How to Succeed Podcast

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Are you looking to up your sales game?

In this episode, Collin Mitchell, VP of Sales at Lithium and host of the Sales Transformation Podcast, joins the show to talk about the power of selling to the person and not the persona.

In today's tech-driven world, it's easy to get lost in a sea of AI and tech tools. But Colin reminds us that the key to success is tailoring the sales process to the individual customer based on their personality and what they care about. He shares valuable insights on how to build a connection with customers, from prospecting to negotiating and closing.

So if you're ready to take your sales game to the next level, make sure to join this episode!

Timestamps:

• 0:00:18 - Selling to the Person and Not the Persona with Colin Mitchell
• 0:02:23 - The Power of Human Selling in the Age of AI
• 0:04:14 - Exploring the Benefits of AI for Sales Teams
• 0:08:02 - Exploring the Benefits of Technology in the Sales Process
• 0:13:57 - Leveraging AI and Human Instincts
• 0:20:56 - Selling to the Person, Not the Persona
• 0:22:44 - Applying Sales Methodology Differently to Every Call
• 0:24:46 - Succeeding at Selling to the Person, Not the Persona

Key Highlights:

• Human salespeople are most valuable in tailoring the sales process to the individual customer, not just a general persona.

• Technology should be leveraged at different stages of the sales process, depending on the specific use case. This can include early prospecting, marketing automation, conversational intelligence, and follow-up and closing tactics.

• Use technology to enhance the sales process, not replace it entirely. AI can be used to read scripts, but human judgment is still valuable in sales.

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Do you want to establish lasting connections with clients and boost your sales success? As a construction business owner, you need a solid sales strategy that enables you to cultivate enduring relationships with your customers. In this episode, I'll reveal the key solution to achieving sustained success in your sales efforts - fostering long-term client partnerships.

In today's rapidly shifting business environment, contractors face challenges such as embracing new technology and improving communication within their organizations. Being adaptable and open to change is essential for commercial construction businesses to thrive and remain competitive. Customized sales training tailored to an organization's specific requirements is critical, enabling businesses to develop a customized system that works best for their needs and circumstances.

Timestamps:

• 00:06:15 - Attitude for Success in Commercial Construction
• 00:11:03 - Good Behavior for Contractors,
• 00:13:44 - The Importance of Building Relationships in Commercial Construction,
• 00:14:02 - Story of a Successful Contract,
• 00:14:55 - The Importance of Discounts in Winning Business,
• 00:19:31 - Essential Techniques for Commercial Construction,
• 00:21:03 - Turning Interviews into Pain Meetings,
• 00:23:11 - Project-Centric Satisfaction Meetings,
• 00:28:52 - Bringing Passion Back to the Industry,
• 00:29:12 - Challenges, Solutions, and Closing Thoughts

Key Highlights:

• The attitude that leads to success in commercial construction is one where the only way to win is to help your client win.
• Change orders are the gift that keeps on taking. They take away from relationships, trust, and integrity.

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In this episode, Herb Cogliano, an experienced executive business coach who has helped numerous midmarket businesses achieve exponential growth shares his insights and strategies on how to scale up your business to the next level. From identifying the key factors that can inhibit growth, to unlocking the potential of your people and your company, Herb provides practical tips and advice that you can start implementing right away.

Whether you're a small business owner looking to take your company to the next level, or a midmarket business owner facing growth challenges, this episode is for you. Don't miss out on this opportunity to learn from one of the most experienced business coaches in the industry. So, tune in now and get ready to take your business to new heights!

Timestamps:

• 01:39 - The growth framework for midmarket business owners
• 03:55 - Common mistakes people make when trying to grow their business
• 08:15 - The ideal attitude of someone who wants to go big in their business
• 10:07 - Going from zero to one or 10 employees
• 14:09 - Ownerships vision for the company
• 16:18 - Strategies for scaling a company
• 17:53 - The four stages of scaling a company
• 22:08 - Using cash as a tool to grow a company
• 24:18 - Biggest failure lesson learned and biggest hurdle to overcome

Key Highlights:

• Many midmarket business owners struggle with the growth paradox - the more successful their company becomes, the more complex it becomes, leading to more challenges in managing people and dealing with drama.
• The growth journey included promoting and growing employees, leading to increased sales and profits.

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Discover the transformational power of intentional inclusion in our enlightening conversation with Dr. Nika White, founder of Nika White Consulting and author of "Inclusion Uncomplicated." Learn how being proactive, strategic, and possessing foresight can pave the way for creating inclusive environments where everyone can excel and feel a genuine sense of belonging. We also debunk common misconceptions around inclusion, emphasizing that it isn't a zero-sum game, but rather requires a harmonious blend of diversity, equity, and inclusion for people to truly feel accepted and validated.

In the latter half of our discussion, we tackle the challenge of fostering belonging within organizations without labeling it as a DEI event. Dr. White underscores the significance of measuring and monitoring the work's impact instead of just the activity itself. The key lies in having the voices of those with lived experience at the table, ensuring that decisions cater to the needs of diverse individuals. Don't miss out on this insightful episode with Dr. Nika White and learn how to excel through intentional inclusion.

(0:00:05) - How to Succeed With Intentional Inclusion (12 Minutes)

We explore what it means to be intentional about inclusion and the power behind the word intentional. I explain how being intentional requires us to be proactive, strategic, and have the foresight to create inclusive environments. We also discuss the common misconceptions around inclusion and the importance of intentionally creating a sense of belonging. I emphasize that inclusion is not a zero-sum game and that it requires a combination of diversity, equity, and inclusion for people to feel accepted and validated truly.

(0:12:22) - DEI Implementation and Measurement (14 Minutes)

How can we create a sense of belonging within organizations without explicitly making it a DEI event? It's not just about what we call the work, it's about doing the work, and the mindset shift needed to make a difference. We need to measure and monitor the impact of the work, rather than just the activity. Having the voices of those with lived experience at the table is essential to ensure that decisions impact the needs of those who look different.

In this episode of the "How to Succeed" podcast, bilingual sales trainer Jorge Saunders joins to discuss the principles of selling in Spanish in North America.

Saunders addresses the approximately 53 million Spanish speakers in North America and emphasizes the importance of delivering training in their mother tongue to ensure comprehension and success. This episode also covers the bilingual experience and the importance of mastering English and Spanish for sales professionals.

Gain expert insight on mastering Sandler Sales in Spanish with these tips and strategies for success – don't miss it!

Timestamps:

• [00:01:14] Selling in Spanish and How It Is Different.
• [00:04:56] Separating personal and professional.
• [00:09:43] Cultural differences in business.
• [00:11:14] Accountability in Latin American Business
• [00:15:28] Learning in your mother tongue.
• [00:15:38] Adjusting Sandler techniques.
• [00:22:00] Global sales training rollouts.
• [00:26:30] Lessons learned in sales.

Key highlights:

Success is achieved when you have a clearly defined goal that you pursue passionately every single day, driven by your love and dedication toward it.

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Revolutionizing the Sales Landscape: Exploring the Power of AI in Sales and Customer Service with AI For Sales expert, Chad Burmeister.

Discover the transformative power of artificial intelligence in sales as Chad Burmeister, founder of BDR AI and host of the AI for Sales podcast, joins me for an enthralling discussion on how AI is revolutionizing the sales landscape. We tackle the burning question on everyone's minds: will AI replace jobs? Together, we unveil the countless ways AI can optimize time and provide efficient solutions for creating websites, emails, presentations, and scripts, while also emphasizing the importance of understanding the differences between humans and AI.

Venture further into the world of AI with us as we examine the potential of AI-powered conversation bots to assist sales teams with inbound leads. Learn how AI can be programmed to handle objections, route inbound leads to the appropriate team or individual, and prevent drift. We'll also delve into the role AI plays in customer service scenarios, such as lowering the barrier of resistance for customers when they call in. Don't miss out on this opportunity to explore the fascinating world of AI tools and techniques and their potential impact on the future of sales.

(0:00:06) - AI Sales Success Chad and I discuss AI's potential to optimize time, add humanization, and move from Gmail to an abcco account.

(0:13:24) - AI-Powered Digital Sales Assistants Chad Burmeister and I discuss AI-powered conversation bots, handling objections, routing inbound leads, drift prevention, and customer service scenarios.

(0:19:45) - AI in Sales Techniques Chad and I discuss AI tools, intent data, Infotelogen, Bambora, Humantic AI, ChatGPT, and automated voice/script generators for sales teams.

In this episode, Megan Miller, who is an intentional expert, speaks on the podcast about intentional selling, offering advice on how sales professionals can stay on top of their game in the midst of chaos.

She explains the importance of being able to choose who to spend time with and to think of what success looks like and emphasizes the concept of working together with others instead of competing against them. Finally, she speaks on the need to check one's mindset in the morning and to be intentional with decisions being made.

If you want to gain knowledge about Intentional Selling: Strategies and Tips for Successful Sales, then you must not miss this episode!

Timestamps:

• 00:04:46 Community over competition.
• 00:05:20 Work smarter, not harder.
• 00:10:30 Take Time For Yourself.
• 00:15:38 Sales strategies and intuition.
• 00:16:19 Trust your intuition.
• 00:20:26 Defining success for yourself.
• 00:21:31 Find happiness in the present.
• 00:23:31 Lessons learned in sales.
• 00:26:12 Trust yourself and take action.
• 00:27:08 Connect to build relationships.

Key highlights:

We shouldn't get frustrated when we have a bad day and we shouldn't get too excited when we have a good day because that day was predicated on all of those other days. The best way is to enjoy and embraces both of them.

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In this episode, Jeff Stasiuk talks about the significance of writing effective field copy that can grab people's attention and lead them toward the sales funnel.

He shares how some people make the mistake of being too forceful and aggressive, and that there's a need for sales copy tools that can guide potential customers smoothly towards the end of the funnel, which is making a purchase.

So, if you're interested in learning about effective sales and retention copy, then this video is a must-watch!

Timestamps:

• 0:00:02 How to Write Field Copy That Captures Attention and Gets People Into Your Funnel
• 0:02:32 The Benefits of an Abundance Attitude in Modern Business Processes
• 0:04:28 The Power of Attitude in Modern Selling: How to Develop the Right Intent and Mindset
• 0:08:19 Conversation Summary: Doing Business with the Right Message at the Right Time
• 0:12:39 15 Tips for Writing Effective Sales Copy
• 0:14:27 5 Tips for Personalizing Your Communications
• 0:16:14 Sales Tips and Tricks for Developing the KLT Factor
• 0:20:50 Establishing Belief in Your Messages
• 0:22:31 Unlocking the Power of Sales Enablement Copywriting
• 0:24:04 The Benefits of Mentorship: AI Copywriting and Biggest Regrets
• 0:27:21 Tips for Leveraging AI to Enhance Your Copywriting

Key highlights:

When it comes to sales and advertising, the discussion centers on the significance of having the appropriate message for the right person at the right moment. This entails recognizing each potential customer's position in the sales funnel and customizing the message for each one.

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In this episode, we are joined by Dan Solin, a New York Times bestselling author and President of Solin Strategic LLC and Evidence-Based Advisor Marketing. Dan will be discussing his expertise on "How to succeed at relating to anyone". Dan believes in evidence-based practices and strategies to build relationships with anyone.

Whether you are in business or just trying to connect with others, Dan's insights and tips will be valuable for anyone who wants to improve their communication skills and build stronger relationships. Tune in to this video to learn from Dan's wealth of experience and knowledge.

Timestamps:

• 0:00:21 How to Succeed at Relating to Anyone
• 0:03:20 Common Misconceptions in Sales and the Science of Interpersonal Relations
• 0:04:50 Asking Questions and Building Relationships
• 0:09:00 Exploring the Difference Between Introverts and Extroverts
• 0:10:29 Creating an Emotional Connection, Likeability, and Trust
• 0:12:10 The Advantages of Being an Introvert in Sales and Service Roles
• 0:16:52 Assumptions in Sales and the Benefits of Asking Questions
• 0:18:46 The Benefits of Trusting Prospects During the Sales Process
• 0:21:21 Defining Success and Building Trust
• 0:23:26 Exploring Contentment, Self-Awareness, and Success
• 0:26:13 The Power of Risk-Taking and Curiosity
• 0:28:16 The Impact of Automation on the Human Workforce

Key Highlights:

There are a lot of positives to being an introvert and to being an extrovert. Yet it turns out—and this was a significant realization—that the best approach to win people over is to give them the confidence to talk positively about themselves. Nothing makes people happier than chatting about themselves.

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In this episode, Deb Ellenberg, the author of LinkedIn The Sandler Way, shares proven strategies for maximizing your lead generation efforts on LinkedIn. Whether you're a business owner, sales professional, or marketing specialist, you'll learn how to find more prospects in less time and grow your business on LinkedIn. From optimizing your profile to building a targeted network and leveraging advanced search features.

Deb will show you how to get the most out of this powerful social media platform. Don't miss this opportunity to learn from an expert and take your lead generation to the next level!

Timestamps:

• 0:00:15 Leveraging LinkedIn for Prospecting with Deb Ellenberg"
• 0:03:03 Attitudes for Leveraging LinkedIn for Prospecting
• 0:05:08 Leveraging LinkedIn for Sales Professionals: Attitude and Behavior
• 0:06:54 Leveraging LinkedIn for Cold Outreach: Tips and Techniques for Successful Prospecting
• 0:14:24 The Benefits of Intentional Networking on LinkedIn
• 0:16:10 Hacks for Successful LinkedIn Networking
• 0:17:47 Tips for Effective Networking on LinkedIn
• 0:19:52 Leveraging LinkedIn for Prospecting
• 0:21:48 Conversation Summary: Defining Success
• 0:23:08 Overcoming Head Trash and Finding Success with Sandler Training

Key Highlights:

Salespeople should have a mindset of connecting and engaging with people on the platform rather than trying to pitch them immediately and having the right attitude and mindset when using LinkedIn as a salesperson is necessary.

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