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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: Page 22
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

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

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