you will be more likely to gain access to the executive.

Break the rules.

Then I decided to break the rules.

I was reading the book How to Get a Meeting With Anyone by Stu Heinecke, which is all about content marketing. It teaches how to get in front of the prospect and let him know that we exist.

I sent a large box with popcorn, a drink, candy, and an oversized ticket to each of 8 prospects, inviting them to a demonstration. We didn’t do this for every prospect; just carefully-selected companies that we knew had a need or a challenge we could fill.

The effort took a little more work, and it was more expensive than our usual efforts. But of the 8 companies we contacted, 6 of them have set up demonstrations. We’re still working with the other 2.

We discovered that most people aren’t using snail mail, and most businesses only receive bills and junk. When we send a package with a hand-written label, and then follow it up with our usual techniques, we grab the attention of the person we sent it to.

We tried it on a small scale, and it produced good results, so we’re working now to scale it, and that’s what I love about experimenting.

“Break The Rules” episode resources

I’ve spent a lot of time talking about the book Stop Selling & Start Leading because I believe so strongly in the message it has to share. 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 to the podcast so you won’t miss a single episode.

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.

The podcast is part of our newly-launched Sales Podcast Network, designed to provide specialized sales content for sellers of all levels and all industries. To learn more, email us at SPN for more information.

Audio provided by Free SFX.

Clarence Butts, The Sales Evangelist Podcast, Story Mapping, Use Data to Tell Your Story

TSE 839: Sales From The Street-“Use The Data…Tell a Story”

Clarence Butts, The Sales Evangelist Podcast, Story Mapping

 

 

You have a story to tell: a history of your sales performance and your successes; a list of solutions you’ve provided to your customers; the lessons you’ve learned over the course of your career. You may not realize it, but you can use data to tell your story.

Today on Sales From The Street, we talk with Clarence Butts about the role data can play in your sales process.

Find decision-makers

One of Clarence’s biggest challenges in 25 years of sales has been locating the people who can make decisions and finding the project managers he can establish relationships with.

Somewhere along the way, he discovered that putting the information he had into a map helped him have a visual representation of where those opportunities were. It helped him determine where to invest his time, his energy, and his effort.

He discovered that once you know where they are, you can concentrate your time and effort into building relationships and developing contacts.

In his current territory, for example, he knows who the project managers are, and they know him. So even if they move from one project to another, they understand what he has to offer. They maintain relationships with him even as they transition to other projects.

Motivate yourself

Lots of companies will give you time at the front end of a new role to establish relationships and build networks. After that, you’re on your own.

That kind of pressure motivates some people, and frustrates others.

For Clarence, his initial motivation comes stems from the things he hopes to do with his family. He enjoys the fruits of being able to travel with his family. That motivates him to get out of bed every day.

His other motivation is chasing his competitors.

Finally, when he is able to enjoy the fruit of his work, that energizes him to keep working.

Use data to tell your story

As different locations scramble to attract Amazon’s next headquarters, many of them have used data to sell their regions. They use Story Maps, statistics, and other data to convince Amazon to choose their city.

Digital Territory wants to make the same capability available to the average salesperson. They’re seeking to bring the cost of the technology within reach of the individual sales rep so he can use data as part of his sales process.

Episode resources

There’s a reason I continue suggesting the book, Stop Selling & Start Leading: How to Make Extraordinary Sales Happenfrom our sponsors at Wiley. It’s a fantastic blueprint of all the things buyers say they expect from sellers and want from sellers.

I’m so convinced of its message that I’m offering a free excerpt of the book so you can check it out.

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

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

Audio provided by Free SFX.

 

Donald Kelly, Lazy Selling, The Sales Evangelist Podcast, sales basics

TSE 809: Sales From The Street-“My Creative Lazy Ideas”

Sometimes the sales basics feel mundane.

Sometimes we burn ourselves out making phone calls and sending emails, and we feel like we’re spinning our wheels. Without regard for how effective it is, we want to try something different.

On today’s episode of Sales From The Street, I share my own experience with burnout and the hard lessons I learned from it. I was looking for an easy way out and avoiding the things I knew I needed to do.

Don’t abandon sales basics.

In college, I worked in an IT training company that offered training classes. I was tired of making phone calls and sending emails and I wanted to try something new like guerrilla marketing.

I assumed the marketing department was the problem, and I figured there was a better way to get our company name out there.

After doing lots of research, I launched ideas for computers at bus stations, as well as A-frame signs and banners; and I got very few leads.

It turns out the problem wasn’t the phone calls themselves. The problem was that my phone calls weren’t effective.

I didn’t speak the language of the decision-makers I was contacting. I didn’t understand my ideal customer, and I didn’t know how to differentiate.

When I finally sat down with the technicians to understand what the clients liked about the training and the problems they were trying to solve, I had a better understanding.

Be consistent, AND creative.

I would never suggest that you shouldn’t try new things. Do research in your off-time to discover what others in your industry are doing. Put your own spin on it and tweak it until you get it right.

When you’re consistent at something and you improve and tweak it, you’ll see results.

Make sure you budget your time effectively. Call your prospects when they are most likely to be available. I was calling home phone numbers in the middle of the day when most people were likely to be gone.

Over time, I learned what worked and I gained decent clients and I acquired good experience.

Try unique things that tie to your industry. Understand how to help your prospects and recognize them as humans.

Episode resources

People often tell us to fail quickly and then move on, but what if we don’t have to fail at all? What if you could get a jumpstart by learning from other people’s challenges?

Doesn’t it make sense to figure out where other people went wrong so you can avoid repeating their mistakes?

The Sales Evangelist Hustler’s League is a group coaching program that offers training sessions every week, and a chance to hear from sales professionals from other industries. We offer group accountability and an exchange of ideas.

We’d love for you to check it out, and we’d be honored to have you join us.

The April semester will focus on building value so you can see better results and close more deals.

We’d also love for you to subscribe to the podcast, and if you haven’t already, leave us a review wherever you’re listening.

Evangelize for us by telling other people about the podcast.

Audio provided by Free SFX.

Empathy, Donald Kelly, Selling to Prospect

TSE 805: TSE Hustler’s League-“Empathy”

Empathy, Donald Kelly, Selling to ProspectSales professionals often overlook empathy. Because we’re focused on selling a product and closing a deal, we often neglect to understand our customers.

In today’s episode of The Sales Evangelist, we discuss the role of empathy in the sales process, and why sales professionals must understand their prospects in order to build value.

What do they need?

If we don’t truly understand what our prospects need, we may be trying to sell them the wrong thing. Perhaps there’s something they need more than the thing I’m selling.

When we seek to understand, it shifts our focus from what we’re trying to accomplish to what our prospects need from us.

When you present yourself as someone who offers value, you set yourself apart from the many other sales professionals your customer encounters. Begin with empathy.

How do they use your product?

You may be surprised to find that your customers don’t use your product the way you think they do. They may not even use it the way it was designed to be used.

When I sold software, I discovered that our customers were using it for things it was never built to do.

Because I took the time to interview my customers and discover how they were using the product, I was able to articulate the value of the software to new prospects.

Begin by defining your product or service from your customer’s point of view. Are you able to define it that way?

How are you making them feel?

When you engage in cold outreach, are you providing value to your prospects? Are you sending them email with content that might be useful to them, or are you simply asking them for the sale?

If you haven’t already discovered it, imbedding video in your emails can set you apart from other sales professionals.

I recently connected with someone to provide value, and ultimately she became a prospect, and potentially a client.

Shift your paradigm to ask your prospect how you can help.

Episode resources

If you want to build stronger value and demonstrate your ability to solve problems for your prospects, check out The Sales Evangelist’s Hustler’s League. It’s an online group coaching program that brings together sellers of all abilities to share solutions and ideas.

If you’d like more information about our upcoming podcast, Sold, email me. We’ll interview decision-makers about the things they like and the things they don’t like in the sales process so we can learn from the people who make up our audience. You’ll be among the first to hear the details of our newest venture.

Check out BombBomb or Soapbox to make your emails stand out among all those your prospects will see today.

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.” ~ Maya Angelou

Audio provided by Free SFX.

Donald Kelly, The Sales Evangelist Podcast, 800th Episode

TSE 800: Some of The Best Tips From Over 800 Episodes Published

Donald Kelly, The Sales Evangelist Podcast, 800th EpisodeToday’s podcast celebrates the very best sales tips we’ve learned in the previous 799 episodes of The Sales Evangelist podcast.

I’ve pulled together the best sales tips I’ve heard on the show, as well as some details about how I got started in sales and why it matters so much to me. We also discuss where we’re headed next and the new things you can expect from us in the coming months.

From our first 799 podcasts:

Overcome self-doubt.

In episode 001, Jared Easley, host of Starve the Doubts podcast, and Jeffrey Gitomer, author of The Little Red Book of Selling, discussed self-doubt, and the ways to overcome the self-doubt that plagues people in all industries: sales, business, even life.

Gitomer shared the impact of growing up in a family where people made their own money. Because he grew up around it, he assumed he would do the same.

The people around him were successful, so he assumed he would be successful as well. He never doubted himself, even when he went broke.

From that, Gitomer explained the importance of surrounding yourself with people who are achieving great things. Spend time around top performers and see what you can learn.

Take action.

Serial entrepreneur Ralph Quintero challenged us to do the things we know we need to do as sales professionals that will bring us success and happiness.

We should begin by looking at numbers, because they don’t lie. If we make 10 phone calls but convert only 2 of them, those numbers don’t lie.

Perhaps we’re allowing our fear of rejection to keep us in the office instead of getting in front of prospects. Maybe we’re staying out of the office to avoid working the phone.

If you are’t constantly hustling, you may be the reason you aren’t achieving the success you desire.

Understand buyers.

Many of us mistakenly believe that buyers make decisions based upon products, services, brand, pricing, or other variables.

Jill Konrath challenges that notion with research that indicates buyers make decisions based upon their experience with their sales person.

The more information you have about your buyers, his priorities and plans, his obstacles and challenges, his processes, and his finances, the better equipped you’ll be to bring insights and information that can help him meet his objectives.

Be human.

Jon Buchan shares his genius copywriting experiences with salespeople who are engaging in cold contacts.

He takes advantage of the fact that his prospects don’t know his name and he uses it to inject humor and honesty into his cold emails.

My name is Jon. You don’t know me because I got your name from a list, but at least that means you’re list-worthy, right?

Because his emails begin with such brutal, unexpected honesty, he has credibility in the eye of the prospect. Additionally, he has made them smile and he has piqued their curiosity.

Be human. You’ll stand out from the others.

Prioritize presentation.

Patricia Fripp came to the U.S. with $500 and made a name for herself as a woman specializing in men’s hairstyling.

She started her own business when she was 30, and she invested time and resources in several speaking courses at the urging of her mentors.

When she was 39, she sold her hairstyling business and started a business as a keynote speaker, which led her to work with sales professionals who seek to improve their sales presentations.

Her clients realized that they were in danger of losing large deals, not because of price or offering, but because of presentations. As a result, Fripp teaches sales reps to sound more professional, more personable, more persuasive, and to connect better with clients.

Join our community.

Each of us has our own niche in sales, and we often get into our silos and focus on our own industry. Other professionals are selling successfully in other industries like cars or advertising.

If those people are doing something that might benefit you, wouldn’t you want to try it?

The The Sales Evangelist Hustler’s League is an online group coaching program that brings together sellers from all over the world to share training, exchange sales tips and grows in their careers.

Moving forward, time limitations will restrict the number of one-on-one coaching commitments we can accept because we always want to focus on quality. F

We’ll be adding a second podcast in April and we’ll work with companies later this year to generate leads, create opt-ins, and develop business.

We hope you’ll join our Facebook group The Sales Evangelizers. 

We also hope you’ll share this podcast with others who can benefit from it, and that you’ll leave us a review wherever you consume this content. If you haven’t already, subscribe to this podcast so you’ll benefit from all the things we have learned and will continue to learn.

Episode Resources

Audio provided by Free SFX.

TSE, Donald Kelly, Johnny McLendon, Cold Calling

TSE 754: Sales From The Street-“Cold Calling?”

Today’s guest is Johnny McLendon and he talks about his challenge with his business and what he did to get through it and finally land some big deals!

Johnny is a photographer at heart and a certified drone pilot. He also came from the corporate world. By 2010, he started his photography business and progressed from there.

Here are the highlights of my conversation with Johnny:

Johnny’s biggest sales struggle:

Not having a big fan base, Johnny also had this fear of doing cold calls and meeting people. Although he enjoyed being around other people, it still was a tough thing for him.

As a result, Johnny had to do some side hustles to keep him afloat. He wasn’t constantly not making enough money or hitting his goals. And he kept on doing the same routine, doing cold calls.

This caused him a lot of anxiety and fear. He no longer wanted to bother people. But he knew that if you’re not going to tell about your business, they’re never going to know anyway.

Strategies in overcoming the fear of prospecting and cold calling:

1. Having an accountability partner

Johnny has his brother, a serial entrepreneur, as his accountability partner. They constantly keep in touch to check on each other.

2. A morning routine

So he routinely does cold calling every morning and makes followups 3-10 times or until they tell him to stop calling him, which no one has done yet. A followup can just be a short email or a quick call. You somehow have to have a bit of thick skin so then they reject you, then it’s fine by you.

3. Having a script

Have a script on your desk that you can readily access. Introduce yourself. Mention something about them to make your call personalized.

4. The power of education

Educate your customers on the value that you bring to the table and.

Results Johnny Has Gotten:

Johnny says the trust factor is usually built during his third or fourth call.

Johnny’s Major Takeaway:

Face your fear. Just go after the things you want. Face the fears and somehow overcome them to help you reach your goal.

Episode Resources:

Know more about Johnny and what he does on www.johnnymclendon.com and email him at info@johnnymclendon.com.

The 12 Week Year by Brian Moran and Michael Lennington

Habit Stacking by S. J. Scott

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, Alex Goldfayn, The Sales Evangelist

TSE 728: How to Grow Your Business by 15% in Just 15 Mins Per Day!

Donald Kelly, Alex Goldfayn, The Sales Evangelist

Scared of calling? Well, I hate to break this, but if you want to make more sales and grow your business, you’ve got to pick up the phone more and communicate with your prospects.

Alex Goldfayn is the author of the book, The Revenue Growth Habit: Simple Art of Growing Your Business by 15% in 15 Minutes a Day. He breaks down selling and marketing, how to get your message out there in simple, bite-sized chunks. This makes it so easy for us as business owners and entrepreneurs to try these things.

Here are the highlights of my conversation with Alex:

Why People Are Not Making the Sale – Fear

We avoid using the phone because we’re afraid of rejection.

Many salespeople spend only 4 hours a week on the phone. Call people some more to pay you some more.

We think people are getting called all day long, but everybody else has the same fear of calling this person as you do. So these prospects are getting almost no phone calls.

Strategies during your call:

1. Tell them you’re thinking about them.

  • Ask them what they’re working these days that you can help them with.
  • After asking this question, be quiet. Let them answer the question.
  • Guess what? They will tell you because they’re grateful you’re calling.
  • All customers really want is to know that we care.

2.Don’t make them look stupid, to their customers and to their colleagues, and to their boss.

If you show people that you care, literally you’re doing 95% of the sale, on the spot right there.

Why another sales book:

  • Alex’s book has 23 different techniques like picking up the phone. A typical customer only knows about 20% of what they can buy from you.
  • We don’t offer our other products and services because we’re guessing they don’t need it.
  • The truth is they’re buying from competition when they could be buying from knew, if only they knew you have them.
  • And even if we tell them, some of them still don’t know.
  • The book also focuses on the right mindset in order to take these actions.
  • It also focuses on relationships, how we help people, what we do for people, how we say it, and how we make money.

Some great points from the book:

1. The key to growing your business is know how good you are and behave accordingly.

Pick up the phone. Ask for the business. Ask questions.

2. Communicate case studies to people who can buy from you.

Having a case study or testimonial is one thing. But communicating that case study and selling with it is another thing. Try to link in the customer into the case study or testimonial.

3. The 7-figure followup process

Most of the time, the customer will say yes or you get silence because they don’t like to say no.

The 3-Step Followup:

1. First is to confirm that they got the proposal.

First one should be sent within 24 hours of sending the proposal. Just write one line and then send it.

2. Use your timing based on when you think it will close.

Use your judgment based on how long your sales cycle is with this customer. Send just one line.

3. Bring out the expiration date in your final followup.

Alex’s Major Takeaway:

The secret to selling more is that there is no secret. There is only the work and the grind. There is only the communication. So let people hear from you. Talk to your customers and your prospects. Be present. Show people that you care. Pick up the phone and call them. Communicate with them so they will thank you with their money. Help people more and they will thank you with more sales

Check out www.goldfayn.com/TSE and get your download Alex’s second book for free.

Connect with Alex on LinkedIn.

Donald Kelly, The Sales Evangelist, TSE Hustler's League

TSE 725: TSE Hustler’s League – “Close Early”

Donald Kelly, The Sales Evangelist, TSE Hustler's LeagueToday’s episode is another snippet taken from one of our sessions over at the TSE Hustler’s League, where we primarily tackled the idea of closing, specifically, the need to close early.

The most common mistake sellers make is they start at the beginning and they want to close the deal right away. But that doesn’t happen, typically.

Start Early

You need to start early in the process to establish commitments that’s going to help the prospect close.

Some deals take months to close, even longer, especially when they still have to go through a review process within their organization.

Deals can take forever to close. But you need to understand in each stage of the process, you need to have a guideline to follow.

The key is to get them to say yes to small commitments in each stage of the process so they would eventually convert in the end.

Problem Recognition – The Unconsidered Need

If you’re reaching the prospect for the first time through cold call, have them make an early commitment early on.

What’s something you can do to make yourself stand out? Share with them something that may not even be thinking about.

After you share with them that need, try to share with them a white paper or something they can follow or study. It can be in the form of a video testimonial. Get their commitment to read your paper or watch your video.

Episode Resources:

Check out the TSE Hustler’s League.

Tired of PowerPoint decks? Use Prezi Business and your presentations will never be the same.

Prospecting, Donald Kelly, Found.ly, Lead Generation

TSE 659: Sales From The Street-“Finding New Leads Made Easy”

Prospecting, Donald Kelly, Found.ly, Lead GenerationFinding leads is one of the biggest hurdles many sellers go through. Trying to do outbound sales is so time-consuming!

But what if you had a software that can help you with prospecting? What if you had a tool can free your hours from doing cold-calling or scraping profiles on LinkedIn?

And I’ve found that in Found.ly.

It’s a tool that I’ve fallen head-over-heels in love with. This episode is not sponsored by them but as you know, I make sure I share with others whatever tactics, strategies, or tools that have worked for me.

How Is Your Prospecting Going?

It’s a common scenario that a company pays a sales rep and they usually have a very simple job – just to close deals. That would require you going out, hunting, networking, finding, prospecting, cold-calling, using social media or any type of media. But it’s hardly effective.

Having a Sales Assembly Line

Small businesses may not have enough resources to have a full sales assembly line where you have people doing specific roles doing prospecting, closing, customer success.

How You Can Use Found.ly in Your Sales Process:

  1. Understand your ideal customer. You must know who you’re going after.
  1. Put that into the profile be that Linked, Twitter, or Quora. Put your info inside the search criteria.
  1. Found.ly hunts, pulls, and verifies email addresses for those individuals. They have a bunch of algorithm in the software that’s able to pull the data you need.
  1. Now that you have say, 500 email addresses, you can set up an automated email sequence within Found.ly.

Benefits of Using Found.ly:

  • It finds the email addresses for you.
  • They verify the leads for you before you get a chance to go in and do all the digging.
  • Now, you’re able to qualify your leads and do research then have a meaningful conversation with them.
  • It kicks off the sequence for you so your emails are sent automatically.
  • They have a mini CRM so you won’t have to cumber up your existing CRM. And only once qualified as an ideal customer, then you can convert them over.

With Found.ly, it saves you a huge amount of time, now you only have to focus on your one thing – closingYour productivity increases. Your opportunity to close is going to be amazing!

Check out Found.ly and tell me what you think.

Episode Resources:

The Science of Selling by David Hoffeld

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.

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.

 

TSE Hustler's League, Donald Kelly, The Sales Evangelist

TSE 625: TSE Hustler’s League-“The Golden Message”

TSE Hustler's League, Donald Kelly, The Sales EvangelistSo you think your message is good, huh? But is that what your customers want? Do you speak to their challenges? Are you able to solve their problems? Well, it better be more of a solution-provider rather than a product pitch.

Today, I’m sharing with you yet another snippet of one of our past training focused on creating the message your buyers will understand and believe in.

But first, there are precursors to your message that you need to take note of because they’re going to judge you on all of this before you even start chatting and get down to the nitty-gritty.

  1. Mirror the behavior and terms

Mimic the behavior of the prospect you’re talking to. For example, if their legs are crossed, eventually cross your legs as well. Mirroring the behavior of your clients has a psychological effect on them and this is supported by studies. The same goes for using the same words they use again. People like people who sound like them, look like them, and talk like them.

  1. Physical appearance

The way you look is important. Sometimes, you need to look two steps ahead of your customer. If they’re wearing a shirt, wear something nice and decent like a suit. Look like them in order for them to trust you.

  1. Tonality and Tempo

Mirror the customer’s tone and their pace of talking. If they talk quickly, mimic and talk quickly. But don’t mimic their accents otherwise you could get into trouble with that. Sometimes people speak louder and sometimes they speak softly. Speak to the volume they’re speaking so they see you as like them.

How you lead them to opening up:

Sometimes you can get people to do things by leading them. For example, if they have their legs crossed or arms crossed, also keep your arms crossed and then after a few minutes, start opening up and eventually, your clients will start opening up too.

Ask meaningful questions and the attention goes back to the customer. The questions you ask can allow your customer to talk more.

The Unconsidered Need

Is there something else they still don’t recognize they need? Are you familiar with the correlation of their retention rate and revenue growth?

Crafting the Golden Message

  • Name two characteristics that show your expertise.
  • Use pain words to help emphasize the challenge or issue at hand?
  • Teach them the problem you’re able to solve specifically for them.
  • Don’t just tell them you’re a sales individual, tell them you help people and small companies with xyz.

Episode Resources:

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.

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.

 

Sell the way prospects buy, buyer-centric, Donald Kelly, The Sales Evangelist Podcast

TSE 615: TSE Hustler’s League -“Sell The Way Your Prospects Buy”

Sell the way prospects buy, buyer-centric, Donald Kelly, The Sales Evangelist Podcast

The way most businesses are set up is that the company or seller pushes something on the buyer. And that’s not cool. Totally not cool! By doing this, your prospects will feel they’re being tricked into something. You don’t want people to feel like that. You have to build trust with your prospects.

Today’s snippet taken from one of our past sessions over at the TSE Hustler’s League is about selling the way your buyers would like to buy.

When you focus on the buyers and give them the things  they want, you will stand out from the crowd and have a greater chance of winning the opportunity.

The Platinum Rule

Treat others the way that they would like to be treated. And the way people like to be treated is they like to be individualized.

Why do you feel your clients buy from you?

  1. People love doing business with other individuals.

It’s very difficult whenever they feel like you’re just one of “them” where you’re just like an entity and not an individual. Be honest with your prospects. They just want to feel special.

  1. It’s the human connection.

It when people feel a connection with you that they buy from you. Even if you’re selling to a big corporation, it’s an individual who’s making that decision so figure out to make that human connection.

How to Sell the Way Your Buyers Buy:

  1. Outreach or problem recognition

The bottom half is your process and the top part is your customer. Figure out what the buying process of your customer is. Then write this out. The prospect does not know about the problem yet so they don’t realize it. Some of us have warm leads where someone calls in and they may have recognized a problem they think they have.

  1. Try to qualify them to see if they’re going to fit into what you’re capable of doing.
  1. Evaluation or deeper discussion

This is the part where you have a deeper conversation with them or the members in their team.

  1. Demonstrate your product or your service.

Demonstrate your solution to the prospect then talk about the budget and you close. They purchase.

The Incremental Closes

The actual closing really starts at the very beginning. Your job as a seller is to have commitments the buyers make throughout that process. There are different things based on the industry that you can offer that makes that buyer commit to each of the phases.

The 6 Why’s the Prospects Must Answer

  1. Why do I need to change?
  2. Why now?
  3. Why your industry solution?
  4. Why you and your company?
  5. Why your product or solution?
  6. Why spend the money?

*They have to answer each of these questions and these could be the incremental commitments that you offer.

Why change and why now?

Help them recognize the problem. Dig dip and help your customers truly understand that.

Do not skip a step!

The biggest issue why deals don’t close is because many sales reps skip the step and they quickly start to move on to the next phase. They try to share the features and benefits and sell on the price. But the consumers are still in the research phase.

The Unconsidered Need

If it’s a warm lead, what do they not know that they think they may know? If it’s a cold lead, they may not even recognize they need it. How can you share something that they truly don’t understand yet.

The 5 Why’s

Why do people buy your product or service? Dig deeper into each answer trying to ask why every after each answer until you get to the core issue or problem of your customer. Why do people buy your product or service? What are the symptoms they have? How is this affecting their business?

Learn more about the TSE Hustler’s League. Join our 12-week program. This semester is focused on how to become more buyer-centric and increase your win rates.

Episode Resources:

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.

 

Jonathan Furman. Donald Kelly, The Sales Evangelist Podcast

TSE 603: How Can I Better READ My Customers?

Part of sales is knowing how to read your customers well and understanding what they’re thinking so you would know how to handle the situation and in order for the sales to progress.

Today’s guest is Jonathan Furman who has extensive experience in the sales industry. He is the founder and CEO of Furman Transformation, a management consulting firm that also does advertising and PR all rolled into one. They cater to small to medium sized businesses looking for a company that gets them into growth.

Here are the highlights of my conversation with Jonathan:

How to Better Read Your Buyers:

  1. Be short and sweet, quick and to the point.

Your time and their time are valuable so you need to make the initial qualification. In doing cold calls, grab their attention in the first 20 seconds because that’s all you’ve got. If they dismiss you, excuse yourself, thank them, and hang up the phone.

  1. Pre-qualify.

Don’t be afraid to ask the buyer right off the bat if it’s something they’re interested in or something they think they could benefit from. This tells them you’ve got something of value, that you’re serious, and whether they’re serious too. If you get past this checkpoint, go on to the next one. Are they willing to give them your time? Otherwise, move on to other prospects who could be a better fit. Now, you’re reading the response, depending on what they say, whether you should move forward or not.

  1. Understand that people speak verbally and emotionally

Understand there are different ways prospects say things that mean different things. When someone is talking to you, they’re saying it verbally and emotionally and they don’t always coincide with each other. Sometimes you may say one thing verbally and say something else emotionally. Sometimes you say the same thing verbally and emotionally. And sometimes you just don’t know what’s going on.

  1. Figure out from an emotional standpoint what they’re saying.

The verbal aspect is just that and a person may verbally say yes but emotionally, that person may not be interested. So you need to qualify them again by asking if this is something that interests them because you don’t want to waste their time. Right there, you will find out their true response. This is the initial hook before you proceed with your presentation.

  1. Listen to nuances.

Listen to how your buyers say things, what they say, and what is the meaning of what they’re saying.

  1. Qualification

Get them to answer questions and once you feel they’re engaging back with you, you’ve already got somebody on the hook. Now you’re 50-70% there since you’ve got somebody talking to you.

  1. Understanding what “send me the information” actually means

Buyers may try to be polite and ask you to send information all in without really the intention of looking at it. That is their way of dismissing you. But it could also be possible that you’re already ten to twenty minutes down through the conversation and then the buyer asks you for information since they’re busy. That’s another story. So you need to be able to understand what they’re really saying and what they mean by sending them some information.

  1. When to know you’re ready to move forward

You know the buyer is interested the minute they ask you a real, thought-provoking question. Now that they’re interested, you can then go into a real conversation about what they need and what you can do for them.

Jonathan’s Major Takeaway:

Really learn to step back from the pressure. Don’t try so hard on the result. Give value to the process.

Episode Resources:

Get in touch with Jonathan on www..FurmanTransformation.com or give him a call at 561-571-0638.

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.

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.

Number Games, Prospecting

TSE 602: Is Sales A Numbers Game?

Number Games, ProspectingDo you think sales is purely a numbers game? You’ve probably heard of sales teams or have been part of a sales team where they relate sales purely to the activities you do. But does the x number of activities automatically equate with sales?

Personally, I disagree that it’s purely just a numbers game. I think it’s a hybrid. If you have individuals going out there and just doing whatever they want regardless of what they do as long as they’re doing activities, you’re just going to get vanity numbers and results that don’t match up.

Work Smarter, Not Necessarily Harder

The biggest issue that I find with this concept of having salespeople doing activities and they’ll get results is that if you don’t have the focus on the right target, you’re not going to see results.

Know who you’re selling to. Know who you’re going after. You can’t just go out and get as many business cards as you can thinking you can put all those contacts into your email marketing system, send them emails, and they’re going to buy from you. Fatal mistake!

Take Your Shot on the Goal

As long as you take shots on goals and the more you take shots on goals, the more chances you have of scoring. In that situation, the number is a numbers game and you have to do stuff. But do stuff that’s going to produce results. You can’t just send people out and expect them to come back and bring in money when they’re not going after the right people.

What You Can Do as a Manager

Figure out even how to coach your sellers at least once a month, otherwise get someone else to come in and coach your sales team. There are lots of sales coaches out there. Maybe there’s someone in your team that can coach. Train them and get them to coach and help other sellers to get to the top performing level.

Effects of Not Properly Coaching Your Sales Team

  • Fast employee turnover
  • Faster burnout
  • They will feel less motivated.

Today’s Major Takeaway:

So is sales just a numbers game? Yes, but only if your sales teams know who to go after, if they know what to say, and if they have a proven process to generate results. Stay busy. Get out there. Pick up the phone. Talk to people. Utilize your network. Focus on the things that matter the most and that are the most effective to your business.

We’d love for you to join the TSE Hustler’s League. This is a 12-week semester where each semester, we focus on a theme and each week, we focus on a concept relative to that theme. This semester is focused on how to help you become more buyer-centric and increase your win rate of opportunities.

Episode Resources:

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, The Sales Evangelist, Sales Podcast

TSE 572: Quickest Way To Get Sales Results

Donald Kelly, The Sales Evangelist, Sales Podcast

How do you get the quickest sales result? You can’t expect sales to keep coming when you’re not even doing anything. You can’t expect the same either if you thought sending one email was enough to draw them in. You’ve got to push harder than that!

Make it personal.

Emails are great but, especially if it’s a cold one, they can’t even see you. Who knows if there was a human being behind those electronic words. So figure out a way to make a personal connection by speaking with your prospect. Pick up the phone and chat with them. Then be consistent.

 

Follow a process and take action.

Figure out the best thing to reach them besides sending an email. It could be seeking a referral or simply picking up the phone. Again, be consistent.

Try different approaches.

Try out multiple approaches. You could initially send an email and then make that phone call. Follow it up on social media via Twitter, LinkedIn, Instagram, or Facebook. Regardless, you have to take action. Again and again and again, be consistent.

It takes time and effort.

Building relationships take time and creativity. Great salespeople have a belief stronger than their resistance. A rejection now may no longer be the same next week. Be willing to open your mouth and take action.

Today’s Major Takeaway:

What are you doing right now to make something happen? Take action. Be consistent. Make it a habit and you will see positive results.

Episode Resources:

Summit on Content Marketing

Essentialism by Greg McKeown

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.

Prospecting, Donald Kelly, The Sales Evangelist

TSE 552: I Don’t Like Using the Phone. Prospects Never Return My Voicemails Anyways.

Scared of using the phone? A lot of misconceptions about using the phone are floating around these days and today I want to shed light on this.

From entrepreneurs to sellers, from the newbies to the oldies, so often I find that sellers are afraid of using the telephone because of the stigma built around that.

The Stigma of Using Phones

Today, we find all kinds of folks who don’t actually know what they’re doing, calling and blabbering, showing up and selling things prospects don’t even want. As a result, prospects no longer want to pick up the phone and somehow this has created a stigma that the phone just doesn’t work anymore.

A Shift Towards Emails

Then emails came along which have been found to have better response rates. It’s quick plus you can hide behind the email you sent so you don’t have to worry about being rejected. And so everyone now just gravitates towards the email over using the phone. Or they just go to LinkedIn to connect or Twitter, or to whichever platform possible.

However, there is still a great number of opportunities once you’re able to use the phone effectively. A lot of people are so used to their fear of using the phone that those people who know what to do on the phones are actually seeing great results. How about giving it a try?

How to Use the Phone Most Effectively:

  1. Get a proper list of your ideal customers.

Make sure you have a list of people you know are a good fit for you. Call those who fall into your sweet post. Focus on your Dream 100 list consisting of people you’re going to reach out  to.

  1. Voicemail still works, but make it personal!

Stop leaving those generic voicemails that people don’t want to hear. You have to leave a voicemail that stands out from the pack and you can do this by making your voicemail personal. Make it simple, keep it about 40 seconds. Give something that is personal and show that you did some research. Don’t make it about you. Instead, speak to their needs and what you can do.

Today’s Major Takeaway:

Don’t be afraid of using a variety of things. Don’t be afraid of using a voicemail. Don’t be afraid of using the phone. Don’t focus on you. Focus on them!

Episode Resources:

SalesLoft

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.

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales Evangelist

TSE 528: Cold Emails and Cold Calling Are Not Dead!

Cold Email, Cold Calling, Predictable Prospecting, Marylou Tyler, The Sales EvangelistDoes cold calling still work? Picking up that phone book and calling all the numbers listed would probably no longer be as effective. But the short answer is definitely yes. Cold calling or cold email still works. The key is to have an effective way of prospecting.

My guest today, Marylou Tyler, is going to share with us some unique ways on how you can improve your prospecting skills. Marylou is the author of Predictable Prospecting and co-author of Predictable Revenue.

Here are the highlights of my conversation with Marylou:

Does cold calling still work?

Cold contact is a tool that you can leverage along with the other available tools now. The best tool depends on who you’re starting the conversation with. Help drive how your prospect likes to be sold, how they like to start the conversation, how they consume your content, and how they’re going to engage with you. Look at the person first and then build the tools around it, not the other way around.

Strategies for getting started with cold calling:

  1. Assessing the “state of the union”

Where are you at today? What does your lead flow look like? Where is it coming from? Also review your pipeline, your process, the people you’re selling to, etc.

  1. Leverage available tools to start the conversation

Know the relative position of where these people are along your pipeline.

  • Cold status: No response to any type of your advertising but are good targets
  • Tool you can use: Cold email engine and sequence
  • Value: You help build awareness around the “why” – why people should change, why now, and why you.
  1. Overlay that with levels of awareness

Some people may not be aware of the problem, so look at where you are relative to the position of the leads in the pipeline and their levels of awareness or where they are.

  1. Start a conversation, it’s compelling enough for them to be interrupted

Prospects would be amazed knowing that you know where they’re at. That’s the purpose of the email engine – not the external searches for people to find you, but the internal need that drives them to make a change. That’s where your phone conversation must be focused on.

The Concept of Pre-Call Planning:

  • Write out scripts including an “objection tree” so you’d know which rabbit hole people are going down and how you can steer them back into the active pipeline.
  • Outline every conversation you have with prospects including the objection, how you answered it, why it’s important, and what’s the next step.
  • Write things out. Internalize them and practice them daily.

Strategies for having more consistent and reliable flow of leads:

  • Target the people you want to have conversation with.
  • Practice, practice, practice. The more you’re on the phone, the better you’re going to get in terms of tonality, enthusiasm, etc.

How to get a high quality call list:

  1. Go to some place that have lists
  • List vendors where you can rent a list.
  • Ability to scrape the internet and use tools to find companion phone numbers that go along with the name or email.
  • Offshore services to find information for you.
  1. Make sure who you want to target
  • Have query parameters that allow you to fit your sweet spot.
  • Farm that out via query just to get the counts of how many records are available.

When (in the sales process) do you use cold calling:

  • Determine the nature and number of your touch points as a baseline.
  • When to use cold calling or cold emailing is based on your buyer persona.

Tips for creating your email messages:

  1. Cadence (Marylou has a chapter about this in her book Predictable Revenue)
  • Craft your email based on the hero’s journey of your favorite movie.
  • List the outcome. Contrast where they are now to where they could be. Leverage your other existing clients who have gone before them and solved the problem as well as people who chose to wait and what it meant in terms of loss aversion. Many people are more motivated by what they stand to lose than what they stand to gain.
  • Call-to Action. You’re the guide, they’re the hero. Switch to logic with specificity so they will feel good about making that decision for the call-to-action.
  1. Length of the Emails

Depending on the prospects’ levels of awareness, they will consume information roughly based on that level. The less aware they are, the shorter the email.

  1. Subject lines

The goal is to get their eyeballs to move to that first line by using emotional/psychological triggers based on the buyer persona. (Refer to the 6 principles by Robert Cialdini found in his book, Influence: The Psychology of persuasion.)

Then get them to move from the first line to the second line and eventually to the end of the email which is your call-of-action.

Examples of triggers: Curiosity, Mystic, Power, Vice, Alarm

Marylou’s Major Takeaway:

Start with the prospect and really understand everything you can about them because that will drive the entire process and which tools to use. Then everything else will fall into place. Spend time working the persona definitions.

Episode Resources:

Visit www.maryloutyler.com/predictableprospecting and download the free chapter on Cadence.

Connect with Marylou Tyler on LinkedIn or go to her Ask Marylou page to drop a question or send her a voice message.

Predictable Prospecting by Marylou Tyler

Predictable Revenue by Aaron Ross and Marylou Tyler

Influence: The Psychology of Persuasion by Robert Cialdini

The Alchemist by Paulo Coelho

Get a free audio book download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

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

Ryan Stewman, The Sales Evangelist, Donald Kelly

TSE 496: The Modern Marketplace Phone Sales With Ryan Stewman

Ryan Stewman, The Sales Evangelist, Donald Kelly The modern marketplace phone sales has changed significantly and so long were the days when traditional tactics still worked. Google has replaced the use of business cards. Therefore, we have to be able to adapt and evolve.

Today’s guest is hardcore closer Ryan Stewman who is going to share some ways on how you can improve your selling. Ryan is a four-time bestselling author and a modern day sales trainer.

Here are the highlights of my conversation with Ryan:

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The biggest mistakes done by phone sales:

  1. They act differently online than they do in person.

The way you treat a customer on the internet should be the exact same experience as the customer that walks in. Salespeople tend to sell online one way and then offline another way.

  1. Salespeople treat the internet like it’s a safe space.

People just show up online on your page or tag you in some group or send you an email that they appear obnoxious. It’s like a guy who goes to a networking event and gives his card to everyone.

  1. The way we use the phone is changing.

A lot of the online stuff we do revolve around the phone. Most of society is addicted to their mobile phones. 86% of the people landing on Ryan’s website are using mobile devices and we’re always staring at the phone. However, salespeople traditionally just use the phone to make calls. The phone is the least used app on the entire phone.

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Here’s a quick reality check for you: If you spent 8-10 hours staring at screens, how many hours a day would you say you spend talking on your phone?

What is the modern way of using the phone?

Getting in front of people:

  • Being the person in the news feed on Facebook
  • Being the person that is top on search results on Google
  • Being the person that has stories on Snapchat and Instagram
  • Being the person who has the content on Huffington Post or Entrepreneur Magazine
  • Being the person that has the books on Amazon
  • Write a blog and publish it on LinkedIn

Strategies for modern marketplace phone sales when you’re pressed for time:

  1. Get better with time.

People don’t know how time really works. Your job is not to get better with money but to get better with time.

  1. Saying that you don’t have time is an excuse.

You do have time. It’s all about streamlining.

  1. Leverage technology.

Make a post on Facebook that syndicates to LinkedIn then share a picture on Instagram and be intentional about sending an email. You can do all that stuff in less than 10 minutes.

  1. Be intentional with how you use your time.

Just be intentional on the time you’re on there. Instead of reading nonsense articles, send people direct messages that offer value to them. Show them how your product works for them to get the results they’re looking for.

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How to get started:

  1. Understand who your perfect customer is.

Be clear and get inside the mind of your prospect. Get clear on who you want to serve. Be intentional on who you want to work with.

  1. Drive what you sell into the minds of your customers.

Do everything you can possibly think of to attract that person to the point where they always think about you when that decision comes into their head.

  1. Position yourself online.

Make your social media profile a place that will attract your perfect customer. Position yourself in a way that when someone thinks about a certain product, they think of you. Position yourself as the go-to person and be consistent.

Ryan’s Major Takeaway:

Think of what you do on your phone. Don’t limit yourself. Join the Break Free Academy entourage and go to www.breakfreeacademy.com/entourage. Embrace technology or you’re going to be replaced by it.

Episode Resources:

Donald Kelly, PandaDoc

Learn more about Ryan and what he does on www.breakfreeacademy.com/entourage .

Change the way you create proposals and check out PandaDoc. Teams that have used PandaDoc have seen 35% increase in sales productivity which means they closed more deals in less time. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

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

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

TSE 445 – TSE Hustler’s League-“Cold Call or Not? If So, How?”

Cold Calling, The Best Sales Podcast, The Sales Evangelist Podcast, Donald Kelly This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

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.

HubSpot

InsideSales.com’s Lead Management Response Study http://www.leadresponsemanagement.org/images/lrm_study.pdf

This is yet another episode of the TSE Hustler’s League where I share with you a 10-min snippet taken from one of our 1-hour weekly webinar training. This semester, we’re focusing on Prospecting. We also have one-on-one coaching as well as have accountability partners to help us stay on track. Today, we talk about whether or not to cold call.

A study done by InsideSales.com demonstrates the following data:

What time people are more likely to answer their calls:

8-9am and 4-5pm are the best times to call to qualify a lead.

Initial dials to leads that become contacts:

The days of the week that work best for this are Wednesdays,Thursdays, and Fridays.

Average meetings per month:

Figures show that people have a much better chance of connecting if they call in using their mobile numbers or personal line.

What are the best times to cold call?

Friday afternoons

Based on personal experience, I found that calling IT specialists (my customers) at the end of the day (specifically Fridays, 4-5 pm) was the best time to call them since they’re putting out fire throughout the day.

Saturday mornings

This is a great time to get hold of executives. Set apart one hour in your Saturday morning (8-9am) to connect with them and see if you can get an appointment. Don’t be afraid to test this out.

Another good thing you can do is to send emails on a Saturday morning. Here’s a technique that I use with the help of a tool called HubSpot where you get to have 200 notifications per month of the emails you sent that they’ve been read by the recipient. Schedule the email to be sent on a Saturday morning and once you receive notification that the email has been read, give a quick call with the person 20 minutes later.

Setting your prospecting days:

Based on the study mentioned above, make sure you utilize Wednesdays, Thursdays, or Fridays for prospecting.

Another thing to consider when setting your prospecting days is to understand your ideal customer and figure out which would be the best day for prospecting.

How to increase your meetings per month:

  1. Find a direct contact number.

Too many times we try to pass through the gatekeeper but people who find it easier to get in touch with their prospects are able to do it through finding their direct contact number.

There are many ways to find a person’s direct contact. You can do it through research, LinkedIn, or a company database.

  1. Do the 10×10.

If the only way for you to reach them is the main corporate line, make 10×10. This means you make 10 calls before 10am. This could dramatically shift your day since you get to talk to more people. Then you get to spend the rest of your day doing all the other equally important stuff.

Episode Resources:

The Power of Habit by Charles Duhigg

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.

HubSpot

InsideSales.com’s Lead Management Response Study 

TSE 440: TSE Hustler’s League-“What Do I Say?”

Cold calling is very challenging, not to mention the rejection you’ll get because there might be a 70% chance that they’re going to say no. But what can you do to bring that down to a 50%? In this episode, I’m going to play another snippet taken from one of our past training to help you with prospecting.

The upcoming semester of the TSE Hustler’s League is happening in January where we’re focusing on how to build value with the prospecting to continue having solid relationships with them.

Strategies for effective cold calling:

  1. Understand the ideal customer.
  2. Find out the issues they’re facing that they don’t know about but are affecting them.
  3. Get the appointment

Too many salespeople are having trouble with this that’s causing anxiety, fear, and worry to creep in. Why? Because they’re used to the traditional model of cold calling where you get a phone book, make a call, and get an appointment.

The cold calling landscape has changed now. The best way to do this is to personalize your message.

The Golden Rule is…

Treat others the way YOU like to be treated.

And the way everyone wants to be treated is to be treated personally.

The Platinum Rule is…

Treat others the way that THEY would like to be treated.

What’s in it for them?

Don’t just go out there and broadcast your message. You should be able to convey what’s in it for them. Figure out a way to share to them that this is something for them. Stop pushing your own agenda and tailor your message to your customer.

Episode Resources:

The Power of Habit by Charles Duhigg

Create interactive presentations that customers will enjoy and remember. Get a full demonstration of Prezi Business and see the power it has in action. Just go to www.prezi.com/TSE to help you tell more compelling, value-driven stories to your prospects.

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.

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist Podcast

TSE 411: What Makes Someone A Successful Outside Sales Rep?

Outside Sales Rep, Inside Sales, Donald Kelly, The Sales Evangelist PodcastAre you struggling with managing your outside sales team? Or are you someone who’s struggling with approaching new people face-to-face, doing cold calls? Outside selling is a common problem of its own and today’s guest, Robert Hartline, is a total genius who created a solution for this. Robert runs a company called Call Proof, an app for outside salespeople.

How does this work?

The tool takes all those listed in your call log made from the mobile phone and thrown into the cloud. They match it with their own clients and prospects and then give salespeople an easy-to-use tool to locate who they’re going to visit it’s easier for salespeople to route to the closest prospects and see more people throughout the day.

Here are the highlights of my conversation with Robert:

Inside Sales versus Outside Sales:

  • Challenges of outside selling: Traffic, scheduling, resources
  • Different skill sets between sitting behind the desk and correspond to emails and find prospects and handle leads versus talking to strangers, walking in and straight-up cold calling
  • It’s easier to reject someone on the phone than when you talk to the person face-to-face.
  • You have to realize that a lot of people don’t sit behind the desk all day.

What makes someone successful at outside sales?

  1. Ask them to tell you about their morning ritual.

A good salesperson has a good morning ritual they stick with. When they incorporate getting up early and working out, they are already above everyone else. People who exercise and care about themselves are willing to do the difficult things.

  1. Have a mentor or somebody you can shadow.

Most sales interactions only encompass 8 different objections as to why someone will not buy your product. Salespeople who can close everything know how to answer these particular objections each and every time. You have to find a person who knows how to answer those. Beg or borrow time from that top salesperson, even pay him if you had to or take them to dinner. Don’t try to recreate the sales wheel.The data is there. They must be doing something you should emulate. Take notes. Record everything.

  1. Practice.

Once you’ve listened to the master, you have to practice. Before practicing on real life people, practice by yourself and with yourself or ask a cousin, a friend, or someone else to come over while you practice with them. Ask for feedback. Don’t waste your valuable leads with not having the right practice.

Strategies for practicing:

  • Don’t practice with your co-worker without a third party.
  • Someone has to be the customer, someone has to be the salesperson.
  • Practice back and forth with one other party.
  • The third person is the witness to call you out.
  1. Take a buddy with you to serve as your accountability partner.

Take a buddy with you where you do one cold-call and your buddy watches and listens without saying a word. Then flip roles. This will help drive and push yourself to go out there and keep pushing through.

  1. Always do a follow up.

Follow up is king. Every interaction you have with a prospect means you’re creating a task to do something later. You never walk away from a prospect without some kind of a promise or action.

Robert’s Major Takeaway:

Do the follow up. Don’t wait to call your prospect and follow up later. You have to get to it now or it will just go away.

Episode Resources:

Connect with Robert on Twitter @hartlinerobert or send him an email at robert@callproof.com.

Get the Call Proof app now and see the wonders it can do with the way you do outside sales.

Please support us in our Indiegogo campaign, a movement to inspire others to Do Big Things. Simply go to www.DoBigThings.net.

mGet 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.

Register Here! 

Donald Kelly, Therrion White, Sales Podcast, Best Sales Show

TSE 394: Sales From The Street-“I Used to Hate Cold Calling”

The Sales Evangelist PodcastCold calling is a challenge that pretty much every salesperson has faced at one point in their life. In today’s episode on Sales from the Street, Therrion White talks about the challenges he faced with cold calling and some strategies he put into place and not let this barrier get in his way to success.

Therrion White is the CEO and owner of Play It Safe Technologies, a healthcare IT solutions company. Listen in as Therrion shares with us his thoughts and insights into his challenges and how he specifically overcame them so you won’t have to go through the same roadblocks that he did by learning from his experience.

Here are the highlights of my conversation with Therrion:

Challenges Therrion faced with cold calling:

  • Finding cold calling on the phone as more challenging than cold calling in person
  • Making sure it’s the right person and whether the person has the time to talk

Strategies to overcome cold calling challenges:

  1. Learn the patterns and practices of actual people you’re trying to contact.

Cold calling is like sports where you need to know the basics. Determine the best time to call the and the likelihood that you’d be able to reach the person on the phone.

  1. Plan in terms of having specific objectives in mind.

State the reason you’re calling. Ask if they have a particular challenge. Ask for some input on what they started to do to overcome their specific challenge.

Episode Resources:

Connect with Therrion through phone at 301-202-3464 or visit their website www.playitsafetechnologies.com or email them at info@playitsafetechnologies.com.

Please support us in our Indiegogo campaign, a movement to inspire and motivate others to Do Big Things. No worries if you can’t make it to South Florida. You can then get a Virtual Ticket so you can have the opportunity to access all of the recordings of each session. Simply go to www.DoBigThings.net.

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.

Register Today! 

 

TSE 359: Sales From The Street-“Part One-Be You”

Andy Paul, Donald Kelly, The Sales Evangelist Podcast, Best Sales Podcast Do you still find prospecting as a huge struggle? Is cold calling not your cup of tea? Today’s guest is Andy Paul, a phenomenal sales trainer, coach, consultant, and entrepreneur and he’s giving us great insights around the concept of cold calling and hopefully this can help you overcome this struggle that you’re similarly facing.

Andy is also a podcaster where he hosts Strategies to Power Growth, a weekly podcast featuring business experts talking about sales, marketing, leadership, and professional development.

This is only Part One of my conversation with Andy Paul so be sure to stay tuned for next week as we talk about more interesting stuff like scripts, processes, and systems.

Here are the highlights of my conversation with Andy:

Fix it first.

  • You always have a choice.
  • The customer always has a valid problem (whether they’re right or not)
  • Focus on how you solve the problem first.
  • Then deconstruct it and make sure it doesn’t happen again.

One of the major challenges Andy faced: Cold calling

Strategies to overcome this challenge:

  • Hold an online webinar.
  • Have 10-15 companies to come in every week and invite them. (Or even get 2-4 companies a week on a consistent basis)
  • Follow up with them very rigorously. Have them see a demonstration of your product.
  • Start building up the number of prospects.

Today’s Major Takeaway:

There is more than one way to succeed. There are lots of different ways to prospect. Just try some things and find out what works for you. Then fine tune and make it work even better and follow your strengths.

Episode Resources:

Check out Andy’s podcast, Strategies to Power Growth

Fix It First

Essentialism by Greg McKeown

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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.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales Prospecting, Donald Kelly, The Sales Evangelist, Best Sales Podcast

TSE 264: 3 Phone Prospecting Strategies You Should Implement Today

3 Phone Prospecting Strategies You Should Implement Today!So, do you make phone calls to your prospects often? Well, it’s a very common part of sales….”using the phone” that is. In this episode I share some ideas you can implement to help with your sales prospecting. Here are the major takeaways:

  1. Leaving voicemails
    • Do research and offer personalized information
    • Leaving voicemails that stimulate curiosity
    • Take advantage of “third party” and “internal” referrals
  2. We are not interested
    • Ask “if you were me and had something you thought could help ABC company, how would you recommend I reach Joe?”
  3. What if someone already has a vendor?
    • Ask them, “No one is perfect. Not me, not my company or your current vendor. If there was one thing they could do better, what would it be?”

These ideas are simple, but powerful. I hope you implement them and see greater success with your phone calls. Feel free to let me know if there are any questions.

Join Us Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast,

TSE 254: The Key To The Gate!

Cold Calling, Donald Kelly, Eksayn Anderson The Sales Evangelist Podcast, A decision-maker is oftentimes protected by a gatekeeper or insulated. So how do you actually get to them?

Getting past the gatekeeper is a pretty common challenge among salespeople. It’s all too common. But it remains a challenge until now. So we’re bringing in the man who’s got the key to the gate as he shares with us today some strategies on how to get to your decision-makers.

EksAyn “Eks” Anderson has been in sales for years. Eks also does speaking, training, and coaching for different organizations. He is the author of the book, The Key to the Gate which is a great introduction for someone getting into sales or even someone in sales who finds it quite challenging to get to the decision-maker.

Here are the highlights of my conversation with Eks:

Why Eks decided to write this book:

  • A challenge to get in front of the right people
  • Only one or two or a handful of people that can actually write the check

Why people have a hard time getting to the decision-makers:

  • Decision-makers don’t have time to talk to every single salesperson who wants to talk to them.
  • They employ gatekeepers (secretary, receptionist, employee, etc.) to weed out people that shouldn’t have time with the decision-makers.

Strategies to get past the gatekeeper:

  1. Know that no organization is the same.

What might work in one organization might work completely differently in a different organization.

  1. Apply the principle of positive reinforcement.

Positive reinforcement means rewarding good behavior. So when somebody does something to help you out, you immediately reward them. Positive reinforcement works better than negative reinforcement or punishment, not only in sales, but in all areas.

  1. Start higher than you think you need.

Influence flows downhill. If you’re in doubt about where to start in the organization, call the higher person than you think you need. Oftentimes, they will tell you exactly who you need to speak to then politely ask them to forward your well-crafted email down to the other people within the organization.

Is cold calling dead?

It’s so easy to send mass emails. There are so many different ways to connect. From a decision-maker’s perspective, there may be some really valuable services that they would really like to look into but they have no time with so many emails and social media connections. So it’s important to differentiate yourself. And it’s as small as giving the secretary a compliment to his/her boss. It’s doing the little things. Get on the phone with people more than you do your research. Getting on the phone is one of the best ways to do research.

Using the familiar first name basis:

When the person you talk to rattles some names, take note of those names and if you can, take note of their positions in the organization. So the next time you call in, you can mention the first names. A lot of times when you mention first names, it almost sounds like you’re an insider.

On creating scripts:

  1. Call the person by their first name.

You have a right to talk to the person so ask confidently to speak to that person you want to talk with.

  1. Don’t sell your product right then and there.

Your aim is to initially get the appointment solidified. Leave the selling for the appointment. Don’t do it right there and then.

Connect with Eks through his website on www.xfactoredge.com or call him directly at 801-669-2425.

Eks’ Major Takeaway:

Find out the principles of human relations to sales and then base your techniques around real principles that work. If you truly understand a certain principle, you might come up with a thousand different techniques to use that principle. Techniques work because they’re backed by real principles.

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.

Check out Eks Anderson’s’ book, The Key to the Gate

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, The Sales Evangelist, Aggressive Salesperson, Aggressive Attiitude

TSE 223: How Can I Be Aggressive Without Being a Jerk?

Donald Kelly, The Sales Evangelist, Aggressive Salesperson, Aggressive Attiitude

Let’s face it. If you want to achieve massive success in sales, then you have to have a mentality of the survival of the fittest. Otherwise, you will get left behind by your competitors.

One thing you need to do to get ahead of the pack is to be aggressive. And by that I mean, be aggressive without being a jerk. There is definitely a thin line between the two.

A jerk is when you’re annoying, pushing, insulting people, being rude, or you’re hanging up on people or giving a nasty attitude.  Being aggressive, on the other hand, means that you’re going to get your goal no matter what while keeping your customer’s interests top of mind.

 

If you’re not aggressive enough to go for things and reach your goals then, sorry to say, you won’t be going anywhere near achieving success.

So what does it take to become aggressive (without being a jerk)?

Here are some strategies to help you start with becoming aggressive:

  1. Call the prospect and do not give up after 3 calls.
  2. Be at work longer than the 8 hours.
  3. Push beyond where most people give up.
  4. Don’t be afraid to tell the customer if their company is going through a major challenge and it’s costing them a lot of money. That is your moral obligation.
  5. Don’t give up on the 1st try.
  6. Don’t be scared to ask for the opportunity. Sometimes all you need to do is ask.

Top sales performers are stubborn, relentless, and aggressive. Be among the top 20%. Earn the income and earn the lifestyle that you deserve!

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

 

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast

TSE 209: Sales From The Street-“No’s Are Not Bad”

Krista Martinelli, The Sales Evangelist, Around Wellington, Sales Podcast Today’s guest on Sales From the Street is Krista Martinelli, owner of AroundWellington.com, an online magazine which started as a print magazine for three years in the Wellington, Florida area and has now been creating an online presence for an additional seven years and becoming a thriving part of the community. Krista enjoys publishing local writers, talking about local events, doing contests, and selling advertising.

Listen in to know more about Krista’s challenges along the way, how she overcame the barriers, and how she went past them.

Here are the highlights of my conversation with Krista:

Krista’s major challenges:

  • Selling a magazine that doesn’t exist yet
  • Knocking on doors to advertise her magazine and getting negative responses (No’s are good because you would be able to use your time on the next business.)

The results:

  • Started from a magazine reaching 5,500 homes to becoming a 72-page colored, glossy magazine.
  • Shout out to her great mentor, Jon Frangipane of Lighthouse Point Magazine
  • Now, they have about 5,000 monthly average hits on the site

Krista’s Major Takeaway:

If you’re selling a product, you have to believe in it. You have to like it. If your enthusiasm is real and if it’s a good product then you will succeed. You’re going to have some “no’s” on the way to getting some “yes’s” but don’t give up!
Get in touch with Krista and give her a call at 561-965-6617. Check out www.AroundWellington.com or drop her an email at editor@aroundwellington.com.

Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales Podcasts

TSE 194: How Much Research Should I Do Before A Call?

Sales Call, Research, The Sales Evangelist, Donald C Kelly, Sales PodcastsRecently, in a post in “The Sales Evangelizers”, I proposed a question on researching before a call. I wanted to see what other sellers were doing. The results were interesting. Check out the post here. Overall, the majority of people feel you should do some research. For the most part, people are researching more than 5 minutes through LinkedIn, the prospect’s website, social media and good old-fashioned Google.
My feeling on the matter is a resounding yes!!! I recently did an episode with my wife Cristina and she shared how someone called in unprepared and how unprofessional they sound. Many sellers think they can “tap dance” (speak off the cuff) pretty well, but in actually they are horrible. It makes you come off as an amateur and the prospect does not have any confidence in you.
Here are some of my best practices when it comes to research and thoughts on why you should do it.
1. Come up with 2-4 qualifies that you can use to see if someone will be an effective prospect.
  • Net revenue
  • Number of employees
  • Recent expansion, etc.

Essentially, a list of qualifies and attributes (pains/challenges) that may resemble that of your current ideal customers.

2. Take that and create a list of “100 Dream Prospects”. You can do in depth research for more information on them outside of prime prospecting time. When it’s time to call, you will have your info and know what to say.
3. Recognize that the prospects are doing research on you when they are prospecting. A significant portion of their decision is made before the call when they are looking. You can and should do the same as well.
4. Research before the call also differentiates you. You’re able to stand out from the competition easily because they’re not doing much before hand.
5. Don’t overdo it. Many times sellers will talk themselves out of a potential opportunity with the information they find. In actuality, they should be looking for ways to qualify themselves not disqualify themselves.
The principle I live by with research is, the more I know about the prospect, the better I can articulate a value proposition custom to them.
The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Developing Your Sales Voice, The Sales Evangelist, Tracey Goodwin, Donald C. Kelly

TSE 190: Tracy Goodwin “Developing Your Sales Voice”

Developing Your Sales Voice, The Sales Evangelist, Tracey Goodwin, Donald C. KellyTracy is the Voice Expert. Say what?

Well, Tracy often gets that from people. What does that even mean?

In other words, Tracy is the go-to person when you need help with captivating an audience through the POWER of your VOICE.

Yep! Your voice is very, very powerful. It could either make or break deals. But you gotta know how to use it and maximize it in order for you to not only achieve success in sales, but also, have that ability to change lives and serve your purpose.

Here are the highlights of my conversation with Tracy:

How do you find your voice?

  1. Speak your truth.

Many people are afraid to speak their truth for a myriad of reasons.

  1. Learn how to speak your words beautifully.

We create our voice based on psychology and come up with the voice we have. Anybody can learn it. Once you know how to do it, you can captivate any audience.

Most critical tips for improving your voice:

  1. Add variety to keep yourself from flat-lining.

Flat-lining is when everything sounds the same. It creates predictability. How do you make it unpredictable? Add in nuances and variables of speech shift. Add volume shifts and add stress to words. Let the audience know what’s important. Help them know what things are important by stressing the words.

  1. Breathe.

We just don’t breathe well. We tend to have shallow-breath and we don’t have any power because we don’t have any capacity. Other by-products of not breathing are the tension in our face and our body. We take in air but we don’t let it out because we protect ourselves from being vulnerable. Letting it out makes you vulnerable. It makes you real. And that is what makes people connect to you.

  1. Get the words to come out of your mouth.

Just drop your jaw, open your mouth, and let your words come straight out for people to understand them.

Using storytelling to captivate your audience:

  1. Pick stories for your audience.

Stories are about our lives. But it must be done correctly. It must be done through vulnerability. The parts of the story are how people in your audience can connect to parts of that. What are they going to connect to?

  1. Tell it in a real, vulnerable way.

Deliver your story in a way that will reel them in and connect them through your experience.

Tracy’s Major Takeaway:

Products don’t sell, voices do. We have the power within in our voice to do anything we want – good, bad, and different. The voice is so powerful but you have to USE it! You’ve got to let it out. You’ve got to know how to let it out. You can change lives. Step into that power!
Get connected with Tracy through her website www.captivatetheroom.com or send her an email at tracy@captivatetheroom.com.

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