What many sales people struggle with are actually things which are beyond their control.

Maybe you're worried about the fact that people aren't answering your calls. Is this something you can control?

Maybe you're worried about the fact that peoples priorities have changed in the current climate. Is this something you can control?

To develop an effective mindset, you have to realise that there are things otherwise have no control and never will have control.

It's much better to focus on the things which you can control and these are things which will make your money

I'm going to give you tips on recognising the things in your circle of full control, your circle of some control and all the things in your circle of no control.

Are you clear on what those things are for you?

Check out the episode now!

There is a change coming. Its been coming for a while. It’s called inbound sellling.

When I began in sales, the big deals were done in outside sales and were usually a direct result of outbound selling. But things have changed. Rapidly. 

Folllowing the exponential growth of the internet, people have relied more and more on doing their own product discovery.

Which is why we addressed lead-magnets in last week’s episode. Information has lead to a massive shift where content and eductation now set the stage for inbound selling. That’s revolution one. 

Since COVID-19 in March, we have seen a second revolution: outside sales has all but been replaced by inside selling. That’s revolution two.

In summary, Inside sales has all but replaced outside sales and Inbound selling is massively disrupting and replacing outbound selling.

This is Eps 29 of the ISC

#SDR #SaaS #InsideSales #salescoach

Have you downloaded anything from a website ever? What made you do it? Was it something that you believed to be useful? 

What were you asked for in return? Your email address? 

What you downloaded was more than likely a guide or a checklist or a whitepaper or a cheat-sheet or an ebook. right?

From the perspective of the business that created this guide or checklist etc, you downloaded what is called a 'lead-magnet'.

In doing so, you confirmed that you are interested in their solution to a problem or need you have.

And that’s exactly what a lead-magnet does: it confirms prospective interest.

So today, I’m going to give you key tips to create and use lead-magnets to attract prospects for your business.

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach

As part of a coaching session last week, I sat through an Saas (Software as a Service) demo. 

The guy did a reasonable job but.. 

Did it make me want to buy? No

Was there too much information? Yes

Could he have delivered more value ? Yes

Software demos are not software inspections so there’s no need for an information-dump

Software demos are a chance (if properly done) to gain committment for the next step

I figure that there are 7 keys to winning business with a software demo and I’m giving them to you today. 

Check out the episode now!

#SDR #SaaS #InsideSales #salescoach

As a professional - as a sales professional, I would be amazed if your profile is not on LinkedIn and if you are not prospecting in some form on LinkedIn. 

It’s not true to say that everybody is in LinkedIn on. There are approximately 690M users according to the about page on LinkedIn about.linkedin.com

The story began in Reid Hoffman’s living room in 2002 and officially launched May 5 2003. 17 years. That's a long time in Internet years. 

Before COVID all started, I then delivered a 2 day programme in Fort Worth in October. No one had heard of it.

I ran the first remote sales coaching sessions for a new client last week. 1 person had heard of it 

Is LinkedIn Sales Navigator one of LinkedIn sales navigators best secrets? 

Today, I am going to give you 4 steps to find prospects with LinkedIn Sales Navigator 

Check out the episode now

You want your sales team to have strategic conversations with senior decision-makers.

Some sales managers allow newly onboarded SDRs to find their feet, learn the ropes…and when they are deemed ready…shift them up a gear and ask them to hunt at Enterprise level. 

But I’ve seen businesses hire fresh graduates and/or SDRs who have very basic sales experience They give them a list and ask them to reach out to the C-Suite and hold a business-centric conversation with them. 

Is that fair? Are they ready? The SDR or AE has been given product training and some sales training …but is that enough ? Not really.

So today, I have invited an Enterprise AE who’s on the frontline to share with you what actually works for him ….because this guy, Nick Cegelski is entrusted by his sales leaders to bring in Enterprise business ...a lot of Enterprise business.

Nick and I are going to give you a framework to help your SDRs get up to speed so that they can get themselves ready to hold confident, credible conversations with senior decision-makers. Cool? Great!

Check out the episode right now!

Last week, I had the pleasure of hosting Armand Farrokh on the show. Armand is Director of Sales at Carta and leads a team of SDRs and Managers.

We talked about how Cold Calling is still working but it's more important than ever to do it right …because Cold-Calling has such a bad rep. 

But that’s because the name suggests stone-cold, freezing, no prep, no personalization, generic, impersonal, cookie-cutter cr*p!

Does it have to be that way….of course not! You’re a professional Sales Leader. You’re leading a team of people who need to and are paid to reach out to people and get those people to see your people as people who care, who understand and want to help people like them.

There’s no way that is going to succeed if your people aren’t taking the time to personalise what they write in emails, how they connect on LinkedIn, how they open and conduct their voice calls or voice mail.

Today, I’m going to give you specific ways to help your sales team personalise their outreach.

Check out the episode now!

Cold calling is dead. Cold Calling is alive. Cold calling is dead and alive …like Schroedinger’s cat. 

Sales commentators have called time on cold-calling in more articles and posts than I can remember.

Dead or alive…cold calling is still working…it doesn’t mean haphazardly calling random people and hoping someone says yes to you.

It does mean giving some thought to whom you’re calling, whats in it for them and how you’re going to shape that call.

Today’s guest Armand Farrokh is Director of Sales at Carta in the San Francisco Bay Area helping companies, investors, law firms, and employees manage equity.

Armand leads a team of 30 SDRs and 3 Managers and as you’ll hear..he pays close attention to coaching his sales people make better cold calls.

Check out today’s episode right now!

Providing feedback to your sales team is part of the competent sales manager’s toolkit.

But providing effective feedback delivers both insight into how a sales person (or a team) is doing as well as providing a degree of direction or advice on how to reach desired levels of performance consistently.

It is a competency where you - as a sales leader - take your questioning skills, your listening skills and your observations and share your reflections with recipients.

So we all need feedback. But we also need people who give feedback, know how to give feedback and want to give feedback.

Do you give feedback? If I spoke to one of your SDRs right now. What woud they say?

Bill Gates said “We all need people who will give us feedback. That’s how we improve’

Today, you’re going to get a clear understanding of feedback, when to give and how to give it using a very simple 4-step model. Cool?

Check out the episode now!

I had a chat with some other sales professionals recently via Zoom and in that small group of people, there were differing opinions as to the definition of training and the definition of coaching.

These days, there are so many definitions of training and coaching - or more specifically sales training and sales coaching on the internet.

Does this even matter? I mean, these are just words. What difference does it make whether you use the word training or the word coaching? 

Well, it turns out that it does matter because:

1 these are completely different interventions - you need to know the purpose of each 

2 the intention and purpose of coaching and training is different - you need to know which is right for your team

3 the outcome of each is very different - you need to know what you are getting for your money

By the end of this episode, you will have a clearer understanding of several of the main differences and where they matter most!

Check out the episode now!