Sales Babble

How to Find Sales Leads with Twitter with Madalyn Sklar #199

Sales Babble listeners are always asking about social selling and using social media of discover new leads. Sales people are ALWAYS looking for new leads.  We know that LinkedIn can be alot of help, but what about Twitter, what about Instagram or Facebook? Is Snapchat worth your time?Today we ask AND answer those very questions. M

The Birth of a Salesman

One consistent message I get from the Sales Babble audience is they love that Sales Babble makes sales simple by sharing practical advice and selling stories. Well today we're going to knock that out of the park. Our guest is sales professional and author Carson Heady and he's the author of the book series, Birth of a Salesman. Carson spins a sales adventures of fictional Vincent Scott as a vehicle to describe what makes for great sales.

Superman With a Briefcase

The protagonist of the book is Vincent Scott. The story starts with him entering sales right out of college. His is young, brash and soon finds he's good at it. He appreciates being well paid and is soon promoted and promoted again. Vincent represents all of us. We are all tested in our careers and personal lives. Like him, we make mistakes and have wins.

In Carson's mind, Vincent is a Superman with a Briefcase. Vincent's not afraid to take risks. Yes he sometimes fails but in the end he is a success in his profession. This character is a mix of people Carson has worked with over time.

Attributes of a Great Seller

Vincent Scott struggles like all of us: dealing with bureaucracy, difficult deals, and working with others. This is something we all face in our careers. It's not limited to sellers only. The stories develop to show how he matures over time.

Politics and corporate culture are a constant struggle in the book. Carson believes great sales demands:

• Passion
• Personality
• Tenacity
• Endurance
• Toughness

There is more to sales than being an extrovert.

How To Find Carson Heady

You can connect with Carson on the web, blog and books:

• Website
• LinkedIn
• Twitter
• Facebook

Carson has published three books:

• Birth of a Salesman
• The Salesman Against the World
• A Salesman Forever

Sales Skills Training

Here are past episodes that will help you find your A game in sales. Listen now!

• Sales Jokes That Don't Fall Flat with Jon Selig #195
• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How Salespeople Overcome Procrastination with Eric Twiggs #178
• How To Sell The World with Karl Weaver #177
• Selling In A Skirt with Judy Hoberman #170
• Memory Hacks for Sales Professionals with Brad Zupp #169
• How To Write A Successful Sales Plan with Jamie Irvine #168
• How Sales Can Help Buyers Help Themselves – Hugh Liddle #164
• 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
• Persuasion and the Art of Influence with the Sexy Boss Heather Ann Havenwood #141

The post Birth of a Salesman with Carson Heady #198 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Birth of a Salesman

One consistent message I get from the Sales Babble audience is they love that Sales Babble makes sales simple by sharing practical advice and selling stories. Well today we’re going to knock that out of the park. Our guest is sales professional and author Carson Heady and he’s the author of the book series,  Birth of a Salesman. C

Never Be Closing – Key To Better Sales with Tim Hurson #197

The second most difficult task of a sale is to ask for the business. Closing a prospect is a monumental challenge for many sales professionals. But maybe we're looking at this all wrong. Tim Hurson is the author of the book "Never Be Closing". In this episode Tim shares a process where prospects close themselves without arm twisting or sketchy wordplay trickery. Take your closing skills to the mastery level!

Have a Don't Close Mindset

Tim recommends going into a sales conversation with the idea of learning something. Set aside the expectation of closing quickly. People will close themselves if you do the process right. It takes time to build a relationship. People fear purchasing from a stranger, but they do appreciate purchasing from those they trust.

Purpose of a Sales Call

What is the purpose of a sales call? It's not to make the sale, it's to make the sale, AFTER the sale. Sales calls are measured on a binary scale: You closed or NOT closed. This is false. There is nuance in every sales call and you can learn from the experience. Every call is an opportunity for success.

Simplest Close of All

Ask the question "What more do you need to know before we proceed". If they say nothing else start the paperwork that moves them from a prospect to a client.

Of course not everyone is qualified for your business. But prospects may know someone who IS qualified. Think referrals.

Take Action Advice

GPS – learn from experience, evaluate the last sales call and ask the following questions:

• Great – what went well?
• Poor – what went poorly?
• Step ups – what can I do better next time?

How To Find Tim Hurson

You can find Tim on LinkedIn linkedin.com/in/timhurson

• thinkxic.com (Company Website)
• blog.thinkxic.com/ (Blog)
• tenkaizen.com (Think Better)

Twitter @tim_hurson Book – Never Be Closing – how to sell better without screwing your clients, colleagues or yourself. How To Close a Sale

We have many past episodes sharing advice on how to close a sale. Listen today!

• The Perfect Close with James Muir #132
• 4 Step Sales Framing Process with Aaron Janx #131
• Success Hacks for Sales with Scott Hansen #101
• How to Sell Coaching Services with Julie Foucht #98
• How to get your ASK in gear, an interview with Connie Kadansky #87
• The 5 Fundamentals for Closing a Sale #79
• Small Business Sales Techniques an interview with Kent Zaretzke #75
• How To Be Bold By Prequalifying Prospects Part 2 with Tom Reber #65
• How To Be Bold By Prequalifying Prospects with Tom Reber #64
• The Smooth Sale Pricing Process with Elinor Stutz #60

The post Never Be Closing – Key To Better Sales with Tim Hurson #197 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Never Be Closing – Key To Better Sales with Tim Hurson #197

The second most difficult task of a sale is to ask for the business. Closing a prospect is a monumental challenge for many sales professionals. But maybe we’re looking at this all wrong. Tim Hurson is the author of the book “Never Be Closing

Top 10 Sales and Marketing Tools for 2018 #196

In this episode Neil Kristianson from Email Splat visits Sales Babble in the international podcast studio. As we gather around the fire, Neil and I drink homebrews, sample salsa, mustards, various cheeses and crackers. But this is not and end-of-year sendoff. Throughout this bacchanalia, Neil and I share the top 10 sales and marketing tools, we feel Sales Babble listeners should adopt in 2018. Below are links to each of the tools mentioned in this episode.

Neils Sales and Marketing Tools

• Rescuetime – A personal analytics service that shows you how you spend your time and provides tools to help you be more productive.
• Web Merge – An online platform that allows you to easily collect data, populate a document and send it to any contact automatically. We provide you with flexible document types, dynamic content, and delivery options that fit to your business needs.
• Stepshot Guides – A unique software to create training manuals, technical blog reviews, software workflow presentations and step-by-step guides with no hassle.
• Zapier – Connect the apps you use everyday to automate your work and be more productive. 1000+ apps and easy integrations – get started in minutes.
• Create Space – Provides free tools to help you self-publish and distribute your books, DVDs, CDs, and video downloads on-demand on Amazon.com and other channels.

Pat's Sales and Marketing Tools

• Hunter.io – Easy way to find professional email addresses. Give a domain name and get the list of all the emails related to it found on the internet.
• ToDoist – Trusted by millions, Todoist is the best online task management app and to do list. For Web, iPhone, iPad, Android, Chrome, Outlook and many more!
• MailTester – Check if an e-mail address is valid or not. Find out why a mail bounces. Get technical information about a mail account and it's mail (SMTP) server.
• Active Campaign – Integrated email marketing, marketing automation, and small business CRM. Send beautiful newsletters, setup behavioral based automations, and benefit from sales automation.
• SlyDial – Voice messaging service which connects you directly to someone's mobile voicemail… pretty sly huh?

Plus 2 Tools

For no extra cost to you, we included 2 extra tools!

• Neil's Tool – LastPass – Password manager for businesses. Whether you need to share passwords with colleagues or enforce a company-wide password policy, LastPass is the online password manager for your business.
• Pat's Tool – Serps – International and local keyword rankings. Check keyword rankings positions in Google or Yahoo from over 100 country and language combinations.

How to Find Neil Kristianson

• Find Neil at Emailsplat.com
• Neil's Podcast can be found at https://emailsplat.com/beyond-the-optin/
• Go to emailsplat.com/SalesBabble to see a video on the Triple Loop AutoResponder series.

Shout out to Poor House Brewing and our appreciation for sharing the Mango Habanero Pale Ale recipe.

Past Tool Episodes with Neil Kristianson

• Top Ten Sales and Marketing Tools 2017
• Top Ten Sales and Marketing Tools 2016
• Top Ten Sales and Marketing Tools 2014

The post Top 10 Sales and Marketing Tools for 2018 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Top 10 Sales and Marketing Tools for 2018 #196

In this episode Neil Kristianson from Email Splat visits Sales Babble in the international podcast studio. As we gather around the fire,  Neil and I drink homebrews, sample salsa, mustards, various cheeses and crackers. But this is not and end-of-year sendoff. Throughout thi

Sales Jokes That Don't Fall Flat with Jon Selig #195

There are parallels between sales, improv and stand up comedy. Unfortunately sales jokes can fall flat and jeopardize a deal. In this episode Jon Selig shares advice on how to employ comedy to connect, build relationships and win deals.

Sales and Comedy

Each sales call has elements of standup. Open strong, close strong, probe the audience for their pain. display confidence. First you need to sell them on you. A simple self deprecating joke is safe.

Craft jokes specifically for a prospect's pains and challenges within their industry. It is very easy to offend and alienate your prospect. You only need to offend one person on a team to lose a deal.

• Don't push anyone down
• Don't marginalize anyone
• Don't mock popular sentiments
• Be as politically correct as you can

Have empathy and put yourself in your customer's shoes. If you do that you won't cross the line and have your sales jokes fall flat.

Improv in Sales

Frame your message within the problems and desires of your prospects. Be positive with the other person, respect them.

• Answer the question your prospects ask
• Listen for the question, address it square on
• Use the improv framework of Yes And
• Accept what you hear and go with it.
• Show how your solution will address their pains and challenges

Take Action Plan

Write more. Set aside time, express your thoughts in 1-3 pages. Stream what's going on in your head. Discover your goals, then work it into your sales presentations. The key is to be relatable.

How to Find Jon Selig

You can find Jon Selig online and at a comedy club near you in Central America!

Website: jonselig.com TW: @jonselig LinkedIn: https://www.linkedin.com/in/jonselig/ IG: ImprobableComic EMAIL: [email protected]

Jon also raises funds with Comedy Abroad, which produces live English stand-up comedy fundraisers in Latin America.

Sales Babble Sales Jokes

Go here www.salesbabble.com/jokes

Building Rapport in Sales

There are other ways to build rapport other than jokes. Here are past episodes. Listen today!

• How To Sell The World with Karl Weaver #177
• How to Sound Better and Improve your Voice during Sales Presentations with Tracy Goodwin #172
• Selling from the H.A.R.T. with Mega Cindy Vranken #143
• 4 Step Sales Framing Process with Aaron Janx #131
• When Buyers Say No with Tom Hopkins
• How to Assume Rapport when Prospecting with Ken Dunn #90
• Stop Selling Start Leading with Deb Calvert #84
• The Myth of Know Like Trust #74
• Conversations That Sell an Interview With Nancy Bleeke #68
• How To Sell a Fine Dining Experience with Tony DeSalvo #62

The post Sales Jokes That Don't Fall Flat with Jon Selig #195 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales Jokes That Don’t Fall Flat with Jon Selig #195

There  are parallels between sales, improv and stand up comedy. Unfortunately sales jokes can fall flat and jeopardize a deal. In this episode Jon Selig shares advice on how to employ comedy to connect, build relationships and win deals.

Sales and Comedy

Each sales call has elements of standup. Open strong, c

How to Make Sales with Voicemail with Dave Moravec #194

Sales Babble listener Dave Moravec visits the podcast to share telephone and voicemail prospecting tips. I was a guest speaker at his CEO Sales Summit at the Integrity Data offices. I gave a talk on focused listening and qualifying. After the talk, I fired up the digital recorder and had Dave share how he make sales with voicemail and email to solicit interest and earn an appointment.

Sales Voicemail Challenge

Do you return your voicemails? Probably not. The common etiquette is to ask permission BEFORE calling. This is what we do with friends and family. But this wasn't true in the past. Back in the day, you could call without permission. given there was no caller ID to screen your calls. This idea of permission is flowing into the B2B space. In fact only 4.8% voicemails get returned. That's a ration of 1:20. This is the challenge.

Your challenge is to leave a good and pertinent voicemail that will solicit the prospect to take your call OR return your voicemail. One key mindset is to be relevant. Leave a relevant message and be a relevant person.

Voicemail Script

During the interview we discussed what it means to be relevant and leave relevant voicemails. Dave shared an example:

Hey Mary, you told me two weeks ago that I should give you a call because you were excited about the value our company provides. You didn't have time at that time to learn more but you asked me to find a time that was more convenient. I appreciate that you told me that and I'd love to talk to you at your convenience. Here's my number or if it's easier for you this is my email address and we'll set up a time that works. Thanks so much.

Voicemails and Emails

People have one of two preferences: voicemail or email. Dave uses both to discern their preference. First….

• Leave a voicemail.
• Send an email that mentioned you left a voicemail and share a link
• Leave a voicemail mentioning you sent an email

Dave has a cadence: Two voice mails, Two calls. He uses a one week follow up schedule. He moves the follow up around days and times of day. For example:

1. Leave a message Tuesday morning
2. Follow up Friday afternoon
3. Follow up Thursday morning
4. Conscious of holidays and vacation times

Follow follow up until they tell you otherwise. People appreciate persistence and following up.

Take Action Advice

Be relevant in the message you leave. Maybe share an article that helps them, recognize they are using a competitor and you might be able to overcome an issue. Build relationships first. If you've done the first relationships, when you leave the follow up message, they will recognize that first conversation created the opportunity. They are likely to appreciate it.

How To Find Dave Moravec

Dave Moravec is a sales manager at Integrity Data

Dave's email is [email protected]

You can connect with Dave Moravec on LinkedIn

Original blogpost Voicemail…Are you returning those messages?

Cold Calling Episodes

Listen today to past episodes on cold calling, prospecting, voicemails and converting conversations to appointments:

• Strictly Cold Calling – Success Strategies for Business Development with Kerry Heaps #160
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• Cold Calling Role Play with John Trybulec #136
• 6 Simple Steps for Generating New Leads With Chris Helmers
• Secrets to Prospecting Like a Pro with Carrie Berens #120
• Stop Cold Calling Start Communicating with Odile Faludi #109
• How to Sell to the Obvious with Stephen Schiffman
• Sales For Start-ups with Mano Behera
• Prospecting for New Sales Leads with Steve Kloyda #73

The post How to Make Sales with Voicemail with Dave Moravec appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.