The Sales Evangelist

I saw a question on Reddit recently from a seller who wondered whether or not to create content on LinkedIn. The seller worried that writing about topics like quota, rejection, or prospecting might sound too salesy and might hurt his pipeline. The truth is that many sellers have fear around the concept of creating content because we worry about how the audience will accept our ideas. Middle school prom Not only should we post our own content on LinkedIn; we should also engage with other people’s content. Unfortunately, many of us treat LinkedIn like a middle school prom. We stand around the edge of the room watching each other, too afraid to dance. We might speak to a friend or two, but we’re afraid to look stupid, so we don’t dance. Instead, we let everybody else enjoy themselves. We don’t want to look stupid on the dance floor, so perhaps we look stupid on the sidelines instead. We’re afraid of the critics who might make fun of our efforts Many sellers treat LinkedIn like a middle school dance. We don’t participate because we’re afraid of looking silly. #SalesContent True engagement Engagement doesn’t involve moving around the room and saying hi to people at the dance. On LinkedIn, clicking “like” for a few posts doesn’t qualify as engagement. It won’t sustain relationships. It’s basically an indication of approval. Engagement requires you to bring other people into the conversation. If, for example, you’re in the water industry, and you see an article about the danger of water purification tablets, you can tag another colleague who wrote about the same topic. The author of the piece will take note of your efforts to bring someone else to his page, and your colleague will take note as well. Talk to people and work to create lasting relationships. ‘Salesy’ content The question on Reddit came from a seller who worried that his prospects might tire of always seeing sales-related content. But consider your own news feed. Are you annoyed by the fact that you frequently see the same faces over and over again? Or do you simply choose to read things that are relevant and skip over the ones that are not? On the other hand, when one of those people shares something that helps you or connects you with someone else, that brand sticks in your mind. When you need help with something, you’ll remember the guys who showed up in your feed. When you post content and engage with other content, you stay top-of-mind with your audience. Audience Make sure that you’re posting the right kind of content for your audience. Gear it toward your prospect. If you’re targeting salespeople, it’s ok to post sales content. But if you’re targeting decision-makers at Fortune 500 companies, don’t post about yourself. Post what the leaders in that industry want to know or read. Gear your content toward the people you want to attract. Don’t be paralyzed by the fear that your content won’t sound perfect. Understand who you’re targeting and who you want to attract. LinkedIn impressions To understand how value-rich LinkedIn is, listen to TSE 1085 on our podcast. In it, my friend Steven Hart shared some LinkedIn stats with us based on the 48 Eyeopening LinkedIn Statistics for 2019. LinkedIn provides 36 billion impressions per month. That’s 468 billion impressions per year, or 9 billion impressions per week. Users see content 9 billion times per week. Now factor in that there are 500 million people on LinkedIn, and only a fraction of them are active there. Of those, only 3 million people share content weekly. So those 3 million people who share content weekly are getting 9 billion impressions. The rest of us are afraid to share content, so we’re sitting on the sidelines. Audio provided by Free SFX and Bensound. Grab attention Grab your reader’s attention, but be intentional about the stuff that you share. Post things that your prospect wants to read. You can certainly share industry-related content from magazines, but your content doesn’t always have to tie back. Consider these options for content: Answer frequently-asked-questions about your industry Share content that your industry would want to know about. Share videos you create from your smartphone in which you answer questions. Post complementary content that is indirectly related to your industry. Repurpose your company’s own blog content. Seek to be helpful. Challenge Also, consider asking your own audience questions about what they are doing and what they’d like to see. If you tag people in a post and ask them about the CRM they use, you’ll initiate engagement. As more people comment, it will gain more visibility. If someone from outside your own connections engages with it, reach out to that person and request a connection. Your challenge for the upcoming week is to share one piece of content every day. Monday: share an industry-related piece that includes something interesting. Tuesday: answer a frequently-asked-question. Wednesday: answer a common question using video. Thursday: post com

How Leaders Sabotage the Sale Process Sales leaders sometimes make mistakes that compromise deals, so understanding how leaders sabotage the sale process can help us avoid the same mistake. Erin Pheil is the founder of Mind Fix Group, a company that specializes in helping entrepreneurs, high-achievers, and high-performers eliminate their biggest mental roadblocks that hold them back and keep them from achieving what they're capable of. Head trash Some sales leaders have very specific definitions of what a sales leader is. For Erin, anybody who is in charge of guiding the people in making the right decisions and who is doing sales for a company is considered a sales leader. Many sellers read books and work with experts to improve their skills in sales. They keep learning, and then they show up on calls. They often show up to these calls prepared, but also with head trash. They’re showing bits and pieces of their old mental programming and outdated beliefs that aren’t helpful in closing deals. They go to the calls and they try to combine new knowledge and strategies that their coaches have taught them with their old beliefs. When things go wrong, they don’t blame themselves. They blame the technique and the process, or even the people they hired. They don’t look at their head trash and suspect that they might be the ones sabotaging the process. Blaming the process, techniques, and tactics instead of examining how they’re screwing things up sabotages the sales process. Accepting blame It takes courage to accept blame because it’s human nature to blame somebody else. It takes courage to stop, pause, and hold a mirror to yourself and ask how you’re contributing to the challenges that you’re experiencing. It’s much easier to project outward and place the blame. Head trash commonly appears as the need for approval or the need to be liked. Sellers will show up to a sales call and, instead of focusing on guiding the prospect towards the right decision, they operate from an underlying need to be liked. This goes beyond having a bond and rapport. It's more of wanting to be approved. A person with that need often sabotages calls just to be liked. They get nervous, they make concessions, and they apologize, which shifts the whole frame of conversation. Being liked becomes the more important outcome. Self-doubt Self-doubt can undermine your authenticity and sabotage your sales process because it causes you to question your own effectiveness. Trust your skills and abilities. #SalesSabotage Money block and old programming from a salesperson's childhood also have a negative impact on sales calls. For example, a client raised to believe that she isn’t supposed to talk about money in the household where degree and certificates are the next big things had a huge block in her sales process. Since this particular client had no degree, she ended up questioning her ability and wouldn’t bring up the pricing until the last minute, or until the prospect asked for the price. This client had old head trash on the concept of pricing and money so that often the price in her head was different from the price that came out of her mouth. Even with constant reminders here and there, she just couldn’t do it. It just wouldn't come out of her mouth the right way. This is what head trash is. You show up with a plan and all the right information, but your old pieces of programming, beliefs, and thoughts sabotage and compromise your ability to make a productive call. Figure your patterns The first thing to do is to figure your patterns. Knowing your patterns brings awareness to your calls. You must pinpoint where in the process you’re having your patterns of resistance and frustrations. Create a list of the areas where you keep repeating some patterns that you know do not serve you. It might be telling the same jokes, doing what you’re not supposed to do, or not talking about the money even though you have to. The buyer might think that you’re hiding something or you have some trick up your sleeves. Before you know it, you have already sabotaged your opportunity. The same is true if you keep talking to your client without giving him the time to speak. It scares the prospect off as well. Consider a salesperson who can’t even have an intro opportunity because she can’t stop talking. Her problem clearly exists at the beginning of the process. This is a perfect example of a pattern of people who can’t stop talking. They don’t listen because it has been ingrained in their minds that they should keep talking so that someone will buy from them. They feel the need to show off and prove their expertise in order to be respected. Changing patterns After listing the patterns that you observe, ask yourself, “What would I have to believe to be true in order to keep acting this way?” What we believe determines how we act. If you believe that talking about money is wrong, then you’ll probably act in ways in accordance with that belief. A lot of these beliefs are

Sales leaders must help their teams perform at peak levels, so they must start by understanding how to effectively coach struggling sellers. I’ve seen this kind of coaching done badly in the past, and I’ve walked my own team members through these struggles. I’ve developed tips of my own and I’ve learned from Mike Weinberg’s book Sales Management Simplified. Questions to ask All sales reps and sales leaders endure dark moments where nothing seems to work out. Despite the fact that we’ve been selling for years, we endure periods where we simply can’t close. Very often, when that happens, there are several key things we must address. These situations don’t develop overnight, and they usually result from slippage in certain areas. Begin by answering the following questions as honestly as you can. You’ll never find improvement if you’re dishonest about your situation. Does the struggling seller have a desire to succeed and thrive in sales? If he doesn’t have the drive to succeed, no amount of training or coaching will help. Why is this particular seller on my sales team? Did you inherit this seller? Did you hire him? How did the seller get into this situation? What signs did you see along the way? What has been done to fix the problem? What steps has the seller taken? What steps have you taken? One-on-one meetings If you aren’t already holding them, schedule one-on-one meetings with your sellers. I’m a big believer in this method because these leadership meetings offer opportunities to connect with our team members. One-on-one meetings with sellers provide time to fine-tune and fix micro-problems before they become huge cracks that jeopardize the stability of our organizations. These can be monthly, or weekly, but quarterly isn’t frequent enough. As you work with a struggling rep, you can determine the things that stopped happening. Did he stop planning his prospecting? Is he failing to manage his time? Does he fail to establish a plan for his activities? If you aren’t engaging in one-on-one coaching, you won’t know what’s happening with your team. When you recognize the problems, you can implement solutions and guide your team members to the right solutions. These meetings should be knee-to-knee, eye-to-eye if possible. Conducting one-on-one meetings communicates to your reps that you care about their success. When you take time out of your schedule to share suggestions and guidance with your team members, it’s meaningful to your team. If something is important to your sales reps, it must be important to you. One-on-one meetings help you determine what’s important to your team members. If the rep is really struggling, you can increase the frequency of your coaching sessions. Changing mindset When I was a sales rep selling software, I changed my mindset so that I considered myself the entrepreneur over my territory. Mike Weinberg suggests that you do the same by establishing a business plan for your territory or area. Whether you’re a BDR or an inside sales rep, begin by determining a goal for yourself. For struggling sales reps, help them to create their own goals and then to establish a plan to follow. Including them in the plan gives them accountability. Begin with small goals over the next three months of the quarter. Consider what your financial goal will be. Then determine exactly how they’ll accomplish that. Identify the existing customers that you’ll engage. Establish a time frame in which your rep will accomplish that goal. Remember to include consequences. Ask your reps what a fair turnaround would be. Then ask your reps what should happen if they don’t meet their stated goals. Very often your reps will establish tougher consequences for themselves than you might have set. Desire to improve When you have a sales rep with an obvious desire to improve, bend over backward for that person. Move mountains for her. If she is taking advantage of coaching and she establishes an awesome business plan, reward her efforts. Find other resources that will help her succeed. Get her books or send her links to relevant podcasts. Meet with her when you can, and email her when you can’t meet. Check in through the day and throughout the week. When your sales reps thrive, your business will improve and your company will grow. It’s far cheaper to help your sales reps improve than to begin the hiring process over again because you need successful sellers. #SalesTraining On the other hand, if your sellers don’t have a strong desire to succeed, and they won’t dedicate the effort to improve, then it may be time to remove them from your team. In my own case, I had sales leaders who believed in me and who recognized my drive to improve. They coached me through my struggles and helped me get where I am today. Re-evaluate Once you’ve worked through the plan over the course of 30-90 days, if your rep still isn’t improving, you must identify why. If you’ve done the one-on-one coaching and you’ve helped her create a sales plan, you m

Meetings serve an important purpose in business so we must learn how to run better meetings to avoid the feeling that we are wasting our time. Reshan Richards is a career educator who launched an app — targeted for use in schools — that ultimately became a software business. He has seen a significant intersection between things that are effective in both business practices and the classroom. Together with Steve Valentine, also a career educator, he is collaborating to articulate and pinpoint the specific moves that can be borrowed from the teaching profession and implemented in business. Steve has studied leadership and its application in order to work with young people and help them understand basic leadership. Meeting mistakes The problems that plague corporate meetings often mirror those of ineffective classrooms. Primarily, the transmission of information isn’t right for the audience who is meant to understand it. People often go back to their defaults or their own experiences to measure what is right. If, for example, you get called into a meeting where one person is doing all the talking or all the work, it isn’t a good use of anyone’s time. It wasn’t likely called for the service of the people who are meant to share the information. In education, a difference exists between the transmission of information and the building of knowledge. Reshan and Steve believe that the best kinds of meetings are those that leave people feeling like they couldn’t possibly have had the same great experience without the meeting. In other words, there’s no substitute for the meeting, and people are glad they went. Unfortunately, that’s a rare occurrence in both business and education. If you think about the amount of time and effort it takes to secure a face-to-face meeting with a customer or client, it’s important to be respectful of that person’s time, energy and attention. Never leave him doubting why he was called into that room. #BetterMeetings Bad meetings Reshan’s company, Explain Everything, worked with a Fortune 100 company to help them run better training for new-to-title employees. As he evaluated their structure, he realized that 90 percent of the time during a week-long seminar was spent sitting watching PowerPoint presentations. The other 10 percent of the time was application of what they learned. The following week, those employees were sent into the field. The meetings were efficient and easy to plan, but retention was low, so he worked with them to rethink their time together. He encouraged the company to think about how it might best utilize the experts in the meetings as well as how the information should be delivered. They also found that they were teaching concepts on Monday that the employees wouldn’t get to apply until Thursday. The distance between the lesson and the application meant that the employees had to learn the information twice. For Steve, the very best meetings are those that are allowed to be messy and those that permit people to drop their status. He measures the quality of a meeting by the extent to which people are treated as learners and the extent to which they actually learn something they didn’t know when they walked in. That information doesn’t have to appear as a revelation. Rather it can simply be the chance to build knowledge together in the temporal context they share. Internal meetings Planning a great meeting looks exactly the same as planning a great lesson or learning experience. Reshan and Steve think in terms of three motions, or phases. Before the meeting During the meeting After the meeting These stages parallel the stages of sales, where sellers engage in pre-call, during, and then follow-up. As the meeting facilitator, you should have a really good awareness of the prior knowledge participants have prior to the meeting. Meeting prep Often times meetings get scheduled by those who have the authority to do so, but the attendees don’t know the agenda until they arrive. Those that get the agenda ahead of time either get it too far in advance or too close to the meeting time. Meeting prep also varies greatly among the attendees at meetings. Some people dutifully prepare for the meeting while others never even look at the agenda. The facilitator often has to go to the lowest common denominator because a percentage of people didn’t prepare. In the end, that holds the entire organization back because it means that instead of starting at level 7 in the dialog, you’re starting at zero because there is no ritual around basic procedures. Ask yourself whether it’s necessary to actually have everyone in the same room at the same time in order to achieve your outcome. Brain breaks If you’re interested in making sure that learning happens in your meetings, build in brain breaks where you provide time for people to synthesize the information you provide. Things often move quickly in meetings, and if you build simple pauses like questions or discussions into the meeting itself, yo

Sales is a year-round activity with no off-season and no breaks, so it’s important for sellers to understand how to deal with stress, fatigue, burnout, and a lack of creativity. Dana Cavalea is the former Director of Strength & Conditioning and Performance for the New York Yankees. Coach Dana, who helps companies optimize performance and productivity, wrote a book called Habits of a Champion: Nobody Becomes a Champion By Accident. He became a coach after realizing the tremendous difference that coaches made in his own athletic career, and how they helped him overcome bumps in the road. Opportunity knocks Dana, who originally hails from New York, chose to attend school in Tampa because he knew it was near where the Yankees conducted their spring training. When he got the opportunity to join the team as the guy who handed out towels and cleaned the weight room, he jumped on it. Within a few years, he earned a paying job as the director of strength and conditioning and performance, and the team won a championship during that time. He discovered, through that experience, that many executives, CEOs, and sales teams wanted to know how athletes prepare to compete at the highest levels. How do they deal with injuries and fatigue and the obstacles they face during a season? How do they keep showing up every day in the face of fatigue and burnout? Individual protocol People assume that high-level musicians and athletes feel good every time they perform, but that couldn’t be further from the truth. They’re tired a lot, but they don’t tell themselves that. They understand that fatigue is part of life and that you’re going to have days where you don’t feel great. The goal, Dana said, is to have fewer of those days and more of the days where you do feel great. To do that, Dana coaches people to focus on a couple of simple things that affect performance. Hydration Sleep These factors can inhibit the way you function overall. To address them, you must have an individual routine specific to your needs that helps you perform at your best every single day. Some players like music that pumps them up, and other players like music that calms them down. Each person must have a routine and protocol that is based around their needs. But how do you get there? You get there by testing things. If you sleep for six hours but wake feeling tired, that may mean that you need more sleep, or that you need to understand your 90-minute sleep cycles better. We must perform each day and test different things like the food we eat to determine what makes us feel better. How do I feel? Begin by asking yourself the question, “How do I feel?” Phrased that way, the question takes you out of yourself and gives you a moment in the midst of all that you have going on to consider how you feel. People listen to a million different podcasts and listen to two or three books at a time, and we’re so busy that we don’t take time to think about how we’re feeling. We’re working to create a self-awareness that is super important to determining the strategies that will help you overcome your struggles. Sometimes we underestimate the impact of stress on our bodies. Sports are very competitive, as is business. Sales is extremely competitive. You must prepare and train to compete. Energy wins. You might be a more talented salesperson than I am, but if I have more energy, I’ll continue to show up every day while you take a day off. #SalesSuccess The key is to keep your energy up by hydrating, sleeping, fueling, and training. Then, fill your mind with good stuff to crowd out the doubt and fear. Sports have a defined starting and ending point, but sales continues all year, quarter after quarter. There’s no break because each year leads into another. Expectations If we do well this year, what will the people around us expect from us moving forward? They’ll expect us to do better. So now we’re constantly trying to push our threshold. Although what we did last year was good, it’s not good enough for this year. Expectations shift. Some people, though, get comfortable playing things safe, and doing “just enough.” They don’t want to do more than they’re already doing because they know it will simply shift the expectation higher. People fear success almost as much as they fear failure. Sometimes, they sabotage themselves in order to avoid the pressure of accomplishment. Leaders can help their sales teams overcome these struggles by being honest. If a salesperson has hit his numbers for the month and he has a pending deal that he could close this month but he’s holding it for the next month, his leader must remove the need for the seller to impress him. Creating clarity Dana heard an interview with Mariano Rivera in which Rivera said his career changed when Yankees manager Joe Torre called him into the office and explained that Mo would always be his guy. As long as Torre was with the Yankees, he wanted Mo by his side. That freed Mo to relax and do what he was best at. He was f

While proper mindset is important, the actions high-growth coaches use to motivate their teams allow those teams to succeed in sales. Sarah Wirth works for EcSell Institute and studies sales leadership. Along with her team, they look at the coaches in the organizations they work with knowing that great coaches help teams to achieve better results. Sarah travels the globe studying different teams and applying the best practices they can teach to sales leaders. Their research-based teachings on best practices are grounded in fact rather than opinion. Misconceptions about coaching One of the common misconceptions about coaching relates to the timing of team meetings or sales coaching. Most sales leaders do team meetings weekly thinking that getting everyone together via phone makes the team effective. Based on the study, however, the best sales leaders have their meetings once a month rather than once a week. The monthly meeting is much more interactive and educational than the weekly kind of communication. Sales reps want an interactive educational team meeting where they can hear what the other departments are doing. They also want to hear and learn the best practices used by others in the company. They don’t want to sit and hear all the updates of what’s going on, because those things can be sent and read via mail. Instead, sales reps want a certain level of engagement and content to share during meetings. This content is difficult to achieve when you meet every single week. A longer time frame gives birth to more stories and more experiences to share, which results in meaningful and substantive conversations where everyone on the team learns things. Learning from experience Sellers like to learn the best practices, so they listen to podcasts. They want to learn from people from different fields who bring radical and neat insights that they’re not aware of. The interviews and surveys of salespeople reveal that they don’t want to hear the biggest deals. Instead, they want to hear how to get big deals. They want answers to the objections they encounter and tips to make presentations that help them win deals. They want to hear and learn the stories of how others became successful. It’s more of knowing what they did and how they did it. Salespeople want to be the best version of themselves. They aren’t into sales because of charity. They are in sales because they want to help their families and their clients. Most sales leaders are promoted to their position because they were good salespeople. They go from the bottom to the top without getting any formal training, education, and information on how to become good sales leaders. They learn from experience, and that’s why they become successful. Unfortunately, they don’t know how to transfer all these learnings to their peers so their team can be successful and achieve better sales. Motivate the team There are three actions high-growth sales coaches use to motivate their team: Team meetings done in the right frequency and format One-on-one meetings with each of the team members Feedback on what they’re doing well and what they can improve These three are effective ways to help salespeople grow and improve their skills. One-on-one meetings One-on-one weekly meetings with each team member are as effective as doing one-on-one meetings every other week. Aside from the frequency, it is also important to follow a consistent structure. The best sales leaders start their meetings with personal updates in the life of the salesperson they are talking to. They talk about how their family is doing, and if they’re working from home, sales leaders ask for updates on their projects. Sales leaders spend a few minutes connecting with their team members as people. They show that they care not only as a sales producer but also as a person. The coaching and mentoring from one-on-one meetings change a salesperson’s motivation and attitude towards his work. It ignites a fire in him that helps the team meet its sales goals. Even books can’t do this because no matter how good the contents of the books are, the pages can’t hear their ideas or challenge them with questions. There is no substitute for talking through what’s going on in their sales territory or getting their input on the strategies that they’re pursuing. Asking imploring questions during one-on-one meetings breeds in-depth conversations that are helpful for both parties to grow. Do one-on-one meetings with your salespeople either weekly or bi-weekly depending on what works best for your team. Give feedback Give your team members feedback on their selling skills regularly. After successfully closing an important deal with your salespeople, debrief them, and discuss what you saw in their selling skills. Talk about what aspect they did well in the presentation and point out the things they can improve. There is no better time to improve your team’s skills than seeing its members in action. When you see them do what they do best

Sales from the Street - The Unicorn Seller Jen is the unicorn seller and everyone is enchanted by her rainbow-colored sales skills. She has lots of techniques and strategies which help her close deals. You want Jen, but she’s from the competing company and just in time, you heard that Jen wants to jump ship. This is your dream come true! You think of Jen and you automatically think of all the clients she’s bringing along. It’s a whole list of clients and deals closed left and right. Your company will be making money and you’re going to hire more people due to expansion. Jen is the answer! As a top-performing sales rep, I was once Jen, too. I’ve had my fair share of being lured by other companies. I know how it feels to be offered something and to be on the receiving end of the decision whether to hire the top-performing sales rep or not. Before making that decision, here are some things that you need to consider. Why are they leaving? We make decisions out of desperation sometimes, especially if money is included in the picture. When your sales aren’t doing too well and you need the pipeline, you want people who can bring the money in. Even if you’re snagging them from the competitor. You present them with a good 401k plan, you say all the nice things to convince them to jump to your company, and you tell them how fantastic your company’s culture is. You need to assess the situation seriously before making a hiring decision. These are some of the questions that you can ask yourself: Why are they leaving the company? Are they a problem in disguise? Are you willing to take that risk? Why would they come to your company when they’re already making tons of money in their current company? The answers to these questions will help you understand their reasons and see if they’re a fit for your company’s values. What did they do for the competitor? In Mark Weinberg’s book, The Sales Management Simplified, he pointed out the need for sales leaders to consider what the salesperson did for the previous company. You need to consider whether they sold at their last company. It is important to know the system of how their previous company worked. Find out whether they were tasked to find their opportunities or the opportunities were given to them. You need to be specific about the things they do well. When hiring a top seller to your organization, be clear about whether his skills are a match to the skills that your company is looking for. You might end up bringing a burden to your company instead of an asset. #TopSeller What if the person you hire hates prospecting? After three months of work, you see no progress because that salesperson never had to prospect before and now she is having a difficult time. This situation is like putting together a jigsaw puzzle that doesn’t fit. It will never work. Be upfront Many sales leaders and managers are lured into this kind of situation because they focus on the number of opportunities they will generate or the business they can get from their competitors once they’ve hired the top-earning sales rep. But this isn’t always the case. You must remember that contracts are of two kinds: the long-term and short-term contracts. Jen, the unicorn seller, might be able to sweet-talk some of her clients into coming with her to the new company, but clients with long-term contracts will be staying in the previous company until their contract ends. When it does, you’ll need to coax them into coming to sign with your company. It’s a long process and it takes patience. If that’s the case, you need to be upfront and figure out how much business Jen can bring over. Ask her how much business she is bringing along. Talk about the numbers and figure out how you can convince the clients to jump from their current company to yours. Think of the agreement structure and find the solution. Figure out if there’s a non-compete. All of these things must be considered before you bring Jen along. Take Tom, for example. I worked with Tom before and wherever he went, his clients tagged along with him. But that isn’t always the case for some clients who are in long-term agreements. People love Tom and he would often bring a couple of businesses with him to the current company. He is a great salesperson, but even at his best, he still can’t bring all of his clients along with him. Culture The fourth thing to consider is the culture of the company. Will the salesperson fit with the culture of your company? Will your sales team like the new person you’re bringing along? Is there bad blood between them in the past, perhaps like client stealing? It is challenging to fit in and adjust to the ways your company works right away. The new salesperson you’re hiring must be willing to follow the culture. Have the adult talk and orient the salesperson to the ways of your company and how things work. Give her some time to adjust and if it still doesn’t work, then be ready to cut losses and move on. Do not toss money on somethin

The Pipeline Hoax The American dream or the pipeline hoax? The American dream is about owning a home or a piece of property that belongs to you. But homes are expensive and not everyone can afford the American dream. In the year 2000, people who shouldn’t have qualified for home-ownership started owning homes and this occurrence caused a worldwide crisis. The housing crisis connects to sales in two ways: greed and improper qualification. Bankers wanted to get more mortgages so they could sell these mortgages to the secondary market. The problem with this is that people who were getting houses were not qualified for the mortgages they got. The bankers did whatever it took to get people through the door. When prices went up, these homeowners fell short and eventually lost their homes. Sales pressure As sales leaders, you face this situation often. You need to bring in the dollars, and you’re judged based on how much money you can help the company make. Sales reps are expected to have as many deals as possible in the pipeline. This is where the hoax comes in. Salespeople sometimes mask leads in later stages of the pipeline as opportunities. These deals don’t close because the people were never truly qualified. They don’t have the money or the time frame. Sellers are marking leads who are investigating, doing research, and window shopping as though they are opportunities. The sales reps may have 50 of these deals but only 10 truly qualified people. The sales reps keep adding these people to the pipeline because they’re told to add opportunities. The quality decreases because they’re adding leads instead of real opportunities. Similar to the housing crisis, the sales reps report these numbers to you. As the sales leader, you present it to the VPs and they make decisions based on the potential revenue sources. When the time comes for the revenue to start coming in, you look bad, the VPs look bad, and the company looks bad. As a result, someone is getting fired. This situation causes a crisis within the organization. Sales leaders take the fall because they’ve been deceived by the sales reps who try to sell leads as opportunities. Consistent education As sales leaders, it’s your responsibility to make sure that the pipeline hoax doesn’t happen again. Yelling at your sales reps won’t solve the problem. What you need is consistent education. One-on-one coaching time One-on-one coaching time with your sales reps is critical. Make sure to establish a distinct definition of a lead versus an opportunity. Don’t assume that sales reps know this because it’s in the sales handbook or in the orientation. Play it safe by reiterating it to the sales reps so that the quality of your leads won’t deteriorate. Watch the internal culture. Numbers are good but they must be the right numbers. Teach them that a proper lead is someone who shows interest, has the budget, and has a specific timeframe. Sales reps must be able to gauge this information in their business conversations. Give the sales reps a rundown of the important steps in the process. Print them and put them on their desks to keep the culture focused on quality. Sales leaders can talk about all these things with their sales reps in one-on-one meetings. Discuss these subjects with them, see how they take on deals, and don’t be afraid to identify and fix the problems. Role-playing Role-playing is another excellent method for educating your sales reps. Have your sales reps do a role-play of how they talk to their clients Have your senior sellers who excel in their jobs demonstrate how they qualify their leads properly Point out how and what should happen or how they go about getting the proper information. Doing all these things protects you from falling into the hoax. Re-education is the answer to an organization’s problem. When the sales reps aren’t asking the right questions and when they don’t understand what leads and opportunities are, they’ll bring in numbers that look crazy at the end of the quarter. Stop assuming that your team knows everything. Re-educate your sales team to the basics of the selling process. #BacktoBasic Foster the proper culture in the organization so your sales reps will bring in the right numbers and close more deals. “The Pipeline Hoax” episode resources Take care of your sales team and help them improve. Learn more about that with The Sales Evangelist Certifies Sales Training Program. It’s a helpful tool for salespeople and sales leaders to help them improve their skills and abilities in finding the right customers, asking the right questions, and closing a great deal. There are 12 modules in all but you can get the first two modules for free. If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers w

Some people believe that quitting is bad, but Dr. Stanley Robertson believes that the winners-never-quit fallacy is preventing your success. Dr. Stan — CFO for a non-profit in Chicago — takes issue with the idea that quitting is always bad and he wants to share ideas about how to become a successful quitter. Quitting Quitting is simply giving up on something. You can quit going to the gym or quit a bad relationship or quit eating certain foods. You can quit just about anything. It’s easy to see from these examples that quitting isn’t always bad, but he takes it a step further. He believes that the winners-never-quit fallacy prevents people, and sellers, from finding success. Sometimes we have to quit things, and sometimes it’s even desirable to quit things. In fact, we should be quitting things all the time. Dr. Stan got the idea from his son, who is a Marine Corps officer. As he approached the end of his tour of duty, he called his dad one day to say he was considering quitting. He wasn’t sure he wanted to continue being a Marine Corps officer. Dr. Stan’s advice at the time was to keep going. He pointed to the benefits, the prestige, and the opportunities it would provide. His son, who was 23 at the time, would be able to retire at 43. These were the things he thought were good. Eventually, he rethought his response, and he told his son that he should quit if that’s what he really wanted. Quit shaming Based upon that experience, he came up with the concept of “quit shaming,” or embarrassing people because they quit things. We tend to look down on people who divorce from a bad marriage, or who quit a job that isn’t working out, or who quit an investment. We sometimes even hide the fact that we quit because we fear the pushback. When Dr. Stan was young, a guy offered to sell him a VHS — which was new technology at the time — for $200, where it typically sold for $600. Stan bought the VHS only to find that the box was full of bricks rather than a VHS. He was devastated to lose all his money. In order to replace the income, Stan stole things. He eventually went into the Marine Corps himself, where his petit theft ended in a court-martial, with Stan losing his stripes. He knew he had to quit making those same choices. In the end, he gave up stealing and earned his law degree. Every human being goes through a growth process that demands that they give up things along the way. In fact, seasons of life sometimes lead us to quit things. Take, for example, Arnold Swarzenegger, who gave up body-building for acting, and then gave up acting for politics. Our life cycle often causes us to give up things, but some people can’t disengage from the things they are doing because they are emotionally tied to them. Course correction The point isn’t to quit altogether because something isn’t working out. Instead, make a course correction. Do the next right thing. In order to be successful in life, you have to create new things and new goals to replace the things you gave up. The biggest challenge for people who need to disengage from things is emotional trauma. If you’re going to quit, acknowledge the negative emotions. Recognize that some people will try to embarrass you, so you must develop a plan forward. The negativity will be less impactful if you have a new plan in place. We have a problem disengaging from things. Researchers conducted a study called the Jigsaw Puzzle Study in which they studied two groups who were tasked with completing a jigsaw puzzle. One group completed the puzzle, while the group was intentionally interrupted. Researchers discovered that the group who completed the puzzle was happy, while the other group spent twice as much time thinking about the puzzle. The human brain is hard-wired for completion. When we give up something, our brains are hard-wired to complete that circle. Times you shouldn’t quit Don’t quit because things are hard. If you struggle to sell your product, don’t quit. Continue working, and push through those struggles to become a better seller. Don’t quit because you haven’t succeeded yet. The get-rich-quick concept isn’t realistic, and your success could happen next month. Don’t quit because you covet your neighbor’s success. Never compare yourself to someone else’s performance. It’s ok to gain inspiration from your neighbor, but don’t quit because of it. How to quit Interestingly, most people don’t struggle to continue on a given path because that concept has been drilled into our psyche. Ninety-nine out of 100 people will advise you to keep going. Dr. Stan’s work focuses on those people who want or need to give up something but they struggle to disengage. He teaches them how to make that break. One of his clients struggled with her weight and her husband belittled her for it. She didn’t want to give up the relationship, partly because they had a business together. She feared that people would question her decision to quit, but eventually, she got a divorce. Once she gave up the b

Your company continues to grow and you need leaders to guide your team, so you’re considering the question, “When should I promote someone?” Because of your company’s growth, you need leaders and you need managers. So who should you promote? What do you look for in the people who will lead your teams? What characteristics or habits should they possess? Developing leaders Even if your business isn’t growing at breakneck speed, you may need to focus on developing people who can lead when the time comes. The last thing you want to do is keep people in the same position for long periods of time without any opportunity for growth. They’ll get tired and burn out, and then they’ll look elsewhere for growth opportunities. Make sure you’re always looking for ways to create and develop leaders internally. The qualities necessary for leaders in your industry may differ from those of other segments, but for sellers in general, the following guidelines offer a good start for identifying potential leaders. Seller doesn’t equal leader Your employee might be a spectacular seller, but that doesn’t necessarily translate to leadership. Furthermore, if you have a particularly gifted seller on your team, you may not want to remove him from that sales role. It’s tempting to believe that your best closer can become a sales leader and train all your other sellers to close as effectively as he does. And it might be true that he can. But it might also be true that he loves selling and he doesn’t want to spend his time conducting one-on-ones or creating reports. If your team members aren’t interested in leading, don’t force them. Let your sellers do what they do best for your company. Look for these traits as you ponder when to promote someone. Sellers who want to lead When you begin your search, look for sellers who actually want to lead. If one of your team members talks frequently about leading or climbing the corporate ladder, consider giving him the opportunity to do it. If he is ambitious and goal-oriented, he might be just the leader you’re looking for. I recently met with a BDR that a client of mine hired, and the guy was passionate about his work. He strives to go above and beyond the call of duty, and he wants to work his way into a leadership role. He wants to contribute to the organization, but he isn’t power-hungry. He understands that great leaders don’t threaten the people above them because they aren’t competing to take their jobs. Prepare your replacements as you consider other opportunities you’ll compete for. In every leadership role, consider who could replace you in your position, and then ask yourself how you can develop that person. #SalesLeaders Sellers with a proven track record Desire isn’t enough to be a successful seller. You must also have good results behind your name. You’ll note that I said above that you should not necessarily remove your top seller to turn him into a sales leader. The exception is when that seller is the best candidate for the job and when she wants to do the job. Recognize, too, that a top performer won’t necessarily be the only team member with amazing results. Consider the top five sellers on your team and then decide whether any of them possess leadership potential. Consider whether they have any desire to train other sellers, and take note of a “lone wolf” mentality that suggests they don’t want to share with others. Make it your goal to develop a nurturing leadership approach in which team members help one another. Sellers who don’t volunteer to lead Keep in mind that some sellers may not volunteer to lead, but that shouldn’t necessarily exclude them from consideration. If they have the framework, the talents, and the characteristics of a great leader, challenge them to step out of their comfort zone. In the book Sales Management. Simplified, Mike Weinberg recalls a CEO who believed it was his responsibility to stretch people like a rubber band: to the edge of their capabilities without breaking them. They may not recognize their own capabilities, but your job is to help them see what they are capable of. Sellers who are problem-solvers Too often, sellers fall into the trap of complaining about their work situations. Instead of looking for ways to improve things, they look for mistakes. That negative outlook shows in their results. Look for sellers who are problem-solvers as you seek people to promote. Typically, they’ll be your best sellers because they make it a practice to solve problems for customers. If you find a seller like this among your team members and promote him, he’ll set an example of problem-solving for the rest of the team. You’ll have less to worry about because they’ll solve the problems before they get to you. Surround yourself with leaders who can think for you and take care of things so you can focus on other issues. Sellers who are willing to work Your leaders must be willing to work hard. This doesn’t mean that they work 18-hour days, because it’s very p

Sellers often face obstacles in their sales process, and the need to remove them is sometimes referred to as the need to “Shoot the donkey.” Will Batista has worked on several presidential campaigns and other political campaigns throughout the country. He recently led a state ballot initiative to change Nevada’s constitution and now he is now working in the energy sector, particularly in the communications and investor relations of the company. Jonathan Diaz works in the university setting where he serves as an adviser and he also teaches classes. Shoot the donkey This phrase originates from an article that Will discovered while he was looking at political media companies. Shooting the donkey means removing obstacles in your course. In the movie Patton, based on true events, the characters were heading up a mountain but there was a donkey in the way. Failure to get the donkey out of the way would put them in a dire situation resulting in casualties, so they sent out some of the guys to move the donkey. Nothing worked so the general said, ‘Shoot the donkey!’ Sometimes we have to remove obstacles in our way by whatever means necessary, especially in the sales industry, where you eat or you don’t eat based on the sales you make. #ShootTheDonkey Remove the obstacles When we were in college, our obstacles were our beliefs. We didn’t believe in ourselves as much as we should have. There are times that we don’t give ourselves credit when we should. This is true in sales as well. You might not trust your sales ability and you keep telling yourself that you’re no good at it. This idea is difficult to overcome but it’s imperative that you get through it because it’s the only way for you to become successful. For example, back in college when we were selling water, the first obstacle that we had was that we spent a lot of money to get a booth and to get all the water. In order to do that business at a bigger scale, we needed more people, so we went to Idaho Falls and that’s when we did a better job. The third time, we ran out of water and we could have given up, but we didn’t. Will went to Sam’s club and got ice and made it happen. We succeeded on a small scale. We didn’t make hundreds and thousands of dollars but it was proof that when you put a desire into action, you can make it happen. Fear of obstacles Sometimes we fear obstacles and see them as a negative thing because they do have a negative impact at that moment. There is, however, an opportunity for growth and change in every obstacle, and the ability to tackle problems in a different way. It is a great time for a change and to challenge your ability to think differently. The water selling was very basic but year after year, we saw that we’re not doing so great and that became an opportunity to improve the process. Obstacles are typically not good things, but they are opportunities for us to grow and to think critically so that when we are faced with another problem in the future, we will be able to overcome the challenge. In politics A lot of times when you are trying to get something done, there are always goals that you need to meet. Will was thrown into the fire in his first year working as field staff in Reno because he had no experience recruiting volunteers or meeting metrics. He had to learn the ropes quickly and the obstacles he faced were the goals that were being imposed on him. He had to find ways to meet the goals regardless of whether he had volunteers or not. Will needed to get into these gated communities but he couldn’t get in. Sometimes, they’d follow another car and find a way to get to the individuals and voters to get their contact information. He had to do whatever was necessary to meet their goals. They had goals in mind and they focused their actions to meet the goals. Obstacles will always be there but you’ve gotta do what you’ve gotta do. Another challenge was getting people into the office to make the calls for the campaign so sometimes, Will had two phones going at the same time. He’d be leaving a message on one phone and talking on the other. Hustling is when you do what you need to do to hit your goals. For students John advises students of three main things as they seek the best fit: Identify their interests Identify their skills and abilities Determine their values, or the things that are important to them For students, the biggest obstacle is the parental control or familial influence. Students now are pressured with the idea that they need to choose a major that will provide them with stability in the future. Many are being pushed into taking courses that they aren’t interested in, courses that they aren’t good at, and courses that are not even aligned to their values. John tells his students that for them to shoot the donkey, they need to remove the barrier and talk to their parents. They need to choose the major of their choice because, at the end of the day, it’s them who will go through all the studying and not their pare

Creating an authentic personal brand is important because everything that we develop in business is based on creating a personal brand. As sales reps, polishing your personal brand must be a priority to stand out to everyone no matter where you go or where you are. Emily Soccorsy and Justin Foster are co-founders of intrinsic branding practice Root + River. They have combined their experience and expertise in branding and passion for personal growth to guide individuals in combining authentic original brands that attract new opportunities and levels of possibilities. The intrinsic practice Both Emily and Justin believe that every great brand is a spiritual experience. As coaches, they guide individuals regardless of the roles they play in the organization. Their goal is to make them understand that deep foundational soul of their brand and put that into practical use every day. Branding is a practice, which means you need to do it every single day whether you are aware of it or not. Intrinsic practice will help you be aware of the things that you do and get organized around them so that those things will have far greater impact for a longer time. What is branding? In simple terms, a brand is how other people experience what you believe. The brand is how people experience you in everyday situations and conversations. If you understand what that experience is giving to people, you can tap into that in a more conscious manner to help build your brand in a way that has greater impact. Frank Rogers is a good example. He is a great salesperson who developed a thought leadership brand. He doesn’t wait for the market to tell him what to say. Instead, he leads from the front. Chip Scholz from North Carolina is another example. He is an executive coach with a very memorable brand who uses a direct and Socratic approach in his coaching. Regardless of the audience you are talking to and the role you have, whether you’re a coach or a sales leader, you must follow the same principles because you are responsible for two brands. First, you’re responsible for your personal brand, and second, you’re responsible for the brand that you are representing. There are three specific qualities in intrinsic branding: inner traits that show up in the outer world. Be original. Don’t be a karaoke singer or cover band. Be an original thinker, an original producer. Articulate well. Learn how to tell your story eloquently, consistently, and compellingly. Do this without hesitation and insecurities. Share your story from the heart with conviction. Be vulnerable. Do not give a packaged version of yourself. It is best to carry the lightest armor you can because when you do, you emanate something. All three traits help to make a brand a positive contagion. Originality Anyone in any position has an opportunity to take an inventory of what their true expertise is and what they are better at doing than anybody else. If you are good in sales, ask yourself how it manifests, what it looks like for you, and in what aspect of the selling process you are crushing it. These are difficult questions to answer because most times, what comes easily to us doesn’t get much value. But if you are able to tune into the things that you are good at and able to share those with people, you’ll have the opportunity to be an original thinker and brand yourself as a thought leader in whatever sliver of space that is. Make sure that you share the tips that you have and give feedback to people who are open to it. You begin to build your brand by being a thought leader when you differentiate yourself in those conversations. Fear Many feel apprehensive in speaking and expressing their original self because of two reasons: the fear of becoming an over-promoter and the social emphasis on humility. There is a fear of overdoing things and the feeling of bombarding people with content they don’t really need. But sharing is a moral obligation if the content is good and you are producing something that is helpful for the community. The second one is humility. While humility is a beautiful trait, it is unfortunately a terrible brand strategy because you have to suspend the idea that you’re not special. Conditioning From a very early age, we are conditioned to put the emphasis on other people and not on ourselves. People who talk about themselves are looked down upon. But the truth is you have a voice and you have a message. You have something that transcends the product or service that you are selling, and you have a piece of yourself to offer to the world. You can’t do these things if you choose the road of humility. As a sales rep, it is your role to share your gifts with the world, and the way people can access your gifts is through your products and services. Consistent authenticity Authenticity comes from knowing who you are and what you can do. It stems from acceptance and conviction. When you discover who you are, the next thing you need to master is how to achieve consiste

Managing tasks as a leader is difficult because all the tasks are urgent and you have the internal battle of deciding which tasks need your attention. You might have a meeting with recruiters about the hiring, or you’ve got to do an interview with some sales reps, or you’ve got to create a report for the VP, and other equally important stuff. The list could go on and on and in the end, you aren’t able to get anything done to bring in more revenue. The challenge As team leaders, the best thing we can give to the sales rep is our care and utmost concern. Unfortunately, though, things don’t go the way we plan due to minute tasks that bog us down. Team leaders are faced with the challenge of managing their time to do the things that will impact the entire team in a good way. The grumpy sales manager syndrome The grumpy sales manager syndrome is nothing new and you might have experienced an episode of it once or twice. You are the leader so it’s natural to be bombarded with so many things to do: make reports attend meetings with sales reps meet with recruiters meet with marketing folks You are swamped with many different tasks and it’s overwhelming you. Mike Weinberg mentioned this in his book Sales Management Simplified where he discussed all the different sales management myths and challenges. He then explained it in a way that’s both understandable and relatable. In the book, he said that this problem stems from the executive level. Company owners or VPs are usually the reason sales managers have a tough time in juggling all their duties and this has nothing to do with the reports they are asking for. Rather, it has to do with the culture that is set within an organization. Executives, for example, aren’t focused on sales and so they don’t do everything in their power to cater to the sales effort. First line of defense All the departments in a company or organization are important for the entire operation to work successfully. The marketing team, the development team, and all the other departments you can name are imperative for the organization to thrive. But all these other departments won’t be getting any money unless the sales team brings in more revenue. The sales team is an organization’s first line of defense since it is bringing business into the company. #SalesRevenue Sellers are the ones out there who are battling it out against the others. That is a huge amount of weight for the sales team because if it can’t happen, the company may fire the sales leaders for the lack of good results. Salespeople are foundations of a successful company and failing to recognize that is a problem. We need a culture that is built around salespeople. Rate the tasks accordingly Sales managers don’t necessarily have a defined role and instead, they have interconnecting roles within the organization. For example, if you are helping the team generate revenue, then all your tasks must be related to that. But that’s not always the case. To define your goal, try to list the things that you do on a day-to-day basis and rate these activities from 1 to 5. (1 if the task isn’t helping you in fulfilling your goal, 5 if the activity is directly related to accomplishing your goals). For instance, a one-to-one meeting with your sales rep to help the CS team increase its revenue is a full 5 rating. The meeting is an opportunity for you to give pipeline reviews with the sales rep to help him close more deals. Going on key account calls and weekly sales meetings are income-generating tasks and are closely tied to your goals. Housekeeping On the other spectrum, you can have others complete tasks such as cleaning your inbox, creating spreadsheets to track sales and metrics, and attending meetings not related to your role. Or, if you prefer, do these tasks in your downtime. If you want to clean your inbox, then do it in your downtime. If you want a spreadsheet, then use CRM. If you want to attend the meetings unrelated to your task, you can jump in for a few minutes to check how it’s going instead of sitting down the whole two hours. Assess the tasks and if it’s possible to get an assistant to help you, then hire one. There are several platforms like Upwork where you can find somebody who can do something for you on a project basis. Rating your tasks will make your work more efficient and will give you time for the more important things. Focus on the important ones Ask yourself a series of questions before proceeding to every task. Am I needed at the meeting? Will it run effectively if I am not there? Will this task help my goal in increasing revenue? Rate the tasks and pick the ones that are most important by focusing on threes, fours, and fives. Fives are the obvious things that must happen. Set down the time for your meetings: time for the one-on-one, time for talking to your sellers, and all the other activities that are immediate. You might want to do the interviewing for new hires on a weekly basis or you might want to review resumes

Every person in every industry can improve a little bit every day by focusing on self-improvement and developing respected leadership traits. Whether you’re a seller, a sales leader, or someone who isn’t even involved in sales, you’ll likely find yourself responsible for guiding people and helping them succeed. Luis Weger works with a startup focused on changing the medical construction industry and serves as an offer in the Army Reserves. He recently launched a company called "Self: Reinvented" designed to help others discover their purpose and passion and enhance their resiliency. He believes that anyone can develop their leadership skills, even those who seem to be natural-born leaders. 2 ACT He developed a phrase to help people remember the important aspects of leadership. Leaders must remember 2 ACT. Each letter in the acronym represents two concepts. A = Aware and Accountable C = Competent and Confident T = Trusting and Trustworthy. From his experience leading people, training people, and working with clients, leaders must have these six attributes in order to lead well. It’s especially true in the sales profession. Aware and Accountable Every military leader learns situational awareness because it’s vital in foreign countries. You cannot operate in enemy territory without knowing what’s going on around you. In business, this refers to knowing what’s going on around you. It also refers to emotional awareness. Are you in tune with the people around you? Do you know what’s happening within the company you represent? Do you understand what your client needs? Are you tracking changes in the industry you’re in? Industries change constantly, from rules and regulations to policies and procedures. You must stay aware of the changes that are taking place. Leaders who live under a rock won’t be leaders very long. You cannot ignore the realities in which you operate because if no one’s following you, you aren’t truly a leader. Luis was recently invited to change military units, and he discovered just prior to the transition that there was only one other officer in the unit. That meant that he and the commander were responsible for all 50 soldiers. No one told him that ahead of time, but because he was aware, he picked up on the situation and made an informed decision. Accountability is also vitally important in the sales industry. Being a sales leader means taking accountability for the performance of your team. Don’t pass the blame. Share the credit wherever you can and take ownership of mistakes. Leaders guide and protect their team members. They sit down behind-the-scenes with their team members and acknowledge the things that went wrong. Then they help them correct those problems. Competence and Confidence Luis points to the book The Speed of Trust by Stephen M.R. Covey as one of his favorites. When you’re in the sales profession, your clients look to you as the expert. You represent the perfect solution to your client’s problem. If you have ever sat across the table from a person who doesn’t truly understand the industry he is selling in, you recognize the importance of competence. No one expects you to be an expert in everything. In fact, companies recruit fresh blood all the time. It’s one thing to bring a new perspective in the form of someone who is learning and quite another thing to recruit someone who is incompetent. In the military, lieutenants who come right out of college outrank noncommissioned officers who have been in the military for 20 years. They don’t really know much about the military because they are fresh out of school. How do you lead people who have 20 years more experience than you do? You don’t have the same knowledge and skills they do, so how do you reflect competence? You reflect a desire to become competent. Like CEOs, you don’t have to be the smartest person in the room; you simply surround yourself with smart people. Build a network. Demonstrate humility. Show people around you that you aren’t the greatest but that you’re seeking help to get better. Then demonstrate that you’re comfortable leading. Luis knows leaders who are in charge by title but they don’t want to be there. Confidence doesn’t mean feeling 100 percent all the time. It simply demands that you have the right frame of mind. So what Luis developed a technique he calls “so what?” “So what if I mess up on my speech?” “So what if I say something unplanned on The Sales Evangelist?” “So what if I don’t close this sale today?” “So what if someone sees me make a mistake today?” The point isn’t to minimize consequences. We’re reminding ourselves that it’s ok to be human and to be imperfect. When you get beyond the discomfort that comes from the fear of failure, that’s true confidence. It’s about managing fear and putting fear in its proper perspective. People will be more attracted to you because they’ll see you as a real person. Trusting and Trustworthy Luis recalls hearing a CEO talk about the need to be trusting and t

Some sales teams complain about everything from marketing to CRM and comps, but if you develop the ability to show your team you care, you’ll overcome the negativity and establish a great work environment. I’ve worked as a sales rep, as a sales leader, and as a consultant, so I understand that complaints are a normal part of the sales process. In some organizations, though, the sellers don’t complain as much because they believe their managers care about them. Imperfect selling scenario It’s tempting to believe that sellers who don’t complain work in better environments. Even if they don’t get great leads, and if they don’t have the best CRM, or if their facility looks outdated, some sales reps enjoy what they do and they enjoy the people they do it with. Because the management cares about their welfare, the sellers are able to enjoy their work. Although your CRM and your environment are important, culture plays a vital role in helping sellers thrive. In a subpar culture, typically the focus remains on numbers alone. Sales leaders During the month of August, we’ll focus on sales leadership and the principles that will help sales leaders succeed so their teams can succeed. Of all the things you could possibly do to encourage your team, investing time in them ranks the highest. Just like a relationship with your husband or wife, the relationship probably won’t survive unless you spend time together. Nice gifts and other symbols of affection won’t overcome a lack of time together. The same is true for your kids. Don’t base your relationships with your sellers on shiny new CRM or an awesome facility. Instead, demonstrate that you care about their success by dedicating time to help them improve their performance. One-on-one Prioritize one-on-one meetings with your sales reps. Although sales leaders get bogged down by countless things that demand their time, you must invest time in the things that truly matter. Log it on your calendar so it won’t get pushed aside. In my own sales journey, when my own leaders prioritized one-on-one time, they were able to help me overcome challenges that were hindering my success. It also made my sales leaders seem human and it helped me see them as something other than a boss. I see her as a trusted friend and someone I can respect. Leaders who jump into the trenches with you have the authority to guide you. When my sales leader stopped investing in one-on-one time with me, my sales performance declined, not because I wasn’t doing my part, but because I was able to draw motivation from her experience and example. Share priorities Be aware of your team members’ priorities and make sure that the things that matter to them matter to you, too. If my sales rep is engaged to be married, I need to be aware of her priority. I can support her priorities by making sure that she’s earning enough money to pay for an amazing wedding. I must make sure that, during our one-on-ones, I’m helping her figure out how to accomplish her goals. Better yet, if I know of someone who owns a wedding venue, I can consider connecting the two of them. As a leader, I can provide guidance and resources to help her achieve her goals. If my leader is willing to prioritize the things I value, I’ll do the same in return: whatever is important to her will become important to me. Whatever she needs me to do in order to be successful, I’ll be willing to do it. This kind of relationship isn’t intended to be manipulative or controlling. Instead, it’s a natural by-product of the leader’s care for the seller. Go on-site Once a month, or on a recurring basis, free your schedule to do site visits with your reps. Don’t go with the intention of taking over the meeting. Evaluate her progress and ask her afterward what she did well and what she might have done better. Help her improve as a seller. Demonstrate to your sellers that you value them enough to share your time. Give them room to make mistakes and room to grow. In Jamaica, families frequently send their 10-year-olds to the grocery store to shop for the family. That doesn’t happen often in this country. The opportunity helps children learn from their mistakes and gain valuable experience. Give room for failure We must give people a chance to try things and fail and then learn from the correction that follows. The experience builds independence and responsibility. #SalesExperience Don’t jump down their throats when they make a mistake in the midst of a deal or when an opportunity flops. Guide them. Let them know you care. Talk to them and coach them. Then give them an opportunity to try again. Acknowledge improvement and give your team members room to lead and coach others when they find success. Show them how to become trusted individuals. “Show Your Team You Care” episode resources You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, y

Supporting a cause as part of your business model can help you establish your brand and create a personality for your company, and “cause marketing” can draw customers who want to do business with you. Cause-based marketing stems from a business or a business owner that champions a cause that they believe helps with their personal branding as well as the company’s brand. It benefits a specific cause while it generates more business for the company. Jaron Rice is the founder of Magothy Payments, Maryland’s highest-rated merchant services provider. He helps businesses become more profitable by lowering their costs of credit card acceptance and helps organizations save money on payment processing. Payment processing In Jaron’s case, businesses have to pay fees in order to accept payments from their clients. The transaction is called an interchange and it’s set by the card brands: Visa, Mastercard, American Express, and Discover. The fees are paid to the issuing banks and then there are dues and assessments that are paid to the card brand. At the same time, there are merchant service providers that sell similar services. A typical merchant services agreement is a three-year contract that has a $495 cancellation fee. Also built into that contract are canceling penalties called liquidated damages. In effect, the merchant services provider is arguing that if the business takes their processing volume somewhere else, the bank or merchant services provider will suffer financial harm. The fee generally amounts to about $150 a month for the remaining months in the contract. Jaron often interacts with small businesses and discovers that he can save them about $200 a month with his services. For a main street business, that’s a substantial savings, unless the cost of breaking the contract will be $4,000. At that point, it isn’t worth switching providers. Unfortunately, these fees aren’t usually disclosed on the contract agreements. Terms and services Penalties present a major issue for the industry because the typical contract is about three pages long. On the last page of that contract, companies often include a URL that links to a 75-page PDF document full of clauses and information about cancellation fees. These fees aren’t actually presented to the merchant at the time of signing. Worse yet, some companies require you to have an account with them before they allow you to view the document. These companies have created a shell game that keeps businesses locked into unwieldy contracts for years. Then, to make matters worse, there’s a small 30-day window at the end of the contract during which companies can cancel their existing agreement in writing. If they don’t, the contract automatically renews. Bad reputation Jaron discovered upon engaging with this industry that it has a bad reputation. He brought on a small hobby shop business as a client, and at the time they signed a contract, he asked whether the owner had any outstanding contracts or cancellation fees for its payment processing. The owner assured him that he was 4 and a half years into a three-year contract, so he was good. The owner signed a month-to-month contract with Jaron, and 9 months later he contacted Jaron to ask about a $179 charge on his bank statement. The charge originated from a merchant services provider, but the identification number didn’t match Jaron’s company. It turns out the previous company had been charging him $179 a month for the previous 9 months despite the fact that he sent a certified letter canceling the service. When the owner called the company about the charges, the representative said that they were charging him $179 a month because the company figured he would rather pay that than the $2,400 plus cancellation fees that were spelled out in his contract. Because he hadn’t canceled his contract, it automatically renewed. The next day, the company randomly took $600 from his account. Addressing the problem He went to his bank to find out what recourse he had. The bank advised him that they could block the withdrawals for a period of six months, but that on the 7th month, the provider was likely to try to take the previous six months’ worth of charges all at once. The bank advised closing his account and opening a new one. This was a business owner who had a family to support and employees who worked for him. Jaron recognized immediately that something needed to be done. About a year later, he connected with a business owner who ran a cigar shop. The two signed an agreement to work together and then spent some time talking about the horrors of payment processing. Jaron mentioned that he wished he could write a law to make these kinds of conduct illegal, and his new client mentioned that he was a state delegate. The two generated an idea for a piece of legislation that would protect the small business owners in Maryland from the predatory bank practices of banks and merchant services providers. On the third attempt, the bill pass

Whether you’re a brand new sales rep, a sales leader, or an experienced seller, the key to success relies on your ability to build a championship sales team. Will Richter drives revenue for medical device companies by increasing their sales volumes, reducing their operational inefficiencies and crushing their competition. He has the unique ability to find the blind spots in any company's sales process and can turn around a growth plan of action and a winning team in less time bringing bottom-line results faster. Deep assessment Will points to leadership and culture as the keys to building a championship sales team. Whether you’re a business owner, a CEO, or middle management, the culture gets dictated by the leadership. They set the tone for the culture and they define the expectations for everyone on the sales force. Those leaders also determine what will not be tolerated. Once teams accept mediocrity, it becomes the norm. When you’re a sales leader, you’ll either inherit a team or you may get the opportunity to take some educated risks and build a team. You must do a deep assessment of the team’s skills, its motivations, its past successes, and get to know the team members. Find out what makes them tick. You cannot manage every member of your sales team the same way because they may have different motivators. If you don’t discover their motivators, you’ll struggle to create a championship kind of environment. People and culture People are the fabric of any great culture. If you’re at the top, you’ve got to reassess your talent base, and you’re probably going to have to let some of that go. Think about the culture you want to create. Then, seek out people who have the experience and the knowledge you want. If your sellers are strong and they have similar values, they’ll outlast someone who simply looks good on paper. The average sales rep lasts about 18 months in any company. So if you bring a new seller on board, imagine the cost of onboarding plus the cost of training and the ramp-up time it takes for him to start earning money. Your company won’t likely make anything if he only stays for 18 months. Wrong person The worst part of the sales leader job results from having to let team members know that they aren’t a good fit for the team. In fact, the higher up you go, the more these people have on the line. They have families and wives and big mortgages and a lot to lose. Will reports feeling a lot of empathy for these folks. At the same time, do not accept exceptions or excuses. Expect your team to have the same “win all the time” attitude that you have. Will was hired to turn a sales team around in which only about half of the team members were strong. One gentleman who had been with the company for six years absolutely killed it his first year, but then he rested on his laurels. The company couldn’t fire him because people had tried in the past and it had become a political issue. Will had to work closely with the guy, giving him a lot of feedback and working to coach him up. But Will’s says that people are either coachable or they aren’t. If you aren’t coachable, you’re cutting yourself off from professional development. This guy didn’t want to be coached, so Will put him on a 30-day plan. The guy got in his face and screamed at him and eventually, they were able to ask him to go. Difficult conversations Will likes to build relationships by getting to know his sellers as people. He asks about their families and their hometowns, and what makes them tick. Then he recommends being an open book yourself. Be transparent and real about your shortcomings. If sales teams lock arms together and work as a unified front, they’ll accomplish much more than they will alone. #SalesCulture As you coach your team members, speak factually. Leave the emotion and personal information out of the conversation. Stick to facts and data. Highlight the fact that she has a quota, she has a territory, and she has a quantifiable history. Now, she has a certain amount of time to accomplish this other thing in order to avoid moving to a new set of consequences. Document everything. Factual information feels less personal and it’s easier to digest. Background information Create a profile for the kind of players you’d like to hire. How many do you need? What type of background do you want? Should they have a certain amount of experience? What kind of values are you seeking? Whatever your criteria might be, create a profile and then create a world-class recruiting strategy and a strong hiring process. Many companies place an ad on Indeed any time they need to hire a new seller. They sort through resumes, pick three, interview two, and hire one. It’s called reactive recruiting. On the other hand, when you’re proactively sourcing candidates, begin by hiring a recruiter. Tell him exactly what you’re looking for and ask him to leverage his database to find candidates who meet your criteria. Have him call the candidates that meet your crite

The Sales Evangelist team understands the challenges in coordinating calendars and that’s why I love Calendly. This tool is perfect for ensuring that your schedules are well planned and plotted. Calendly for selling Calendly is a great tool that we’ve been using for years. The calendar dance is a common routine among sales reps who go back and forth with prospects, and partners trying to set a meeting. When their schedules don’t line up, the task is tricky and challenging at best, so how do you go around it? Calendly is the scheduling app that’s going to make that possible. There are three reasons why I love Calendly and why it’s a great fit for sales reps. Ad hoc meetings There’s a difference between being helpful and being lazy. When we deal with prospects who don’t have any intentions of calling, we reach out to them cold. The last thing that you want to do is to give them homework or introduce a possibility of them getting busy and not doing the task with you. It feels a little like imposing a task to your prospects. Instead of doing this, I recommend that you use the ad hoc meeting embed feature. Gmail integrates to Calendly well, as we mentioned in episode 1142. Scheduling becomes easy when you integrate your Gmail to your Calendly account. You can just click on the little calendar icon next to the send button. A panel opens on the right side and you can click on the time that you are available. You can pick the time you want, put it in your calendar and into your email, copy it, and then paste it into your email. Your prospect won’t have to leave the mail. They can click that link to see the times that you are available. They can click on one of those times you are free. The time they picked will automatically be put in both of your calendars making everything more efficient. It’s slick and nice. Personalization The second thing I like about Calendly is the ability to personalize. This feature allows you to create different events or different calendar events for different types of people. For example, I am a sales trainer and a coach who runs an organization. I have several schedules and my coaching times can be designated so that my coaching clients receive a calendar that only reflects my coaching schedule. I have assigned Monday as my podcast recording day. This means that if a podcast guest wants to record, the only time he will see available on the calendar is Monday. My clients can pick any time that I am available on that day. They can’t just pick any day of the week; they can only see the free time I have on Monday. As a sales rep, you want to schedule your days effectively and you don’t want to keep everything wide open. You can designate appointments in the morning or in the afternoon and put those times in your calendar. These appointment times will be specific for initial appointments or whatever you may want to call them. Your clients can pick up anytime in your available window and the schedule is then made. This is also helpful when you are looking for a prospect and they can’t talk right then and there but they want to schedule another time. You can pull up your calendar, look up the times that you are available for initial appointments, and you give that slot to your prospect. But if they want to talk right then and there, then go for it. Whatever your event may be, you can make specific time slots that you can choose from or your clients can choose from. The best thing about this is that all these can be integrated into Zoom. When your prospects sign up, they’ll immediately get a Zoom link. They’ll also get a Calendly invite and their appointment will be input to their calendar. You can also set this up from your website for clients who want to pay for coaching sessions. Team option Team option is the newer feature of Calendly. This feature is effective especially for bigger teams with several sales reps. For example, if you want to set-up a meeting with a sales rep of a software company, you don’t have to call or mail them and inquire of their available time. All you need to do is to go to their website and look for the team page and set up an appointment schedule. This team page is connected to Calendly and their Salesforce or CRM. This means that the team’s calendar is connected to the sales reps. Whoever has free time on your scheduled appointment date is going to get the notification. This is a round-robin approach so the members cannot cheat the system. This feature saves a lot of headaches especially when assigning which appointment goes to whom. You can also set up different events. If you need to set a meeting with your project manager to go over some things with your client, your connected calendars will make it easier for you to see the schedules that both parties are available for a meeting. You can then share the link to your client and have the conversation. Simple and efficient Calendly is a simple and efficient tool that is blowing the competition out of the water.

There’s no greater gift you can give to a seller than leads so we’ve uncovered 3 core SEO principles to help increase your inbound sales. We’re working to unite the two warring departments of sales and marketing. Kyle Carney has a passion for helping businesses grow and he does that with principles that help organizations earn inbound leads as fuel for growth. Lead generation mistakes Many businesses chase after the wrong keywords in their SEO efforts. They know their industry and their target market but they pursue vague SEO terms. If, for example, I search for “new homes,” that could suggest that I’m looking to buy, or to build, or to discover what a new home costs. Businesses can improve by being more strategic in their efforts. So instead of searching for “new homes,” they can work to rank for “new home builder in Colorado.” That strategy is crucial for online success because that generates traffic that has qualified itself before the conversation even begins. Google knows everything. It knows where you are, so if your website indicates the area that you’re serving, it will figure that out. One: Get your website right The messaging on your website has a huge impact on your inbound sales. We must make sure we get the right message in front of the right clients so they qualify themselves prior to beginning the conversation. At that point, it becomes like fish in a barrel because they come to you and say, “I saw this on your site and it’s exactly what I need.” Building a website with proper messaging for the right audience allows your prospects to move themselves down the funnel. #SEO Improve your site Sellers wear a lot of hats and sellers have the ability to influence anyone. If we want to increase our bottom line, it’s in our best interest to connect with the marketing people and convince them of the importance of a smooth website. Work toward a mobile-friendly site. Most sites are, but there are small tweaks that will make your site operate faster. If the site isn’t designed correctly, it will run slowly which will affect your rankings. Identify the things your customer wants by understanding how they find you. If they find you online, ask what they were searching for. You’ll discover actionable information that will help you refine your website. Find keywords that match what you do. Strive for specific, clear intent. Be data-driven. Find the search volume for keywords to help you decide on your messaging. Rank for the right things Most of the data about search content is freely available using tools like Google Keyword Planner. Initiate a conversation with the marketing department to ensure that you’re ranking for the right phrases. If you’re ranking for phrases that no one is actually looking for, it will do nothing for you. Once you’ve got the website functioning smoothly, you’ll focus on converting those prospects using content. Two: Generate content This isn’t a reference to a basic 300-word blog. It’s quality content that focuses on answering their key questions, and includes every type of content. If every seller would create videos to provide information, the potential would provide to be unreal. Create videos. Write blogs. Answer frequently asked questions. Block out 15 minutes to create content daily, even if you have to do it during lunch. It’s arguably one of the most valuable exercises a salesperson can do. Write down every question people ask you and rank them from the most common to the least. People frequently ask “How long does it take for SEO to work?” SEO is kind of a nerdy topic that many businesses don’t think about. Once they address it, they often want to know how long the results will take, so he wrote a massive article breaking the process down. He didn’t intend to sell anything, but rather to provide quality information. Within a couple of weeks, people reached out to him asking if they could share it. Then, he landed on a list of 25 top Internet marketing articles worldwide, and he was surprised by the fact that people were even able to find him. Kyle points to The Go-Giver as a book that changed his perspective and motivated him to enrich the lives of the people who engage with his content. Now he uses the article during conversations as a source of information he can share with people. The article set him up as a thought leader and authority on the topic of SEO. Think long term SEO is a long-term game. It’s a process that won’t happen overnight. If you use it effectively, you’ll see results. The challenge, Kyle said, is that many sellers have huge lists of content they’d like to create but because they have big deals on the line, they have to prioritize those deals because that’s money in the bank. It’s difficult to prioritize stuff that doesn’t pay off immediately. In the long run though, you’ll make so much more money if you can generate content and videos consistently. Kyle is a big proponent of YouTube but he recommends doing whatever is easiest. Just do something. It’s

Many sellers rely on old ideology to engage their customers without realizing that if they flip the script, they can set the rules for the sale instead of conforming to the buyer’s rules. Oren Klaff is the author of Pitch Anything, a required reading throughout Silicon Valley, Wall Street, and Fortune 500 companies. Oren is the world’s leading expert on sales, raising capital and negotiation and has written for Harvard Business Review, Advertising Age Entrepreneur, among others. He is also an investing partner in a $2 million private equity investment fund and loves motorcycles. Oren is about to release his follow-up book entitled, Flip the Script. Raising money for companies There is very little flexibility in most meetings, in that what happens in the first few minutes determines the outcome of the whole thing. The pitch is very important because there are high stakes in every presentation. It’s expensive to travel to presentations, so you have to get everything right the first time. Making a pitch is like a surgery. There’s no room for error. A pitch is a pitch regardless of the value: $1,000, $5,000, $100,00, $10 million, or $15 million. An account is an account. This is what Oren does. He invests in companies, buys companies, and he trains the salespeople in these companies to raise money. He knows this works because companies tell him that their sales averages have doubled, that they’re closing deals, and that they’re raising money effectively. He isn’t an academic who dives into the numbers and writes a study about it. He is the one who dives in and takes action. Pitch is everything You walk into the boardroom where there is a lot of money at stake and you give the pitch. The next five minutes determine the outcome of the meeting. In sales, if you don’t win the deal, you just go to the next one. In a given fund-raising project, you might be trying to raise $10 million for a company and have only 10 pitches to do it. You have to learn it, give it, and raise the money. If you don’t, it’s a catastrophic failure. You do what you can to give a pitch that will help you win your sales situation. Pitch Anything shares all the things Oren learned from all the pitches and high-stakes situations over 20 years and teaches how to apply the exact same rules to everyday business. Whether you’re taking part in a sales meeting, doing sales over the phone, or recording presentations for a webinar, the book teaches how to win in everyday sales situations. Pitch Anything sold a million copies and the follow-up book, Flip the Script, shows you how to do the things you never would have thought possible. Writing ‘Flip the Script’ Oren has seen people put his concepts into practice: how to open a meeting, how to raise your status, how to control the frame, and how to lead the buyer to a purchasing decision, and how to build your status so high that people will be desperate to buy your product. Even when people are trained, we still make mistakes. This is what Oren has seen and he believes that the follow-up book is going to change the world. Inception Oren said that most people wouldn’t recognize his techniques as the way to conduct sales. For example, Oren met with a guy who wanted help in selling his company. They discussed the terms and proposals for 45 minutes. After that, he left and then came back 90 seconds later, which usually isn’t good. You don’t want people to leave just to walk back into the conference room. But when he came back, he had a check ready for $15,000. When someone decides that even with no contract, no agreement, and no terms, he’s committed to working with you, this is inception. It happens when the buyer decides internally to do business with you and starts taking things forward. It doesn’t demand price negotiations, because you’ve positioned all the information in such a way that the decision to work with you bubbles up inside them. Buyers are cold and digital. They want information, pricing, and a cheaper and better version. There’s no buyer loyalty and they are never satisfied. When you order food for a group who’s working late in the conference room, you open the door wide enough to grab the food. There’s no tip and no humans involved. This is what buyers are today. The conspiracy suggests that you can take that kind of buyer and try to close them by overcoming their objections and selling them, but people aren’t sold. We should forget the thought that we can sell to people because that’s not the truth today. People don’t want to be sold, they want to buy. Getting started with inception Begin by buying the book because it’s where you learn about how to get a buyer to inception. It’s where you are setting up the framework, and leading them through it. Next is to recognize that the videos, books, and all the standard knowledge today that are out there represent 40-year-old technology. You aren’t using a 40-year-old phone or a 40-year-old car because life is totally different than it was 40 years

If you ask sellers what they want more of, the second most popular answer will be quality leads, and the good news is that there are plenty of tools available to generate quality leads on demand. Joshua Smith serves as sales director of a real company called Fizzy Blocks on the front lines of revenue acceleration. He’s the co-founder of a couple of businesses and the author of the book Stacked: How to Guarantee Qualified Sales Meetings With Real Decision Makers. He recalls that his team wondered where the people at the top of the sales profession go to upscale. Where do they go to be educated? Their challenges are much bigger than the average seller because they are responsible for multiple billions in revenue. Lead generation process People constantly tell me that they could close more deals if they could just get in front of more people. Research suggests that 65% of sellers’ time is spent on non-revenue-generating activities. For people whose job is selling, that’s a huge number. So how does any business optimize their lead generation process? The bad news, according to Hubspot, is that for B2B lead generation, it’s virtually impossible to pinpoint which of the channels was most effective at lead generation. If I had to guess which channel was most effective, I’d guess it’s web-bound leads. In truth, though, Hubspot reported that the most effective channel was one labeled “other.” They simply don’t know which activities generate the most leads. Opportunity Truthfully, though, that uncertainty creates a huge opportunity. It suggests that there are tons of amazing tools out there that sellers can utilize to generate quality leads. They aren’t all publicized, so our job as sellers is to identify the different tools we can use and more importantly, how we can automate that process. Josh’s mission is to create the number one sales platform in the world for senior sales leaders to network, to mindshare, to problem solve, and to intimately discuss the pressing topics of revenue generation. LinkedIn This tool won’t be news to anyone because so many of us are getting leads from LinkedIn, but we must realize that data is fuel for the economy of the business world. We’re on a long business journey and we can’t rely on a single gas station. As amazing as LinkedIn is, we can’t rely on a single place for our fuel. Sellers need to become their own content marketers to really meet the demands of the modern buyer. LinkedIn can do wonders for your business in terms of connecting with prospects, especially high-level decision-makers, in a space where they feel safe. Be mindful, too, that if you upgrade to premium, you can see what your social selling index is. You can measure yourself against the other people in your network or industry, which is a really good indicator of where you are. I recently had a conversation with someone as a direct result of my LinkedIn efforts, and it turned into an opportunity. It was easy to move the conversation from LinkedIn to a phone call without feeling sleazy. He raised his hand and engaged with me because of the content I shared. Your content positions you as a person who can help people. Focus on genuinely providing value rather than posting for the sake of posting. You don’t have to post every day. Josh engages with the sellers’ reps of the companies he’s pursuing and then gives his feedback on the buyer’s experience. If the experience is good, he’ll say so. If it’s bad, he’ll say so. The companies often engage with him after seeing his review, and it launches a natural dialog. Prospecting Every seller wants more leads but few are willing to do the prospecting necessary to generate them. With the rise of AI and automation, sellers feel entitled to not do the work and instead rely on technology. LinkedIn is an established platform for lead generation, and Josh estimates that about 70 percent of the total sales revenue he has generated during his career has been a product of it. Even his other interactions like those at trade shows eventually land on LinkedIn, because eventually his prospects will look there to see who he is and what he’s about. Allocate time for LinkedIn. From a content perspective consider using automation to help you produce content without manually uploading it every day or every week. There are also plugins that automatically message people as soon as you connect, but if you rely on those you miss out on the personalization that is so important. Humans fundamentally need interactions. We’ll never be eradicated by technology because you must be genuine if you want qualified leads. Use automation, but don’t abandon your humanity. Sales Optimize Many people in the states opt to use ZoomInfo, but Josh reports that it’s expensive and the data often lacks accuracy. Instead, he suggests SalesOptimize, a tool that’s about 40 percent cheaper than ZoomInfo with much better accuracy and functionality. It’s a market intelligence platform that scans the Internet to extract comp

Building a Culture of Empathy and Accountability Every organization needs a culture of empathy and accountability no matter what it’s doing. Sometimes, we only have empathy and neglect accountability but it’s important to have both. Justin Dauer is with us in this episode to explain to us how to get both and give recommendations on the right way to do it. Justin is the VP of the Human Center Design at BSwift, a healthcare and benefits management firm owned by CVS Health. He is also a writer and a public speaker when he isn’t in his 9-5 job, and he enjoys talking about humility, empathy, and accountability. Discovering agency culture Justin’s entire career revolves around agencies primarily in the creative direction. In his 10 years being in the business, he observed that agency culture tends to burn people out. In some cultures, the driving factor is perceived by who went out the door last, regardless of the reasons why others left earlier. Maybe they went to pick up their kids from school or went to a doctor’s appointment. Meanwhile, whatever their reasons are, someone else in the firm is tapping a wristwatch noting the fact that they left early. This buildup of passive-aggressive situations in the agency space resonates to many because they have experienced it too. He got a tremendous amount of feedback so he knew it was an important topic, which prompted him to write a book about it. Burnout Burnout has a domino effect that is detrimental to an organization or an agency, partly because agency space is often about making money. Most times, a name on a spreadsheet doesn’t equate to an individual. The name has to do the work and that’s all there is. Justin shared the same experience before he was in a senior position. He’d come to the office and face a stack of papers, printouts, and a load of work with red lines on them. His value for the day depended on the quantity of work he could do for the day, without regard for quality in the process. There is no room to pause in some agencies, so employees can’t do anything not work-related, even in their free time. They fear that if their supervisor walks by and sees them, he’ll ask why they aren’t working. Employees are constantly on the edge, which isn’t healthy and wears them down. But as human beings, we all need to pause and calibrate. Another example of burnout is the cost of hiring people over and over again, which takes a toll on the organization’s morale. Addressing the issue Solving this takes action, not lip service. It’s good to start by demonstrating respect and humility. Humility is baked into both empathy and accountability. Humility is when a leader admits a mistake and follows up with an action plan. Dialog is a two-way street, which means less oration and delegation but more of a collaboration. Once a mistake has been made, admit it. This is what accountability is about. People who work in high-stress environments have little pockets of culture. They might gather in a kitchen and talk about something related to their craft. Saturating the culture from the top communicates that when they make a mistake, there's a culture of support where people will rally around them and help them improve. Leaders must set the tone Leaders have to be the ones to set the tone. They should be the first to trust that their employees have done their job before they leave work for personal errands. Consider, too, that some may be single parents taking half the day off to pick up their kids from school. The simple concept of trust is something that’s taken for granted when it shouldn’t be taken for granted at all. Some organizations have a culture of fostering growth where leaders are truly leaders rather than taskmasters. When they find a problem, they ask questions, and they open a dialog to discover solutions to the problem. The same thing happened to me in the past where my team members share stuff with me. I made a culture of discussing things with each other and it proved to be a good move. Team members share their brilliant ideas that I couldn’t have conceived on my own, and it made the work more efficient. Everyone has value It is ideal to have everyone be involved in the thought process when running a workshop. The same is also true in business. You want people from C-level to people who are answering the phone in the room, because everyone has a voice and that voice has value. Hierarchies should be thrown out the window. In business, everyone’s viewpoint is important, from the stakeholders to the other people in the room with different perspectives. Leaders should set the tone by making others feel like they are heard. The employees need to feel empowered and realize that they are appreciated and valued and know that it’s ok to have an outside viewpoint. #Culture Sales leaders and managers must be cognizant of what the new hire thinks when they come in. They have to be aware that they won’t be scoffed at and demanded to go back to their desks when they get cof

Many of us start our day with emails, and knowing that, The Sales Evangelist team has outlined 5 reasons why Gmail is the best email tool for sellers. Multiple functions Google’s Gmail Suite is an incredible tool for companies due to its many functions. For The Sales Evangelist, we use domains. I personally have Donald as my domain and this is connected to my Gmail business suite. Every email that I receive goes through my domain and into my Gmail inbox. Aside from that, it is also easy to set up. There are plenty of videos on YouTube that you can check for instructions. You can also hit Google and read about how to sign up for the suite. Integration A lot of platforms have integration but for me, Gmail beats them all. While Outlook has 365, it seems clunky and the apps are difficult to integrate.The same couldn’t be said with the Google-owned Gmail. Google is the top-dog in the industry and has a massive number of users. With that many people using Gmail accounts, it became necessary for developers to find ways to integrate their apps and tools into Gmail. I use Calendly, a tool that integrates seamlessly into Gmail. Other apps like Hubspot and LinkedIn Sales Navigator connect to Gmail as well. These tools and plugins make full use of Gmail’s integration capabilities. Templates Google has what they call canned responses and these are found on the settings of Gmail. Look for the settings, and click on advanced. This option explains what canned responses are and provides instructions on how you can create templates for common messages that you send. You then click enable and save the changes. For a sales rep who's always out there sending intro emails, follow-up emails, and other responses, this canned response is a good thing. Although you need to personalize it, you will not need to write the whole thing over and over again when you’re using the template. You can just tweak it. You can make templates for commonly asked questions that you get. You can just type out the common responses to these questions and make it into a canned email. Now, that’s your template. You can learn more about this in Episode 11 of The Sales Evangelist. You can also connect with us on YouTube for more videos. Mail scheduler The third reason Gmail is the best for sales reps is its ability to schedule emails. The great thing about this is it’s free. I used Boomerang and Hubspot in the past but now, I just go to my Gmail account and click compose at the bottom. You’ll see that arrow next to the send button; you click on that and you can then easily schedule your mail. This feature is helpful for busy people and busy prospects as well. Sometimes we are inundated with so much on a day-to-day basis that we take the work home. The same can be said with business owners, VPs, executives, or mid-level managers. They are so busy and they can’t respond to mail throughout the day. This is where scheduled mail comes in. You can send an email to busy prospects on a Saturday or Sunday morning, and you’ll be amazed when you get their response. #Email Email callbacks Outlook and other providers offer email callback as well, and it’s very useful in case you make mistakes in sending out your mail. Say that when you used your canned response you weren’t able to personalize it enough and ended up putting the wrong person’s name. This isn’t a good thing, so you need to unsend it. You can do so with Gmail. Go to the top right corner, click settings, click on general, and look for the undo send. You can send cancellations up to different time periods. You can keep the email longer to give you more time to recognize your mistakes, edit them out, save, and send. Shortcuts Here’s the fifth reason: the shortcuts. It’s also an easy one and you can find it on the cog and click advance. You can create your custom keyboard shortcuts once it’s enabled and saved. Google has default shortcuts you can use or you can utilize the shortcut feature and make your own. As a busy sales rep, you can just hit C and you’d be able to compose an email or reply to an email, or hit A and reply to a particular mail. There are several other shortcuts that you can use to save your precious time. You can check out Episode 1137 of The Sales Evangelist for more information about this feature. I like Gmail because of its integration, the ability to create templates, the scheduled responses, the email callbacks, and the shortcuts. “5 Reasons Gmail Is The Best Email Tool For Sellers” episode resources Time is money and we want to work as efficiently as possible. We keep including TSE Certified Sales Training Program every chance that we get because we want to help you. So, check the program out and explore the possibilities. This episode is brought to you in part by TSE Certified Sales Training Program, designed to help sales reps and sales team on how to improve their skills in finding the right customers, the activities and strategies that work, and how to ask the right questions to bui

Visnostic selling translates your information from vendor-speak to client-speak, and sellers who understand the fundamentals of visnostic selling will change the way they think about sales. Kimberlee Slavik has been a top performer in sales for more than 20 years, and she recently released a book called Visnostic Selling. Her goal is to help sales and marketing professionals harness the power of neuroscience by translating vendor-speak into client-speak. Storytelling Kimberlee always assumed her sales success resulted largely from dumb luck until she listened to Michael Bosworth’s latest book, What Great Salespeople Do. The book talks about storytelling and neuroscience and explains the chemical reactions that happen in the brain. Stories make the Bible the best-selling book of all time because they allow readers to visualize events. She was listening to the book while she was driving so she couldn’t highlight or make notes, but the content made sense to her. It was the first time she recognized the science behind her own success. Because her career selling complex intangibles requires her to qualify clients very well, she must be able to articulate what she can do for them. She hopes to help other people figure out the science that it took her so long to discover. Visnostics Visnostics is a trademarked word that combines visualization and diagnostics. Instead of showing up to a demonstration with a bunch of slides or a brochure or a website full of words to say, visnostics teaches you to reword everything. Speak in the first-person as though the client was actually saying these things. When you do, it triggers a completely different response in the brain. The order of words also plays a tremendous role. This isn’t a questionnaire that asks questions on your way to helping you diagnose. Truthfully, no one looks forward to filling out surveys. Instead, provide a statement instead of a question and offer three different ways to respond: “I can say this today.” “I wish I could say this today.” “I don’t know.” If your prospect chooses the first option, he must score himself on a scale of 1 to 5, with 1 meaning he has a long way to go and 5 meaning it’s perfect. They’re very engaged because they know they have to respond to what you’re saying. It allows you to sort of hijack the prospect’s brain because they have to concentrate to answer. It’s a powerful tool for sellers. When you trigger chemicals in your client’s brain without him even realizing it, that’s powerful. The prospect wants to tell you his story because this is what the visnostic statement creates. Instead of the seller doing all the talking, this process prompts the client to share their stories. Visnostic statements The book teaches people to create a spreadsheet in which one column includes all of the seller’s gnostic statements, and the book also helps sellers understand how to create those powerful visnostic statements. Another column maps out each of the visnostic statements to a summarization of a statement of work. In other words, how you can turn a non-strength into a strength. Once the salesperson walks the client through the statements, they’ll have a sense of the things that the client is doing well, the areas with the biggest room for improvement, and areas that simply need tweaking. Within an hour or two, the seller can be confident and competent in front of their clients. Getting started Kimberlee begins by asking sellers to visualize a dollar sign, a clock, and a toolbox. Those images represent results related to finances and timelines and there’s an associated impact. The first words will be “I’m going to save you $1 million in a month.” For an office furniture salesperson, the aerodynamic office furniture will create more comfortable employees who work harder and work longer. The seller will then establish visnostic statements according to segmentation. You can figure out your segmentation by talking to past clients who will tell you more than your marketing department ever could. Since they are actually using the furniture, they’ll help you flush out differentiation. #MarketSegment Change your approach When you start thinking dollar sign, clock, and toolbox, revisit your own marketing message. Start at your own website and pick out all the words that represent results. Many people are disappointed to discover that they don’t have as many as they thought they did. It might trigger you to find results by talking to past clients to understand how working with you has impacted their lives. One real estate agent had recommendations that all sounded the same on his site. He had a long paragraph that took up half the page describing his work. Kimberlee had to dig to find results statements, but when she did, she put together this visnostic statement: “My realtor had a contract on all three of my homes in less than a week when all other realtors were averaging 100 days or more.” The reader now knows that the person sharing the recommendat

You likely have your own horror stories of a traveling seller, but you can use technology to streamline your process and free your time for sales. Kristen Estrada is a regional sales executive with SAP Concur covering the South Florida area. She has spent 20 years selling everything from consumables to skincare, legal services, and now cloud-based software. Language barrier During Kristen’s work with a beauty company, she traveled to Dubai with a great team of male sellers who spoke Arabic. She struggled to feel welcome in the foreign culture but she tried to make the best of it. While she was there, she got sick and lost her voice, but she still had to work. The last day of the trade show, she broke down the booth with her colleagues and then headed to the airport but she had gotten her departure dates mixed up. Her flight didn’t leave until the next day, and though she tried to negotiate an earlier departure, the airlines wanted to charge her $1,500 to change her ticket. Kristen knew her employer wouldn’t pay that, so she headed back to her hotel, which was already full. She didn’t speak Arabic and the hotel wasn’t being helpful. Out of desperation, she asked her colleague if she could stay in his room for the night. Perhaps because he knew that would be uncomfortable, he made a phone call to the front desk and got her room back. She eventually made it home the next day, but it wasn’t a great experience for her. In fact, she feels bad when people ask about the trip, because she’s certain that others have great experiences there. From a professional standpoint, she was able to make some connections at the trade show and even sell some products right off the floor. Unfortunately, the lack of support during her stay left her feeling lost and overwhelmed. Cash flow During another trip to Miami, Kristen was working for a small business with a very tight cash flow. Because she was close to the owner, she did her best to protect the bottom line by staying in two-star hotels. She loved the job and the products and the company, so she was willing to do whatever was necessary to help. She and a female colleague were sharing a room near the convention center in what she calls a “dumpy hotel.” They dropped their stuff off after check-in and rushed over to a trade show. When they returned, there was a “boot” on the hotel door, like the ones you find on your car when you’ve parked illegally. They inquired at the front desk where the clerk told them that their credit card had been declined. It was odd, because the room couldn’t have been worth much more than about $59 a night, but they paid the bill with a personal card, stayed the night, and left the next day to find another hotel. Travel safety Every traveler wants to stay in a safe environment, but for females traveling alone, this is especially true. Following these experiences, Kristen approached the company leadership seeking the freedom to book her own travel moving forward. She was willing to stay within a certain dollar amount; she simply wanted to book safer accommodations. As she has continued in her professional journey, she finds that she still cares where she stays when she travels for business. She considers herself lucky to work for a company that values her safety and knows where she is at all times because of apps and technology. If there’s an emergency, they know exactly where to find her. They can quickly get her out of a sketchy situation if necessary. Mobile app SAP Concur is a mobile app that allows users to book business trips. It services 40 million customers worldwide, many through the app called TripIt. TripIt is a free app that organizes your trips and notifies you of changes to your itinerary. It also provides safety scores by neighborhood so travelers can book properties where they feel safe. Companies of all sizes can benefit from Concur. It’s especially affordable for startups because it provides the ability to book travel and create expense reports. Using Concur Kristen usually works with accounting departments or leadership teams who inquire about the small business package. It offers a bundled discount and services an entire sales team. Once you sign up for the service, you download the app, and then connect your corporate card. If you’re using personal money for reimbursement, you submit photos of receipts and the app captures those and sends them to an approver within your finance team who can quickly get you reimbursed. Kristen’s experience traveling abroad often required her to create spreadsheets for her expenses where she made copies of receipts, provided conversions from euros to dollars, and then waited weeks to get her money back. As a seller, she wasn’t getting paid to create spreadsheets, and she recognized the struggle of keeping track of receipts. Technology is your friend. It provides everything you need to handle your travel and focus on sales. “Improve the Buying Experience Through Content” episode resources You can ema

Some companies will be harder to connect with than others, but sellers who don’t give up so easily may find that an intentional approach can overcome those things that appear to be obstacles. Jacob Wardrop is the sales director at an email management provider called 28Hands, which helps people who feel overwhelmed with the volume of email and they need a more automated way of handling it. Old school Jacob once worked as a sales rep selling software to the construction industry, and he was assigned a geographical territory. The businesses ranged from 10 employees to about 400, and a couple had more than 500. One of those companies already worked with his competitor, and Jacob’s company had never been able to gain any traction with the other. Despite making probably 200 calls, his company didn’t know what the prospect was currently using and the company wasn’t even sure if it was a good fit. They simply knew that the prospective company was massive and that there weren’t very many construction businesses of that size in the UK. In short, the company wasn’t very open to the outside world. Employees weren’t able to use LinkedIn, there was a no-name policy from the reception, and nobody used their own email addresses. Each of the 19 offices had its own email address, and as emails came in, the receptionist would sift through them and hand them off. Finding a way in His background was predominantly outbound so he had what he calls a hunter mentality. He spent a lot of years doing small deals, kissing a lot of frogs and doing a lot of meetings without a lot of reward. Eventually, he started doing bigger deals, and because he had a taste of success, he saw a great opportunity with this new company. He was reasonably sure he could get a meeting with them despite the fact that he couldn’t use LinkedIn or email, so the challenge was to get a foot in the door. Every seller before had failed to get beyond the receptionist, and Jacob got caught in that trap briefly, as well. In the end, he counted 67 phone calls to the prospect, and he calls the experience a lesson in thinking about the best way in to an organization rather than just relying on a call list. Seeking a favor He started by scouring the website to see what information he could find. From there, because he worked in a geographical region, he trusted that he could find existing clients who worked in the same sector who would be willing to help out. He built a good relationship with some finance partners and other local companies. Over the course of three months, he felt comfortable asking for a favor. He asked for information about who the problem solver was in the company. In other words, if you wanted to get something done there, who would you ask? His clients gave him the gentleman’s name, and also gave him permission to use their name in his email contact. He sent a message requesting to speak to the managing director, and he got past the first stage where people tended to get stuck in this organization. The managing director agreed to a call and a meeting, largely out of curiosity. They had never worked with a company like ours, but many similar businesses were already working with us. Getting the right person The initial email kicked off an 18-month sales cycle. The key to starting a conversation is getting in with the right person at the right time and generating curiosity about the products and services you offer. #SalesProcess Sometimes sellers want to make things easy for ourselves so we end up sounding like everyone else. Many salespeople will be handed accounts that others have farmed for years, and they’ll be tempted to repeat the same cycles and call all the same people. Instead, consider taking a fresh look and seeking alternative people. Get creative in terms of how you’ll connect. Give serious consideration to how you’ll be listened to. Referral The managing director passed him off to a management team to help with the initiative. The fact that he had a referral from someone at the top of the organization made a big difference. It means that Jacob could always call him and that he could update him on progress. That meant that the people he was meeting with were accountable for something. This deal was worth about half a million, while the average deal previously had been about $100K. It was a record deal, and after a lot of meetings and site visits, his company landed it. Many more traditional companies take a long time to make a decision, and there’s a lot of advice that says you shouldn’t keep pursuing opportunities which aren’t active. In this case, the fact that it took a long time was frustrating, but ultimately it was worthwhile. By the end of the deal, Jacob was weary from the stress and sleepless nights, so on a Friday afternoon when he knew the deal was close, he drove there. He arrived at 2 and stayed until 9 waiting for the company to be in a position to sign the deal. He persevered and stayed diligent and worked to separate himself

If I’m working with a prospect who unexpectedly decides to hire a different company, it might sound impossible, but it’s possible to close a deal with a prospect who goes with your competitor. David Adley is an outbound sales manager at Bonfire, a digital platform for selling custom apparel. Bonfire works with nonprofits, influencers, and anyone who wants an easy solution to selling an awesome shirt online. Sales journey David started selling knives door-to-door during college and he discovered he had a passion for it. He discovered that when you’re succeeding, you’re having fun. He worked as a sales rep for a music company, and because he was a music major in college, he assumed it would be the perfect marriage of two things he loved. He was playing in a band at the time, and he had to make a decision about his priorities, so he picked music over sales. For almost four years he gigged with a band before taking the job at Bonfire as a customer success rep. He was basically making ends meet while doing the rock star thing. David grew into his role. Because the CEO knew he had sold knives in college, he invited David to take a shot at growing the sales team. He took the leap, and that’s where his journey began. Fund-raising Bonfire operates in cause-based fundraising as well as the influencer space. Early in David’s career, he worked with a big client named Crusoe the Celebrity Dachshund. He’s a big deal in the animal influencer game and he has hilarious content. He’s also the big fish in David’s story, which is about learning empathy, timing, and persistence, three things that sellers need if they are looking to up their game. The company was still small then and he didn’t want to mess up the opportunity. He asked the CEO for help, and together they conducted discovery together. The CEO, Brian Marks, shared wisdom with him, and they discovered that Crusoe wasn’t actually a great fit for the platform at the time. They weren’t equipped to give him everything he needed to have a successful apparel campaign. The company was geared to fund-raising at the time and wasn’t really built for influencers. Surprise advice Brian advised David to provide pro bono graphic design work to Crusoe and then told David to recommend that Crusoe sell his designs on a competitor’s platform. Typically custom graphics take about three days, but they turned this one around same-day because it was such a great opportunity even though they couldn’t work with him. David said he couldn’t imagine sending a potential VIP seller to a competitor, but this is where he really started to learn persistence. After they sent Crusoe away, it was still his responsibility to keep Bonfire top-of-mind for him. He did that by actively checking in during opportune moments, like when he won an award for best animal content creator. David congratulated them and checked in with his manager frequently. Great rapport They developed a great rapport despite the fact that they never sold anything on Bonfire’s site to this point. Eventually, when Bonfire relaunched its site with more accommodating features for influencer clientele, the timing was perfect. Crusoe’s manager got back to them during a periodic check-in and was anxious to give the company a shot. The new website was officially about three days old at this point, so David was still a little nervous about bandwidth at this point. Eventually, the account was the highest-selling campaign on the site up to that point, and it pushed the company to its brink in those early days. He calls it a thrilling experience for everyone involved. Nurture the relationship Almost two years passed between the time when David sent Crusoe to his competitors and then welcomed him to Bonfire as a customer. He did it by nurturing the relationship and staying in contact with his managers. He let them know about the changes at the company, and eventually, it made sense for them to work with Bonfire. Crusoe never forgot how the company hooked him up in the early days. As a young rep, David had been so focused on closing that he couldn’t fathom making this kind of decision. The CEO, on the other hand, was looking out for Crusoe’s best interests, and he did what a good sales rep should do: he empathized. He wasn’t so hungry for a deal that he tried to close something that wasn’t a good fit. He put himself in the client’s shoes and did what was right for the client. Then the client paid it forward. He never forgot the solid favor the company did. It was a long, remarkable lesson that resulted in a relationship that still exists today. Building value When sellers build value, loyalty results as a natural by-product. Very often we get shortsighted because in the sales space, we tend to focus on what we need right now. We don’t allow ourselves to think about the future. The result is that we often think only of ourselves. Many new reps especially get so quota-driven that we lose sight of our customer’s needs. David said he’s thankful he

The Sales Evangelist podcast features experts from all over the world, and Zoom helps us bridge the distance for video conference calls without added expense or travel. We use Zoom to power The Sales Evangelist Certified Sales Training, and it enables us to help sales reps and sales teams improve their skills, find the right customers, generate effective activities, establish successful strategies, build strong value, and close more deals. World travel Zoom is a powerful video platform that makes it easy to communicate with people all over the world in a matter of minutes. It powers webinars, video conferencing, and video phone calls. In the early days of The Sales Evangelist, we used Go To Meeting for our conferencing and demonstration needs. It was the Kleenex of the industry. Skype was available but it was mostly used for personal needs, like friends and family members looking to stay connected. Eventually it was bought by Microsoft, and we tried using Skype Business for our podcast interviews. Though the audio quality was ok, the service frequently dropped calls. Additionally, because there was no way to record, I had to incorporate a third-party app to save our interviews. User-friendly Around this time, a guest came on the show and shared his experience using Zoom. His company did all of its recording with Zoom and they liked that it integrated with a lot of other tools the company was already using. I was skeptical, but when I started my research, I discovered that a lot of other industry folks were using it as well. The audio quality was great and it didn’t generate a lot of background transformer-type noise. Other tools like Google Hangouts and join.me emerged, but they were clunky and complicated for the customer who was logging in. Selling points Perhaps most importantly, Zoom was free to use. It didn’t have the same capabilities as the robust premium account, but I could log in and talk to someone for 45 minutes, or invite up to 100 different people to join me on a call. Eventually I discovered I wanted access to the premium tools, and it was easy for me to transition to a paid account, as well as being cost effective for a small business. Zoom offered high-quality HD video recording that I could record to my cloud account or use on my YouTube or social media channels. I could also connect it to Dropbox. It integrated easily with Slack, which made it easy for me to communicate internally with my team. Zoom also integrated seamlessly with Salesforce, Google Drive, Gmail, and Blackboard. In some cases, the connection requires Zapier, and in others the tools connect directly. Sharing information Zoom offers powerful educational capabilities as well. If I’m giving a demonstration to a buyer I can use the tools to underline or highlight important things and give the buyer complete interaction on the proposal. Screenshare is an option, of course, and you can even use your cell phone, either plugged in or via wifi and Bluetooth, for screen shares. People buy after they recognize value. If you teach them something they didn’t know before, you’ll engage your prospects, despite the fact that they are sitting in China and you’re in Milwaukee. Powerhouse Zoom is a powerhouse that beats the pants off the big name providers in the industry. If you’re planning to renew your GoToMeeting account, check out Zoom first. I’m not getting any money from them for doing this, but I use Zoom daily and it’s perfect for the work that I do. Zoom Rooms allow you to gather multiple people on a screen, and the company is hosting a conference called Zoomtopia this October. Zoom is pushing the boundaries of connecting people, and the company continues growing. Even for the technologically-challenged people in our lives, Zoom works well because it’s user-friendly. “Video Conference Calls” episode resources Check out Zoom.us for more information about video conferencing for your organization. If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group. If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. As a savvy seller, you’ll want to continue learning, and you can take advantage of a free 30-day trial, complete with a free audio book, on Audible. They

Whether you’re a sales rep or a sales leader, a sales manager or a business owner, we can learn valuable lessons from the study of how Hubspot grew from 50-1500 individuals. Sam Mallikarjunan has sold for a variety of organizations, from the five-person startup to the Fortune 500 company, so he has seen the sales story at a couple of stages. He’s a fellow at Hubspot and he teaches digital marketing at Harvard University. New revenue Sam loves the idea that whoever chases two rabbits catches neither because it’s a reminder to him to focus. He has spent the last year focused on teaching, speaking, and research. He points to doing one thing at a time and doing it really well before moving on. A weird pivot exists for startups that are growing from “we’ll take anybody’s money” to losing cash faster than you can acquire new cash. The core pivot occurs when you reach the point where you’re struggling for customer retention, because the economics of your model will break down. It’s a matter of sales reps making time to ensure that they are bringing in new revenue. One new customer was upset because she couldn’t access her email after signing on with Hubspot. She had cancelled her Internet provider because she thought that’s what Hubspot was. It cost the company money because they had to service the issue. The problem didn’t arise because the seller was a bad person. He just didn’t verify that the customer was going to be successful. Healthy revenue The company implemented clawbacks which withdraw commissions from sellers if the customer cancels their account within a certain window. Sellers are heavily incentivized to ensure that the person they are bringing on will result in healthy revenue. Because Hubspot is a SAS, a recurring revenue model, the company loses money acquiring customers. The company doesn’t break even for some months. If the customer cancels too quickly, the business loses money. Cashflow is more important than your mother. Keeping customers Many companies miss the core principle, which is that you can’t spend money to get customers unless you’re good at keeping them. If you’re selling iPad covers that are cheap, people will likely only buy from you once. But if you’re really good at keeping customers, it’s not necessarily how much they pay in the first transaction, but rather the lifetime value. If you’re good at keeping those customers, you can pay your sales reps really well. You can give them lots of collateral to help them close deals. You can also spend a lot of money on marketing to tee them up for good conversations or on training for their reps. Sales sequence Sam recalls being a cell phone salesman in a mall. He asked his customers questions about cell phones, but he didn’t listen to their answers because it didn’t matter what they said. He was going to ask the next question in his sequence. Either they would sign on the dotted line or walk away. It didn’t matter to him. The company had more than 50 percent cancellation rate coming out of the kiosks, but the sellers never missed quota. He got big bonuses for his teams because they always met their quota. It cost the company a lot of money in support costs, lost device costs, and refunds, so they shut down the entire unit and retrained the reps. The company was designed as a subscription model, which meant they would lose a little bit of money to acquire customers. Platinum rule The platinum rule goes a step farther than the golden rule, which only requires that you treat people the way you want to be treated. The platinum mindset demands that you treat people the way they want to be treated. Trust is core to the sales process, and trust begins by taking the time to ask questions and understand who you’re selling to. People like to be personalized. Sam points to Netflix’s business model as an ideal one because it has motivated him to rate more than 800 movies. He said he does it because he knows that Netflix will use the information to improve his experience. He points to the fact that prospects will volunteer their information when they know it’s being used to help them make better decisions. Negative reviews When Jeff Bezos of Amazon first added negative reviews to the Amazon website, his investors thought he was crazy to include information that would discourage people from buying things. His response was that you don’t make money when you sell things, but rather when you help people make purchase decisions. He said that sellers often lose sight of the fact that it’s more important to help people make the decision that’s best rather than making the decision the seller wants them to make. It’s sometimes powerful to not sell to a buyer when you can’t find the value proposition. They may figure it out themselves because you’ve built that trust and then buy from you anyway. You aren’t costing the company money and you’ll improve your retention. Talking least He points to the fact that he always thought if he talked the most, he would leav

Your closing process will often require you to speak to a board or a group of people about your product or service, and you must provide value to your audience when presenting in person. The Sales Evangelist Certified Sales Training Program provides specific sections for prospecting, building value, and converting to a paying client, and we’ve designed the training to help sellers prepare for presentations and to train their teams to do the same. It’s designed to help sales reps and sales teams improve their skills, find the right customers, adopt the right activities, ask the right questions, build strong value, and close more deals. Guessing game Many situations demand that sellers meet with a team of individuals who will ask a variety of questions about the product or service. You’re wasting your time if you don’t understand the problems they need to solve or the challenges they are facing. It doesn’t make sense to play the guessing game during the limited time you have with this group of people. Once you understand the issue, you must also determine who the decision-makers and buyers are. You must understand the timeframe they are working against and their budget for the purchase. The company you’re pitching to will also bring in competitors who will pitch as well, but they aren’t your concern. Storytelling John Livesay recently spoke about storytelling and the need to be memorable. It doesn’t matter who presents first or last, but rather who tells a better story. Consider having other team members attend the presentation with you and introduce themselves by telling an interesting story. Perhaps your CTO can share how his love of Legos® pushed him to create complex things and find solutions to problems. It inserts personality into the presentation. Tactical presentation Make sure you know who will present information on the buyer’s behalf. Have someone from your organization research to determine who will attend. If possible, learn what those people hope to discover from your presentation. Engage your champion, or the person you’ve been working with to this point, to find out whether you can introduce yourself prior to the presentation. When you do that, ask them what questions they’d like you to address in your presentation and then be prepared to address those specific topics. Once you understand who will attend and what information they’ll be seeking, you can build your presentation around those topics. Recruit help If at all possible, take someone else to the presentation with you. Take several people if you can. Assemble a team of people from different departments. When you set up in the conference room, don’t divide yourself on opposite sides of the table. Use name cards for both groups to indicate where different people should sit. Also make sure you spell everyone’s names correctly. Intersperse the members of your group among the members of the company you’re pitching to. When you have breaks in the action, because the two teams are sitting together, they’ll be able to share conversation instead of squaring off like rival gangs. We recently used name cards for a presentation and they were a huge hit. The company was blown away by the preparation and the organization that went into the meeting. They assumed that if we were willing to invest that much preparation in a presentation like this, we’d certainly do it in our efforts to help them solve their problems. Control engagement Develop slides that include imagery rather than a jumble of words. Tell a story about the problem your prospect is facing and how you can help solve it. Demonstrate your solution. Assign one member of your team to watch for reactions from the others in the room. Use him as a spotter. If he notices that someone is disengaged or fighting against sleep, he can signal that to you by interjecting or posing a question that will signal to you to adjust your direction. Have him watch for body language that indicates interest or to take note of those people who are jotting down things while you’re talking. If, for example, the IT director takes lots of notes during the presentation, at the break I could suggest to the presenters that we talk a bit about IT and the most common questions we hear. The spotter’s role in any presentation is to be an integrator and to make sure questions get answered. We don’t want anyone to leave with unanswered questions. #SalesPresentation Business case Thank your champion in front of the entire group for making the presentation possible. Make her feel good in front of her colleagues. Then begin the work of building a business case for your prospect. Explain that you’ll answer the questions they submitted ahead of time and address the challenges you see based on the lessons you’ve learned. Describe how you’ve solved these problems for others and how you’ll translate that to this organization. Talk about how much the problem is likely costing the company and why they need to fix it. Explain how you’ll

Time often brings a great deal of change, and some ideas don’t survive the passage of time; though there are people who don’t believe it’s true, even with social selling, cold calling is not dead. Aaron Abodeely has a passion for helping sales reps and small business owners distribute their messages, and he noticed along the way that the industry was lagging behind in digital trends like social selling. Evolution is hard because we get into a bubble and a routine of doing things a certain way. We build processes around certain tasks but unless we’re out in the space learning from other people, we can’t learn how to evolve. Cold calling Typically, cold calling involves calling, emailing, or nurturing leads that are cold outreach, meaning that these contacts haven’t had much, if any, contact with our business or our value proposition. You’re going in cold. We often have sales development reps in enterprise IT designated to contact these leads. Email came on the scene in the early 1990s, and it joined the landscape of cold calling and door-to-door selling and networking events. When social selling came on the scene, we learned that we needed to connect with specific contacts within specific organizations. We needed to find those people on social media and engage with them. Some of those connections would be senior connections while others would be peer-to-peer. Social selling is the back end of social engagement, which is simply making friends and introducing ourselves to people in the space. It’s exhibiting genuine curiosity. The selling comes much later, which is why companies often struggle with this concept. Relevant and tailored I reached out to Aaron on Instagram, but he noted that he isn’t particularly active there, as Linked In is his preferred method of contact. I sent him a message that I loved his content and loved what he was doing and I invited him to have a conversation with me. He explained that my invitation caught him off guard because I used specific details to affirm his work and explain the relevance of our messages. I sent him an audio message that was tailored to him, but it didn’t seek to sell him anything. We can’t pitch people right out of the gate because they don’t even know us yet. Although it makes sense that you meet someone, pitch to them, and then they buy, the truth is that if everyone in sales uses this same technique, no one will stand out. Social media Many people believe that because we’re in the age of social selling, it’s foolish to invest in cold calling, but Aaron is on a mission to revive the concept. When he was an inside sales manager at his last company, he wasn’t doing much cold calling, but now, in his role as a consultant for clients, he’s effectively using email and cold calling to connect with an audience. He was trying to drive attendance to an event earlier this year, and many of those who took part said they discovered the information via email or LinkedIn or Twitter. Because he connected with them on social media, when he contacted them via email, they remembered him. The point is that we shouldn’t rely solely on any single method of outreach. It’s the mix of approaches that helps sellers get in front of the audience. Psychological wins When we discover that a contact is excited to talk to us because we’ve made connections with him, that’s a psychological win. Instead of cold calling, it becomes warm calling because we’ve used advanced strategies to warm that conversation. By warming them up via social media and sharing relevant content, you’re engaging your audience. That way, when you do call, your name is familiar to them. There are automated ways to spam people on social media but consider the cost of a lead in your industry. The industry average for a trade show is $800 but for social media, it’s like $300. Do your own research, but considering that it takes only a few hours of your time to get in front of someone who might take an interest in your product, that’s big. Measure results The challenge for executives and sales managers is that they don’t know how to measure these results. As a result, people spam on social media because they think they don’t have time to nurture this person. Many reps, in an attempt to save their jobs and meet their metrics, schedule a bunch of spam so they can reflect their efforts. Part of the argument for why cold calling and email aren’t dead is the reality that if we spend 80 percent of our time on cold calling and email and we hit our targets, we’re coming pretty close. Track how much time you’re spending on these ventures and then track your success rates from those efforts. As you begin to see success from these efforts, you can increase the amount of time you invest in them. Making time It can be difficult to make time for this kind of outreach, but consider investing an hour over breakfast or in the afternoon with a beer. Connect with 20 of your key buyers together and practice developing messaging that encourage

The sales landscape has changed as buyers have gained access to more information, and the result for sellers is changing rules for sales tools. Subhanjan Sarkar runs a company called Pitch Link, which helps companies solve the problem of being able to scale by finding good salespeople. Balance of power David Cancel wrote a book called Conversational Marketing in which he suggests that the balance of power has shifted from supply to demand and from company to customer. Thirty years ago, selling centered around the ability to mass-produce products in factories. Walmart’s mantra at the time was “stack them high and sell them low.” The system used to work with the information estimate tree that existed between suppliers and buyers, because the suppliers and makers always had more information available to them than the buyers did. The buyer never knew, prior to the Internet, that certain items were available from other sources for lower prices. Over the last 20 years, the buying and selling process has been disrupted. Most of us won’t say it out loud because so much of the information from the previous era becomes irrelevant. Old things Subhanjan said that people often challenge him on this premise because they can point to places where the old way of doing things still works. Though it may still work, it is less effective. Email open rates, for example, have dropped from 40 percent to 2.8 percent.People aren’t taking calls from people they don’t know. The fundamental shift is this: traditional sales was based on the principle of interruption but buyers don’t want interruptions. This doesn’t mean that reps shouldn’t do their jobs anymore. It simply means that reps must change the way they do things. He points out that they are called salespeople for a reason. They aren’t called prospecting people or lead-generation people. But they are expected to fill up a CRM, to write emails, to prospect, and to make phone calls. Local connections In traditional sales, people knew each other because they went to school together. They played football or baseball together and then they graduated and one became the manager of the local factory while the other became a salesman. They built trust over the course of 20 years. Now people trust brands rather than salespeople. They might eventually trust the salesperson over five to 10 years of working together, but initially, it’s the brand. PitchLink As Subhanjan built the company, he understood the story behind the company’s development in great detail. He could explain why the company evolved the way it did because he was in the thick of it. Then, he hired a hot-shot sales guy who understood marketing automation and social selling, but his storytelling wasn’t as authentic. The company’s story wasn’t being delivered authentically, so the company discovered a need to standardize its narrative. The more tactical problem was that without face-to-face meetings, the sellers couldn’t make pitches. The presentations got postponed. Small organizations that only have three interested prospects will struggle if they aren’t able to meet with two of them for weeks or even months. That’s catastrophic. Finally, they discovered that even if they could meet someone within a prospective company, it was often difficult to schedule meetings with the decision-makers. How do we establish our product or service or value proposition? And how do we do it so that our prospect isn’t rushed? Creating experience PitchLink worked to create an experience that was as close to face-to-face as possible without actually being face-to-face. It could never be exactly the same but they worked to create a system that allowed room for narratives and questions. They built a tool that allows users to link up any kind of file format like a playlist. So imagine how you would pitch to a prospect about your product. Just as you would start by greeting the prospect and thanking him for the time, you can record audio or video of the same personalized introduction. The moment the prospect clicks the link, he immediately sees the personalized greeting. Your pitch will include the pitch, the scenario, a demo, and a comparison with competitors. All the elements of a typical pitch can be packaged into a single product and sent as a link to your prospects. You can effectively do all the things you would do in person by way of this link. Freedom These packaged presentations free your prospects to consume your information when they have the time and mental capacity to do so. They’ll also be free to engage with specific parts of your presentation multiple times if necessary. Once they’ve done that, they can decide whether the product is right for them, and then invite others to view it. All invitees see the ame pitch on the same interface and they can ask questions within this interface. All users can see the questions asked and the answers that were given. Everyone is always on the same page. Clients are busy and focused on other thing

Sellers must work to effectively plan their activities in order to accomplish the important tasks in their days, and since I’ve struggled with the same challenges, I’ve developed a new planning tool to help with that effort. For most of us, it isn’t unreasonable to find that we have more tasks due in a day than we can possibly accomplish, and we can end up feeling like we’ve failed when we come up short. Unless we change how we do things, our days will feel like Groundhog Day, and we’ll repeat the same ineffective patterns every day. Falling short If we fail to complete our to-do list every single day, we’ll end the day feeling like we’ve failed. Worse yet, our list will grow every day because it will include tasks from the previous day that we didn’t finish. Eventually, we’ll feel emotionally drained by our ineffectiveness. Now, while you’re trying to find new leads, get new deals, and close new opportunities, you’ll likely be preoccupied with your looming to-do list. You’ll never completely escape the stressful moments and days in sales, but if you learn to effectively manage the time you have, you’ll better manage that stress. Whether you’re selling cars or selling services, you’re at risk of being frustrated by the to-do list. Identifying the process I discovered in my own process of organizing tasks I was spending as much time planning the tasks as I did accomplishing them. The result was that I was going in circles. I had read a book by Kevin Cruz called 15 Secrets Successful People Know About Time Management that prompted me to take control of my schedule. (I recommend you read it, too. It’s available on Audible.) I started by writing down all the tasks I needed to do each day, keeping in mind that I function best when I keep my days broken up. Kevin recommended breaking your day into 15-minute increments, which was a great idea, but honestly 30-minute increments worked best for me. I planned my entire day, including tasks like reading a sales book, listening to a podcast, prospecting, LinkedIn outreach, follow-up with clients, or proposal preparation. Creating a planner I decided to create my own planner that specifically addresses my unique tasks. One side of the planner allows me to list all the different tasks I do and divide them into different categories. In my case, as a business owner, I have certain categories that other sellers may not have. The top of each page has my KPIs which will help me generate sales and move the needle. They include new prospects, new opportunities, deals, progress. I list my top three goals or priorities for the day and things that I know I must get done. Some of them will be sales related and some will be beyond sales. For example, Mondays are podcast interview days. Other tasks on other days might include working with a team member to accomplish an internal task or meeting with a bookkeeper. Some days I’m writing a guest blog post for Hubspot or some other publication or creating content for social media. I also include personal tasks like appointments. At the bottom of the page, because I’m also a consultant, I track my clients and the consultations I have with them. Devoting time On the second side of the page, I allocate time for each of the different tasks, in either 15- or 30-minute increments. I order the tasks according to importance because I have them divided by category. Over time, I can track the categories and tasks that are taking a lot of my time. In some cases, I can push some of those tasks to other team members to free time in my own schedule. As an example, I realized I was spending a lot of time handling emails and I wasn’t able to efficiently get back to people when I needed to. I trained my executive assistant to help manage my email account and invested a couple of days into helping her establish a process. Now she helps me distinguish between junk emails and those that require an answer. As a result, my admin tasks have diminished a bit. If you’re thinking you don’t have the luxury of an executive assistant, it’s possible to find trustworthy people on platforms like Upwork. Maximizing time Some tasks can be shared by other team members through the use of templates. If I need a presentation created, I can use a template from PandaDoc to have someone else create it for me. This frees up my time to focus on things that matter the most. At the end of the day, I can note my actual accomplishments for the day and how much I was able to achieve. Based on those numbers, I can judge how efficient I was. Did I get to 70 percent? Strive to get A’s, but know that B’s are ok. C’s are no good. I’m going to create a video to share on LinkedIn that will show you how you can build a planner of your own, and ultimately we’ll create a planner for sellers, though our current one targets entrepreneurs. Work to identify the tasks that only you can do and make sure those are the tasks that land on your calendar. Then judge your success based upon your ability to

Sellers that don’t have good data will struggle to repeat their success so we must recognize the importance of data in sales. Kyle Morris operates a company called SifData which features an application that sits on Salesforce to help companies track job changes. Defining data Sales reps are very intuitive. They understand things well and many people assume that anecdotes and data are the same. They assume that, because they closed a deal with a company similar to the one they are interacting with, that constitutes data. Because a tactic worked previously, they may assume that they can use that information as data moving forward. In other words, they assume that if a tactic worked once, it’s solid and they should continue using it. Kyle points out that the plural of anecdote isn’t data. We must stay objective and make decisions based upon actual information rather than sticking our finger to the wind to determine which way it’s blowing. Data is objective information about people, companies, or whatever your data set is that helps you make informed decisions. One of the easiest ways to identify the companies that could buy your product is by identifying the companies that have already bought your product. Figure out what’s common among them and then use that as a template to decide who to sell to in the future. If you’re selling to companies that are unique, you might find another market that also has that same commonality. Some data will get you pretty far but you must be able to fill in the gaps that data doesn’t cover. Having anecdotes that prove your point isn’t the same as having data. #SalesData Data problems The two biggest problems common to data are that companies use data sources that are inconsistent and that they have too much data that isn’t actually valuable. Consider Uber as an example. If you’re trying to sell to Uber, some sellers might consider it enterprise while others view it as mid-market since they only have a couple of thousand employees. LinkedIn might reflect that the company has 35,000 employees, including drivers. If companies aren’t careful about where they are choosing data, it can create confusion. Be consistent about where you get data, even if it isn’t perfect, because you’ll at least be consistently wrong. Limit the number of resources you use to make classifications, especially for things like territories or number of employees or revenue. Many CRMs have a full page of information that reps never use. It doesn’t add value and it actually becomes a burden to them. Approach this with the same mentality you use when designing your website: what’s above the fold is critically different than what’s below the fold.It’s impactful where things are placed, and if reps have a bunch of unnecessary information at the top of the form it burdens them. If the reps don’t absolutely need it, then remove it. Streamline your process. Develop a discipline around reducing the amount of noise that your reps see based on the information they need. If the data won’t actually impact how they work through the sales process, it should be removed since it won’t actually move the needle. Guesstimation Donald Miller says that if you confuse, you lose. We cannot confuse our reps. If we do, they’ll likely go back to what they’ve always done before, which is guesstimation. Imagine driving a truck built in 1965 versus a fighter jet built in 2019. The truck likely haas a stick shift and like two buttons for the radio, so almost any person can use it to get from point A to point B. Put that same person in a fighter jet with a million buttons and they won’t understand how to move forward. Sales reps must be able to execute and they shouldn’t be asked to fly a fighter jet if all they really need is a 1965 Chevy. Additionally, more data points mean that some operator has to maintain those fields. You must make sure the information is accurate because inaccurate data will make your CRM less valuable. Again, if that happens, your reps will start using anecdotes to make decisions again. Cry wolf All those unnecessary fields will prompt your reps to fill them in, which will become cumbersome. If it isn’t a useful data point, they may just plug something in to fill the blank so they can move on. Your reps must be able to trust the fields that are on the page. Make the process simple and easy to engage. Remove as much as you can from the page layout so that your reps are only interacting with data that moves the needle. Everything can’t be critical. You can’t have 10 tier-one problems with no tier-two problems. You cannot cry wolf and represent that everything is vital. Kyle recalls his operations team once telling him that they needed a new field to be added to the CRM. He insisted that the team could add one field if they could identify two that could be removed. He said that it forces them to be intentional about the information they gather. Words are currency. You must make sure the process is easy. Find ways to br

Today we’re celebrating our country’s independence and the freedom of religion and freedom of speech that we enjoy, but sometimes sellers relinquish their freedoms because of fear. We discuss challenges like this in the TSE Certified Sales Training Program, how they can hinder our success, and how we can overcome them. Storytelling We’re focusing on sales tools this month and one of the tools we’ve discussed is storytelling. We’ve talked about how to tell an effective story and how LinkedIn and other social media platforms can help you share your company’s values. In my own case, I recently relinquished my own freedom because I worried about what other people might think. Despite the fact that this is our 1,130th episode, I still worry about people’s opinions. You might think I’d be beyond that, but I still worry about my writing and how it will be perceived. I worry that if I write something, it might not sound great. I worry, too, about the videos I create and whether or not I’ll look and sound good in the video. As a result, I relinquish my freedom to express myself and share my thoughts because I’m worried. Trolls I appeared on a friend’s podcast recently and I shared my own experiences with content and how it has benefited our audience. Luigi, the host of the Sales IQ podcast, recalled his experience with a troll who was intent on nitpicking his podcast by suggesting that I wasn’t qualified to speak about sales. He claimed I didn’t have enough B2B experience and that I was like many others who were cheating people. Reading that was like a kick in the gut. Despite the fact that I’ve helped hundreds of people, I started to have second thoughts. Our clients have landed promotions and generated pretty decent income, but still I doubted whether or not I should express myself. Limitations I wanted to pick apart his arguments and defend my experience against his claims that my information was basic to selling. Luigi pointed out that many sales professionals understand the importance of basics now. Together, we realized that this gentleman wasn’t a fit for the things we offered. Though he told us he had 33 years of sales experience, he’ll likely limit himself because he doesn’t believe he can learn from anyone else, especially those who are younger than him. I also realized that this gentleman had done this kind of thing before. Experience He didn’t realize that I haven’t listed every single bit of sales experience on my profiles. I have more than 15 years of sales experience between B2C and B2B settings. Perhaps he also didn’t realize that the fundamental things we share are the key to moving the sales needle. We’ve had clients from Tokyo to Australia, Europe to Canada, and of course the U.S. I offered to set a time for me to learn about him and him to learn about me. He responded by telling me that I could buy his book if I wanted to learn more about him. I declined his offer to buy the book and suggested a phone call, at which point he said he doesn’t spend money on long-distance phone calls. I offered to have a Zoom meeting but he wouldn’t commit. The point is that there will always be detractors, but we cannot let them stop us from expressing ourselves. Not everyone will be a good fit for whatever you’re selling. You’ll always have haters. Content Our content isn’t for people who don’t like it or who don’t believe they need it. It’s designed for people like you and me who are seeking to be better sellers. We talk a lot about how to generate content for podcasts or for LinkedIn or for blogs, and how videos can help you share content about your industry. The truth is that most of the people who consume your content will contribute to the conversation, and you can shut down your whole operation because of a single person. Whether you’re in the hospitality industry or the medical industry or the technology space, you can share content with others around you. Curate something you found online or write your own piece and ask others around you to help you improve it. Independence Declare your independence from fear and from trolls. Go out and share amazing content that impacts people’s lives. I want you to succeed and it’s why I do what I do. I want you to find more ideal customers and build stronger value in your conversations. I want you to close more deals and declare your independence. Mostly, I want you to go out and do big things. “TSE Certified Sales Training Program” episode resources Connect with me at [email protected]. Try the first module of the TSE Certified Sales Training Program for free. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only t

Instead of pushing your message out to your prospects in hopes that they’ll latch on, sellers can make their message magnetic and practice better selling through storytelling. John Livesay is known as the “pitch whisperer” because he helps people become compelling storytellers. Plato said stories rule the world, and it’s still true, except 2,600 years later, we have many distractions that he didn’t have. Push and pull Pushing your message out to sell a product or service just doesn’t work anymore. The new technique is to pull people in with great stories. John’s work as a storyteller began at an ad agency where he was tasked with creating 30-second commercials for movies. He discovered the need to tell a concise story that made people want to see the movie. During a stint in Silicon Valley, he competed against IBM and other massive companies to sell technical products. He realized that if you confuse people, they say no. But you can pull people in by telling the story of what the technology does. His work culminated in a career selling ads for Conde Nast magazine, where he had to bring to life the vision of a particular brand to a particular advertiser so they could see why their brand would resonate with the stories being told in the magazine. Self-esteem roller coaster John points to the fact that sellers tend to feel good about themselves only when their numbers are up. When they’re down, self-esteem suffers. He recognized his sense that he had to constantly push information out, which was exhausting. Even worse, if you’re pushing and trying without getting anything in return, you end up feeling bad about the whole process. Good storytellers allow people to see themselves in the story, which makes the message magnetic. When you become a better storyteller, people want to take your calls and open your emails. #MagneticMessage Campfires The glow of PowerPoint has replaced the glow of campfires, and we often sit in meetings where someone reads to us from a slide. Don’t do that. Nobody wants to be read to. John suggests using a series of images from which you can tell a story. Stories work because of our right-brain, left-brain way of processing information. If you’re buying a car, when the seller shares how many miles-per-gallon it gets, you cross your arms and prepare to negotiate on price. But if you say, “Donald, let me tell you a story of someone like you who bought this car and how it changed his life,” you’ll pull the buyer into the story. People buy emotionally and then back their decision up with logic. Sellers who deal in Ferraris don’t talk about miles-per-gallon. They sell the emotion of driving a sexy car. People buy emotionally, and storytelling is the best way to tap into people’s emotions. If you tug at people’s heartstrings, they open their purse strings. Sales outreach John recently worked with Honeywell on the sales of technical products that keep the air clean inside operating rooms. The team talked a lot about the technology and the specifications and how it was better than what the competition had to offer. The real story is what happens if the air isn’t clean in the operating room. The patient gets an infection and has to be readmitted for additional surgeries. Just about every seller has a case study or testimonial of some sort that can form the basis of a good story. Paint a picture Some sellers use before-and-after pictures to sell their product or service, accompanied by a bunch of facts. There’s no emotion or story. A good story has exposition and it paints a picture of the work you did with a previous client. It marries the who, what, when, where, and why of a client with the problem you were solving. It demonstrates how much better life is for your client after he works with you. But you are never the hero in the story. Tell your story so that the client can see himself in your story. It will make your closing very different because the client will want to take that journey with you. Tell a story with specifics, and be sure to include the drama that happened along the way. Presentations Most sellers make the mistake of having too many words in their PowerPoint presentations, and failing to think about what their opening will be. Thanking them for the opportunity to be there isn’t memorable because everyone does it. The fact that you’re excited isn’t what excites your clients. Whether you’re pitching to fund a startup, to get hired, or to tell people why they want to work with you, use an opening that pulls people in. It’s the most important part of any presentation. Sellers often rely on ploys like presenting last in hopes that their presentation will be the most memorable, but the best story is going to get the sale. It doesn’t matter what order you present in. Sell yourself first, then sell your company, and then sell your product or service. Most people skip the first two. Tell a story about yourself, then about the company and its culture, and then how you help other people.

The most financially profitable way to do business is to shift your focus from getting to giving, and by developing a Go-Giver strategy, you’ll constantly provide value and good things will begin to happen. Bob Burg is a salesman who has written a series of books about the Go-Giver, a parable about the principles behind the kind of success most sellers are hoping to achieve. Through encounters with a series of different people, the main character, Joe, discovers that his focus has been in the wrong place. Giving too much Giving means providing value to others. Though it’s typically not possible to provide too much value, begin by determining whether your focus on providing value will set you up to be taken advantage of. There are plenty of people who are takers and who focus only on themselves. They feel entitled to take without giving anything back. If you’re providing value to someone like that, there’s a good chance things won’t work out. Realize, though, that there’s no natural connection between being a go-giver and being taken advantage of. Understand, too, that if you’re being taken advantage of, it isn’t because you’re too nice; it’s because you’re allowing it to happen. Being a go-giver doesn’t mean being a martyr or a doormat. It simply means your focus is on bringing value to the marketplace and to others. No one will buy from you because you need the money or you have a quota to meet. They’ll buy because they will be better off buying from you. Focus on value The only reason people should buy from you is because they’ll be better off after they do. That truth allows the salesperson or entrepreneur to focus on bringing immense value to the marketplace and to the prospect’s life. When that happens, the prospect will prosper greatly. Money is simply an echo of value. Focus on the value rather than the money. Value comes first and the money you receive is a natural result of the value you provided. Money is the thunder to lightning’s value. The value comes first. #thunderandlightning Human nature is self-interested. It allows us to create more human beings. Successful people deal in truth. They don’t deny inconvenient things, but rather they acknowledge truth and then work within it to make things better. Start by acknowledging and understanding self-interest. Then put it aside with the understanding that we’re better off dealing with others when we suspend our self-interest. The other person is only going to buy because of their own needs. Value without attachment Although people often suggest you should give without expecting anything in return, Bob doesn’t exactly agree with that. Instead, give value without attachment to the result. We want people to expect good things. If you’re in business serving other people, you should expect to profit greatly because you’re bringing value to the marketplace. Just don’t be attached to that result. Give value because it’s who you are and what you do. When that happens you create a benevolent context for success. You develop great relationships with people who feel good about you. They know you, they like you, and they trust you, and they want to be part of your business. Develop an army of personal walking ambassadors who will refer business to you. Starting point Imagine you decide at this point to change your ways. Start by asking who the people are in your network and what you can provide to them that will help them by bringing value to their lives. Then make a plan for meeting other people that you can develop know-like-and-trust relationships with. We’re human beings and we’re different types of people. The reason the Go-Giver took off is because it allows you to be yourself. You can be the person who wants to bring value to the marketplace. Most people choose a certain line of work because they believe in the mission. They believe in what they’re doing. We’re happy when we’re living congruently with our values. Go-Giver origins Bob recalls his parents working to make people’s lives better. Then, when he started in sales, he found himself selling a product that offered great value, but he was focused largely on the sales process. Like Joe in the book, he was a seller who wasn’t living up to his potential. He returned from a non-selling appointment one day to hear advice from a guy in his organization. The typically-silent guy told him that if he wanted to make a lot of money in business, he should establish a target outside of making money. Target serving others, so that when you hit your target, you’ll get a reward in the form of money. Great salesmanship is about the other person and how he’ll benefit from your product or service. Economic downturn Bob heard from a roofer during an economic crisis who recognized that his approach had been wrong. He was trying to save money during the downturn, but he realized that instead of trying to give the least he could for the money, he needed to focus on giving more value. It didn’t necessarily mean spending mo

Sometimes sellers trust too much of our sales process to autopilot, and we lose sight of the fact that even the best sales tools can’t replace you. We get distracted from the things that matter most and we miss out on opportunities or ruin relationships because we forget the importance of the most important component of the sales process. Sales tools Sales tools help us promote or sell a product. They could include CRM, which helps us sell by allowing us to track information. These tools may help us understand more about the prospects who are working in the organizations we’re pursuing. Tools might include your email account, your LinkedIn Sales Navigator account, your BombBomb account, your cell phone, or your Hubspot tools. There are countless tools you can take advantage of that will help you promote or sell your products more effectively. Sometimes I rely so heavily on those tools that I effectively take myself out of the cockpit. I’m unable to guide the sales process because I’ve trusted my tools to automate it. Where to automate Automation without oversight can leave room for errors. While it’s good to use tools like prospect.io to automate your outreach, the problem emerges when we fail to personalize the process. If we set up generic emails and then blast them to hundreds of different people, you won’t get the results you’re seeking. People can immediately sniff out bulk outreach. If you rely on it, you’ll discover that very few people read your emails and even fewer responded. You may even discover that some unsubscribed from your communications. On the other hand, if you use merge tags to personalize your messages and you focus on a specific industry and you address a specific problem that this industry faces, you can create a message that speaks directly to that industry. Reaching out While I’m emailing these prospects, I’ll also reach out to them on LInkedIn via an invite, and I’ll comment on some of their relevant content. I’ll also use personal phone calls as well as text messages or possibly even Twitter. Unlike the generic situation which was devoid of my personal involvement, this option leaves room for my own personality. The prospects have a chance to interact with me in different settings because I’m actively involved. I’m present, and I’m overseeing the process. People want to be treated personally. Don’t lose focus on the human side of your connections. Make sure to differentiate yourself from the competition. “Sales Tools Can’t Replace You” episode resources You’re a savvy salesperson who wants to learn and grow. Check out audible for thousands of titles, plus a free 30-day trial, plus a free book. If you haven't connected with me on LinkedIn already, do that at Donald C. Kelly and watch the things I'm sharing there. I’m fairly easy to connect with. Just comment on something about my podcast. Send me an email. You've heard us talk about the TSE Certified Sales Training Program, and we're offering the first module free as a gift to you. Preview it. Check it out. If it makes sense for you to join, you can be part of our upcoming semester. You can take it on your own or as part of the semester group. If you and your team are interested in learning more, we'd love to have you join us. Call (561) 578-1729 to speak directly to me or one of our team members about the program. This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. You'll receive real-time alerts anyone opens an email or clicks a link. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. When you share your experiences with the show, others will read the reviews and give us a listen. I truly appreciate you and appreciate your reviews and your subscription, and your willingness to tell your friends and anyone you know that's in sales about the podcast. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

The sales landscape is always changing but by gathering insights from other sellers we can determine how to handle major challenges when selling. Brandon Bruce is co-founder of Cirrus Insight and he’s going to address how to we can get out of our own zone, where we focus exclusively on ourselves and our companies, and seek opportunities to interact with other people. Evolving sales The world of sales is constantly evolving. One of the challenges Brandon sees with sales right now is an unspoken push that exists. Because there are a bunch of companies at the growth stage, and a bunch of companies just starting out, there’s a tremendous amount of energy in the sales industry. There’s a premium on hitting numbers. Everyone is hustling and trying to find a way to build a better mousetrap. On the negative side, sellers might be hyperfocused on closing deals so that they forget to prioritize the personal connection. Because connections take time, and sales reps get antsy, we sometimes try to speed things along. We don’t want to close a deal next month; we want to close it this month. Brandon believes there’s a happy medium to be found. We must work to focus on building sustainable relationships even while we focus on making our numbers. Long-term success Companies that focus too narrowly on numbers will likely struggle to achieve long-term customer success. The customers won’t stay as long because the deals were one-time kinds of relationships. It’s easier for customers to walk away when the customer doesn’t know us well. Brandon remembers buying a countertop, a one-time purchase, from a company that worked to develop a relationship with him. They were struggling to find exactly what he wanted, until they discovered an unused countertop in a storage area. It was exactly what he needed, and it was something a previous customer decided against using. And the company sold it to him for 50 percent off. He calls it a great selling experience because they listened to his needs and they thought about how they could best help him. And even when they had a chance to make more money off the deal, they sold it to him at a great price. Even though he won’t be in the market for a countertop anytime soon, they created an evangelist in him. If anyone should ask where to buy a countertop, he’ll absolutely recommend that company. They closed a deal, they moved product, and they build a sustainable relationship. Evangelizing We should probably remind ourselves to focus on doing the right thing, and sometimes allowing ourselves to take the easy option. We’re tempted to feel like we should push a little harder, but sometimes we can take the easy deal that leaves the customer feeling satisfied. Every now and then, take the deal that the customer can say yes to immediately. You might leave a little on the table, but everyone feels good moving forward. #Evangelizers Your customer will become an evangelist for your company. You might have missed a chance to get a little more from them, but because you gave them more, you’ll have the opportunity to earn more from them. Building customer relationships benefits your long-run philosophy. Raving fan I joined an organization that gave its sellers to the book, Raving Fans, as part of its onboarding process. It helped us understand the value of customers who bought our solution and then stayed with us to upgrade and buy more later. It’s valuable to have a customer who likes your product and who will promote you on social media and leave you reviews. A raving fan might take you to their next three jobs, or mention you on their podcast. It has less to do with building a predictable sales machine and more to do with building a fan base who is passionate and who might do unpredictable things. Reaching out to prospects It’s getting harder and harder to reach prospects, and sellers use a variety of tactics to do it. Ecommerce has gotten huge, and statistics show that buyers have done a tremendous amount of research before they engage in the sales process. Despite that, there’s still room for a lot of outreach and prospecting. But how can we bridge that gap if we have buyers who are already doing a lot of the work themselves? Begin by making it really easy for your customers to have a conversation. Brandon’s company puts its calendars on the website so that customers who want to schedule time with them can immediately see what is available. Once they schedule a time, it will automatically appear on the company’s calendar. It’s buyer-driven versus seller-driven. Prospects come to them more often now asking for a demo. Meeting them part-way helps to bridge that gap. Another option they use is the ability to place bulky slides in a web portal and then provide a link to it instead of putting the slide in an email. It’s useful because they can click on it and view it online. They don’t have to worry about malware or about a bulky attachment loading too slowly. They also get real-time analytics about their s

If you’re not already harnessing LinkedIn to develop a consistent stream of quality leads, you’re missing out on more referrals, possible testimonies, and a powerful prospecting tool. Mike Jones owns and operates a local Sandler Training franchise where he works with sales leaders and salespeople in those cultures to develop nontraditional ways of prospecting and selling. He has the privilege of seeing best practices and working intimately with sales culture. He loves the experience of moving between industries and geographies to see what the consistent themes of success are. Utilizing LinkedIn Sellers must take advantage of LinkedIn, but many people use it wrong. They often don’t understand LinkedIn’s power to get to the right person. It’s difficult to connect with the right person, but LinkedIn gives people the ability to determine who they need to be talking to. There is power in connections. If you aren’t using it to find the right people in the organizations you’re connecting with, you aren’t using it to its full capabilities. There’s two kinds of prospecting. Active prospecting, which includes developing daily behavioral metrics about how many conversations you want to have, how many appointments you want to have, and how many existing clients you should be reaching out to. Activity always precedes outcome. If I can dial in my activity and monitor it and compare it to a monthly revenue goal, that allows me to make strategic behavioral changes. Whatever outcome you’re seeking, you have a system perfectly designed to give you that outcome. If you want a better outcome, analyze what you’re doing from a behavioral standpoint in order to achieve that outcome. It’s a form of prospecting that provides real-time decisions, and it gets immediate results. Passive prospecting doesn’t provide immediate results. If, for example, you work 250 days a year and your prospecting system requires you to send out 10 emails, either directly to a prospect or a contact in LinkedIn, asking for an introduction. Over a year, that’s 2,500 prospecting attempts every year. In today’s business culture, it works and you’re missing an opportunity if you aren’t seizing it. Thinking about now Sometimes, as sellers, we get so focused on the now that we forget to focus on the future. In the early days of my sales career, I was guilty of it, too. Every phone call you make doesn’t have to result in an immediate close. We may even make the mistake of prospecting to convince people, and that creates a lot of pressure. Instead, identify what kind of prospect is in front of you. There are four distinct mindsets that prospects have. They have a need they know about. They’re comfortable and they aren’t making any changes. They are willing to make changes in order to have a better return on investment. They’re arrogant. We can only help number one and number three. Numbers two and four will communicate with a salesperson differently. Instead of trying to convince, try to determine which of the four you’re dealing with. It will help you understand whether they’re open-minded about it. Prospect’s mindset Don’t give up too early. When a salesperson reaches out to a prospect, they’re trying to change the prospect’s mindset and alter what they believe. Be consistently persistent. Develop a cadence that falls somewhere between “I’m bugging someone” and “I’m ineffective.” Prospecting takes time and sellers must stop looking at their monthly revenue as the barometer for success. We do it because we think that’s how the game needs to be played. Realize that your individual metrics and your revenue are important, but you don’t get a pass on your prospecting simply because you hit your revenue. Failure to prospect will impact you months from now. You must manage your calendar to make sure you can service the people you're selling as well as your future prospects. LinkedIn content LinkedIn is a huge tool for marketing and it’s designed to help people think and share different ideas and insights. You must give to get, and you must be a giver. Life is an open book test and we should be cheating off each other. #give When we look to give back, we’ll get stuff in return. The more you give, the more the people who want your help will come to you. If you’re a giver and you’re prospecting, you’re giving so much great information. They’ll keep coming back to you. Introductions Many salespeople don’t do enough to leverage their connections in order to get introductions, which is probably a better word than referral. Probably 20 percent of your clients will provide an introduction without being prompted to. They like to connect people. At the same time, there are probably the same number who don’t like doing it. The 60 percent in the middle will do it if someone asks them to. We just have to become proactive and make it part of our process. The best time to ask for an introduction is when the prospect realizes that he got his value and he’s happy. If you’ve already fo

Many sellers have a tough time with outbound sales, so we’re spending the month of June focused on the topic, and today we’re specifically addressing the fundamentals of sales outreach. Wes Schaeffer entered sales in 1997, covering stocks, bonds, retail, real estate, and high tech. He decided that, since sales was crazy and uncertain, he’d bet on himself. He laid the foundation for The Sales Whisperer, where he helps people with sales training. Outbound struggles Too many sellers mistakenly believe that outbound is dead. That cold calling and email are dead. The truth is you simply have to do a little bit of homework. You have to choose who to lose. You can’t help everybody. #IdealCustomers Some people would say that because everybody drinks water, if you sell water, everyone is your prospect. But some people are content drinking water out of a hose. Not everyone will spend money on your stuff. Client selection is important. You have to figure out who’s going to buy your stuff and who isn’t. The number of people who are ready, willing, and able to buy what you sell right now is in the single digits. If, for example, you just bought four brand new tires for your car, it doesn’t matter that you’re having a 50-percent-off sale. Follow a script Now that you know who you’re going after, what will you say? Will you fall into the trap of not following a script because it feels unnatural? The Rock has made over $60 million a year by regurgitating scripts. He makes it his own and he makes it believable. The truth for all of us is that we’re living on a script. I once talked in a presentation about seeing the band Chicago and about the fact that they play the same 20 songs in the same order at every single show. What would happen if they decided to just wing it every now and then? That’s not what professionals do. Professionals practice things until they can’t get them wrong. You could wake them out of a stupor, hand them a guitar or keyboard, and they could play any song perfectly. Practicing skills Look at Tom Brady or Lebron James or Tiger Woods. I guarantee you they are still practicing. Are you willing to practice the little bitty things? How do you open? What do you say? How do you title your emails? How do you build interest? If you sound like everybody else, I’m going to treat you like everybody else. The only way I can differentiate between you and everyone else that sounds like you is on price. Think of the phone calls you get from an autodialer. They’re nice because they streamline things, but when people hear the long pause while it’s connecting to the first available person, they are completely uninterested. Then they mispronounce your name and you’re done. Diagnose the problem Wes recommends at least five emails in any outbound process. He also pointed out the distinction between frequently-asked questions and should-ask questions. FAQs can be written out and sent in an email. The should-ask questions allow you to differentiate yourself. These are the things the prospect doesn’t know. Understand your product and the situation of your prospects well enough to know what issues might arise. Our goal in prospecting is to ask a question that our prospect can’t answer. Doctors do the same, and it’s why we trust them. When they take the time to diagnose the problem, we trust their prescription. Ask questions How are you generating leads? What trends are you seeing? Is it becoming more expensive to run ads? How is your team performing? Do you experience ups and downs? Spend some time on your should-ask questions. We’re all too close to our own offerings. There’s an adage that says you can’t read the label from inside the bottle. Outreaching sequences Timing matters in outreach, and that’s why you need multimedia multi-step followup sequences. You need a success story about a prospect in your niche. You need a case study or a video testimonial. And then you’re off and running. Dripping a prospect is a little like dating. When you continue coming back to your prospects, they eventually decide that there must be something good about your offering. You have your target market or your dream 100. It’s worth persisting because eventually something is going to happen: a machine will break or the competition will miss a delivery. Maybe an employee will quit or they will have their own quality issues. Start early, stay late Remember that whatever you can measure you can improve. Jeffrey Gitomer speaks about gold calling because he says there isn’t such thing as pure cold calling in B2B. You’re most likely to reach people by phone. You can do direct mail and other things, and they may work. Executives and decision-makers get to the office early and they stay late. Since I’m a west coast guy, I start calling the east coast about 2 p.m. when the assistants and receptionists have gone home. Same with the lunch hour. The hourly people take their breaks while the boss keeps working. Be strategic about your calls. Use LinkedIn

Many sellers assume that experience makes them good at building valuable relationships, but there’s an art to tactically leveraging relationships to land your biggest customers. Zvi Band is the co-founder and CEO of Contactually, a relationship-oriented CRM designed to help businesses build and maintain relationships with their networks. He was an introvert in college who hardly ever left his room, but that was before he discovered that relationships would be his best asset. He is the author of the book Success is in Your Sphere. Sharpen your tools Zvi recognized the need for Contactually because he would connect with people and then lose track of them and miss the opportunity. It wasn’t that he was doing a bad job. He was simply so focused on working hard for his existing clients that he lost touch. To measure the strength of your network, he recommends opening any social media tool and considering whether your network would come to your side if you asked for something simple like $20. Then, if you truly believe your relationships are your most important asset, what are you actually doing to nurture those relationships those won’t pay dividends next week but might in the coming months or years? For most people, the answer is, “Not too much.” Tactically leverage relationships The goal should be to build and nurture personal, authentic relationships without any necessary plan or intent. Then, they’ll call us when they’re ready to buy. Or if we call them, they’ll pick up the phone. The problem is that sometimes, we aren’t necessarily sure who is important in our relationships or what our goals are. We must begin by figuring out what we’re trying to accomplish. Are you trying to increase the number of referrals? Increase your close rate or your repeat business? Looking for an entirely different job or different career steps? Clearly identify your goals and then develop everything else to ladder up to those goals. Always take a step back and ask what you’re really trying to do. Nurture opportunities If you’re going to conferences and meetings, you’re likely trying to nurture the opportunities that emerge there. But rather than connecting with everyone there, determine who is there and who you should be working with. For Zvi, that intentional decision shifted who he engaged with when he went to those events. The worst thing we can do is walk in with a set of business cards and have conversations that will never turn into anything real for either party. Those business cards get lost in the washer and you’ve wasted time that could have gone to people you could truly serve. Once you’ve identified who you want to connect with, develop a cadence to make sure you’re staying top of mind. Follow their social media and watch for news about their company. Don’t be afraid to tell your connections that you’re simply working to stay in touch. Value and service Don’t assume follow-up is most important. Focus on value and being of service to someone. The best way we can get what we want in life is by helping others get what they want. That way, as soon as the moment comes where your contact needs what you have, he’ll immediately think of you. When Zvi was nurturing sales opportunities with large brokerages, he wasn’t necessarily trying to pitch them on the value of software. Understand more about the prospect’s business. Work to understand challenges and identify other existing customers who experienced the same issues. Work to show your prospect that you aren’t simply trying to get a dollar. You’re trying to build a successful relationship that will ultimately benefit both of you. “You can have everything in life you want, if you will just help other people get what they want.” -- Zig Ziglar Technological age Technology allows us to connect with so many different people, but the problem is that it does the same for everyone else. That means your customers are being flooded with other ideas and messages. We have to find a way to build personal, authentic relationships. Realize that being a nice guy isn’t enough to produce business opportunities for you. People have to know what you’re looking for. Zvi recalls that he was looking for a CPA recently and one of his friends mentioned that a guy they know well was a CPA. Though he knew the guy well, he wasn’t aware that he was a CPA. Make sure your audience understands the skills you bring to the table. Relationships assets What strategies are you willing to put in place to grow this relationship asset? After all, these assets are just like the dollars in our bank account. We can invest in the asset. It can go up or down. We have to put strategies in place to make sure we’re growing that asset. There was a time when “always be closing” was the mantra. Now, though, our role has switched to a subscription based business so it isn’t just about selling. It’s about building and nurturing a relationship. Reputation matters and referrals matter. If a company brings on a customer that won’

Sellers are programmed to take advantage of outreach to generate opportunities, but it’s important that we don’t forget to ask for the referral. We understand the importance of cold calling and cold outreach, but that’s doing things the hard way. We do it over and over again without ever considering whether it’s the best way. This is a reboot of an earlier episode of The Sales Evangelist, but it's an evergreen topic. Asking for referrals always makes sense for motivated sales professionals. Cold calling I would never suggest you shouldn’t use cold outreach or cold calling to connect with your prospects. I do it myself and I’ve generated great opportunities that way. But it isn’t the only way to generate them. Sometimes we forget to ask for referrals. So as a sales pro, how can you remember? What else can you do to remind yourself to take the easy route to generating business? Put it on your calendar. Just as you block off time on your calendar for prospecting and cold outreach, set reminders to ask for referrals. Create a habit Create a weekly goal to generate three referrals per week. If your goal is to get three referrals per week, even closing one of those referrals will change your results. Once you institute the habit of generating referrals, you’ll establish a pattern of one deal per week that closes. And that’s if you’re not particularly good at it. If you’ve taken our TSE Certified Sales Training, you could possibly do even better. You can build on that habit and that improvement. That will amount to more money for you and your organization. If each of those deals amounts to $10,000, you’ll generate $40,000 a month. If you’re responsible for $80,000 a month, then half of your business will come from referrals. If you’re currently not generating any, that’s a pretty great increase. Accountability Salespeople don’t necessarily like accountability. Do it anyway. Tell a coworker or sales leader your goal. Join our Facebook group and tell someone your goal. Accountability is important. When I worked as a sales rep, I shared my current projects with my sales manager. She saw that I was motivated and proactive and I eventually got better opportunities than other people on the team. If you share your goal with your leader, he or she will certainly follow up to help you stay accountable. If you’re an entrepreneur working internally at an organization, you can benefit from the same kind of accountability. Set calendar invites Establish specific times in your schedule when you’ll pursue referrals. Just as you set time to prospect and pursue inbound leads, set time for referral prospecting. Set 30 minutes each day to reach out to your clients for referrals. It’s such an easy task that most of us won’t do it. We’re programmed to do things the hard way; to pick up the phone and dial. These simple projects can gain us business, but referrals don’t always happen naturally. You must ask for the referral. “Don’t Forget to Ask” episode resources Connect with me at [email protected]. Try the first module of the TSE Certified Sales Training Program for free. This episode is brought to you by the TSE Certified Sales Training Program. I developed this training course because I struggled early on as a seller. Once I had the chance to go through my own training, I noticed a hockey-stick improvement in my performance. TSE Certified Sales Training Program can help you out of your slump. If you gave a lot of great presentations and did a lot of hard work, only to watch your prospects choose to work with your competitors, we can help you fix that. The new semester of TSE Certified Sales Training Program begins in April and it would be an absolute honor to have you join us. Tools for sellers This episode is also brought to you in part by mailtag.io, a Chrome browser extension for Gmail that allows you to track and schedule your emails. It's super easy, it's helpful, and I recommend that you try it out. You'll receive real-time alerts anyone opens an email or clicks a link. Mailtag.io allows you to see around the corners. You can see when people open your email, or when they click on the link you sent. Mailtag.io will give you half-off your subscription for life when you use the Promo Code: Donald at check out. I hope you enjoyed the show today as much as I did. If so, please consider leaving us a rating on Apple Podcast, Google Podcast, Stitcher, or wherever you consume this content and share it with someone else who might benefit from our message. It helps others find our message and improves our visibility. If you haven't already done so, subscribe to the podcast so you won't miss a single episode. Share it with your friends who would benefit from learning more. Audio provided by Free SFX and Bensound.Mentioned in this episode:HubSpot and bluëmago | STUDIOSHubSpot and bluëmago | STUDIOS hubpspot.com/marketers bluemangostudios.com

We’ve all encountered price wars against the lowest bidder, but today we’re going to talk about how you can stand your ground, protect your margins, and earn the price that you’re worth and how that will help you grow your business. Chris Perry works with Market Sense, a Sandler Training franchise, that helps business attrackt, assess, hire, and on-board world class sales people. Great ideas There are lots of great ideas in the world. Many businesses have built things that they are excited about and proud of, and eventually others notice that they are making a lot of money doing it. So they jump into the game. Suddenly options exist where they didn’t before, and consumers, whether they are B2B or B2C, don’t know how to differentiate between them. Many of them fall back to the cheapest option. If we fall into that trap, the buying process becomes all about price, and we’re forced to trade dollars for deals. We must cut our prices, and that’s a slippery slope. It’s also a great way to go out of business. Consumers will treat you like a commodity if you allow them to. Money mindset Attitude makes a big difference in this scenario, because the salesperson’s mindset plays a huge part in price. Human beings are trained to seek deals and discounts. Chris’ company runs a lot of assessments on salespeople and they’ve discovered a lot of what they call money tolerance issues. We all grow up with different relationships to money, with some of us believing it’s rude to talk about it. Others are taught to pinch every penny, while still others believe there is always more money available. Whether it’s conscious or not, we have a bunch of recordings playing in our heads. Those recordings impact our money conversations. If, for example, a seller grows up believing it’s rude to discuss money, he’ll be less comfortable talking about it. He’ll likely wait until the last possible moment to address cost, because he assumes the prospects are uncomfortable talking about it, too. Waiting until the presentation to discuss price can be a recipe for disaster for sellers. Sellers who believe that $500 is a huge purchasing decision, but who are selling $50,000 solutions, will be nervous about the price discussion. They’ll sweat a little extra, and the prospects will see that anxiety and they’ll assume the seller doesn’t believe in the product. They might also perceive that there’s room to negotiate price. Recognizing value The key is to change the way you perceive your value so you don’t undersell yourself or your product. If you do, you’ve already lost before you even get started. You must believe in yourself and your product. The truth is that it’s hard to change someone’s mindset. People won’t generally understand their worth simply by listening to a podcast, no matter how good it is. Chris recommends that you begin by acknowledging your mindset. Figure out which relationship you have with money and then leave it in the car. When you go on a sales call, your relationship with money shouldn’t matter. Focus instead on the prospect and figure out her relationship with money. That’s the conversation that matters. Behaviors There are many aspects to behavior: having a goal, developing a plan to accomplish the goal, and establishing activities that get you to those goals. But with regard to budget discussions, we must be more consistent in knowing when and where to discuss pricing. We’re typically mentioning it too early, before we’ve helped the prospects understand the value, or too late, when they’ve already got some idea of what they should be paying. Many sellers are winging this aspect of their sales process. Have a plan. Develop milestones for your sales process. Have an idea of things you have to check off before you move to the next step. If you could establish just a bit of organization, if you could figure out the key steps in your sales process, you could map it out and figure out where the budget discussion should fall. Then stick to your guns. Don’t allow the prospect to pull you into a discussion you aren’t ready to have yet. Many people routinely argue that the prospect is always right, so we must follow where they lead. Your role is to help your prospect, so you have to explain that it’s irresponsible to sell something or provide a quote without understanding what he needs. Sales conversations In a world where prospects see all alternatives as basically the same, with price as the only differentiator, the one thing that remains within our control is how we sell. Our sales conversations make a huge difference. If we’re doing like many reps and choosing the “showing up and throwing up,” option, dumping features and benefits and then giving a price, we’re missing an opportunity. Differentiate by slowing down and asking good questions. When the prospect asks for price, push back a bit in a compassionate, professional way. Ensure that you want to make sure you’re both a fit before moving forward to price. The prospect will appr

Every sales professional and entrepreneur needs a profitable brand, and the key is to build a brand online and leverage it for rapid sales growth. Corey Blake is the CEO at MWI, an international digital marketing agency. His background is in sales and business development and he has managed great sales teams over the years. Validate your brand When it comes to building a brand and then leveraging it for growth, you must begin by validating your brand. You basically want to turn off any sirens that the potential customer has about you as a seller. We all know that a stigma exists around sellers, and you likely even experience it when someone gets on the phone with you to sell you something, despite the fact that you're in sales yourself. The biggest challenge often originates from the fact that we build great brands and we know we have value to offer, but we don't know how to convince people to pay for it. How you validate your brand is critical in that process. It's simply legitimizing your brand, service, or product. You must find a third party or another way to validate it. You could share that your brand has been featured on certain sites or that you've been invited to certain events. When you're starting out, go to your customer. Offer to give a customer your product or service in exchange for their use of it. Explain that you think it will make his life better and that you'd like to ask for his testimonial. Now you've got validation and social proof to use in your next sales conversation. Personal confidence Seeing someone use your product provides you, as the seller, a certain amount of confidence as well. If you prefer, you can create great case studies or build a social media presence that includes amazing content. For MWI, for example, they can validate themselves as great content creators by creating great content. As a bonus, TSE has used those product giveaways as an opportunity to gain feedback during our initial launches so we can figure out where we need to tweak our training or our products. It also helps us build a case study. Through all of this, you'll build your own excitement and you'll develop even more confidence, which is the key to success. Begin your entrepreneur journey by selling yourself on the value you're providing to the world. [Tweet "If you can't sell yourself, you'll never sell to anyone else. Become the greatest ambassador for the value you're going to provide. #ValueAmbassador"] Linking value Once you've established confidence in your value, use your marketing to communicate it to your potential customers. It's not enough to be sold on your own value, but you must find someone else who is sold on your value as well. Find a publication that will tell its audience how legit you are. Once you've built this validation, you'll have an amazing ability to sell your product or service with exclusivity. You'll find yourself in the driver's seat and gives you leverage in your communication and makes your sale more exclusive. If you establish exclusivity, you almost won't have to sell your customers as much. You'll simply have to educate them and move them along the sales process. Exclusivity is priceless. Finding balance No one wants to be perceived as the typical used car salesman. Don't come across as gimmicky, selfish, or ignorant. Instead, strive for confident, competent, professional, and controlled. There's a balance to it. Assume your customer has never heard of your validation and mention it to him. Within the first 20 seconds, provide that validation to establish confidence and control. Find a way to organically share it without being perceived as cocky. The alarms about whether you're legit will shut down. Then you can offer the idea that you only work with a certain kind of brand, and that allows you to operate with a lot more control. Close early, close often Make sure you're asking for the business. Develop specific strategies to close deals. Beautiful branding and validation won't matter if you can't close. Consistently think strategically about how you'll move this sale to the place you want it. Provide the customer with the right information and the right details so that she'll be ready to close. Closing amounts to more than the way you speak, the speed of your speech, and the tone of your voice. These things do constantly lead to close, but you have to figure out how to move to the specific points along the process. Many sellers are fearful of the conversion side so they hold off too long. Or they get anxious and they ask for the sale way too soon. If you follow the process, that's where you'll see the difference. Sales process You can have all the right components in place, but without a repeatable sales process, you'll struggle to support your sales. If your process isn't organized in a way that leads to close at all times, you won't succeed. Determine how to leverage all the components you've gathered to move your customers toward a deal. Leverage your value, y

We consume information from a variety of platforms, so we have to connect with prospects from different angles using **omnichannel outreach**. We have to find our audience where they happen to be listening. Mark Kasoglow is the VP of Sales at Outreach, a sales engagement channel, and he’s explaining today how sales reps can include omnichannel outreach in their efforts. His passion is developing people and creating a winning, fun, positive atmosphere where people are inspired to do their best. He said if you are going to have a hard worker, they have to enjoy work. That doesn’t mean you have to enjoy what you do. It means you enjoy working and you’re likely always tinkering around the house. His dad taught him that if you make people’s work easy, they’ll work hard for you. To that end, he tries to make people’s work easier so they’ll work harder. ##What is omnichannel? Consider the following questions as you’re considering what omnichannel is. Do you answer the phone when someone calls? Do you reply to every email you receive? Will you sometimes engage with people who contact you on social media? Will you sometimes talk with people who stop by your home or office to sell something? That’s omnichannel. As humans, we engage with people in many different ways depending on our mood or their approach or the channel. The point of omnichannel outreach is to meet people where they are. People have preferred methods of communication, and by limiting yourself to a single channel you’re excluding a large number of people. You’re missing out on a growing audience. Because your audience is all over the place and they communicate in different ways, you have to do the same. #omnichannel ##Overthinking omnichannel Many people don’t understand how to use omnichannel. With social, for example, if I’m targeting you on [social media](https://thesalesevangelist.com/episode846/), I’d begin by following you. Then I’d read your posts and engage in activity to let you know that I’m interested in you as a human and in the things you’re doing. After I’ve built an online social relationship, the person I’m targeting should understand a little bit of why I’m interacting with them. At that point, you can reach out with a value pitch or something that helps people understand what you’re offering. As humans and nonsellers, we do this kind of stuff all the time very naturally, but then when we bring it to our careers and the way we make money, we get weird about it. We do stupid stuff that we would never do as a normal human. But the truth is that if you engage professionally on social media the same way you engage on your personal pages, you’ll be a great social seller. ##Beginning with omnichannel Sales managers who hear this may wonder how to introduce these concepts without disrupting the success their team members are already having. Admittedly it’s difficult to introduce change while trying to avoid disrupting the status quo. At Outreach, the teams begin with a hypothesis like, “I believe that by engaging with our top 10 accounts that we can create more meetings.” It’s specific and measurable. Then they create a plan to go do that. Maybe set up a strike team of your best reps or a cross-section of different kinds of reps and have them run the same process. Then, using KPIs, measure their results against the control results. If there’s a lift, then people will be happy to move to the new techniques. Realize that you cannot have people who conduct activities in different ways. There must be a workflow and process in place to ensure that you’re measuring the process rather than the ability of the individual. In the end, you must have the guts to make a decision. The only sellers who should balk at this kind of change are those that live in the exact house that they want, who are driving the exact car that they want, and they are happy coming into work. If a seller fits that description, he’s likely already making $10 million a year or he is lying to himself. ##Tracking results Sometimes our tracking processes do a fantastic job of motivating our activities, but they produce such a heavy cognitive load that teams spend more time managing them than they do in their sales activities. Mark equates sales to plate spinning, where you spin up a couple of people on Monday, and then spin a couple more on Tuesday and then again on Wednesday, but you have to return to the Monday people to keep them spinning. The problem is that you can only spin so many plates at a time. Technology allows you to add a motor to the stick that will keep the plate spinning until the motor runs out of gas. Technology helps you administer and run the system, and Outreach does exactly the same thing. ##Personalize Even if you’re automating a system, you can build out processes that allow you to be personable. Include a first step that involves research to discover two or three specific things about your prospect. Then include those in your CRM and write an email based o

In order to succeed in business long-term, choose a market with room to grow, and consider these 5 things to look for when choosing your market. Ryan Levesque recently landed on Inc.’s list of 500 fastest growing companies, and his company just passed the $10 million mark for annual revenue. He admits that he has made a lot of mistakes along the way and learned a lot as well. Finding a niche Ryan said many business owners and entrepreneurs make the common mistake of following conventional wisdom in the early days of the venture. They focus on what they will sell or create rather than focusing on who they will serve. Who is your market? Who is your niche? He has engaged in more than 23 niche markets, from making jewelry out of Scrabble tiles to weight loss and satellite television. Through the process, he has learned the importance of focusing on people rather than things. He points to choosing the right market as the most important factor of all. You can be the most charistmatic salesperson with the best closer, but if you have chosen a bad market, none of that will matter. Wrong product and people I’ve personally made the mistake of trying to sell the wrong product to the wrong people. I discovered a product that I liked and I thought other people would like it, too. But it didn’t make money because it wasn’t a good fit. There wasn’t a market for it. Ryan outlines the indicators you should look for in his book, Choose. He said though, that writing a book invites communication from two different camps: those who love what they read and those who claim it didn’t work. He said it leaves you wondering whether you gave bad information. Niche markets In his first book, Ask, Ryan revealed the methodology he used to successfully enter niche markets. They figured out how to warm up prospects and how to determine what people want. It includes a specific set of questions designed to help you understand your audience at a deep emotional level so you can better sell and serve. In an online environment, you ask questions on your website so you can funnel people into different “buckets” based on their situations. Ryan focused on uncovering commonalities. For example, what did the people who didn’t succeed have in common? What were they doing wrong? He discovered that he didn’t teach people how he chose the 23 markets he engaged with. Of the millions of niche markets a business could engage with, what did these 23 have in common? He engaged in what he called the biggest research project of his life. He sought to figure out why the 23 markets had succeeded where others had not. Then he looked at his most successful clients and tried to figure out what separates the successful ones from the unsuccessful ones. He uncovered seven factor that will make or break your business’ success. The seven factors that Ryan uncovered are universal, foundational pieces that will help you find green markets, or those markets that are a “go” versus yellow which aren’t quite ready and red, which you should stay away from. Evergreen markets Consider the following study in contrasts on the topic of evergreen markets, which are relevant now and will still be relevant 20 years from now. Ryan engaged in the Scrabble tile jewelry market about the time Etsy was coming online. Jewelry combining Scrabble tiles and origami paper was extremely popular at the same time he and his family were living in Asia. They discovered a woman who was teaching people how to make the jewelry on Etsy and making about $10,000 a month selling the tutorials. There was no overhead, and her homemade version of a tutorial was selling like crazy. Ryan and his wife decided to make a go of it, so she learned to make the jewelry while he worked on selling it. They built a better mousetrap, and before they knew it they were picking up steam. Before they knew it they were making $10,000 a month. The ending wasn’t a happy one. The jewelry was completely a fad so sales dropped off almost overnight. Ryan had quit his job and his wife was in grad school so she wasn’t making any money. Avoid fad markets as you’re choosing your niche. Ryan then engaged in the oldest hobby in America: gardening. He researched niches within the gardening market and he discovered orchid care. He started a business teaching people how to care for orchids and they took the business from zero to $25,000 a month. The tiny little niche business still pays their mortgage and their living expenses. Consider the example of fidget spinners and bitcoin as a study in evergreen markets. Enthusiast market The enthusiast market is in contrast with a problem solution market. The problem solution market involves solving problems for the people around you. Once you’ve solved the problem, people move on with their lives. Consider the example of flood removal. If your basement floods, once the water is removed, you never engage with them again. You won’t sign up for newsletters or Facebook groups. If you own a dog, you will

We’ve all encountered the guy who attends events just to see what he can get for himself, but there are ways to effectively use networking events in your sales outreach efforts. You know the type: his conversations are one-sided because he’s only focused on his next big opportunity, and he has no time to learn about your business. His pitch kicks in when he finds out you’re a business owner. But he could have fixed his approach. And you can make sure you’re not like him in your outreach. New clients No matter what type of sales you’re in, you need to get clients in the hopper. The way you get new leads varies based upon your industry. Some demand door-to-door while others require phone calls. Today, we at The Sales Evangelist use social media and other efforts as well as networking events. Typically, at networking events, I encounter potential clients or people who can connect me with other people who are potential clients. Outreach done well can be very rewarding. But as we mentioned in the teaser, you can’t become the obnoxious guy that others avoid. He may not even realize he’s coming across that way. He has likely had just enough random success to believe that he’s effective. But he could perform a lot better and gain more leads and opportunities if he changed his approach. Plan Before you attend a networking event, do your best to find out who will be there. Will the people there tie in with your demographic? Will they represent your ideal customer? It may be impossible to find out who will be there, but it’s worth the effort to try. If you know the organizers, ask them about the top companies that will be represented there. If they give you names, research them before the actual event. Use tools like LinkedIn to gather data about those companies. Plan who you want to connect with at the event. Develop a short list. The spray-and-pray mentality that involves giving out 10,000 business cards doesn’t look good. Instead, be intentional about the cards you give out. Broaden your reach Identify people you’d like to do business with as well as those who can become potential partners for you. Then, consider those who may not purchase directly from you but who can introduce you to other complementary partners. You could even consider connecting with those you consider competition. I’ve had a good working relationship with companies I compete with, and we were able to help each other out. Whether we’re pursuing the same customers or different ones, it doesn’t make sense to burn bridges unnecessarily. It’s also good to identify people that you could potentially help. Be genuinely interested People don’t necessarily care about you but everyone cares about their own problems. We’re all trying to solve problems, so the obnoxious seller might do well to understand our challenges. Perhaps he should have been curious about our business and asked additional questions. Be sincere. You’ll never have enough information to prescribe a solution if you don’t listen. Ask questions. Then ask followup questions. We did a great episode with Bob Burg who gave us great insights on this issue. It’s worth mentioning, too, that we’re having a local sales meetup where Bob will be the guest speaker. We’ll be talking about his book, The Go Giver. Bob recommends having a list of questions you can ask. Why did you get involved in this business? What’s the biggest challenge you are seeing? This leads to deeper discussions that will help you identify issues. Simple message Be prepared for their questions. Don’t begin by telling them what you have to offer, but be prepared for them to ask. Give a simple clean message that’s no more than 30 seconds. Let him know what you do. Consider something like this: “We help small businesses who are interested in growth, build out a sales process that's actually going to help them increase revenue. We do this through consulting as well as through sales training.” This will lead to further discussion and it will open opportunities for you to talk more. It may even provide more time for you to pitch in front of the group. Jason Lynette, who appeared on episode 1081, gave a masterful message about situations where you have more time to share your message. Draw in the room Jason told a story of a murder. A woman came into his office with a horrible fear of bugs. She was a high-powered attorney who backed out of the case of a lifetime because she saw a cockroach in the courtroom. Within 10 days after their first meeting, she killed a housefly with her bare hands. Draw in the room. While everyone else shares what they have to offer, you demonstrate that you’re a human. Entertain them. Share a story. Prove that you’re someone they could work with. Connection Then you can ask whether or not they know others who might benefit from what you offer. Consider, too, whether you might be able to help them by identifying people who can benefit from their product or services. After the event, connect with all of those sa

Ethan Beute from BombBomb equates good marketing to selling by teaching, and he explains how you can generate a lift in cold email responses with video. Cold email response BombBomb recently conducted a study with a large international tech company that revealed the power that video has in improving cold email responses. The company offers a freemium service but they weren’t sure how to convert the freemium users into revenue opportunities. The company has teams in countries around the world and they were reaching out to create conversation and generate appointments. They contacted customers who had been using the free service for a while and asked for the opportunity to share some other ways they might be able to help. BombBomb conducted a pilot program with them that included an AB test of video emails vs. plain text emails. They increased replies from these people by 56 percent. Imagine, then, if you can turn a percentage of those responses into scheduled appointments and then a percentage of those appointments into paid opportunities, that’s a tremendous impact. BombBomb also found that the video emails created better appointments because the prospects felt as though they knew the seller better, which is a powerful dynamic. The effort was voluntary, so there was no requirement to send a specific number of videos each day. The company sent about 1,000 videos in a three-and-a-half week period, and the people who sent the most videos were already the highest performers. Cultural shift Rollouts like this one represent a cultural shift to your sales team. This isn’t simply a new tool to add to the stack. This video effort allows sellers to communicate more clearly with their prospects and to increase conversion because the interaction takes on a more human characteristic. If you’re considering deploying video into your team, consider the following: Find people on your team who are already excited by the idea. Roll the video concept out to them and accumulate some early wins. Share what they learned and what you learned with the rest of the team as you roll the concept into the larger group. Ethan theorizes that the connection between the high performers and the willingness to use video traces back to their constant desire to become better. They likely listen to podcasts or read books. They invest in themselves and are open to new ideas and new practices. People who adopt new practices tend to have a growth mindset. Because they are open to new ways of doing things, they generally find success, and they often have fun doing it. #GrowthMindset Voicemail with personality The pilot project involved initial touch emails, so it amounted to basically a voicemail with a face and a voice and a personality. It wasn’t simply an email signature. The sender was no longer faceless but instead became a real human being with real value to offer. If you find yourself thinking you have far too many leads to manage this kind of outreach, first acknowledge what a great problem that is to have. Recognize that you don’t have to send personal videos. You can send out a triggered video that delivers the third time a user interacts with your product. By using a trigger-point, you can capitalize on moments in your relationship with a prospect. Even if you don’t greet them by name, you’re acknowledging their presence and valuing their time. Face-to-Face meeting There are many elements that make video a winning play for sellers. To start, most sellers are far better in person than in other arenas. Most sales process drive toward a face-to-face meeting whether it’s in person or online. Human contact is extremely valuable, so you should get face-to-face as early in the process as possible. That allows people to feel as though they know you before they ever meet you. You can save time by skipping the awkward slow-start questions about the weather. You’ll help put your prospects more at ease. Hesitation This style of video works because it’s casual, it’s not scripted or polished, and it’s honest. It isn’t over-produced, but rather it involves just a webcam or a smartphone. You would send it in place of the email you typically send. Although you can send nicer, more produced videos, that isn’t what we’re discussing. Those videos often feel as though someone is trying to sell you something, because they generally are. It’s a different style of communication. Ethan hears all the time that the videos that earn the best responses are the simple ones. But as humans, we have a natural fear of rejection. We wonder if the video is good enough. We might even re-record it multiple times, which can lead to us spending 30 minutes to recording a 30-second video. It’s a waste of time in this scenario because the video doesn't have to do all the work. It simply has to introduce you and express your sincerity and enthusiasm. If you find yourself thinking you don’t know what to say, that’s not true. What would you say if you were typing out an email? What w

Sellers often seek the path of least resistance, and if your programs aren’t designed to incentivize them to sell, your sellers may game the system and engage in activities that won’t help themselves or the company. If you design your commission plans and your structures effectively, you’ll create more effective sellers who feel like they’ve actually earned something and who will achieve wins more often. Happy sellers As a sales leader, you know that your sales reps will make outbound calls and try to close deals. Your goal is to incentivize them to do their jobs. You want them to be happy. You also know that if they are earning something, they will feel good. In the natural order of things, if they are doing well, they’ll love working for you and the company will prosper as well. Flawed incentives In her book, The Sales Development Playbook, Trish Bertuzzi lays out different concepts to help organizations develop the proper incentives. Sometimes companies design their incentives poorly so that reps are only encouraged to make phone calls. Many reps will game that system because it doesn’t measure anything meaningful to the company. If you’re only counting activities, they’ll figure out that all they have to do is make phone calls. You know, though, that appointments lead to more deals. So if you’re expecting an appointment every 20 phone calls, but your reps are simply calling and hanging up without having meaningful conversations, you won’t likely achieve those appointments. Commissions Trish points out that many companies promise great incentives but we neglect to clarify the actual process were seeking. We make promises about being able to “earn more than the CEO” without explaining our expectations. We fail to tell them, for example, that the sales cycle is seven months long, so it will likely take them about three months to really get established. They probably won’t make any real money until about 10 months into the process. Then it will take about 30 days beyond the close date for them to get their payout. You can help them survive the long cycle by offering ways for the rep to win. Perhaps you’ll provide a more competitive base because you realize it will take them a while to build a commission. Set up for success Without a meaningful way to win, your sales reps may stick around for a few months and then move on to something else. Instead, set them up to succeed. If you’re talking about your BDRs, how can you give them an opportunity to make money? If your AEs earn 10 percent for a closed deal because you know it will be a while before they close a deal, they’ll be eating pretty well. Your BDRs, on the other hand, earn only 1 percent, they’ll have to wait a long cycle before they get their piece. How excited do you think your people will be to work hard in the cycle? What if you pay them per appointment set, but they get part at the beginning of the process and part at the back end of the process. If you offer $10 for each appointment, they can earn $5 at the front and $5 at the back. If your reps set quality appointments with qualified prospects, they’ll earn $5 at the beginning and $5 at the end. If the prospect isn’t a quality one, they’ll get the initial money but not the money at the end. Then, if you realize that your sellers have a lot of rejected opportunities, you can determine that either the AE is doing something wrong or the BDR is. Once you determine which is the case, you can coach them to close those deals. Hoarding appointments Here’s the other challenge. Some sales reps will realize that they’ve already earned what they needed for a certain month and they make the decision to sit on other opportunities for the following month. They hang on to them to make sure they’ll hit their numbers the next time. Again, you can incentivize this. You can set an expectation of 20 leads per month, or five per week. If your reps hit that number, they will earn the full amount for those appointments. If your reps only land 16 appointments, their earnings will be pro-rated to reflect the shortfall. If, on the other hand, some of your sellers exceed the 20 appointments, you can raise the amount they’ll earn for quality appointments. They’ll still get half at the front and half at the back. Now everyone is happy because they are earning money throughout the process instead of starving until the deals close. It’s easier to keep a good seller than to start over again searching for new ones. Make sure they eat Make sure your sellers have an opportunity to eat. I’m a strong believer that if hire the right people, pay people right, coach them, and train them, they’ll perform for you. But you also have to make sure they don’t game the system. Make sure that everyone walks away with the sense that the process is fair. "Incentivize them to sell" episode resources You can check out Trish Bertuzzi’s book, The Sales Development Playbook, with a free trial of Audible. Check out the 30-day free trial to listen to t