Sales Babble

Phiology: The Secret Code of Leadership David Eisley #189

In this episode we meet Dave Eisley, author of the book  Phiology: The Secret Code of Leadership. Phiology is the  intersection of physiology, psychology, and philosophy in the context of leadership, but written from a sales management perspective.

Phiology Focus for Sellers

Dave and I discuss how Phiology addresse

Repeatable Success for Sales Development Reps with Brendan Barrett #188

There is a growing trend for companies to separate business development from deal closing. We're talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it's pros and cons. We do some roleplaying in order to show practical advice for anyone prospecting and trying to set up an appointment.

What and Why an SDR?

SDR stands for Sales Development Reps – appointment setters, prospectors and cold callers. Brendon calls the the Roller to the Closer . This is different than the traditional inside sales (an order taker). This is all outbound sales and Business Development. They are sometimes called Business Development Reps or BDR.

More efficient for closers, who can be closing deals daily vs spending time in the office setting up their own meetings.

Downside of SDRs.

• Details get dropped
• Having a process imperative
• Communication

What Makes For SDR Success?

• Entry level position
• Hungry, coachable, naturally curious

SDR Process

In this section we walked through the SDR process and gave practical examples for the Listeners.

1. Create a relationship
   • Use LinkedIn to prospect
   • Reach out to sescretary
   • Take 2-5 touches to get a meeting
2. Create a dialogue (conversation)
   • "I'm looking for people who set up your brown bag discussions
   • "I saw your post on LinkedIn and I'm curious about it …..
   • Could be set up on Facebook, Messenger, LinkedIn or email
   • Always wish somebody a good day, that opens up people
3. Qualify
   • Prospecting is market research
   • Some deals take years, hand off slow deals to marketing to keep them warm
   • Laws of attraction applies by showing interest. Create curiosity, get them to ask you about you
   • Be skeptical, don't assume they are qualified
   • Ideally you want them to see the value and self qualify
4. Win permission to sell
   • Make a phone call about them
   • "How was the weekend, what do you have going on this week
   • If you met at a conference, start there, "what's your next conference on your calendar
5. Introduction to Closer
   • Sounds like we could work with you well but I'm not the right person

Take Action Advice

Nice guys win and smarter guys win more!

Be helpful!

How To Find Brendan Barrett

• Go to the Start In Phoenix website www.startinphx.com
• Business of Family and Selling Podcast startinphx.com/family
• From there you can download the Double my Revenue 7 day Sales Challenge
• @StartInPhx on Instagram
• StartInPhx on Facebook
• @StartInPhx on Twitter

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
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• 1-Click WordPress Install
• 24×7 support

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How to Prospect and Generate Leads

Other great episodes on business development. Listen today!

• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• How to Power Prospect with LinkedIn Groups with Liam Austin #135
• How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
• How To Be An Awesome Sales Professional with Thomas Ellis #102
• Sales For Start-ups with Mano Behera
• How to Assume Rapport when Prospecting with Ken Dunn #90
• How To Generate Sales Leads Using LinkedIn, Facebook and Twitter

The post Repeatable Success for Sales Development Reps with Brendan Barrett #188 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Repeatable Success for Sales Development Reps with Brendan Barrett #188

 

There is a growing trend for companies to separate business development from deal closing. We’re talking about two different people: One person setting up appointments the Sales Development Reps (SDR) and the other is the  closer. In this episode our guest Brendan Barrett and I walk through the SDR process with it’s pros and cons. We do some roleplaying in order to show practical advice for anyone

Sales Success Triangle with Glenn Mattson #187

In this episode we describe the sales success triangle. It's based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success.

Selling Personalities

Gabby people aren't necessarily the best sellers. Yes they are good at connecting and initiating conversation. But sometimes they are too bound to seek for approval. They struggle with the follow up and closing aspects of sales.

Introverts and techy people, can be extremely successful in sales because they are process oriented, they follow a system nor do they wing it. More introverted sellers don't care if people like them, they handle rejection better.

Issues top sellers face

We discussed at length the problems, concerns and barriers to success. Glenn mentioned:

• Attitude
• Lack of Patience
• Guilt
• Worry
• Anxiety
• Risk Adverse
• Poor Discipline
• Poor Planning
• Non-Tactical
• Poor Listening
• Weak Questioning
• Reduce cost of sale

The question is this, how to maximize your time and energy for more business?

Sales Success Triangle

According to Glenn it's Attitude ,Behavior, and Technique. Attitude is most important: For example you earn exactly what you think your worth. You call the people you think you're equal to. He recommends that you increase your average deal by 10% every 60 days. Next deal with your limiting commitment. Some people say all the right stuff but don't do it. They have an ocean of excuses.

Take Action Advice

Two pieces of advice:

1. Live in a world of execution
2. Don't fear failure. The more you fail, the more you learn and the more you earn

How to Connect

You can find him here www.mattson.sandler.com

or call 631 726-3537

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
• Free Site Builders
• 1-Click WordPress Install
• 24×7 support

Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide

Sales Skills Training

Below are other past episodes that discuss ways to hone your craft of sales. Listen today!

• 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
• Four Skills You Need For Sales Success – HEAT
• The Only Sales Guide You Will Ever Need Anthony Iannarino #130

The post Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Sales Success Triangle with Glenn Mattson #187

In this episode we describe the sales success triangle. It’s based on Attitude, Behavior and Technique. Our guest Glenn Mattson is a business consultant and sales coach. Glenn speaks from experience on the issues sellers commonly face and things they can do to find selling success.

Selling Personalities

Gabby people aren&#

Why Do I Need a Brand?

In this episode I and Brand expert,Kim Speed dig deep into the question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects?

Brand vs Branding

According to Kim, your brand is who you are and what people say about you when you're not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc… Let's focus on the former, before the latter.

Sales and Branding

Your brand is useful for your sales process. When done well it open doors and creates trust. But it's not an easy path to understand your brand. It's built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service.

Who Is Kim Speed

Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients.

P 647.558.1962 C 416.992.9701 Kim is the author of the recently published book, Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less. Go here to get it purplemooncreative.com and answer the question "why do I need a brand!" Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
• Free Site Builders
• 1-Click WordPress Install
• 24×7 support

Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide

Discovering Your Ideal Client

Here are a number of past episodes discussing the importance and process of discovering your perfect customer. Listen today!

• Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
• How Value Propositions Bring Value to Your Business #167
• Wizard of Oz Sales Process with Steve Kloyda #137
• How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
• How to Create Value During a Sale with George Iacullo #91
• The Myth of Know Like Trust #74
• How To Build Your Value Proposition with Lisa Dennis #48
• Discovering Your Ideal Client Avatar #40
• SB013 | Winning Customers by Building Profits, an interview with Bob Rickert

The post Why Do I Need a Brand with Kim Speed appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Do I Need a Brand?

In this episode I and  Brand expert,Kim Speed dig deep into the  question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects?

Brand vs Branding

According to Kim, your brand is who

Transformative Sales Tools with the Tool Master Miles Austin #185

In this episode we meet the tool master Miles Austin who shares a number of transformative sales tools that will increase your efficiency, productivity and ability to close sales. Miles is a highly engaging guest, a guy you can relate to. Yeah we'll be geeking out. But if discovering more leads, booking more sales, and becoming a highly sought out sales professional sounds like a good thing – then hang on and listen up.

List of Transformative Sales Tools

The following is a list of sales tools that were mentioned during the interview. I'm not familiar with all of these tools. But Miles speak highly of them. Enjoy.

• Nimble.com Social Sales and Marketing CRM
• Zoom.us Online Meeting Solution
• Soapbox Browser extension for creating videos
• Viewedit Browser extension for creating videos now called Vidyard
• Haikudeck.com Presentation Software
• Chatfuel Facebook AI Chat bot
• Viddyoze.com 3D Animation tool for logos
• Socialmessengerpro Facebook Messenger chat integration on you website

These transformative sales tools can kickstart your selling revolution. Change is hard and it's easy to stay the course and do nothing. But consider this. The journey of a thousand miles starts with a single step. Pick one tool and consider it a single step. Take action!

How To Find Miles Austin

This is Miles Austin's web page. Click here to download his Entrepreneur Launch Pad

https://www.fillthefunnel.com

https://facebook.com/MilesRAustin

https://www.linkedin.com/in/milesaustin/

How to Find Pat Helmers

This is my personal website PatHelmers.com

Check it out! http://helmershomestead.org/

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
• Free Site Builders
• 1-Click WordPress Install
• 24×7 support

Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide

Sales Tools

• How Salespeople Overcome Procrastination with Eric Twiggs #178
• How To Get the Most From Your CRM with Omer Lizotte
• How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
• Top 10 Tools Sales and Marketing for 2017 With Neil Kristianson #144
• The 7 Best Free CRM Systems for Business with Cara Wood
• The Top 10 Sales and Marketing Tools for 2016 #92
• Mobile CRM and BYOD Sales Tools For 2015 with Will Kelly #41
• Top 10 Tips on Sales and Marketing from 2014 a Fireside Chat With Neil Kristianson #38
• SB035 – How to Build Relationships using CRMS, an Interview with Mike Muhney
• The Non-Sellers Blueprint, Email Marketing Tips with Neil Kristianson #11

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The post Transformative Sales Tools with the Tool Master Miles Austin #185 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Transformative Sales Tools with the Tool Master Miles Austin #185

In this episode we meet the tool master Miles Austin who shares a number of transformative sales tools that will increase your efficiency, productivity and ability to close sales. Miles is a highly engaging guest, a guy you can relate to. Yeah we’ll be geeking out. But if discovering more leads, booking more sales, and

How to Pitch on the Shark Tank with Michelle Weinstein #184

Michelle Weinstein is a sales strategist who specializes in helping entrepreneurs learn how to sell without selling and without being sleazy. She pitched on Shark Tank and raised over $1M for her last Company placing products into Costco & The Vitamin Shoppe. In this episode she shares the story and the fundamental elements of a strong pitch.

Elements of a Pitch

On the TV show Shark Tank. Michelle was pitching a protein bar business and after a multi-step vetting process she was able to pitch before the "Sharks" only to be shot down. Due to significant coaching for the show, she learned you must your authentic self. If you're a fake, people won't trust.

• One minute to make an impression.
• 10-20 seconds you will be judged
• Practice your elevator pitch over and over and over
• Make it memorable
• Make it catchy
• Make it niche enough then be more niche
• Know your audience

Take Action Advice

Go take action, too often people don't take action. Fear is in their way e.g. afraid they don't know what's going to happen, afraid of rejection, afraid of failure. She believes you do the market a disservice if you don't' reach out and offer your products and services.

Pat's Pitch Template Here is an example format that may help…. I help __________________ people in _______________ kinds of industries who have ___________PAIN or DESIRE___________ by providing __________SOLUTIONS_________ that provided BENEFIT BENEFIT BENEFIT Then ask… is that you? Write this up and read it outloud 20 times until it rolls off your tongue easy peasey. How to Find Michelle Weinstein

As she shared on the podcast, she is the Pitch Queen.

Go to http://www.thepitchqueen.com/

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
• Free Site Builders
• 1-Click WordPress Install
• 24×7 support

Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide

Entrepreneurial Mindset

Here are past episodes for the startup and entrepreneurial minded. Listen today!

• 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
• Location Independent Business Essentials with Dan O'Donnell #138
• What Startups Need to Know about Business Development with Tim Allen #119
• 5 Habits of Successful Sales People with Kingsley Grant #117
• How to Deal With Racism in Sales with Duane Draughon #115
• All Entrepreneurs are in Sales with Derin Alemli #110

The post How to Pitch Shark Tank with Michelle Weinstein #184 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.