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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: April, 2016
Apr 29, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I share some books that every person should read even if they aren’t in sales.

Be sure to join us for this information-packed episode!

 

Bullet Points:

People Styles at Work...And Beyond: Making Bad Relationships Good and Good Relationships Better by Robert and Dorothy Bolton

The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg

The Score Takes Care of Itself: My Philosophy of Leadership by Bill Walsh, Steve Jamison, and Craig Walsh

Selling Your Story in 60 Seconds: The Guaranteed Way to Get Your Screenplay or Novel Read by Michael Hauge

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

Winner’s Dream: A Journey from Corner Store to Corner Office by Bill McDermott and Joanne Gordon

 

People Styles at Work...And Beyond: Making Bad Relationships Good and Good Relationships Better by Robert and Dorothy Bolton

We interact with people differently. There are four basic styles: Analytical, Driver, Expressive, and Amiable. What’s your style? Bridget found out she is an Expressive; she’s assertive with a people element. There isn’t a wrong or right style, knowing your style will help you interact with others.

 

The Go-Giver: A Little Story About a Powerful Business Idea by Bob Burg

The Go-Giver is a parable based on the five laws of stratospheric success. This book lays out a path to success in life, as well, as in business; giving, serving, and placing the needs of others before your own.

 

The Score Takes Care of Itself:  My Philosophy of Leadership by Bill Walsh, Steve Jamison, and Craig Walsh

The late Bill Walsh was the coach who transformed the San Francisco 49ers from the worst team into a dynasty. The book is about focusing on the standards of performance and excellence. Bill believed that before you become successful, you are going to crash and burn more often than not.

 

Selling Your Story in 60 Seconds: The Guaranteed Way to Get Your Screenplay or Novel Read by Michael Hauge

This book is about selling your story, but more than that it is about dealing with the emotional side of your story, not just telling it while engaging the feeling of the listener.

 

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

Despite all of the technologies out there, the personal method works the greatest; storytelling, which turns customers into lasting relationships. Paul’s other books include Lead with a Story and Parenting with a Story.

 

Winner’s Dream: A Journey from Corner Store to Corner Office by Bill McDermott and Joanne Gordon

Bill McDermott, the CEO of SAP - chronicles his life, optimism, and attitude to motivate sales and leadership.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator

One book every salesperson should read?

Winner’s Dream by Bill McDermott

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/

Apr 28, 2016

Guy Nirpaz is the co-founder of Totango and author of the new book Farm Don't Hunt: The Definitive Guide to Customer Success. Totango, which stands for “it takes two to tango”, helps businesses figure out if their customers are ready to move to the next level, need product coaching or are doing great. In today’s episode Guy and I discuss how to proactively retain customers in a subscriber or pay-as-you-go based market.

 

 

Bullet Points

  • How to stop the churn of customers in a pay-as-you-go or subscriber based market.
  • What is Totango?
  • How can companies benefit from having customer success teams?
  • When do customers decide if they are going to renew or go somewhere else?
  • What are the biggest challenges that customer success teams face?
  • Why are more companies using data as a source of innovation?

The economy is changing towards subscription based models for software and services, focusing resources on the success of retaining customers. There has been a tremendous shift in the business model where companies are now selling their services as subscription or pay-as-you-go services.

The role of the customer success strategy of a company is to proactively impact the client’s lifetime value. Businesses need to be aware of when or if a customer is going to churn. Churn is when the contractual customer or subscriber leaves the supplier during a given period. This could be due to a customer being dissatisfied, rates being better elsewhere, better approaches by other companies, or just having to do with a customer’s life cycle. 

There is more money to be made with an existing customer in a subscription based business. Companies need to pay attention to what their current customers’ behaviors are. The key lesson they need to realize is the importance of value. Businesses need to pay attention and make sure they are creating value to motivate their customers to keep their services. There is a decision a customer makes every time they are up for renewal. However, you have to be proactive because the subscriber doesn’t make the decision right before renewal, they have already made that decision long before.

Companies are leaning more towards a data driven approach in retaining their customers’ success. The goal of the Customer Success Team should be generating revenue from existing clients. This allows the organization to take the right actions and determine their priorities. You can categorize this in 4 steps: Onboarding, Nurturing, Renewal, and Upsell. Customer Success Teams are misunderstood within a business. CEOs and Executives don’t know how to distinguish support, service, account management, and customer success.

To get ahead of the issues, companies need to look at it from the mindset of outcomes and drivers. The outcomes are retaining the customer, upselling them, or churn. The drivers are the things you do in onboarding and nurturing to ensure those customers have value. The outcomes and drivers will determine whether an organization is going to move quickly on the path to customer success.

Tune into the podcast for more great information about Totango and how to create customer success!

 

LEARN MORE ABOUT GUY NIPAZ

What's your most powerful sales asset?

Guy is an authentic person who is passionate about customer success.

 

What's the one book that every salesperson should read?

Inside Out and Outside In: Psychodynamic Clinical Theory and Psychopathology in Contemporary Multicultural Contexts by Joan Berzoff, Laura Melano Flanagan, and Patricia Hertz

http://www.amazon.com/Inside-Outside-Psychodynamic-Psychopathology-Multicultural/dp/1442208511

 

What’s your favorite music to get you pumped up?

70’s and 80’s Rock

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

Check Evernote

 

CONTACT/RESOURCES GUY NIPAZ

http://www.totango.com/

http://www.amazon.com/Farm-Dont-Hunt-Definitive-Customer-ebook/dp/B01BIBY8W0

http://customersuccesssummit.com/

Apr 27, 2016

Jack Kosakowski is the global head of Social Sales Disruption at Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process. Jack is in charge of marketing automation. The Creation Agency is the second largest marketing automation agency in Europe. In today’s installment, I chat with Jack about utilizing social media to add value to the sales funnel.

 

 

Bullet Points

● What is social sales disruption?

● How does social provide value in your sales funnel?

● Why do you want to understand your buyer?

● How to shift your mindset from social selling to being social.

● How to embed your social media into your sales process.

● Learn the #1 disaster salespeople have when reaching out on social media.

 

Unfortunately, sales aren't keeping ahead of the curve on anything nowadays. Digital marketing has shifted the channels to the marketing side of things. Sales teams need to understand those channels efficiently. Social adds the gap between these channels, such as email and phone calls. Throughout the entire sales process, sales reps need to ensure they are staying connected with their buyers. By doing so they will learn more about who they are on a personal level.

Salespeople are making a huge mistake by always trying to make the sale; instead they should take a step back to add more value. Buyers are looking for more content; you can leverage content to educate them about their industry and communicate to them on how you can solve a business problem.

Social is one of the many pieces of the pie to add value. It is harder to add value in an email and on the phone. However, you also need to make sure to be adding value to every touch you have with your buyer. Social media is another way to stay consumer focused; utilize this while filling time gaps in the pipeline to remain visible.

Sales reps need to take the bull by the horns and be proactive instead of reactive. Sales never stop evolving. Sales reps are the ones that are given the quotas by the companies, so it is essentially up to the salesperson to self-evaluate and self-educate.

Salespeople need to know what their buyers are doing and where they live. Companies need to make a commitment to use social as part of their process. Sales reps need to ensure they are following their buyers on social media, if they are not, that is a big faux pas.

Companies need to have their sales teams go on LinkedIn Groups to find out what customers want. Social media is a footprint that you cannot get rid of, no matter how bad you want to take it back. Do not engage in negativity on any social media outlets.

Social should be another touch in the sales process. Sales reps can use social media to attract the attention and begin the engagement process with potential prospects.

Tune into the podcast for more great information on how companies and sales teams should utilize social in their sales funnels to gain more relevant visibility.

 

LEARN MORE ABOUT JACK KOSAKOWSKI

What's your most powerful sales asset?

Connecting

Who's your business role model?

Jack's grandfather is his role model.

What's the one book that every entrepreneur should read?

Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You by Jim Keenan

http://www.amazon.com/gp/product/B019P0LKC2/ref=dp-kindle-redirect?ie=UTF8&btkr=1

What's the most frequently asked question you get asked by salespeople?

How do I social sell?

What’s your favorite music to get you pumped up?

Justin Bieber

What is the one tool you use for managing your own sales that you can't live without?

Twitter

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

Check calendar and social channels and engage

 

CONTACT JACK KOSAKOWSKI

https://twitter.com/JackKosakowski1

http://www.jackkosakowski.com/

http://creationagency.com/

Apr 26, 2016

Joe Pulizzi is the founder of Content Marketing Institute and the author of the best-selling book Content Inc.: How Entrepreneurs Use Content to Build Massive Audiences and Create Radically Successful Businesses. Content Marketing Institute is the leading education and training organization for content marketing. In today’s installment, Joe and I discuss how patiently using content marketing correctly can excel your business.  

 

 

Bullet Points

  • • What is content marketing?
  • • How does a small to mid-size business use content marketing?
  • • What does consistency mean when it comes to content marketing?
  • • Why it is detrimental to your business to have an email subscriber database.
  • • What is your area of differentiation?
  • • How do companies build their base?
  • • What is your company's “sweet spot?”

Content marketing has been a hot topic for years. Businesses think it is all about posting content on blogs every month or so. Companies need to understand the real value of using content marketing to increase the sales of their products and services. An effective content marketing strategy can be transformative to a small to mid-sized enterprise.

Content marketing is an approach to creating valuable, relevant, and compelling information on a consistent basis to a targeted audience to see a behavior change. Companies shouldn’t be all about promoting their products and services; they should center on building their audiences, knowing their customer's pain points, and needs.

Getting your client to know, like, and trust you are barriers. The caveat in content marketing is that it isn’t a get rich quick scheme. The process of getting a reliable email subscriber database working for your business takes at least 12 months.

This is a long term investment in that you are building an asset with a payoff bigger than anything else you can do. Patience is the key to success. Content marketing isn’t going to be your only channel to market. Small businesses need to start off with cold calling and prospecting while at the same time starting their content marketing efforts. Companies need to make sure they are getting email subscribers, not just leads.

A subscriber is engaged but not yet a customer. Companies need to get more people assuming the new role as subscribers and not just followers, which is an integral part of relationship building. The subscribers are going to be your go to people; they are going to be your audience that knows, likes, and trusts you.

Businesses need to know the specific audience they are trying to attain. What is your differentiation? How is your content different? Companies need to focus on four essential areas: one content type, one platform, consistently delivering (same time and day), and being very patient.

 

There are 6 pieces to the puzzle for making your business more profitable and scalable:

  • • The “Sweet Spot”: Identify intersection of your unique knowledge and your passion.
  • • Content Tilting: Determining how you can tilt your “sweet spot” to have a leg up on the competition.
  • • Building the Base: Establish your number one channel.
  • • Harvesting Audience: Utilizing social media and SEO to convert your followers into subscribers.
  • • Diversification: Expanding your business using multi-delivery channels.
  • • Monetization: You have already established your expertise; TIME TO MAKE MONEY!

Tune into the podcast for more in-depth knowledge on how to utilize content marketing for your business growth.

 

LEARN MORE ABOUT JOE PULIZZI

What's your most powerful sales asset?

Email subscription database

 

Who's your sales role model?

Seth Godin & Richard Branson

 

What's the one book that every salesperson should read?

Think and Grow Rich by Napoleon Hill

http://www.amazon.com/gp/product/B00H4J1KPY/ref=dp-kindle-redirect?ie=UTF8&btkr=1

 

What’s the most frequently asked question you get asked by entrepreneurs about content marketing?

How do I show the ROI for content marketing?

 

What’s your favorite music to get you pumped up?

The entire album of the Hamilton, the musical.

 

CONTACT JOE PULIZZI

http://contentmarketinginstitute.com/content-inc/

https://twitter.com/JoePulizzi

http://www.contentmarketingworld.com/

Apr 25, 2016

Corinna Essa is the President of the Australian company, Social Media Worldwide. She is an expert in showing small businesses how to use social media to drive traffic and leads online to sell more products. Social Media Worldwide works with companies to help them accelerate their growth through social media-based marketing. In today’s episode, Corinna and I discuss the multitude of mistakes business owners encounter when it comes to the challenges of their social media presence.

 

Bullet Points

  • ● What companies should do to make online work for them.
  • ● What’s affiliate marketing?
  • ● What are the biggest mistakes small to mid-sized businesses make in their social media marketing efforts?
  • ● How to turn your cold traffic into warm traffic.
  • ● Why companies need to nurture their customers/prospects.
  • ● Where should businesses focus more of their efforts on? Website or Social Media?

 

Small to mid-sized businesses have the greatest intentions when it comes to social media. In theory, companies have an idea of what is needed but they haven’t figured out how to implement their ideas. Most businesses think it is a ‘set it and forget it’ process. Social media marketing is far greater than just ‘login, post a picture of a product, and logout’.

Companies have challenges with their social media presence. The first issue is aligning your social media with your mission or vision. Secondly, is the lack of knowledge about how social media works. Consistency is key to a company's success on social media. Thirdly, making a mistake by thinking social media is like eBay or Amazon. This is not just a place to post your products and services. People don’t go on Facebook to buy; they go on Facebook to get informed, entertained and nurtured.

At the top of the sales funnel you have cold traffic, which are the people who don’t know, like, or trust you, but they do have some interest. By using social media, you can take cold traffic and nurture them into warm traffic. Companies need to give their followers the VIP treatment, offer them something they don’t offer elsewhere. Eventually, by doing this, you will turn the cold and warm traffic into brand evangelists.

Businesses need to start nurturing their followers by giving great value and content. If you don’t have anything to give away for free, then you can run competitions. Get your customers and prospects to be part of your brand. For example, if you have a candle company, let the customers choose a new scent, and the winner will get a free candle. People love being part of the decision-making process for enterprises.

Companies need to humanize their brand, share testimonials and stories from customers, share pictures of their team and events that the business partakes in.

Don’t spend all of your efforts on creating the best website first. Companies need to make sure they are placing their significant efforts on social media marketing. Your site will always be a work in progress.

Tune into the podcast for more great information on how you can be a social media mogul.

 

LEARN MORE ABOUT CORINNA ESSA

What's your most powerful sales asset?

Knowledge of the topic.

 

Who's your sales role model?

Steve Jobs

 

What's the one book that every salesperson should read?

Changing the Channel: 12 Easy Ways to Make Millions for Your Business by Michael Masterson and MaryEllen Tribby

http://www.amazon.com/gp/product/B001LGAS0E/ref=dp-kindle-redirect?ie=UTF8&btkr=1

 

What’s the most frequently asked question you get asked by prospects?

Can you review my social media profile?

 

CONTACT CORINNA ESSA

http://www.socialmediaworldwide.com

http://www.socialmediaworldwide.com/blog/

Apr 22, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, I talk with Bridget about the complex enterprise sale.

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

 

Bullet Points:

    How has complex enterprise sales changed in the last 5 to -10 years?

    Why aren’t complex business sales isolated to large enterprises?

    How does the perception of risk compare?

    Why does the percentage of revenue matter?

    Why is ROI significant when it comes tofor sales tools?

    Why it is important to identify the other players involved in the decision-making process.

 

What is a complex enterprise sale?

Complex sales, also known as Enterprise, are sales that procure large contracts for goods and services, where the customer takes control of the sale by issuing a Request for Proposal (RFP). Complex sales involve a longer sales cycle with multiple decision makers.

 

Have complex enterprise sales changed in the last 5-10 years?

Smaller companies are just as sophisticated as larger ones. At the surface level, Bbigger businesses at the surface seem like they are more complex because they have more stakeholders. However, the technology is just as complex in smaller companies. Back in the day, the decision makers were more discreet. There are more people involved, even at lower price points, for small to mid-sized businesses.

 

Why aren’t complex enterprise sales isolated to big businesses?

The complexity comes from the product you are selling, rather than the complex nature of dealing with the larger enterprise. It's the complexity of the product, the complexity of the decision-making process, and the number of people involved. It can be just as difficult and painful to get something through a smaller organization that is highly siloed and does not have a lot of cross-collaboration.

 

How does the perception of risk compare?

There are many challenges. One of the issues of complexity in selling to small to and mid-sized enterprises, is that their perception of risk is different from the larger ones. The perception of theperceived danger of making that decision contributes to the elongation of the buying process on the part of the customer, because it is harder to pull the trigger for them. In larger companies you are dealing with bigger numbers, greater impact, grander groups, and more prominent visibility across the organization, if a mistake is made. However, at smaller companies it's not the magnitude, but relatively speaking, they may have the same perception as it being a huge risk. You can't assume just because it is a smaller company or a smaller deal size, that they don't view it as risky.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator

One book every sales person should read?

Winner’s Dream by Bill McDermott

Music that psyches me up before an important sales call?

I tend to go quite 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/

Apr 21, 2016

Micheline Nijmeh is the Chief Marketing Officer (CMO) at LiveHive, a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals. She has more than a decade of senior-level marketing and executive experience at leading technology companies, including the salesforce.com platform. In today’s episode Micheline and I discuss the many definitions of tools for sales productivity.

 

Bullet Points

  • • When it comes to sales, what did we do better then, that we aren’t doing now?
  • • Why is it important to have the right story?
  • • Why are inside sales reps flourishing over field reps?
  • • Learn why consistency is important throughout the entire sales team.
  • • What does buyer-side analytics mean and why is this important?

 

When it comes to sales. What did we do better then, that we aren’t doing now?

Companies used to spend a lot of time knowing their business. They would focus on knowing their market, knowing who their competitors are, and building relationships. Back then, there were more field reps than inside reps. Salespeople would make sure their demos were superb. It would take days to create a killer demo.

 

Why is it important to have the right story?

Salespeople need to build credibility. They need to build that connection immediately and don’t spit out great words just to get them to connect with you. Reps need to really understand their prospects’ challenges.

 

What is different in the on-boarding process?

Inside sales has become popular and prevalent. Companies are hiring younger and less experienced people. They are trying to get tools to help them on-board to help make that connection. It takes 7 months to get a rep to the productive level. Businesses are buying tools left and right! Tools have grown immensely. The categories are starting to merge together now.

 

What is the first thing you want to prioritize when buying tools?

Think of it as a three-legged stool. Marketing Automation helps fill the top of the funnel, CRM is at the bottom of the funnel, and Sales Acceleration (Prospecting, Qualification, Closing) is the Middle.

 

What does buyer-side analytics mean and why is this important?

LiveHive does buyer-side analytics. Automation, where it is automatically tracked by the behavior of the rep and the behavior of the prospect with the rep. It’s not just that alone, it is also the automation combined with analytics. This helps sales teams with prospecting and outreaching to prospects more intelligently. 

 

What is the difference between seller-side and buyer-side? 

The CRM gives you analytics from the seller-side for the most part. The sales reps have to input the data. CRM understands what the salesperson is doing. The buyer-side understands the effectiveness of your sales rep. By tracking the engagement of the buyer with the rep, it gives your team the insights on how they should follow up with the prospect based on the behavior of the buyer. It gives them buyer-side for the rep but also gives you analytics and visibility for the manager. 

 

LEARN MORE ABOUT MICHELINE NIJMEHN

What's the most powerful sales tool?

Internet research

Who's your sales role model?

Linda Crawford at SalesForce

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

Everyone should join LiveHive’s Sales Book Leadership Club, called The Scribe.

What’s your favorite music to get you pumped up?

Pitbull

 

CONTACT MICHELINE NIJMEHN

https://twitter.com/mnijmeh

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

http://livehive.com

http://livehive.com/livehive-blog/

Apr 20, 2016

Anita Campbell is the founder and CEO of Small Business Trends, an award winning online publication for small business owners, entrepreneurs, and the people interacting with them. A former corporate attorney, Anita is a business speaker, analyst, publisher and writer. She publishes several online media properties, reaching more than 6 million small business owners annually. In today’s episode Anita and I talk about the unique challenges small businesses are faced with and how they are responding to them. In the second part of the segment we discuss the unique ways small businesses sell their products and services for greater success.

 

Bullet Points from this episode:

  • • What are the biggest challenges of growing a small business?
  • • Why isn’t there growth of technology consultants?
  • • What challenges do small businesses have when trying to sell their own products?
  • • How can I differentiate myself from other small companies?
  • • Who is the chief salesperson in your business?
  • • Why isn’t freelancing always the key to success in a small business?

 

What does Sales Business Trends coin as a small business?

Any company that has fewer than 100 employees. Once a company has over 100 employees, it starts to look more like a mid-size to a larger business with a different set of challenges. These small companies might not always seem like the sexiest or the most exciting, but they are the businesses that most of America depends on.

 

What are the biggest challenges for owners when growing a small business?

There are a number of places where they get stuck. The tech landscape is confusing. It is really hard to sort out what is available out there and how to deploy it in your business. The desire is there, but the ability to cut through the jargon and figure out what's best for your business is a major challenge.

 

What is the role of the small business owner?

When you first start out as an entrepreneur, you are the chief salesperson. On top of everything else the business owner has to grow their business, make payroll, figure out technology, and continue to sell through a major part of the expansion process.

 

Have you seen a growth in the number of technology consultants?

Small businesses may not be able to afford their services. If a salesperson is trying to sell a tech product, you need to try awfully hard to explain exactly what your product does and how it differs from other products on the market, without using jargon. In a smaller company, the potential customer will be talking with someone that wears many different hats or may be talking with the owner. You don't want to talk down to a business owner or decision maker.

 

What are the challenges that small businesses have trying to sell their products and services?

Don’t use generalities! Small businesses need to differentiate themselves and be very specific in defining what they are helping the customer to do.

 

What's new in terms of hiring and retaining employees in small businesses? 

The ability to get qualified people for what you can pay in a small business continues to be a challenge. That is why many small businesses turn to freelancers. Smaller companies are going to be treading water if they can't retain the employees they have trained and won't be able to grow this way. The freelance economy is great on the one hand, but on the other it really doesn't help small businesses to grow after a while.

 

LEARN MORE ABOUT ANITA CAMPBELL

What's the most powerful sales attribute?

Performance

Who's your business role model?

Business owners that Anita has known locally. 

What's the one book that every salesperson should read?

The Art of the Start by Guy Kawasaki

http://www.amazon.com/gp/product/B000QJLQY4/ref=dp-kindle-redirect?ie=UTF8&btkr=1

What’s your favorite music to get you pumped up?

Let's Get It Started by Black Eyed Peas.

What's the one question you get asked most frequently by salespeople?

How do I get more revenue?

 

CONTACT ANITA CAMPBELL

https://twitter.com/smallbiztrends

http://smallbiztrends.com

Apr 19, 2016

Dave Sanderson is an inspirational speaker, author, and survivor, and . He is the author of Brace for Impact and Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose. He was the last passenger off the US Airways Flight 1549 “Miracle on the Hudson”. Dave could’ve saved himself first, but instead he stepped up and helped everyone else off the plane. Listen as I chat with him to discuss his chilling efforts to put everyone else’s safety above his own and how this has impacted the way he leads his life with purpose.

 

Imagine, you are in sales, on a routine trip that you have made hundreds of times,. W when suddenly something goes very wrong. Dave Sanderson, on January 15, 2009, was on US Airways Flight 1549. The flight was in the air for a total of 6 minutes before. The plane lost both engines and impacted the Hudson River at 120 miles per hour. Dave heard the words “Brace for Impact” by the captain and initially, at first, all he could think about was that his number was is up. He tried at that moment to get things in order, both in his mind and with his maker. There was a deafening silence because both engines had blown. All of the sudden the water started to rush in from the back and the bottom of the plane.

There was controlled chaos, no one was losing it, but people were moving with a sense of urgency. His thought process was to get to the aisle, get up, and get out. When all the suddenly he heard his deceased mother say to him “If you do the right thing God will take care of you.” Dave went to the very back of the plane and started helping everyone else off the plane. He was knee deep in frigid cold water. Dave couldn’t think of anything else, but to get everyone else to safety. He was later admitted to Palisades Medical Center in Hoboken, NJ overnight, due to hypothermia.

 

What’s the lesson Dave learned from the Flight Attendant, that which relates to sales?

The number one lesson he learned is to listen to the flight attendant. Paying attention! Be aware of what your customer is asking for and what they want you to do. If something does hit the fan, because he has been there, those are the people that are going to have challenges. Those are the people who will that will be the ones that have the meltdowns. 

 

You have to win the sale before you win the order.

You have to do what you can to accelerate building the rapport and the trust, in and the early part of the sales process. If you do, then you've got that relationship. 

Listen to the podcast to hear more in-depth about the events that happened on that fateful day.

 

LEARN MORE ABOUT DAVE SANDERSON

What's the most powerful sales tool?

Communication

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

Century Acuity: The ability to understand what modality a person resides in most of the time. 

Who's your sales role model?

Tony Robbins

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

The Fourth Turning by William Strauss & Neil Howe

http://www.amazon.com/gp/product/B001RKFU4I/ref=dp-kindle-redirect?ie=UTF8&btkr=1

What’s your favorite music to get you pumped up?

70's Rock & Roll

What's the one question you get asked most frequently by salespeople?

How did I get in front of CEOs and CFOs so quickly?

 

CONTACT DAVE SANDERSON

http://davesandersonspeaks.com/

http://davesandersonspeaks.com/brace-for-impact-book/

https://weboffice.leadpages.co/momentsmatterbook/

https://www.facebook.com/DaveSandersonSpeaks?fref=ts

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

https://twitter.com/DaveSanderson2

http://www.imdb.com/title/tt3263904/?ref_=nv_sr_1

Apr 18, 2016

Josiane Feigon is a sales futurist and the founder of  TeleSmart Communications. She is the author of Smart Sales Manager: The Ultimate Playbook for Building and Running a High-Performance Inside Sales Team and Smart Selling on the Phone and Online: Inside Sales That Gets Results. For the past 11 years, Josiane  has written and published sales trends reports that lay out the significant macro trends,  coming out in sales and business. Her latest trend report is called Building the Workforce for the Future: 16 Smart Inside Sales Trends for 2016.

 

10 must-have skills to be successful on the phone and online: time management, introducing, navigating, questioning, listening, linking, presenting, handling objections, partnering, and closing.

 

What research goes into trend spotting?

Josiane researches through tons of different publications and analysts’ reports, for hundreds and hundreds of hours. Then, she filters through all the research to decide which ones are relevant for the sales teams.

This year’s trend report is dedicated to the workforce of the future. There really are 5 generations in the workplace right now. How we retain and recruit talent is transforming.

 

Field Sales Is Looking Inside

Sales organizations are structuring their sales with less field salespeople and a lot more inside salespeople.

 

Digital Tech Will Replace Some B2B Salespeople

The customer is saying ‘leave me alone, I know what I want, and I know how to get it myself’. So more salespeople are getting eliminated in this process. We know there are specific product types that if the channel adds no value, then it goes away. Salespeople are their own worst enemy in this regard. If you want to be replaced by automation, don't add value. The intelligent and smart ones will survive.

 

Talent Growth Will Be Exponential, not Linear

Companies have to stay relevant. They need to write job descriptions for today’s day and age, not for 5 years ago. Talent is in demand, but you will not get the talent you are looking for if you aren’t creating the most current job descriptions. This will impact productivity and expectations.

 

True Authority Will Be Defined by Merit, not Position

This is an interesting and tough one because this millennial generation defies authority. Sales people would rather get their advice from their parents, before listening to their managers. Shifting from work-life-balance to work-life-integration.

 

Here Comes Gen Z – Watch Out for the M2s

They are younger than the millennials; they are about 19-22-years of age right now. The Gen Z are entering the workforce this year and they are incredibly tech savvy. They are also the first generation to be raised with smartphones.

 

Sales and Marketing Still Can't Avoid the No-Po’s

First of all, a No-Po is a person that stands for no power, no potential, and no purchase order. They are sophisticated gatekeepers. They come under the disguise of big titles such as, manager and consultants. No-Po’s usually show a lot of activity when it comes to downloading webinars, eBooks, and white papers. They score really high in lead scoring. No-Po’s love to educate themselves on your dime. The bottom line is that they infect the sales funnel, because nothing ever closes. They also provide fake confidence.

 Please listen to the whole podcast to learn more in-depth perspective on the 16 trends and check down below for the link to download this trend report.

 

LEARN MORE ABOUT JOSIANE FEIGON

 

What's the most powerful sales attribute?

Good storyteller

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

Focus

Who's your marketing role model?

David Bowie: Josiane is fascinated by how he reinvented his brand all the time.

What's the one book that every salesperson should read?

Josiane thinks everyone should read my sales books.

What’s your favorite music to get you pumped up?

Sia and Mumford and Sons, but she really likes all music. Not too much of a Country Fan though.

What's the one question you get asked most frequently by salespeople?

How did you go into business on your own? How can I do that?

 

CONTACT JOSIANE FEIGON

http://tele-smart.com

http://tele-smart.com/resources/inside-sales-trend-reports/

Apr 15, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, I ask Bridget what’s in SumoLogic’s sales stack?

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

 

What is the definition of Sales Stack?

It’s a term for the sales software that a sales team utilizes. Sales reps can benefit by using different sales tools to accelerate their sales productivity and by automating tedious projects.

 

What does SumoLogic use for list building?

There are two that come to mind, which we use on a normal basis. Datanyze, which specializes in what other companies use when it comes to technologies. And, DataFox, which helps sales and marketing teams prospect smarter.

 

Who owns the task of building your list and making sure the contacts are clean?

Bridget is the one that is in charge of this task. She manages closing teams, but she also has a sales development rep (sdr) team as well. They work to be borderless at SumoLogic. Bridget works closely with marketing, sales ops, etc.

 

What tool do you use for contact information?

SumoLogic uses discover.org. They will use the one that offers the most accurate data. The sales ops team is the one that evaluates the tools.

 

What do you use for outbound email? 

Yesware and Outreach are the two email platforms they use. Outreach allows a certain cadence such as, phone calls and emails, for a sales rep to schedule and track different follow-ups. Yesware is used more for the middle of the funnel. This platform will allow you to see when people open the email, view attachments, and which pages were viewed.

 

What CRM does SumoLogic use?

We use salesforce.com. There are many other CRM tools out there, but we use this one because of the integrations, network, and the community they have.

 

What do you use as a demonstration tool?

Bridget’s company uses GoToMeeting.

 

Please make sure to listen to the whole episode for more great information on the sales tools Bridget and I both use for our companies.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator

One book every sales person should read?

Winner’s Dream by Bill McDermott

Music that psyches me up before an important sales call?

I tend to go quite 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/

Apr 14, 2016

Mohit Garg is the co-founder and Chief Customer Officer of MindTickle, a new sales readiness platform with a clear cut mission. In today’s installment, Mohit and I talk about how MindTickle can fix the issues with longevity during the processes of hiring and on-boarding sales reps.

With the explosion and the number of companies releasing products into the sales technology space, comes an increased number of platform categories. There are sales acceleration platforms, sales development platforms, sales enablement platforms, sales engagement platforms, just to name a few. Mohit is the co-founder of MindTickle, which is a sales readiness platform. The name really captured the essence of what they wanted to represent in a brand. Sales readiness is the future of predictable sales. You need to make the process of learning and absorption of the information, which sales people need to succeed, fun and unintimidating.

 

What’s wrong with conventional sales training?

The nature of the sales process has significantly changed in the last 10 years. If you think about the environment in which sales people are great, it is a more dynamic environment. The business cycle has changed; it used to be 6 months to a year. These days, those kind of dynamic changes have to be adapted to, in a matter of weeks. You sit in a classroom and within 30 days you have lost about 90% of what you learned. You need to combine the user interactions with the right engagement techniques.

 

Why does it take 7 months for sales reps to become fully productive?

There is about a month or two of waste in terms of inefficiency during the on-boarding process. The pre-work is already done on a technology platform like MindTickle. The sales reps come prepared with baseline knowledge. The other issue is travel and time zones synchronization, which need to be handled in a larger multi-location organization. Companies will want to take the 7-month sales readiness period and break it down into phases and milestones.

 

How does your role playing feature on MindTickle help sales reps become prepared?

This feature enables sales people to rehearse crucial customer conversation scenarios including objection handling, elevator pitch, and pricing discussions. This allows managers to provide qualitative and quantitative feedback on the submitted recordings.

 

LEARN MORE ABOUT MOHIT GARG

What's the most powerful sales asset?

Credibility

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

Salesforce.com CRM

Who's your sales role model?

Mark Burdge

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

Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com, by Aaron Ross & Marylou Tyler

What’s your favorite music to get you pumped up?

Instrumental Music: Yanni and Piano by Candlelight

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

Checking on the most top things that need to get done that day, in order to accomplish sales objectives. 

 

CONTACT MOHIT GARG

 http://www.mindtickle.com

mg@mindtickle.com

Apr 13, 2016

Bob Burg believes that the amount of money one makes is directly proportional to how many people they serve. He is best known for his book, Endless Referrals, and has co-authored The Go Giver: A Little Story About a Powerful Business Idea. In today’s episode, Bob and I talk about the five laws of stratospheric success.

The Go Giver is a parable based on the 5 laws of stratospheric success. This book lays out a path to success in life, as well as in business, that is predicated on giving, serving, and placing the needs of others before your own.

Technology has leveled off the playing field. There aren’t a lot of differences between products and services anymore. When a prospective customer doesn’t see any significant value in what you are selling, it’s going to come down to who is selling at a lower price. If we sell on price, we’re a commodity and when we sell on value, we’re a resource.

 

#1 The Law of Value

Your true worth is determined by how much more you give in value than you take in payment. You have to understand the difference between price and value. The value must come first and the money that you receive is a natural and direct result of the value you provided. When you are qualifying a prospect, you have to talk about value. You have to communicate the value of what you are selling in order to find out whether there is a qualified prospect for what you are selling.

 

#2 The Law of Compensation

Income is determined by how many people you serve and how well you serve them. The more people whose lives you touch with that exceptional value, the more money you will be rewarded. The biggest benefit of a referral based prospect is they are already of the mindset of how you do business because that is how they met you. 

 

#3 The Law of Influence

Your influence is determined by how abundantly you place other people’s interest first. You always want to be looking out for the other person. Look for ways to add value to others. Not in a self-sacrificial way, you are not being a martyr. When you do this you are planting seeds of good will in such a way that people know, like and trust you. 

To learn about #4 Law of Authenticity and #5 Law of Receptivity, you can check out The Go Giver book for more in-depth knowledge of these two laws. 

 

LEARN MORE ABOUT BOB BURG:

What's the most powerful sales tool you have in your personal sales efforts?

Ability to connect with others.

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

Infusionsoft

Who's your sales role model?

In life, it is his dad.

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

The Secret of Selling Anything by Harry Browne

What’s your favorite music to get you pumped up?

The Golden Oldies of the late 50's and early 60's

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

Do you get taken advantage of when dealing with the type of person who is not a go giver, but that you are?

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

Talking to a person or contacting someone when he has to.

 

CONTACT BOB BURG

http://www.burg.com/

Apr 12, 2016

Anne Miller is an expert in the use of words that help you sell. She’s a speaker, coach, and author of books including Metaphorically Selling: How to Use the Magic of Metaphors to Sell, Persuade, & Explain Anything to Anyone and The Tall Lady with the Iceberg: The Power of Metaphor to Sell, Persuade & Explain Anything to Anyone. In today’s episode, Anne and I talk about becoming an effective and persuasive seller.

It’s often true that actions speak louder than words, which is not always the case in sales. Action without value or action without content is meaningless. People are distracted and if they are giving you their precious time, then you want to take advantage of that time by creating a powerful first impression. People need to make choices before they speak. A lot of sales people are just regurgitating facts and features.

 

What is a metaphor?

It is a figure of speech that refers to something as being like something else. It provides clarity to the item you are trying to convey. Metaphors can be an analogy, story, cartoon, prop, or anything that makes the other person see what you are talking about.

 

How do you get people to think?

You have to get them to see what you are talking about first. All the newer science is validating what mankind has known since the beginning of time. People relate to visuals, stories, analogies, and metaphors. If you can get them to see something first, then they will understand it and you can go into greater depth. The brain is very visual. Brain candy.

 

How do you get sales reps to think?

The way to get sales people to focus on what they are saying is to tell them. The more visually you convey the more you can help the other person see in their minds what you are seeing so clearly in your own mind. The greater chance you have to make your sale. Build common ground for understanding using visuals, stories, or metaphors. 

 

What are some of the different ways you should use vocabulary while you are presenting online vs in person?

The fact that people are more remote online makes the leap for visual language more important. Because all people have is what they can hear. They are looking at a demonstration of slides or screenshots which all look like the same thing. People remember visually, you need to have a compelling metaphor or analogy.

 

How does it impact a prospect when you take body language out of the equation?

One of the things you teach people when you do presentation training is that they should be comfortable using their hands, because the hands reinforce what you are saying. When you are speaking online, your potential customer is only seeing it. They don't see your facial expressions, excitement, concern or empathy. You have to be as visual as possible. 

 

What four questions does Anne say you need to ask yourself when you are creating a story?

What is the point of what you are saying? How can you make your prospect see what you are talking about? How can you involve them? How are you going to segue to the next point? Those questions should always be running through your mind. The really great presenters are always being relevant, visual, engaging, and flowing into their next point. Your story should be the transitions between points. The storyline is the thread that connects all the pieces of the information. YOU NEED TO PRACTICE, PRACTICE, and PRACTICE before you present your story to a potential customer.

 

LEARN MORE ABOUT ANNE MILLER:

What personal sales attribute is the most powerful one in your arsenal?

The willingness to simply understand someone else's problem or issues to see if she can help. 

Who's your sales role model?

Fred her manager, back when she sold advertising, gave her the best advice.

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

SNAP Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers by Jill Konrath

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

What's the secret behind being a great presenter?

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

Check her emails and LinkedIn.

 

CONTACT ANNE MILLER

http://www.annemiller.com

Apr 11, 2016

Lindsey Anderson, also known as “One-Click Lindsey”, is the host of the Traffic and Leads podcast. She is an expert in helping small businesses use the internet to drive more traffic and leads to their website. In today’s episode, Lindsey and I discuss how to drive more traffic to your website.

 

 

What are the two biggest mistakes small businesses make in their online efforts? 

Online businesses are so overwhelmed that they will try hundreds of different things. Maybe they will try Facebook marketing for three months and that doesn’t work. The number one mistake is people give up too soon. You need to give your marketing efforts at least six months to a year to start interacting. IT IS ALL ABOUT CONSISTENCY. One of the best ways to drive organic traffic to your website is blogging.

 

How do businesses prioritize which of marketing tactics will be the most effective?

Make sure you are paying attention to your own website. Facebook owns everything you put on there and at any moment they could change the rules. Facebook did an algorithm update a couple years ago and now a very minuscule percentage of your fan base will actually see anything, unless you pay. If you are going to put some dedication into some content, then the number one place to put that is your website. You want to make sure you have control over your content.

 

How to use Facebook Marketing, which is paid advertising.

Spend at least $5.00 a day getting a new/fancier Facebook page and boosting your posts. Making sure your fans see your content, blog posts, videos, or anything that you are doing. It's about content, you have to put some thought and creativity if you are going to be using Facebook Marketing, but it totally works and is inexpensive.

 

What is the best reward to give potential customers for their efforts on clicking on your ad and being driven back to your website?

People are so iffy about giving out their email addresses lately; it has to be very valuable information. White papers very rarely work now. What is the ethical bribe? The potential customer gives the business their email address, and the business has to give value in return. The best value in this day and age is offering a 14-day email course. Every day, for 14 days, the business will email you a quick tip.

 

What constitutes as a great website in terms of being able to generate leads and traffic?

We've kind of lost the website, which is the most important in everyone’s business. The website is where you are driving all of your potential customers. The number one thing is to make sure it is mobile friendly. There are two reasons behind that; you are going to scare your clients away if they are looking on their phone and have to squint to see anything. The second reason is because Google released an algorithm last year that says if your website isn't mobile friendly you are going to lose some ranking. Good rule of thumb, you want to re-vamp your website every 3 to 4 years. This will be enough to keep you current.

 

Does it make better business sense to have a consultant?

You will spend more money testing different Facebook ads, than if you would actually let One-Click Lindsey set them up for you. The cool thing about Lindsey's packages is that every single month they have to prove their results. SEO can take 3 to 6 months to get it to actually start working for you to start ranking on search engines. You could run a PPC campaign which can be hit or miss and can be very effective, but it is really expensive.

 

LEARN MORE ABOUT LINDSEY ANDERSON:

 

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

Facebook

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

Highrise CRM System

Who's your business role model?

Jim Palmer: Business Coach

What's one book that you recommend every client to read? 

Decide: The Ultimate Success Trigger by Jim Palmer

What’s your favorite music to get you pumped up?

Foo Fighters

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

How do I get listed on search engines? 

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

Spend time on LinkedIn

C

ONTACT LINDSEY ANDERSON

http://www.oneclicklindsey.com

https://www.facebook.com/moretrafficandleads

http://trafficandleads.com

Apr 8, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget turns the tables on me and asks some of the most pressing questions about the sales industry according to my point of view.

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

 

What is the biggest issue you see in smaller businesses?

How do I identify and hire the best people? It's problematic for many companies. Smaller enterprises struggle because they have a hard time implementing processes. Businesses tend to hire much more on emotion and the feelings they get when a candidate walks in. Smaller companies should be asking these following questions:

  • - How do you screen candidates?
  • - How do you interview?
  • - How do you validate the claims they make on their resumes?
  • - How do you test to make sure they have the skills and the knowledge?

HIRING IS THE NUMBER ONE ISSUE. Things change in a small company for every 20 people you hire; you have to re-assess your hiring practices. This isn't something you just set and forget. 

 

How do you coach and guide leaders to come up with a profile they want to screen for? 

This is a moving target; you really are hiring for a period of time. One of the critical things is to not over-hire early on. Companies should build a process and see how they actually sell the product and who buys it, before they hire a VP of sales. When you hire someone in a management role, they want to build a structure. See where the people walk first and what you are actually selling, which will give you an indication of the people you need to hire and when.

 

What questions should companies be asking that they don't ask? 

It is about sales productivity. Businesses have a very imperfect understanding of what that is. You have to measure productivity in sales like you measure productivity in the economy in general. In sales, your productivity is all about ‘how many dollars are you selling?’ or ‘how much revenue are you generating per hour of sales time?’ If you could improve their productivity in terms of how much dollars you are selling per hour of actual sales time, then you see a real difference in terms of what you are truly capable of as an organization.

 

Do the tools we use for sales drive productivity?

Tools themselves are not the things that are going to drive productivity. It is the process and how we use them that are going to make the difference.

 

Why is it very challenging to design a comp plan? 

In the world that the investor operates in, it has been made more difficult by the fact that so many of the sales models are predicated on quantity vs quality. Companies have an inherent conflict, they want to incentivize people to make the number of contacts they need to make and make the number of calls they need to. But those aren't necessarily aligned with the way the customer wants to buy. At some point you have to be able to reconcile that. You can’t design a comp plan from the top down; you have to build it from the bottom up.

 

MORE ABOUT BRIDGET GLEASON

My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator

One book every sales person should read?

Winner’s Dream by Bill McDermott

Music that psyches me up before an important sales call?

I tend to go quite 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/

 

 

LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers with better visibility into team behavior, processes, and deals.  To Learn More Click Here.

Apr 7, 2016

Jim Palmer, also known as The Dream Business Coach, is a marketing and business building expert, the founder of the Dream Business Academy and Dream Business Coaching and Mastermind Program. He is also the host on the Stick Like Glue Radio show and the creator of the No Hassle Newsletter, which is an ultimate ‘done-for-you’ newsletter marketing program used by hundreds of clients across nine countries. On today’s episode, Jim and I discuss what a dream business is and when to join a mastermind group.

 

What is a Dream Business?

There are several parts to a dream business. A dream business continues to grow in a bad economy. It has multiple streams of revenue. It becomes an asset for worry-free retirement. A dream business is always firing on all cylinders and fun to operate. It provides the lifestyle you want to have and allows you to give back and make a difference in the lives of others.

 

What is the biggest barrier entrepreneurs are creating for themselves?

They are really held back by a scary monster called “When I”. “When I” will never happen. If you have that kind of mindset you tend to keep moving the goal post. You have to invest in yourself.

 

Why are people setting that precondition?

People are always looking for the perfect moment to do something. If you have that mindset then you should not be an entrepreneur, because the true nature of entrepreneurship is one of risk. In one of Jim’s books, Decide: The Ultimate Success Trigger, he talks about three kinds of entrepreneurs. Savings Account (No Risk No Reward), Stock Market (Little Risk, Higher Reward), and Casino Entrepreneurs (Believe in yourself and go all in). Reward is a byproduct of risk.

 

What is a mastermind group?

This is a group of like-minded individuals who come together with a collective idea and strategy to support each other. Entrepreneurs find it lonely sometimes and often can’t see the forest through the trees. This is because you are close to your business. When you are part of a mastermind group, you will receive tough love, you will bring challenges, receive answers to questions, and you are held accountable.

 

Who should join a mastermind group?

If you are at a point where you finally decide that slow to no growth is no longer an acceptable option and you are ready to play a bigger game, then you should apply to be in a mastermind group.

 

How do you know which is the right mastermind group to join?

There needs to be skin in the game or there will be no follow through. An accountability partner and being a supportive friend are two different things. The best mastermind groups are led by people that have a real proven track record. Unfortunately, there are some mastermind groups that are led by people that have read books and attended seminars; they are leading from regurgitated information. When the rubber meets the road, so to speak, you want someone who has actually done what you are asking others to do. You also want to make sure you don’t join a group that is only made up of people in your profession. You want to have a diverse group of individuals.

 

LEARN MORE ABOUT JIM PALMER:

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

Videos

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

Highrise: CRM Software for small business

Who's your sales role model?

Dan Kennedy: Internet Marketing Expert

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

ME, INC.: Build an Army of One, Unleash Your Inner Rock God, Win in Life and Business by Gene Simmons (Bass Player from Kiss)

What’s your favorite music to get you pumped up?

Classic Rock, Jimmy Buffett, Slack-key Hawaiian guitar.

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

What’s the one thing I can do to earn more profit in my business?

 

CONTACT JIM PALMER

www.getjimpalmer.com

www.getjimpalmer.com/andy: Exclusive Free Report: Little Known Secrets to Working Less, Selling Less, but Making More.

Apr 6, 2016

Mark Hunter is known as The Sales Hunter. He is one of the greatest names in sales, speaking, and sales training. He has authored the book, High Profit Selling, and he has another new book, High Profit Prospecting, coming out soon. Mark and I chat about the #1 problem in sales, which is prospecting. 

 

What is the #1 problem when it comes to sales?

PROSPECTING!!! This is the most fundamental sales requirement, which is still the most problematic of the selling process in most companies. The job of a sales person is to help potential clients see and achieve things that they think are possible.

 

Why is prospecting the #1 issue?

Sales people have a hard time finding prospects. Closure rates are bad because potential customers are dealing with sales people they should not have to deal with. It’s the speed of the sale. Companies are hung up by not qualifying the prospect effectively and efficiently. The people out there generating the leads are getting paid on the number of leads they develop, not on the quality of those leads. This in turn is passing along junk to the sales reps. Leads need to be qualified better and faster.

 

Where does the responsibility lie when qualifying prospects?

Just because you can get a meeting it doesn’t mean anything! You don’t want to set up a meeting merely for the sake of setting up a meeting. You need to uncover a need, benefits and the outcome. The most valuable asset an organization has is their people’s time. Make sure every moment of the day is productive time spent by each employee. Social media is great; however, it doesn’t put food on the table unless you monetize it. SDRs should be conducting some of the initial qualifications. If the SDR isn’t qualified enough to do that, then maybe we should just get a robot to do the job. SDRs need to ask and understand the context of the answers.

 

What is one of the biggest challenges with prospecting?

This is not a game of getting more prospects this is a game about getting better prospects. Mark wants to be spending more time with fewer prospects that can close quickly. Some sales people have put numbers into their pipeline just to keep their bosses happy. These prospects aren’t going anywhere; quality over quantity is of utmost importance. When dealing with sales managers, if a lead doesn’t move up or down after two sales calls, they should not be in your pipeline – period! You don’t want to hold on to static people.

 

How do you create a marriage between social media and traditional prospecting?

There are too many people out there that say, if you do social media well enough, everything will be OK. Social media helps you create the awareness and a presence. It is the advertising and marketing. But it isn’t the sales, you still have to make the phone calls, send the emails…email is not the only prospecting tool out there. PICK UP THE PHONE!

 

What is one of the reasons prospecting is failing?

Don’t start something you can’t finish. You have to have a plan that requires repetition. Mark uses the 6MPM approach. He will leave 6 messages per month by email, phone, text, and social media. Each one of these messages is unique. If he doesn’t hear back from them within that month, Mark will take the prospect off the list for 90 days. He will repeat the process using the same as above. Mark wants to hit the prospect with information they will find creditable and worthy. He wants to peak their interest. You don’t want to feel like you have a competitor out there, because there is only one of you!

 

What are some of the tools and technologies out there to assist in prospecting?

PICK UP THE PHONE! There are many automated tools out there, however, you don’t want to become automated either. What happens if the prospect responds? You won’t have a clue to who they are because you were using automation. The best way of contacting anyone is through picking up the phone. At the same time, you can also combine this with using direct messaging on social media.

 

LEARN MORE ABOUT MARK HUNTER:

What is your most effective tool, other than the phone, that you are using in your own prospecting?

LinkedIn

 

Is cold calling dead?

Yes, cold calling is dead. There is no reason you can’t make an informed call. Do your research before making your phone call.

 

Besides your book that is coming out shortly about prospecting, what’s one other book about prospecting that sales people should read?

Fanatical Prospecting by Jeb Blount & Mike Weinberg

 

What’s an idea mix for inbound vs outbound lead gen?

Every industry is different. If he is having to educate the person, he is going to be more outbound focused.

 

CONTACT MARK HUNTER

thesaleshunter.com

Apr 5, 2016

Stu Heinecke is a Wall Street Journal cartoonist and the author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing. Stu is also a Hall of Fame nominated marketer and author. In this episode, Stu and I discuss the importance of content marketing.

 

 

What is content marketing?

Strategic marketing campaigns focused on creating and distributing relevant, valuable, and highly personalized content to a small number of contacts. Content marketing is used to attract and retain a clearly defined audience. It is a highly personalized campaign and methodology, which is used to reach and meet ultra-high value contacts that will transform your business.

 

What is an executive assistant/gatekeeper?

Executive assistants provide high level administrative support to executives in the company. They conduct clerical work, but also perform duties that can have an effect on the success of a business. They help with marketing research and training staff. Executive assistants are also known as the gatekeepers. They are usually well-known public figures with influence in their community. A gatekeeper controls which phone calls and reports go through to the higher level executives, such as CEOs. Gatekeepers also understand the objectives, values, and needs of the company and higher level executive.

 

Why is it important to talk with the gatekeeper?

Usually sales people ask to get around the executive assistant. This is not correct; you want to talk to the gatekeeper. The executive assistant is basically living the same reality as the CEO or higher level executive. They are aware of their vision and priority lists, and they are present in meetings. The gatekeeper’s job is to spot the opportunities that the CEO may not be able to find. Instead of attempting to get around the executive assistant, try to enlist them in your objective, which at the end of the day, is to have a meeting with the ultimate decision maker.

 

4 free successful contact marketing campaign ideas.

Email, Phone, Mail, and Social Media are 4 free and easy ways to have a successful marketing campaign. Social Media is one of the best ways. Take a look at the profile of the person you are trying to reach. You need to learn something about them before the initial contact. If you are a sales person you should never show up unprepared. You want to have an idea of who the person is before starting any campaign. Then once you have an idea of who the person is, you can start figuring out the best approach for your campaign, which for example might be giving a gift to the higher level executive.

 

Authenticity is the key, so do not send gimmicky gifts.

Make sure you find something that reflects the interest of the person you are gifting, while also staying true to your passions and interests. You want to make sure not only has it reached the person it’s intended for, but also that you bring your own personality. This will humanize you, making the receiver of the gift wondering who you are and wanting to reach out to you.

 

CONTACT STU HEINECKE

www.stuheinecke.com

Apr 4, 2016

Jorge Soto is the founder of Sales4Startups and a serial entrepreneur. Sales4Startups is an organization lead by startup sales veterans who help young entrepreneurs and startup teams build successful sales processes and the necessary backbone it takes to sell. In today's installment, Jorge drives the point home, to not forget about the human element in business and to always work with quality leads over quantity.

 

What are some of the 'sure things' that don't work?

Speaking from a startup perspective, entrepreneurs can believe in their team, but if they don't have the right people on board, then their dream will never get realized.

It's not always about knowing the stuff that works, but you definitely need to know what doesn't work as you progress through the startup phase.

 

If you're a startup founder, you need to know sales.

Sales isn't this 'magical' thing. The reality is, we're all selling something; either a product, a service, or even ourselves as likeable people.

 

It still always falls back on quality over quantity.

This is a fundamental thing in life and it does not just apply to sales. We should always try to find more quality leads, connections, and relationships over quantity.

 

What kind of challenges have you faced?

Jorge did not understand the value of education when he was growing up in Miami, during the 80s and 90s. He had lots of trouble growing up and one of the biggest challenges he had to overcome was himself. He felt like bricks were constantly being thrown at him, but he eventually realized it was his mindset that was holding him back.

 

There's a certain kind of mindset you have to have when handling sales.

You're not necessarily going to win all the time, because you're not, but just by accepting that, it gives you a lot of freedom. The distinction in this however, is to at the very least have the courage to try and have an intelligent fearlessness to the way you approach sales.

 

CONTACT JORGE SOTO:

http://sales4startups.org/

http://sotoventures.com/

https://twitter.com/sotoventures

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

Apr 1, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today's episode, Bridget and I have a conversation about marketing and sales alignment. Let's do a deep dive on how we can get these two departments to work more efficiently within one another and make those prospects turn into sales! Included among the topics we discuss are:

  • The lack of communication between marketing and sales departments.
  • How to fix communication gaps.
  • Metrics on how well the sales team is effectively using marketing's legwork.
  • Proper sales team and marketing team education.
  • How to easily transition a prospect from the marketing team to the sales team without a restart in conversation.
  • And much, much more!

 

Be sure to join us for this information packed episode!

 

LEARN MORE ABOUT Bridget Gleason:

Music that psyches me up before and 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 salesperson should read
Winner's Dream by Bill McDermott

My first job in sales
Selling networking products and desktop computers for Xerox

 

CONTACT BRIDGET GLEASON:

Bridget is VP of Corporate Sales at SumoLogic. With more than 20 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 experiences include being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Contact Bridget:

Website: www.sumologic.com

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