Man, I screwed this up...
Andrew Sykes, is the CEO of Habits at work, he is a TEDx Speaker and he specializes in helping salespeople and leaders become that ‘trusted adviser’ that we all talk about.

Having worked with companies like Google, Subaru, Ebay, and YouTube as a speaker and presenter he has delivered over 1800 keynotes in more than 20 countries. 

You’ll hear Andrew's presenting experience as he speaks very well and is clearly across his topic of trust at a very deep level.

In our conversation, we coved a bunch of interesting stuff… of course all about building trust - now I thought this chat was going to be about the predictable pieces of trust building... 

👉 Keep your promises.

👉 Turn up on time

👉 Don’t rip people off

👉 Do the right thing.

But it was much more than that…

We talked about how you can use questions to build trust and how trust does not take lots of time to build in fact it’s done very early on in your interactions.

I’m sure you’re going to love this chat with Andrew, there are a couple of great takeaways you can implement and one I’m certainly going to use that I was unaware of until I had this conversation…

HABITS AT WORK
https://habitsatwork.com/

Andrew Sykes
https://www.andrewsykes.com/

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Let's say you won $200,000 on a lottery ticket. ✅

How hard would the lottery try to get in contact with you? 

💰 Now I’ve never won anything on the lottery BUT, I imagine they’d call, leave a voicemail, send you a text and send you an email and if you didn't respond inside 24hrs they’d try again… and again.

Now, let's imagine we have a simple conversation that might be worth $200k to a prospect. All they might need to do is have a chat and then change vendors.

Why is it - that most sellers will call once and send a single email and think they’ve done their job?

The $200,000 is worth exactly the same in both scenarios.

Yet, the belief is that one $200K phone call is welcomed and the other is unwelcomed.

Does that sound crazy to you?
It sounds crazy to me.

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Strategic, enterprise sales require strategic social selling support.

Carson Heady is a well-respected & proven social selling practitioner.

Leading Microsoft's healthcare business development team, Carson is a great example of what's possible using social while targeting those larger accounts. 

If you'd like more of Carson maybe his podcast Social selling for newbies is for you or one of his two books. Birth of a salesman or Salesman on fire.

You will be surprised at Carson’s approach to volume outreach, particularly how Carson balances the volume versus quality part of his prospecting and messaging.

A good example of this would be the massive amount of people he would try to connect with inside his targeted accounts so he can socially surround his prospects, it’s a very unique approach.

Carson also shares his sales foundations and approach to outreach for those C-level clients. 

Carson is very intelligent, speaks well and has a very clear process to support his strategy

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This episode is also available as a video on YouTube.

Selling is just like investing.
Small amounts invested, often, create large amounts of wealth, over time.

Apply those same rules to prospecting.
Small amounts of activity, done often, create massive results over time.

But we forget this in the never-ending pressure to close deals by the end of the month or the quarter. 

This focus on short-term results means we stop prospecting like mad and once we have a few opportunities we flip to focus on closing them - only to run out of new opps and the feast and famine cycle starts again. 

In reality, conducting as low as 5 new business conversation attempts every single day creates massive results on day 90 or 120.

The trick is to make it easy to do.

In this episode I show you how you can do it, easily.

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Bill McCormick, has been on this podcast more than anyone else because he always brings the good stuff.

Bill is clever, well thought through and focused on helping people be good at selling… in the right way. 

Don't expect this chat to be all roses about social selling. In fact, it's probably the most damning conversation I've had about Social & Linkedin for some time. 

In this episode, we talk about.

• The situation with Linkedin and Social selling right now.
• Is LinkedIn DEAD? 
• Echo chambers, why they are hurting your sales results.
• Confirmation bias.
• The current fraud taking place inside the social & digital training space.

Bill also shares some strategies & techniques for you to use in 2023.

Selling From the Heart

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Salespeople can get a bad rap at times. 

We hear comments like only 53% of salespeople make their quota. The implication is that salespeople are poorly skilled.

If that’s true - who is to blame?

It must be the people in charge of training, right?

It’s Sales trainers and sales leaders who are failing - not the salespeople.

When I look at the training I had as an Assault trooper in the ARMY, compared to how most sales training is done it’s no wonder.

Maybe we should be training our sellers just like we train our soldiers.

You can also catch this one over on Youtube.

https://youtu.be/bS5jo7A82ao 

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Imagine you have 100 fresh prospects.
Who do you reach out to first?

What if you knew you had a 400% higher chance of closing 25 of them?
If you're like me you'd probably want to start there, right?

But how would you know, all this being equal, which ones were in the 25?

Well Humantic does this by using AI tools to profile your prospects by personality type (and more) so can focus on those, who you know, are more likely to
sifting through your prospects and prioritising one group who you knew was perfect for you, your product and the way you sell.

Colin Mitchell talks us through how to use personality profiling in sales, he shares some of the results he is seeing.

Colin is a very successful sales leader & entrepreneur having built a business from 0 - 5M in 26 months at just 25 years old. He is well worth listening to.


Humantic.ai
The sales transformation podcast

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LinkedIn (Social selling) in 2023, is there a place for it?

LinkedIn is a great platform for salespeople - no doubt.
But the way we've used has changed,

What worked in 2015, 2017 or even 2020 does not work the same way as it does in 2023.

So what does work today?
 
👀 Let's have a quick look at the platform ad the strategies we need to apply.

Most of the bad actors on LinkedIn today, use Linkedin as just another spam channel.

It’s a volume play.

The real opportunity is a thing called the law of familiarity. 

The law of familiarity is.. the more I see you, the more I like you, the more I trust you, and the more I'm likely to accept and respond to a message.

➡️ View their profile, (they get a notification you’ve viewed their profile), 

➡️ Interact with their posts or their comments. 

➡️ Interact with the same posts they do etc.

➡️ Interact with the same people they do

Eventually, despite the relationship only being online, they will provide you with more access to both them and their time than they would have without this social interaction.

This is social selling and it remains as valuable and effective as ever.

SLOW down your ask, to SPEED up the results.

Spend more time gaining permission to interact than sending outreach and you’ll land more deals, and land them faster.

Happy selling...

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DIY Sales Kickoff with Dean Mannix’s Sales Growth Blueprint. 

Get your 2023 started right.

Systemising sales success is Dean’s speciality.
In this episode, Dean walks us through his tried and tested Sales Growth Blueprint model to help you map out your new business sales plan for the coming year.

First things first.

Go and download the FREE workbook from www.deanmannix.com/blueprint  and then come back and follow us, step by step,  as we walk through the 7 Drivers of Sales Growth.

The 7 drivers are

1. Compelling Story
2. Smarter Targeting
3. Persuasive Engagement
4. Persuasive Proposing
5. Retention and Advocacy
6. Confidence and Motivation
7. Accountability

📣 Listen to this show and use this model on your own or with your team to help you get the best possible start to the year whether you're a team of sellers or solo contributor.

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✅ The Best of the Best # 3.
This is a must-listen.
SDRs/ BDRs etc, often find it hard to successfully navigate gatekeepers.

More and more buyers are back in the office, and that means we are back to hitting gatekeepers as part of our everyday sales life.

While there is plenty of great advice about the best way to approach a gatekeeper I think the most important single piece of advice is you need to have a strategy.

Kyle Vamvouris is generous enough to share his go-to strategy with us.
It's simple, smart and effective.

Remember, just as you have a script for opening your calls and conversations, gatekeepers have one, too.

Try Kyle's approach and let us know how you go.

Kyle Vamvouris
Kyle's Youtube Channel

Mark McInnes
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