Coach The Sale

What do top performing sales professionals and sales leaders do that others miss? My guest in this episode, Dan Lappin, of Lappin180 shares valuable insights in to the approach and mindsets of these people.

We discuss the traps that average sales people fall into, and the opportunities that exist with a shift in mindset.

In the episode we cover:

[+] The traps Dan sees run-of-the-mill or average sales professionals making, and how to correct them.

[+] Why BS sales hacks often harm rather than help.

[+] Why sales professionals perform better when they let go of the outcome

[+] How top performers visualise the right results

[+] Learning to bet on yourself and on your process

[+] Dan shares the often overlooked discrepancies between the sales person's objectives and the prospects

[+] The power of the advisor mindset

Many times on the show we've spoken to external sales coaches and trainers but this episode is a little different, Rob Cucurull joins us to discuss life as an internal sales coach at SAP Concur.

It's great to be able to interview Rob, he shares his experiences of what it's like to be a full time coach within an organization, helping staff develop, supporting them, and helping them become better salespeople.

In the episode we cover:

[+] What the sales function at SAP Concur looks like

[+] We dive deep into sales coaching at SAP Concur

[+] Rob shares examples the the results coaching has led to, and why.

[+] What does a typical one-to-one sales coaching session looks like

[+] Rob shares the advice that he would give somebody just starting out delivering coaching as part of a wider sales role

Thanks to Rob for sharing his insights.

Is there any place for empathy in Sales? How can we improve our sales process by understanding the buying process?

This shift in focus is at the core of my conversation with Josh Braun, someone who, if you work in sales and spend any time on LinkedIn you will have heard of.

Josh and I breakdown what it means to truly understand how buyers buy, and what this can do to your sales skills. We dive into understanding why prospects buy, and why they don't buy, and revisit a topic we've touched on in previous episodes - the jobs to be done framework.

In the episode we discuss:

[+] Why old fashioned approaches to sales persist

[+] How sales people can reduce the tendency to use those approaches

[+] Practical tips for using LinkedIn to develop your own authentic voice

[+] Why Josh agreed to coach an 11 year old to make cold calls

[+] We discuss what the real job of a milkshake at breakfast is.

and lastly

[+] I try to avoid an awkward discussion about firearms......

I want to invite you to a webinar I'm hosting - Recordings Into Revenue, where myself and our head of sales will be sharing our Recordings Into Revenue Framework - and how you can unlock the hidden gold locked away in your sales call recordings.

To reserve your spot visit https://www.refract.ai/webinar

If you've ever watched an online video somewhere other than on YouTube, you've probably seen the Wistia video player, the super simple distraction free player that's great to look at and easy to use.

My guest today is Peter von Burchard, VP of Sales and Customer Success at Wistia.

On the face of it Wistia might look like a traditional software as a service, where customers sign up without much contact from a sales team.

But in reality Wistia has a sizeable sales team that is heavily into coaching, and it's for this reason I was so keen to speak with Pete.

He shares a lot in this interview that will be of interest to anyone managing a sales team especially one that's forward thinking and recognises the impact coaching can have on performance.

In the episode we cover:

[+] Wistia's journey of growth to over 20,000 customers

[+] Pete breaks down the make up of the sales team at Wistia

[+] How Wistia does sales coaching and the development of the 'Wistia Way'

[+] The importance of your sales team knowing and using their authentic voice

[+] The importance of reps and managers listening and reviewing sales calls

[+] How you can develop you authentic voice, even when working in a old fashioned or traditional business

[+] How much time sales managers at Wistia spend coaching, and the support they receive to become better coaches.

[+] Measuring success of the team

For shownotes visit: https://www.refract.ai/blog/modern-sales-coaching

How authentic are you in your sales conversations? Do you feel the need to have a polished persona of business professionalism that doesn't reflect who you are in any way? Dale Dupree's on a mission to put a stop to that, and in doing so ignite your sales performance.

Dale is Founder of The Sales Rebellion, a sales coaching and training company with a mission to help sales people radically educate prospects and banish mediocre practices.

He's prolific on LinkedIn, sharing tips, highs and lows, and authentic sales stories. There's so much to learn from his approach and his mindset, and I'm so pleased Dale was able to share some of these with us.

In the episode you'll hear:

[+] Why it's important for sales professionals to develop their own authentic voice

[+] How being authentic improves the buyer seller relationship

[+] The importance of taking risks, being courageous, and building credibility and trust

[+] How to begin to manage a high need for approval

[+] Two great examples of courageous, authentic, selling involving beers and doughnuts

Plus, Dale breaks down his REASON framework to radically educate and share one's narrative.

Here's to unlocking our authenticity, with The Copier Warrior, Dale Dupree.

In the UK? Want free sales coaching resources? Text COACH followed by your email address to 66777 - we'll do the rest.

"Your sales methodology is irrelevant" that's the view of Kevin Dorsey, VP of Inside Sales at PatientPop, a rapidly growing platform that helps doctors increase the visibility of their practices with digital marketing.

Kevin has put out some thought provoking content on LinkedIn, inspired by his frustrations having been on the receiving end of terrible sales demos and we discuss that and more in this episode.

He doesn't hold back on calling out poor practice, sharing experiences leading and managing a sales team in a rapidly growing company.

In the episode we cover two main topics:

In the first part we discuss selling to VPs of sales and other senior sales leaders, the challenges and opportunities, knowing your numbers, and the importance of understanding the mindset, and often times inexperience, of your buyer.

In the second we focus on Kevin's thoughts on what's wrong with blindly following a sales methodology, he outlines what Sales Coaching at PatientPop looks like, the role that the book The Talent Code has had on his approach, and shares both strategy and tactics for improving performance when coaching sales teams.

For full show notes and free sales coaching resources visit: https://www.refract.ai/blog/sales-methodology

Discovery is one of the most critical components in the sales process. But when it comes to engaging new prospects, so many sales professionals wade into uncharted waters without proper preparation, or fail to do adequate research on their prospective buyers.

Today we fix that with Andy Paul CEO and Founder of Zero-Time Selling.

Andy is one of the foremost authorities on sales training and sales coaching with well over four decades of proven success closing deals and making sales.

He and I discuss how using discovery can better prepare salespeople to get to know their prospects and clients better and lots more besides, with plenty of tactics you can implement personally, and with those you coach.

In this episode, we cover:

[+] How best to introduce discovery into the sales process

[+] Digging deep to find out what drives your buyer's decision making

[+] Not hiding your competitors from prospective customers

[+] The importance of benefits of building trust, respect, and connections.

[+] Genuinely discovering and understanding your client's needs

[+] Building lasting relationships with other stakeholders in the sales process

[+] Coaching others so that they can use the tools of better discovery too

And lots more besides.

Connect with me on Linkedin and give feedback on the show: https://www.refract.ai/matt

For show notes, sales coaching resources, and more visit: https://www.refract.ai/coach

In today's episode, we're talking all things SDR with the one and only Morgan J. Ingram, host of The SDR Chronicles, a popular YouTube channel where Morgan documents his SDR sales journey.

Whether you're currently an SDR, you coach SDRs, or you manage a team of SDRs, this episode is going to be of value.

I sat down with Morgan at the SaaS Growth 2019 event organised by Sales Confidence in London earlier this month, and we cover a range of topics including his story to date, going from a new SDR, to two years later, growing a really popular YouTube channel.

In this episode, we also cover:

[+] The common mistakes and pitfalls an SDR can fall into

[+] The case for split testing your messaging as an SDR

[+] How to start to structure and implement multi-touch cadences with your prospects

[+] The continued relevance of cold calling

[+] Building up resilience

[+] Holding onto a successful mindset in sales

[+] Best practices for making an impact on your audience

For full show notes of the episode and free sales resources visit: https://www.refract.ai/blog/sdr-success

There are few subjects that generate as much enthusiasm and excitement amongst sales professionals as sales process. Well, maybe not... But that's about to change.

In this episode I'm thrilled to have George Brontén CEO of Membrain on the show, and he's here to transform the way you think about sales process.

Gone are the days of clunky over engineered processes that nobody follows. Now, with the advent of technology like Membrain, companies are starting to realize just how much of an impact process can have on sales performance across a whole organization.

In this episode we cover

[+] What makes a high performance sales process

[+] How to avoid key pitfalls when creating and iterating on your own process

[+] How to get your team bought into your sales process

[+] The importance of having different processes for dynamic sales situations

[+] How technology can enhance and maximize the likelihood of a sales team following a process

And much more besides. Full show notes and resources here: https://www.refract.ai/blog/sales-process-power

Effective sales onboarding is critical when you’re ready to grow your sales team and set up new hires for success whilst avoiding disrupting the successful team you already have in place.

What processes do you need in place to find the best recruits - and onboard them as efficiently as possible?

For answers to these questions and more I'm joined by John Lund and Matt Schultz of MyB2Bcoach who share their step by step process for rapid onboarding that you can start to put into practice today.

In this episode we cover:

[+] Onboarding models and assessment tools

[+] Sales onboarding best practices to improve ramp times for new hires

[+] Implementing structures that are crucial to hiring

[+] The impacts a structural hiring approach has on an established sales team

[+] The importance of using LinkedIn as a touch point in the hiring process

[+] LinkedIn profile pointers for sales professionals

[+] Advice on the steps required for moving new hires toward live calls

[+] Building up a resource of tactics that elevate the entire team

All this and a lot more on this episode of Coach the Sale.

For show notes visit: https://www.refract.ai/blog/sales-onboarding