On this episode of B2B EQ, our guest is someone who is extremely passionate about coaching, and helping sales professionals and leaders take their game to the 'next level'. He’s the host of The Midweek Midday Motivational Minute, the Author of “Jolt!”, and has been a Salesforce top voice in sales for the last 3 years. Welcome to the show, CEO of LLJR Enterprises, Larry Long Jr! Larry and host Tim Harris dive into how reps can up their game, how to understand the needs of the customer, and ways to demonstrate value on sales calls.

Takeaways:

• While markets are tough and quotas are harder to hit, it’s important to keep an eye out for opportunities. Look for opportunities to build your skills, strengthen your partner relationships, and to get creative about serving your existing clients.
• As a rep, practice is important. Now is the time to double down on training, and work on elevating your behaviors. It may feel awkward, but role playing sales calls with team mates provides a learning ground for all.
• Knowledge of your customer, client, and product are crucial to closing a deal. Before you hop on a call, learn about the client's company, and some of the issues they are already facing. If you don’t know your own tool, you won't know how it can help the client.
• Sales is all about relationships, and people buy from people they like, and your demeanor is a crucial ingredient to forging strong relationships. Being warm, friendly, and genuinely enthusiastic about your client will all create a stronger bond.
• If you stay ready, you don’t have to get ready. Instead of being reactive to obstacles, be proactive about upping your skills, hitting your goal, and establishing a plan to get there. When you prepare, and stay ready, obstacles become less challenging.
• Success in sales isn’t about how many first calls you make, it's about the number of second calls. If a client walks away from a 30 minute call without feeling any value, you’ve both given them nothing of value, and taken away from their time.
• Every good player needs a coach, and sales reps are no different. While you don’t need to pay for a coach, you do need someone to help you get better. Identify your mentor, and work with them to challenge yourself, and to hold you accountable.

Quote of the Show:

• “If you stay ready, you don’t have to get ready.” - Larry Long Jr

Links:

• Twitter: https://twitter.com/larrylongjr
• LinkedIn: https://www.linkedin.com/in/longjr7/
• Website: https://larrylongjr.com/
• Book Link: https://a.co/d/8OJ6VzI

Ways to Tune In:

• Apple Podcast - https://podcasts.apple.com/us/podcast/b2b-eq/id1672326834
• Spotify - https://open.spotify.com/show/1T2zlqNsSYATzXFPH1DquY
• Google Podcast - https://podcasts.google.com/feed/aHR0cHM6Ly9mYXN0Lndpc3RpYS5jb20vY2hhbm5lbHMvajRuNnNjYmc2Ni9yc3M