Sales Coach

I encounter a lot of salespeople sending out generic emails, leaving generic voicemails, blasting out the same generic LinkedIn connection requests to everyone.

Prospecting and speaking to every prospect the same way with no attempt to personalize.

We live in the age of information which enables customisation and that allows us to sell with personalization.

We need to stand out….

So what stands out?

What stands out.. is someone taking the time to show their prospect that they have put some thought into why they should:

take their call

read their email

make an appointment

take the next step  

When salespeople personalize

It shows that they have some idea of the prospect’s situation

It shows that they have given some thought to the needs of the business

It shows that they have taken some time to empathize

In this week’s episode, let’s give you some ideas to get your reps to personalize their communication

To quote the great 20th century philosopher Mary Poppins from the song ‘Spoonful of Sugar’:

‘In every job that must be done, there is an element of fun.

You find the fun and snap, the job’s a game…’

There’s lots of truth in that statement.

Sales is tough - prospecting is tough - calling people we don’t know is tough.

Sending out emails and proposals that risk rejection is tough. Doing it week in week out is tough.

Salespeople are a special breed. Good ones are hard to find and even harder to keep.

What keeps top performers? It’s not just the money. It’s the routines, rituals and rewards that bind your team and give the job a sense of achievement and fun.

The easiest people to lead are those who want to be led by you because you make a tough job that much easier.

When you add fun to the ‘grind’ of prospecting and pipeline-building, your sales people feel better about doing the jobs that need to be done.

As Mary Poppins says

….“and hence they find.. their task is not a grind”

Check out today’s episode now!

When your people are selling a meeting or a proof of concept or demo, or product or subscription etc.

What message do they sell?

Do they sell the ' how it works?

OR

Do they sell the ‘why you should care’?

In other words, do your sales people sell the product or the possibility that the product represents?

There is no shortage of sales people who want to talk product but there is a shortage of salespeople who can talk possibility - particularly to the C-Suite.

These are the salespeople who can sell based on  value and connect it to the prospect’s vision.

Improving UX 

reducing churn

generating ROMI

Increasing EDITDA

None of the above is product-language.

It’s possibility language.

And it’s the stuff that your reps might want to get comfortable discussing with senior prospects who make buying decisions.

Check out this week’s episode to learn why this really matters!

Sam has just started brings a ton of experience.  He is progressing pipeline and closing pipeline but not building pipeline.

You also hired Shilpa in the same cohort. This is just Shilpa’s first role but she is soaking everything upShe is making up for any shortfall in experience.

*What’s going on *?

Sam is ‘happy’ but Shilpa is ‘hungry’. Shilpa has a stronger WHY.

Shilpa’s why means that she has an inner drive, an intrinsic desire to achieve.

She is self-motivating and self-managing.

And this makes your role as sales leader easier and productive.

Let’s take 15 mins right now to help you find and leverage your salespeople’s ‘why’.

Your team will dramatically their performance.

CLICK on the link right now to get some ideas.

So that’s it, James is leaving your sales team.

He has been with you 22 months but an attractive SDR Manager offer has come up and he is dead set on going.

It’s a pity because you (and the business) have invested considerable time in developing his sales skills.

You see James’s potential developing as part of your team

BUT  

James sees his potential developing elsewhere

So what are the pull factors and what are the push factors?

Which ‘pull’ factors make James new role more attractive than being a part of your team?

Which ‘push’ factors make James want to leave?

I’m going to help you figure this out!

There are three simple RULES to make the exit interview a success.

And there are three easy QUESTIONS you can ask to make it a positive, constructive experience for both parties.

Check out the episode now if you want to learn.

It’s that time of the year again. Not Christmas!

I’m taking about your SKO or Sales Kickoff.

A great SKO is going to achieve focus. Everyone will be on the same page and clear about the direction of the business.

Your SKO is a change to reenergize the team and excite them about the year ahead. New products, new features, new campaigns, new ideas, new goals etc.

The SKO is also going to strengthen your leadership and reconnect people to you and each other. It’s a chance to recognize, reward effort and achievement.

In today’s episode:

What is the value of running a sales kick off?

How to make it memorable and powerful

What to do afterwards to make it stick

Check it out now!

How many times have you wondered what the difference is between training and coaching?

I had a conversation just before Christmas with a sales leader about which would make sense in 2022 for her team of approx 160.

The terms are often used interchangeably. It’s time to clarify which is which!

In today’s episode, I am going to share 15 key differences in 20 minutes.

I am giving you a self-assessment this week

This will help you to reflect on how you are applying your skills as a coach to your sales team

I invite you to score yourself on a scale of 1-5

There are 21 questions so have fun and answer them as best you can.

You can then take time to reflect on what you need to do to improve.

Sales makers are action takers so listen now!

It’s that time of the year again!

This week, you’re getting a tour of the highlights from the podcast this year.

We covered loads in 2021 so it’s time to look back and share the good stuff.

Great interviews with sales leaders and coaching tips in this week’s episode!

Thanks for your loyalty and support this year! 🏆

Increasingly you rely on technology to run many aspects of selling.

You’re possibly using at least one tool that uses machine learning to automate part of your sales process

But the heart of selling is still human. The sales business is still a people business.

That’s both upside and a challenge.

It’s upside because humans can use intuition and emotional intelligence in a range of situations that machines can’t yet quite match

It’s a challenge because there is no one type of human. All of your people have different personalities types.

The same is true for your prospects and customers.

The good news is that you overcome this challenge by recognising 4 main personality types and learning to work with them.

In today’s episode

What are the 4 main personality types?

How can your recognize them?

How can you work with them

Why this is a game changer