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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: May, 2016
May 31, 2016

Tony Hughes is ranked the #1 Influencer for professional selling in Asia-Pacific by Top Sales World magazine and the best-selling author of The Joshua Principle.

Tony has some startling news for sales reps today. Based on a variety of industry forecasts, the number of B2B sales reps is projected to dramatically shrink over the next four years.

The driving force for this change is that too many B2B customers do not receive sufficient value from their interactions with sales reps during their buyer's journey. Given the trove of information readily available to them online, newly empowered buyers are willing to go outside the traditional engagement with sales reps to gather the information they need to quickly make good decisions.

In this episode, Tony and I discuss the growing challenges for B2B sales reps and what they need to do become a lasting and powerful source of value to their customers. Among the topics we discuss include:

• The reasons why so many sales reps vulnerable to seismic shifts taking place in how their prospects and customers buy.

• The forces that could dramatically shrink the number of B2B sales reps over the next four years.

• The challenges sales reps must confront in order to continue to add value to their buyers. (And keep their jobs in the process.)

• How to inspire your buyers to follow you.

May 30, 2016

Richelle Shaw built her first business from $300,000 to $36 million in less than 5 years and then lost it all after the 9-11 tragedies. However, that did not stop her because she would later rebuild her business to a million dollars in less than 5 months.

Richelle is the author of The Million Dollar Equation. On today’s show she breaks down what the book is about and how it can help entrepreneurs put strong systems in place that will help them succeed and grow their business.

 

Bullet Points

Find out how Richelle rebuilt her million dollar business in 5 months.

The systems you need to keep a client for life.

What you need to do to build a strong referral system.

Why you should always offer more than one product or service.

 

What are the basic elements of Richelle's Million Dollar Equation?

What Richelle teaches people in The Million Dollar Equation is how to be nimble in an ever changing market. You need to first understand what kind of systems you have in place. What are your great solutions? Second, refine your target market and target those people specifically.

 

There's only three ways to grow a business: 

1) Get a new customer.

2) Get an existing customer to spend more.

3) Get an existing customer to come back more often.

 

What systems does Richelle recommend entrepreneurs use to keep their customers?

There are three Rs in Richelle's Million Dollar Equation.

The first R is retention – making sure you keep a client for life.

The second R is reactivation – when the customer has disappeared, there's an alarm bell that goes off.

Do you have a list of people who worked with you last year? How many of them haven't come back? Send them an 'I'm sorry' letter and offer a deal they can't refuse.

The third R is the referral system – you have to have a system in place that gets people recommending you. How do you make sure referrals are consistently happening? The first step is to acknowledge anyone who says you offer a great business and service.

 

How do you get an existing customer to spend more?

The first thing Richelle asks her clients is how many products or services do they offer? If they only offer one service, then that's a problem. Find ways to creatively branch out your services so your clients can keep spending more with you.

 

LEARN MORE ABOUT RICHELLE SHAW

What's your most powerful sales asset?

Listening and morning affirmations.

Who's your business role model?
Richelle's first boss.

One book every sales person should read.
Marketing Outrageously Redux by Jon Spoelstra and Mark Cuban.

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

Donny Hathaway.

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

Richelle goes through her green list – her top prospects.

 

CONTACT/RESOURCES FOR RICHELLE SHAW

www.richelleshaw.com/

www.17hats.com/

May 27, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Should you sell to top level executives? This is what Bridget and I discuss on today's show. Always targeting a top c-suite executive may not be the best approach. In fact, you could end up shooting yourself in the foot instead. Tune into today's show to find out more!

 

 

Bullet Points

Should you sell to C-suite executives? 

How to find the right decision maker for your product. 

The differences between strategic and tactical products and services.

Sales reps who feel entitled.

 

Should you sell to a C-suite executive?

People are often told that they should sell high, that they should pitch to the top level executives of a company and ignore everyone else, but sometimes that approach can backfire on you. You want to pitch to someone who can make the decision to bring you on as their client, but that decision maker isn't always a c-suite executive.

Why talk to a c-suite when a regional manager can get you to the same place? Remember, c-suite executives are often busy, which is why they delegate responsibilities to others and that often includes the decision to bring on a new provider. When a provider is pushing too hard to reach a c-suite person or knocking on the wrong door, it can irritate management and you're at risk of losing the deal.

If you are aware that a c-suite will at least look over your proposal, then do cater a part of the proposal to that person. However, the main decision maker is who you want to impress at the end of the day and that may not always be the top dog of the corporation.

 

LEARN 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/RESOURCES FOR BRIDGET GLEASON

www.sumologic.com/

May 26, 2016

Benjamin Hastings is a two time entrepreneur and the co-founder of PerformYard. On today’s episode, Benjamin and I discuss on why PerformYard can help sales reps become more efficient and how his company differs from other competitors in this space. Tune in to find out more!

 

 

Bullet Points

What is PerformYard?

How PerformYard helps with the sales process.

Why is PerformYard different from the rest?

PerformYard and Salesforce work hand-in-hand.

How to increase qualified leads.

 

How is Benjamin and his team defining sales efficiency?

Benjamin looks at conversations. How often are you talking to customers in the sales process? What are those meaningful metrics beyond just the dial? For Benjamin and his team, it's about efficiently connecting with the prospect.

 

How does PerformYard increase efficiency?

So much of getting closed deals lies in following up and due diligence. PerformYard helps with that. It is being used by sales managers from the first call all the way to the signed order form and it makes sure customers never get lost in the cracks.

 

Why is PerformYard different?

PerformYard is focused on the salespeople and makes it easier for sales reps to focus on what they do best. There is almost an over reliance on email with similar competitors, but PerformYard is able to connect different mediums/forms of contact all into one and handle it in a way the sales reps would understand.

 

What are some of the biggest pain points for sales reps?

A big pain point for sales reps is that they have lots of unqualified prospects that get pushed into their system and they spend too much time and resources trying to weed those bad leads out.

 

LEARN MORE ABOUT BENJAMIN HASTINGS

What's your most powerful sales asset?

Teaching the customer the impact of their purchase and connecting them with the organization.

Who's your business role model?
HubSpot

One book every sales person should read.
E-Myth by Michael E. Gerber

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

Hamilton Broadway.

One question you get asked most frequently by salespeople.
How can I close deals?

Benjamin believes sales reps who have trouble closing deals are not being clear up front on what they want to achieve. Get a complete layout from the prospect on what they need in order to commit to the sales process and then confirm what they said in an email.

 

CONTACT/RESOURCES FOR BENJAMIN HASTINGS

www.performyard.com

May 25, 2016

Tony Alessandra helps companies and salespeople turn prospects into customers. He is the founder of Assessments 24x7 and a world-renowned keynote speaker. Andy talks about the four buyer behavioral styles using the DISC Relationship strategy and how sales reps can use this knowledge to adapt their selling style and get those sales.

 

 

Bullet Points

Common roadblocks sales reps have. 

The DISC Relationship Formula.

What really good sales people do differently?

How to turn B sales reps into A sales reps.

 

What are the biggest barriers to success for sales reps?

The biggest roadblock for sales reps are their self-management skills, like organization and time management. Sometimes sales reps take on too much and don't finish their tasks or under deliver on what they promised.

 

How can sales reps better connect with their prospect clients?

It starts with how you dress. You want to dress one notch better than your prospective clients. Tony learned this trick in the speaking business. People will give a first impression towards the way you look and/or the way you carry yourself, so make sure it's a good one.

 

Can people change?

A lot of psychologists believe from birth to death you don't change your personality more than 2% unless a significant event has occurred in your life. You can, however, change your behavior and mindset from moment to moment. Can you change your DISC style? Yes.

 

How can we get good salesmen to be great salesmen?

Let's use the 80/20 rule. 20% of sales people are naturals. They're always learning and trying to improve themselves. The bottom 20%, no matter what you do, they just don't care. What you really want to focus on is that middle 60%, the B players.

The trick to getting B players motivated is to show them either through proof or example that they can increase their sales if they adapt their selling style to the customer's buying style. Walk them through a training program that helps them understand the differences.

 

What are Tony's thoughts on pre-hiring assessments?

It's definitely a valuable tool, but it's not the be-all and end-all solution to the hiring process. Tony recommends to use the assessments for about 20% of the decision. Look at their credentials, experience, etc. and determine whether they're qualified for your position.

 

LEARN MORE ABOUT TONY ALESSANDRA

What's your most powerful sales asset?

Tony's Personality.

Who's your business role model?
Tony's first sales manager, Ricky, when he was starting out.

One book every sales person should read?
Psycho-Cybernetics by Maxwell Maltz.

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

The Manhattans, Smokey Robinson, Luther Vandross.

One question you get asked most frequently by salespeople?
How do I effectively sell against strong competition?

 

Write down your advantages/disadvantages, then write down your competitor’s. Once done, write your advantages on how you stack up from them. In the disadvantages section, make sure you have answers for those disadvantages, because those are very likely to come up as objections when pitching a customer. 

 

CONTACT/RESOURCES FOR TONY ALESSANDRA

www.alessandra.com/

www.assessments24x7.com/

DrTony@assessments24x7.com

Non-Manipulative Selling by Tony Alessandra

May 24, 2016

Joel Comm is a New York Times best-selling author of 12 books, including The AdSense Code and Click Here to Order. He is a motivational speaker as well as a new media consultant. Joel discusses the five social media trends of 2016 on today's show.

 

 

Bullet Points

Live streaming goes main stream.

Why Blab is fantastic.

Which social media platform to use.

How can you use live streaming from a sales perspective?

What is Snapchat and why should you use it.

Virtual reality in the context of social media.

 

Why is live streaming going mainstream?

We've finally reached the point in our culture that we want what we want when we want it. We're on-demand. People  want to choose what they'd like to watch and this trend is only going to get more popular.

 

What kind of social media platforms should you use?

People can get overloaded on all the options they have, but in the end, you should use the platform that makes the most sense to you.

People talk about the ROI of certain social media platforms, but Joel suggests to forget about that. What is the platform that's the most fun for you to use? When you're having fun, you're more likely to be consistent with it and others are more likely to be engaged with you.

 

How can you use live streaming from a sales perspective?

At the end of the day, it's all about value. It's about relationships first and selling will be the byproduct of having built a strong relationship with your audience. We use social media platforms as tools to reach out to more people in real life.

 

Should adults be using Snapchat?

Believe it or not, Snapchat is no longer for kids. The reason for this is because Snapchat is a fantastic storytelling tool, which you can use to boost your business or brand. There are so many big brands on there currently that it is worth looking into.

 

Why are people reluctant to engage through video format?

Joel believes it's a couple of things. One, it's fear. It's live in the moment and unedited. Anything could happen. Second, people don't know what to broadcast. 

 

How will virtual reality affect social media?

Blab makes it easy to connect with others over the internet, but virtual reality will take it to a whole new level. Imagine putting on goggles and seeing your friends at a conference and you being able to interact with them like you would in real life. 

 

CONTACT/RESOURCES FOR JOEL COMM

www.joelcomm.com/

5 Ways Social Media Will Change in 2016

May 23, 2016

David Long is the Founder and CEO of MyEmployees, a 25 year-old firm in the Top 1% Worldwide in the Employee Engagement and Recognition industry. He and his team specialize in helping managers build strong and more engaged relationships with their team. Listen in for some of David's excellent advice.

 

 

Bullet Points

Find out why David became an entrepreneur.

Why companies just chew through managers.

Good managers vs. bad managers.

How to change manager mindset. 

Why you should spend company time on employee education.

 

Why did David write Built to Lead?

There's a massive failure rate in the management sector. Any company that has 100 or more employees, only 6-7 of those will ever be promoted to manager and, of those, less than one actually gets promoted to the second level. Companies are chewing through managers.

 

What are the differences between good managers vs. bad managers?

There are employees out there that keep doing it and doing it, but they don't really contribute anything. They just get by. A good manger really has the desire to get better and to be better tomorrow than they were today.

 

How do you detect a manager in trouble? 

Managers in trouble don't understand the difference between motivation and manipulation.

Manipulation is getting people to do something you want them to do, but they don't really want to do it. Motivation is finding within them the desire to do something and the manager encourages them to succeed.

 

That's what management is! How do you change that mindset?

You have to have the mindset of, I'm going to be better tomorrow than I am today. People are successful and happy at work when they have someone who is encouraging their development. When you're motivating others and you care about your team, they will follow you.

 

How does David educate his team?

You should invest company time in people reading and learning. Normally, education stops at training, but David's company educates his staff on an ongoing basis through a weekly book club.

David pays his staff an hour to come in to the book club every week. This learning session costs him about $80,000 a year, but it has made him millions. The book club idea is not about how to do their job better, it's about how to have a better life.

 

LEARN MORE ABOUT DAVID LONG

What's your most powerful sales asset?

Listening and Google docs.

Who’s your business role model?
Michael Gerber, Jack Welch, Zig Ziglar.

One book every sales person should read.
The bible and How to Win Friends and Influence People by Dale Carnegie.

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

The Eagles.

One question you get asked most frequently by salespeople.
How did you do it? The answer is simple: "You can have everything in life you want, if you will just help other people get what they want." - Zig Ziglar

 

CONTACT/RESOURCES FOR DAVID LONG

www.myemployees.com/

www.top10manager.com/

DavidLong@toptenmanager.com

May 20, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Today we discuss something that rarely gets discussed - how to bounce back from failure and still keep that client.

 

Bullet Points

How to bounce back from failure.

Can you keep a client after a mistake?

Learn from some of my mistakes.

Cultivate strong client relationships from the start.

 

When you blow it, what do you do? 

Mistakes are a natural part of any business, especially in sales. However, we love to talk about the wins, but some of our biggest lessons come from the losses.

Andy shares a story of when he and his team were off by a factor of 2 in their price estimate. This means the price jumped from $7,500 to $15,000 after he just closed the deal with the client. What did he do? Tune in to find out.

 

LEARN 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/RESOURCES FOR BRIDGET GLEASON

www.sumologic.com/

May 19, 2016

Jamison Powell is the Vice President of Sales for New Voice Media, where he and his team develop customized solutions to everyday sales problems. In today’s episode, I talk with Jamison about some of the benefits of New Voice Media and what they do differently compared to others in the same space.

 

 

Bullet Points

  • Why do we still treat our customers like strangers?
  • How to utilize New Voice Media to sell more.
  • Automating the sales process using New Voice Media.
  • Sales reps will have more time to research and get those sales.

 

Is cold calling still cost effective when there are other personal ways to reach out?

In Jason's experience, people are selling more these days over the phone than when he first started and that method will always remain the primary way to communicate. People like hearing a voice rather than a text-based email.

 

How does Jason and his team at New Voice Media help customers sell more?

The methods vary depending on the needs. If someone launches a campaign, New Voice Media might have a priority on the 1-800 number listed or a special white paper offer. Whenever a customer touches those things, it brings their name to the top of the list.

Each campaign is customized based on the needs of their client. With that being said, New Voice Media finds what's missing in their client's data and works to solve those gaps to get the right people on the end of the phone.

 

What does New Voice Media's call center do? 

New Voice Media segments their customers differently so that the users always speak to the same sales person who has worked on their case in the past. This approach provides a more pleasant and personal experience for the user.

 

What is New Voice Media's ideal client profile?

The client size for New Voice Media ranges from 50-5000, with the ideal being 50-500 range.

 

What kind of concerns do clients have before using New Voice Media?

Phone infrastructure and whether New Voice Media can grow with their company. The answer is always yes. All New Voice Media needs is a direct dial phone number.

 

LEARN MORE ABOUT JAMISON POWELL

What's your most powerful sales asset?

Being inquisitive and Sales Force.

Who’s your business role model?
David Sandler

One book every sales person should read?
Good to Great by James C. Collins

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

Lucas Graham

What’s the first sales activity you do every day?
Going through the plans I made the day before and prioritizing

One question you get asked most frequently by salespeople?
What should I do next? Jamison asks, “What do you think you should do?”

 

CONTACT/RESOURCES FOR JAMISON POWELL

www.newvoicemedia.com

May 18, 2016

Evan Carmichael breathes and bleeds entrepreneurship, which is why he runs a popular website, www.evancarmichael.com, specifically catered to entrepreneurs. Evan was named one of the Top 100 Great Leadership Speakers for your Next Conference by Inc Magazine and considered one of the Top 40 Social Marketing Talents by Forbes.

 

Bullet Points

How to get customers quickly

Expand your reach from one household to a thousand

Build a strong personal brand

What do you really stand for?

Simple steps to creating your online persona

How to create interesting content for your audience

 

How did Evan get customers so quickly?

At the beginning, Evan was terrible at it. In fact, he tried everything and failed at it. The one thing that really saved Evan was modeling his success after others.

 

What are the steps to develop a strong personal brand?

The sales person has to understand how to build a brand and add value beyond a guy trying to sell a product/quota. It starts with understanding what you stand for as a human being. What is the biggest impact you'd like to have in this world? Forget about what you're selling and answer those questions first.

 

How do you transfer your core beliefs into a public persona?

Come up with your foundation story. Why is this so important to you? Double check your public profiles. What's on your voice mail? What's on your LinkedIn profile? What does your social media look like? What content are you sharing?

 

How can sales people create interesting content?

If you're not producing interesting content, it's going to be hard to stand out. If you're not great at writing, then don't write blog posts. Get on video instead. Find alternative ways to create content and put yourself out there.

 

How do you attract the attention of a prospect client through email or phone?

The more you can customize it based on how much you know about that person, the better. If you don't have that kind of information on hand, then tie it in with the company's core values and/or what the business is trying to accomplish and lead in with that.

 

LEARN MORE ABOUT EVAN CARMICHAEL

What's your most powerful sales asset?

His personal core beliefs.

Who’s your business role model?
His parents, Bill Gates, and Amadeo Giannini.

One book every sales person should read?
The Four-Hour Work Week by Tim Ferriss and Radicals and Visionaries by Thaddeus Wawro.

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

Pete Seeger.

What’s the first sales activity you do every day?
Review the comments on the YouTube video. Evan's community is his sales tool.

 

CONTACT/RESOURCES FOR EVAN CARMICHAEL

www.evancarmichael.com/

May 16, 2016

Tim Hughes, one of the world's leading experts in social selling, is the founder of Social Selling Lounge, author of Hacking the Buying Process and co-author of a new book you can pre-order called Social Selling: Techniques to Influence Buyers and Changemakers. Tim has created a five-stage methodology for businesses to use. In today’s episode, I talk with Tim about the five pillars to success. Tune in to hear how you can use social selling throughout your pipeline.

 

 

Bullet Points

  • • What are the best processes to use for moving through the funnel?
  • • What is social selling and why is it so misunderstood?
  • • What are the five pillars of social selling?
  • • How to use LinkedIn properly.
  • • What is the biggest mistake sales make when it comes to social selling?
  • • The importance of sales and marketing is working together.
  • • What does marketing automation mean?

 

The whole process of sales is hard, developing new business and moving prospects through the funnel. There is a lot of controversy around what are the best methods to use - proactive outbound, inbound, cold calling and social selling. Most things in life are not about doing one thing or another; you need to sort through the noise to find the right strategy to connect with decision makers.

Social selling is misunderstood. There are a lot of people out there that think it is just LinkedIn and Twitter. We are living in the digital era which requires changing behaviors, cultures, and strategy. Social selling is a way to move offline life to online; even if it is being misused, it is still embedded in the modern sales process.

There are 5 pillars of social selling: LinkedIn, Social Media Listening, Influencer Marketing, Collaboration, and Marketing Automation.

  • LinkedIn is all about personal branding. Customers are more engaged and know more about the products and services you provide. Your profile needs to be buyer-centric by providing content that makes people curious and want to consume content further. Personal branding is not about touting your accomplishments; it’s about triggering curiosity on the part of the buyer. Don’t just pump out corporate stuff - you are trying to build personal trust.
  • Social Media Listening - the first step is listening to your customers and prospects before sharing anything. Salespeople need to seek out the people that work at the organization, not just the company website. There are individuals in businesses that aren’t high up in the organization who don’t have the rank but have the element of authority. Senior people in companies don’t make the decisions; they listen to and confirm the recommendation of individuals down lower in the organization.
  • Influencer Marketing is about building a network and creating an influence map to find certain influences going on in social media. Salespeople need to throw a wider net to see what affects their prospects.
  • Collaboration is essential to marketing and sales - they don’t understand each other. In the digital world, they both have to work together and have a common form of technology.
  • Marketing Automation is a sales tool that should be used for the clients that aren't going to close their deals within three to six months; freeing up time for salespeople to be in front of the customers that are currently closing.

Implementing one of these is fine, but companies need to use all of these throughout the entire funnel. However, you still can’t forget to use these pillars in conjunction with the phone and email. 

 

LEARN MORE ABOUT TIM HUGHES

What's your most powerful sales asset?

Rapport building

Who’s your sales role model?

Miller Heiman & Jim Holden Sales Methodology

Tony Hughes and Jack Kruske

Name one book that every sales person should read.

The Connected Customer: The Changing Nature of Consumer and Business Markets by Stefan H.K. Whets, Marnik G. Dekimpe, Els Gijsbrechts, and F.G.M. (Rik) Pieters

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

David Bowe, Led Zeppelin, and Thin Lizzy (All on Vinyl)

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

Checking my Social Media

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

What’s the ROI of Social Selling?

What’s one tool you use for you now sales management that you can’t live without?

Social Media

 

CONTACT TIM HUGHES

Social Selling Lounge Website

Tim Hughes on LinkedIn

Tim Hughes on Twitter

May 16, 2016

Jim Cathcart is a mentor, strategic advisor, keynote speaker and an international best selling author of The Acorn Principle and Relationship Selling. Jim was inducted into the Professional Speakers Hall of Fame and has delivered over 2,800 professional speeches around the world. Tune in to his extensive insight and wisdom on today's episode.

 

Bullet Points

  • • What separates the top sales performers from the rest?   
  • • How do you become a speaker when you have nothing to say?
  • • Develop self-belief using The Acorn Principle.
  • • How to cultivate your drive and desire to succeed.
  • • What's holding you back? 

 

How do you build belief in yourself using The Acorn Principle?

The acorn is the universal symbol of potential. Everyone has a seed of potential in us, an acorn, if you will. Too often we listen to the wrong people and we desire to be something we're not. Take the time to figure out who you are and who you want to grow into.

 

How can people discover what they could be/who they are?

The seed of your future already lives within you. Look at your current relationships with friends or family, your values, your background, and your personality type.

 

How do you activate your drive, your personal velocity?

What causes people to achieve might sound simple – it's the decision to do so. The decision is activated by the belief that it is possible.

 

Nature vs. Nurture?

Some people are under the impression that it's nature conditioning you or you were nurtured into being this way. The truth is, it's both nature ad nurture that defines who you are as a person.

 

What holds people back?

It's mindset that's limiting these people from succeeding. They've embraced a victim mindset and are content with keeping it because it's safe. Your mindset leads to your actions and your actions over time become your habits.

 

LEARN MORE ABOUT JIM CATHCART

What's your most powerful sales asset?

Mindset

Who’s your business role model?
Harold Gash

One book every sales person should read?
See You At the Top by Zig Ziglar and The Greatest Salesman in the World by Og Mandino

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

The Eagles, Joni Mitchell, and Beatles.

What’s the first sales activity you do every day?
Focus and prioritizing thoughts.

One question you get asked most frequently by salespeople?
Depends on the level and expertise of the salesperson.

 

CONTACT/RESOURCES FOR JIM CATHCART

www.cathcart.com/

May 13, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss crazy quarter end deals and how the sales department and sales managers should be balanced in gender.

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

 

Bullet Points:

  • Learn about some of the crazy deals Bridget and I had earlier in our sales career at quarter end.
  • What can sales reps and managers do to get balance during the hectic quarter end?
  • How to get the best deal control.
  • The key challenges women have in sales.
  • Why listening to customer wants and needs helps during the hiring process.

 

Don’t get caught in the quarter-end madness; make sure to map out each deal when the decision might happen. If you have a good pipeline in place, you can solve all the problems with deal control. Bigger deals create more lumpiness - they aren’t as straightforward as a SaaS mode,l which doesn’t have the huge ticket price.

There aren’t many women in sales or sales management positions. Being a minority makes that harder to overcome. Job descriptions are written more for the aggressive, outgoing, extroverted traits, which most women self-identify themselves out of these characteristics. The environment can be more of a boy’s locker room, which most women will not identify with at all.

People gravitate towards others that are like us. As the unconscious biases persist we keep hiring more and more individuals that look and act like us. Sales is a male dominated industry, in turn, this attracts more men.

There was a study done that shows on average, women sales reps perform at a relatively higher level as customers gravitate more towards the traits women naturally have. These traits include: empathy, problem solving skills, analytical abilities, and natural curiosity, instead of what companies are typically hiring for, which is the archetypical, aggressive extroverts.

Sales need to be balanced gender-wise. There are a lot of things each of us can learn from one another. One issue is that there isn’t a big pool of candidates to choose from, especially for women sales managers. Sales is meritocracy regardless of gender.

 

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/

May 12, 2016

Pouyan Salehi is the co-founder and CEO of PersistIQ, the complete outbound platform engineered from the ground up for sales. In today’s installment, I chat with Pouyan about PersistIQ and how sales reps need to have this as one of their sales tools for reaching out to prospects. Tune in to hear how to increase effectiveness and efficiency using PersistIQ.

 

 

Bullet Points

  • What is PersistIQ?
  • How sales reps use PersistIQ to boost their sales productivity.
  • How to authentically personalize your touchpoints.
  • Is there a danger in too much automation in sales?
  • How PersistIQ will help salespeople solve the execution problem.
  • How adding value to touchpoints will create better relationships.

There seems to be an incredible amount of innovation in the sales technology space. The goal of most of these is effectiveness and efficiency, generating more revenue per hour of selling time. PersistIQ combines automation with human elements to make reps more efficient at outbound sales. Getting from point A to point B is a challenging and tedious task. Personalization matters now more than ever, and persistence always wins out in the end. Salespeople need to follow up and get the right amount of authentic valuable touchpoints.

Sales is both an art and science; it’s all a numbers game. Reps shouldn’t be blasting people mindlessly who aren’t qualified prospects. The model for inside sales is going to change based on necessity; the potential customer base is exhausted. There is a huge opening for someone to concoct a recipe on how to personalize touchpoints and make them more scalable.

There is a danger of too much automation; new software is coming out daily to make it easier for salespeople to blast those emails. In B2B sales, there is a very critical core element to sales, and that is the human factor; you need to protect, preserve, and amplify it. However, some pieces of the puzzle can and should be automated, which is the execution problem.

PersistIQ helps reps with intelligent follow-ups and smart safety checks before reaching out to the prospect; it will let them know if anyone else in the company has contacted them, which is a great attribute to the program. Sales reps need to step back and take a look at the activities that make a difference and spend time on those.

Every sales interaction has to be able to deliver some value to the potential buyer. PersistIQ has changed the way people measure data, it used to be based on open rates, now it is based on tracking response rates. One of the best ways to add value is by researching, sales reps need to write up a bullet point list when reaching out to their prospects.

 

LEARN MORE ABOUT POUYAN SALEHI

What's your most powerful sales asset?

Understanding the customer.

Who’s your sales role model?

Pouyan has many role models for various aspects. He learned asking the right question and listening is the key to the closure of the deal.

Name one book that every sales person should read.

Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese

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

Prince and Atmosphere

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

Prioritize

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

How do I do more than two touchpoints?

What’s one tool you use for you now sales management that you can’t live without?

PresistIQ

 

CONTACT/RESOURCES FOR POUYAN SALEHI

www.persistiq.com

www.generator.persistiq.com

Free 5-Touchpoints Campaign (Templates)

May 11, 2016

Viveka von Rosen is the leading LinkedIn, social selling expert, and author of LinkedIn Marketing: An Hour A Day. In today’s episode, Viveka and I chat about LinkedIn, social selling and how businesses can use these platforms to build a stronger relationship with their prospects and clients. We also discuss how sales reps can use these tools to warm up their cold calls for inbound or outbound. Tune in to hear about the misconceptions of LinkedIn and how to use this tool to build better relationships in business.

 

Bullet Points

  • • What is the biggest misconception in regards to LinkedIn?
  • • How to utilize Sales Navigator.
  • • Why is LinkedIn becoming more isolated?
  • • What should Sales Reps focus on about LinkedIn?
  • • What are the differences between LinkedIn and other social media outlets?
  • • What is the psychological aspect of using LinkedIn?

 

LinkedIn has become an indispensable tool for sales reps but like everything else in life it suffered from a little too much attention. There is increasing talk about LinkedIn succumbing to some of the overused spam tactics that have plagued email, and others are saying they are done with LinkedIn altogether. However, all of your contacts for your prospects and customers are on LinkedIn - more than likely the best way to connect with potential buyers, prospects, and services.

There are many misconceptions about LinkedIn, it isn’t just a job seeking tool. Sales reps do not realize how critical of a social selling, content marketing, and lead generating tool it is, which is a problem for corporations because some of them are conservative and don’t realize the benefits of LinkedIn. Don’t worry about employers thinking you are job seeking, you can shut that feature off on your profile.

Some people also think that LinkedIn is a social media site, which harms them. It is a business tool first and foremost that has the added social elements, such as timeline and groups.

Sales Navigator is better than the regular messenger on the unpaid side of LinkedIn. The ability to sort and see the communications of your prospects is huge and contacting people that you aren't linked to is a big bonus.

LinkedIn is isolating themselves, which is going to cost them business. They are also disenfranchising from the free membership, and that’s who their paid customers are paying for access. What LinkedIn fails to remember is there are over 400 million users, and only 3 million of those users are Premium. There are many other ways LinkedIn could monetize, but that is not going to happen if they keep upsetting their bigger group of people, catering to their higher end premium users is going to isolate them even more.

 LinkedIn’s end user agreement states you need to represent yourself; people need to use their full first and last names, post a picture of themselves, not their company. There is a feature that you can make your name and photo visible to everyone, make sure to add a professional headline in 120 characters or less.

You can warm up those cold calls by doing research on LinkedIn, so that when you pick up the phone you know who the person is that you are speaking with. This will go long ways to your prospect or customers knowing, liking, and trusting you. Spend time curating relationships by making sure no matter what, your prospects or clients know you are the one to go to for the information they need. You don’t have to be a professional writer to share content, utilize someone else’s information you know will solve your client’s pain points.

Give LinkedIn a try for 30 days to test out the practices. If you don’t get the benefits within those 30 days then maybe it isn’t the proper platform for you.

 

LEARN MORE ABOUT VIVEKA VON ROSEN

What's your most powerful sales asset?

The ability to empathize by listening to clients.

Who’s your business role model?

Bob Burg

Name one book that every sales person should read.

Ask : The counterintuitive online formula to discover exactly what your customers want to buy...create a mass of raving fans...and take any business to the next level by Ryan Levesque

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

Everything, except for Country Music.

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

Does LinkedIn really work?

 

CONTACT/RESOURCES FOR VIVEKA VON ROSEN

Viveka’s LinkedIn Expert

(If you want to connect with Viveka, please let her know you listened to this Podcast.)

Viveka on Facebook

Viveka on Twitter

May 10, 2016

Tim Sanders, author of four books, including the New York Times bestseller Love Is the Killer App: How to Win Business & Influence Friends. He was an early stage member of Mark Cuban and Todd Wagner's broadcast.com. After Yahoo had acquired the company, they asked Tim to lead their ValueLab, which enabled sales teams to close business through rapid collaboration. For the past decade Tim has been consulting with B2B companies on how to improve their ability to get unstuck due to the Dealstorming process he created. In today’s episode, Tim and I discuss his 4th book Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges. Tune in to hear how Dealstorming can help save critical accounts.

 

 

Bullet Points

  • • What is Dealstorming?
  • • What is the process of selling a big deal?
  • • What are the 7 steps to organizing and implementing a Dealstorm?
  • • How can businesses find the root cause of a problem?
  • • Why is there a rule of 3 for Dealstorms?
  • • How to invite people to a Dealstorm.

 

The sales environment has changed over the last 15 years. It continues to evolve more competition and less differentiation rapidly and many sales teams are getting stuck. Dealstorms was created by research to help buyers and sellers get unstuck and across the finish line.

When you make a B2B sale you do it by traversing four levels: contact (decision makers), conceiving the deal (what’s going to be the best ROI for customers), convince (selling the way you do business), and contract (signed and binding agreement). How you sell is more important than what you are selling. There are dozens of problems that can happen in this process.

Dealstorming is a process developed to bring the collaboration of people together to move a sales challenge forward, which combines the linear process of deal making with the parallel process of brainstorming. If you marry the two together, you will solve problems more efficiently.

Dealstorming is a problem-solving technique that is a repeatable, cyclical process with 7 steps:

 

  • • Qualify: You want to create a Dealstorm that is a strategic value of the opportunity and degree of difficulty.
  • • Organize: This would comprise of 6 to 8 people for at least 3 different disciplines. Who has the biggest stake?
  • • Prepare: Account Executives (AE) prepare teams by writing a deal that frames the issue and gives everyone on the team information related to the sales challenge.
  • • Convene: The actual meeting.
  • • Execute: The AE is responsible for managing and execution of the ideas from the meeting.
  • • Analyze: Complete after the implementation.
  • • Report: Inform the team of the progress.

 

The sales process has become a bit antiquated in one of the levels. Dealstorming can make a huge difference, not just for the deal at hand, but also for the future of the company.

The first role to fill in the team would be the owner of the problem, which has to be somebody that isn’t the Manager. The Account Executive runs the show; the Manager is the Sponsor, which is part of the show - they are the qualifier. You want to seek out people that are equivalent to the influencer or decision makers you are selling.

Don’t invite people to come to a meeting - those are boring, and frankly most people are not going to show up. Invite them to join a team and share with them the cause.

 

LEARN MORE ABOUT TIM SANDERS

What's your most powerful sales asset?

Curiosity

Who’s your sales role model?

Stephen Covey

Name one book that every sales person should read.

Give and Take: Why Helping Others Drives Our Success by Adam Grant

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

Mickey Snow, Gary Clark Jr, Old Dominion, and The Weekend

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

Rehearse the day, before checking email.

 

CONTACT/RESOURCES FOR TIM SANDERS

www.dealstorming.net

May 9, 2016

Brad Szollose is a business adviser, web pioneer, keynote speaker, and Millennial expert. He is the author of the award-winning book Liquid Leadership: From Woodstock to Wikipedia--Multigenerational Management Ideas That Are Changing the Way We Run Things, which delves into new styles of leadership - primarily how to get progressive tech-savvy Gen Y and analog driven Baby Boomers working together. Tune in to hear all about the different generations in the workplace.

 

 

Bullet Points

  • • How to create a comfortable work environment for millennials.
  • • Why millennials appear to be entitled.
  • • Why people think millennials expect to be rewarded?
  • • Differences of the four generations in the work environment.
  • • How to best set expectations and goals for millennials.
  • • How the boomer generation was raised fear-based.

 

There can be a compelling argument made that the work environment has changed more in the last 20 years, than the previous 100 years. There are always four generations cycling at the same time, each shaped by unique experiences ready to change the world. Millennials are the first digital generation.

Millennials are getting a bad rap. People think they have issues with entitlement. They are taught that mom and dad are their peers and call their teachers by their first name. Millennials have learned this from birth, so they expect certain things, which in turn can make employers very upset. The reality is Millennials know their worth and value from childhood, they have been raised differently than other generations.

Millennials want to be treated the way an experienced person at the workplace would be right from the start because they know their value. Millennials want to be paid up front and show their employer what they can do, not like the Baby Boomers, who were raised saying they will do anything to prove themselves. Millennials say “pay me for what I am worth, and I will show you what I can do”.

Millennials, college educated and tech-savvy adults were raised in business since they were kids. They learned how to collaborate, be good leaders, were raised on video games, and in a child-centric parental environment. If an employer ignores them, exciting moments may be lost where a millennial may reinvent your business.

Baby Boomers were raised to fear superiors and needed to look busy at work, shouldering all of the responsibility. However, Millennials have a different style of time management, the focus being on completing projects in the most efficient manner and then go party on the beach. This does not mean they aren’t getting the job completed; they work and hustle harder than any other generation.

 

LEARN MORE ABOUT BRAD SZOLLOSE

What's your most powerful sales asset?

Spending less time on himself during the presentation, and afterwards he asks questions and listens.

Who’s your business role model?

Richard Branson and Grandfather

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

Jazz and Funk

 

CONTACT/RESOURCES FOR BRAD SZOLLOSE

liquidleadership.com

brad@liquidleadership.com

Tune into the podcast to receive a Free Report: What Every Business Needs to Now about Millennials.

May 6, 2016

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I discuss the most commonly asked questions by sales managers on compensation for sales reps, title creep, and termination.

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

 

Bullet Points:

  • • Do you need to pay commissions to sales reps?
  • • How does a company design an effective compensation plan?
  • • Will one plan work for the entire sales team?
  • • What is title creep and why you should avoid it?
  • • When is it the right time to terminate an underperforming sales rep?
  • • What are you as a sales manager doing to help your failing salesperson?

 

Should you pay commissions to your sales rep?

There is no clear yes or no answer to this question. It is a cultural issue. Managers may start creating a divide between sales and everybody else when sales get paid commission, or could be something that a company does in the earlier stages. It all depends on the different phases and situations.

 

Do you have one plan for the entire sales team?

It’d be good to have a simplistic approach when it comes to a compensation package. However, everyone in sales is not doing the same job. For instance, one salesperson may be doing all inbound vs. outbound. Having different plans for each person is OK.

 

Title creep is a bad idea.

If a sales rep conveys they want a title so the buyer will respect them, then he or she is the wrong person for the job. Buyers very seldom are fooled, they will know if the person deserved the title or if it was handed to them. People won’t stay around when their title is downgraded because the company grew and the person has not. Bring in your employees at a proper level, let them grow with the company and get rewarded.

 

When do you know it’s time to terminate an underperforming sales rep?

IMPORTANT!!! You don’t want anyone to be surprised. It is the sales manager's job to set the expectations for the rep. The salesperson needs to be reviewed at least once a week to ensure their goals are being reached. Reps should be able to review their dashboard and see where they are at all times, using a CRM program. The managers have the opportunity to talk to the salesperson about their goals and make sure they are staying on target. Managers should know within the first three months if the person is going to be a good rep.

Managers need to examine their more experienced salespeople who are struggling. Is there a reason they are failing? Supervisors should first look at themselves, are they giving the proper guidance and tools to the sales reps to accomplish their goals?

 

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/

May 5, 2016

Justin Christianson is the co-founder and President of Conversion Fanatics, a full-service conversation rate optimization company. He is the #1 Amazon best-selling author of Conversion Fanatics: How To Double Your Customers, Sales and Profits with A/B Testing. In today’s installment, Justin and I talk on how to test conversation rates and implement them into the sales process.

 

 

Bullet Points

  • • How to focus on positive first impressions.
  • • How important is a headline on your website?
  • • How to formally A/B test the language we use for sales approach.
  • • Why is it essential for a sales rep to be a conversion copywriter?
  • • What is the key to getting an online prospect to take the next step?
  • • Why is tracking pertinent for productivity improvements?

 

Focusing on a positive first impression is important in sales, you need to grab the attention of the buyer, build relationships while trying to do this in a timely effective manner. In a normal conversation, you have ten seconds to capture the attention of someone. However, online you only have three seconds max and that number is decreasing.

Conversion Fanatics reps lead quickly; their website is more a get to know you site, and it leads their prospect down a particular path. Their outbound effort is about creating that instant conversation. The salesperson leads with value by asking a simple, yes or no question. Do you have three minutes to look over something?

Justin starts off the conversation by finding his prospects’ pain points and tying that into the benefit very quickly; getting rid of the corporate capabilities pitch and asking that simple yes or no question. He makes the customer know exactly what Conversion Fanatics does and what is in it for them to invest their three minutes of time with a rep. The salesperson is going to lead with value and is going to take the time to check out their prospects’ website. The rep will add value by sending out a critique of the prospects’ site and how their company can help fix the problem; which in turn will lead to another conversation.

The prospect is already educated on some of what Conversion Fanatics can do for them on their own time before even picking up the phone. The sales conversation can start, and the rep can ask what their other pain points are and finally get into the proposal stage.

The business development side of Conversion Fanatics focuses on the headline, benefits, the call to action, and what the prospect will get as a result of the call to action. Sales reps need to be armed for their first meeting by doing research, find some common ground and warm up the relationship by adding value.

Sales reps need to be a conversion copywriter; they need to focus on the language they use to be able to convert interest qualification into the buying process that results in orders. There are two psychological aspects: avoid pain or gain pleasure.

Companies lead with their features, but don’t tie them back to the pain points of what they are going to do for their prospect. Businesses shouldn't overly explain their benefits; they need to have a bullet point list of advantages offered.

 

LEARN MORE ABOUT JUSTIN CHRISTIANSON

What's your most powerful sales asset?

Fun

Name one tool you have for sales management that you cannot live without.

SalesLoft

Who’s your sales role model?

Grant Cardone

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

The Greatest Salesman in the World by Og Mandino

http://www.amazon.com/gp/product/B004G8PIQ8/ref=dp-kindle-redirect?ie=UTF8&btkr=1

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

Sound of Silence by Disturbed

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

Checking stats.

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

What’s the price?

 

CONTACT/RESOURCES FOR JUSTIN CHRISTIANSON

http://conversionfanatics.com/

https://clyxo.com/justinchristianson

May 4, 2016

Julie Hansen is the founder of Performance Sales and Training and author of Sales Presentation for Dummies and ACT Like a Sales Pro. Julie’s blog has been named the “Most Innovative Sales Blog” for the past two years. She has an award-winning career in sales and is an expert presentation coach and actor. In today’s installment, Julie and I discuss how most salespeople are still using the past presentation models in today’s market and how we can propel them forward into the 21st Century.

 

 

Bullet Points

  • • How can we deliver compelling sales presentations that will help us sell?
  • • Why are sales reps still using the old presentation model?
  • • Learn the commonalities between acting and selling.
  • •Has the purpose of the sales presentation changed?
  • • Learn about the two decision points customers have to make.
  • • What are the 5 Ways to Prevent Presentation Fatigue?

Despite the rise of remote selling, the sales presentation still is an essential part of the buying process for many companies. Julie says “Most salespeople are using sales presentation techniques based on audience behavior from the 70’s, 80’s, and 90’s before prospects were able to escape to their smartphones or tablets the second they weren’t engaged.” The sales process has evolved; however, presentations are still the land untouched by time. Julie takes the old model and propels the presentation process into the 21st century.

Sales is fundamentally an apprenticeship, and people see certain behaviors being modeled and that is what they emulate. Sales reps are busy, they have to prospect, develop relationships, build rapport, develop creditably, build trust, and find the right solution. But unfortunately the sales presentation has gone by the wayside.

There are commonalities between acting and selling, we all play roles in our lives and sales is no different. Johnny Depp said, “With any part you play there is still a part of yourself in it; otherwise it’s not just acting it is lying.” If you are in front of a person, whether virtually or physically, there is an act of performing going on.

If you have the intention to go in and rehash what the prospect already knows, you are always going to be in a losing situation from the start. People are well informed and expect a simple presentation. The sales rep needs to know what their needs are and how they can add value before getting in front of the prospect.

 

5 Ways to Prevent Presentation Fatigue:

  1. 1. Slides don’t differentiate you: Slides are fine, just don’t expect them to do magic, utilize them as support for your message. Make sure your slides do not suck; you only want to have one bullet point per slide.
  2. 2. Slides won’t make a boring message interesting: The #1 Rule in presentations is DITCH THE PITCH! The prospect has already done all the research necessary to know about you. Julie says to “DUMP THE CORPORATE SELFIE!” The average attention span has dropped 50% in the last 10 years.
  3. 3. Your medium is not your message
  4. 4. You are the instrument
  5. 5. Engagement is key to retention: Do not have a long monolog; reps want to have a plan for interactions by asking smart questions. The more a prospect participates, chances are they are paying attention and retaining the information you have provided.

 

Tune into the podcast for the other two fatigue factors and hear more in-depth knowledge on propelling your sales presentations to the stratosphere.

 

LEARN MORE ABOUT JULIE HANSEN

What's your most powerful sales asset?

Being empathetic

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

The phone

Who’s your sales role model?

Jill Konrath

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

Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath and Dan Heath

http://www.amazon.com/gp/product/B000N2HCKQ/ref=dp-kindle-redirect?ie=UTF8&btkr=1

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

The Avett Brothers: Punk Grass Music

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

Checking email.

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

How can I quickly tailor my presentation?

 

CONTACT JULIE HANSEN

http://performancesalesandtraining.com/

May 3, 2016

Bob Perkins is the founder and Chairman of the American Association of Inside Sales Professionals (AA-ISP). He has 20 years of leadership experience focused on building, improving, and leading inside sales. Bob is a nationally recognized inside sales innovator. In today’s episode, Bob and I discuss where sales are headed and the impact it will have on sales reps and businesses.

 

 

Bullet Points

  • • What is AA-ISP?
  • • Is there a point where we can stop calling it inside sales and just call it sales?
  • • What are the short-term challenges occurring with inside sales?
  • • Is there a need for additional specializations?
  • • How does human to human interaction impact a sale?
  • • Why is the current sales training model broken?

 

AA-ISP was officially started in 2009, with over 11,000 members and is represented by 3000 companies. AA-ISP is an international association dedicated to advancing the profession of Inside Sales. Their mission is to help inside sales reps take advantage of the information and resources provided through content, local chapters, conferences, career development, and an Inside Sales accreditation program.

We are getting closer to getting rid of the inside sales designation and leaning more into just calling it sales. Business development is a form of inside sales, which is B2B. The lines are getting blurred between traditional field reps and inside salespeople because field reps are also working virtually.

The short-term challenge occurring in inside sales right now is specialization, which is technology driven. People tend to think that sales development is a new phenomenon, but it has been around for years. There are a plethora of tools out there delivering warm leads, which means that companies need to hire more bodies to fill these roles. Customers want to interact digitally, the same way they do on Amazon.

Ten to fifteen years ago, it was primarily phone-to-phone selling, which meant more of a team selling approach, leading to a change in the skill-set a rep has to provide. In today’s market, there has been a shift from a predominant team sale to a discreet transaction model, which involves the inside rep owning the quota and the full sales cycle.

In a few years, the discreet model will be more predominate such as social, virtual communicators, proposals, screen-to-screen selling, negotiation, handling objectives, and close. Today there is a shortage of people with the skills and experience required.

Virtualization of the buying and selling process is important. However, you cannot get rid of the human to human interaction, especially with complex deals. Missing this important element may be why your competitor is winning the deals and you are falling short.

The current sales training model is broken. There are good third party trainers. However, they are not teaching the nuances that are critical today. For example, using LinkedIn is a foundational requirement for inside sales reps. Companies need to ensure they are educating their reps based on these type of criteria; the use of social media, modern day prospecting, best ways to draft emails, best practices for leaving effective voicemails, and presentations of demos, etc.

Managers are under pressure to ensure their reps are making numerous phone calls; unfortunately, companies are more metrics driven than coaching. GET OUT OF YOUR DASHBOARD! STOP MEASURING DIALS! Making more calls is not going to create a better outcome.

Take a look at your most productive sales reps, what are they doing to close the deal? How do they create passion and excitement in their voice? This will have a significant impact on selling virtually.

 

LEARN MORE ABOUT BOB PERKINS

What's your most powerful sales asset?

Get to know the person first, before he thinks about selling them anything.

Name one tool you have for sales management that you cannot live without.

Bob meets with salespeople in a non-traditional performance meeting, such as taking them to lunch.

Who’s your sales role model?

Bob’s business partner Larry Reaves.

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

The Sensational Salesman: A Second Chance Story: Providing a Simple Path to Improving Your Relationships, Career, and Life by Duane Cummings

http://www.amazon.com/gp/product/B00UJEOV5W/ref=dp-kindle-redirect?ie=UTF8&btkr=1

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

Southern Rock & Roll w/Country attributes: Lynard Skynard and Marshall Tucker Band and Allman Brothers.

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

What are your tips on how to move up through the ranks to management?

 

CONTACT/RESOURCES FOR BOB PERKINS

https://www.aa-isp.org/index.php

Check out your local AA-ISP Chapter!

May 2, 2016

Jason Treu is a business and relationship coach, sales trainer, and author of the books Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network and Extraordinary: The Art of the Exceptional Life. He has his J.D. and Masters in Communications from Syracuse University, and his B.A. from Indiana University in Bloomington. Jason works with executives and business leaders to help them get unstuck and see the patterns that are no longer working by building relationships and strategies to take their life to the next level.

 

 

Bullet Points

  • ● Why building connections online doesn’t pass the know, like and trust test.
  • ● Learn how to build and enhance your relationships.
  • ● Which relationships matter?
  • ● How you can get into the inner circle of someone’s life.
  • ● When to quickly find the common ground.
  • ● Do I need to fear the wasting time trap?
  • ● Learn the #1 most important social deed you can do.

 

People need to learn how to build relationships and enhance their business and life, by creating a deep emotional connection with someone. Being connected virtually to a person doesn’t pass the know, like and trust test. It’s hard to move from the acquaintance stage of a relationship to the inner circle; you need to create enough intrigue during your first initial contact, so they want to follow up with you later.

Business and personal relationships are all the same; people are people at the end of the day. Sales involves a person buying another item or service from another person; with very minimal differences in products, you are more important than ever. If you get to know people, the opportunities and options are endless. Just be yourself and understand how to connect.

People want to talk about what they are most passionate about and if you ask the right questions they will tell you what is going on. You need to ask these early on, don’t wait because later may never come. If you find out they have challenges, try to solve that problem by sending them an article or connecting them with the right person to help.

There isn’t a danger in wasting someone’s time because a customer wants to buy and work with people they feel comfortable with. They are going to be taking a leap of faith and entrusting you with something that could go dramatically wrong. Your client will feel safer knowing you care and are invested in the relationship. BUILDING TRUST IS KEY!

You need to be a present and active listener. Unfortunately, most people can’t quiet their minds long enough. Everyone has some sort of common ground with someone.

Tune into the podcast for information on how building a relationship is the key to success in business and life.

 

LEARN MORE ABOUT JASON TREU

What's your most powerful sales asset?

Stories from Jason’s clients.

 

What is the one tool that you use to manage your own sales that you can’t live without?

Bringing in guest speakers and utilizing a CRM Tool.

 

Who’s your sales role model?

Living with a SEAL: 31 Days Training with the Toughest Man on the Planet by Jesse Itzler

 

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

Rising Strong by Brené Brown

 

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

U2, Frank Sinatra, Reckless Kelly, AC/DC and Robert Plant.

 

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

Jason checks his CRM to see who he needs to follow up with and takes a look at his client list for the week to determine what opportunities to mine in those customers.

 

CONTACT JASON TREU

http://beextraordinary.tv

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