Influence Understood

By Gerry Gadoury

Strategy ~ Growth ~ Success... more

Download on the App Store

Download on the App Store

Get it on Google Play

FAQs about Influence Understood:

How many episodes does Influence Understood have?

The podcast currently has 131 episodes available.

Influence Understood episodes:

October 31, 2016Ep 31: The 2 Words That Describe Great Salespeople
Episode 31
The 2 Words That Describe Great Salespeople
Show Notes:
Recap of last week: The 3 Growth Phases Of A Sales Person
The 2 Words…
Pleasantly persistent!
Being pleasantly persistent is a strategy AND a technique:
Technique (The “Pleasantly!”):
Be someone your prospect would WANT to talk to!
High energy
Naturally curious
Don’t speak down to them or make THEM the problem to be solved
Strategy (The “Persistent!”):
Be consistent in your outreach
Plan your calls/outreaches – Don’t “Wing-it!”
Reach out over as many platforms as possible
Always add value (This is the CORNERSTONE of effective, modern sales!)
Create a system so that you work through your prospect qualification process the same way
Weekly Challenge:

Evaluate the ways that you reach out to your prospects (phone, email, LinkedIN, Twitter, Facebook, etc.) and create a lead nurturing campaign based on those platforms and where you’ve had success in the past. Here is a sample campaign based on my own experience (Please Note: This is an EXAMPLE, use the platforms that make sense for you!):
Day 1- Phone/Voice Mail
Day 4- Introductory Email
Day 7- Phone/Voice Mail
Day 10- Value Add Email
Day 13- Phone/Voice Mail
Day 16- LinkedIN Invite
Day 19- Phone/Voice Mail
Day 22- Hand-Written Note
Day 25- Phone/Voice Mail
Day 28- Value Add Email
Day 31- Phone/Voice Mail
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
25min
October 24, 2016Ep 30- 3 Growth Phases Of A Sales Person
Episode 30
The 3 Growth Phases Of A Sales Person
Show Notes:
Recap of last week: Referrals, and how to get MORE of them!
Why is this important?
How do we gain competitive advantage?
3 phases:
Sales Person Driven
Referral Driven
Market/Recognition Driven
Weekly Challenge:

Assess where you or your organization is in the “3 phases” model. If you are like more than 80% of the industry, you are in the 1st phase. Analyze your path and see if your path leads you to grow into phase 2 and ensure that it’s outcome is phase 3 (welcome to the top 5%!).
If it doesn’t, and if you haven’t planned for this growth then it is very likely that it does not, then go through the exercise of mentally skipping to the end and asking yourself WHAT you want to be recognized as an expert/thought leader in and course correct to ensure you are tracking toward that.
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
29min
October 17, 2016Ep 29: Referrals, and how to get MORE of them
Episode 29
Referrals, and how to get MORE of them!
Show Notes:
Recap of last week: The 7 Strategies of a World-Class Manager, Coach, and Leader
Why do we get so few referrals?
3 Strategies for more referrals:
The Onsite Orientation
Ask the candidate at the RIGHT time
The 3-5 Strategy
Weekly Challenge:
Execute!
Execute!
Execute!
Pick ONE of the strategies above and implement it immediately. The #1 reason new ideas die on the vine is that we wait to execute on them. Don’t make that mistake!

Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
23min
October 10, 2016Ep28: The 7 Strategies of a World-Class Manager, Coach, and Leader
Episode 28
The 7 Strategies of a World-Class Manager, Coach, and Leader
Show Notes:
Recap of last week: The Candidate Landscape Has Changed, Have Your Recruiters?
Why Managers Fail, and how to fix it~!
The 7 Strategies:
Support NOT Report
Understand drivers (Desired outcome, Motivators, and De-motivators) and communicate accordingly
Be clear in your expectations and your desired outcome
Listen and understand THEN look give direction
Seek commitment THEN look toward accountability
Focus on tomorrow not yesterday ~ Don’t waste energy on what you can’t impact
“Catch” people doing the right thing and then recognize them for it
Weekly Challenge:
I suppose that the obvious challenge would be to ask you to implement the seven strategies, but let’s focus on the strategy that will take the most time to get a handle on and will, simultaneously, give you the most bang for your buck:
Take the time to truly understand, at a deep level, what each individual direct SUPPORT on your team is driven by.
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
24min
October 03, 2016Ep 27: The Candidate Landscape Has Changed, Have Your Recruiters?
Episode 27
The Candidate Landscape Has Changed, Have Your Recruiters?
Show Notes:
Recap of last week: The 3 Elements Of A TOP Performing Staffing Firm
We are in a candidate driven market, what does that mean to recruiters?
Characteristics of a successful recruiter in this market:
Relationship trumps transaction
Candidate focused
Active in groups, creating value through market knowledge
Pipeline, pipeline, pipeline…
See themselves as part of the sales team
Weekly Challenge:
Analyze your introductory conversations with candidates. Where is your focus? Are you talking about your needs, your clients needs, your company policies, or are you focusing on the candidate? If you aren’t, I PROMISE you that it’s costing you top-tier talent!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
24min
September 26, 2016EP26: Staffing 3.0 ~ 3 Elements Of A Top Performing Staffing Firm
Episode 26
The 3 Elements Of A TOP Performing Staffing Firm
Show Notes:
Recap of last week: The Key To Effective Sales Conversations!
Common elements in successful staffing & professional services firms:
Attuned to the market
Healthy tension between sales & recruiting
Deep understanding of the labor pool
Focused on Win/Win/Win
The “3” are in alignment
What are the “3?”
Sales:
Understands and targets their ideal customer
Maintains a “client first” approach to sales and marketing
Stays focused on quality activity (High sales activity is NOT a guarantee of success BUT low activity IS a guarantee of failure!)
Qualifies prospects early and consistently
Delivery:
Understand their ideal candidate
Keeps the wants and needs of their candidates in the forefront of all of their candidate outreach
Builds deep candidate pools/pipelines/networks with a focus on the longterm value of the candidate relationship
Understands the value of lead generation and market intelligence to the success of the firm
Management/Leadership:
Metric driven
Focused on tomorrow NOT yesterday
Understands their role is to develop revenue THROUGH the development of their teams NOT by closing business themselves
Appreciates that a large part of their role is in setting the team up to succeed and then getting out of their way
Weekly Challenge:
This week’s challenge is a team exercise. Managers, sit down with your recruiters and determine where they have had the most success filling roles over the last 18 months. Once you have that data look for trends. Utilize this information to help your sales teams target their prospects toward business your delivery team is the most likely to succeed in fulfilling.
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
30min
September 19, 2016Ep25 The Key To Effective Sales Conversations
Episode 25
The KEY To Effective Sales Conversations!
Show Notes:
Recap of last week: Strategies For Breaking Into New Accounts
What makes a sales conversation effective?
The Message:
Who is the target of this message?
Does it address my target’s WIIFM?
Is it concise, but interesting? (How long should it be?)
The Delivery:
Warm
Engaging (questions!)
Naturally curious
Jargon, jargon, jargon the double-edged sword. (Check out this blog post about Jargon)
Weekly Challenge:
Read my blog post about the 2 elements of effective sales communication (Here!)
Look at your messaging around initial conversations with prospects.
Is it:
Clear- Is it easy to understand (from your audience’s view)?
Concise- Take a minute and cut out any extraneous words or distracting tangents
Jargon-free (see my post on JARGON)- Don’t use language that your audience won’t understand
Targeted towards THEIR wants and needs NOT your “pitch”
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
25min
September 12, 2016Ep24 Strategies for Breaking Into New Accounts
Episode 24
Strategies for Breaking Into New Accounts
Show Notes:
Recap of last week: What’s Your Path To Success?
Common Contacts/Referrals
Introductory Calls (Podcast LINK)
Networking Strategy
Creating content that draws them to you
Weekly Challenge:
If you haven’t listened to it yet, listen to Episode 17 and follow the directions there to ensure your introductory calls are on point (link above).
Review your notes from your customer research and ensure that you know where your ideal customer “hangs out” and ensure you have a presence there.
Start creating content and playing the LONG GAME!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
26min
September 05, 2016 Ep23 What’s Your Path To Success?
Episode 23
What’s Your Path To Success?
Show Notes:
Recap of last week: Overcoming Call Reluctance
What is YOUR path?
How will you know it is YOUR path?
Give it time! (Almost nothing works the first time)
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
...more
20min
August 22, 2016Ep22 Overcoming Call Reluctance
Episode 22
Overcoming Call Reluctance
Show Notes:
Recap of last week: Sales Success: Finding Your Unique Selling Voice:
What is Call Reluctance?
Why is it a game-ender?
Three causes (and CURES!) of Call Reluctance:
You don’t believe in your product, your company, or yourself
You don’t know how to make calls effectively
You don’t have enough people to call on
PROTIP: Never forget that when you are in a business development role (or mode!) that it is your job to make things happen. Don’t let administrative tasks, “busy work,” or non-revenue producing functions crowd out your time. Schedule call blocks just like you would any other meeting!
Weekly Challenge:
Review your prospect list:
Is it big enough (It should be at least twice the length of your weekly outbound call goal)?
Is it stale? See above! If your list is too short it will get stale quickly.
Is it targeted properly? If you aren’t calling the RIGHT people you are wasting your time!
Good Selling!
If you liked this Podcast please take a moment and give us a review & rating wherever it is that you listen to us.
As always, thank you for listening and don’t forget to stop by the Blog , join the community, and download your FREE book: The Successful Business Blueprint!
Thank you,
-G
www.influenceunderstood.com
Strategy ~ Growth ~ Success
...more
23min

FAQs about Influence Understood:

How many episodes does Influence Understood have?

The podcast currently has 131 episodes available.