Sales Babble

The  Top 10 Sales and Marketing Tools for 2016 with Neil Kristianson

In this end-of-year holiday special, Neil Kristianson returns to share a beer and conversation about the top 10 sales and marketing tools for 2016 we recommend you consider.

 

Top 10 Sales and Marketing Tools

* Crystal Knows – tool that provides the personality of a prospective person and the best way to communicate.

* Insightly  is a full featured FREE sales CRM to manage accounts, funnels, todo lists and notes.

* Ontraport Basic – full featured email CRM autoresponder, designed for the small business owner.

* YouCanBookMe   a FREE booking tool that provides a personalized scheduling page so your clients can be placed automatically on your calendar

* Boomerang is a email tool that allows you to schedule an email to be sent later.

* BossJock is a  recording studio  tool for publishing rich audio productions on location with iOS

* Rapportive is a gmail tool that allows you to see LinkedIn profiles in the gmail app. Also provides the ability to search on emails and other contact information for prospects

* Blab    is a livestreaming platform that enables a public video chat among four participants at a time, unlimited people can join the audience.

* Simpleology  a tool and process for improving personal productivity and success

* Calm  and iOS and Android app for meditation. 5 minutes provides a terrific productivity boost.

How to find Neil Kristianson

This is Neil’s email business Email Splat

This is the Facebook Forum he hosts Beyond the Opt-in

Find More Sales Resources and Advice

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

 

 

How to Create Value During a Sale with George Iacullo

In this episode we meet  George Iacullo to babble about how to create value during a sale.  George is a sales director for Westcon, a global IT distributor.  According to his bio George:

Been sales  all his life

Last 16 years in technology

Expertise and passion  developing sales team training programs

Guest speaker on emerging sales processes

Four Value Drivers for creating Value in a sale

Helping your customers with an unrecognized problem

Ask questions to generate insight into client

Provide insight into customers of your prospects

Presenting a solution they did not anticipate

Present an unanticipated solution

Unseen opportunity

You’ve created

You’ve revealed

Acting as a broker of capabilities

What your company brings to the table

World of mass customization – sales people need to understand  just like every iPhone is slightly different, so to are customers

Provide  differentiation … beyond products and services by partnering with internal  organizations: support, services, marketing.

Take action today

Look around your organization

What don’t you  feel 100% about it?

Go talk to that person

Get to know your OWN company

 

How to Find George Iacullo

Twitter  (@giacullo)

LinkedIn  www.linkedin.com/in/georgeiacullo

American Association of Inside Sales Professionals

Inbound calls and appointment setting

$25/year membership

http://www.aa-isp.org/

Selling With Confidence

Go  here to find  Sales Babble resources:

* How to prospect for new clients

* How to qualify clients

* How to ask great questions

* How to give a presentation the persuades

* How to close a deal

* How to stay organized

* How to overcome your fear of sales

Go here for free advice from our Sales Babble guests!

How to Assume Rapport when Prospecting with Ken Dunn #90

In this episode we meet Ken Dunn author of the book Being the Change and The Most Important Minute.  Founder and CEO Next Century Publishing and formerly a Homicide Investigator  and expert at knowing how to assume  rapport  when prospecting with a perpetrator.  As a detective he found that when he learns the “why” and show the  crime as a “solution” it was the best way to catch bad guys.

Prospecting requires same skill set.   This episode the 4 pillars of prospecting  – step  by step and how to “assume rapport” when prospecting.

4 Pillars of Prospecting

* Product Knowledge – expert on your product or service

* Locating and Connecting – find where prospects gather, meet them.

* Building Relationships – and rapport

* Coalescence – the desire to be together

Assume Rapport When Prospecting

Ken gave us this advice.  Walk up to a stranger and  take note of something in the environment.  Ask them about the environment without a salutation, then start a conversation naturally. Soon you will be qualifying them to see if they would make a great client.

Links to Ken Dunn

Skype- kendunn911

Email– [email protected]

Contact number– 801.455.1528

Emergency number– 702.912.2405

Facebook– facebook.com/kendunnauthor

Twitter– twitter.com/ken_dunn

Linkedin – linkedin.com/in/kendunn

Ken Dunn Biography

Ken Dunn is the founder and CEO of Next Century Publishing, and bestselling author of Being the Change, and The Most Important Minute. An incredible hunger to learn and teach others has lead Ken successfully through 5 different professional careers in the past 25 years. With a proven track record of earning tens of millions of dollars in sales, and previously selling over 200,000 copies of his books internationally, Ken is a leader and example of true success for the modern world.

 

Selling With Confidence

Learn how to improve your sales skills with these Sales Babble resources.     You too can grow your confidence in sales today!

How to Make a NO Feel as Good as a Yes  an Interview with Sales Expert Michele Moreno

Michele Moreno is a business expert, entertainer and joy hustler. She helps entrepreneurs use their superpowers at will, to get whatever their business hearts’ desire. She has sung around the world for thousands and has landed VIP clients ranging from Ray Charles and HBO to Tom Peters and Guy Kawasaki.

 Michele says that she has done all this with integrity, grit, a willingness to fail and her greatest superpower, confidence.  Furthermore she believes she has done this by having the attitude of making a no feel as good as a yes. 

In this episode we focus on how to handle rejection when selling.   We talk about how to  leverage a loss,  learn from it and in the end Michele provides actionable advice on how to get a “Growth Mindset”.

Growth Mindset

It’s a law of nature that you can’t  win ever deal.  But that doesn’t make you a failure.   You learn from the failure, in fact,

failure is a necessity for growth.

Genius Zone

By having a growth mindset you as a seller can over come rejection and fear.   That’s what Michele called the “Genius Zone”.

How to Find Michele Moreno

Here are the links to Michele on the web

Website  http://www.michelemoreno.co

Facebook  https://www.facebook.com/coachmichelemoreno/

LinkedIn   https://www.linkedin.com/in/coachmichele

Videos mentioned in the Interview

* 3 secrets to selling without being pushy

* 5 Steps to Yes

* Ted Talk – Carol Dweck “Power of Believing”

http://www.salesbabble.com/social-media-replace-cold-calling/

How To Use Free Social Media to Replace Cold Calling

Free Sales Babble Webinar Wednesday December 9th

*

Why you need to build a relationship BEFORE calling a prospect

* How to use LinkedIn, Facebook, and Twitter to find Prospects for FREE

*

What you need to say to generate interest and find the PERFECT client

Learn how to manage Social Media and focus on the #1 goal when Prospecting

* Reserve your spot here

How to Differentiate when Selling a Commodity with Lee Salz #88

Lee Salz is a leading sales management strategist and bestselling author of  #1 rated sales management book on Amazon for 2014. “Hire Right, Higher Profits”.  Today we talk about how to differentiate when selling a commodity. 

Lee specializes in transitioning sales teams from “people-based” to “process-based” and he does this by leveraging differentiation. Lee is a featured columnist in the Business Journal, a member of the Editorial Advisory Board of Sales & Marketing Management magazine and is the Program Advisor to Kansas State University’s National Strategic Sales Institute.

How to Differentiate when Selling a Commodity

In this episode  we talk about things that you can do to standout when you’re selling commodities and how to work around price and actually charge a premium. Lee shares practical examples with proven results across a wide range of industries. 

Lee told a story about his experience at a Microsoft training programs.   They approached the problem by first reviewing  their frustrations:

Worked with CIO to create a single PO

Filtered student candidates to make sure employees would find value in the course

Gave a guarantee if students hopped jobs they would train the replacement worker

The training was a commodity. However Lee was able to close the deal for 30-50% higher than the competition. Because of the PO they locked out the competition.

Sales Differentiator Process

Meet as a team

Understand the common needs of prospective clients

Focus on stories you share, how do they differentiate

Understand the benefits of your features that separate

List all the things that makes you unique

Links to Find Lee Salz

Website: www.SalesArchitects.com

Twitter: @salesarchitects

LinkedIn:  https://www.linkedin.com/in/leesalz

Facebook: https://www.facebook.com/SalesManagementMinute

FREE Gift

Download the  differentiators poster at:   https://www.salesarchitects.com/white-paper/differentiatorsposter/

How To Stop Cold Calling Using Free Social Media

On Wednesday December 9th we’ll be holding the FINAL webinar for 2015.   You will learn

*

Why you need to build a relationship BEFORE calling a prospect

* How to use LinkedIn, Facebook, and Twitter to find Prospects for FREE

*

What you need to say and write to generate interest and find the PERFECT client.

*

How to manage Social Media and focus on the #1 goal when Prospecting

The Sales Babble Webinar  will be held on

Wednesday,  December 9th :

10 AM Pacific Time

11 AM Mountain Time

12 PM Central Time

1 PM Eastern Time

6 PM GMT

How To Stop Cold Calling Using Free Social Media.  Sign up today!

How to get your ASK in gear, an interview with Connie Kadansky #87

Today we meet Connie Kadansky who challenges sellers on how to  get their Ask in Gear.

Connie believes that   far too often sellers dance up to Ask but never ask for the:

appointment,

order,

referral

resources

Connie’s goal is for sellers to become confident, consistent, and ethical about asking for the sale. 

Be Valuable Visible and Vocal

Valuable  –  Your value as a seller and the value of your product and service

Look for the end user of your product, your client’s customers

Experience the value the end user

Visible – Be seen

Visibility trumps Competence.  Research based

Great crystal clear on your market

Focus is the new competitive advantage

Vocal –  find your voice

Ask for referrals on LinkedIn

Ask for an appointment

Leverage your natural curiosity to ask for an interview

Selling Advice

Make a list of people you want to ask for advice.  Recognize what you could do for them. Figure out how to connect them and then pick up the phone, or connect on LinkedIn.

Make 20 contacts every day

10 contacts if you’re busy and established 

Make the list the night  before

If super successful do 5 a day

Do this on a daily basis.  be consistent!

Remember that Energy follows Thought when i comes to new business development.

How to Find Connie Kadansky

Connie Kadansky is a recognized expert in identifying and eliminating Sales Call Reluctance.

Connie earned a solo article in the Wall Street Journal.  Thanks to a cold call, she was paid to do a radio commercial for American Express.  She has been interviewed by Investor’s Business Daily, Bloomberg Business and Inc. Magazine.

These are the links to find Connie online:

www.exceptionalsales.com   This is where you learn how to get your ASK in gear

Sales Call Reluctance Coach Video

https://www.facebook.com/connie.kadansky

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

www.salesassessmenttesting.com

@ckadansky (Twitter)

https://www.facebook.com/ExceptionalSalesPerformance/

Call Reluctance BEHAVIORAL CHECKLIST 2015

Gift:  Call Reluctance Needs Indicator for Salesperson

Gift:  Call Reluctance Needs Indicator for Sales Managers

This is the FREE assessment Connie mentioned regarding sales call reluctance.

How to Close a Deal

Here are some other episodes you may find of interest regarding the sales CLOSE

* The 5 Fundamentals for Closing a Sale #79

* Small Business Sales Techniques...

How to Grow Sales with a Mastermind Group with Jennifer Snyder #86

Today we veer a bit from sales, and instead talk about personal development, and things that you can do to raise your professionalization and achieve success. If you’re not familiar with the term mastermind it’s not evil cabal that you might see on a James Bond film!  A Mastermind is a meeting with four to six participants  where people get together regularly to  help coach, consult, empathize  and hold one another accountable.

The Mastermind Group was first conceived by Napoleon Hill the author of Think and Grow Rich. It has been in practice for centuries under different names,  but it’s still the same concept,  having like minded people help one another in business.

Today’s Mastermind Group guest

Jennifer Snyder is one of the most powerful and focused people I’ve ever met. She is extremely creative, passionate and has a   full throttle  forward mentality. When she says she’s going to do something,  consider it already done.  

Jennifer  is the owner of Marketing Ideas for Agents and she focuses on providing products and services for real estate agents. I wanted to bring her on as a guest on Sales Babble to get a additional  viewpoint on the value of Mastermind Groups. This is not so much an interview,  as a conversation.  We did this completely unscripted. Enjoy!

Benefits of Participating in a Mastermind Group

Faster Success/Progress

Community of like-minded business professionals

Way to bounce ideas off of people, test your thoughts

Access to others experience

Easier to honor commitments – accountability

Biography Jennifer Snyder

Jennifer Snyder is a Real Estate Marketing Strategist, Speaker and Blogger at Marketing Ideas for Agents. She researches marketing ideas, tools and resources that will make Real Estate Agents’ lives easier and help them grow their business. Jennifer likes to teach agents about marketing through classes, coaching and webinars. Jennifer is also proud to be an Inman Ambassador and Contributor.

Links Mentioned in Episode

Website: marketingideasforagents.com

Email: [email protected]

Twitter @JenSMarketing

LinkedIn www.linkedin.com/in/jennifersnydermarketing

Free Mastermind Group Handouts

As mentioned in the podcast here are some resources you can use to start your own Mastermind Group.

Mastermind Group Meeting Format

What is a Mastermind Group

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

* Be Yourself

* Add Value

* Make Sales

Go here and see  how you can start  selling with confidence today

 

 

 

 

Educate While You Negotiate with Jeanette Nyden #85

In this episode we meet Jeanette Nyden,  expert sales contract negotiator and the author of the book Getting To We.  Jeanette is a former attorney who has spent many years working with procurement organizations and she is keen at ensuring all the right stakeholders are engaged when negotiating a contract.

Procurement Challenges

Large companies have procurement organizations. These organizations are solely focused on getting the best price. They may not fully understand  the value you bring. It is the responsibility of the seller to ensure all  decision makers and stakeholders are involved during negotiations.

Total Cost of Ownership

The total cost of ownership is based on taking into account the cost of the asset to be purchased plus the cost of installing and removing the existing asset.

Things such as:

setup costs

training costs

removing old installation

old installation’s ongoing costs

The best way to quantify this value is to build a spreadsheet. This spreadsheet will be used to prove your value. In a spreadsheet you can quantify the costs and the risks with both  the existing installation and your future solution. This process will turn  into a value conversation, so compelling it will bring decision makers into the conversation.

Three things you need to understand as a seller:

actual costs

gross profits

net margins  (net profit)

With this data you can clearly explain the value of decreased risk, decreased costs, increased opportunities, and increased benefits.  By taking a  life-cycle point of view you can be successful.

Do the math!

Links To Jeanette Nyden

LinkedIn Page

Jeanette’s website JNyden.com

Twitter @JeanetteNyden

Her book Getting To We  Negotiating Agreements for Highly Collaborative Relationships

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

* Be Yourself

* Add Value

* Make Sales

Go here and see  how you can start  selling with confidence today

Stop Selling Start Leading with Deb Calvert #84

In this episode  we welcome back Deb Calvert, best selling author, keynote speaker and founder of People First Productivity Solutions. Deb has recently been working in both the sales and leadership domains. Through that work she’s  noticed an increasing need for cross-over between the two.  She’s also observed when  sales professionals take a leadership position when working with prospects,  they are far more successful.   Deb and I chat about how sales professionals need to Stop Selling & Start Leading.

Key Ideas

* Stop selling

* Use questions that cause the buyer to pause and consider

* Be curious

* Look for organic moments to ask thoughtful and probing questions

* Don’t assume you know what they want

* Ask if anything has changed since you last spoke

* Demand generation of interest

* Differentiate through leadership – start leading

Dialogic Conversation

Dialogue that creates a euphoric response.   Buyers appreciate a positive  experience when purchasing.  Most dread being “sold to”. It’s the sellers responsibility to elicit a euphoric response.

Deb Calvert Links

Website — www.peoplefirstps.com

Twitter — https://twitter.com/PeopleFirstPS

Facebook — https://www.facebook.com/PeopleFirstPS

LinkedIn — https://www.linkedin.com/in/debcalvertpeoplefirst

Episode 26

Listen to the past episode  How Sellers Connect With Questions 

Deb Calvert Bio

Deb Calvert, bestselling author and Top 50 Sales & Marketing Influencer, founded People First Productivity Solutions

to build organizational strength by putting people first. Previously,Deb was a Senior Sales Training Director for a Fortune 500.  

Deb has delighted audiences in a wide variety of industries as a keynote speaker and workshop facilitator. She writes the award-winning CONNECT2Sell and CONNECT2Lead blogs. Now she’s leading the movement to Stop Selling & Start Leading.   

Books

DISCOVER Questions® Get You Connected for Professional Sellers — now available as an eBook on Amazon

DISCOVER Questions® Get You Connected for Media Sales Reps — eBook only, also on Amazon

Now a workshop based on the bestseller! Complete with customized participant workbooks. Call for information 408-779-PFP

Giveaway:

Like the PFPS Facebook page where you’ll get Deb‘s weekly CONNECT2Sell and CONNECT2Lead Blog posts + other content to help you continually build your selling skills. Post a message to letDeb know you heard her on this show & she’ll send you an excerpt from DISCOVER Questions® Get You Connected for Professional Sellers

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

* Be Yourself

* Add Value

* Make Sales

Go here and see  how you can start  selling with confidence today

What is Sales 3.0 with Shawn Karol Sandy

In this episode we meet Shawn Karol Sandy,  Chief Revenue Officer of the Selling Agency. Shawn and I chat about how the landscape of selling has changed. Furthermore,  what used to work in sales, what doesn’t and what it takes to be a successful  seller today.

Shawn shares the 5 trends  that will shape sales in the next few years. She calls this Sales 3.0

Five Future Trends in Sales

 Transition from Lone Rangers to Team Captains.  Team Captains bring together assets and resources from their company as well as prospective buyers organizations.

Cold calling is dead. You must build relationships, before calling.  Future sellers will widen their Monkey’s  Sphere i.e.  the number of people they  have in their  immediate network.

There will be no more Heavy Handed closers, They will be replaced by  collaborators where closing is no longer an arm wrestle, it’s an orchestra.

Social selling, is just selling. It’s about becoming an evangelist about something bigger.

Slick people pleaser types will go away. They are not authentic nor transparent. Empathetic sellers will replace these types.

What You Can Do To Embrace Sales 3.o

Understand the world around you and how the buying process is 57-75% complete before you meet prospects.  Be….

* Visible

* Vocal

* Valuable

Biography Shawn Karol Sandy

“Shawn has conquered, redefined and re-engineered Sales and Marketing roles in multiple organizations and in multiple industries. In her business, The Selling Agency, she uses these experiences to create strong sales programs and strategies that focus on the goal of every business – revenue growth.

 Straightforward, practical and perhaps slightly cheeky, her innate gifts are helping people find new ways to solve old problems, unique ways to approach new problems and helping small businesses sell more.”

Links Mentioned In This Episode

*

www.TheSellingAgency.com

*

Twitter: @SellingAgency    https://twitter.com/SellingAgency

*

Facebook: The Selling Agency    https://www.facebook.com/TheSellingAgency

*

LinkedIn: Shawn Sandy   https://www.linkedin.com/in/shawnsandy

*

Blab @SellingAgency

* Women’s Sales Pros http://womensalespros.com/

Download the FREE  Ebook Sales Leadership Tips

 

Sales Training, Sales Coaching, Sales Consulting

Selling With Confidence  is  the online self-paced sales course that teaches you  how to ….

* Be Yourself

* Add Value

* Make Sales

Go here and see  how you can start  selling with confidence today.