I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Now that you have a strategy and you know where to post, how often and what should you post??

• Go back to your Ideal Client. What are their pain points? Look at frequently asked questions.

You can catch up with Beverly at hellobeverly.com and follow her all over social for more great tips, updates, and advice at  @hellobeverly

P.S. Catch the bonus lesson in The Sales Launch Code, one of the many resources available to sales leaders and serious salespeople in our All-Access membership program. Find out more here: 75off.saleslaunchcode.com

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

© JPM Partners, LLC

Back with social media expert, Beverley Theresa, to talk about how to generate leads from social media for your B2B sales team.  Leads, leads, leads!! Today we’re talking about where on social media you should be posting. 

Define your ideal client.  This is who you ideally want to work with. 

• Find out where your ideal clients hang out (Hint: you can find user demographics for each social media platform). You also want to make sure they are using it for business and not purely personal.

Catch Step Three, What to Post and When in Meeting 29!

Catch up with Beverley at hellobeverley.com and all over social at  @hellobeverley

P.S. There are multiple tools to find email addresses on LinkedIn, however, I never recommend something I haven’t already used and love, so I can’t verify any of these tools, but if you search “chrome extension LinkedIn email” in Google, you’ll find multiple options!

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

© JPM Partners, LLC 

I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Lead gen is the lifeblood of your marketing funnel, but tracking results from social media efforts can be challenging.

STEP ONE: Create a Measurable Marketing Plan

• What are your goals? What do you want to accomplish, besides just getting leads? Considering hiring goals, promotions, etc. 

Catch Step Two, the best social media platform to be posting on right now in Meeting 28!

You can catch up with Beverley at hellobeverley.com and follow her all over social for more great tips, updates, and advice at  @hellobeverley

P.S. There are multiple tools to find email addresses on LinkedIn, however, I never recommend something I haven’t already used and love, so I can’t verify any of these tools, but if you search “chrome extension LinkedIn email” in Google, you’ll find multiple options!

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

© JPM Partners, LLC 

Not hitting numbers, office politics, irate customers, failing salespeople…Sales leadership is an intense role so I’m sharing what I do to overcome anxiety in case it helps you...

1. Stop & Reboot: Thoughts stem from beliefs which are created in childhood. Yes, being worried about that meeting with your boss tomorrow can be tied to being made to feel you weren’t good enough as a child. 

1. Choose your belief: The Yin Yang philosophy states life is equally balanced positive/negative.  When you’re anxious you’re only seeing the negative. The more you choose the negative, the more you see the negative, and the cycle gets stronger and more difficult to escape. 

1. Force yourself to see it another way, even if you have to fake it: You choose which side of the Yin Yang you dwell in. This is difficult because your fears are also there to protect you from danger. But those fears also be the things that strengthen you if you don’t run away. 

1. Prove yourself wrong: Look for evidence that your new positive outlook is true and prove the negative chatter wrong. That chatter is not “You,” it is your ego trying to protect you from change, rejection, hurt or loss.  But you decide when to listen to it. Over time you can retrain your brain.

What could you accomplish if you didn’t have anxiety holding you back? 

Disclaimer: I am not a medical professional. Medication is there to help temporarily but challenging your ego in this way has long term benefits.

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

P.S.When you’re ready, here’s how we can work together: 

1. Work with me and my expert team in The Sales Launch Code for the intro price of $97/month (no commitment) with this link. Enrollment is now open CLICK HERE for more info and to unlock the code right now with your promo rate (first 100 students only)

Until then, you can continue to receive all my best free resources in my Monday Morning Motivator Sales Meeting, which you watch live every Monday at 10 am EST. Subscribe to any of these channels to get notified when I go live and you can ask me and my guest questions :

YouTube

Facebook

Instagram

Or watch later on:

LinkedIn  (connect with me while you’re there)

iTunes Podcast

The JPM Blog

© JPM Partners, LLC 

While a traditional corporate sales structure is feasible if you are part of the lucky 1% that gets VC backing, it can hinder growth dramatically at a time you can least afford it.   A commission-only model, designed and executed well, is the key to a scalable sales model that dominates the market and makes competition irrelevant.

However, it’s not right for everyone, it requires a new skill set, and it’s not free.  

Here is a checklist to follow to make sure you have the necessary structure to support a professional, highly productive, scalable commission-only sales team:

1. 1. A short sales cycle: You must have an entry-level product or market where deals close within 1-4 weeks of a lead being generated.  For instance, reps might focus on closing SMB’s while working on larger accounts. 

If you’re wondering exactly how to build the best compensation plan in the market, I have training we did on this with Vincent Roazzi, the master compensation builder. You can grab it here with a promo code for 20% off for watching this video:

https://www.saleslaunchcode.com/p/sales-compensation-planning/?product_id=236649&coupon_code=20OFFLIVEPOST

Have a great week!

CEO, JPM Sales Partners

Custom Sales Playbook Designer and Creator of The Sales Launch Code

P.S. When you’re ready, here’s how we can work together: 

1. Work with me and my expert team in The Sales Launch Code for the intro price of $97/month (no commitment) with this link. Enrollment is now open CLICK HERE for more info and to unlock the code right now with your promo rate (first 100 students only)

Until then, you can continue to receive all my best free resources in my Monday Morning Motivator Sales Meeting, which you watch live every Monday at 10 am EST. Subscribe to any of these channels to get notified when I go live and you can ask me and my guest questions :

YouTube

Facebook

Instagram

Or watch later on:

LinkedIn  (connect with me while you’re there)

iTunes Podcast

The JPM Blog

Can you train a new salesperson in a week? Heck yea! Can they make their first sale in a week? Heck yea! Before you say, “Not with my product… “ here’s what you need to know:

Hey, I need your help and yes, it involves Doritos (more about that later)...

The Sales Launch Code is off to a great start, with: 

• 29 students, already doubling their closing rates with deals in the millions (with big names like PepsiCo)...

It’s the ultimate group coaching program for B2B and High Ticket Direct to Consumer Startup Founders and Professional Salespeople….

I’m sharing the exact formula that worked for us, so you can just duplicate it for your business and get massive results, too.

I never imagined being a sales coach, but these results are truly addictive… and every time I save the world from another boring sales demo I get reinvigorated to complete my mission…

But… I need your help to reach our launch goal…

Our introductory rate of $97 per month (75% off) is available to the first 100 students only, after which the price will increase incrementally for new members.

As part of our launch phase, I’m continuing to offer some insanely delicious bonuses so keep posted on those… They’ll come with short notice and expire quickly. 

But (here’s where the Doritos comes in)...

I’m not totally motivated by money... I literally could live in a shack on the beach and be totally happy…

But I AM motivated by FOOD... and the 7 pounds I’ve stacked on since launching has me moving in slo-mo in karate…

So I’ll be going on a cleanse until we reach 100 students. 

Which means no Doritos! 

I figure, every time I want Doritos, I’ll just put the energy into promoting the program… 

So there are a few ways you can help get me closer to Doritos and reach our launch goal of 100 students:

1. Share this link or join me in a live (yes, really live) FREE training Wednesday at 2 pm EST.  Livetraining.jpmpartners.com The Science Behind Why People REALLY Buy: The best sales advice I’ve ever received that launched me to 9 figures… and the same training I’m invited back regularly to teach at Wharton Startup Accelerators. I’ll be running it every Wednesday LIVE until we reach our goal.

Next week I’ll be hosting a 3-hour Sales Playbook Workshop, where we’ll kickstart your Sales Playbook (think of it as a step-by-step sales manual for your salespeople) together, side-by-side. Stay tuned for more details at the end of the week but you can save the date for next Wednesday at 3:30-6:30 EST... it will be capped at 20 students so I can be available for questions.

Thank you so much in advance for believing in The Sales Launch Code and helping us reach our mission of helping you!

Xo

Jessica

If all this talk of Doritos has you craving some, I want to thank you for referring members to the Sales Launch Code with the Doritos The Ultimate Summer Snack Selection Box … Yep.. you read right. To claim yours, you need to let me know the name of the student you referred who enrolled.  Oh gosh… I’m getting hungry already. 

Let’s Lunch!

I mean.. 

LAUNCH!!!

Have a great week!

CEO, JPM Sales Partners

Creator of The Sales Launch Code: Six weeks from startup to conversion machine

© JPM Partners, LLC

Take notes! I’m sharing the three biggest and most common mistakes I see in Sales Playbooks (the biggest would be not having one, but assuming you do or plan on creating one…read on :)

Whether you already have one or are about to put one together, this episode will help you avoid the three biggest mistakes I see in sales playbooks (so your salespeople will actually use it!).

Sales Playbooks are a big investment in time.  A well-done, comprehensive one will be around 60-80 pages long if written or 16-20 modules if done by video.  It’s essentially a training manual for new salespeople and a reference manual for all salespeople.  

I remember the day I realized I needed a sales playbook or I was going to fall apart… fast.  I was training 3-5 new salespeople per week and I couldn’t be in the classroom all day. If I pulled my managers out of the field I’d take a hit on my best producers’ sales. 

But it was very important to me that my new salespeople, who took a risk to come on board and start selling for a startup,  get the same comprehensive step-by-step training I gave all my other salespeople to this point… so comprehensive it took 12 hours to deliver and was unstainable at the pace we were growing. 

I later realized that I didn’t have to wait this long to create it! But no one told me I needed one, or even suggested it.  My mentors had all done this face-to-face and, while I didn’t want to lose that 1:1 time building relationships with new salespeople, it was going to stunt our growth if I couldn’t scale my training program and we didn’t have time to spare. 

It turned out that by “outsourcing” the repetitive parts of training to a sales playbook I was able to scale faster than any of my mentors had because I could focus on the part of launching new salespeople that only I could do: develop a personal relationship and gain their trust. I could do that more effectively because I wasn’t under pressure to cram in twelve hours of material into our time together.

You can see why I’m excited to share it with you now so you can have the same results. 

Sales Playbooks are known to increase closed deals by up to 60% just by having one!  But, if not created correctly, your salespeople won’t use it and, though you’ll still benefit from the process of creating it, you won’t see the impact that a great playbook can have on your team. 

Here are the 3 Biggest Mistakes to Avoid in Sales Playbooks: 

Mistake #1: Not being comprehensive enough

1. 1. 1. Create an expert in one week or less: Your sales playbook needs to make your salespeople an experts in a short period of time so they can serve your customer. That means they need to understand the problem, the solution, and the competitors  better than your customer.. Make sure the playbook includes a full background on the customer, the problem, the universe of solutions, your category of solutions and how you sit amongst your competitors. It can be embarrassing to a salesperson to be in front of a prospect and not know how they stack up against a big competitor when asked.

Mistake #2: Not providing word-for-word written scripts - Often I see short slide-deck versions of sales playbooks that don’t include word-for-word scripting of how to conduct a discovery meeting or sales presentation. 

• Why scripts are important: Scripts are important because they take the guesswork out of choosing the right words for new salespeople.  Often the first question you’ll be asked is, “But what do I say???” They want to know the words, so give it to them. 

• Scripts save the time of trial and error: Scripts are not intended to be read in front of customers, but to be practiced and rehearsed so thoroughly that they become natural for your salespeople to deliver.  If your sales strategy is already closing deals consistently at 60-80%, then you have already created a script through trial and error. The purpose of the playbook is to save new salespeople that trial and error and get them launched quickly. 

1. 1. 1. Time-saving Tip: If the thought of writing out your whole sales process word-for-word is overwhelming, then record your next demo or presentation with a client. Record all the conversations leading up to it as well (if you’re doing face-to-face presentations you can record it in your pocket as long as it just for internal use). Then upload them to YouTube as private (only you can view) or Unlisted (only people you share the link with can find it), and after about the time it takes to watch the video, YouTube will automatically generate transcriptions.  You can find them by clicking on the three buttons under your video when you’re viewing it logged into the owner’s account. Then copy and paste them into a document so you can edit them. You’ll want to share both the video and the script in your playbook. 

Mistake #3: No Video or Audio Samples: The last one is there are no links to actual videos or audio examples of the playbook in action. 

• Why this is important: The more you can provide on this front the better. Especially if you have recordings in front of live customers.  This helps bring what’s on paper to life for the salesperson so they can appreciate not only the words, but HOW they’re delivered. As we know, 90% of communication is non-verbal, so your salespeople have to see you in action to watch the 90% of how the sale is actually made. 

• Time-Saving Tip to Keep your Videos Up-to-date: If you have a written sales playbook, include a link to an unlisted YouTube video of your demo.  Create a sub domain for your demo, like salesdemo.mycompany.com, and forward it to the current demo on YouTube. Whenever you upload an updated version, just update the forwarding link and wherever you’ve already shared the sub domain, it will always be redirected to the most up-to-date demo.  If you have a video playbook, you can use an embed code from a video hosting company like Wistia that allows you to update the video without changing the embed code or links, so you never have to worry that your salespeople are looking at outdated material again!

If you start applying these tips to your sales playbook right now, you get to see the massive impact that your sales playbook can have on the growth of your sales team and your sales. For us, that meant generating over $100M in revenue in three years.  What might it mean for you?

Remember, I’m always here to help so make sure you check some of my free resources and ask how I can help you create your sales playbook side-by-side together!

Have a great week!

CEO, JPM Sales Partners

Creator of The Sales Launch Code: Six weeks from startup to conversion machine

© JPM Partners, LLC

Ever have a customer go completely dark on you? You had a great meeting.. They were all ready to go, and when you go to follow up…

Crickets.

Even though they said they were, “Definitely going to move forward with this… “

Even though the person they said they had to get approval from usually approves whatever they bring to the table…

And they really need to get this problem solved quickly…

Were they lying to you?

When customers go dark, you really only have one option…

When customers go dark… the only option you really have is to continue to follow up with them forever…

Or give up.

But you can always learn from every sales success and failure…

And the root of the problem here goes a lot further back than whatever crafty language you include in your follow up messages…

The root of the problem is that you didn’t create an environment where they COULD say, “Yes!” at the time they are most likely to say “Yes!”  

So let’s diagnose why this happens and I’ll give you a simple solution to avoid it happening again in the future…

Have a great week!

CEO, JPM Sales Partners

Creator of The Sales Launch Code: Six weeks from startup to conversion machine

© JPM Partners, LLC

What if your definition of success doesn’t match what is being put out there by other success gurus and sales trainers? What if you don’t WANT a private jet, a Lamborghini OR a Ferrari? If that’s you.. You need to pay attention to this post ‘cause I’ll show you how some of those thoughts can actually be getting in your way.. And how to overcome them, even if the “gurus” never change their teachings…

I had this thought when my son mistook my Aunt’s white Mercedes convertible with a beat up grey Hyundai… What if we still saw things as we saw them as children? Before our man-made definitions of success were created and sold to us?

I have never personally been motivated by these things… and at one time it hurt my chances at success… because subconsciously, I didn’t want to be associated with the gas-guzzling, environmentally unfriendly version of American-made success…

These portrayals are actually very dangerous and detrimental to the possibility of moral and rich being used in the same sentence…

So I decided we should talk about that today.. Would love to know your thoughts..

Have a great week!

CEO, JPM Sales Partners

Creator of The Sales Launch Code: Six weeks from startup to conversion machine

© JPM Partners, LLC