Team Selling Archives - The Sales Evangelist

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Donald Kelly, The Sales Evangelist

TSE 499: Sales From The Street-“Internal Competition”

Donald Kelly, The Sales Evangelist What happens when you have new people in your sales team? Do you get threatened that somebody might be better than you?

In today’s episode, I’m going to share with you a personal experience – a difficulty I had as a young seller and how I overcame that.

 

Overcoming Your Fear of Competition

I’m a competitive person but whenever our company would hire new sales reps, I think about whether they’re any good or if they would outsell me. I was looking too much towards the fear of being beaten out and that hindered my performance.

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So I’m going to share with you some ways to help you overcome this fear so you can up your game:

  1. Don’t get thrown off.

Fear of competition distracts you from selling. When you focus more on other people, you tend to lose focus on yourself and it can hinder you from hitting your daily call goals. Don’t let this happen to you or you’d be thrown off your game. Being a top-performing seller starts in your head.

  1. Stick to your plan.

When you already have a path, stick to it and don’t just follow whatever the new guy is doing. Stick to what works. If you have a plan and it’s working, refine that plan and continue to work it.

  1. Help them as needed.

Learn from people in your team. Be open to learn and share information and you’ll gain so much more in return. People who came from other companies have a different way of thinking and learning. Coming from different perspectives allows you to improve and refine yourself. Give help to them and don’t just hoard information.

  1. Focus on your goals and hustle.

Focus on your goals to keep you from being distracted.

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  1. Competition helps you improve.

Bounce ideas off of each other so each one of you can improve. Help each other to become top-performing sellers.

Episode Resources:

Say goodbye to long, boring proposals and check out PandaDoc. Create electronic proposals to your prospects. Sign and receive payments without leaving your CRM. It integrates well with other CRMs such as Salesforce. Pipedrive, and HubSpot. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales Evangelizers

TSE 319: Sales From The Street-“Collaborate”

Do BIG THINGS, Donald Kelly, The Sales Evangelist Podcast, The Sales EvangelizersToday, we talk about the idea of partnership or getting the right people into a project. How am I going to get this deal? Shall I collaborate with somebody else? Should I split the commission? Should we get connected with them? The challenges of partnership, so to speak.

Here are the highlights of today’s episode:

Challenge:

Trying to get a bigger client or doing big things that you can’t do on your own

My BIG THINGS:

One of my big things was to do business on the side until I can do it full-time and leave my day job one day. And that became The Sales Evangelist. A couple of months from now, I am celebrating one year from my full-time software sales job.

When my podcast took off, I thought about putting a conference together and getting with like-minded folks to connect people. My next big thing is the Do Big Things Conference that is going to be launched in November.  But I knew I couldn’t do it on my own.

How I overcame this challenge:

  • Get with like-minded people to help bring that plan into action.
  • Set the rules before you play the game so everyone knows how to play fair.

Collaboration is key.

So I collaborated with an amazing guy Travis who was introduced to me by another friend to get this event possible. On my own, I could not do it so I knew I needed to get the right people on board. Travis couldn’t do it on his own either so we came together, set the rules before the game, started working on the details, and started filming a Kickstarter video.

The idea behind the Do Big Things Conference:

To inspire people to take action and to do big things

Who are the ideal participants of this conference?

Individuals, salespeople, entrepreneurs who have ideas deep down inside but are afraid to take action.

What I learned in setting up this conference:

  1. Get with like-minded people.

Join a mastermind group or connect with influences in your community that you can align with so you can bounce ideas off and help each other.

  1. It’s not about the money.

If you think partnering with someone will only reduce your commission in half, you would actually gain a lot more opportunities in return. The key is to collaborate with the right people.

Your turn…

  • What BIG THING do you have in your life that you need to accomplish but don’t necessarily know how to do?
  • Is there a prospect that you need to get and you haven’t been successful in getting a meeting with him?
  • Is there someone else you can partner with that may give you the “in” and split the commission that you’ll be jointly selling?
  • Is there another company or salesperson that you can partner with?

Episode Resources:

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

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

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.

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

Join Today!

The Sales Evangelist, Donald Kelly, Donald C. Kelly

Sales process, Prospecting, Business Management, Charlie Perry, The Sales Evangelist Podcast

TSE 198: Sales From The Street- “We Doubled Revenue With A Sales Process”

Sales process, Prospecting, Business Management, Charlie Perry, The Sales Evangelist Podcast Today I have the opportunity of interviewing a good friend of mine, Charlie Perry. Charlie has had a very impressive career in the sales and marketing world. Spending a bulk of his time in the entertainment industry.

Charlie’s biggest sales challenge. 

Charlie’s biggest sales challenge was when he came into a new company as a manger and realized that the sales and operations team did not have an effective process to acquiring and on boarding new clients. Charlie then went to work to fix this challenge. Here is how he did it:

  • Meet with the group as a whole and learn what they thought was going on
  • Individual interviews with team members to learn of their responsibilities
  • Met with client and potential clients to learn what they want in a company like his
  • Outline a process with campaigns to change the culture of the offices he was running
  • They also implemented a process to learn why they won deals and lost deals
  • Charlie focused on being “hard on the process” and “soft on the individuals”
  • Everyone knew what they had to do and either did it or excused themselves.

Charlie also found out that every salesperson needed to be doing one of five things:

  1. Searching for prospects (Using whatever source they desired)
  2. Contacting those leads (Social media contact, email or picking up the phone and calling them)
  3. Help with the proposal process
  4. Assisting with the delivery of the product…in their case was putting on live shows
  5. Following up

The more you know about what you’re selling, the better chances you have of seeing success.

Charlie’s results 

One of their smallest offices went from $3million to $6million per year in revenue. As a whole, the company’s revenue jumped from $25M to $60M by following an effect sales process.

Major take-away

Have a plan and work it!

Stay in touch with Charlie

charlieperry48@gmail.com

Connect with Charlie on LinkedIn

 

Account Management, James Kinson, Donald Kelly, The Sales Evangelist

TSE 153: Sales From The Street- “Work The Account”

Account Management, James Kinson, Donald Kelly, The Sales Evangelist Today I have the opportunity of interviewing James Kinson, who is a software sales professional working with a major technical company selling software and hardware. However, James Kinson has an interesting situation, he has been working with one account for 21 years. Imagine the struggles that one would come across working with one client?

Well, James has seen some significant struggles, seeing he’s not in a traditional sales roles, and in this episode he shares how he was able to turn a $5 Million business opportunity to a $65 Million sale with this account he’s working with.

The other cool thing about James is the fact that he is an entrepreneur on the side focusing on educating consumers with buying “cash cars” as opposed to going into major debt. James has a podcast, blog and he also speaks at events across the country. You can check out his information here. Feel free to connect with James and learn how he’s succeeding with this one account he manages. Though James’ story is cool, the best way to learn from him is to APPLY what he teaches. By so doing, you will do BIG THINGS!

Twitter: @CashCarConvert

Email: James@cashcarconvert.com

 

The Sales Evangelizers, Donald Kelly, Sales Facebook Group

 

Team Selling, The Sales Evangelist, Donald Kelly

TSE 073: 3 Important Things To Remember When Team Selling!

Team Selling, The Sales Evangelist, Donald KellyWe have all experienced this before right? You go on a sales call with a business partner, a sales engineer or even your manager (that’s a whole other episode in it self). But you are also in the sales meeting with someone else in a team selling situation and you didn’t do much preparation prior to the meeting. Before you know it the appointment is not going the way you thought it would.

Why? Because you are the only person who thought it would go that way. They are YOUR thoughts and others don’t know them. Since nothing was planned, your team selling turns into a sales appointment disaster! Well, don’t you fret. Those days a long gone now.

Here are the three most important things you need to remember when team selling:

1. Have a clear goal (purpose):

A. Why are you meeting with the prospect or client?

It is important to have a clearly defined outcome for the meeting. Is this an initial meeting to discover if you are a fit for each other, a meeting to ask for the sale or is it a demonstration/presentation of some sort? Whatever it is, make sure it is VERY clearly defined.

B. Why are you bringing someone else along to this appointment?

What is the reason for someone else attending this meeting with you? Do they have a clear understanding of what they are supposed to be doing? These are important questions to discuss with your selling partner. The last thing you want to do is start the meeting and the person who is supposed to be your sales engineer, starts taking the prospect down another path. Believe you me, bad things start to happen when folks don’t know their roles.

2. Plan your meeting:

The second important thing to remember in a team selling situation is effective planning. Since it is “team selling” you need to perform as a team. Great team sellers look like they are doing a performance when they work together. They understand  what they are supposed to talk about, when they are suppose to talk about it and why. They are totally in sync with their communication and delivery.

This portrays to the prospect a unified front and your a professional organization who knows what they are doing. It helps them gain that added confidences in your product or service.

Another thing to prepare for when doing a team selling demonstration on site is seating. Where will the person offering the presentation sit or stand? Where will the supporting person sit? This is something important I learned when I was selling with a software company. I went on a demo with the CEO of the organization. Prior to the meeting, in our planning session, he brought up the seating situation. He said as he was presenting, I would sit in a position where I can look at the prospect and see if they are getting the information being presented. Since I had seen the demo before, my role wasn’t to watch the demo as much as it was to watch the prospects and their comprehension/receptiveness. When I saw their facial expressions and body language indicating that they weren’t getting a point, I would jump in and help to clearly. This worked very effectively.

Also, be sure to offer intel to your sales partner. What information do you have from previous meetings which you can share to help them get up to speed on the prospect. For example, who is your supporter for this project, who are the decision makers, who is the non supporter. Fuzzy file info like where the prospect is from, favorite activities, how many kids, favorite sports team etc. These simple preparation infromation will help your team selling situation go along way.

3. Meeting outcome and post meeting:

Now this one of the most over looked part in team selling. Your presentation needs to be flawless, but this is the part where money is usually made. Did you accomplish what was defined in the first meeting? Is there a clear outcome or goal? Is it fine to ask for the business and who is going to do it? What will you say? What commitment or next step you would like the prospect to take?

What about the next meeting? Who will send a meeting recap to the prospect? Are you going to send a hand written thank you note and who will do it? I highly recommend the thank you note. It is always exceptional edge that will impress the buyer.

You also need to do things that you promised the client in the meeting that you would do. Such answer further questions, maybe offer references, send over the updated agreement etc. At the end of a meeting there are things the sellers need to do and you need to know who will do it and when it is going to get done. Finally, always have a clear next steps!

These things are not complicated and you may have your own practice. But from my experience these are some of the most important steps to do.

Feel free to tell me more about your team selling practices below. I would love to hear from you.