By Ryan Groth
5
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The podcast currently has 50 episodes available.
Summary:
In this conversation, David Reed interviews Ryan Shantz, former CEO of SumoQuote, about roofing technology and the importance of a structured sales presentation. They discuss the need for contractors to focus on the customer and their needs, rather than just selling themselves. Ryan emphasizes the importance of creating a customer journey and mapping out every touchpoint to ensure a seamless experience. They also touch on the acquisition process and the significance of having solid financials and banking relationships. Ryan shares his post-acquisition experience and highlights the importance of giving back to organizations that help those in need.
Takeaways
Summary
In this podcast episode, David Reed discusses the onboarding process and the first 30, 60, and 90 days for a new roofing salesman. He emphasizes the importance of establishing core values, understanding the company's history and vision, and aligning the salesperson's goals with the organization's goals. Reed also highlights the need for clear expectations, training on sales processes and SOPs, and building relationships within the team. He emphasizes the importance of tracking KPIs, coaching and supporting the salesperson, and focusing on activity and mastering the sales process. Lastly, he discusses the importance of generating referrals and implementing a strong follow-up process.
Takeaways
Summary
In this episode, David Reed interviews Lance Ziegler, a growth consultant, about his experience working with small businesses in the contracting industry. They discuss the unique challenges contractors face when transitioning from a solo operation to running a full-fledged sales operation. They also talk about the Roof Warrior event, which focuses on door-to-door sales in the roofing industry. Some key takeaways from the event include the importance of scheduling, effective onboarding processes, role-playing, and following up with prospects. They also discuss the strategy of focusing on building relationships and nurturing referrals within specific neighborhoods.
Takeaways
Contractors face unique challenges when transitioning from a solo operation to running a full-fledged sales operation.
Effective scheduling, onboarding processes, and role-playing are crucial for success in the contracting industry.
Following up with prospects every week is a key strategy for building relationships and closing deals.
Focusing on building relationships and nurturing referrals within specific neighborhoods can lead to significant revenue growth.
Contractors should be proactive in creating systems and strategies to set themselves up for long-term success.
Summary
Luke McCormack, CEO of McCormack Partners, shares insights on recruiting and leading in the roofing industry. He emphasizes the importance of investing in employees and developing their skills and personal growth. Luke highlights the need for a strong cultural fit when hiring and suggests using personality tests to assess compatibility. He also stresses the significance of having a clear vision for the company's future and communicating it to the team. By focusing on these areas, businesses can attract and retain top talent and drive growth.
Takeaways
Invest in your employees' skills and personal growth to retain top talent.
Prioritize cultural fit when hiring to ensure team cohesion and success.
Use personality tests to assess compatibility and make informed hiring decisions.
Have a clear and compelling vision for the company's future to inspire and motivate the team.
Summary
In this episode, David Reed interviews Andy Hobica from Hobica Services, a family-owned HVAC company in Phoenix, Arizona. Andy shares the history of his company and how they have expanded their services to include plumbing, electrical, and wine cellars. They discuss the importance of building relationships with customers and the power of online reviews. Andy also shares his sales process, which includes calling customers on the way to their homes, wearing booties, and engaging in conversation to build rapport. In this conversation, David Reed discusses the importance of mirroring customers and actively listening in sales. He also shares his approach to building relationships and going above and beyond for his customers. Additionally, he talks about the value of giving back and his nonprofit organization, One Bag at a Time. Overall, the conversation highlights the significance of understanding and meeting the needs of customers, as well as the impact of philanthropy on personal and professional fulfillment.
Takeaways
Building relationships with customers is crucial for long-term success and referrals.
Online reviews can greatly impact a company's reputation and credibility.
Calling customers on the way to their homes and wearing booties shows professionalism and attention to detail.
Engaging in conversation and showing genuine interest in customers helps build rapport and trust.
Small gestures, like offering a free drink or promotional products, can make a big difference in customer satisfaction. Mirroring the customer's interests and avoiding controversial topics can help build rapport in sales.
Actively listening to customers is a crucial aspect of the sales approach.
Going above and beyond for customers, such as conducting thorough assessments and providing additional services, can leave a lasting impression.
Building relationships and rapport with customers is essential for success in sales.
Giving back and engaging in philanthropy can bring joy and fulfillment to both personal and professional life.
Summary
In this episode, David Reed and Martin discuss the next evolution of sales and how technology can improve sales training and coaching. They highlight the importance of having the right characteristics, knowledge, and skills for successful selling. They also emphasize the value of real-time feedback and learning from the best reps in the organization. The conversation explores the challenges in coaching and training sales reps and provides insights on how to effectively implement a coaching program. They discuss the benefits of recording and analyzing sales conversations and how it can lead to improved team performance and customer satisfaction.
Takeaways
The next evolution of sales involves leveraging technology to improve sales training and coaching.
Successful selling requires the right characteristics, knowledge about the product and buyer, and skills to drive great outcomes.
Real-time feedback and learning from the best reps in the organization are crucial for improving sales performance.
Recording and analyzing sales conversations can provide valuable insights for improving team performance and customer satisfaction.
Chapters
00:00 Introduction and Overview
01:03 Understanding Conversation Intelligence
06:24 Coaching Strategies for Sales Teams
08:40 Coaching for Small Contractors
11:33 Time Investment in Coaching
16:44 Actionable Insights from Conversation Intelligence
22:49 The ROI and Market Adoption of Conversation Intelligence
26:14 First Mover Advantage and Data-driven Coaching
31:03 Action Items and Conclusion
34:32 GMC Pod OUTRO.wav
Summary
In this episode, David Reed discusses the second half of the week one onboarding process for sales professionals. He focuses on three primary areas: presentation, discovery process, and follow-up nurture strategy. He emphasizes the importance of establishing a large gap during the presentation to create a sense of urgency for the prospect. In the discovery process, he highlights the need to understand the prospect's compelling reason and quantify the cost of not taking action. He also emphasizes the importance of effective follow-up and communication throughout the sales process, as well as the significance of requesting referrals.
Takeaways
Establish a large gap during the presentation to create urgency for the prospect
Understand the prospect's compelling reason and quantify the cost of not taking action during the discovery process
Implement an effective follow-up and nurture strategy, including providing value-add content
Set clear expectations for handoffs and communication throughout the sales process
Request referrals consistently to increase revenue
Overview
• Introduction: Brief introduction to the company’s vision, goals, and key values.
• Systems Setup: Instructions for logging into company systems and understanding the Perform Platform.
• Initial Expectations: Overview of daily, weekly, and monthly expectations for new hires.
• Mindset and Culture: Importance of a positive mindset, commitment to excellence, and integration into the team culture.
Host Information
• Name: David Reed
• Title: VP of Sales, Sales Transformation Group
• Instagram: @_dreed86_
• Email: [email protected]
Key Topics
Module 1: Getting Started on the Right Foot
• Company Overview: Introduction to the company’s story, vision, and core values.
• Logins and Systems: Setting up logins and understanding the Perform Platform.
• Expectations and Mindset: Emphasis on daily, weekly, and monthly expectations, commitment to excellence, and maintaining a positive mindset.
• Book List: Recommended readings include “Fanatical Prospecting,” “Way of the Wolf,” and “GAP Selling.”
• Structuring Your Day: Time management, role-playing, and social selling.
• Team Culture and Communication: Importance of partnerships and effective team communication.
Module 2: CRM + List Building
• CRM Overview: Introduction to CRM terms, definitions, and statuses.
• Analyzing Leads: How to filter and analyze leads for high-priority opportunities.
• List Building Flow: Process from creating big lists to cherry-picking smaller, targeted lists.
• Best Practices: Strategies for reaching out, including using Google Reviews and marketing activities.
Module 3: Cold Calling/Door Knocking Theory
• Ideal Customer Profile: Identifying green and red flags in potential customers.
• Tonality: Emphasis on the importance of voice tone and delivery during calls and door knocking.
• Call/Knock Structure: Framework for opening, body, and closing of cold calls and door-knocking interactions.
• Questions: Key questions to ask during calls and door-knocking to uncover pain points and qualify leads.
Module 4: Cold Calling/Door Knocking - Qualifying Questions
• Script Development: Crafting effective cold-calling and door-knocking scripts.
• Execution: Best practices for making calls and door-knocking, including role-playing and reviewing recorded interactions.
• Advanced Strategies: Techniques for pacing, pausing, and getting past gatekeepers during calls and door knocking.
Module 5: Cold Calling/Door Knocking - Objection Handling
• Common Objections: Strategies for handling typical objections like “not interested,” “no time,” and “email me” during calls and door knocking.
• Role Playing: Practicing objection handling through role-playing exercises.
• Mindset: Maintaining a positive and curious mindset during calls and door-knocking.
Call to Action
Request your complimentary copy of our leadership ebook by emailing [email protected]
Contact us for more information
For more insights and resources, visit our website at salestransformationgroup.com, or email David directly at [email protected] Let’s transform your business together!
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The podcast currently has 50 episodes available.