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Sales Tips from Resa Gooding

TSE 1230: How To Ensure Your Sales Teams Actually Have Time To Sell

Sales Tips from Resa GoodingAll organizations, no matter what size, need to know how to ensure your sales teams actually have time to sell

Resa Gooding is a partner in a Hubspot certified agency and they mostly help companies, especially startups, in Israel. As one of the top three agencies in Israel, they primarily work with startups and other traditional companies such as agriculture and manufacturing. They are helping them understand the value of CRM and how to effectively apply it to their companies. 

Challenges salespeople face

The most common problem in the sales force is the lack of training given to the sales team. This lack of experience causes inefficiency as the companies throw their sales reps in deep waters and expect them to swim. 

Many companies are so focused on the technology or the product they’re producing,  they don’t spend adequate time sharing the value and benefits of their product with the sales force.  An untrained team ends up spending more time on the administrative tasks instead of selling. They need to be given the information and the tools to effectively sit down with a new prospect. 

If management fails to offer the sales team a way to stay accountable to the workday activities, management can mistakenly think their team isn’t working. There has to be a system in place so the sales team can report their activities and successes.  Having this in place also gives management a tangible way of seeing the work their team is doing. For example, how many calls they’ve made in the workday. 

Resa set up marketing campaigns for her clients but began to see that if salespeople didn’t know how to work with the prospects that came from the marketing, the efforts were in vain. She saw that to make marketing effective, the salespeople needed to be able to summarize conversations properly and sales reps needed to reduce their time spent on administrative efforts. They needed to be equipped to spend their time selling. Resa aims to give salespeople the time to study their product, set up appointments, and communicate with prospects effectively, instead of spending their time doing administrative tasks. 

Ensure that your sales teams are having the time to sell

Sales reps need training in order to be successful and reach their goals. Sales processes they can follow have to be set up so their efforts can be checked by management.  This promotes accountability. There are three tools that can be used to ensure that sales teams are getting more time to sell their company’s products.

Connect your email inbox to your CRM software

You can use HubSpot, SalesForce, or other similar CRM software. At the end of the day, what matters is that your sales team is more efficient in their work. The first thing you can do is connect your email inbox to the CRM software you’re using. 

This is efficiency at its best.  Using this software allows your manager to see the emails exchanged between you and prospects or customers.  Enabling the manager to view this communication directly eliminates the need to summarize conversations at a later time.  Leave that to your CRM. 

Both marketing and sales today can be measured through this software. Managers and the sales team no longer have to meet each time reports need to be made. All aspects of the sales process can be viewed as needed and everything is measurable. 

Earlier salespeople, like the ones who sold door-to-door, had to write down all their data or write a report about their sales day. Today, the salesperson just needs to connect to their email inbox on the CRM platform and reports are immediate.

Using CRM increases the sales reps’ available time up to 21% compared to doing the reports manually. 

For example, when you attend a conference, typically you have to wait until you get home to input information manually. You can potentially delay communicating with the contacts you made at the conference up to a whole week.   This is valuable time wasted in a world where transactions can happen so quickly. 

When you are using CRM software, you are able to reach out immediately by asking for their email and starting a conversation while still at the conference. This is a huge advantage to setting up CRM software and free up so much time in the sales process. 

Connect your Calendly to your email communications 

The second way to ensure your sales teams are getting the time to sell is to connect your Calendly to your email communications. This is an efficient way of setting up a meeting with prospects and clients. Hubspot has an amazing tool that can help salespeople connect with speed. It’s suggested that you also embed three specific times a client can meet with you.  It’s more efficient when they don’t have to work as hard to figure out a time or date you’re available. It cuts down on the emails that have to be exchanged to firm a meeting which also saves valuable time. 

Use templates effectively 

Templates are ways to streamline the time it takes to write and send an email while it makes communication customizable.  This can be set up in HubSpot once your inbox is created and by simply clicking a button, it will copy all the text and bring it straight to your HubSpot. You can then change the information and content to make it more personalized and unique to your prospect or client.  

Resa has observed that this feature is especially helpful for salespeople who may not be strong in written communication. This is where the marketing team can be especially helpful. Marketing can set-up the templates for salespeople to use. 

After emails are sent, the software can then track when it’s opened by the recipient.  Having this information helps salespeople become more efficient about timing and targeting the callback or follow up.  It’s much easier to build a rapport with someone who has already shown initial interest. The recipient won’t get any notifications that you’ve seen them open the email.  It’s just a helpful tool for you to time the response. 

These three tools help make your sales team more efficient as it reduces their time on administrative tasks.  Using Hubspot also allows access to reports summarizing all the activity as well.

HubSpot is free so businesses can check it out and test it in their own sales systems. This is a good platform for startups that don’t have the budget to invest in programs and software. 

Many startup companies that Resa has helped have seen positive results when they use her three suggestions for saving time. 

“How To Ensure Your Sales Teams Actually Have Time To Sell” episode resources 

You can message Resa via her LinkedIn account. You can also check out her website: www.cacaomedia.co

For more sales information and questions, you can also catch up with Donald via LinkedIn, Instagram, Twitter, and Facebook for any sales concerns. 

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

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

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

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Josh Cunningham, New Hire, Sales Team, Real Estate, Don't Trick Them

TSE 994: Sales From The Street-“Don’t Trick Them”

Josh Cunningham, New Hire, Sales Team, Real Estate, Don't Trick ThemJosh Cunningham, founder and CEO of rokrbox,  fast-tracked his entrepreneurial career by helping to solve a recurring problem for real estate clients and learning an important lesson along the way: Don’t trick them.

Josh first stumbled upon the ISA, or Inside Sales Agent, role in real estate while attending seminars with Vyral Marketing founder and CEO Frank Klesitz. Vyral Marketing works with top agents to create content and to get referrals and repeat business.

The entrepreneurial spirit

Many top professional teams buy real estates leads online, but their agents don’t always do a good job of following up on them.

Like any good entrepreneur, when Josh heard a lot of people complaining about a common frustration, he decided to solve the problem. [00:39]

He started rokrbox.

A rocker box is a gold mining tool used in the 19th century to separate the sand and gravel from the gold. Likewise, rokrbox takes your real estate leads and separates the tire-kickers and time wasters from the motivated buyers and sellers. [01:26]

Tapping into the student market

Rokrbox is strategically located directly across from the Texas A&M University campus in College Station, Texas. Many sharp and enthusiastic young professionals go there looking to grow their skills.

Josh provides them with the opportunity to develop real-world sales skills, CRM skills, and pipeline management skills. All of his student-employees typically graduate with multiple job offers from some type of sales professional career. [02:21]

Since starting in 2013, rokrbox has worked over a million internet leads, hired over 250 ISAs, and trained them to move forward in their careers.

Looking back, Josh believes that scalability was his biggest sales-related struggle. He knew he could do the job but wasn’t sure if he could train others to do it. When he first started hiring college students, he realized a lot of the same struggles that most people run into when building any sales team.

Set clear expectations

His first mistake was in not clearly setting expectations for the new hires. The job posting on the Texas A&M website was too vague.

It wasn’t clear that a new hire could expect to make a ton of phone calls a day, could expect to be rejected all day, etc.

It was just too ambiguous.

As a result, a new hire might go through the entire interview process and personality assessment only to quit almost immediately after starting the job.

One young man, in particular, spent over 15 minutes learning the types of calls to make, the technology/scripts/dialogue used and the likelihood of repeated rejection.

He excused himself to use the restroom and never came back. [04:28]

Josh blames himself. He had failed to set expectations and to make clear to potential hires what they were getting into.  He felt as if he had tricked people into taking the job which is not how to start a sales organization on the right foot.

Observation

As a result, rokrbox implemented observation into the business. Now, they invite promising applicants back to pair up with a senior rep as part of the interview process. They spend a full hour learning what to expect on a shift – from the technology to the daily team huddle, to the reports and the metrics.

They are encouraged to ask questions. It is their chance to interview the business.

At the conclusion of their observation session, applicants are asked to send an email to explain how they would fit into the rokrbox culture.

It has been amazing to see the persuasive essays they receive.  [05:43]

Essays

Josh enjoys hearing people explain why they want to be a part of the organization more than having them sneak away on a bathroom break, never to return.

He highly recommends showing potential hires exactly what they can expect. Show them what it is like to be on the phone or knocking on doors. Be totally straightforward from the very beginning.

Josh believes that when building a culture worthy of your organization, it is likely that you will strongly attract the right people and strongly repel the wrong ones.  And certainly, not everyone who attends an observation responds. The work and the pace intimidate some people. [07:30]

But he wouldn’t change a thing.

Rockrbox invests a lot of one-on-one training in every new employee before they are ready to do the job. Twenty hours on the new hire combined with 20 hours of the trainer’s time: Forty hours is a huge investment if someone might either bomb or quit.

Transparency

It is definitely better to be transparent and upfront.

Anything less is simply a waste of everyone’s time.

Have a collection of people that are all driven and motivated, in a cohesive unit, and headed in the same direction. A team that supports and enjoys each other becomes a better team because of it. It’s the most harmonious thing you can do with any business.

Know the culture you want to create and then protect it. Invite others to observe whether or not it is right for them. [09:16]

Once you become a leader of others, give them your expectations and the tools to succeed.

Clearly communicate all of it – the good, the bad and the ugly. [11:22]

“Don’t Trick Them” episode resources

To learn more about how rokrbox converts the online leads of top sales professionals in the real estate industry, visit www.rokrbox.com or contact Josh directly at josh@rokrbox.com.

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.

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.

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Maximizer, CRM, The Sales Evangelist

TSE Blog 024: 7 Things To Consider When Choosing Your Company’s CRM

Maximizer, CRM, The Sales EvangelistFirst things first: your company needs a CRM. But before you leap into something new, keep in mind these 7 considerations when choosing your company’s CRM.

Your company’s CRM extends through the entire organization. Without it, you won’t be able to communicate effectively, and the disconnect will affect your customers’ experience.

The CRM you choose will allow you to centrally maintain important data that every department in your company requires access to: marketing, sales, HR, and accounts payable. Without it, the challenges are enormous.

Unfortunately, many small businesses discount the importance of CRM and use Excel spreadsheets to track their activities. Some keep notes in a variety of different silos that make it difficult to track all the efforts that have been made.

If you don’t already have an actual CRM, you need one.

When you’re in the market for a CRM, don’t make the mistake of choosing the cheapest or simplest option. Even if it’s your first time choosing a CRM, use this list to help you choose the best one for your company.

1.  Your CRM should be customizable.

The sales process looks different in every industry. Your buyers will buy differently and follow a different buyer’s experience than buyers in other segments of the market.

You must be able to customize your CRM to match your buyers’ needs.

Customization allows your team to organize their sales processes, and their KPIs, based upon the way your buyers buy. It also speeds up your close rate significantly because your salespeople can carry out activities in the order that makes buyers most comfortable.

Additionally, if you can add fields that are relevant to your industry, it often gives your team ownership in the process and increases the chances of successfully adopting the CRM. It isn’t always the best idea to buy a CRM that is specifically designed for our industry because the program might limit your capabilities.

When you can find a CRM that is agnostic and provides flexibility to the users, it helps the team perform better and sell more.

 

2.  Choose a CRM that is easy to use.

It seems self-explanatory that if your CRM is hard to use, your team will avoid it. If the process slows them down unnecessarily, it may be difficult to convince them to fully embrace it.

  • Does your CRM have drag-and-drop capabilities?
  • Is it easy for your team to add notes or information?
  • Is there a mobile application so you can access information virtually?
  • Can leaders create reports easily?

Your team must be able to record important information gathered during appointments, so they must have an easy-to-use CRM that allows them to record information quickly, from anywhere.

When you have to make important decisions about your prospects and your sales funnel, your CRM must make it easy for you to gather what you need.

3.  Your CRM must allow integration.

Fortunately, many CRMs offer integration capabilities now that allow you to combine the power of all your sales tools. These may be native integrations, or they may be powered by Zapier.

If a CRM doesn’t allow integration, it won’t work effectively for your team. Your CRM should allow your team to send mail through Gmail or Outlook and those communications should be automatically added to the deal or contact.

Integration is a huge time saver for your team given that most of our communication with prospects happens via email.

Additionally, you should be able to integrate into your marketing platform. This capability will help your marketing team make important decisions about buyer behaviors.

  • Who is the ideal customer?
  • How do they interact on our website?
  • Can we use lead scoring to our benefit?
  • How can we convert marketing qualified leads into sales qualified leads?

This capability will help develop effective marketing campaigns as well as making sure the sales team gets the right leads.

Finally, your CRM should integrate with sales automation platforms like prospect.io and LeadIQ. It should integrate with your financial software and with other crucial software you use to run your business. It should allow you to add custom APIs.

4.  Find a CRM that offers training.

Although it’s important to find a CRM that is easy to use, it’s also important to find one that offers some level of training, such as online videos, webinars, FAQs, or customer service reps who will help your team get started.

If your CRM sits on the shelf unused, it isn’t helping your company.

Can the company work with your sales team to get you started using the CRM as quickly as possible? The time that your company invests into learning the CRM represents time taken away from the business.

Consider a CRM that doesn’t require you to reinvent the wheel but that can give you the shortcuts and guidance you need to use it effectively.

5.  Consider how your management will be involved with the CRM.

If management doesn’t use your CRM, the sales team will be less likely to use it. Your management must be involved with the CRM.

Leaders must take an active role in using and referring to the CRM. This will give them a pulse on the sales process and will help them understand the health of the clients and the performance of the sellers.  

This information will be crucial as leaders seek to coach sellers to perform to the best of their abilities.

6.  Your CRM should be user-friendly for all departments.

Your sales success depends on the team’s ability to use your CRM well. If Client Success needs to post the close of a new deal, how easy is the transition from prospect to customer?

What milestones exist to ensure that onboarding is successful?

Is there a workflow process that will track payments?

Can marketing monitor the success of the client to later use for testimonials?

Organizations realize the need to break down silos and improve communication through the entire organization, and the CRM can play a major role in that capability.

7.  Your CRM must be able to grow and scale.

As your team grows, you must have a CRM that allows you to purchase additional licenses as you need them without having to purchase more than you require.

A CRM that requires you to purchase more than you need is wasteful.

Additionally, you must have the ability to retract licenses as well. When people leave your team, you must be able to deactivate their licenses, ideally without having to involve customer service.

Consider your industry.

These aren’t the only important considerations when choosing a CRM, and the requirements will largely shift based upon your company’s industry and needs.

These are simply guidelines that most companies should consider as some of the most common needs companies have in their CRM.

To be sure you’re getting the right one, gather your end-users and department heads to seek their input about capabilities and features. Have a discussion about workflow and the buying process.

Is there a single CRM that can help you maximize your success?

I’ve used many CRMs over the years, and I love Maximizer, Pipeline Deals, and Hubspot CRM.

Remember as you make your decision that your organization must be able to communicate well, and they must be willing to use it.

Your CRM is about growth.

Mark Ripley, Insightly, Donald Kelly, The Sales Evangelist Podcast

TSE 526: How to Build a Sales Team that Contributes to Long-Term Customer Success

Mark Ripley, Insightly, Donald Kelly, The Sales Evangelist Podcast Sometimes we tend to overlook the impact of treating our customers right when in fact it’s one of the most critical things to having long-term customer success. Your customers should not merely be transactional.

Today’s guest is Mark Ripley and shares with us great insights into building that long-term customer success. Mark runs sales for Insightly, which builds CRM tools for small to medium-sized businesses. Insightly was recently named #1 CRM for small businesses by Entrepreneur Magazine.

Here are the highlights of my conversation with Mark:

Why you need to have a long-term view of client success:

  • The customer has become the bigger king because it’s now easier for them to switch to other brands.
  • Building that customer loyalty to your company and the value you bring is critical.

Common problems with customer success:

  1. Communication between sales and customer support.

Put a lot of energy upfront into building that process. Customers should never know the difference that they’re already going from sales to CS so they will have a wonderful experience all the way through.

Strategies to smoothly hand-off your customer from sales to CS:

  1. For the velocity play.
  • Figure out what information is really critical for CS to have to ensure wonderful customer experience.
  • Narrow it down to the key core things that’s realistic for sales to put into the CRM system and what’s really mission-critical for the CS person to have.
  • Warm hand-off. There should be a minimum of email introduction from the sales rep to the CS rep.
  1. For larger deals with more complex needs.

Pre-sale: Think about bringing CS in pre-sale. You want to bring a CS leader or manager to come in and walk them through that to give them a high degree of confidence. Then ask your customers what success looks like for them. This assures them that you have a legit process.

Post-sale: Every 90 days, the CS person and the sales rep will reconnect and get together on the phone to figure out and track things. This is also a great way to unveil up-sell opportunities.

The Red Carpet Treatment

Give your customer the red carpet treatment throughout the sales process. Keep making them feel amazing.

The Concept of Perceived Value

People’s perception of you can go a long way. So you have to be able to create that perception to your prospects in a way that they want to do business with you and that you care about them. Create whatever you like in terms of that perceived value.

How to help your sales team have a long-term vision of client success:

  1. Create a “tiger” team focused on improving customer experience.

Their whole mission is to find solutions to constantly improve the customer experience so it gets better and better over time.

  1. Set up a great sales structure that gives inherent motivation for the sales rep.

At Insightly, when an account executive signs a new customer, they get to keep the customer so if they buy again in the future, they come back to that account executive.

  1. Leverage relationships.

Build a relationship. Build trust. Understand your customer and leverage that so the customer continues to have an even more amazing experience.

Balancing new business and current customers:

  1. Have very clear role definitions.

Build those role definitions based on what your goals are.

  1. Set roles that are very specific to different functions.
  2. Communication.
  • Have a CRM that allows a very consistent way to communicate so the communication transfers between the two parties in a seamless, effective way.
  • Set expectations. 95% of problems or challenges can be traced all the way back to misaligned expectations due to lack of communication.

Mark’s Major Takeaway:

Focus on people first. Hire the right people. Set the roles the right way and make sure they’re in a place where they can continually grow. Set those up and empower them and that’s the key to building long-term growth-oriented teams.

Episode Resources:

Connect with Mark Ripley through email at mark@insightly.com.

Insightly

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.

Donald Kelly, The Sales Evangelist Podcast, Patrick Campbell, Relationally

TSE 509: Sales From The Street-“Administrative Tasks Are Annoying”

Donald Kelly, The Sales Evangelist Podcast, Patrick Campbell, RelationallySalespeople hate doing a bunch of administrative work. Who wants to do that stuff anyway? We only want to get out there and do what we do best. We want to sell.

Today’s guest is Patrick Campbell who’s going to share with us how you can do administrative stuff more effectively. Yes! Finally!

Patrick Campbell is a serial entrepreneur who used to be a “road warrior” selling services for medical services provider. Administrative work was one of the things that frustrated him but it became the nexus for Relationally, a CRM concierge service for outside sales professionals to help them accelerate their sales process.

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Here are the highlights of my conversation with Patrick:

The challenges of administrative work:

  • Time-consuming (Salespeople can lose 1-2 hours a day just updating their CRM system)
  • Labor intensive
  • Outside the scope of sales practice

How Relationally can help you:

  • A secure system so all your information are in safe hands
  • They can accept CRM data via phone call, text, or email and they will put the data in your CRM system for you.

Patrick’s Major Takeaway:

Stay focused on your sales goals and let Relationally help you. Visit them at www.relationally.net or reach out to Patrick at patrick@relationally.net. Sign up and get 1-week free trial of their services.
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Episode Resources:

Say goodbye to long, boring proposals and check out PandaDoc. Create electronic proposals to your prospects and change the way you do proposals forever. 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.

Donald Kelly, PandaDoc

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Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly

TSE 356: Activity Based Selling With Pipedrive

Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly Are you doing the things you need to be doing to close that sale? Or are you doing too many things that you’re actually getting off track? Or is the goal to close that deal putting too much pressure on yourself to the point that your motivation and resilience are being tested to their limits?

Today, I’m speaking with Timo Rein, co-founder of the awesome CRM tool Pipedrive as he talks about the concept of activity-based selling and what it does to help you achieve more success in sales.

Founded in 2010, Pipedrive, a CRM tool created for two reasons: to help salespeople and to make sure it’s something they love to use. The tool basically focuses on activity based selling so you have full control over pipeline and nothing falls through the cracks as well as control your relationships with your customers. They want to make sure that they put the salesperson first to make sure you can be the best closer that you can be.

Here are the highlights of my conversation with Timo:

Timo’s coolest sales experience as a customer

Strategies for activity-based selling:

  • Focus on actions that you have under your control and do them everyday of the week.
  • In sales, a transaction is done and commission falls in a salesperson’s pocket. And because of the pressure to sell, a salesperson look at results because they need them.
  • Figure out what you need to do to get to successful sales result and do it.
  • Ask someone if this is something they want to buy.
  • If someone does buy, ask what made the person buy.
  • Come up with key activities necessary to sell your product, service, or business.
  • Map the step-by-step path and improve on it.

Reasons for failure of processes:

  1. Having a non-professional approach

People have a different level of professionalism about the things they do in life.

  1. Lack of resilience

There will be so many moments when you will be pushed or judged. Better people have bigger motivation and with that comes resilience.

  1. Not having the right angle to it

It’s easy to develop a mindset that it’s a tough job or people don’t like you’re approaching them or that you want to get in their business. You have to have a mindset that you’re doing a good thing otherwise you won’t feel that you won’t get enough satisfaction.

3 Things to Focus on When You Want to Make Sales Revenue

  1. Approaching your potential customers

Come up with a list and figure out a way to approach your customers.

  1. Meeting your customers

People buy from people where they see they can trust them and understand them especially when the stakes are higher. You don’t have to do it in person but find a way to connect whether on the phone or a video conference.

  1. Demonstrating your product/service

Show them how you can solve their problem and give them a powerful demonstration experience so they can remember you more and would tend to do business with you.

Biggest Challenges Related to Activity-Based Selling:

  1. You will be drawn to results.

Yes, this is the main goal but you will be drawn because of different pressures. You are tirelessly doing everything to close the deal that you tend to forget all the other things you need to be doing to make sure you have a good pipeline going in the succeeding months. Then you get attached to something that is not there yet.

  1. Getting off your winning schedule of activities you should be putting in regularly

You have to put in a number of key activities to put yourself in a position where people buy from you. And it’s easy to get off-track.

  1. Thinking you’re  all mighty.

This is especially common among rookies where you feel you can sell to anybody and that you’re so good.

  1. Maintaining a good pace over time

Doing it in a weekly, monthly, yearly basis is a hard. It’s a constant requirement to ask yourself what you can do better. Maintaining that pace while being pushed around emotionally is hard. Some people can’t deal with this roller coaster that is normal in sales.

Timo’s Major Takeaway:

Human being influencing another human being is a beautiful thing. Will you put yourself in this position frequently enough? And when you get to be there, how are you going to be stronger, more confident, and professional? Work your activities the way that gives you constant success. Put emphasis on the fact that you need to be in schedule. And do whatever it is to be strong in your craft. Develop a position where you feel you can be useful for your customers. Strength of work + Smartness = SUCCESS

Episode Resources:

Pipedrive

Connect with Timo Rein on LinkedIn

Daniel Pink’s To Sell Is Human

Jeb Blount’s People Buy You

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.

Join For $1.00 Today! 

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

Pipedrive, Value Based Selling, Activity Based Selling, Timo Rein, Donald Kelly

TK, ToutApp, The Sales Evangelist, Donald Kelly

TSE 300: Is Sales Enablement Working For You?

TK, ToutApp, The Sales Evangelist, Donald KellyThe concept of sales enablement is pretty much becoming a buzzword in the sales world today, but what is it exactly?

Mr. Enablement here is going to give us great new insights into that. TK is the founder and CEO of ToutApp, a sales success platform where they offer a one stop shop for customers to prospect more, close more deals, and manage smarter – all this plugged into Gmail, Outlook, Salesforce, and more as one streamlined sales process.

Today, we talk more about sales enablement, how it can help any sales organization enable their sales team and achieve greater success, and how it has taken the sales training process into a whole new level.

Here are the highlights of my conversation with TK:

What is Sales Enablement?

  • Adding a specific person dedicated to making sure the sales team is successful
  • Traditionally, people spend on sales training. Today, the landscape has evolved.
  • The version 2 of sales trainers where they figure out the systems and processes put into place so training is reinforced and every rep is following best practices and winning
  • Sales enablement doesn’t have to be a dedicated person. It could be a role that someone hones.

Drivers that create sales enablement:

  • A sense of “tools fatigue”
  • A need to look at these things as a whole to come up with the right set of tools and processes to make a rep successful

The right candidate for sales enablement:

  1. Prior sales experience
  2. Empathize with salespeople in their day-to-day lives
  3. The ability to look at the things you can give to reps to increase win rates and close deals faster

Good sales enablement vs. bad sales enablement:

The best sales enablement people treat their sales people as their customers trying to constantly figure out how to make their lives easier.

The role of customers in the sales enablement process:

  • Think about your customer as a sales enabled person or the different segments of a sales team.
  • Figure out what their needs are and how it differs.

What the ToutApp can do for you:

  • Bakes in your sales process into the software so it helps the rep navigate the sales process
  • Helps define key individuals so you can focus your efforts and not waste time
  • Streamlines emails
  • Integrates different platforms into the sales process
  • Live Feed – tells you exactly what’s going on in your sales process
  • Bridges the disconnect between marketing and sales to achieve overall success

 

TK’s Major Takeaway:

Do you have a piece of paper or document that clearly codifies your sales process? (Where you know the stages you go through and how you move from one stage to the next) That’s the first step of sales enablement. Then pick tools to scale that for the rest of your team.

Episode Resources:

Check out their website www.toutapp.com or email TK directly at tk@toutapp.com. Whether you’re part of a SMB or a large enterprise, I highly recommend you check out their software and see how they can help you and change the way you do things around more effectively, more productively.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly

Donald Kelly, HubSpot CRM, The Sales Evangelist, CRM, Free CRM

TSE 164: Donald Part Three of Sales Tools

Donald Kelly, HubSpot CRM, The Sales Evangelist, CRM, Free CRMToday I will share with you the final part of my top three sales tools. This week is another HubSpot tool. It’s the HubSpot CRM. The greatest thing about this tool is that it’s free — for the most part. Like many solutions today, they have a free version and a paid version. I use the free version and it’s very effective. There are so many benefits from using this tool.

Below is a list of some of the information I mention in the episode. Check them out below:

Benefits of the HubSpot’s CRM are: 

  • Keep all your contacts in one centralized and customized database
  • The opportunity to define your sales processes. Whether you have 3 steps or 8 steps. You are able to better track your deals and developing opportunities
  • Automatic integration with your email so that you can log emails with prospects and customers. This will help any busy seller who does not want to spend endless amounts of time updating information in their CRM.
  • The ability to have access to HubSpots database for a new prospect or use it’s ability to crawl the internet to find prospects for you based on your query search.
  • Keep track of important information about your prospect:
    • Birthdays
    • Anniversaries
    • Important events, etc.
  • Integration to SideKick makes it easy to prospect online.
    • You can prospect and find new business opportunities
    • You are able to collect personal information on your prospects before you send a message to them
    • The tool can integrate with your CRM and add prospects to your database automatically
    • It can track the prospects company online and provide information for you
    • It also integrates with GoogleDrive so you can keep important documents on a prospect organized

Here is a video to help you get visual look. Again, I’m not getting any kickbacks from HubSpot, I just love the tool.

Want to see even a deeper dive? Take a peek at a demo here:

If you enjoy this tool, feel free to reach out to me and tell me how you like it (click here to send an email). All in all, I want you to go out and do BIG THINGS!

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Voodoo Selling, Forecasting, Sales Forecasting, Robert Harper, Donald Kelly

TSE 136: Stop Your Voodoo Selling…It Does Not Work!

Voodoo Selling, Forecasting, Sales Forecasting, Robert Harper, Donald Kelly Are you a voodoo seller? Are you relying on crystal balls, bones and feathers, and teabags to know whether you would hit this month’s goals or not?

Well, been there and done that and I’m telling you, “voodoo selling” just doesn’t work because you can’t quantify it.

In today’s episode, I am talking with Robert Harper and together we will shed light on the repercussions of voodoo selling and what you can do to ultimately be HIGHLY effective in sales. I have talked about this over and over, and again, PROCESS is key. Rather, GREAT PROCESS is key.

More about my special guest: Robert is a serial entrepreneur who currently owns five companies, four of them are in the midwest that do B2B integration, like access controls and CCTV, making buildings safe and comfortable. His other business endeavor is a virtual company that provides virtual solutions to business owners.

Here are the highlights of my conversation with Robert:

What is “voodoo selling?”
Selling based on guessing and hope rather than on planning, implementing strategies, or using metrics.

Why proper planning is a major challenge among salespeople:

Salespeople and entrepreneurs are creative thinkers. It makes us less interested in the process of selling and thinking of sales as a science since we tend to think of it as more of an art.

Sales as a science vs. sales as an art

The repercussions of voodoo selling:

It is a waste of time because you’re trying to sell to people who CAN’T say no to you

How to better gain scientific concepts in your sales presentations:

  1. Sell to somebody who can say no. If they say no, do it as quickly as possible so you stop wasting time.
  • Break the theory and move on to the next.
  1. Determine your budget on how much you’re going to sell.

Instead of targeting “X” amount of dollars a quarter, target how many phone calls or meetings it would take you to make that dollar amount.

  1. Start today. Start keeping track honestly of:
  • How many phone calls you make?
  • How many of those phone calls will get you a meeting?
  • How many of those meetings will get you a proposal?
  • How many of those proposals will get you a sale?

Tracking your information allows you to introduce a change into your process and see how it affects those numbers.

The telltale sign of a salesperson or entrepreneur that doesn’t know their numbers:

Split testing every appointment, so you’re changing everyday. You will never find a system that’s going to function for you if you’re doing it this way.

  1. Have the process for the actual sale itself.
  • Analytics and a great process are keys.
  • Know your customer’s pain points
  • Bring out the numbers and give precise information
  • Look at the metrics
  • Provide real data to the customer

Terms that tell you they don’t know where they are in the process: “verbal,” “feel,” “great connection”

Understanding BIG DATA:

  • Case studies/best practices: Sears & Walmart

What Robert did for his company:

A customized tracking system for their sales team

*Robert will make a master copy of this and put it on his website for you to grab and utilize the template.

A special tip for sales managers:

Don’t talk about the numbers. Don’t judge people based on how many phone calls they’re making. Otherwise, your people will lie on those forms. The numbers are for them and not for you to judge them.

Robert’s current projects:

  • Involved in K-12 education working with 43 school districts in and around the Kansas City area
  • Helping companies transfer their physical phone systems to virtual phone systems

Get in touch with Robert through his personal blog www.harpermind.com

Check out Robert’s blog post about voodoo selling plus a link to the template they use to track statistics for their sales staff.

Robert’s Major Takeaways:

Don’t ever be afraid to ask every prospect if they have the ability and if they are willing to say no if this isn’t a good fit for their company. But, if it is a good fit, are they able to say yes?

For every sales meeting, have an agenda and send it to your prospect at least 24 hours before the meeting. In the agenda, go over what you want to cover and leave room for them to edit it for what they want to cover. During the meeting, follow the agenda. Ex: budget, decision process, the decision maker

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

Sales Opportunities, CRM, Sales Prospecting

TSE 104: Secret Nuggets In Lost Opportunities

Sales Opportunities, CRM, Sales Prospecting No, sometimes you are going to get this from a customer. Even worse sometimes the deal you have been working on for months will be awarded to another company. To most sellers this is devastating news. No one wants to get rejected, much less lose a deal. But in these situations, there is a golden question that most sellers often forget to ask the customer. “Why did I not get the business”. 

During this episode I share why everyone that is selling needs to ask this question when they are not awarded the deal. I also cover how to properly ask the question, how to use the information received to better your business and how new sellers can take advantage of this information to prospect.

Here are some of the major takeaways:

Asking the question

It’s important to ask this question properly with a good attitude. Even though you just lost a potentially great deal, you have to realize that its over and you need to move on. Keep a respectful attitude. I’m not saying you have to throw a congratulatory party, but it’s important to stay professional. Many times new sellers will want to get off the phone as soon as possible or if it’s an in person meeting, they want to leave the business ASAP to avoid an awkward situation. But while you are with the customer, it is important to ask them why you did not get the business.

Understanding that it may be awkward for the customer as well, the best way I have found to naturalize the situation is to remind the buyer of  the rules we set before we started about making sure we are a fit (learn more here “set the rules before we play the game”). Sometimes we are not a fit and that is okay. After I set the stage with that, and let them know that I am okay, I ask “now that it’s over, is it okay if I ask what were the deciding factors why “X company” was selected over us”? Typically at this point since it is over and they don’t need to have a guard up, the buyer will tell you everything you need to know. This information will now become gold for your business.

Using the information

Now that you received a wealth of information, it becomes crucial for you to log it in your CRM (Customer Relationship Management Software). For instance, in the Salesforce software in the opportunity profile, there is a section for sellers to indicate why an opportunity was lost. It becomes vital for you and your business to document well all the reasons. Why? If you are a business owner or someone who makes decision about the business, this will help you understand if there are things your business need to change.

For instant, if the reason why you were not selected was because your product is lacking a key feature, it becomes important for you to know this so you can fix it. More than likely if this buyer saw that reason as an important enough of a reason to select another vendor others may feel the same way. Now, I am not saying to run off and change everything based on the one lost opportunity, but if there’s a trend among the reasons why you are losing deals, it may be important to consider a change.

Prospecting

The final area where lost opportunities may become a gold mine is prospecting. If you are new to sales, new to an industry or company, look into the lost opportunities section of their CRM and learn the reason why your company are losing business to your competitors. Is it something that the sales person did or did not do? Is there a feature or solution that you should stay clear of? Or is there something that can potentially become an issue early in your business development process with a buyer? These notes in the lost opportunity sections can also provide you with a better understanding of who of your ideal customers is and what they want.

Conclusion

Overall, there are many reasons why people my elect not to buy from you and it is critical for you to know those reasons. Don’t look at it as a rejection and that all hope is lost, but learn to ask why you were not selected. Take it as a learning opportunity to enhance your business, product or services. Use it as a means to better prospecting and develop your sales skills. This information is GOLD!

I know this simple principle will help you grow. All and all, I want you to be successful and  I want you to go out and DO BIG THINGS!

 

TSE 062: One Major Thing Most Salespeople Hate About Sales!

TSE 062 Episode Cover_mini

One of the big plagues for sellers is taking notes or updating accounts in their CRM (Customer Relations Management). Many of us love to visit with clients and prospects to learn their challenges, but when it comes to taking notes or writing a recap of what was discussed it is torture! I have heard my fair shares of “logical reasoning” (aka excuses) why sellers have tough time doing this.

Here are a few of the common ones that I came across:

  1. Don’t need to take notes, I have a great memory.
  2. Taking notes will take me away from giving my clients/prospects my full attention.
  3. It takes too much time to write notes or update my CRM (Customer Relations Management).

My personal gripe with taking notes was that it took me away from actually selling. I wanted to be out there visiting with client, doing demos, networking, you know really doing sales stuff! Over the years though, I came to realize that I was totally wrong! Taking effective notes is a key part of any sales process. In this podcast episode I go more in depth about this.

Here are some reasons why I started taking effective notes:

Why Note Taking Is So Important:

  • No matter I hard you tried I could never remember everything if I did not write t down. As a result, often times something important about the account would fall through the crack.
  • Taking notes on your visit with clients or prospects also made it easier when updating the account information in your CRM (Salesforce, Goldmind etc.).
  • Taking great notes is beneficial for the clients/prospects because it provides an effective way for them to remember details. They tend to forget details as well. They are humans! It is awesome when we can review key information we discussed during our last visit and remember the plan instead of playing the memory game.
  • In relation to the previous bullet point, you should send an email, post your meeting and provide a summary of your visit. You can even put it in a calendar invite as well for your next visit so they know what you discussed and what you are going to discuss on the next visit.
  • Taking great note does not require much time. You can simply just write down key things in bullet form. (i.e. What are their challenges and how is it effecting their organization, who is going to be apart of the demo, when is the next meeting etc. ).
  • To contrary thinking, taking notes will not take you away from focusing on your clients, it will help you focus more on them. How? Simply ask them if it is okay for you to take notes so that you can remember important things from their conversation. I never had anyone say no. This shows them you care about what they are saying.

Easy Ways To Take Notes:

  • You can use a good old fashion paper and pen. Make sure it is something small that it doesn’t become distractive.
  • Evernote is also a great tool to collect information or a note pad on your tablet.
  • I don’t use a laptop on a visit because makes a barrier or a wall between us. They also can see the screen and see if I am really taking notes or not.
  • Depending on the circumstances, you can also ask if you can audio record a key part of the conversation. This is different based on legality in your county, state or industry. Make sure to ask someone in the legal department from your organization. But if possible, you can use a recorder application on most smart phones.
  • If you don’t like the actual process of writing, simply pull up Evernote on your phone and there is an audio record tool that allows you to speak and it will transcribe what you dictate. This is also for easy note taking after an appointment.

Well I hope that this is able to help you as much as it helped me. All the excuses that I have heard are no longer valid. I saw amazing results from my efforts to properly tack key information.

Bonus:

Another benefit is that it also allows for your supervisors to easily review account information without the need to bother you on next steps or why the account is not moving.

Remember to GO OUT AND DO BIG THINGS!

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