What we say accounts for 7% of the communication in our message

How we actually say it is 5x more powerful than that, so what does this mean?

We had an entertaining conversation with Darcy J Smyth creator of The Sales Game, talking about The Tonal Persuasion Method that Darcy drives as one of the main topics in the episode. He is incredibly in love with human psychology and powered by a great mission as a sales trainer.

We talked about the fact that your solution when you are out there selling is only one small part in sales

The truth is that a lot of people in this modern business world are good at talking

about themselves and their solution, rather than focusing on the buyer and how to tailor the solution to the problem you can solve for them

Here are some questions for you; how are problems caused in the mind? And how are they ultimately solved with your solutions?

One healthy balance you have to find is in genuinely understanding yourself when you are out there with buyers, though without focusing on you

Link to the episode in the comments

What are your thoughts on the topic? And, how do you drive better conversation in this modern sales world?

#sales #psychology #humanbehavior

Links to find Darcy below:

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

https://www.sales.game/

How often do you sit down to rethink the way you sell?

This is the motto of Jeff Bajorek, consultant, author at Parabola Consulting LLC and Podcast Host of The Why And The Buy. I told Jeff that I could not emphasize enough how much I enjoyed our conversation.

Here is part of what we discussed, and if you are in Sales I’d love you hear your thoughts on it...

Ultimately, you don’t need to make your prospects aware of the solution, so much as you need to make them aware that a better state exists. Ask the right curious questions that truly paint the picture in your prospects' minds.

What are your differentiators? Why are you different?

When you dive deep into these questions you might realize that you got no competition

Now, this is the thing when you control the narrative about the most advantageous way you solve that problem, your competitor has to sell to your prospects on a completely different philosophy. And, when you control that philosophy, you are in control of the sales process

Create tension with your prospects, as Jeff described it in our conversation

Let’s summarize it with the true fact that your biggest competitor is the status quote, your biggest competitor is your prospect doing nothing at all, wouldn’t you agree?

Links to reach Jeff:

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

https://www.jeffbajorek.com/

Check out Jeff’s book, “The five forgotten fundamentals of prospecting”:

https://mailchi.mp/jeffbajorek/prospecting-fundamentals-book

“Without a community, you are simply a commodity.”

Strongly said by Sangram Vajre, Chief Evangelist, and Co-Founder at Terminus: Account-Based Marketing, and in those words is the reminder to everyone that it all starts with your community.

FlipMyFunnel has grown not just as a podcast listened by 100k+ people, but as a community with over 10k+ people sharing their interest and passion for this category

It later evolved from a #FlipMyFunnel roadshow of events into partnering up this year with the lights of #RevTalks and #DemandGen, which brought together the super successful #B2BMX Summit last August, with 1k+ people attending it

This is how you drive a movement. Now, how do you get started? how do you build a community?

✏️ Think about problem market-fit or product market-fit. Focus on the problem, but your community is the way to discover that the problem is big enough

✏️There is no category of one that was created and has a successful movement, that is why having competitors is great. It’s a different ball game when you have more thought leaders that come together and talk about it, it creates a congregation, and now you are preaching

✏️Building a movement it’s not for every company. There are very few companies across the globe that have built a movement in their category. Therefore, figure out If you have the DNA and you have the long-term view that is built on category leadership and community. The how is the easy part but the why is the hardest part

Check out Sangram on LinkedIn:

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

Link to the popular “ABM is B2B” book:

https://amzn.to/34PAd3U

What does it take for an organization to have a #OneTeam mindset between #sales & #marketing?

And, what are the underlying symptoms that separate them?

I had the honor to talk about this with Sangram Vajre, who is the Co-Founder & Chief Evangelist at Terminus. He has built not just a community with FlipMyFunnel but an ABM movement that tons of people look up to and admire

He took a deep dive into answering my curious questions with examples and actionable advice to a situation that a lot of organizations face

What are your thoughts on the following?

✏️Leadership is not what you say; leadership is what you do

✏️ You won’t align both teams overnight, relationships are built over time, and trust is built over time. You need intentionality in the process of bringing them together

✏️It all starts at the top, align your metrics to ONE thing, whichever that is. And, ask yourselves in your intentional combined meeting, do you trust each other to align the metrics together?

✏️Speak the same language. Figure out the cadence and rhythm of leadership, so people feel they are aligned. It should PAIN marketing when sales numbers are not met, and it should PAIN sales when marketing is not doing what they are supposed to do

Check out Sangram on LinkedIn:

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

Link to the famous “ABM is B2B” book:

https://amzn.to/34PAd3U

Here are some foundational questions: what is a sales process? 🧐

And, how do you match your CRM to the work your salespeople do to get new business?

In this 18th episode of the show, I had a special guest David Masover who runs his consulting firm. He is a sales hero with over three decades of experience in sales, and with his heart beating hard for the craft that he has mastered.

We cover a lot of foundational questions when it comes to the sales process, CRM, and the challenges and reasons why not every company masters their sales process.

Check out the links to the episode on the comments, meantime here is some food for thought:

✏️ Have you asked yourself these questions:

What are your salespeople doing to get new business?

How are they doing it?

What are the steps they are taking?

What does that process look like?

✏️ The sales leaders of every company should be spending time observing and profoundly understanding the work their salespeople are doing to get new business, then take what is happening NOW and clarify that into a process, and from there you can build-rebuild-optimize your CRM system

✏️Your numbers and stats are BS if you don’t do the proper work from the beginning

Here are the links to David’s books and where you can reach him:

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

https://www.davidmasover.com/

https://amzn.to/33oDJ3x (The Salesman’s Guide to Dating)

https://amzn.to/34AaMDr (Mastering Your Sales Process)

https://amzn.to/2smjgjb (Managing the Sales Process)

It’s estimated an adult makes 35k remotely conscious decisions per day 🤯

Almost every action we make is a decision, or so to say a micro-decision...

In today's episode, I caught up with Stan Daulov, who works for Ingram Micro and who also manages his on coaching practice. He is a passionate people’s enthusiast, who is fascinated by the limitless potential that every individual carry

We discussed how Stan reinforces people’s strengths considering there are those with either a fixed mindset or a growth mindset

How developing negotiation skills can help us make better decisions, and the different games you can try like “split the orange”

✏️Stability is the enemy of growth and to make decisions with a growth mindset, you need optimal challenges, and to push your own limits stretching yourself left facing adversity, conflict, and confrontation

✏️ You are a product of your choices not a victim of your circumstances, sometimes you might automatically and subconsciously think you don’t have a choice, but the truth is you ALWAYS have a choice

✏️When practicing negotiation skills through games, one key thing is DON’T NEGOTIATE, instead, ASK GREAT QUESTIONS and find out the true interests of your customer, then sell to the value you can add

You can find Stan on below links:

www.standaulov.com

https://www.linkedin.com/in/stan-daulov/

How do you know when you’ve built TRUST with your customers?

I got together in person with Rene Linders from Muehlan Group to talk about the single most vital sales tool on the planet. Rene has led his career in sales through TRUST-based-relationship selling.

We discussed with practical examples how you demonstrate trust and integrity; how trust has been tested in the specific examples discussed; how to build transparency and more

Here are some takeaways from it:

✏️ TRUST starts with yourself, and If you don’t trust the person on the other side of the table then don’t do business, it’s no use

✏️Without TRUST you will struggle to find the real drivers for your customer, and remember the importance of finding the internal triggers of your customer

✏️Contracts can never eliminate a lack of trust, so you have to be brave and not afraid to test the levels of TRUST you and your customer have

Isn’t TRUST also one of the most important values in life and business?

You can find Rene at:

Www.muehlhan.com

[email protected]

How do you coach your sales teams?

Andy Paul who is the founder of The Sales House joined me on this 15th episode of the show, he is one of the world's top sales coaches and someone that has turned into a mentor towards my endeavors.

I look up to Andy and highly respect him for the amount of wisdom he carries. We barely scratch the surface on the number of topics in sales I could discuss with him.

Below are some of the takeaways from the episode:

✏️ If you want to coach other people, first of all, you have to understand that you need to model the behavior yourself, and you have to exhibit those same traits that you are trying to coach others

✏️ Serving has to be at the forefront of your traits as a coach, and the most important question is, how can I help you become the best version of YOU?

✏️ Are you truly helping your team become successful in their lives? If your focus as a manager is simply finding out on how you can your team close one particular deal, then you got it wrong, it’s about life in general, how can you help people develop the right habits and behaviors? Which in turn shapes their characters!

Join The Sales House and make sure to check out Andy’s famous podcast “Accelerate” as well as his books:

https://www.thesaleshouse.com/ 

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

Do you get every person that enters your company to work in sales?

I had an awesome conversation with Lova Kremer, COO of Startupfunding & Lighting Video Editors. He truly puts emphasis and passion in treating his team as his family and building a winning working culture that has accelerated the growth of his companies.

We got into discussing the why everyone that enters his company starts by working in sales; his methodology for training his sales team; his hiring strategies including his failures throughout the process and the system he has built; the working culture he promotes; and much more.

Below are some takeaways:

✏️ It’s about encouraging a sales orientated culture, where sales is oxygen, and this is why everyone in the company starts in sales

✏️ Nurture a leader servant work culture, where leaders serve their teams and not the other way around. Your team is your FAMILIA

✏️ He empowers his team to start their own side business by even helping them get started maybe also funding them because their personal growth benefits the growth of his company

✏️ Remember this one thing; you can’t lie in sales, don’t fake it till you make it because you will fail hard with that mindset

You can reach out to Lova and the team on:

www.lightningvideoeditors.com

[email protected] 

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

Check out how this year event went and stay tuned for the next one on:

https://startupfundingevent.com/

[email protected]

What do you think are the main challenges for sales in healthcare VR? Where is the future experience heading? 

I had an enjoyable conversation with Freek Teunen and Jason van Eunen, they are rising talent with their startups PlaygroundVR and MedkitVR, super passionate for the VR experience and the benefits and impact that it can bring to people. 

VR has really taken off this last decade, and It was great to hear how these fellas are developing their startups from the ground up, how they sell the VR experience; the sales cycle; their smart strategies; also, their challenges, and the future. 

Here are some solid takeaways to VR startups: 

✏️Many companies are financially running dry, so for anyone starting to develop apps in VR, you need to search for ways to decrease the cost for development 

✏️Use multiple revenue streams, and find ways on how you can get more value from that single app 

✏️If you are a VR startup take advantage of standard assets, 360 videos and webVR to get your idea realized 

Do you believe in the high value VR has and how it can impact people? 

You can find both via below: 

https://medkitvr.com/ 

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

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