Energy4Sales

Special guest Mike Fisher takes us back to the Fundamentals! Sales requires daily Vitamin D (discipline) to focus on the RIGHT activities! “What got us here worked so well, we stopped doing it” has to be one of this show’s biggest takeaways!

When we fall into Self-Pity City, we have to shift perspective - No's AREN'T failures! The gals & guys who are out there selling A LOT are having FUN!

Sometimes SUCCESS can be our greatest enemy. The fundamentals that got us here worked so well we stopped doing them! Look out! Example: Pre-call planning (10 minutes) is the EXTRA MILE. "There's no traffic on the extra mile!" Comfort Zone creeps in - we begin to take for granted the fundamentals! When we start feeling tension, it can be an indicator we need to re-up on #Discipline

Goal clarity - our WHY - releases the fire in our belly! Our achievement drive often lies dormant. LEADERS - how are we encouraging our teams to take ownership? Do we have the fundamental of 1:1 check-ins with our team members installed consistently, or slack off when things are going good? The BIGGER picture is when we have the TEAM in mind - they’ve bought into the vision and we're working TOGETHER to get there. "Teams that share have more FUN!"

People don't let people down, they let down numbers!

Leadership hacks: Read! Night before - plan the day before it begins!

Tension’s our Check Engine Light to get back to the fundamentals!

Connect with Mike on LinkedIn: https://www.linkedin.com/in/integrityservicesfisher

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Connect with Craig

LinkedIn: https://www.linkedin.com/in/craigeggleton1

Email:  [email protected]

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

David Oliphant & Tim Hooper interview Craig Eggleton who shares golden strategies on energizing your sales team from setting proper expectations, addressing the cause and not symptoms of a problem, being crystal clear in our communication, and avoiding the flavor of the month. He goes deep into Discovering what motivates your team and yourself as a sales leader. He encourages sales leaders to surround themselves with other sales leaders, get involved in masterminds and not become an island. The Bono quote he shared really drove all of this home: “We thought that we had all the answers but it’s the questions we had all wrong!”

David & Tim interview Certified Business Performance Advisor with Insperity, Todd Bowman. Everyone's trying to find the right deal - Venture Capitalist or Sales Pro … it can be hard to say, “No”, but just as difficult not to prejudge a good opportunity. Looking at our PIPELINEs as Deal Flow: know who YOU are and are THEY a good fit. DEFINE who makes a good fit and do better DISCOVERY. The KEY? Asking good questions!! We asked Todd how far into a conversation he could sense a fit or not: 15 minutes in. His qualifiers: LINE UP, FINANCIALS & TIMING (timing is the moving target). Note: If they're not going to give you 15 mins, they won't give you 30. Everyone's got 15 to invest with you. IF YOU'VE ASKED THE RIGHT QUESTIONS ENOUGH TIMES, you know the standard responses. Challenge them when skirting a question. Get them to think differently. 2 QUESTIONS: How'd you get to where you are, and how does this thing end (5 to 10 years)? Spend time with the questions that make them GREAT, not just GOOD! That's what gets them EXCITED! And if they aren't excited about the great questions, maybe that's an indicator they’re NOT a fit. IF YOU'RE NOT SURE OF A FIT  - SLOW DOWN. Don't sell; teach! After the first 15 minutes, it’s really about engagement. Slow down to speed up!

ASK BETTER QUESTIONS & BETTER UNPACKING OF THOSE QUESTIONS. When you end a conversation, try asking: OUTSIDE OF WHAT WE PROVIDE, HOW ARE YOU TRYING TO GROW? We can refer someone or provide a resource (Leave them better than you found them).

Connect with Todd

LinkedIn: https://www.linkedin.com/in/toddabowman/

Email:  [email protected]

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Are you just looking to hire people; or, are your wanting to hire the RIGHT people?

Jim Collins said, “if you begin with the WHO rather than the WHAT, you can more easily adapt to a changing world!”

David & Tim interview guest coaches Jeff Jamaleldine and Mike Noblin and discuss points like:

1. Looking for candidates who are moving toward as opposed to running away from something.

2. Is your culture attracting the right people? Are candidates values-aligned? Jeff shared his personal values of resilience, humble & hungry.

3. Do you have a process in place and use tools like DISC Assessments?

4. Changing our perspective! Less than 1/3 hire from outside their company. Thinking about bringing in different perspectives from outside your industry could be a game changer. Are you “Building The Bench” or picking from an existing bench of people?

Are you just thinking about the human resource needs you have in front of you right now, or more futuristic? WHO will it take to accomplish your visions? As sales leaders and business owners, we need to ABR: Always be recruiting.

Feel free to contact Coach Jeff @ (804) 638-8500

Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

When we as sales leaders no longer need to be the superhero, but we realize our job is to create super heroes — multiplication truly begins. We no longer micromanage, and accountability becomes a gift. The team FEELS our care and they’re free to thrive! When we no longer worry about WHO gets the credit, and we accept we’re in this together as a team, we’ve become Energizers! We’re no longer just a company on a mission to meet quota, we’re a movement on a mission to transform lives! It all starts with leadership! Do WE care for our people? Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

“Systems & processes, systems & processes, systems & processes!” We can still hear Jack Daly’s voice reverberating around the auditorium of our Nashville sales conference! Yes, we’ve all been the “benefactors” of a lack of process at some point leaving us confused and disappointed! If we confuse, we lose! David and Tim stress the importance of INVESTING the time to begin with the END in mind and DEFINE, REFINE & SIMPLIFY the process so it’s repeatable in your sales. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

We all know “that guy”. The person that calls you only when THEY need something. “Don’t be that guy” is an episode compelling us to think about becoming a GIVER instead. “If you may need them someday, then call them today.” Build mutually beneficial relationships and do life with people remembering Bob Burg & John David Mann’s quote in their book the Go-Giver, “Your influence is determined by how abundantly you place other people’s interests FIRST.” Sales coaches David & Tim unpack some practical ideas around becoming a “Go-Giver”. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

It’s not what we do once in a while that changes us; rather, it’s who we are and what we do on a consistent basis! The “flywheel effect” is the culmination of consistent actions. But why be consistent?! Because it creates MOMENTUM in our lives! Coaches David & Tim unpack the nR + nP = M formula in this podcast. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

Something’s not working? Try a small tweak. Or perhaps something’s working well? Try a small tweak to make it even better. Micro-pivots keep us agile and evolving so that change isn’t some BIG, scary, last-ditch effort, but something we’ve exercised on a DAILY basis. Don’t get stuck! Adopt a micro-pivot mindset! Coaches David & Tim unpack this. Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/

What gets measured gets done, AND can be improved upon. We begin to find what really matters when we begin to measure our time investments in those activities. Knowing our metics — high-value metrics — will literally change the trajectory of our lives. Reach out to sales coaches David & Tim: [email protected] — let us know how we can serve you! Join our sales group on Facebook for no-nonsense sales accountability: https://www.facebook.com/groups/Energy4Sales/