Nina Purewal is the author of Let That Sh*t Go: Find Peace of Mind and Happiness in Your Everyday.

In today’s episode of The Salesman Podcast, Nina talks about how to reduce your levels of stress and protect your mental health in a post-pandemic world. 

Resources:

Book: Let That Sh*t Go: Find Peace of Mind and Happiness in Your Everyday

Nina on LinkedIn

Pureminds.ca

Headspace – A Sleep and Guided Meditation App

Transcript

Will Barron:

Coming up on today’s episode of The Salesman Podcast.

 

Nina Purewal:

Stress is inevitable. So I think it’s a part of the package, if you’re running a business, if you are an entrepreneur, if you’re doing B2B sales, stress is going to happen. Inevitably, the biggest tip I can give is to be aware of our stress and when it’s coming on. So you can do that by being aware of the thoughts that are going on in your mind. You can do that by being aware of how it’s affecting your productivity at work. I’m an advocate and I teach mindfulness. So where I cope with stress about all appear in the mind. And the way that we, that I positioned in the mind is that we actually have two parts to our mind. One part is what I refer to as the chatty mind. Okay. It’s the mind that is constantly going. A lot of people in the space refer to it as the monkey mind is going from branch, to branch, to branch, or thought to thought, to thought. And this is the mind that we are so often in. We feel like this encompasses who we are.

 

Will Barron:

Hello, sales nation, I’m Will Barron, host of The Salesman Podcast. The world’s most downloaded B2B sales show. On today’s episode, we have Nina Purewal, while she’s the author of the book, “Let that shit go,” which you can find on Amazon and everywhere else online. And on today’s episode, we’re getting into how you can let that shit go. How you can reduce your levels of stress. It’s been a difficult year for a lot of people, 2020. And so hopefully there’s some value in this episode for you, if you’ve been feeling that stress and pressure. And so with that said, let’s jump right into it. Nina, welcome to The Salesman Podcast.

 

Nina Purewal:

Thank you for having me Will.

 

Is Stress a Natural Part of Our Life and Should We All Be Stressed in 2021? · [01:58]

 

Will Barron:

You’re welcome. I’m glad to have you on, and we’re going to touch on a subject today, which is not directly to do with driving revenue and selling. But if you get it wrong, can wipe out your opportunity of driving any revenue, because you’re going to be not in the right frame of mind to get anything done. And that is stress. So I want and talk about how we can source out what stress is and how we can potentially reduce some of it as well. So I’m going to ask you a massively loaded and leading question. And if the answer is yes to this question, Nina, the interview is pretty much over. We could wrap up here. But in a world where we’re constantly getting bombarded, customers notifications, we’ve got to do this. We’ve got to do that. I feel like stress is almost inevitable at this point and stress year on year, it seems to be increasing. Is this,

In this episode of the Social Selling Show, Will Barron and Daniel Disney answer the question, is LinkedIn sales navigator worth it and bust the myths around the product too.

They analyze some of the tool’s key features and explain how salespeople can effectively use the tool to close more leads.

Resources:

* The Ultimate LinkedIn Sales Guide by Daniel Disney

* Daniel’s LinkedIn Profile

Transcript

Will Barron:

Welcome to the Social Selling Show with myself, Will Barron, and the king, the king of social selling Daniel Disney, Daniel, how’s it going, my friend?

 

Daniel Disney:

I’m very good Will, and excited to be back for another episode. I’ve loved recording this with you and today’s topic, as well is an exciting one to dig into.

 

Will Barron:

It is. It’s a topic that is super important for anyone who’s doing any social selling, clearly. This is almost like the crux, the centre point of social selling. We’re going to be covering LinkedIn Sales Navigator, and perhaps a myth-busting around as well.

 

Will Barron:

And I will just say at the top of the show, just to be transparent, I think the Sales Navigator is a sponsor of salesman.org and Salesman podcast. Just so everyone’s clear, that doesn’t cloud my judgement on any of this, and I’ll be as open and honest as I can, but Daniel will give you the low down as well, I’m sure. 

 

How to Use LinkedIn’s Sales Navigator Tool · [00:47] 

 

Will Barron:

So with that then Daniel, I want to keep this open-ended as possible to get your real thoughts on it. Who needs Sales Navigator?

 

“The people that need to use LinkedIn are the people that have prospects and customers on LinkedIn.” – Daniel Disney · [01:07] 

 

Daniel Disney:

It’s a really good question. In terms of who needs it, anyone who’s going to utilise it properly. So we go right back to some of the first episodes. The people that need to use LinkedIn are the people that have prospects and customers on LinkedIn. If you have prospects and customers on LinkedIn, then there is no reason why LinkedIn Sales Navigator isn’t going to benefit you, but there are some sort of logistics around it. You need to make sure A, you’re going to utilise it to its full potential because it’s not cheap, let’s be completely honest. It’s not a cheap product or platform to buy, but it is full of a tonne of great features.

 

Daniel Disney:

What I see and what we’ll tackle a bit today is a lot of salespeople, sales teams, businesses paying for it and not using it. It’s like paying for your gym membership, and some people pay pretty much the same amount you pay for Sales Navigator on gym membership, and they never go to the gym. They just don’t go. Months, sometimes years go past and they haven’t been a single time. And it’s the same, people are spending on Sales Navigator and not using it.

 

“You don’t need Sales Navigator to build a personal brand, or to create amazing content. There are a lot of things you can do on the free version.” – Daniel Disney · [02:00] 

 

Daniel Disney:

Now, we’ve covered a lot in some of the previous episodes of what you can do with LinkedIn’s free account, and that’s the other side of things. You need to be leveraging those things. You don’t need Sales Navigator to have a optimised LinkedIn profile.

In this episode of the Social Selling Show, Will Barron and Daniel Disney answer the question, is LinkedIn sales navigator worth it and bust the myths around the product too.

They analyze some of the tool’s key features and explain how salespeople can effectively use the tool to close more leads.

Resources:

* The Ultimate LinkedIn Sales Guide by Daniel Disney

* Daniel’s LinkedIn Profile

Transcript

Will Barron:

Welcome to the Social Selling Show with myself, Will Barron, and the king, the king of social selling Daniel Disney, Daniel, how’s it going, my friend?

 

Daniel Disney:

I’m very good Will, and excited to be back for another episode. I’ve loved recording this with you and today’s topic, as well is an exciting one to dig into.

 

Will Barron:

It is. It’s a topic that is super important for anyone who’s doing any social selling, clearly. This is almost like the crux, the centre point of social selling. We’re going to be covering LinkedIn Sales Navigator, and perhaps a myth-busting around as well.

 

Will Barron:

And I will just say at the top of the show, just to be transparent, I think the Sales Navigator is a sponsor of salesman.org and Salesman podcast. Just so everyone’s clear, that doesn’t cloud my judgement on any of this, and I’ll be as open and honest as I can, but Daniel will give you the low down as well, I’m sure. 

 

How to Use LinkedIn’s Sales Navigator Tool · [00:47] 

 

Will Barron:

So with that then Daniel, I want to keep this open-ended as possible to get your real thoughts on it. Who needs Sales Navigator?

 

“The people that need to use LinkedIn are the people that have prospects and customers on LinkedIn.” – Daniel Disney · [01:07] 

 

Daniel Disney:

It’s a really good question. In terms of who needs it, anyone who’s going to utilise it properly. So we go right back to some of the first episodes. The people that need to use LinkedIn are the people that have prospects and customers on LinkedIn. If you have prospects and customers on LinkedIn, then there is no reason why LinkedIn Sales Navigator isn’t going to benefit you, but there are some sort of logistics around it. You need to make sure A, you’re going to utilise it to its full potential because it’s not cheap, let’s be completely honest. It’s not a cheap product or platform to buy, but it is full of a tonne of great features.

 

Daniel Disney:

What I see and what we’ll tackle a bit today is a lot of salespeople, sales teams, businesses paying for it and not using it. It’s like paying for your gym membership, and some people pay pretty much the same amount you pay for Sales Navigator on gym membership, and they never go to the gym. They just don’t go. Months, sometimes years go past and they haven’t been a single time. And it’s the same, people are spending on Sales Navigator and not using it.

 

“You don’t need Sales Navigator to build a personal brand, or to create amazing content. There are a lot of things you can do on the free version.” – Daniel Disney · [02:00] 

 

Daniel Disney:

Now, we’ve covered a lot in some of the previous episodes of what you can do with LinkedIn’s free account, and that’s the other side of things.

Dr. Nick Morgan is one of America’s top communication theorists and coaches.

In this episode of the Salesman Podcast, Nick shares how we can best show up and influence buyers on video calls with our body language, vocal tonality, and much more.

Resources:

PublicWords.com

@publicwords

Nick on Linkedin

Book: Power Cues: The Subtle Science of Leading Groups, Persuading Others, and Maximizing Your Personal Impact

Digital body language on Zoom

Book: Can You Hear Me?: How to Connect with People in a Virtual World

Book: Lean In: Women, Work, and the Will to Lead

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Nick Morgan:

What we humans care about more than anything else is each other’s intent. It’s very difficult to tap somebody on the shoulder before the meeting and say, “Well, Will, there’s this little thing that you tend to do in meetings. I just wanted to warn you don’t do that in this meeting because the folks we’re meeting with are very sensitive to that. And if you start doing what you would do in the meeting, they’re going to hate you. And that’s the end of the meeting right there.” Trust is different online versus in person. Trust takes time, first of all.

 

Will Barron:

Hello, sales nation, my name is Will Barron, and I’m the host of the Sales Man podcast. The world’s most downloaded B2B sales show. In today’s episode, we have Nick Morgan. You can find out more about Nick over at publicwords.com. On today’s episode, we’re getting into how you can stand out on the stage. That is Zoom, Microsoft teams, Skype, however you’re communicating virtually online. We get into body language, vocal tonality, and a whole lot more. So with that said, let’s jump right into today’s episode. Nick, welcome back to the Sales Man podcast.

 

Nick Morgan:

Will, it’s great to be back. We little thought when we spoke last that we’d be at this a virtual relationship forever, but here we are/

 

Will Barron:

Okay. Here we are. I don’t think things are changing anytime soon from the look of things. So with that, you teed things up perfectly. We’re going to talk about on today’s show we’re going to talk about how we can bring a bit of life to our Zoom calls. When we’re on that stage of, of Zoom, Skype, Microsoft teams, whatever it is, how we can add a bit of life and energy to those conversations and it’s clearly not just sales professionals who are doing this at the moment. So this might be applicable for people outside of that realm as well.

 

What Needs to Change When We Shift From Face-to-Face Sales Meetings to Virtual Conferences? · [01:48] 

 

Will Barron:

Now I want to start the show by being just, this isn’t hopefully isn’t a lazy question. I want it to be massively open-ended here just to get your thoughts before I start leading us down different pathways. What has changed or what needs to change when we shift from a face-to-face sales meeting, sales conversation, when we’re trying to influence people, we’re trying to entertain them, we’re trying to somewhat persuade them to our way of thinking and our products and ...

Dr. Nick Morgan is one of America’s top communication theorists and coaches.

In this episode of the Salesman Podcast, Nick shares how we can best show up and influence buyers on video calls with our body language, vocal tonality, and much more.

Resources:

PublicWords.com

@publicwords

Nick on Linkedin

Book: Power Cues: The Subtle Science of Leading Groups, Persuading Others, and Maximizing Your Personal Impact

Digital body language on Zoom

Book: Can You Hear Me?: How to Connect with People in a Virtual World

Book: Lean In: Women, Work, and the Will to Lead

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Nick Morgan:

What we humans care about more than anything else is each other’s intent. It’s very difficult to tap somebody on the shoulder before the meeting and say, “Well, Will, there’s this little thing that you tend to do in meetings. I just wanted to warn you don’t do that in this meeting because the folks we’re meeting with are very sensitive to that. And if you start doing what you would do in the meeting, they’re going to hate you. And that’s the end of the meeting right there.” Trust is different online versus in person. Trust takes time, first of all.

 

Will Barron:

Hello, sales nation, my name is Will Barron, and I’m the host of the Sales Man podcast. The world’s most downloaded B2B sales show. In today’s episode, we have Nick Morgan. You can find out more about Nick over at publicwords.com. On today’s episode, we’re getting into how you can stand out on the stage. That is Zoom, Microsoft teams, Skype, however you’re communicating virtually online. We get into body language, vocal tonality, and a whole lot more. So with that said, let’s jump right into today’s episode. Nick, welcome back to the Sales Man podcast.

 

Nick Morgan:

Will, it’s great to be back. We little thought when we spoke last that we’d be at this a virtual relationship forever, but here we are/

 

Will Barron:

Okay. Here we are. I don’t think things are changing anytime soon from the look of things. So with that, you teed things up perfectly. We’re going to talk about on today’s show we’re going to talk about how we can bring a bit of life to our Zoom calls. When we’re on that stage of, of Zoom, Skype, Microsoft teams, whatever it is, how we can add a bit of life and energy to those conversations and it’s clearly not just sales professionals who are doing this at the moment. So this might be applicable for people outside of that realm as well.

 

What Needs to Change When We Shift From Face-to-Face Sales Meetings to Virtual Conferences? · [01:48] 

 

Will Barron:

Now I want to start the show by being just, this isn’t hopefully isn’t a lazy question. I want it to be massively open-ended here just to get your thoughts before I start leading us down different pathways.

Michael Heppell is one of the UK’s leading experts on customer service and an International Sunday Times No.1 best-selling author.

On today’s episode of the Salesman Podcast Michael explains how to not just win at sales… but how to become brilliant at it.

Resources:

* MichaelHeppell.com* Michael on LinkedIn* @MichaelHeppell* Book: How to Be Brilliant: Change Your Ways in 90 days!

Michael Heppell is one of the UK’s leading experts on customer service and an International Sunday Times No.1 best-selling author.

On today’s episode of the Salesman Podcast Michael explains how to not just win at sales… but how to become brilliant at it.

Resources:

* MichaelHeppell.com* Michael on LinkedIn* @MichaelHeppell* Book: How to Be Brilliant: Change Your Ways in 90 days!

On this week in sales we’ll be looking at: 

* Facebook saying that buyers are more prepared to buy online* How Sales Leaders Can Set a Course for Less Stress* CEO: “We tried paying everyone the same salary. It failed’

And much more!

This Week In Sales hosts:

* Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence

TOPICS:

Facebook research shows UK consumers are more prepared to buy online

Of those surveyed, 60 per cent aged between 18 and 39 said they thought buying a car completely online was realistic – and 58 per cent would be spending more than £30,000.

found that salespeople are still very important to car buyers, as 83 per cent said they had some sort of help choosing their new car.

Negotiating was still an important part of the process for a large portion of those surveyed, with 43 per cent saying it was a thrill-seeking opportunity.

https://cardealermagazine.co.uk/publish/facebook-research-shows-uk-consumers-are-more-prepared-to-buy-online/214969

Highspot Customer Growth Surges Amid Widespread Adoption of Sales Enablement

Highspot adoption doubled to more than 3 million users in 2020

Highspot, the sales enablement platform that helps companies get the most from their customer-facing teams, announced soaring customer growth as companies including Aetna, a CVS Health company; DocuSign, DuPont, Euler Hermes, General Motors, John Deere, … 

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. According to Gartner, Inc., 80 percent of business-to-business sales will happen digitally through 2025 (GARTNER, “The Future of Sales”, M. Buckley, T. Travis, 8 September 2020).

https://www.prnewswire.com/news-releases/highspot-customer-growth-surges-amid-widespread-adoption-of-sales-enablement-301215844.html

Vimeo Launches New Video Marketing Tools

Vimeo, the world’s leading all-in-one video solution, today launched a suite of tools to help marketers and businesses reach— and ultimately convert— new customers with video.  To streamline the process of managing and communicating with customer leads, Vimeo also introduced new and enhanced integrations with HubSpot, Mailchimp, Constant Contact, and more. 

Users can now add customizable contact forms to their videos, sync form submissions directly to their preferred email marketing platform, and engage prospects with in-email video GIFs— all from the Vimeo platform. 

“The power of video to engage customers, anywhere, any time, is a remarkable tool for compelling marketing campaigns,” said Scott Brinker, VP of Platform Ecosystem at HubSpot.

 “With Vimeo’s new integration with HubSpot’s CRM platform, leads generated within these videos seamlessly flow into a company’s marketing and sales engine.”

https://www.

On this week in sales we’ll be looking at: 

* Facebook saying that buyers are more prepared to buy online* How Sales Leaders Can Set a Course for Less Stress* CEO: “We tried paying everyone the same salary. It failed’

And much more!

This Week In Sales hosts:

* Will Barron – Salesman.org/Youtube* Victor Antonio – Youtube.com/user/salesinfluence

TOPICS:

Facebook research shows UK consumers are more prepared to buy online

Of those surveyed, 60 per cent aged between 18 and 39 said they thought buying a car completely online was realistic – and 58 per cent would be spending more than £30,000.

found that salespeople are still very important to car buyers, as 83 per cent said they had some sort of help choosing their new car.

Negotiating was still an important part of the process for a large portion of those surveyed, with 43 per cent saying it was a thrill-seeking opportunity.

https://cardealermagazine.co.uk/publish/facebook-research-shows-uk-consumers-are-more-prepared-to-buy-online/214969

Highspot Customer Growth Surges Amid Widespread Adoption of Sales Enablement

Highspot adoption doubled to more than 3 million users in 2020

Highspot, the sales enablement platform that helps companies get the most from their customer-facing teams, announced soaring customer growth as companies including Aetna, a CVS Health company; DocuSign, DuPont, Euler Hermes, General Motors, John Deere, … 

The remote reality has accelerated the pace of digital transformation and changed the way go-to-market teams engage buyers. According to Gartner, Inc., 80 percent of business-to-business sales will happen digitally through 2025 (GARTNER, “The Future of Sales”, M. Buckley, T. Travis, 8 September 2020).

https://www.prnewswire.com/news-releases/highspot-customer-growth-surges-amid-widespread-adoption-of-sales-enablement-301215844.html

Vimeo Launches New Video Marketing Tools

Vimeo, the world’s leading all-in-one video solution, today launched a suite of tools to help marketers and businesses reach— and ultimately convert— new customers with video.  To streamline the process of managing and communicating with customer leads, Vimeo also introduced new and enhanced integrations with HubSpot, Mailchimp, Constant Contact, and more. 

Users can now add customizable contact forms to their videos, sync form submissions directly to their preferred email marketing platform, and engage prospects with in-email video GIFs— all from the Vimeo platform. 

“The power of video to engage customers, anywhere, any time, is a remarkable tool for compelling marketing campaigns,” said Scott Brinker, VP of Platform Ecosystem at HubSpot.

 “With Vimeo’s new integration with HubSpot’s CRM platform, leads generated within these videos seamlessly flow into a company’s marketing and sales en...

In this episode of the Salesman Podcast, Andy Whyte dissects each step in the MEDDIC process and explains how B2B sales professionals can leverage the framework to both progress and close more sales.

Andy is the author of MEDDIC: The Ultimate Guide and an expert on using MEDDIC in the complex sale

Resources:

Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale

Andy on LinkedIn

MEDDICC.com

Book: The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results

Book: The Challenger Sale: Taking Control of the Customer Conversation

Transcript

Will Barron:

Coming up on today’s episode of the Salesman Podcast.

 

Andy Whyte:

I think the thing is this, a lot of… MEDDICC is probably the most widely used methodology or framework or whatever you want to call it, in enterprise sales. What you find is that everyone has a different word for it. As a salesperson, you really only have one thing, one asset that really is going to dictate how successful you are and that’s time.

 

Andy Whyte:

The paper process is the one that will have the biggest impact on whether your deal will close on time when you think it will. Because once you’re a vendor of choice, once you’re past selling and you’re into closing, it’s the paper process that takes the time and…

 

Will Barron:

Hello, Sales nation. My name is Will Barron and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have an absolute legend. We have Andy Whyte. He is the author of the book MEDDICC. You can find at meddicc.com, which is M-E-D-D-I-C-C.com.

 

Will Barron:

On today’s episode, unsurprisingly, we’re talking about MEDDICC as a framework and how it can help you close more complex and enterprise-level sales. Everything we talk about in this episode is available in the show notes over at salesman.org. With that said, let’s jump right into it. Andy, welcome to the Salesmen Podcast.

 

Andy Whyte:

Thank you, Will. It’s awesome to be here. As I’ve mentioned to you before, I’m a big fan. I’ve been watching the shows. Thank you for having me on.

 

Andy’s Definition of MEDDICC · [01:30]

 

Will Barron:

I appreciate it. I’m excited to have you on. On this episode, we’re going to get into MEDDICC. We’re going to hopefully break down the analogy and go through each of these sections the best we can in the time that we have. But Andy, how do you describe MEDDICC? Would you say it’s a sales methodology or do you have a better way or a different way of describing what it is?

 

Andy Whyte:

Yeah, great question. I think the thing is this, a lot of… MEDDICC, is probably the most widely used methodology or framework or whatever you want to c...