In this episode we are going to shed light on a Sales Topic that is WIDELY misunderstood and GROSSLY underestimated

We’re talking about Negotiation, and specifically how it relates to Selling.

Are selling and negotiating the same thing or is negotiating a part of the Sales Process in your opinion?

Tell me what you think - you can comment below or you can click the link below to answer my poll that is live on LinkedIn until the end of the month.

POLL: How does negotiating relate to selling?

This also wraps up Season 1 of the “I See Dead People Processes and Technology” podcast. I’m going to take a few weeks off from the podcast to finish up my new online sources for Sales professionals which is called “Fast Track Selling with AI”. You can sign up for the waitlist to receive an email when it launches in October 2023 by visiting my website www.beacongrowthconsulting.com

See you again in a few weeks!

Well, this week we're talking about sales jargon. Or how I like to frame it: The importance of having a Sales Rosetta Stone.

What do I mean by a Sales Rosetta stone? Well, I'm sure whether you're in sales or not, you're very familiar with the common use of sales jargon, or sales acronyms, or sales terminology that only seems to exist inside of the minds of sales professionals.

What is a Sales Rosetta Stone? Tune in to find out what it is and the short-term & long-term benefits it will have for your company and your customers.

If you are a business owner or marketing leader or sales leader, you have to decide which of the 3 Ways to Find and Create New Customers is going to be your #1 strategy: Inbound, Outbound, and Nearbound.

Each of these three strategies requires People with the right skills and experience to execute on the strategy. Then it must have a repeatable Process which can be executed for months and months by your team. Finally, you have to select a Technology stack to maximize the efficiency of the People and Process you’re going with for your chosen Demand Generation strategy.

Head to my website for show extras and (coming soon!) a Bonus Video showing how to Find & Create New Customers with AI.

Welcome back! This week we’re talking about Process and more specifically the Sales Process. I’ve been in sales for about 20 years now, and I’ve recently fallen in love with how important having a good Sales Process is for any business. So I want to share a What, Why, and How of Building a Sales Process for a business that doesn’t have one yet.

A sales process is a systematic approach to selling a product or service, typically consisting of a series of steps designed to guide the salesperson from initial contact with a potential customer to closing the deal. In the episode, we'll cover:

We'll answer all of these questions and arm you with the info you need to build your own Sales Process for your business.

Full episode transcript here: https://www.beacongrowthconsulting.com/podcast

Hello everybody and Welcome back. I’m your host Justin Williams, and I am the founder of Beacon Growth Consulting

In this week's episode, we’re talking about AI because, well everybody else is. I actually want to share some recent AI experiences I’ve had and more specifically how to harness the power of AI and apply it to your sales efforts.

As a team leader or business owner you’ll have to decide how you’re going to embrace AI since it is likely that your competition already has, so we’ll walk through 4 ways AI is already being used.

Then, we’ll finish with this week’s Truth Challenge where I challenge how AI is being misused or misunderstood in business today.

According to Hubspot, this definition of AI in sales is:

"AI in sales uses artificial intelligence to simplify and optimize sales processes. This is done using software tools that house trainable algorithms that process large datasets. AI tools are designed to help teams save time and sell more efficiently." https://blog.hubspot.com/sales/ai-in-sales

I like this definition, but it's incomplete.

So to start, let's complete the definition and finish with a game plan to correctly and holistically apply AI to our sales efforts.

Full transcripts for each episode can be found here: https://www.beacongrowthconsulting.com/podcast

Welcome back!

In this week we’re talking about Growth, and more specifically how to choose the right growth strategy. As a team leader or business owner you’ll have to decide every few years whether you want to grow fast or you want to grow slow. So we’ll walk through a real life example to give us the wisdom we need to make the right decision every time. But first, you have to have a solid understanding of the connection between GROWTH and the VALUES OF YOUR BUSINESS.

We look at Aesop's Fable "The Tortoise and the Hare" and Bo Burlingham's best selling business book, "Small Giants" for the connection and a framework to help us.

You can find the transcript here: www.beacongrowthconsulting.com/podcast/episode-6-the-tortoise-or-the-hare

In today’s episode, we are going to break down the 5th dysfunction of a Team, Inattention to Results. And as a leader, if you’ve solved the previous four dysfunctions, then this is the last piece of the foundation to install that will set your team or company up for success for years to come.

I’m excited to share another story from my previous work experience to illustrate how you can solve this challenge.

And stick around to the end of the episode to hear the trivia question to cap this Series "How to diagnose and cure the five dysfunctions of a team". In it, we look to one of my favorites Teams of all-time: The Atlanta Braves.

If you know the answer, put them in the comments below or send me a DM on LinkedIn using the link below.

Find me on LinkedIn here: https://www.linkedin.com/in/linkwithjustin/

Full transcript to this episode here: https://www.beacongrowthconsulting.com/podcast/episode-5-try-technology-last

In today’s episode, we are going to break down the 4th dysfunction of a Team, Avoidance of Accountability. We’ve already solved the first three dysfunctions, which means we are SO CLOSE to establishing a firm foundation for your team or company to grow consistently and repeatably, which occurs when you’ve cured all five dysfunctions that plague so many teams out there today.

Avoidance of accountability means your team isn’t comfortable and willing to call out other team members who aren’t performing well enough to help the team accomplish its goals. And that may require a People change or a Process change or both.

We're lucky to have a special guest on this episode, Eddie Davis from the Sales Funnel Professor. He shares a story about at time when he and his team solved an Avoidance of Accountability problem with a people change and a process change.

Check out The Sales Funnel Professor here.

Hello everybody and Welcome back! In this week’s episode we are in the third installment of our five-part series that we’re calling How to diagnose and cure the five dysfunctions of a team!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting.

Today we’re breaking down the third dysfunction of a team which is Lack of Commitment. If you haven’t heard episodes 1 & 2 yet, press pause and go check those out first. The Five Dysfunctions build upon each other and need to be cured in order beginning with the first: Absence of Trust, then Fear of Conflict. Lack of Commitment is the third, then fourth is Avoidance of Accountability, and fifth is the Inattention to Results.

This is all inspired by one of my FAVORITE authors Pat Lencioni’s classic book, The Five Dysfunctions of a Team. We’re taking 5 minutes each week to study them, how they manifest in the workplace, and a few ways to cure is through a real life example I’ve experienced.

Two process changes can help you fix this problem, and in my Truth Challenge for the week, I recommend a Leadership style assessment from Pat Lencioni's Table Group. The link is below.

Working Genius Assessment: https://www.workinggenius.com/about/assessment

Click here for the transcript of this episode.

Hello everybody and Welcome back! In this week’s episode we are in the second installment of our five-part series that we’re calling How to diagnose and cure the five dysfunctions of a team!

I’m your host Justin Williams. I am the founder of Beacon Growth Consulting.

Now if you haven’t listened to Part 1 - “Be Nice”, press pause and check that out first because the Five Dysfunctions that we are covering build upon each other.

This is all inspired by one of my FAVORITE authors Pat Lencioni’s classic book, The Five Dysfunctions of a Team. We’re taking 5 minutes each week to study them, how they manifest in the workplace, and a few ways to cure is through a real life example I’ve experienced.

In this episode, we breakdown the second dysfunction, Fear of Conflict.

Click here for the transcript of this episode.