Tag Archives for " Sales Growth "

TSE 731: The Keys to Becoming a Successful Enterprise Sales Rep

Trong Nguyen wrote a book called Winning the Cloud: Sales Stories and Advice from My Days at Microsoft. He’s packed with some great tips and strategies today so be sure to take a listen.

Trong is a top performing technology sales rep, doing some amazing things. We’re discussing some points he covered in his book.

From being a Vietnamese refugee in the Canada, Trong has hustled his way to being a top sales professional in tec, having worked with large corporations doing enterprise sales.

Here are the highlights of my conversation with Trong:

What separates top performers from average sellers:

  • They treat their craft with passion.
  • They’re students of the game.
  • The constantly spend time tweaking and honing their skills.
  • The constantly educated themselves.

Why another sales book:

Trong wants to share the mistakes he has made along the way, with some humor in them, so people can learn from them.

Biggest mistakes new salespeople make in enterprise sales:

1. Getting mentored by old-timers and they drink to success

2. Arrogance, not confidence

The Keys to Becoming Successful in Enterprise Sales

1. Understand that winning costs.

There are sacrifice you’ve got to make if you want to win.

2. Come to the meeting prepared.

Prior to the meeting, do some basic research. Bring the facts leading to that meeting. Understand the company and what value you can bring to the table. Give them that vision of the value you can bring to the table.

3. Have lunch appointments.

Asking your customers to grab lunch or drinks would be the foundation upon you get everything established and done by. The only times Trong has found that his customers really want to meet with him is either breakfast, lunch, or dinner.

4. Understand your customer’s business.

Start with the basics like their financial statements or annual reports. Listen to their analyst calls.

Then spend a lot of time with all the executives up and down the chain of command, and go wide. Set conversations with them and interview them.

Get all data together and collate them into one mosaic to give you a picture of what their business looks like.

5. Show up!

Show up in the office and show up to the customer. Hang out at their office. It’s amazing what you can do in between meetings. Before you know it, you are the face of the company to them.

Trong’s Major Takeaway:

Sales is a craft. Treat it like an artist. Work it, hone it, be a student of the game. That’s the only way you become the top of what you do.

Episode Resources:

Connect with Trong Nguyen on LinkedIn. Watch out for Trong’s second book coming out soon.

Check out the TSE Hustler’s League.

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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.

Nigel Green, Donald Kelly, The Sales Evangelist, Sales Leaders, Scaling Sales Growth

TSE 573: How To Quickly Scale Your Sales Team

Nigel Green, Donald Kelly, The Sales Evangelist, Sales Leaders, Scaling Sales GrowthGetting a sales team from the ground to the top takes a little bit of work. Today’s guest is sales architect, Nigel Green, and he shares his insights into what you can do to scale your sales team to the next level.

Nigel worked his way up the sales ladder until he became a leader and learned how to build teams quickly by grasping on to the motivations of the reps. By 2016, he became the CEO of StoryBrand where they help companies clarify their message, which is a very important element in sales.

Nigel has been a student of sales for the past ten years and he helps companies that want to go fast and to figure out a recipe to getting where they want to go in a short span of time.

Here are the highlights of my conversation with Nigel:

How to get started with scaling: Understand what you’re doing well.

Formalize some feedback. Before you scale, you want to systematically get information from your customers on what’s right with the offering, what’s wrong with the offering, what’s missing that they have to go somewhere else, and what’s confusing. Ask these to your happiest customers who are the 20% that make up 80% of your business.

3 Ways to Grow Your Business:

  1. Get more customers.

Take what’s write about your offering and find out who else in the market place needs it. Fix what’s wrong and amplify what’s right about your offering.

  1. Raise your price.

When was the last time you adjusted the price on your offering? For most companies, it would be in a while because they feel like the price is the ultimate decision-making piece for customers. Raise more price and add more value. Think of ways that you can add additional features or services that amplify the perceived value.

  1. Sell a new offering to your existing customers.

Give them another reason to buy from you. This is where you look at what’s missing or what’s confusing about your offering. Customers will love to tell you all the ways you’re not solving the problem. Be honest and open to hearing it so you can come up with additional offerings that allow you to offer them something completely different, be it a service model or coaching, anyway that you can add a subscription for some type of recurring revenue to your product or service. Or if you’re a subscription revenue where you have a repeat revenue, what’s a one-time thing and a real quick win you can do to generate additional revenue?

How to Get Your Team to Implement These Strategies:

  1. Getting new customers
  • Specialized roles

If the business strategy is to get more customers, the compensation plan of the rep has to incentivize new revenue. Nigel recommends breaking down the team into their specialized roles to have someone dedicate their energy to closing new business and have compensations plans that support both of them.

  • Understanding the ideal buyer journey

Think about how exactly you want the customer to experience your brand or offering. The challenge with reps is they tell you how they want to do it but it may not be what’s best for the customer. Instead, think about how to get your customers from unaware to aware about the offering, the interest, the evaluation process, how they transact with us and how they buy and after they buy, how to maintain relationships. Map out this ideal customer journey and then figure out who inside the organization needs to own every single step.

It’s okay for one person to own multiple phases of the buying cycle but if you can take a customer from unaware to post-purchase and know who’s exactly responsible for that experience, you’re off to a good start.

  1. Making Your Team Understand the Price
  • Align the compensation plans with the business goals.

Where companies go wrong is that reps are making price concessions and offering rebates that deteriorate earnings that lead to less than desirable results.

  • Create commission tiers.

Put some metrics where if they discount their price, you will also discount their commission. And if they can raise the price, reward them for that by giving them higher commission percentage. Creating these tiers and giving flexibility to the rep to adjust the price based on what the customer needs, this is a strategy for improving your margins.

  1. New offering

This is the hardest strategy to implement and scale because while the market might need your offering if you don’t think through its deployment, it could be a distraction to your sales team.

Make sure you launch your product correctly. You have to train your reps and make sure that if they have enough to worry about with their products, hire a specialty force to sell this new offering so as not to distract your core reps from the core products.

Be careful in doing this. There is a lot of research on how to create specialization within your sales force particularly around the new product offering.

Nigel’s Major Takeaway:

The most underutilized tactic in selling is listening. Particularly in complex sales with multiple decision makers, listening becomes paramount. It’s not being quiet and creating space to let you plan what you’re going to say next. Focus less on what you’re going to say and more on what the customer is telling us.

Nigel has put together a content and worksheet that you can add to your sales training program. Check out www.findevergreen.com/listen and go through the worksheet to figure out where you need to do some work on your own listening.

Episode Resources:

Check out www.findevergreen.com/listen and go through the worksheet to figure out where you need to do some work on your own listening.

Summit on Content Marketing on May 22-June 02, 2017

The Sales Manager’s Guide to Greatness: 10 Essential Strategies for Leading Your Team to the Top by Kevin F. Davis

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.

Callidus Cloud, Giles House, Donald Kelly, The Sales Evangelist

TSE 518: Why You Need an Effective Bridge Between Sales and Marketing

Callidus Cloud, Giles House, Donald Kelly, The Sales Evangelist Sales and marketing need to communicate properly as they both seek to bring value to the table. Ultimately, the goal is to increase revenue. Today’s guest, Giles House, shares with us how you can better improve the communication between sales and marketing to help you become more effective in your organization.

Giles is the Chief Marketing Officer at CallidusCloud, a fast-growing global enterprise and SaaS company that features the Lead to Money suite, which is a marketing and sales services platform that helps people manage their businesses from leads to closing deals to making money.

Here are the highlights of my conversation with Giles:

Major challenges in sales and marketing:

  • Getting the basic processes right
  • Disconnected in the end goal of driving revenue
  • Falling into the silos

Think about the 360-degree view of the salesperson

Many salespeople tend to check the lead away if they’re not ready now, not realizing that 50% of these people are in an active sales cycle with competition because they failed to nurture them. This is a symptom of not having a good process in place.

Disconnected journey from lead to money

There is misalignment in your sales process due to the lack of data that disconnects the journey of the buyer. You lose data. You lose insight. You lose the ability to cross-sell and upsell.

A need for artificial intelligence

There is a need to look through data and be able to suggest opportunities to sell them more.

Data as the underlying thread

The more different systems you use for the sales process, the more complicated things get and the more inaccurate your data will be.

They key is to prioritize your client’s problems that align with what you can offer as well as manage their time frame to get in the order you want instead of the order they want.

The role of data is to analyze other opportunities that are less obvious and to catch the plates that just might fall from the many plates a salesperson is juggling.

Pre-sale is the new post-sale

Begin at the first contact you have with the company. Get that right. Be that value-added advisor and they will keep coming back to you.

KPI’s to pay attention to:

  • Cross-sell and upsells as good indicators
  • Customer survey and feedback

Giles’ Major Takeaway:

Understanding what the customer is doing gives you an opportunity to sell more. Think about the 360 of the customer and think about the 360 view of the salespeople.

Episode Resources:

Connect with Giles on www.calliduscloud.com and on Twitter @HouseGiles.

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

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

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

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

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

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

Here are the highlights of my conversation with James:

6 Elements in Successfully Using a Podcast for Business Development

  1. Naming your show properly.

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

  1. Finding and contacting potential guests for your show.

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

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

Tools you can use for follow up:

followup.cc

followupthen.com

  1. Choosing the topic.

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

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

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

Tools you can use:

SocialOomph – promotional tool where you can queue your tweets

Edgar – social media management tool

  1. Nurturing the relationship with your guest

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

 

James’ Major Takeaway:

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

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

 

Episode Resources:

Sweet Fish Media

B2B Growth

Conference Notes podcast

Followup.cc

Followupthen.com

Audacity

GarageBand

LibSyn

Anchor app

Periscope

SocialOomph

Edgar

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