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Accelerate! with Andy Paul

“Accelerate Your Sales Power.” Are you completely satisfied with your sales performance? Then Accelerate! your sales skills, leadership traits, and personal development, with sought-after speaker, best-selling author and sales sage, Andy Paul. Six times a week, Andy interviews the world’s foremost sales minds and extraordinarily interesting people like Jeffrey Gitomer, Robert Cialdini, Jill Konrath, Anthony Iannarino and Tim Sanders -- to uncover the strategies and insights you can use to generate massive value for your customers and epic wins for you. Get inspired with proven strategies to bust through limiting mindsets, amplify your value to buyers and outsell the competition. Whether you’re a sales leader, AE, AM, SDR, CEO, or entrepreneur, YOU want to generate better leads, close more sales and grow your accounts, and Accelerate! is the preeminent podcast for fast breakthroughs. Check out our growing catalog of 350+ hard-hitting episodes now.
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Now displaying: March, 2016
Mar 31, 2016

Jon Wuebben is the CEO of Content Launch, provider of the first complete content marketing software built for small and medium-sized businesses. In today's installment, Jon and I discuss the benefits of good content marketing and how to approach your content marketing strategy for the very first time. Jon also shares interesting insight on how content management generates a better ROI than advertising.

 

What is content marketing?

Advertising is a very 'in your face' way to sell a product, but content marketing sort of flips that tactic on its head. Content marketing focuses strongly on educating the customer on why they should buy your product. You use content marketing to build trust with your audience.

What kind of resources does a small business need?

You will need a blog and social media accounts. You will also need to take a long and hard look at your website and see whether it contains strong educational pieces about your product.

What are some of the key factors of a good content marketing strategy?

#1 – Understand your audience. Who's your ideal persona?

#2 – Get Google Analytics to measure your success. It's free to use.

#3 – What are the topics that are important to your ideal client? Write about them.

Why should you do this?

Good content marketing is an investment that always pays off down the road. You're building an important database about your ideal customer and that in itself is invaluable. What's the cost to you if you're not doing it? Your competitors catch up and you slowly slide off the radar.

What is Content Launch?

Content Launch is a hub for all of your content activity. You create your article or piece of content in the system and then you're able to distribute it out to all the various channels you manage with just a click of a button. You can also use Content Launch to connect with influencers in your space, get important metrics, and so much more.

What kind of clients does Content Launch attract? 

Jon tends to see medium-sized businesses that generate 10-40 million in revenue and who are short staffed in the marketing department sign up for his service.

 

 

LEARN MORE ABOUT Jon Wuebben:

What's the most powerful sales tool in your arsenal?

Content is Currency by Jon Wuebben

What's one tool you use for sales management?

Hubspot and Salesforce

Who's your sales role model?

Tony Robbins

What's the one book that every sales person should read?

Awaken The Giant Within by Tony Robbins

What’s your favorite music to get you pumped up for a meeting or sales call?

AC/DC and Van Halen

What’s the one question you get asked most frequently by sales people?

Why should I spend money on content? It's an investment. When you compare your ROI on content marketing vs. traditional advertising, advertising isn't even close to what content marketing can achieve.

 

CONTACT Jon Wuebben

http://contentlaunch.com/

Content is Currency by Jon Wuebben

Mar 30, 2016

Cliff Pollan is the CEO at Sococo, a company that helps bring distributed teams, located all over the world, together through a virtual office. The goal is to increase collaboration and trust among remote team members. He found that when team members located across the globe were able to build a real working relationship with one another, that's when the real magic happened. In today's interview, Cliff and I discuss ways to disrupt the sales force team and the three ways anybody can make the sales cycle process much, much quicker.

 

 

What kind of discontinuities have you faced?

When people worked in an office, it was easier to solve problems quickly. We could also react and communicate accordingly with our team. Now, since we're located all over the world, it is a challenge to communicate correctly.

 

What is Sococo?

Sococo recreates the personal proximity and functionality of a physical office in an online experience. You can now connect with others throughout the world as if they're right next door to you.

 

Why do you think the sales force will change in the upcoming years?

The sales cycle is too long, which is expensive for both the buyers and the sellers. Everybody wants to shorten the process quicker. The majority of sales reps, around 50% of them, don't make a sale. If half our kids were failing at school, we'd see that as a problem.

 

What can people do to change the sales force dynamic?

There are three ways to successfully do this. First, you need to adopt lean systems where the most urgent of tasks are done quickly with the right resources. Second, selling is a team sport; so are you using your team correctly? You can shrink sales cycles by having the best talent on your team. Third, responding to a prospect rapidly is key. When a client needs a response, don't wait 3-4 weeks to respond. If possible, give them the answer at that very moment or as soon as you leave the meeting.

 

How can people create a more efficient and real-time sales process?

In Sococo, Cliff can see which of his engineers are available and open a quick chat with them to get the right answers to the client, on the spot. You can now visualize and see everybody as well as bring the right resources into the meeting without delay. You can also bring more than 20 people worldwide into a meeting, to pull together the necessary ideas and solutions in order to get the job done.

 

How do you know if this form of collaboration is paying off?

When you're working with several people overseas, who do not see each other, Cliff found that employees weren't able to trust one another. With a service like Sococo, you can all of a sudden see another person who is countries away from you and you can build not only trust, but a better working relationship as well.

 

LEARN MORE ABOUT Cliff Pollan:

What's the most powerful sales tool in your arsenal?

Sococo.

What's one tool you use for sales management?

Sales Force.

Who's your sales role model?

Annette Seley (http://realityworksgroup.com/)

Trish Bertuzzi  http://www.bridgegroupinc.com/trish-bertuzzi)

What's the one book that every sales person should read?

Zero-Time Selling by Andy Paul.

What’s your favorite music to get you pumped up for a meeting or sales call?

Bruce Springsteen.

What's the first sales activity you do every day?

Look at all the prospects who have signed up on Sococo.

What’s the one question you get asked most frequently by sales people?

Why aren't they calling me back? Cliff's response, “What value are you bringing to them?”

 

CONTACT Cliff Pollan

https://www.sococo.com/

Cliff.Pollan@Sococo.com

https://www.linkedin.com/in/cliffpollan

Mar 29, 2016

Barbara Weaver Smith is an author, speaker, and consultant. She is the Founder and CEO of The Whale Hunters, a company focused on the rapid growth of privately held companies. Her company provides training, consulting, and coaching on unique processes for explosive growth through large account sales. In today's episode, Barbara and I discuss the key ways you can attract, keep, and manage a big whale.

 

Join @bweaversmith now on #Accelerate!

 

What was the back story behind the book, Whale Hunting: How to Land Big Sales and Transform Your Company?

Barbara talks about the Inuit people and how they hunted whales. A group of eight people would search for these giant 100,000 lb creatures in a small boat made out of seal skin.  When you look at this past history, it is actually very similar to how teams feel in today's environment when trying to hunt for a bigger client. 

 

How can you get bigger orders?

Define who would be an ideal whale for you. What are the characteristics of the customer who can give you a deal that's 20 times bigger than your current deal? Barbara tends to look at geography, revenue, company size, and more to find a list of companies under these very specific criteria. 

 

When do you stop hunting the whale?

You stop hunting the whale when you realize the company is keeping their key decision makers and influencers away from you. That's one of the tell-tale signs that they expect you to take care of the full load and are not interested in a conjoined working relationship. Make sure you are getting treated with respect and that you are getting to know the respective team and the right decision makers.

 

What are some of the common fears whales have?

They're afraid of you because you're new, small, and because they've never heard of the town you're currently located in. The benefits of working with a smaller company though, means you're faster at delivering, you're innovative, and so much more. You have to figure out how to take their fear away by reassuring them of your stronger points.

 

How do you contact a big whale?

Once you've identified the big whales you'd like to have, the second step is reaching out to them. Barbara recommends to reach out through a warm introduction and to constantly be talking to various members within the organization. One of your sales assistants or a marketing team member will also need to be watching the trends and movements of that particular company in order to know when it is the perfect time in the market to pitch them.

 

What is the new book, Whale Hunting: Global Accounts for Creditable Strategies to Win Global Customers, about?

This upcoming book will be a follow-up to the original one. In the book, Barbara takes the reader to a newer and bigger level and teaches them how to acquire global whales. She talks on some of the roadblocks that mid-sized companies may face when trying to manage a whale overseas.

 

 

LEARN MORE ABOUT Barbara Smith:

What's the most powerful sales tool in your arsenal?

Avention. 

Who's your sales role model?

Jill Conrad.

What's the one book that every sales person should read?

How To Swim With The Sharks by Harvey Mackay.

What’s your favorite music to get you pumped up for a meeting or sales call?

None.

What's the first sales activity you do every day?

Barbara reads her email first.

What’s the one question you get asked most frequently by sales people?

How does Barbara close it? You have to know upfront how you're going to close it. You have to have knowledge and built trust in order to succeed.

 

CONTACT Barbara Smith

http://thewhalehunters.com/

https://www.linkedin.com/in/barbaraweaversmith

Mar 28, 2016

Kevin Craine is the Executive Director of Craine Communications Group. Kevin is a professional writer and editor, an internationally respected business technology analyst, and an award-winning podcast producer. His podcast, Everyday MBA, interviews best-selling business authors, innovative thought leaders, and top-shelf executives. In today's installment, Kevin Craine and I discuss some of the key ways to grab your customer's attention through compelling content.

 

What is a knowledge leader?

A knowledge leader is a person that's adding value to the world and uses their leadership position as valuable resource. They provide inspiration and expert thought into the lives of others. People often call this thought leadership, but the definition is a little bit too theoretical.

 

What are the 7 characteristics of effective knowledge leadership content?

 

Number 1: Your content must add value.

Although it might seem self-evident, you'd be surprised by how few companies actually add value to their customers. Identify what the true value is to your consumer before you create the content. What are you saying and why are you saying it?

 

Number 2: Make sure your content is actionable.

What do you want your readers to do when they read or listen to your content? What do you want them to physically do or want them to feel? Help your consumers get curious. If they can't take action, then what's the point of creating content? 

 

Number 3: Content has to be authentic.

If you want to be known as a knowledge leader, then you need to be upfront about how you feel. Are you just blowing smoke about your product? Throwing statistics out into the world isn't going to make you authentic, if anything, it'll generate the opposite effect. Everybody knows BS when they hear it!

 

Number 4: Create content that's creditable.

Pull in the outside resources to help with backing up the important statements you make. At the same time, don't just spin out statistics. Try to include your potential customer and show them how they too can generate similar results. Don't be afraid to incorporate real stories about your current customers' struggles. This helps put your target audience in your customers' shoes.

 

Number 5: Knowledge leadership needs to be precise.

The type of person you want to target needs to be very well defined and clear. Do you know who your audience is? What does your ideal avatar look like? Look for age range, gender, company size, company type, and more to round down your search and target the people who matter to you and your business. Once done, ask yourself: “What's in it for them to buy my product?”

 

Number 6: Be consistent.

In order to be considered a knowledge leader, you have to be producing good content on a regular basis. This not only builds trust with your audience, but develops a relationship with them as well. Keep in mind, you will not always see the results right away, but they will add up over time.

 

Number 7: Get Diversified.

Don't just rely on your blog to generate interest. Diversify your content throughout a variety of different platforms. Get your content in a trade magazine, on a guest blog for others, appearing on podcasts, and distributed through social media. By diversifying yourself, you're able to get your content in front of the right audience.

 

 

LEARN MORE ABOUT KEVIN CRAINE:

What's the most powerful sales tool in your arsenal?

ScheduleOnce.

Who's your business role model?

John Lee Dumas.

What's the one book that every sales person should read?

Amp Up Your Sales by Andy Paul and The barefoot Spirit by Bonnie Harvey and Michael Houlihan.

What’s your favorite music to get you pumped up for a meeting or sales call?

Tommy Emmanuel.

What's the first sales activity you do every day?

Kevin checks LinkedIn and other social media.

 

CONTACT KEVIN CRAINE

http://crainegroup.com/

http://everyday-mba.com/

Mar 27, 2016

This is one of my favorite episodes from the Accelerate! archives. Mike Weinberg has written two excellent books about how to develop new business and how to manage sales. In this episode we had a fast, fun conversation about some of the key lessons he teaches about sales management in his latest book: Sales Management. Simplified.

We all know that growing sales is hard work. In Sales Management. Simplified Mike Weinberg takes dead aim at the self-destructive, self-defeating behaviors of sales managers (and senior management) that unnecessarily impede and slow down sales growth. In this episode, Mike, with his trademark bluntness, provides the diagnosis and the cure for common sales management challenges. And he outlines his simple framework for sales management that any organization can use to achieve their sales goals. Sales leaders: this was a must listen episode when it first aired. It still is essential listening today!

Mar 25, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about what you can do when your cold calls stop working. Learn more about what’s in store for sales in the future. Among the many topics we are discuss are:

  • What alternatives to cold calling are sales teams using?
  • Can inbound marketing ever completely replace proactive outbound lead generation?
  • What must sales reps do to maintain their relevance to their buyers?
  • Does the method used to generate a lead affect its conversion rate and deal size?
Mar 24, 2016

Susan Barrett is the CEO of Barrett Consulting Group. Her philosophy is ‘everybody lives by selling something’. Sue’s home base is Australia. She is a sales philosopher, activist, strategist, speaker, trainer, coach and adviser. Barrett Consulting Group is a full service consulting and advisory education firm specializing in the areas of sales, sales strategy and sales force design. In today’s episode, Sue Barrett and I discuss why sales is a life skill, and not just a business skill.

  

Hunter vs Farmer?

The hunter is the doer, hunters aim to close as many deals as fast as possible, focusing on deal quantity instead of deal quality. The farmer develops long-term relationships with their customers. Sales people with this trait are happy working with fewer customers, allowing greater energy focused on creating lasting relationships. In today’s market, it is better to be a well-rounded sales rep, where the most successful are hunters that know how to farm, and farmers that know how to hunt when the time is right. What is our line of sight to the customer? How is my role affecting the relationship we have with our customers?

 

Does every body sell something?

The answer to this question is an astounding YES. Sales is a life skill, not just a business skill. Ultimately, at the end of the day we are engaging with each other, whether it is friendship or business. We are just trying to help and understand each other. Some of us do it better than others, and some of us do it for the right reasons, while others have questionable intentions.

 

What is the long-term strategy?

You make yourself available and useful to people, able to help sort things out or achieve key goals. Some people take advantage of that, if we don’t know how to stand up for ourselves. We need to articulate the REAL value of an offer. This will help people have foundations that will help create stability for them when they are dealing with a range of people. The majority of people want to do good business. We all need to watch for the bad eggs.

 

Why are Managers, CEOs, and Entrepreneurs stuck on these broad, easy labels for sales reps being a Hunter or Farmer?

Selling is a complex system of variables and approximations. It is not a linear process. People look for easy answers, or rather easy solutions. Hunters and Farmers are people looking for the easy answer and not knowing how to deal with the variables that go with a complex system like sales operations.

 

What are the ideal qualities of a sales rep?

  • Empathetic
  • Otherish (selfless person thinks less of themselves)
  • Curious
  • Problem Solver
  • Listener

 

What are the sales trends for 2016?

Less is more, decluttering because we are in the midst of an information tsunami. This wave of information is causing great angst for people regarding decision making. One of the trends for 2016 will be about competition zero, which is indecision. There are a multitude of competitors. Too much information leads to people getting overwhelmed. The trusted name you knew back then may not be as trustworthy or may no longer be in business. There are so many alternatives out there and it is hard to find the truth. 50 to 60% of qualified sales opportunities are ending in no decision.

 

LEARN MORE ABOUT SUSAN BARRETT:

What's the most powerful sales tool in your arsenal?

Sales Person: Interest in other people and wanting to understand where they are coming from.  

Sales Leader: The ability to be able to craft and communicate and deliver strategy.

Name the one tool or app you use for sales or sales management that you can’t live without.

Coaching Skills

Who's your sales role model?

Susan’s dad is her role model.

What's the one book that every sales person should read? 

Give and Take: A Revolutionary Approach to Success by Adam Grant

What’s the one question you get asked most frequently by sales people?

How to prospect?

What’s your favorite music to get you pumped up for a meeting or sales call?

Classical Music: Bach Cello Concerto

What's the first sales activity you do every day?

Susan checks her plan and her schedule.

 

CONTACT SUSAN BARRETT

www.barrett.com.au

www.salesessentials.com

Mar 23, 2016

Nikolaus Kimla is the founder and CEO of Pipelinersales or Pipeliner CRM, which is a visual CRM system. Pipeliner CRM is a unique solution, empowering sales reps to sell instead of burdening them with awkward administrative duties as the traditional CMR solutions use. In today’s installment, Nikolaus and I discuss why every company needs to have a CRM system, such as Pipeliner CRM.

 

 

What was the reason behind building a new CRM solution? There is another company that holds 16% of the market share, when it comes to CRM systems. Nikolaus believes he has the best programming company in the world. He asked the other users of CRM systems, what was needed and they spoke up. He listened to their wants and needs and made an entirely new CRM system based off the demand.

 

Why are other CRM systems not beneficial to the user?

After researching over a thousand users, Nikolaus found the other CRM systems are offering services based on management needs, not what the users need. Everything needs to be visual, because a picture speaks 60,000 times faster than a word. Pictures are also universal; anyone in any language will understand a picture.

 

There are many apps out there for CRM systems, but there aren’t any solutions.

Today, there are thousands of apps that only cover one little problem. At the end of the day, someone has to pay the license fees for these apps. Therefore, the price is increasing at a fast pace. You purchase all these apps to fix one problem or another, not realizing it is going to add up and eventually become too expensive. This costs a company efficiency and effectiveness while entering the market place.

 

Do most of the customers that purchase Pipeliner come from existing CRM systems?

Nikolaus says, interestingly enough, No. Only 10 % of all the companies use a CRM system, which means that 90% aren’t using them. It’s not the brand that you are selling, it is the product. Still to this day, many of the companies are still using spreadsheets. The method of using spreadsheets is in the past. Businesses won’t be able to collaborate, they can’t seek instant information, updating information isn’t easy, and working offline doesn’t work either. That is why you need to use a CRM system, such as Pipeliner.

 

Why haven’t most companies adopted the use of a CRM system?

First of all, the classical CRM approach is that everybody has to come together and it is a long process. It takes a lot of people to come together around the table. You have a company that helps you implement the processes and it costs the business money. In today’s market, every customer wants to be addressed individually. The buyer has realized it, but the seller is behind the times. CRM systems are starting to be more like, for example, bookkeeping. Companies need to have bookkeeping software; you cannot have a successful business without one. The same goes for the CRM systems.

 

How is Pipeliner more visual and what does gamification mean and how does Pipeliner use this?

The visual system helps the sales reps; and the sales person likes to play a bit, this is gamification. Gamification means the program uses point scoring, competition with others, and rules of play to other areas of activity. Pipeliner makes multiple sales processes, after sales, pre-sales, and the sales activity. The gamification aspect adds a whole layer to the system that other CRM systems do not have. This is more fun and enjoyable for the user.

 

LEARN MORE ABOUT NIKOLAUS KIMLA:

What's the most powerful sales tool in your arsenal?

Pipeliner

Who's your sales role model?

Frederic Malek and Alfred Sloan from General Motors

What's the one book that every sales person should read? 

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan

To Sell is Human: The Surprising Truth About Moving Others by Daniel H. Pink

What’s your favorite music to get you pumped up for a meeting or sales call?

None, he doesn’t want to be distracted.

What’s the one question you get asked most frequently by sales people?

Do you have a modification to add to Pipeliner? If so, reach out and they will immediately impart it into the program.

What's the first sales activity you do every day?

Nikolaus gave himself an order. He needs to have two sales meetings with customers weekly.

 

CONTACT NIKOLAUS KIMLA

www.pipelinersales.com

https://www.linkedin.com/in/nikolauskimla

Mar 22, 2016

Tom Searcy is the author of the book, Life After the Death of Selling: How to Thrive in the New Era of Sales. He is also co-author of the book, Whale Hunting: How to Land the Big Sales and Transform Your Company. In this episode, Tom and I discuss why small companies think they aren’t able to compete with larger companies for the big sales.

 

 

Why do some of the “Experts” say that ‘sales’ is dead?

Sales is changing in a big way. The experts say that 25% of the sales reps will be out of a job by 2020. That is unless companies and sales ship don’t change. If you are going to get a big sale, you need a team of experts on the subject matter, with the leadership of an executive who has the sales understanding and perspective.

 

Why do small sized businesses think they can’t compete for big orders?

Smaller companies need to change their mindset; this is the first step in competing with the bigger fish. The smaller businesses think they don’t have the resources, the ability, and the financial resources of the bigger companies. Secondly, smaller companies need to look at their infrastructure. Some of the smaller companies are a little afraid of catching that big piece of business. Smaller companies are self-limiting; you can’t get to the mechanics of landing a piece of business if you don’t overcome the mindset that is setting you back.

 

Why does the Department of Labor statistics indicate selling is on the verge of dying?

The Department of Labor indicates that 22% of the business-to-business jobs are going away between now and 2020. That is a million jobs lost.  There is another area in sales, which is actually showing growth. The job called the Lead Me Job. The sales role of going out into the marketplace, working with companies and selling, not asking them what the problem is. It’s those sales people that can walk in and say, “I know who you are and your market place. I know the categories where your problem lies. I have an idea on how to solve that problem for you”.

The difference is going to be in leadership. You know you have an answer for them and it may not be clear initially what that specific solution is going to be, but you know you are inspiring them to follow you.

 

Why is the consultative model changing in sales?

A leadership role is required, because the term that is coming up more and more is co-creation. Companies need to work with their customers to co-create some value from which they are going to be able to drive the ability to make a decision about which way to go. Co-creation is the banner term for the current model and the go forward model in consultative sales. The nature of the customer is impatience; they are expecting businesses to bring more answers than questions.

 

Customers have less and less time.

There are fewer opportunities to meaningfully engage with prospects these days. Companies need to bring a team of specialists. You really need to be deliberately focused on what is the value you are going to provide during this interaction. Buying processes change the selling processes, not the other way around. Customers are more self-sufficient now. The customer has more control of the information that is out there, and therefore, they are influencing the conversation at a greater rate.

 

Smaller companies need a Senior Executive sponsoring them.

If companies want to maintain relevance to their customers, they have to sell bigger problems. The problems need to move from product, quality, service and price, which are delegated to a lower level decision maker. If you want to get the attention of a Senior Executive, those problems are measured in time, money and risk. Time is not at a level of service; this is about speed to outcome. Money is going to be around the overall organization’s ability to produce profit or reduce costs – not incremental costs. Risk is going to take down the overall effective risk of the organization’s ability to perform and sustain its value over time.

 

How do the smaller companies start the process of structuring themselves to go after the bigger business?

Changing the lens is the first thing smaller businesses need to do. They need to try to figure out what the CEO would want, instead of the lower issues. Look at it through the Senior Exec’s eyes, and talk about the problem, not about your services.

 

LEARN MORE ABOUT TOM SEARCY:

What's the most powerful sales tool in your arsenal?

Questions

Name the one tool or app you use for sales or sales management that you can’t live without.

Pipeliner

Who's your sales role model?

Tom’s dad is his sales role model.

What's the one book that every sales person should read? 

The Effective Executive by Peter F. Drucker

What’s your favorite music to get you pumped up for a meeting or sales call?

AC/DC

What’s the one question you get asked most frequently by sales people?

How do I get past the person who’s in my way?

What's the first sales activity you do every day?

Stretching and Meditation

 

CONTACT TOM SEARCY

http://www.huntbigsales.com

Mar 21, 2016

Mark Magnacca is the co-founder and President of Allego, a mobile based sales learning platform. He is also the author of the book So What? How to Communicate What Really Matters to Your Audience. In today’s episode, Mark Magnacca and I discuss why sales training is broken and how you can utilize video to reinforce the learning for sales reps.

 

 

Why is traditional sales training broken?

One of the reasons is because most sales reps don’t remember and don’t absorb what they learn in a traditional instructor lead training. There is value in this type of training. It has the power to change one’s thinking and adopt a new mindset. The issue with this type of training is that it doesn’t have the methodology or follow-up that makes it easy to master what you have learned. The other part of the problem is that there’s no way to visibly or formally assess if the information they learned stuck or not.

 

What is a KPI and how do you measure it?

A Key Performance Indicator is a measurable value that demonstrates how effectively a business is reaching their key objectives. Organizations use KPIs to evaluate their success at reaching targets.

 

What is the difference between Skill Based & On-Demand Based Knowledge?

There are two kinds of knowledge: skill based and on-demand based. Skill based knowledge means you need to practice, acquire feedback, and receive ongoing coaching to be effective. On-demand based is basically the ‘how to’ knowledge you achieve from watching videos on YouTube or from peers, which have the expert information you are needing at the time.

 

Sales Reps need to invest in themselves to achieve the success they desperately want.

A shift has happened; people are using different form factors to achieve their knowledge. People are visually oriented. Especially sales people, whose personality type generally skews towards impatience and wanting to know the answer now. Video is a more powerful medium to learn than reading a book. The ability to hear from your peers, telling a story on how you position a product from someone you trust and respect is one of the most valuable tools.

 

Are people in potential danger of retaining the knowledge?

People don’t feel a need to master a skill, if they don’t need to know it on a normal basis. They can just look it up again on demand if needed. That is where the two kinds of knowledge, mentioned above, come back into play. It needs to be part of an ongoing process. For example, sales reps learning to ask for a referral, requires practice, feedback, and coaching. If you are not able to put that work in, video alone does not save the day.

 

What is Allego?

Allego is a mobile based, video sales learning platform. First and foremost, it is a platform designed to help sales people absorb information. Visual images along with sound of a human voice are very powerful in concert. See it, hear it and practice it, is a dynamic learning methodology. The content that is most valuable is top performers in your company talking about specific things that you want to know about. By using this platform, companies will start to build up useful content on a number of topics. You want to make sure to utilize your company’s top performers as subject matter experts. Instead of hoarding all of the knowledge, shifting the mindset to a more team oriented thinking. The capacity to use software, to be able to use coaching and be able to share best practices is a very powerful combination.

 

LEARN MORE ABOUT MARK MAGNACCA:

What's the most powerful sales tool in your arsenal?

LinkedIn

Name the one tool or app you use for sales or sales management that you can’t live without.

salesforce.com

Who's your sales role model?

Jeff Goldberg

What's the one book that every sales person should read? 

Think and Grow Rich by Napoleon Hill

What’s your favorite music to get you pumped up for a meeting or sales call?

U2

What’s the one question you get asked most frequently by sales people?

Is doing something on video a substitute for doing it in real life?

What's the first sales activity you do every day?

Open notebook, which he purposefully handwrites and doesn’t use as a computer based program to help organize his day. 

 

CONTACT MARK MAGNACCA

www.allego.com

Mar 18, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them.

Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!

 

 

The definition of MQL and SQL.

Marketing Qualified Lead is a prospect that has come through expressed interest in one’s product, which then converts into a lead. MQLs are typically passed on to the sales team once the lead has shown intent to buy, thus becoming a Sales Qualified Lead. An SQL is determined by a lead scoring process to target serious buyers.

 

What is the reason behind the low percentage of marketing leads turning into qualified leads?

Only 2% to 6% of marketing leads actually turn into qualified opportunities on a pipeline. Marketing and sales teams have to be aligned for the process to work. You do not want to just set it and forget it. This alignment is something companies have to keep working on, iterating continually to find out the right ratio and balance.

 

Are the MQLs being released too soon to the sales team? 

Again, the dialogue between the Sales and Marketing teams are crucial. There are difficulties and frustrations between the two groups, which is not a useful tension. There will always be tension between the two departments, but it needs to be constructive tension. The two teams have to work together to come up with a good balance. It’s all about the pressures between quantity over quality.

 

Quantity vs. Quality.

The pressure on quantity forces people to short change the qualification process. There has to be a given at some point. Companies shouldn’t come into your pipeline unless they are really qualified for what you are selling. Some reps have been known for loosely qualifying leads, not because they aren’t asking the right questions, but because they have had limited contact with the prospect. In today’s market, the prospect can find out more about your company than you can about them, by doing online research. Most businesses are considering opportunities before they should in the process.

 

MORE ABOUT BRIDGET GLEASON

My most powerful sales tool?

LinkedIn Navigator

One book every sales person should read?

Winner’s Dream by Bill McDermott

My first job in sales.

Selling and networking products and desktop computers for Xerox.

Music that psyches me up before an important sales call.

I tend to go quiet and focus and role play the call instead of listening to music.

 

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

 

Contact Bridget:

Website: http://www.sumologic.com/

Mar 17, 2016

Richard/Dick Ruff, Ph.D. is the author of the book Mastering Major Account Selling. He also co-authored the book Managing Major Sales with Neil Rackham. Dick is a tops sales trainer and leading expert on major account selling. In this installment, Dick Ruff discusses how to utilize the fundamentals of account based selling.

 

 

What is SPIN Based Selling and why is it still being used?

SPIN based selling is fundamental, which is why it has not gone out of date. Sales reps have to have the skills to get on the other side of the table. You have to generally understand the scale and scope of the needs of your client. If you don’t have that, then you can’t propose a compelling solution. One of the core skills is the ability to ask questions. SPIN is a questioning model, not a sales process or strategy.

 

How does a company reinforce the training that has been taught to their sales reps?

Fundamentals are not easily acquired. You can’t just expect somebody to learn the methodology like SPIN, and all of a sudden the sales reps are going to walk out after two days of training, being highly skilled. That is not going to happen. Companies have to recognize that learning those types of fundamentals are not easy and the sales reps need to have substantial reinforcement on an ongoing basis. This means managers also need to have these skills so they can use reinforcement techniques. Companies still have to provide ongoing skill development if they want to have a superior salesforce.

 

The reasons why companies should spend time, effort, and money on training.

It’s not just a moral obligation. In today’s market, it is extremely difficult to win by product alone. Even if you have a superior product now, it is not going to last. Somebody else will corner the market and come out with something better, which takes half the time and for half the price. Don’t think of developing a salesforce as a humane thing to do, it makes business sense. It is an investment like any other investment with a possible huge pay off at the end.

 

Should companies set aside 15 to 20 min a day for sales reps to read?

Yes, getting someone to read can be done in a lot smarter fashion today. Of course, the readings need to be filtered to ensure that reps are reading the correct material. There is a lot of dysfunctional content out there, and companies need to have a structure in place to implement this to their sales reps.

 

What is a working definition of Account Based Selling (ABS) & why is there so much buzz about it today?

ABS at the fundamental level is not one size fits all. When it comes to selling, you need to treat each account separately. The core reason why there is buzz about it today is because in today’s market, companies are going through disruptive changes. These changes are driven by many factors, such as geography, global competition, and manufacturing technologies. This is forcing companies to change the way they are selling to stay competitive. Customers are changing how they buy, which means that businesses have to change how they are selling. Unfortunately, most companies don’t spend enough time genuinely understanding the buying process of their customer base.

 

LEARN MORE ABOUT RICHARD RUFF:

What's the most powerful sales tool in your arsenal?

Past references

Name the one tool or app you use for sales or sales management that you can’t live without.

Google

Who's your sales role model?

Neil Rackham

What's the one book that every sales person should read? 

SPIN Selling by Neil Rackham

What’s the one question you get asked most frequently by sales people?

How do I deal with the time pressures that I am under?

What's the first sales activity you do every day?

Read what other people are writing about sales.

 

CONTACT RICHARD RUFF

www.salesmomentum.com

www.salestrainingconnection.com

Mar 16, 2016

Doug Devitre is the author of the book called Screen to Screen Selling: How to Increase Sales, Productivity, and Customer Experience with the Latest Technology. Doug built a speaking and consulting business, teaching real estate professionals how to use the latest technology. In this episode, Doug Devitre discusses how one-on-one screen selling is the future of sales.

 

 

Why is one-on-on screen selling more effective?

The sales reps have to be really focused when they are selling a product one-on-one, virtually with a screen. Their eyes are not going to wander. They aren’t going to be checking their phone or email.

 

Why is it in the best interest of the customer to screen share or have a video meeting?

Bulleted slides are gone with the times. It is time to create more dynamic and visually appealing slides so the customer can get the whole picture of how the transaction is going to go. When you get the customer on a video meeting, listen to them. Do not speak. This is critical when building trust with the customer. They will let you know where they are in the process, which gives the sales professional a way to visualize the dialogue using a digital whiteboard.

 

What’s the best tool for screen to screen?

The sales rep needs to look at it from the customer’s standpoint. Whatever the customer is more comfortable with is the answer. What is the customer using already? If a customer needs to download a program to get on a video call with the sales rep, there will be late meetings, or rather no shows. If the sales professional is calling a corporate client, you may only be able to use the tools they use, due to security issues. Sales reps need to be more adaptable and more concerned about the customer’s experience.

 

Listening to customer wants and needs is essential.

It’s time to dump the demos and start listening to what the customer wants. What problems are the customers having? Really listen to their wants and needs. When the sales reps listen, they start building trust with the customer. If you are just out for the sale and don’t care about their needs, that is when you are going to lose them as a client.

 

What are some of the tools recommended during the first contact?

First and foremost, it goes back to what the customer might prefer. However, there are some great tools out there that can be of good use, if the customer is on board. Join.Me, Skype, WebEx, GoToMeeting and Zoom, just to name a few. There is also a free app called Doceri from the App Store, which is great for whiteboard presentations. 

 

What is one approach that a Sales Rep can use to stand out to competitors?

Using screen to screen selling and tools, making sure those tools are mobile friendly, and communicating the way the customer wants to communicate is essential in today’s market. Customizing your sales process and engaging customers in new/exciting ways eliminates assumptions and gets down to solving the problem faster. It sets you apart, and you will increase the odds of winning if you do this.

 

LEARN MORE ABOUT DOUG DEVITRE:

What's the most powerful sales tool in your arsenal?

Ears

Name the one tool or app you use for sales or sales management that you can’t live without.

Doceri

Who's your sales role model?

Allen Wise and Art Sobczak

What's the one book that every sales person should read? 

New Sales Simplified by Mike Weinberg

What’s your favorite music to psych yourself up for an important sales call?

iTunes Playlist, Sam Smith

What’s the one question you get asked most frequently by sales people?

How can I continue the same amount of sales or increase my sales volume and not get overwhelmed with all the latest technology?

What's the first sales activity you do every day?

Doug reviews the list that he knows can make the biggest impact.

 

CONTACT DOUG DEVITRE

www.screentoscreenselling.com

Mar 15, 2016

Steve Richard is the co-founder of Vorsight and VorsightBP and a sales entrepreneur. Steve is also the co-founder and Chief Revenue Officer for Exec Vision, which focuses on conversational insights to transform the way executives understand their business. In this installment, Steve Richard discusses using call recording techniques to train sales reps.

 

What is ExecVision?

ExecVision uses the data from conversations with  clients to help companies turn their everyday conversations into powerful learning tools. Most companies don’t, but should, use their sales calls as a training tool.

 

The reasons most companies don’t use the sales calls for training purposes.

  • Hard to find a call
  • Hard to find the right part of the call
  • Hard to share the call
  • Hard to score the call
  • Hard to annotate the call

 

ExecVision can solve the above issues.

  • Calls come in automatically
  • Calls combine with CRM data
  • Transcribes calls
  • Search for specific keywords

 

Why asking the WHY questions is important.

Sales reps always ask the ‘what’ or ‘how’ questions, while ultimately forgetting to ask the ‘why’ questions. If you use ExecVision, you can type in the word WHY and see how many times it comes up. Now businesses will be able to coach in an efficient matter using the data they receive from the transcriptions of the calls.

 

Why you can’t just give your sales rep a playbook.

The reason you can’t just give your sales reps a playbook is because humans are visual learners, they need to hear the calls to learn how to deal with the different types of scenarios. You can script out as much as you want, you can have a playbook all that you want, but ultimately it is about repetition. No two people that you talk to will be alike. Sales reps have to develop the expertise and the experience.

 

Why are call recording laws so misunderstood?

Steve is not a lawyer, but he has done research on what is acceptable and what is not. There are twelve, two-party consent states and the rest are one-party consent states. There are different laws for outbound as well as inbound calling.

 

LEARN MORE ABOUT STEVE RICHARD:

What's the most powerful sales tool in your arsenal?

DemoChimp (coming soon), SalesLoft and Mobile Day (free)

Who's your sales role model?

Tom Snyder (Business Partner) taught him about active listening.

What's the one book that every sales person should read? 

The Joshua Principle: Leadership Secrets of RSVPselling by Tony Hughes

What's your favorite music to listen to psych yourself up for an important sales call?

Heart or Phil Collins

What’s the one question you get asked most frequently by sales people?

When is it time to let them go?

What's the first sales activity you do every day?

Look at pipeline

 

CONTACT STEVE RICHARD

www.execvision.io

www.vorsight.com

www.vorsightbp.com

Steve Richard's LinkedIn

Mar 14, 2016

Steve Silver is the Research Director and Sales Operations Strategist for Sirius Decisions. Sirius Decision conducts research based on studies for both clients and the broader market place. The Sales Operations Strategies Group’s focus is on processes, measurements, and technologies that sales organizations use to execute their sales, go to market, engage with customers, convert prospects into clients, and manage clients. In this episode, Steve Silver discusses how to effectively use sales technology to enhance your business.

 

 

Why is Account Based Marketing important?

Account Based Marketing (ABM) is highly targeted marketing activity, instead of broad marketing, designed to generate leads or create demand. This is focused on a subset of accounts answering the question: What do we need to do from a marketing perspective within those specific accounts to land the business and to expand the business, while generating brand awareness and working hand-in-hand with sales in order to retain or acquire those customers?

 

Why is Account Based Sales important?

Account Based Sales (ABS) is a direct sales strategy where you designate a relatively small set of accounts for direct sales engagements. Global, National, Strategic accounts taking the most important large customers. They are strategically important to your organization, putting dedicated sales resources assigned to those customers. ABS and ABM are intimately linked and in an ideal situation, there is a close interlock between those functions.

 

What are the most effective tools for sales?

Sales Force Automation, MS CRM Dynamics, Oracle, and Sales Cloud, are a few tools companies use as their basic sales stack. Configure, Price, Quote, is a software application that helps the vendor take the data they are getting, by having sales reps prepare quotes, and configure deals presenting them to clients. This is accomplished by turning that data into insight, converting into intelligence that can be provided back to the sales reps as useful intelligence about an opportunity and giving the guidance to sales reps.

 

Why are analytics essential?

Companies are going beyond their core expertise to add analytics. Besides just performing a function, you can provide guidance and intelligence to the sales rep that helps them make more informed decisions about what they are going to do in a given day.

Businesses need to shift their mindset from buying software to buying outcomes. There is no shortage of tools that will promise certain things, but what is achievable with the resources. There is a change between the vendor and the buyer relationship. Vendors are beginning to put more emphasis, focus and organizational resources behind the end user adoption and engagement.

When maximizing the values from the tools you already have deployed, ask yourself these questions:

  • Why did you buy the tool?
  • Why isn’t it achieving the desired output?
  • What can we do differently?
  • What’s the value to the end user?

If you decide to purchase a new tool, ask yourself how does it fit with everything you have already implemented?

 

LEARN MORE ABOUT STEVE SILVER:

What's the most powerful sales tool in your arsenal?

Me

Name the one tool you use for managing your sales that you can’t live without?

Sales Force Automation Platform

Who's your sales role model?

1st Sales Manager

What's the one book that every sales person should read?

The Second Machine Age: Work, Progress, and Prosperity in a Time of Brilliant Technologies by Erik Brynjolfsson and Andrew McAfee

What's your favorite music to listen to psych yourself up for an important sales call?

Rolling Stones, Led Zeppelin, The Beatles

What’s the one question you get asked most frequently by sales people?

How should the Sales Rep spend their time and focus more on core selling activities?

 

CONTACT STEVE SILVER

www.siriusdecisions.com/

Mar 11, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are:

  • Are companies reaching out to only the qualified leads?
  • Why are companies putting too much pressure on SDRs to make contact?
  • Why is there a lack of preparation when it comes to sales calls?
  • Why it’s better to measure an SDR on results, rather than on activity.
  • Are the expectations of success too low for SDRs?

Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!

 

 

MORE ABOUT BRIDGET GLEASON

Music that psyches me up before an important sales call.

I tend to go quiet and focus and role play the call instead of listening to music.

My most powerful sales tool?

LinkedIn Navigator

One book every sales person should read?

Winner’s Dream by Bill McDermott

My first job in sales.

Selling and networking products and desktop computers for Xerox.

 

CONTACT BRIDGET GLEASON

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

 

Contact Bridget:

Website: http://www.sumologic.com/

Mar 10, 2016

In this episode, Tim Wackel, a top sales trainer and an expert on making a better sales presentation, discusses how making the right sales pitch and being prepared is the key to getting a sale. Included among the questions we discuss are:

 

  • Why is it important to ask the right questions during your sales pitch?
  • Who should you focus more of your efforts on in training – the top performers or the middle class performers?
  • Why you want to ensure the company you are working for has a compelling message.
  • What is the 30/20/10 Rule and Why is it important?
  • How to train sales reps to become better at asking questions.

 

 

MORE ABOUT TIM WACKEL

What's the most powerful sales tool in your arsenal?

The ability to ask questions.

Name the one tool you use for managing sales that you can’t live without?

Excel

Who's your sales role model?

Henry Potts and Jerry Acuff

What's the one book that every sales person should read?

Zero-Time Selling and Amp Up Your Sales by Andy Paul

What's your favorite music you listen to in order to psych yourself up for an important sales call?

Smooth Jazz

What’s the first sales activity you do every day?

Tim looks at what his goals are for the day. Scheduling priorities, rather than prioritizing his schedule.

What’s the one question you get asked most frequently by sales people?

What can I do to get my customer to call me back or respond to my emails?

 

CONTACT TIM WACKEL

Website: www.timwackel.com

Mar 9, 2016

Lee Salz is a consultant and author of the bestselling book Hire Right, Higher Profits. He is also the founder of one of the biggest discussion groups on LinkedIn. In this episode, Lee Salz discusses how hiring the right person for the job will give you a bigger return on your investment. Listen in as we talk about:

 

  • Why writing skills are important in the hiring of sales reps
  • Why it is important to know what you are selling when hiring the right candidate
  • Why it is essential to test for the position you are hiring for
  • How to gain visibility into the candidate you are interested in
  • How to construct the best interview questions based on the role you are hiring for

 

 

MORE ABOUT LEE SALZ

What's the most powerful sales tool in your arsenal?

CRM

Name the one tool you use for managing your sales that you can’t live without?

CRM

Who's your sales role model?

Joe Konrath

What's the one book that every sales person should read?

Fanatical Prospecting by Jeb Blount

What's your favorite music you listen to in order to psych yourself up for an important sales call?

Theme from Rocky

What’s the first sales activity you do every day?

Lee will get his to do list done the day before, that way he knows what he needs to tackle right away the next day.

What’s the one question you get asked most frequently by sales people?

How did you get started?

 

CONTACT LEE SALZ

Website: www.salesarchitects.com/

Mar 8, 2016

In this episode, Kraig Kleeman, author, speaker, consultant, and expert in cold calling/prospecting, discusses how using proper language strategies can increase the quality of persuasive sales tactics. Among the many topics we discuss in this episode are:

 

  • Why social selling is not the life cycle answer
  • How euphoria has been fueled by digital assets
  • Why strategy is important when implanting tactics
  • How language has become devalued
  • Why adding comments to reposted material is essential

 

 

MORE ABOUT KRAIG KLEEMAN

What's the most powerful sales tool in your arsenal?

Language

Who's your sales role model?

Chris Beale and Kerry Kleeman (his brother)

What's the one book that every sales person should read?

Systematic Theology by Dr. Wayne Grudem

What's your favorite music to listen to psych yourself up for an important sales call?

U2

What’s one tool that you use for managing your own sales that you can’t live without?

Thesaurus

What's the first sales activity you do every day?

Check email, Twitter, and LinkedIn

One question you get asked most frequently by sales people is?

What do you wish you knew then when you were my age that you know now?

 

CONTACT KRAIG KLEEMAN

Contact Kraig:

Website: www.kraigkleeman.com

Mar 7, 2016

In this episode, Duncan Lennox, CEO and co-founder of Qstream, discusses how training sales reps has completely changed, even though reps are still being trained the same way as they were before. Among the many topics we discuss are:

  • How sales reps should be educated to focus on the outcomes we are tryting to achieve.
  • Why focusing on sales training is not an effective strategy.
  • Why changing behaviors of sales reps will improve sales and your bottom line.
  • How using Qstream can propel your sales force. 

If you are a sales leader or sales manager, then be sure to check out this episode!

 

 

MORE ABOUT DUNCAN LENNOX

What's the most powerful sales tool in your arsenal?

Qstream and Humor

Name one tool you use for sales management that you can’t live without?

Sales Force

Who's your sales role model?

People who really do strive to understand the problem the customer is trying to solve and not shoe horn our solution into a problem, but rather find a good match.

What's the one book that every sales person should read?

Crossing the Chasm by Geoffrey Moore

What's the first sales activity you do every day?

Looking at salesforce.com and reviewing the daily reports for Qstream.

 

CONTACT DUNCAN LENNOX

Website: http://www.qstream.com/

 

Mar 4, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the pressures placed on sellers and customers alike in the modern sales development based sales model. Included among the questions we discuss are:

  • Are we burning out and exhausting prospects with the modern sales model?
  • Does continuing sales innovation demand that sales models be broken and replaced?
  • Why sales roles will continue to become more specialized.
  • How automation will revolutionize and streamline the task of connecting with prospective buyers.

Interested in what the future holds for sales? Then be sure to join us for this episode!

Mar 3, 2016

In this episode, Charles Green, co-author of The Trusted Advisor and author of Trust-based Selling, shares the secrets to developing a trust-based relationship with your buyers that can accelerate your sales. Listen in as we talk about:

  • Why trust is not the same as trustworthiness. And what that means for you.
  • Why you can’t fully build trust with a prospect if you don’t them.
  • Why trust is personal. Buyers are building trust with you, not your company.
  • Why trust is not a number that you can measure.

This episode is a must listen for everyone. Any CEO, entrepreneur, sales leader and sales rep should invest the time to listen.

Mar 2, 2016

In this episode, Shane Gibson, author of Sociable and Guerrilla Social Media Marketing, and host of The Social Sales Podcast, shares best practices for using social selling to build the relationships and stimulate sales conversations with decision makers. Among the many topics we discuss in this episode are:

  • The two primary goals of social selling
  • The 3 key disciplines of using social media to develop a personal brand
  • The 9 Cs (or absolutely key elements) of social selling success

If you’re a sales leader, sales manager, or sales rep, this episode is definitely worth the investment of your time to listen.

Mar 1, 2016

In this episode, David Brock, founder and CEO of Partners in Excellence, discusses how modern sales reps have to transform from being reactive, tactical sellers into proactive, strategic experts that inspire customers to make a change. Among the many topics we discuss in this information-packed episode are:

  • Why selling to “pain points” is the wrong approach
  • How to avoid selling too high in the funnel
  • How to help buyers understand the consequences of not making a change
  • How to avoid polluting your pipeline with poor quality prospects
  • And much more.

Want to create a successful sales team that can sell big deals? Don’t miss this episode!

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