For this episode of The Sales Evangelist, I talked with Erik Hart, a Sales Manager for an Internet company, to discuss how he is able to help his team achieve not only sales results and, perhaps more importantly, person-to-person results by learning to be human.
Often times, especially with sales, it becomes such a numbers game that the person-to-person experience is lost. The human connection is lost.
We find ourselves churning through conversations and deals with a laser focus on strategy and metrics and we lose context.
Erik, for example, had a rep on his sales team with a great understanding of how to guide his clients through the various buying stages but it became such an exercise in ‘checking the boxes’ day after day that the rep felt totally defeated, unproductive and he failed to generate revenue.
Erik asked the rep to take a step back and to really think about: What kind of story did he want to be part of? What kind of difference did he want to make?
In doing so, the rep realized not only where he wanted to go but how he could get himself there, without just running on autopilot.
Simply put: Let things be a little messy!
The sales rep had organized himself into a rut by creating a very specific process when interacting with leads and clients.
The response to a potentially lower quality lead, for example,
was three phone calls and one email while a high-value lead would have other very specific tasks tied to it.
Eventually, the tasks became more important than actually having the conversations with the clients. He found himself speaking with clients but thinking about the next task – the next box to check – instead of making a human connection.
He was reading the script instead of being present in the moment; acting like a robot instead of really digging into the needs of the client. He failed to see them as people – and they could hear that in his voice.
Taking a step back and re-evaluating his goals worked.
Overall improvement became evident in just three months; not only in sales but with increased engagement with the customers and improved morale.
The sales reps are proud of what they do again. The sales are great, but the intangibles are sometimes even better.
We all have our imperfections and personal baggage and business operations to deal with and they have the potential to become real struggles.
There is a futility to the task of trying to attach the minutia without really understanding the context.
Instead, think about what you want the conversation to be. What’s your story? Where do you want to be? What kind of world do you want to live in?
Let those answers be your guide. Let that help you reach your goals.
It can become an incredibly powerful experience. The minutia will take care of itself.
“Be Human” 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.
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.
When companies make a conscious effort to attract women, it’s good for the business on all levels. Women are often more consistent at exceeding quotas, and they’re strong leaders as well. But there’s another component as well: stepping up and standing out as women in sales.
On today’s episode, we’re talking with Barbara Giamanco, host of the Conversations With Women In Sales podcast. Her lifelong passion to help women in business has led her to try to impact the presence of women in sales by influencing the women and the businesses who hire them.
In a global report called Gaining the Talent Advantage, researchers found that 62 percent of companies who have 45 percent or more women in their ranks drove higher-than-average levels of profitable revenue.
Having a more diverse team makes it easier for you to connect with people on multiple levels. There’s a case to be made for the money.
The problem isn’t simply that companies aren’t hiring women. Some women hesitate to lean in to new opportunities.
Barbara said that women often put their heads down and work, expecting that someone will notice their efforts. That may or may not be true.
On her Razor’s Edge podcast, men make up 98 percent of the people who request to appear. They have no problem asking to be noticed, while women aren’t as comfortable.
Women often doubt their expertise and downplay what they have to offer. They also fear that pointing out their own successes will be perceived as bragging.
Sharing your experiences is good for the entire sales community, including the men. What you’re doing could impact others in a tremendous way.
Organizations can begin by prioritizing women in management and leadership roles.
Barbara is quick to point out this doesn’t mean giving them jobs.
Organizations should choose women who are good at their jobs. Look for talented women and nurture their careers.
Additionally, women need to acknowledge their desires to progress in their careers. Instead of assuming that people will notice your success and consider you for promotion, let your leaders know where your interests lie.
When positions open, the hiring parties likely already have candidates in mind. Let your leadership know that you’d like to be considered for other positions.
Volunteer for special projects. Familiarize yourself with departments outside of your own. If you recognize a recurring problem, ask if you can put together a team to seek solutions to the problem.
If you’re a leader with female employees who want to advance, include them in special projects and encourage them to volunteer for things.
Employees in every organization have a responsibility to ensure its health and success.
Connect with Barbara on Twitter @barbaragiamanco.
Call her at (404) 647-4925, because she’s still a big fan of the telephone.
You can find her podcasts on iTunes, Stitcher, Google Play, and multiple other platforms.
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.
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.
Audio provided by Free SFX.
One defining trait among highly successful salespeople is their ability to think and act like entrepreneurs. I’m bringing in Lucas Barra today as we talk about why you need to think and act like an entrepreneur and how that can be done through some simple steps.
Lucas runs a podcast and coaching service called DreamChasers where they help people turn their dreams into reality. Whether in terms of monetizing their passion or taking their sales career to the next level, he helps people create the best version of their lives.
Here are the highlights of my conversation with Lucas:
Why sellers need to think and act like entrepreneurs:
How you can act and think like an entrepreneur:
Make a list of 2-3 entrepreneurs and talk to someone in that space.
Get to know their challenges and understand how they got to where they are.
Think about what you really like to do and start doing something that makes it your own.
A look into Lucas’ entrepreneurial journey…
Struggles he faced:
Challenges in coaching:
Creating the process and bringing them value that they deserve
You don’t enjoy it but it’s something you’ve got to learn to cope with
Some things he learned:
Own up to your problems and challenges in your life
His struggles as a blessing in disguise to help him become better
Lucas’ Major Takeaway:
When you change your mindset and accept responsibility for wherever you’re at with your sales quota or business then you are ready to start hitting out of the park. Making excuses takes you out of the position of power. Take ownership of yourself and your problems because it’s where you have the most power.
Connect with Lucas by email: email@example.com
Visit their website www.schoolofdreams.co
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.