A Life You Love: Sales Tips with Jennifer Fisher

Episode 43 - Mike Maynard Collaboration between Marketing and Sales

I am so excited to have Mike Maynard on my podcast today. Mike is the Managing Director/CEO of the Napier Group, a $7M PR and marketing agency for B2B technology companies. He is a self-confessed geek who loves talking about technology. He believes that combining the measurement, accountability, and innovation that he learned as an engineer with a passion for communicating internationally in order to help clients achieve their marketing goals sooner. 

Mike acquired the Napier Group in 2001 and subsequently acquired Peter Bush Communications and Armitage Communication, growing the company to about 40 people today. Since that time, he has directed major PR and marketing programs for a wide range of global technology clients, reaching over 30 European countries. He is actively involved in developing the PR and marketing industries, and is Chair of the PRCA B2B Group, and is a visiting lecturer in PR at Southampton Solent University. 

And most importantly, this was a fun conversation discussing the importance of sales and marketing working together to achieve shared goals and increase revenue.

Connect with Mike on LinkedIn or by email at [email protected].

And as always, please reach out and connect with me on LinkedIn and let me know your thoughts and ideas for future episodes!

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Episode #42 Mareo McCracken

I am so excited to release this podcast episode with Mareo McCracken as my guest! One of the reasons I’m so excited is that Mareo’s new book “Really Care for Them” is being released TODAY, Oct 26th! This book is fabulous and the perfect gift for everyone on your sales team. This book is a guide for practical tips delivered in small morsels – all about truly and authentically caring for your customers.

You can purchase Mareo's book on Amazon

Connect with Mareo on LinkedIn

And as always, please reach out and connect with me on LinkedIn and let me know your thoughts and ideas for future episodes!

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Episode 41 - High Performing Habits

In any sales team, you come across, it’s easy to identify the sales reps who are performing at the top of their game. Those are the ones exceeding quotas every time. According to a study by Alexander Group, less than half of sales reps (46%) meet their quotas. For many sales reps, this can be do or die. Case in point: a study by DePaul University found that the average tenure for a sales rep is a mere two years. More than a quarter (26%) of turnover is attributable to missed quotas.

The most effective sales reps, the ones that consistently exceed quotas, are a different breed. They possess unique characteristics that result in them residing on top of the leaderboard. This combined set of learned skills and inherent traits set the best salespeople apart from the middle-of-the-pack reps. Top performers are defined as sales reps who consistently exceed sales expectations.

There are mindset shifts that need to happen in order to be that “Top Performer”.

1. Win in the morning
2. Do Hard Things
3. Learn from failure
4. Keep the momentum
5. Go the extra mile

1.       Have a purpose. Know what your goal is and know the tasks and activities you need to do in order to achieve your goals.

2.       Recommit every single day. When you get up in the morning, recommit to your goals. Keep them front and center.

3.       Be patient. Success isn’t going to happen overnight. But if you continue to have a purpose and recommit every day, you’ll be on your way to success in no time!

We’ve all come across individuals who seem to possess a natural talent for selling. Much of the skillset required to survive and thrive in today’s selling world can be learned. The traits that differentiate top sales reps from average sales reps, can be learned and honed over time. And pretty soon, you’ll find yourself standing out from the pack.

Connect with me on LinkedIn and rate/review A Life You Love here.

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Episode #40 with Daryl Klingaman

I have the opportunity to chat with Daryl Klingaman today – Daryl is a wealth of knowledge discussing sales trends post-Covid, the importance of core values, and why company culture is so important.

Daryl Klingaman
Daryl joined Disruptive Advertising in 2014 and has since helped Disruptive Advertising grow from 10 employees to more than 140 employees and a run rate of over $23 million--putting them on the Inc 5000 four years in a row and listed as one of USA Today’s and Glassdoor’s Best Places to Work. Daryl has been heavily involved in sales and marketing of Disruptive’s own services, partnerships and in perfecting the growth-oriented marketing solutions the Disruptive team provides to their clients. 

Daryl understands customers’ needs and how to build a team that meets those. One of the projects that he’s most excited to be involved in at Disruptive right now is perfecting the customer journey with quality over efficiency mentality.

You can connect with Daryl on LinkedIn to learn more!

As always, please connect with me on LinkedIn and let me know your thoughts on A Life You Love and this episode.

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Episode #39 Unstoppable Drive

How do you build, develop, maintain unstoppable drive?

Drive is a trait common to virtually any successful person in sales. Motivation plays an incredibly important role in achieving success. Motivation will cause you to want to jump out of bed each morning and it will keep you thinking, with excitement about how you can improve or pivot your sales strategy to bring in new business throughout your day. This drive and enthusiasm is not limited to those who are naturally ambitious, anyone can develop a burning passion, excitement and love for sales that makes you feel like you’ve got the best job in the world (which is how I feel everyday) getting up and going to work at WorldStrides.

Motivation is ultimately about the strength of our associations between reward and punishment. If I hold a gun to your head and tell you to stop procrastinating, do you think you’ll stop and start taking acting? Probably, I know I would.  Similarly, if I offered you a million dollars if you can stick to your diet for another day, I bet you’d be a millionaire. By taking control of these associations and continuously reinforcing them, you can strengthen your motivation and drive.

Here are my 3 tips develop and maintain unstoppable drive:

1.       Create urgency in taking steps to achieve your goals

2.       Build momentum, remember, motivation follows action.

3.       Surround yourself with positive and inspiring friends and colleagues

Remember this, you control your motivation. As long as you believe that there are steps to control and manage your motivation, you can utilize it. If you feel that motivation is something that ebbs and flows without your control, then you will be forced to operate at a suboptimal level. Increase your drive and you increase the chances that you will achieve your goals.

Connect with me on LinkedIn and let me know how you leverage motivation.

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Episode 38 - Ryann Dowdy, A Human-Centered Approach

I am very excited to have Ryann Dowdy join A Life You Love podcast this week. Ryann’s successes all come down to one item – A human-centered approach. Ryann discusses how to empower highly effective sales teams, how to use social selling, and even hiring sales professionals – all with a human-centered approach.

Ryann is passionate about helping successful business owners take back control of the revenue in their business, their time, and their freedom by building a profitable sales team. Before starting her own business, Social Sellers Academy, Ryann spend 15 years in the corporate world building multi-million-dollar sales organizations for start-ups in the digital marketing and advertising space. From sales rep to individual contributor to Director of Sales, Ryan has mentored, managed, and trained thousands of sales reps.

You can connect with Ryann below:
Website: Social Sellers Academy
Email: ryann@socialsellersacademy
LinkedIn

I hope you enjoyed this episode. Please rate/review and share with friends and colleagues. And as always, I'd love to hear from you - let's connect on LinkedIn

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Episode #37 - The Psychology of Sales

Sales Psychology is fascinating, and I enjoyed doing some research on this topic for today’s episode. An interesting fact is that when you apply psychology to your sales process, you come out understanding far more about your client or prospect, which in turn can help you grow your revenue faster.

But what is Sales Psychology?

Sales psychology is a process that studies the psyche of your target market to sell your services or products. Instead of convincing clients or prospects that they need your offering, you find ways to market to their current wants and needs. 

Comprehending your customer’s needs and relating to them is the cornerstone of a good sales process. People want to be understood and being able to relate with them through your brand can increase your probability of making the sale.

One thing you can do is realize that we’re all human and tend to respond to certain things in a similar way from a psychological perspective. By tapping into the inner workings of the brain, you can learn small tips that make your products irresistible to your customers.

I hope you enjoyed this week's podcast. Please connect with me on LinkedIn and rate/review A Life You Love.

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Episode #36 - Ian Moyse Communication vs Conversation

I am very excited to have Ian Moyse join A Life You Love podcast this week. You’ll love hearing Ian discuss communication vs conversation and what he thinks is the most important sales skill as well as Ian’s 3 tips for my listeners.

Ian is the Chief Revenue Officer at OneUp Sales is a long-time Sales Leader. He was awarded the accolade of UK Sales Director of the year by BESMA (British Excellence in Sales Management Awards) and was listed in the top 50 Sales Keynote speakers by Top Sales World in 2019 & 2020. Ian has been a regular judge on the Women in Sales Awards (WISA), Top Sales Awards, BESMA, and the UK Cloud Awards."

Ian gets down to brass tacks and discusses the number 1 area for improvement in sales professionals: improve on asking the right questions. Listen through to the end as Ian will leave you with his 3 tips!

Connect with Ian on LinkedIn

Websites

• about.me/imoyse  (About Ian Moyse Profile )
• youtube.com/c/IanMoyse1  (Youtube Channel)

I would love to hear from you - please connect with me on LinkedIn and rate and review A Life You Love podcast

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Episode #35 - Winning Back Lost Opportunities

Lost customers can mean a significant loss in revenue for any business. When you lose customers, you not only lose revenues from them, you might end up winning fewer new customers as well. Dissatisfied customers share negative feedback with other customers and discourage prospects from signing up with you. According to Harvard Business Review, dissatisfied customers tell an average of 15 people about a poor service experience, versus 11 people they’ll tell about a good experience. And when customers share negative feedback on social media, it reaches thousands of others, pulling down a company’s sales and reputation.

However, the good news is that winning back lost customers can be a low-hanging fruit says Harvard Business Review. First off, these customers have already shown that they need your offering since they signed up with you in the first place, so they make better candidates than the unknown people on a list that you’re prospecting. Secondly, lost customers are those who already know about your company and your brand, so you don’t need to explain everything to them all over again. 

3 tips in winning back customers or prospects from lost opportunities:

1.       Get your team involved to understand learning and development areas

2.       Schedule a meeting, either in person or on video with your prospect or customer

3.       Be humble and open to different strategies or paths forward

Losing an opportunity, you have been working on for months can be gut-wrenching. But it can also be a potential growth opportunity. Take the time to reflect and analyze.  Understanding why your prospect said “No,” can create a more valuable offer for the prospect and win their interest back, which can help you turn a lost opportunity into a new sales opportunity.

Client Segmentation Podcast - Episode #3

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In today’s episode, I’m very excited to have Dan Hawkins join me to talk about using video for sales and prospecting activities. Dan is the Director of Sales at BombBomb where the focus is all about building better relationships with video messaging.

Dan is a highly accomplished, creative, and resourceful sales leader combining 10 years of achievement at the helm of regional and national sales and account management teams generating multi-millions of dollars in revenues with an extensive background in providing technology and cloud solutions. Dan is uniquely adept at using innovative management techniques to grow sales performance and revenues under the strictest market constraints.
 
Listen to Dan as he discusses the knowledge, strategy, and guidance to using video.

Connect with Dan on LinkedIn - and you may get a video message back from him.

I look forward to connecting with you on LinkedIn and please let me know any topics you'd like to hear.  Also, please rate and review this podcast.

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