Inside BS Show

6 Ways Sales Managers Help Their Team Make More Money

If you want to be successful as a sales manager, this Inside BS Show is a MUST WATCH event. On today’s show, Dave Lorenzo shares the 6 ways sales managers help their sales representatives make more money.

Chapters
00:00 6 Ways Sales Managers Help Their Team Make More Money Intro
00:20 Sales Managers Must Streamline Customer Service
01:30 Sales Managers Can Help Their Sales Team by Being Proactive with Accounts Receivable
03:10 Giving your Sales team Outstanding Administrative Support is a Great Way a Sales Manager Can Help the Sales Team
04:37 Stop Holding Sales Meetings
05:46 Allow Your Sales Team to Introduce Their Clients to Each Other
06:55 Sales Managers Help Their Sales Team by Fighting for them to Get Paid on Time

7 Steps To Building a Great Sales Team

This is your sales team playbook. Today we talk about the 7 steps to building a great sales team. Follow along with Dave as he outlines the step-by-step guide to a multi-million-dollar sales team.

Chapters:
00:00 How to Build a Great Sales Team
00:20 To Build a Great Sales Team Set Clear Expectations
02:26 Step two in Building a Great Sales Team is Focus on Outcomes
04:35 Step three: Track and Measure a Few Key Performance Indicators
06:00 To Build a Great Sales Team You Must Have Frequent Communication
08:13 An Essential Step in Building a Great Sales Team is Removing All Barriers
10:18 Recognize and Reward Successes – Large and Small
12:12 To Build a Great Sales Team Put Relationships First

5 Ways a Sales Manager Can Lead a Sales Team by Example

Today's Inside BS Show is all about leading a sales team. If you have people working for you, this show will help you set a positive example for them. Dave Lorenzo details the five steps you can take to lead your team with your actions and not just your words.

Be sure and watch all the way to the end as we answer a question from a member of the audience.

Chapters:
00:00 How Sales Managers Can Lead a Sales Team by Example
00:20 Make Sales Calls and Carry a Book of Business
02:16 Relieve the Administrative Burden from the Sales Team
05:14 Be Generous with Recognition
06:17 Fight Hard for your Salespeople to Get Paid
08:34 Be Consistent in Your Behavior
11:20 When Does a Sales Manager Give Up On a Sales Team Member?

Sales Managers Use These 7 Steps to Increase Sales

In this video we answer the question: “How do I increase sales in a service business?”  It doesn’t matter of your service business is home services – like landscaping or extermination, personal services – like a personal trainer in a gym or a nail technician, or professional services like an attorney or CPA.

This video and this series of videos will help you increase sales.

Step one: Educational Speech: Professional speaking is a great way to increase sales in service businesses. Giving a speech increases your visibility, enhances your credibility, and differentiates you from everyone else who does what you do.

Step two: Educational Event Hosted by you: Another great way to grow your sales is by hosting an event and teach people how to do what you do. While this may seem contrary, because people can take your ideas and implement them on their own, it is a great way to demonstrate your expertise. In the video I show you how to use this “do it yourself” mindset to grow sales for your service business.

Step three: Direct Mail Sequence: One of my favorite ways to increase sales is with a direct mail sequence. I demonstrate how to use direct mail to grow your business sales rapidly.

Step four: Facebook and Google Advertising: Of course, advertising is one of the fastest ways to increase your sales. Today I show you how to do this without spending a huge amount of money.
Step five: LinkedIn Outreach: One of the most valuable tools we have in business-to-business sales is LinkedIn. If you want to increase sales in b2b, this step will help you enormously.

Step Six: Cold Email: Many people think cold email is not as effective as it used to be.  These days a cold email works about 1 – 2 percent of the time. If you’d like to discover the way I use cold email to increase sales, this step is a must.

Step Seven is the killer secret that you cannot afford to miss. When it comes to increasing sales, this last step is one of the fastest ways to grow your revenue, increase your sales productivity and make more money. DON’T MISS the KILLER SECRET to increasing sales in step seven.

Chapters:
00:00 How do I increase sales in a service business?
01:08 Deliver an Educational Speech and use it to increase your sales.
03:40 Host an event and use that to help you get a sales increase.
04:24 How to craft a fantastic direct mail sequence designed to grow sales in a service business.
06:15 The awesome power of online advertising for sales growth.
07:39 The correct way to use LinkedIn outreach to increase sales.
08:25 The magic of cold email to increase sales when it is done correctly.
10:10 How to get a sales increase in a service business using Dave’s FREE gift.
10:50 The Killer Secret strategy to increase sales in your business.

How to Follow Up and Close Sales

If you are looking for the key to making more money and closing more sales, I have solution for you today on this edition of The Inside BS Show.
Follow-Up has been the key to my success as a sales leader. I want you to enjoy the same type of success.  Join me for today show and you’ll discover my follow-up system that has helped generate millions in new revenue.

Chapters:
00:00 Follow Up. Close Sales. Repeat!
00:17 The Four Types of Revenue In Any Business
02:15 How to transition into the other three types of revenue.
02:50 How important is it to stay in contact with your client database?
04:03 The magic of customer follow-up.
04:52 How can you bring your clients together?

Today on the Inside BS Show, we're talking about the 3 daily habits that will make you more money, making you a successful salesman.

As a salesperson, you need to stay top of mind. You meet a lot of clients every day. Some of those interactions turn into sales, and some don’t. But what happens after you interact with those clients?

Consider the fact that your clients also encounter different salespeople daily and are presented with other product offerings. It's no wonder that they may easily forget you or your products and services. The market is competitive.

So how can you stay top of mind, ensuring that your customers remember you when the time comes for buying?

Apply these 3 sales habits daily and become a successful salesman with explosive sales numbers!

Chapters:
00:00 - 3 Daily Habits That Increase Your Sales Guaranteed
00:32 - How effective are handwritten notecards?
02:35 - How likely are you to get a positive response from a prospective client?
03:03 - Should you help people connect with each other?
03:31 - Demonstrating your external orientation: how to stay top of mind.
04:30 - Should calls to your clients always be sales calls?
05:49 - How can you recommend your clients to other people?

If you want to know what makes a good sales manager, I have some tips for you in this video. Leading a sales team is all about everyone EXCEPT for you. As a leader, your job is to make everyone else on your team better, so that they can shine.

So, to help you take your leadership to the next level, here are a few things you should keep in mind.

If you’re doing reports on your sales team, just stop. These reports create more work for everyone and they’re often not accurate. If you want to know how your team is doing, just ask them about their results each week.

Secondly, don’t waste time with meetings. Sales meetings are often not very productive. What makes a good sales manager in my experience is being able to get out of the way. So get out of the way and let your team sell, don’t take up their time with meetings.

Third, be sure you’re asking your team what they need in order to be successful. If you’re leading a sales team you really need to be the person that can make their jobs easier. Whether that’s helping them out with corporate, with customers, or by marking boundaries, make sure you’re doing whatever you can to improve their sales.

Fourth, pay your team on time and fight for higher commissions. If you show your dedication to the team, they will return it in full.

And finally, it’s not about you. Keep that in mind the next time you get in front of your team. Let them know what you can do for them, and they will show you what they can do for you.

Remember, what makes a good sales manager is often just getting out of the way.

Chapters:
00:00 -  What makes a good sales manager?
00:18 -  Tips for leading a sales team
00:40 -  Create a Distraction Free Environment
02:04 - Great Sales Managers Provide the Sales Team with a System
02:40 - Steal Dave Lorenzo's Sales System
03:30 - Constantly Train and Coach Your Team
05:10 - Focus on Outcomes
06:02 - Dave's Success Story with Focus on Outcomes
08:35 - Share Best Practices
09:33 - Recognize and Reward Positive Behavior

reat B2B Sales Advice from a Horrible Person

Dave Lorenzo shares the advice Newt Gingrich gave his team during a speech. The advice Newt gave is awesome. You don't want to miss it.

Chapters:
00:00 Newt Gingrich Gives Dave Lorenzo B2B Sales Advice
00:30 Who is Newt and Why You Should Care
01:20 How to Shorten the Sales Cycle in High Ticket Sales
04:00 How to Apply Newt's Advice

5 Keys to Professional Speaking for Lead Generation in Business Development

If you’ve ever used professional speaking in your business development process, you must watch this video.  During this episode of the Inside BS Show Dave Lorenzo shares his 5 Keys to Professional Speaking for Lead Generation in Business Development.

Don’t miss this compelling episode of our show. 

Chapters:
00:00 Business Development Training Video: Professional Speaking for Lead Generation
00:30 The Foolproof Process for Using Speaking to Get New Clients
00:54 Adjust Your Mindset
01:08 The Story of How an Attorney Went from Failure to Success with Public Speaking
03:30 Provide a Massive Amount of Information
04:20 Dave’s Jerry Seinfeld Story
06:43 Offer Your Honeypot
09:28 Close with a Transformational Story

What is Client Lifetime Value?

If you want to be great at consultative sales, you need to understand and focus on client lifetime value. On today's Inside BS Show, Dave Lorenzo shares a definition of client lifetime value and why it is so important.

Chapters:
00:00 What is Client Lifetime Value?
00:30 Client Lifetime Value Means Focusing on relationships Not Transactions
04:20 If You Want to Be a HUGE Success in B2B Sales Client Lifetime Value Must Be Your Focus
05:20 To Keep Your Clients for the Long Term Constantly Deliver Value