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S M T W T F S
     
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16 17 18 19 20 21 22
23 24 25 26 27 28 29
30 31

Syndication

The Secret Weapon for Selling Anything

Learn the secret weapons for selling in this episode and apply these selling tips to your sales journey as a salesperson. Flynn Blackie dropped his education and pursued his thirst for success.  He started creating websites for friends and as word of mouth grew his reputation, he was able to build his website development business. 

 

Secrets of successful selling

Learn their names

A person’s name is the first and easiest information to obtain. Knowing someone’s name is important and it immediately sparks their interest. Using a name means you are giving an individual importance and you value them. That sparks the clients’ interests. 

 

Understand what’s important to them

The next thing you need to know someone’s interests. Genuinely learn what they need and how your services can help them. Personalize your approach and choose businesses and clients’ causes that you are passionate about. Salespeople need to go the extra mile if we want to grab the attention of our prospects. We want to set ourselves apart from our competition. 

 

Take advantage of social media channels

One of the most common resources salespeople will use is social media. It’s a great way to find common ground between you and your clients and support them through their interests. Prospects feel appreciated when you personalize your approach. 

 

In the midst of this pandemic, you can help your clients for free with Flynn’s COVID-support website. He’s offered free strategy calls and solutions to people who need help. Flynn discovered that in this time of crisis, people who were coming to him are those who have wanted to kickstart their career in business but didn’t have the time before. 

 

Have the desire to learn from other people

Another secret tip to selling is learning from other people. Build a connection with like-minded salespeople and mentors who have already walked the path you want to follow. 

 

The Secret Weapon for Selling Anything” episode resources 

Connect with Flynn Blackie via his LinkedIn account. Read the article that featured the mind of Flynn here too! 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1336.mp3
Category:general -- posted at: 12:00am EDT

Why Sales Executives Should Look to the Midwest When Hiring After COVID-19

 

Sales executives need to plan with optimism. We may not know when the pandemic will be over but when the health crisis ends, will companies be ready to launch well?

 

Matt Hunckler is the CEO of Powderkeg. His company works with people in the tech industry to reach their full potential by helping them to get established in a career in tech, regardless of their location. Due to the pandemic, there’s been a shift in the unemployment rate from 2% to almost 20%. All industries have been affected, including technology. However, many companies that are well-capitalized and those with a good business model are now getting back to hiring talent. 

 

Hiring in the Midwest  

Start-up companies are not for everyone, but if you can get on the front end of a rising star, there are incredible opportunities and potential for growth. For example, businesses in the midwest are raising considerable money. They are investing in talent and they are growing and selling. The opportunity is enormous.  Tech hubs outside of Silicon Valley, like those that are found in the Midwest, are unique in each of their own ways and are showing encouraging growth.

 

It should be noted that unlike the companies in Silicon Valley, these smaller startups don’t have the same level of capital. They need a sound revenue model from day one and have to be profitable to survive. This should help salespeople to focus on companies with a strong revenue model in order to have the best-earning potential.  

 

Life in the Unvalley

Tech hubs outside of Silicon Valley are also known as the Unvalley. The cost of living and the quality of life is different in the Unvalley in that the competition for jobs is lower. 

 

Many sales reps believe that working for a startup company in the Unvalley is more rewarding in terms of achieving success. Each tech hub is very different and there is an advantage in knowing these communities well. The startup companies aren’t as well-mapped so their data is sparse. When making work-related decisions, look at the culture of the company, and make sure their values align with yours. 

 

Even with layoffs, there are enormous opportunities particularly in the tech communities in the Unvalley. 



“Why Sales Executives Should Look to the Midwest When Hiring After COVID-19” episode resources

Connect with Matt Hunckler via his LinkedIn account. 

 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1335.mp3
Category:general -- posted at: 12:00am EDT

Secret Ninja Hack For CRM Updates and Meeting Recaps

The task that many salespeople find cumbersome is updating and maintaining the CRM. If you have CRM hacks, however, the task can be faster and less tedious. 

 

CRM hacks you need to know

Updating CRM isn’t an easy job. When you meet a prospect, and you have a great conversation, ideally the relationship will continue to progress. Although the relationship building is gratifying, most salespeople don’t enjoy spending time recording the details, updating the information on the CRM, and organizing the details as the relationship moves toward a closing. Working on CRM is not the most exciting aspect of the sales process, but it is necessary.

 

The importance of CRM

An organized CRM helps salespeople understand their customers more, and this knowledge offers a better idea about how to help the customer. A salesperson can only be as effective, however, inasmuch as the data in the CRM is useful. One of the CRM hacks you can use is utilizing Google Doc for its accessibility and straightforward layout. Check out the features and tools within the app and take advantage of their many uses. One feature that can help with speed and efficiency is the typing feature. Use it the next time you have a meeting in order to take quick notes. You can then copy all the little notes you have and put it in the CRM. 

 

The other CRM hack available is Otter, a transcription website that can transcribe all your recorded audios. You can record your Zoom meetings and import it to Otter to get a breakdown of your conversation per second. This allows you to go back to your meetings to review parts of the conversation you want to revisit. Use these CRM hacks to make the most of your CRM. 

 

Secret Ninja Hack For CRM Updates and Meeting Recaps” episode resources 

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world. She finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.


This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1334.mp3
Category:general -- posted at: 12:00am EDT

Using Video To Improve Lead Generation

 

There have been huge improvements in lead generation tools that salespeople can use with much more efficiency. In this episode, Sean Gordon will discuss the video technology he and his team created called vidREACH and how it can be used to improve contact with prospects.

 

Ideas to improve lead generation

With  technology available today, people are seeing video as an effective tool to improve lead generation. Forbes projects that 80% - 85% of all content by 2022 will be sent through videos as people are turning to mobile-based apps. A 30 second video easily replaces 500-word content. 

 

Salespeople want a platform that allows them to stand out in their industry so they need a personalized approach to make a human connection, especially when the pandemic has made it difficult for people to gather. This human connection leads to more conversation, then appointments, and eventually, closing more deals. Regardless of the channel you use to connect with other people, whether it be through LinkedIn, email, traditional email, messenger - you need a workflow. 

 

Sean’s system allows you to figure out that workflow as you send personalized messages. With Sean’s plug and play approach, you can  load your contacts with their first name, last name, and email and once that’s done, you can then create a video or an email template that can be used again.

 

Video to increase lead generation

Anyone can just send a video at any stage but it’s the format that matters. Remember that 

videos are more like wallpapers that are clickable, and they’re hyperlinks that allow you to pick-up thumbnails you want to go into. 

 

Effective Video formats

Everyone is different. There are some progressive companies. Some would use a breakup email and others go for personalized formats to give that raw and authentic feel to it. The standard best practices are some of the basics in video creation. This includes the proper lighting, the camera angle, the background, good audio, a good video quality, the use of a teleprompter script, and other equipment. 

 

For Sean, a 30-45 seconds video is enough. The key to improve lead generation using videos isn’t the length but the message - the shorter the message, the more effective it becomes. Create your message in a way that personalizes it to the person you’re targeting so think about their industry and their challenges. 

 

Using Video To Improve Lead Generation” episode resources 

Connect with Sean via his LinkedIn account. You can also visit their website to get a chance to speak with him personally. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. 

We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. 

You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. 

Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1333.mp3
Category:general -- posted at: 12:00am EDT

Discover Your Strengths, Sell Authentically, Increase Sales

 

We all have strengths that will help us become great salespeople. The problem is, we don’t always know what these strengths are or how to use them to sell authentically. Eddie Villa is both a life and a sales coach and in this episode, he’ll speak about using our strengths to help us sell authentically.

 

Strengths of a Salesperson 

There are 34 different strengths that fall under 4 themes: Relationship building, strategic thinking, influencing, and executing. Everyone has different motivations and strengths when it comes to selling. Are you someone who wants to deepen relationships?  Are you driven by checking off a list?  Do you like to learn new skills?  Are you motivated by the process? Once you realize what your strengths are, and you lean into your motivators, selling becomes easy!



Balancing your strengths

Company culture may not align with your strengths. In that case, focus on the required activities to get the job done. Once you know the fundamentals, find a way to add your own flair and authenticity into the execution. If your company wants you to send emails, then send them in a way that is a reflection of your strength.  For example, you may enjoy making a video more than you do writing.  If you’re a relationship builder, find a way to connect with your prospect.  Maybe you want to gather information to strategically plan out what is best for a client’s needs.  If you like to do research, learn about your prospect’s company or personal interests in order to put a unique package together just for them. 

 

You are the solution

We are all unique and it’s these differences that drive the various outcomes. Businesses and clients are facing a variety of problems and you are the only one who can bring a solution based on your strengths.  You are that special. Realize that some of your most celebrated successes came from moments you were just being you and build your sales career on who you are, in your strengths. It’s what your client needs.

 

Discover Your Strengths, Sell Authentically, Increase Sales” episode resources

Reach out to Eddie Villa via his LinkedIn account , his website, Facebook, his podcast, Unleash Your Strengths, or email at eddie@eddiepvilla.com

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. 

 

This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse

 

This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1332.mp3
Category:general -- posted at: 12:00am EDT

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals

 

Abraham Lincoln is one of the most iconic individuals in American history for many reasons, but specifically his strategy in winning the Civil War. The Civil War was one of the darkest times for the American people, a pivotal time, and it caused the bloodiest wars fought on American soil. Abraham Lincoln brought the nation together and unified the two opposing beliefs of the North and the South people. Why bring this up on a sales podcast? Believe it or not, salespeople can use Lincoln’s strategy in closing more deals.

 

Going out there

It was Lincoln’s idea to visit the troops and see their issues and difficulties first-hand. That experience helped him understand what they were fighting for and he was able to communicate his observation to key leaders and generals. Lincoln listened and gathered information to know what was going on in the field.  As a result, The Situation Room was created in order to discuss the intel that was gathered.  Lincoln used the advancement of industrialization, such as the railroad. He deployed troops by railroad so their travel time happened in a matter of days instead of weeks. That was efficiency at its best. The soldiers were able to get where they were needed. 

 

As a sales rep

The use of technology will also distinguish a good sales rep from a great sales rep. Great sales reps are taking advantage of new trends like personalized videos. They take the time to personalize emails by attaching video with content specific to the prospect. Use tools like LinkedIn Navigator and Postal to speed up your close rates and shorten the sales cycle.  

 

How Salespeople Can Use Abraham Lincoln's War Strategy To Close More Deals” episode resources

 

Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world and finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.


This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1331.mp3
Category:general -- posted at: 12:00am EDT

Becoming the Best Storyteller Possible

 

Jim Benton is the CEO of Chorus AI, a leader in conversation intelligence, who helps people understand the conversation that their sales teams are having with their customers. 

 

Technology is more important than ever as it can be used to tell stories that help your clients understand what it is you offer. However, with the pandemic, it is all the more challenging to know these stories within your sales team and what their activities might include.

 

Becoming the best storyteller

Three ways to become great storytellers: 

 

Authenticity 

A sales rep can be authentic and relaxed when he’s prepared. He has to understand what’s required of him to be present in the conversation and not be distracted.

 

Experience

Experience is tied to authenticity. The  most authentic stories come from those that you have personally experienced. New sales reps who don’t have stories of their own can share what they observe. This means paying attention to the details of what is going on around them and the colleagues they work with.  

 

Data

You need to have a way to validate and anchor the story so it connects to you and your client. The story is an effective way of building trust because people are more laid back when they’re sharing their stories. They’re more likely to exchange better information. As sales reps, this is where you need to be attentive. Once the story and rapport is established you can also add metrics and other relevant statistics to anchor a data point  and enhance credibility. 

 

Storytelling and technology 

It’s critical to connect with people  and technology helps us do that. It bridges the gap between sales reps and prospects. Once meetings have taken place, the sales team can use AI to share conversations everyone can listen to and learn from. It becomes an automated tool for coaching that comes straight from the customer. 

 

“Becoming the Best Storyteller Possible” episode resources

Follow Jim Benton via his LinkedIn account. 


Connect with Donald via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1330.mp3
Category:general -- posted at: 12:00am EDT

How Sellers Can Build Trust With Buyers in Remote Settings

 

Virtual and remote settings are now part of the sales process due to the ongoing pandemic. As a result, it can be hard for a salesperson to build trust with your buyers you can’t meet face to face. In this episode, we’ll look at ways trust can be built regardless of proximity. Russell Wurth is the global VP of Sales Enablement at Showpad and has had an expanding range of experience over the last 20 years.  

 

One of Russell’s favorite books, The Trusted Advisor, has a great formula for trust: Trust is credibility plus reliability plus intimacy divided by self-orientation. Trust is about developing credibility and reliability with a bit of intimacy. The thing about intimacy is that it’s hard to develop virtually. This is something that you build by personal interaction through dinners, lunch meetings, and other events. With the lack of personal meetings, however, sales reps now need to rely heavily on their credibility and reliability.  Developing personal relationships is the natural way to build intimacy but what elements help the process? One way is to invest time in doing research about the other person’s personal interests and focus on topics that have nothing to do with business. That research will offer insight to common ground that could lead to a great conversation. You don’t want to come across as a salesperson looking to cut a deal right away. Step out with your authentic self. 

 

Building credibility 

Once a relationship starts to build, you’re then able to build credibility by focusing on what the buyer is going through. Bring value to the table. Share beneficial information that will help their pain point and present it in a way they’ll be able to understand.  Don’t limit yourself to presentations that come from PowerPoints, PDFs, and videos. Think about the nurture path and feed the clients bit by bit. Provide insight instead of just unloading a pile of digital content, assuming that the client is going to read it. 

 

There are a lot of digital tools available that would vastly improve your presentations but as a salesperson, your goal is to make it more personal. Be authentic and show you truly care. You need to learn how to use your emotional quotient by showing empathy toward their challenges. 

 

Developing emotional quotient

Salespeople used to just focus on what was good for their commissions and their  company. They focused on product knowledge and how prospects could help their business.  You can still share information about your products and services but only offer as much as it is truly helpful to your client. Sell them the problem solvers.  Dive deeper and share the challenges that aren't’ just case studies but something that is relatable to them. 

 

As you build intimacy, make sure you don’t forget to focus on information that isn’t business oriented. #SalesCredibility

 

Video is the way

The best way to be out there right now is through video. Don’t be embarrassed about your background, what’s going on, or if there are kids everywhere. Be a little bit vulnerable and let them get a peek into your life. That will help you connect with your clients. You won’t just be a disconnected voice but someone they can see on camera, smiling and talking. Just be sure not to multitask while you are on a video call. Give them your full attention. The more you can show how invested you are in the conversation, the more they will return in kind. Showing them a bit of who you are can open into a friendlier conversation as it puts their guard down. 

Video calls aren’t about having the best background, it’s about finding your most comfortable spot. 

 

Sales reps need to be sensitive about time management especially when making calls. Set up your Google Calendar and be in 10 minutes before the scheduled time. Don’t try to wrap everything up within the hour. Your clients and prospects don’t want to feel rushed.  If you can’t finish the presentation, then break it down by segments. Open your calendar again and set up another time the prospect can continue.

 

You are only as good as the people who are going to vouch for you so explore how to do that in this digital world. Use this time while you’re home to build your social network and build your portfolio. 

 

“How Sellers Can Build Trust With Buyers in Remote Settings” episode resources

Connect with Russell Wurth via LinkedIn and check out his official websites.


If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1329.mp3
Category:Building credibility, Sales credibility -- posted at: 12:00am EDT

The One Thing Holding You Back From Massive Success

 

Regardless of the industry we are in, success is the goal, but it isn’t easy to achieve. It takes time and effort and oftentimes, we have to overcome mental blocks that keep us from attaining that success. In this episode, we’re talking about breaking through that upper limit to achieve sales success. 

 

Limiting your sales success

Gay Hendricks wrote the book, The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level. It is a powerful book that talks about how we set limitations and don’t take big leaps because of fear. As a salesperson, we set limits on ourselves about what we do on a day-to-day basis. This may include calling clients or setting appointments. We  have these upper limits, the proverbial glass ceiling,  we impose on ourselves. These are the limits we don’t go beyond. 

 

For example, one salesperson may limit himself to three appointments a day and when they try to go beyond that, they somehow find ways to sabotage themselves. This is because he isn’t comfortable with success that is outside of his norm. He feels the need to move himself back into his comfort zone, a place where he feels like he belongs. 

 

The same is true in relationships. Sometimes when things are going well, fighting starts. This isn’t just a mystical force suddenly showing its face. The fight is something we conjure up in our minds. We allow it and find ways to let it intrude on our lives. It turns a small incident into a big deal. It keeps us at a lower level. 

 

Go beyond your comfort zone

The sales reps that go beyond their comfort zone are the ones who typically thrive but this requires you to put yourself in an uncomfortable position. It requires you to take the big leap. 

 

How can you achieve your sales success? How can you go to the next level of your sales performance? 

 

In this pandemic, some of you may have already set your proverbial glass ceilings. You may have decided that your opportunities are limited and convinced yourself that you’re not going to be successful in this current season. The truth is, sometimes the worse things happen because we stop taking action. Are you showing up on time for virtual meetings? In what areas are you showing a lack of effort?

 

The Sales Evangelists are still offering the same services now as they did before.  The organization, however, is receiving more opportunities, even with this pandemic. Donald realized that this was because he didn’t limit what he could do as a leader of the organization. 

 

Constantly look for areas to improve 

There is always room for success when you break through the ceiling. This may be through prospecting, your LinkedIn outreach, or your social selling. Whatever those limits are, go beyond them, and position yourself as someone who can solve the problems of your ideal customers. 

 

It’s not easy to take the big leap, especially if you are making big changes, but there’s no other way except to break through the limitations you’ve set. 

 

Be the person who can solve the problem for your ideal customer. #SalesSolution

 

“The One Thing Holding You Back From Massive Success” episode resources

 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Intherrupt, a podcast that is all about empowering women leaders. Every episode, Linda Yates interviews some of the most intriguing women in the business world and finds out what they do to be able to gain an opportunity in the business world. The podcast launches on August 24 and if you want to get on an early adopters list, go to www.salespodcastnetwork.com/intherrupt.


This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1328.mp3
Category:Sales Success, Sales Training -- posted at: 12:00am EDT

Use virtual tools to do more, in less time, with better outcomes

 

Out of necessity, we are moving into a digital world in which almost every step of the sales process involves the use of virtual tools. The challenge is, not all salespeople know how to use these virtual tools and it’s inhibiting sales growth. 

 

Jeb Blount has been doing virtual sales since 2015. As he recognized the increasing need for sellers to be tech-savvy, he wrote  Virtual Selling and realized that there is so much more than integrating videos in the sales process. Virtual sales include integrating all the virtual communication tools, both the synchronous and asynchronous. The question was how to utilize all these virtual tools for sales and blend these into a viable way to sell and prospect. We say “blend” because face-to-face selling isn’t always available, especially in this season of people’s social distancing. Being able to use virtual tools makes the sales process more efficient and productive. 

 

Virtual calls, for example, is a good prospecting technique. Instead of getting on a traditional call, try getting your potential client on a video conference.  Face-to-face offers a better opportunity to build a relationship with your prospect. You can also save time with a virtual call because you don’t have to travel for a meeting. This frees up time to manage other activities in the sales process. The more people you get to talk to, the bigger your pipeline will be. Virtual tools are starting to reshape the way we think about selling as these tools help in shortening the sales cycle and improving closing ratios. 


Changes in the sales methods

The great recession brought about the existence of BDR and SDR. Now, with the pandemic, the landscape of sales is changing again. We have to make changes in the process and technology is the answer. Necessity is the mother of virtual selling but not all salespeople are keen on using technology. Even Gen Zs and millennials are struggling to use technology in effectively running omnichannel. Salespeople have to learn to adapt and adjust to stay competitive. 

 

People who are looking to go virtual have to learn new skills like email etiquette and working with a camera. Fear of being in front of the camera, and speaking to an online audience, has to be overcome. 

 

Familiarity isn’t something that comes easy without face-to-face conversation. With people becoming more tech-savvy, however, you can achieve the same level of familiarity using social selling and personal branding. Ask prospects if they would be interested in a video call. You will be amazed by the number of clients who jump at the opportunity. Organizations need to teach their reps that virtual calling and using virtual tools for selling is the closest facsimile to face-to-face. There are now multiple ways to build and create relationships. Studies show that there is almost a 50% increase in closing when someone is able to see a face, even virtually. 

 

Internet traffic is rising. It’s projected that in a couple of years, 86% of the traffic will come from videos. HubSpot also did a study on prospecting and video messaging. The study revealed that video messaging is a powerful virtual tool as it increases email conversation rates to 400%. 

 

Video is king. Are you part of this selling process? #VideoSales

 

Learning video calls etiquette

You may not be comfortable facing the camera but that can be remedied. It’s important to consider perfect framing so that your clients can see you properly. Position yourself so your clients can see your hands as trust is built when hands are visible. When you’re talking to the client, lift your hands up, make gestures, and don’t be afraid to emote with your hands. If you’re able, you can stand up. You can create depth by leaning forward or stepping back.  You can use your body to attract attention. A study revealed that people look at themselves 70% of the time when on a video call. This is something salespeople should avoid. Instead of looking at yourself, look at the camera in order to be perceived as making eye contact. Because of the limitations of video calls, you want to be mindful of projecting in a way that builds trust.  Consider investing in good quality equipment to ensure high-quality video call content. As you’re able, you can hire people to set-up your mini studio but know that you don't have to wait for that as you learn, practice, and build your skillset. 

 

Choosing the right virtual tool for sales 

Productivity comes from choosing the right communication channel that will give you your desired outcome while spending the least amount of time and energy. This current season is a good time for sales leaders and CEOs to take their entire sales process and research the best communication channels so their sales reps can meet buyers wherever they are. This would allow sales reps to be more productive, make more sales calls, and reduce the total cost of the sale. 

 

Combining video messaging with direct messaging such as WhatsApp, Messenger, and LinkedIn will improve your chances of closing sales even more. We are at a time where we have more channels and more avenues at our disposal so build your skillset and connect with people more than ever before. 

 

“Use virtual tools to do more, in less time, with better outcomes” episode resources

Connect with Jeb Blount via LinkedIn, Twitter, and his official website.


If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1327.mp3
Category:Virtual Sales, Virtual Tools for Sales -- posted at: 12:00am EDT

Using Trello to Manage Business and Sales Efforts

 

Trello is an emerging platform that helps their customers manage and organize tasks. On one screen, Trello is an amazing “white board” that shows your to do list, doing list, and done list, especially when you have multiple projects and ideas being generated at once.  How do you use Trello so you can focus more efforts driving sales? Check out this episode. 

 

Brittany Joiner is a self-proclaimed Trello nerd as she’s been using the program for about a decade. She works full-time in marketing and is learning programming on the side. Productivity has always been something she’s passionate about learning more of. Since she saw the movie, Cheaper by the Dozen as a kid, she’s loved the satisfaction brought about by efficiency. 

 

Brittany has been using Trello as a tool to organize all aspects of her life and it’s been a great help in keeping track of all her tasks and schedules in one place while keeping other team members in the loop about what’s going on. Trello helps her accomplish all the things that need to be done.

 

Defining productivity

There’s no magic bullet when it comes to tips and tricks about how to increase productivity. What makes people productive is different for everyone. For example, one of the most common pieces of advice that is offered by experts is to wake up early, but some people are night owls and are actually more productive in the evenings. 

 

With the pandemic going on, people have been working from their homes and have the biggest opportunity to be able to set their work around how and when they want to do their tasks. It’s a great way to experiment with scheduling to see when the most work is getting done. 

 

Trello and productivity

Trello helps with general productivity. David Allen, the author of Getting Things Done, said that the mind is for generating ideas, not for holding on to them. The mind makes an effort when it keeps track of what needs to get done and this is where Trello can be of tremendous help. It’s a tool that allows you to organize all your thoughts so your brain can process better and creatively connect the dots. The brain can then solve the problems instead of just holding onto information. 

 

Think of Trello as a digital whiteboard with lists and sticky notes on steroids. Each card acts like a sticky note. You can add checklists, due dates, members, labels, automation pieces, and so much more. Trello is where you organize your ideas and make them accessible anytime you need them.

 

Brittany’s Trello system consists of three categories: To Do, Doing, and Done. She moves her tasks through these cards depending on what she’s accomplished and then completed. She also has a backlog of ideas she calls an  “idea inbox.” It’s where she puts her ideas and what she needs to work on for the week. She organizes this at the beginning of each week and it’s these lists that prompt her week’s activities. 

 

Satisfaction from getting things done

It feels amazing to know you are getting things done and when you are able to move a card from To Do to Done. Trello has a new feature where confetti is sprinkled across the screen when you move one card to another. Brittany has added a Yay list where she puts all the accomplishments she wants to remember.  Among them,  launching a website and creating a blog post. It’s also possible to archive cards and tasks so you can document what you’ve already finished and still keep track of them even when they’re no longer visible on your board. 

 

Challenges in sales in terms of productivity

According to Brittany, one of the biggest challenges is being able to take a task and apply it across the board for all team members and prospects. It can be difficult to manage and apply specific items to everyone. For example, you may find a task working for you but it’s still hard to be consistent with each person you’re following up with. If that’s the case, you can add a follow-up checklist to your card and apply this checklist to all your lead cards. With a standard sales process, you don’t have to worry about what you did and didn’t do with this particular lead. You can just check off the boxes you completed with your clients.

 

Another challenge in sales is the fact that many salespeople want to do sales and not the admin work. This may be true not only for people in sales, but in general. Trello has a card-repeater powerup. What it does is you can automate your card and make it pop up every Monday, or any day you want it to appear. You can also put a habit tracker to your Trello board with reminders for LinkedIn building, sales outreach, and more. 

 

Be productive 

Managing contacts is a struggle for many salespeople. Crmble, a plugin for Trello, is a good tool to manage your contacts and move them through your sales pipeline. It is better than a spreadsheet. You can use Crmble, set up your list, and customize it. Each contact is a card and you can import them from CSV. You can set it up automatically to sync with your form. If you have Google form, you can connect contacts that are coming through  and connect it to your Trello boards. Crmble took great care in making it attractive. You’re able to click on the dashboard and it will show you a funnel  that shows the percentages from one stage to another. You can even filter by date. 

 

Crmble is free at the moment but they are working on a pricing model. In the future, it may be priced based on lead volume. You can join the Facebook group for Crmble,  and ask questions to the community. 

 

Try things out. Don't be afraid to try something out and see if it works. Don't feel like you have to have everything all organized in a row before you take action. #SalesProductivity

 

“Using Trello to Manage Business and Sales Efforts” episode resources

Reach out to Brittany Joiner via LinkedIn and Twitter. 


If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1326.mp3
Category:Sales productivity, Trello -- posted at: 12:00am EDT

The Number 1 Reason You Hear "I'm Not Interested"

 

Of course salespeople like to hear positive responses from their prospects but it’s not always the case. Sometimes prospects say, “I’m not interested. Why do you hear that? Is there something wrong with your pitch? Listen to this episode and understand what prospects are thinking when they say they’re not interested. 

 

Donald has worked with hundreds of sales reps,has coached a variety of individuals, trained organizations, and he’s been on countless sales phone calls. All those experiences have taught him many things.  Donald’s latest lesson came from seeing Disney’s, The Princess and the Frog

 

The story of Tiana and the Frog

In the story, Tiana lives in Louisiana and has a dream of creating an amazing restaurant with her dad. She wants to do something with her life and have a purpose. Eventually, however, she gets turned into a frog. The prince in the story also gets turned into a frog. Together, they begin their quest to find the witch that turned them into frogs so they can be turned back to humans. Along the way, they come across an alligator who’s good at playing the trumpet, and the frog prince asks the alligator for help. The alligator tells them about a witch doctor that can help but the frogs don’t know how to get there. When Tiana asks the alligator to take them, he refuses and goes back to playing the trumpet.  The frog prince realizes they messed up their pitch and so he tries again. He goes back to the alligator and asks him about his challenges. To this, the alligator replies that it’s hard to play trumpet in front of people because they just run away. Upon hearing this, the frog prince then redirects his pitch. He asks the alligator to come with them in the hopes of being turned into a human as well. This time, he decides to join them! The frog prince was able to reframe the offer so the alligator could see the benefit to himself.

 

In relation to sales 

That story speaks to the platinum rule in sales - to treat others the way they would like to be treated and to tell them things that they want to hear. The focus should always be about the prospect or client with the goal of giving them what they want and need. 

 

Tiana asked for good will but didn’t offer any benefit. The prince got results because he focused on what the alligator  desired. The same is true when prospecting for a sale. When he saw the movie, Donald realized there were times as an account executive that he’d reached out to a prospect and led with Me, My, and I. He’d talked about his company and what they’d been doing. Nothing in his pitch was about the buyer. He eventually learned to flip it around and prioritized what they needed and wanted the most. That made all the difference.

 

Figuring out what they want

One of the easiest ways to figure out what a customer wants is to search for their job title on LinkedIn. You can also go to indeed.com. Try searching for what their responsibilities are. For example, if you see your prospect is a marketing director, search for that job title on LinkedIn. You’ll see that their job is to get traffic to their site, to bring inbound leads, bring in prospects that their sales reps can talk to, and eventually buy their product. 

 

If you call them and talk to them about your company, they’ll only listen to the first 10 seconds of your call before you hear, “I’m not interested.” As a sales rep, your job is to reach out to them with a point of reference. Connect with them via LinkedIn using the omnichannel approach. When you’ve done that, then you’re ready to make the call. 

 

Hey Mike, we connected on LinkedIn last week....”

 

Position yourself as a person with whom they’re already acquainted. You’ve already moved through the threat barrier on LinkedIn, so now you can present them a solution they want.  For the previous marketing director example, you could say, “I was looking at what you’re doing. If there’s a way I could show you how to get 10-15% more leads coming into your website, would you be open to hearing what we can do for you?” Provide a story loop to get his attention first before you ask your qualifying questions. Then you can set up that next appointment. 

 

The old way of doing a pitch where you present your company, and all the great things you’ve accomplished, doesn’t work anymore. Now we figure out what the clients need and present a solution that benefits them. 

 

Client-centered, not sales rep-centered

Your goal is to focus on what the buyer wants, use your questioning skills, and make them the center of the sales process. There is no deception when you are trying to grab their attention to solve their problem. If you’re not going into a deeper discussion, then you won’t get a close. Bring value to deepen the conversation. Provide what the prospect needs.

 

 If you’re trying to grab a prospect’s attention to solve a problem, there's no deception in that. #SalesTruth

The Number 1 Reason You Hear "I'm Not Interested"” episode resources

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1325.mp3
Category:Sales Prospecting, Sales Principles -- posted at: 12:00am EDT

How a Power Dialer Streamlines Your Sales Process and Improves Productivity

 

Power dialers improve your sales process and productivity. As a salesperson, have you given this any thought? Listen to this episode to help you decide if a power dialer will help you in your business.

 

Sean Leonard is the founder of FunnelFLARE and the CEO of Jump Demand. One of their products is FunnelFLARE and the other is a  marketing automation platform. Sean has a background in long sales cycle sales, specifically in the process automation where they are selling automation software. Interestingly, it didn’t start in sales and marketing but in manufacturing. In his early days, he was selling industrial software for manufacturing mainly in process control. Automation really played a huge part to help scale the marketing cycle. They started Jump Demand with the goal of helping people automate customer acquisition. They use FunnelFLARE for sales enablement. 

 

The issue in sales

Sales is about the highest paid hard work and the lowest paid easy work. All salespeople want to sell more and they are highly motivated to do that. The reality is 80% of the salesperson’s revenue comes from 20% of their activities. This means that 80% of the time sales reps are not doing revenue-generating tasks. Sales is a contact sport so we have to become proficient in making calls. Every sales organization wants its staff to talk to people and be helpful. The idea behind Sean’s products is to help salespeople reduce the effort in making calls. 

 

The second issue Sean was looking at is the CRM. He thinks that it’s purposely built to help salespeople succeed. There are so many CRMs out there and the evolution of the tool has been advantageous for everyone on the sales team as it helps them manage their projects and opportunities. Sean and his team found that many salespeople were spending so much time trying to add to the CRM that they were also spending more time outside of the CRM. They were having to bounce from one app to the other. These tasks included logging the calls, putting together a strategy throughout the day, updating the CRM,  and integrating the information into the calls that the salespeople make.

 

Sean’s efforts enable sales reps to do their work in the CRM and reduce the effort that’s spent in using the CRM. The goal is to keep members of the organization have lots of documented opportunities while still being able to maintain a relationship with people. 



Defining power dialer

Power Dialer for Sean is basically what he is doing with the CRM. It’s a list of people that he has bulk edited and flagged for his calling session. They use a Chrome extension where a dialog box appears when they click the extension. The dialog box has a pre-loaded name of the person from the flagged list. The idea behind the power dialer is that it allows you to make calls efficiently and with greater speed. 

 

With Power Dialer the numbers are automatically selected when you make a call. The numbers are local numbers from the region because that typically gets a better hit rate. You can put a tracking script on the website. These are prospect insights and account insights, tabs that sales reps can quickly check. This  gives them the idea of what their prospects have been up to. While the call is going on, Sean’s system records the call and builds a transcript of the call. When the call has ended, your next move is to do a follow-up email. Sean’s team has a pop-up email template that their teams can use. They also add commentary relating to the recent call to personalize the emails. When you’re ready to make the next call, you can also drop an automated voicemail if the call isn’t picked up. 

 

The good thing about the system is that sales reps can make changes to the metadata. You can add notes that are applied when reloaded and the notes are saved automatically. The transcripts are also saved in the CRM as notes. This makes the call process more efficient  and there’s no typing and updating involved. The data are automatically loaded into the CRM. 

 

Personalized voicemail vs non-personalized voicemail

If you are making follow-up calls with your existing clients, or with people that are late into the sales process, your voicemail has to be personalized. In this case you can’t drop a voicemail that was pre-recorded.

 

It's different when you have a warm lead. You can choose to create a follow-up email or an SMS. Oftentimes, SMS has more traction because people are flooded with emails on a daily basis. Sean usually loads up SMS and sends them to prospects before making calls. This is for the prospects to know who is going to call them. The magic in the voicemail lies in the follow-up email. When you email, give them a link to your appointment scheduler and let them when they should anticipate your next call. 

 

If you are talking to someone late in the sales process, you must personalize the message. #SalesPersonalization

 

Cadence Automation

Aside from the Power Dialer, Sean’s team also has cadence automation. These are predefined sequences that use both emails and SMS. This system allows them to use merge fields and track links. They can personalize the SMS with a template and merge fields. Every SMS link is shortened and tracked. Every time the prospects click the link, it will show up in the prospect’s insights. The next time the sales reps call, they can see the logs and the links clicked by the prospects. Based on their cases, their automation system is measured and it proves to save time by 60%. 

 

Automation as an account-based selling strategy

For example, you’re selling into an account called Honeywell. Assuming that you are in process control and you’re hitting your sales. You want all of your sales reps from different regions around the world to be reselling or quoting your software. What you do as the sales manager to set up your day for calling the Honeywell account, is write a uniform script that all the members of the team will be using. That script goes into your Honeywell list. You can then go to your CRM, bulk edit, and grab all the people for the account reps for Honeywell. You can then start the call using the Power Dialer. 

 

Selling is similar to being a doctor. A doctor is all about communicating that they understand whatever the patient is feeling. They then make a prescription based on their understanding. Doctors need to be present to know and understand their patient’s pain. The same is true in sales. You can’t jump between industries and calls. You won’t get the mindset of thinking about your client’s pain and truly be able to communicate to them that you understand them. You want to group your clients by industry so you can get into the mindset that is specific to this group.  

 

Not all are open to using Power Dialers and there are a number of reasons why this may not work. Some may be closing the deal and  feeling confident. When this happens, sales reps can stop following the process.  Some may start to cut corners and  don’t follow up with an email. They may not follow the script. The other reason for these systems not launching is salespeople who have been in the industry for a number of years find it difficult to learn new habits or systems.

 

There’s no shortcut

There is no shortcut to the system. You need to go through the process for each of your clients. The biggest challenge in automation is not letting your clients feel like they are just another number. You need to do it right. When you send them an email, don’t click before you make sure your message is personalized. Automation allows you to reuse work you’ve already done but your job is to replicate what you’re doing on a  daily basis without automating the personalization. Make use of your time while staying in the pay zone. 

 

“How a Power Dialer Streamlines Your Sales Process and Improves Productivity” episode resources

Connect with Sean Leonard via his LinkedIn account. 

If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077. We’d love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial. Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Direct download: TSE_1324.mp3
Category:Power Dilaer, Sales Automation -- posted at: 12:00am EDT

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