Jeb and I talked about prospecting and why it is one of THE most important things you need to be doing to fill your sales funnel. The problem is that far too many sellers are not blocking the time to do the prospecting work. You can't prospect for new business ad hoc and expect that you'll always have a healthy sales pipeline.
Jeb and I talked about the kind of mindset you need to be a fanatical prospector, the 4 objectives of prospecting, the 3 P's that are holding people back, the golden hours of prospecting, how social selling is not the panacea to driving new sales opportunities and so much more.
Jeb is CEO of Sales Gravy and a Sales Acceleration expert who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. Jeb has written a number of books and his most recent book is Fanatical Prospecting.
This is the first episode in a new "Best Of" Razors Edge podcast series. As we kick off a New Year, you'll hear from Mark Hunter talking about High-Profit Prospecting, James Muir talking about The Perfect Close, Anthony Iannarino talking about Mindset + Sales Skills and Stu Heinecke talking about How to Get a Meeting with Anyone.
Each quarter I'll release another "best of" but don't forget to go and listen to each guest interview in its entirety. I tried to capture the best nuggets I could in this "best of" series but the full interviews contain knowledge bombs you don't want to miss!
Don't forget to subscribe to the channel so you never miss an episode.
Elinor Stutz broke through barriers long before doing so was popular. Against all odds she defied the theme, “women can’t sell” to become the top producer at every company she ever worked all the while ignoring attempts to get her to quit.
While on a stretcher with a broken neck predicted to be irreparable, Elinor saw two visions come to her. The first presented a report card showing it was her duty to begin empowering communities, and the second showed she was to become a worldwide speaker. She vowed with all her heart that she would rise to the occasion. Being the sales pro, she negotiated the outcome of healing 100%. The entire medical staff came to her recovery room to meet her and exclaim, “You are a walking miracle”. Stutz’ motto became, “Believe, Become, Empower.”
Moving full steam ahead six months later, she created Smooth Sale. Next steps to include ignoring all negativity:
• Her first book, Nice Girls DO Get the Sale: Relationship Building that Gets Results, is an International Best-Seller featured in TIME Magazine and on CBS-TV news.
• The Smooth Sale blog is distributed among corporations, entrepreneurs and media.
• Kred declared Elinor to be A Top 1% Influencer
I talked with Corey about what it takes to be a top sales producer in today’s ultra-competitive business environment. We talked about:
What led to Corey's own personal success in sales.
Top traits he thinks high performers have in common.
Ideas for being creative when trying to get to hard to reach buyers.
Metrics to measure and track.
Making it easy for your sales manager to support you.
Corey is the President and Founder of The Long Term Care Planning Group, a firm that specializes in delivering Long Term Care education and coverage to companies, high net worth individuals, and large organizations. Since 2001, Corey has devoted his career to Long Term Care as a result of multiple personal experiences. A neutral provider of Long Term Care Solutions since 2001, Corey brings a unique and comprehensive consultative perspective to this issue.
Learn about The Long Term Care Planning Group www.thelongtermcareplanninggroup.com
Connect with Corey:
LinkedIn - www.linkedin.com/in/coreyrieck
In this episode, I talked with Mike Kunkle who is the senior director of sales readiness consulting at Brainshark, Inc., which provides sales enablement solutions for faster training, better coaching, and more successful sales conversations. Mike has spent more than two decades helping companies transform their sales results.
Mike and I discussed how to improve field training & sales coaching quality with the ROAM method.
You will learn just what the ROAM method is, how a sales manager can implement the strategy, training, and coaching methods to support the process and what can sales organizations or companies can do to enable their managers to use ROAM effectively.
Mike has made this offer to listeners -If you want to watch a webinar recording about ROAM and especially more detail about the dashboard and the field training and coaching models that we discussed. Visit: bit.ly/traincoach
Learn about Brainshark - www.brainshark.com
In this episode of the Razor's Edge, I talk to Mike Saunders at the Marketing Huddle about Authority Selling, which is also the title of his best-selling book. Today, more than ever, you need to be viewed as an expert authority in your field in order to move sales opportunities forward. Mike and I discussed:
It was a great conversation that I hope you enjoy!
He is the author of Amazon Bestselling book Authority Selling™, contributor to The Huffington Post and Adjunct Marketing Professor at several Universities. As an Authority Marketing Strategist, I help business owners build their Authority and Expertise to enhance their Competitive Advantage and crush their competition by helping them become an Amazon bestselling author without writing a word using my proprietary 3 Hour Authority™ System. The result is a spectacular Authority Positioning Portfolio™ which is the solution for opening more doors to closing more business.
In this episode, I talk with Stu about his best-selling book - How To Get A Meeting With Anyone - and the creative approach that he uses to break through the competitive noise. We know that it is tougher than ever to get in front of buyers using traditional approaches like email and the telephone. That doesn't mean you throw out those approaches but I talk to Stu about other ways to stand out.
We talked about:
Enjoy the interview!
Wall Street Journal cartoonist, DMA Hall of Fame-nominated marketer and author of the new #1 best-selling book, How to Get a Meeting with Anyone, Stu Heinecke discovered the magic of "Contact Marketing" early in his career, when he launched a campaign to just two dozen Vice Presidents and Directors of Circulation at the big Manhattan-based magazine publishers. That tiny $100 investment resulted in a 100% response, launched his enterprise and brought millions of dollars worth of business.
The ability to connect with the people most important to realizing one's goals ultimately became an obsession. While Heinecke regularly employs his own cartoon-based contact methods, he became intensely interested in how others have solved this age-old challenge. As a result, he has uncovered a unique form of marketing that until now has had no name, yet it produces response rates as high as 100% and ROI figures in the tens, even hundreds of thousands of percent. In How To Get A Meeting with Anyone, he not only gives Contact Marketing its name but provides us with a definitive guide to what it is, how it works and has cataloged twenty categories of Contact Campaign types.
Heinecke is also the host of Contact Marketing Radio and President and Founder of "Contact," a first-of-its-kind Contact Marketing agency based on Whidbey Island, Washington.
One thing I love about social media, which naysayers will tell you can't be done, is that I build friendships and relationships with people all over the world but may not have talked to them on the phone or met them in person yet. Such is the case with my guest Viveka Von Rosen. An admirer, I've followed Viveka for several years, we've communicated in social channels and developed a personal relationship. When we got on Skype to record the interview that was the first time we'd actually talked to each other personally. It was great fun!
Viveka is the author of best-selling: LinkedIn Marketing: An Hour a Day (http://amazon.com/author/linkedinexpert) & contributing author (expert) to The Sophisticated Marketer's Guide to LinkedIn. I help entrepreneurs, corporations, and small business owners use social media for better business and personal branding & more effective conversations with their prospects.
Connect with Viveka on LinkedIn
In this episode of The Razor's Edge I talked with Anthony about his new book - The Only Sales Guide You'll Ever Need. We had a great conversation about what you need to succeed in sales today and in the future. This book is for you if you are in sales but your performance isn't quite where you want it to be and you don't know why.
Anthony Iannarino is an international speaker, best-selling author, sales leader, and entrepreneur. He's personally built businesses with annual revenue of $50M. He blogs daily at www.thesalesblog.com, a site that generates 130,000 page views monthly, and he hosts a weekly podcast called In The Arena.
In my interview with Deb Calvert, we talked about the idea that salespeople need to stop selling and start leading. An extremely interesting concept that is backed by some very solid research. Deb and her research partners did some extensive work to understand what buyers want from the salespeople they choose to work with. We are talking about specific behaviors that lead buyers in the direction of doing business with you or not.
We talked about:
The buyer research and how buyers view seller behaviors?
Several of the behaviors that buyers said were important to them.
The one change that sellers could make right now that would lead to greater sales success.
Enjoy the interview!
Deb Calvert, author of “DISCOVER Questions Get You Connected”, Top 50 Sales Influencer, President of People First Productivity Solutions, a UC Berkeley instructor (teaching the popular Sales Development Principles course), and a former Sales/Training Director of a Fortune 500 media company.
In this episode, I talked with James Muir, author of The Perfect Close: The Secret to Closing Sales. During our conversation, you will learn what promoted James to write the book. And did you know that the more often you try to close during a sales conversation, your chances of success actually decrease by a pretty significant margin? James also debunks some other myths about closing sales that just might surprise you.
We also talked about:
The traps that salespeople fall into when trying to close the business.
Why intent is a big deal in selling.
Why James' makes a bold statement and says that his approach is 95% effective. Listen to learn what makes it work.
The two questions that lead you in the direction of gaining commitment.
Enjoy the interview!
James Muir is a professional sales trainer, author, speaker and coach. James has shattered records as both a field rep and manager. His guidance comes from experience and the school of hard knocks. Three decades of experience has given James a fresh and practical perspective on what works in real life and what doesn’t.
He is the best-selling author of The Perfect Close: The Secret to Closing Sales that shows sales and service professionals a clear and simple approach that increases closed opportunities and accelerates sales to the highest levels while remaining genuinely authentic.
Those interested in learning a method of closing that is zero pressure, involves just two questions and is successful 95% of the time can reach him at PureMuir.com.
In this episode, I talk with Marietta Davis a seasoned sales professional with an extensive career in the technology industry. Our conversation focused on creating a unified customer communication strategy supported by a Customer Communications Management (CCM) approach and platform. If the goal of your organization is to have deep, meaningful relationships with their customers, relationships are built on communication. If organizations cannot communicate with their customers, then it’s difficult to have a long-term relationship. CCM provides the ability to effectively communicate with customers thereby building and deepening the relationships that organizations desire to have.
Prospecting is a critical element in keep that sales pipeline full and revenue flowing, but as Mark Hunter points out far too many salespeople avoid prospecting like the plague. In this episode, I talk to Mark about his new book: High-Profit Prospecting. Excellent book - highly recommend you check it out!
Mark defines prospecting as "an activity performed by sales and/or marketing departments to identify and qualify potential buyers.
Mark points out that prospecting is not a complex process. He believes that when you are prospecting you are looking for people who can and will buy from you. It is the quality of your prospecting efforts that lead to the development of sales opportunities. Prospecting is NOT talking to friends or people nice enough to take your call. Your goal is to find qualified buyers and that means it is just as important to get a fast no, as it is to get a win with a yes.
In this episode, I talk to Gerald Vanderpuye - CEO of BuyerDeck. It is clear that salespeople need to adapt their selling approach. Buyers are blocking cold outreach, and in fact, Gerald shares a recent story about the number of cold emails he's deleted and why he didn't give them a second look. :)
As a proud co-founder at BuyerDeck, Gerald has three passions: He loves sales, technology and creating happy customers. He has been in sales, marketing and delivering remarkable customer experiences the last 10 years. His last position was at Rackspace where he was responsible for developing sales strategy and driving business growth through existing customers and new Logo acquisitions in key markets. He led and managed a diverse team to deliver on new growth targets for both Enterprise and SMB's. He now leads the team at BuyerDeck to bootstrap the distribution of their B2B SAAS product beyond the initial traction of 12K buyers and sellers.
Visit BuyerDeck and sign up for a FREE trial IF you tell them that you heard Gerald's interview with me on The Razor's Edge.
Connect with Gerald:
In my latest podcast episode, I talked with Cian McLoughlin, Founder and CEO of Trinity Perspectives. Cian is also the author of a new book called: Rebirth of the Salesman: The World of Sales is Evolving. Are You?
We discussed the changes that have eclipsed sales during the past 10 years and why salespeople need to be thinking about how to adapt their approach. We talked about the following:
He hails from Dublin, Ireland, originally, but spent much of the past 18 years in Sydney, Australia. With a sales career spanning almost 20 years, including senior management roles in a number of the world's largest software companies, Cian is the found and CEO of Trinity Perspectives. A boutique sales training and consultancy firm, Trinity is committed to helping businesses unlock the latent potential of their customer insights.
Tim Sanders Interview: Dealstorming
In this episode of the Razor’s Edge, I talk to Tim Sanders about Dealstorming, a term he coined. Tim is also the creator of the Dealstorming sales process and Dealstorming is the title of his recently released book.
Tim’s book is so meaty and packed with great information that my book pages are already dog-eared, sections are highlighted and I’ve been writing notes in the sidebar. Really good stuff!
There are lots of great nuggets of information that Tim shares about the best way to brings deals to close. We also talked about:
You won’t want to listen to this podcast just once! So listen and enjoy and be sure to get your copy of Tim’s book here.
The 21st Century has ushered in the information age, and with it a new set of rules for success. In this current episode, I talk to Keenan about his new book – Not Taught. What it Takes to be Successful in the 21st Century that Nobody’s Teaching You.
Not Taught shares how the rules of 20th century and the industrial age no longer work and that if you want to be successful you must learn the new rules of success. Get ready for a dose of reality about work today and offers clear strategies on how to be successful in this crazy information-driven world.
We talk about:
In his blunt, motivating and passionate style Keenan tells you why doing what you’ve always done is no longer an option!
Enjoy the interview. Then go buy the book!
Keenan, is CEO of A Sales Guy Inc., a sales consulting and recruiting firm. He’s a Forbes Columnist, a Top 50 Sales and Marketing Influencer, author of the popular sales blogA Sales Guy and is a highly sought after speaker. Keenan is the father of three crazy (but in a good way) girls, a PSIA Level 2 ski instructor for Vail Ski Resort and a finder of the elephant in the room.
Sales teams who are the most successful sell differently, not just more effectively. Largely, according to George, this is being spurred by global competition and the internet. Makes sense that salespeople need to be able to differentiate themselves from the competition. You can do that by helping your salespeople become skilled at consultative selling, which is married together with a solid sales process that is consistently followed. Avoid the common temptation to simply measure activity, because the right activities should be progressing the sales opportunity forward.
During the conversation, we talked about:
-Why sales organizations need to institute a solid on-boarding learning and development process for their people. Get beyond teaching product features and don't assume your salespeople really know how to sell.
-Setting salespeople up for success by starting with a clear set of expectations. Don't assume salespeople know.
-Key reasons why salespeople need to follow a process and stop killing deals by skipping important steps in that process. Did you know it can take 60% longer to lose a deal and that's the result of not following a process consistently. Your salespeople need an actionable checklist that they can follow.
-Sales coaching and why that's critical to ensuring that salespeople not only follow the process, but that you keep reinforcing the skills and behaviors that will help them achieve their sales objectives.
Finally, learn how the Membrain platform drives the right sales actions with a solid sales process. I've started to use the platform myself and love it!
In my latest podcast conversation, I talked with Stu Perlmeter about why sales organizations should conduct a thorough win/loss analysis to understand why deals either closed or did not.
Stu is an expert in designing and implementing market research that incorporates a deep understanding of social psychology and behavioral economics. Stu leads a team of ten talented researchers at 1st Resource, covering all relevant components of research: primary, secondary, qualitative and quantitative.
Salespeople always seem to be looking for that quick fix, as if one actually exists. Rather than taking a targeted and focused approach, salespeople often resort to a "spray and pray" approach by broadcasting the same message to everyone.
Now with social media, spamcasting has taken on a whole new level of "please don't do that". Broadcasting over social channels is a quick way to created a less than positive brand impression - for you and for your company.
In this episode, Barb Giamanco and Doug Lehman talk about the common misuses of social channels and why you should avoid them.
Most sales messaging is overly "me" centric and are focused on what companies and their sales people want to sell versus actually caring about what buyers want and need.
"According to sales management, the salesperson's ability or inability to communicate value messages is the biggest inhibitor keeping salespeople from achieving quota." --SiriusDecisions
Can you really blame buyer's resistance to dealing with salespeople? Their experience is, more often than not, a waste of their precious time. The inability to create a value message is at the heart of this problem. Feature dumps don't cut it, and simply making more phone calls, sending more spam emails, or broadcasting your pitch to more people on social channels aren't helping you. Your sales messaging has to change!
Barb Giamanco and Doug Lehman talk about why your message matters and what yours is probably saying about you!
In this episode, Barb Giamanco and Doug Lehman chat about strategies for generating higher quality leads, in less time.
In this episode, Barb Giamanco and Doug Lehman break it down for you in Lehman's terms. There is no easy button called social selling. Like all aspects of being good in sales, how you utilize social channels as part of your sales process takes work.
Patience, planning, the right mindset and sales and technology skills all factor into the success equation too. In response to a different kind of buyer, salespeople and their leaders need to change their mindset and selling behavior.
With 2016 right around the corner, now is the perfect time to put your strategy in place, or to adjust the one you already have.
Remember, you cannot slap new technology - social channels - onto outdated sales approaches and expect to win. Cheesy selling, or is that sleazy selling, is still cheesy and buyers hate it. Adopting a new type of selling mindset means change. It means doing things differently, regardless of what worked back in the day.
It all starts with a sound strategy, backed up with great sales skills and consistent execution of your strategy.