Sales Babble

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

How to be a Sales Sherpa with the Hyperconnected David Fisher

Returning guest Dave Fisher and I meet at Sketchbook Brewing to discuss the publishing of his new book: Hyperconnected Selling, Winning More Business by Leveraging Digital Influence and Creating Human Connection Dave is a podcast host and consultant trying to bring back the art of conversation to business. In this episode we discuss the evolution of selling and what you can do to better leverage the network you already have. Dave explains how to be a Sales Sherpa and how to guide your prospects through the glut of information that overwhelms their buying experience.

Selling Conversation and Points We Discuss

Yes we talk about the beer and the value of balancing malt and hops.

But we also discussed:

• Seller asymmetry, buyers have more information than the seller
• Appointment setting will get automated
• Enterprise sale will always need real people (at least in the next 10 years)
• It's best to keep working in the same industry and grow industry knowledge
• Build industry relationships that lead to referrals
• Sharing insights to prospects will generate business
• If you hate your job and the industry, get out now

Enter here to WIN a FREE copy HYPERCONNECTED SELLING

Enter Here to Win Enter by October 10th! Five names will be drawn!

How to Find David Fisher

You find Dave all over the internet ….

• www.davidjpfisher.com
• Twitter @dfishrockstar
• LinkedIn

Past Sales Babble episode with David

In this episode, David tells us all about hyperconnected selling http://www.salesbabble.com/3-steps-start-hyper-connected-selling-david-fisher-129/

Me on the Beer, Beats and Business Podcast http://beerbeatsandbusiness.com/tag/pat-helmers/

Sketchbook Brewery

Dave and I met at Sketchbook Brewing Co. a nanobrewery in Evanston, IL focused on sustainable, local, community supported brewing.

Visit at 821 Chicago Ave, Evanston, IL 60202

Support our Sponsor Bluehost

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Selling Mindset

Here are past episodes that will upset your false beliefs and myths on selling. Listen today!

Networking Tips

• 3 Steps To Start Hyper Connected Selling with David Fisher #129
• Supercharge your Sales Memory with Brad Zupp
• 7 Habits of Highly Successful LinkedIn Users with Dennis Brown
• Small Business Sales Techniques an interview with Kent Zaretzke #75
• How To Kickstart Your Networking in Sales with Evie Burke #56
• Pleasantly Persistent Sales With Thomas Ellis #15

• The Only Sales Guide You Will Ever Need Anthony Iannarino #130
• Understanding the Value of Testimonials #126
• What is Sales 3.0 with Shawn Karol Sandy #83
• How to Sell Solopreneurs, an End-of-Year Survey with Larry Keltto #43
• How To Sell Like Hell with David Rubinstein #42
• How to Make $1 Million Dollars in Sales an Interview with Mike Schmidtmann #39
• SB031 – How Sales Are Lost in the Beginning an Interview with Mark Whitehead
• 20 Minutes To A Performance Seller and interview with Rick Day #12
• Four Ways To Stay Ahead of the Competition

The post How to be a Sales Sherpa with the Hyperconnected David Fisher appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How to be a Sales Sherpa with the Hyperconnected David Fisher

Returning guest Dave Fisher and I meet at Sketchbook Brewing to discuss the publishing of his new book:  Hyperconnected Selling, Winning More Business by Leveraging Digital Influence and Creating Human Connection   Dave is a

The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales Then secondly we talk about the Art of the Help for success. Larry Levine is a social selling expert, podcast host and long time B2B sales expert.

Self Awareness in Sales

Most sellers don't reflect on their lives, what motivates them and why they do what they do. They aren't self aware. During the discussion Larry and I chat ….

• Why are you in sales?
• Larry believes there is a ton of confusion with social selling
• It's the Art of the Help he shares….. giving back to the community and your clients
• Sellers must brand themselves Larry recommends. This will differentiate you.
• Larry reminds us that "Selling is 24×7 job"

Why Sales is a Great Profession

• Get to run your own business
• Freedom
• Good money
• Can have a positive impact on your company
• Can influence your customers

Social Selling is NOT New

Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing on social media. It's the art of the help, not the deal.

Take Action Today

If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.

Complete the Selling Survey Click HERE! How To Find Larry Levine Website – www.socialsalesacademy.net Twitter – @larry1levine instagram – @larry1levine podcast – www.sellingfromtheheart.net Other Links Mentioned

• Johnny and Friends
• Dale Carnegie How To Win Friends and Influence People
• Brett Adamson the Challenger Sale

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

Selling Mindset

Here are other past episodes that cover the topic of mindset. Listen today!

• Selling from the H.A.R.T. with Mega Cindy Vranken #143
• 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
• Give to Get Marketing with Ray Wood #159
• 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
• How To Generate Leads with Relationship Selling with Michael Ross
• How Curiosity is the Engine of Sales Achievement with Tony Jalan
• Why Can't I Get a Degree in Sales with Professor Shawn Green #80

The post The Art of the Help with Larry Levine #182 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales  Then secondly we talk about the Art of the Help for success.  Larry Levine is a socia

How To Sell Hardware Software and All Things IT with Mike Slowik #181

In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT But Mike tells us that he doesn't actually sell IT. He sells change. We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation.

Mistakes sellers make: Not communicating, not talking in a style prospects respect. It's a must if you want to learn how to sell hardware software and IT.

The Danger of the Unsolicited RFP

It's difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it's worth the trouble. Moral of the story – GET THE MEETING.

FUD (Fear Uncertainty and Doubt)

FUDing is a process sellers use to motivate prospects to look at competition skeptically.

• Fear
• Uncertainty
• Doubt

Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company.

Treat Everyone Like the Boss

It only takes on person on the buying team to deep six a deal. Beware of groupthink! Listen deeply to everyone's insight. Don't judge the team, dynamics quickly. It may not be at ALL what you think it it.

How To Connect With Mike Slowik

Maybe you would like to learn more on how to sell hardware software and IT. Connect here…

• LinkedIn for Mike Slowik

We mentioned the Aurora University Sales Institute

• Link to the Aurora University Sales Institute
• Interview with Dr. Shawn Greene. where we talked about why schools fail to offer a Bachelors degree in "Sales"

Bluehost Sponsor

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

Consultative Technology Selling

This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today!

• How To Generate Leads with Relationship Selling with Michael Ross
• Four Skills You Need For Sales Success – HEAT
• The Perfect Close with James Muir #132
• How to Sell to the Obvious with Stephen Schiffman
• Educate While You Negotiate with Jeanette Nyden #85
• The Ultimate Sales Revolution with Steve Lishansky #77
• Conversations That Sell an Interview With Nancy Bleeke #68
• The Smooth Sale Pricing Process with Elinor Stutz #60
• What is Consultative Selling with John Corley #59
• How to Win Complex Sales in Technology – an Interview With Brad Walker

The post How To Sell Hardware, Software and All Things IT with Mike Slowik #181 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Sell Hardware Software and All Things IT with Mike Slowik #181

In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT  But Mike tells us that he doesn’t actually sell IT. He sells change.  We talk about the enterprise sale and the complexity of working a prospect who

6 Ways To Generate Leads With Fatima Zaidi #180

In this episode we meet Fatima Zaidi to discuss 6 ways to generate leads starting with the idea that you must always communicate with purpose.

With over 10 years of experiences in sales and business development Fatima has become an expert in closing that deal. In this podcast, Fatima takes you through the ten steps to snagging that opportunity and converting it into a case won. She highlights common mistakes made my sales people, and how you instantly develop that connection and rapport to work in your favour. Whether you're just at the start of your sales career, or you just want to augment your existing skills, this podcast will set you on a clear path to success.

Hacking Sales

Fatima and I walk through the following list on strategies and ways to generate leads:

1. Get creative with your pitch
2. Develop a personal brand that defines you as a thought leader and subject matter expert
3. Develop relationships both online and off line
4. Build partnerships with other complimentary businesses
5. Build rapport by giving before asking
6. Stay unemotional to quick outcomes

Take Action Advice

Do three small things every day to broaden and deepen your network

How To Find Fatima Zaidi Fatima is VP Business Development EightyEightAgency.com

This is her phone 416.836.4356

You can find Fatima on Linkedin

Lead Generation Strategies

There are many ways to generate leads. Here are past episodes that cover this topic. Listen today!

• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• How To Schedule Sales Appointments with Automated Emails with Neil Kristianson #157
• Take Command of the New LinkedIn User Interface with Brynne Tillman #151
• Referrals – The Master Key To Winning Sales with John Spence #127
• Looking for Leads with Social Media, an interview with Brian Basilico #34
• SB029- How To Generate Leads on LinkedIn, an Interview with Patrick McFadden.
• Crossing the Chasm an Interview with author Geoffrey Moore
• SB020 – Down to Earth Sales, an interview with Diana Schneidman
• Pleasantly Persistent Sales With Thomas Ellis #15

The post 6 Ways To Generate Leads With Fatima Zaidi #180 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

6 Ways To Generate Leads With Fatima Zaidi #180

In this episode we meet Fatima Zaidi to discuss 6 ways to generate leads starting with the idea that you must always communicate with purpose.

With over 10 years of experiences in sales and business development Fatima has become an expert in closing that deal. In this podcast, Fatima takes you through the ten steps to snagging that opportuni

Startup Story Where Software Goes to Seed with Charlie Wiltgen #179

This week we go to the birth of a business to tell the tale of a startup story. We interview an entrepreneur who invented a SaaS product and built a loyal client list from nothing. This requires a keen attention to detail understanding the challenges and desires of the target market. Charlie Wiltgen tells his origin story and how hard work and luck intersect. His corn and soybean data management business is highly successful and an inspiration for all want to be entrepreneurs.

Knowing Your Market

Charlie shared his startup story:

• How his business partner was hired to fix a legacy system
• How she pitched the client a rewrite on a new platform
• How the client LOVED the new software and she brought in Charlie
• How they worked a trade show to bring on 20+ clients
• Struggles with scaling the Adoption Curve
• What it takes to give a great demo

Get a free Slidebean account today!

How To Find Charlie Wiltgen

This is Charlie on LinkedIn

This is Creative Customized Programming

Crossing the Chasm

This is the episode that discusses the adoption curve and the challenge of scaling. Our guest Crossing the Chasm author Geoffrey Moore

Entrepreneurial Mindset and Business Development

Here are some past great startup story episodes:

• Myths on Social Selling with Mark Hunter #142
• Understanding the Value of Testimonials #126
• 6 Simple Steps for Generating New Leads With Chris Helmers
• What Startups Need to Know about Business Development with Tim Allen #119
• 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
• How to Make a NO Feel as Good as a Yes with Michele Moreno

Get a free Slidebean account today!

Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean's simple. It's robust presentation tools successfully pitch clients around the world.

Slidebean's state of the art presentation software allows you track your prospect's progress within a sales deck. In addition you have vital information such as how many times they've opened your deck. Plus you know how much time they've spent on each slide.

The post Startup Story Where Software Goes to Seed with Charlie Wiltgen #179 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.