Sales Babble

Value Propositions That Sell with Lisa Dennis #227

In this episode Lisa Dennis returns to discuss her new book, Value Propositions That Sell. Lisa is an  industry expert who provides  strategies and tactics for marketing and sales organizations. She’s particularly gifted at  ensuring the messages broadcast by marketing and sales are consistent,  relevant, and speak directly and authentically to customers.  Lisa has  a process she uses to construct a value proposition and her new book discusses how to turn your message into a magnet that attracts buyers.

Why Value Propositions?

Most sellers talk about the features and benefits of their products and services. But that’s not enough. They don’t talk about the relevance of their products to the market. Why is this important? The internet makes it easy to get your message to anyone around the world. But it’s getting harder rise above the noise and be recognized. The goal is to promote a message where the prospects says “oh yeah, that’s me.”  That’s the power of relevance.

 What is a Value Proposition?

There are two parts to a value proposition according to Lisa Dennis:

* It first states the buyers needs, challenges, and goals.

* Next it states that the seller understands the prospects challenges and goals. It then connects an offer to that understanding. Lastly it share why their offer is better than the rest.

A format she recommends includes:

* Statement  of buyer objectives.

* Statement of offer in context of the prospects objectives. Again it must be relevant.

* Differentiation  statements including 1 or 2 things unique to the sellers offering AND proof it’s true. The goal is to sound different and stand out.

* Backing it up – one or two customer testimonials, industry quotes, and case studies as proof.

Value Proposition Outcomes

From the value proposition you can build a:

* pitch,

* tag line,

* extended message ,

* blog posts with value drivers,

* discovery questions,

* sales presentations,

* marketing content.

A value proposition provides a solid consistent foundation for all your selling. It does this by providing the value drivers, quantification of value and proof.  Lisa recommends interviews to build your value proposition. Start by interviewing the market. Then interview internally within the company, employees who face the customer (sales and support).

How to Find Lisa Dennis

You can find Lisa at the following links:

* http://www.valueproposition.expert/  Go here for the free assessment and infographic offered during the interview

On social media find Lisa here:

* https://twitter.com/knowledgence      @knowledgence

* https://www.facebook.com/knowledgence

* https://www.linkedin.com/in/knowledgence

You can sign up here to get on her book launch email list http://www.valueproposition.expert/book

Value Proposition Episodes

Here are past episodes that discuss the power of value propositions. Enjoy!

* Stop Guessing How to Sell and Use Market Research with Corey Hammer

* Why Do I Need a Brand with Kim Speed

White Collar Warrior with Bill Hart #226

In this episode I interview Bill Hart, author of the book White Collar Warrior: Lessons for Sales Professionals from America's Military Elite. Bill is a real estate expert and business coach who interviewed some of the best and brightest Army Rangers and Navy SEALS. My son Captain John Helmers is attempting Ranger School for a second time in August 2018. It's a great time to look into these elite military schools and see what business professionals can learn from them.

It's About the Mentality

Ranger school requires amazing physical ability. But it's not about athletism. It's about the mentality. You can't wing Ranger and Navy Seal schools. Yet so often sellers wing each sales call. Here are the seven characteristics Bill found common among the military elite:

1. Training – they keep working on their craft and improving their skills.
2. Discipline – they commit to their goals and responsibilities. They create habits that ensure daily success.
3. Fear – in sales it's call reluctance. Fear tells you this is important. Let the results overcome your fear.
4. Planning – they plan for success and failure. For sellers, business planning is a must, getting organized in a methodical manner
5. Failure – learn from your failures, "Failure, the greatest teacher is" – Yoda
6. Motivation – know why you're doing what you're doing. WHY ARE YOU DOING THIS?
7. Team – can't be a lone wolf. You have others who can help you leverage success.

Remember this Discipline equals freedom!

How To Find Bill Hart

This is Bill's website https://www.coachbillhart.com/

For a leaders guide, reader guide, and book summary go to www.whitecollarwarriorbook.com

His book White Collar Warrior: Lessons for Sales Professionals from America's Military Elite.

Selling Mindset

We have many past episodes on the selling mindset. Enjoy!

• Debunking Sales Myths with Mike Schultz #216
• How To Sell With The Socratic Method with Roger Breisch #214
• How To Sell With the CRINGE Method from Doug Vigliotti #213
• The Key to Authentic Selling with Jeff Davis #207
• The Purpose of Sales with May McCarthy #203
• Time To Sell Mindset with Chris Spurvey #202
• Three Step Process to Narrow Your Sales Focus #201
• Why Commissioned-Based Sales Plans Fail to Work with Justin Clark
• How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192
• Phiology: Secret Code of Leadership David Eisley #189

The post White Collar Warrior with Bill Hart #226 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

White Collar Warrior with Bill Hart #226

In this episode I interview  Bill Hart, author of the book White Collar Warrior: Lessons for Sales Professionals from America’s Military Elite.   Bill is a real estate expert and business coach who interviewed some of the best and brightest Arm

Making Sales in Startups with Sean Higgins #225

Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episode we talk about making sales in startups. Get those first 10 customers today.

Solve a Problem

Ideas are cheap so what's really needed is problem solving. Successful startups keep this in mind. Sean believes entrepreneurs should address the hardest problem in the room and keep at it. Too often startups mistakenly focus on hyper viral growth. Most business don't work that way. Better to find a group of customers that you can serve and grow gradually.

Yes you need to have a long term vision. But focus on what makes your business better NOW. There are two types of businesses:

• Traction Based Company – have $10K month revenue
• Team Based Company – pre revenue raising dependent on a quality proven team

Success is more likely if you validate a business with recurring revenue. VC fund companies who are proven winners. 0-10 customers is where you coalesce your ideas: the value proposition, the pitch, biggest pain points and how you fit in that situation.

Big 3 Questions

Sean has three questions sellers should ask and answer:

Why anything? Explain why your category matters and why prospects should consider a new solution. Why us? – Explain why people should pick your company. Every founder has an origin story. The story tells why they built the business and how they differentiate. Tell stories. Why now? – This is the most difficult challenge for startups. Motivate prospects to buy now by showing how you address a real problem instantly.

When To Pivot

The way to know when it's time to pivot is to have as many conversations as possible. If there is no interest, you're chasing failure. Pivot! A pipeline without closed sales is not for real. There are two tiers of sales:

• 0-10 it's all about discovery
• 10-100 – it's about sales automation, social selling, process and tools.

Connect with as many prospects as you can and ask: why anything, why us, and why now. If people don't get what you're saying, you're not explaining your category, your company, or your value.

Sales Automation Tactic: FunnelAI social media data scraper for finding leads. It creates the leads when companies share they are being challenged and under stress.

Warning: when content marketing, give 5 contents of value before asking for a sale.

How to Find Sean Higgins Twitter- https://twitter.com/higg1921 Linkedin- https://www.linkedin.com/in/seanm-higgins/ Here's the link to the course: https://www.udemy.com/draft/1736562/?couponCode=SALESBABBLE The promo code: SALESBABBLE Entrepreneurial Mindset

Here are other past episodes digging deeper into startup sales.

• The Transparency Sale Part 2 with Todd Caponi #222
• The Key to Authentic Selling with Jeff Davis #207
• What's Not Working In Sales Today with Brandon Bruce #204
• Three Step Process to Narrow Your Sales Focus #201
• How to Pitch Shark Tank with Michelle Weinstein #184
• How to be a Sales Sherpa with the Hyperconnected David Fisher
• Startup Story Where Software Goes to Seed with Charlie Wiltgen #179
• Sales Cycling and Startups with Jon Woodroof #145
• Selling from the H.A.R.T. with Mega Cindy Vranken #143
• Lose Your Ego Gain The World with Todd Lemense #139

The post Making Sales in Startups with Sean Higgins #225 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Making Sales in Startups with Sean Higgins #225

Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episod

The Index Card Business Plan with Brian Margolis #224

In this episode we meet Brian Margolis, author of the "The Index Card Business Plan For Sales Pros and Entrepreneurs". The natural order of life and business moves from the simple to the complex. Yet at the same time big advances in science are the simplest of answers. You too can simplify and advance your business. Brian walks us through his business Chaplanning process with only a set of recipe cards!

Have a Strategy

If you had a completely free day, what would you work on today? If you're unsure you don't have a business strategy. Let's get one and build a process that ensures results. Stop procrastinating.

Characteristics of Pillars on the Index Card

Brians process is based on a set of pillars. Pillars are activities when executed consistently have a diproportionate postive effect on your business. When you execute your pillars, in a week you will see results.

Examples of Pillars:

1. Proactivity
2. High leverage activity
3. Action or predictable result
4. Something you already know how to do
5. You can measure it weekly
6. It's not already a habit

Example Pillars for one client…

1. Schedule certain number of meetings
2. Send 5 non-sale touches to existing clients
3. 2 hours a week sharpeing the axe
4. Worked out 3 times a week.

Brian's Pillar

• Prospect and message 3 hours a week (uses a spreadsheet)

How To Find Brian Margolis Website: ProductivityGiant.com Twitter @prodgiant Facebook https://www.facebook.com/ProductivityGiant/ LinkedIn www.linkedin.com/in/margolisbrian Go to the website for a worksheet for the book and see the first chapter What are the Sales Process Steps

To dig deeper into this topic listen here….

• Master the Art of Closing the Sale with Ben Brown#161
• Sales Cycling and Startups with Jon Woodroof #145
• Wizard of Oz Sales Process with Steve Kloyda #137
• 4 Step Sales Framing Process with Aaron Janx #131
• Win Sales with Mindset Sequence and Systems with Johnny Campbell #123
• How to Sell To Government with Kevin Jans
• Why You Need a Sales Process an Interview with Randy Meier
• How to Sell Coaching Services with Julie Foucht #98
• How To Pitch a Magazine with Cherlyn Chong #97
• 8 morning Rituals for Sales Success with Rayven Perkins #93

The post The Index Card Business Plan with Brian Margolis #224 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Index Card Business Plan with Brian Margolis #224

In this episode we meet Brian Margolis, author of the “The Index Card Business Plan For Sales Pros and Entrepreneurs”.  The natural order of life and business moves from the simple to the complex. Yet at the same time big advances in science are