Marcus Sheridan, marketing and sales expert, Founder of The Sales Lion, and author of the new book, They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer.
Lee Bartlett, is a sales expert, entrepreneur, and author of a new book titled, The No. 1 Bestseller.
Joining me on this episode of Accelerate! is my guest Mike Saunders, an authority marketing strategist, talk show host on The Business Innovators’ Radio Network, and author of Authority Selling: Opening More Doors to Closing More Business. The main topic we discuss is authority selling, and how small business owners, entrepreneurs and sales professionals can increase their influence by building their authority.
Welcome to another Front Line Friday with my very special guest and co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a mindset of gratitude, dealing with problems and getting over the frustrations they cause without anger. We also discuss the addiction to digital messaging, and the pitfalls of trying to multitask in sales.
Joining me once again on this episode of Accelerate! is my guest Sean Burke, CEO of KiteDesk. Among the topics that Sean and I discuss are the problems sales professionals have today with prospects going dark, how prospects should be more fully qualified before the reps spend too much of their time, and the NOTE process for qualifying, explaining, and closing deals.
Joining me on this episode of Accelerate! is my guest Victoria Godfrey, CMO of Avention (formerly OneSource). Among the many topics that Victoria and I discuss are the various ways Avention is helping drive revenue and growth for companies by harnessing target account and contact information. We also discuss account based everything, and how aligning marketing with sales, following the data, helps improve the number of closed deals.
Joining me on this episode of Accelerate! is my guest Dan Roam, President of Digital Roam, bestselling author of multiple books, including, The Back of the Napkin, and the book we’re going to talk about today, Draw to Win. Among the topics that Dan and I discuss are Dan’s history with drawing, Dan’s study of visual processing in the human brain and how it opens the door to greater understanding.
Joining me once again on this episode of Accelerate! is my guest Jeff Beals, a sales speaker and author, and Vice President of a major real estate company. Jeff was also the guest on Episode 056 of Accelerate! Among the many topics that Jeff and I discuss are, Jeff’s multiple current jobs, the biggest challenge to salespeople in 2017, how to connect with prospects, how to do networking effectively, whether in person, or digitally, and what you should allow on your own social media.
Joining me for the second time, on this special episode of Accelerate! is Kraig Kleeman, author, speaker, consultant, expert on cold calling and prospecting to the C-suite. He has a brand new book out, called A Winning Brand, on personal branding. Kraig tells how he built his brand by claiming the moniker, The World’s Greatest Cold Caller. Find out more in this episode, and in A Winning Brand!
Joining me on this episode of Accelerate! is my guest Peter Buscemi, Founder of Four Quadrant, LLC. He serves as an advisor and educator to Fortune 1000 companies and startups, and provides go-to-market resources. Among the topics that Peter and I discuss are the connections between sales and marketing roles, and a one-page Sales & Marketing Quick Reference Card that should sit by every telephone in your organization.
Welcome to another Front Line Friday with my very special guest and honorary co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss a listener’s question, which leads to an exploration of process and customer engagement.
Joining me on this episode of Accelerate! is my guest Patrick Hogan, CEO of Tenfold, a revenue performance platform, based in Austin, Texas. Among the topics that Patrick and I discuss are how Tenfold leverages your technology through a focus on activities to maximize your sales productivity.
Joining me on this episode of Accelerate! is my guest David Hammer, Founder and CEO of Emissary.io. Among the topics that David and I discuss are how to tap the knowledge of experts to help you win the complex sale, how Emissary.io matches emissaries to sales organizations seeking enterprise insights, and today’s state of the art of complex sales methodology.
Joining me on this episode of Accelerate! is my guest Verne Harnish, Founder of The Gazelles, a leading business coach, bestselling author of Mastering the Rockefeller Habits: What You Must Do to Increase the Value of Your Growing Firm, and most recently, Scaling Up: How a Few Companies Make It…and Why the Rest Don't, as well as Founder of the Entrepreneurs’ Organization. Among the many topics that Verne and I discuss are the challenges blocking startups from scaling up and his advice for accelerating your growth.
Joining me on this episode of Accelerate! is my guest Diana Geairn, The Irreverent Salesgirl. Among the many topics that Diana and I discuss are Diana’s intention to restore dignity to the profession of sales, how and why she uses a musical stage production with animation to teach sales principles, some sales myths Diana debunks, and, how a company becomes sales ready.
** Originally released on January 10th, 2017 **
Welcome to Sales Kick-Off Week on Accelerate!
Joining me on Day Two of The Accelerate! Virtual Sales Kick-off Week is my guest Jill Konrath.
Jill Konrath is a speaker, sales expert, and author of multiple best-selling books, including her most recent offering: More Sales, Less Time: Surprisingly Simple Strategies For Today's Crazy-Busy Sellers.
On Day Two of our 2017 Virtual Sales Kick-off Meeting, we’re going to focus on your personal productivity.
In this episode, Jill shares some essential tips and techniques to help you, the sales professional, jump-start your productivity in 2017. She provides time-saving and time-creating strategies that you can immediately put to use to stay focused and become more productive amidst the chaos of your daily sales life.
Want more selling time in 2017? Then listen to this episode now!
(Note: in this podcast, Andy refers to the previous episode with Jill Konrath as Episode 319, released on December 1. A scheduling change was necessary after the recording. The previous episode with Jill Konrath is Episode 331, released on December 15, 2016.)
[1:16] Jill says the single biggest challenge facing sales reps in 2017 is ‘overwhelm.’ Sales reps are constantly running behind, in a time-draining digital swamp.
[3:16] Newly-added technologies take time to learn and may not connect with each other. The more time you spend online, the more overwhelmed you feel.
[5:44] Learn to segregate sales activities and online activities into different time blocks, and not to mix them.
[5:59] Research shows that constantly jumping in and out of email lowers female IQ by five points, and male IQ by fifteen points. Being addicted to email literally saps your intelligence.
[7:01] Jill researched physical and social sciences for her book More Sales, Less Time. One study showed the top 10% producers worked for an average of 52 minutes, then went off on a non-electronic physical break before returning to work.
[10:28] Trigger events, either within an organization, or external to it, suddenly change the organization’s priorities. Jill gives examples of internal and external triggers that change organizational goals and lead to sales opportunities.
[11:41] A sales professional who tracks specific triggers, can start a conversation before their competitors know about it.
[12:55] Be the prospect’s first contact, with your viable vision when it is needed, and you have a 74% chance of winning the business. People buy what is ‘good enough.’
[14:29] Plan a campaign at the start, including pre-written appropriate email messages, to roll out over the next month. Don’t rethink each contact step. Leverage your activities.
[18:15] Examine where the prospect is. Be rigorous with yourself. Do not delude yourself into thinking you have more opportunities than truly are there. Unclog the pipeline.
[20:59] Each morning, take a few minutes to ‘go quiet.’ Focus, settle into where you want to spend your time.
[22:57] Go quiet before a prospect meeting. Cut distractions, to be more present in the meeting. They’ll feel the difference in you, leading to a different conversation, and a higher level of trust.
Is it easier to teach a technical non-salesperson how to sell, or to teach a salesperson how to sell a technical product?
I would take a technical person and show them the system and the process, because there is a methodology for sales, and technical people are more likely to follow the system.
If you could change one thing about your business self, what would it be?
I can’t think of anything. I kind of like how I am. It took a full year for me to try out some of the strategies in the book, and see my results. It took time to pull it together, to become a whole way of working.
Do you have a favorite quotation, or words of wisdom, you live by?
“Never believe in never,” ― Robert Schuller. That has created new ways of looking at things for me, and not giving up.
Text: Text the word Sales to 44144 to participate in a seven-part More Sales, Less Time video challenge.
Joining me once again on this episode of Accelerate! is my guest Ken Thoreson, President of Acumen Management Group, and author of several books on sales, sales management, hiring, and personal development. Ken’s latest book is, SLAMMED!!! For the First Time Sales Manager.
Welcome to another Front Line Friday with my very special guest and honorary co-host, Bridget Gleason. On this week’s episode, Bridget and I discuss resilience, why you need it in sales, tips that help you develop it; ideas to lift your sights, such as tracking small victories; and the suggestion to help others reach their own objectives.
Joining me on this episode of Accelerate! is my guest Travis Truett, Co-Founder and CEO of Ambition, an enterprise-grade sales productivity platform.
Joining me on this episode of Accelerate! is my guest Sam Richter, Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling.
Joining me once again on this episode of Accelerate! is my guest Elinor Stutz, an author, speaker, and consultant. She is author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and, more recently, The Wish: A 360-Degree Business Development Process That Fuels Sales.
Joining me on this episode of Accelerate! is my guest Andrea Austin, Vice President of Enterprise Sales at InsideView, and the co-author of a brand new book called Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth.
** Originally released on December 15th, 2017 **
Joining me on this episode of Accelerate! is my friend Jill Konrath. Jill is a speaker, sales expert, and author of multiple bestselling books, including Selling to Big Companies, Snap Selling, Agile Selling, and her latest book, More Sales, Less Time. Among the many topics that Jill and I discuss are how she came to focus on selling more in less time, what she learned from her research about concentration, focus and how to eliminate distraction that waste selling time, how to make the most of the limited hours available each, and how you can take the More Sales, Less Time Challenge.
[2:19] After Jill wrote SNAP Selling, about selling to frazzled customers, readers asked her how to simplify their own lives. She had no idea how to help them, so she researched it.
[6:37] Research shows multitasking is an illusion. Learn what happens when you try to jump between two tasks and refocus your attention.
[8:20] How often the average sales person checks their cell phone each day. And how each interruption reduces productivity.
[8:40] To write More Sales, Less Time, Jill used herself as a test subject for the before and after metrics for each new strategy she tried.
[10:44] Jill shares how using your willpower impacts your ability to make decisions.
[14:20] Jill’s Time Master Manifesto sets rules to manage time, starting with getting seven-and-a-half hours of sleep nightly.
[17:28] How you should start each business day before turning on your computer and checking your email.
[20:12] Two books to assist salespeople in learning how to prioritize are Essentialism, and The One Thing.
[24:03] Challenge the status quo at all times, looking for a better way to achieve the end result.
[25:00] Jill shares the value of scheduling your activities into blocks of time. You are most productive while focusing on one activity.
What’s your most powerful sales attribute?
The quality of my questions. They’re penetrating; they’re insightful; they make people think; and I get a lot of good information that I can then translate into what I share later.
Who is your sales role model?
Neil Rackham, when I started, but today it’s new territory, and I scan a lot of people, and pick and choose what I need.
What’s one book that every salesperson should read?
There are so many. It depends on what you’re selling, and what you need at a particular time.
What music is on your playlist right now?
Podcasts only, but when I write, the Focus@Will app.
Jill invites you to take the More Sales, Less Time Challenge!
To start, text to 44144, the message, Sales
Website: Jill Konrath
Joining me on this episode of Accelerate! is my guest Jeremy Reeves, the CEO of Kaizen Marketing, and host of the marketing podcast, Sales Funnel Mastery.
[2:09] Jeremy sells by words, as a sales copywriter, through websites and emails, anticipating and overcoming objections without talking. He has helped clients generate roughly $50M.
[5:33] How does sales automation affect sales? Buyers buy some items for thousands of dollars, without personal contact, but does it maximize the sale?
[8:11] Jeremy recalls a client’s experience with a two-step online lead generation campaign. They had a salesperson call prospects who stopped at the first step. With a call, the client increased their qualified leads by 50% over their online results.
[11:00] Is the sales funnel, either online, or face-to-face, becoming obsolete? Jeremy suggests adding more relevancy by segmenting it into specific audiences — multiple funnels.
[15:15] Is Sales losing its value to buyers in an era of near perfect information?
[17:56] Recently, Jeremy has seen an emphasis on building relationships, or engagement. People respond to relatable, emotional vulnerability, in your stories that teach lessons.
[22:02] Jeremy puts personal relatable events into his emails, to create engagement. His copywriting is about getting people to know, like, and trust you and your product.
[25:05] In the current wave of disruption in sales, automation is not creating the necessary human engagement. Relatability is the missing ingredient.
[26:36] Jeremy is working on a new product, and he shares his progress in stories via email with his prospects. He is getting great responses from people looking forward to this product.
[27:35] A story transitions to a lesson, adding value, that transitions to the product. Jeremy gives an impromptu example. Stories work well, for face-to-face, or by email.
[33:08] Showing vulnerability through personal stories helps people relate to you, better than to the ‘robot’ that just visited with a script that didn’t speak to them personally. No one wants to talk to a salesperson, but they’ll talk to a friend.
[36:48] We all have stories. Look for them. A made-up story is inauthentic, so talk about real events, and memories, and real emotions, that lead to real lessons, to sell your real product.
What’s your most powerful sales attribute?
I go after prospects who know copy, but don’t want to do it, so my main goal is to have as minimal edits as possible.
Who is your sales role model?
What’s one book that every salesperson should read?
Getting Everything You Can Out of All You've Got: 21 Ways You Can Out-Think, Out-Perform, and Out-Earn the Competition,
by Jay Abraham.
What music is on your playlist right now?
Country, for everyday. Breaking Benjamin, for workouts.
Podcast: Sales Funnel Mastery
Welcome to another Front Line Friday with my very special guest (and Front Line Friday co-host), Bridget Gleason, VP of Sales for Logz.io.
[1:43] Bridget likes to finish with the panic before the end of the year. The last two weeks of the year, reps say, “I don’t have anything else to close this quarter.” Bridget says, “So start building up to where you need to be for the next quarter.”
[2:56] By the end of January, Bridget likes reps to be well on the way to meeting their first quarter goals. As VP of Sales, Bridget needs to have the year’s structure — territories, hiring, ramping — all set, to focus on the year’s success.
[4:45] Bridget sometimes postpones personnel issues until the new year, to focus on finishing the year well, but, as soon as possible in the year, has that difficult conversation.
[6:08] Andy says to have those conversations back in October or November — because the problem is evident by then — so you have the team composition in place that you need by January.
[7:01] In sales, the data identifies there’s something that’s not working. Millennials in particular, would like ongoing feedback. If managers provide feedback often and early, then the final conversation isn’t as difficult, because it’s not a surprise.
[8:58] Andy wants to see successes in January — milestones, closes, shared successes — to build team confidence. It is crucial to keep the team motivated.
[12:20] Angela Duckworth’s, Grit: The Power of Passion and Perseverance, says great performers are often made by the team, as opposed to great players making the team great. Bridget wants a team that makes people better for being on it.
[13:13] Andy believes a team gives you more people to hold you accountable, because no one wants to let their teammates down. Everybody wants to contribute.
[15:30] Bridget ‘feels that in spades,’ about her company, Logz.io. Team accountability applies not only to sales professionals, but to all levels of a company. It’s a mesh.
[16:35] What has inspired Bridget recently? Angela Duckworth’s book on grit, teaches that intelligence matters, but if others are smarter than we are, we can do a lot to counter that by persistence, and by hard work.
[18:19] Bridget shares a story of a personal sacrifice made by one of her managers, with quiet determination, to help close out the big year-end deals. Some sacrifices are needed and appreciated, without apparent martyrdom attached.
[23:05] In the first month, pay attention to what’s going on; get early successes for the team; and deal with problems, regardless of sunk cost, whether personnel, or projects that will never close. Take a hard look at everything.
Bridget is VP of Sales with Logz.io, in the U.S. office in Boston, and was previously VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at Bridget@Logz.io.
LinkedIn: Bridget Gleason
Send your questions for Andy and Bridget to Andy@ZeroTimeSelling.com.