Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

Selling Made Simple, Salesman Podcast, This Week In Sales, And More...

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Selling Made Simple, Salesman Podcast, This Week In Sales, And More... episodes

  • #709: Is The Challenger Sale Still Effective In 2021? With Andee Harris | Salesman Podcast







    In today’s episode of the Salesman Podcast, we speak with Andee Harris, the CEO of Challenger. She has more than two decades of experience in growing and scaling service and technology businesses. 



    Today, we discussed what Challenger is and how we can implement some of the Challenger methodologies into our own sales process.



    “It was a research-based book and it was giving leaders a new playbook, a way to think differently about how they train to develop their sales team.” – Andee Harris



    Challenger: More Than Just A Book



    Challenger as a learning tool that offers leaders an innovative way of thinking to improve how they train and develop their sales team. The three main core pieces of Challenger are: bringing commercial insight to the customer, giving salespeople a set of skills, and identifying and collaborating with the right customer stakeholders. 



    “The biggest thing we learned is: successful salespeople know if they have that contrast constructive tension. They take control of the sales process.” – Andee Harris



    Increase Influence Across the Buying Scale



    Customers, during the pandemic, are making decisions based on the influence of peers and colleagues rather than salespeople. Statistically, only 12% of this data comes from the seller. Due to this, Challenger can come and make the business’ content marketing consistent across all social media channels.



    “You need to be centralized and really being able to understand all those different stakeholders. This is crucial because influence is now coming from so many different parts of the organization.” – Andee Harris



    Know When To Stop Selling



    Most salespeople do not know when to stop selling. Salespeople logically need to stop selling and start negotiating as these are two different skills. Andee then discusses how Challenger can come and look at win-loss data and help business pinpoint their messaging, visions, and gains.



    “We think at a higher level. We come and ask how you can sell and make an impact. Those are two examples of ways that we’ve come in and really been able to change the trajectory of the success of the sales team.” – Andee Harris



    Bio:



    Andee Harris is the new CEO of Challenger. Andee has previously led multiple companies, both as CEO and Senior Vice President, through periods of rapid revenue growth, critical fundraising, and successful acquisition.



    Resources:



    * ChallengerINC.com* Andee on LinkedIN
    40 min
  • Your CRM Is Losing You Money? Female Salespeople Less Likely To Get A Bonus? | This Week In Sales







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



    * How half of sales leaders say their CRM’s are costing them in lost opportunities. * If bots can make salespeople more productive?* How female salespeople are 23% less likely to be offered financial bonuses vs their male colleagues



    And much more! 



    This Week In Sales hosts:



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



    News:



    Only 23% of B2B sales reps say they sell as well virtually as offline



    Research by Gartner Inc. found that only 23% of B2B sales reps believe they are equally effective selling virtually as they are in a live, onsite setting. Gartner’s survey includes 1,122 sales reps.



    “The three root causes for sales managers’ struggles coaching on virtual selling include an (1) inconsistent coaching culture, (2) inexperience with virtual selling and coaching skills and a (3) lack of investment in coaching technology,” said Doug Bushée, senior director analyst in the Gartner Sales practice



    https://www2.staffingindustry.com/Editorial/Daily-News/Only-23-of-B2B-sales-reps-say-they-sell-as-well-virtually-as-offline-56861



    Gong Adds Former Tableau EVP Kelly Breslin Wright to Board of Directors to support massive growth



    Gong, the revenue intelligence platform leveraging artificial intelligence to transform revenue teams, announced today that Kelly Breslin Wright has joined the company’s board of directors. 



    Wright is uniquely positioned to help Gong in its next chapter with her prior experience leading companies through multiple stages of growth, from initial go-to-market traction to global expansion to IPO.  She spent 12 years at Tableau Software, where she started as the company’s first sales hire, rising through the ranks to become executive vice president of sales, helping lead the startup through an IPO and to $850 million in revenue.



    https://www.prnewswire.com/news-releases/gong-adds-former-tableau-evp-kelly-breslin-wright-to-board-of-directors-301239634.html



    Can B2B sales be automated, and can bots make sales reps more effective?



     Rob Tarkoff, EVP and GM, Oracle – Talking about Oracle’s new digital assistant – 



     “Oracle CX Sales Mobile now includes an embedded, AI-guided digital assistant to help you get more done, even when you’re away from your desk.”



    “the front office, and in particular, the front office for a b2b seller, should be a lot more automated.”



    “There’s a way to codify the practices that make a good rep, and expose that to everybody. And you do that through a predictive engine that says, “I’ve looked at the data, and I’ve seen what successful reps before have done.” Here’s a suggestion; here’s a logical next step; here’s a piece of content that has performed super-well, like a reference story.”



    1 hr 2 min
  • How To Speak So Your Sales Team Will Listen With Julian Treasure | Sales Leadership Show







    Julian Treasure is the chair of the Sound Agency, a firm that advises worldwide businesses — offices, retailers, airports — on how to design sound in their physical spaces and communication.



    On this episode of the Sales Leadership Show Julian explains the steps and process to effectively communicate with our sales teams so that we can better guide them to success.



    Resources:



    * JulianTreasure.com* Julian on LinkedIn* Book: How to be Heard: Secrets for Powerful Speaking and Listening
    37 min
  • MORE Ways To Win Attention And Close Sales In The LinkedIn Feed | Social Selling Show







    On this week’s Social Selling Show, Daniel and Will discuss how to get attention, and most importantly, sales lead from posting content in the LinkedIn news feed. Today, they explore the different social media features of LinkedIn, including polls, stories, lives, hashtags and more.



    Daniel Disney is the author of The Million-Pound LinkedIn Message



    “The core moral of the story with this is go and share content. Give value to your audience but make sure you have that authentic heart. Make sure you are genuinely motivated by giving value to your prospects, your customers and your network.That’s where success lies. Don’t do it for the likes. Don’t do it for the comments. Don’t do it to try and sell something. Do actually want to give value.” -Daniel Disney



    LinkedIn Polls



    Daniel shares that polls can be a good source of engagement. Although he prefers to do polls only once or twice a month, he emphasizes that the focus should be on the frequency but the quality of your polls. While Daniel recommends having polls relevant to your brand, he says that creating fun once from time can also be beneficial for your company.



    “They have created it [polls] in a way that is going to drive engagement so either create a poll where people have a strong opinion and will want to add their thoughts or that they’re going to be super curious to see what the results are what everyone else is voting for. They’re going to vote to see the results. So yeah, polls are really good but again make sure that they’re engaging and that they’re valuable.” -Daniel Disney



    Micro-content



    With the numerous and heavy content available in the LinkedIn feed, the introduction of stories has been a breath of fresh air in the platform. Daniel explains that the popularity of stories may be attributed to LinkedIn post’s several limitations. For instance, the algorithm for Linked works effectively with only a single post per day. Stories have no such restrictions, and users can add four to five stories per day without appearing spam or intrusive as people would have control over which stories they want to view.



     “It definitely aligns with your personality, if you’re quite outgoing, if you are quite a content creator, then stories can work well. But they’re not in any way taking attention away from core content.”- Daniel Disney



    Be Searchable



    Linked seemed to adapt the features that work well on other social media platforms, including hashtags. For Daniel, the role of the hashtags is to make your post searchable and trackable, therefore driving more audience to the post. Like every tool in LinkedIn, Daniel reminds us to use hashtags wisely. Rather than spamming 10-20 hashtags per post, improve on making quality content. 



    “It [hashtags] makes your post visible, but it doesn’t have a huge impact on engagement. Having hashtags isn’t going to drive more likes and comments, the post will do that, have a good post. The hashtag is to make it trackable and searchable,sure.”- Daniel Disney



    Social Selling Show Hosts:



    * Daniel Disney is the King of Social Selling, a best-selling author, and keynote speaker. Daniel is also the founder of The Daily Sales.* Will Barron is the founder of Salesman.org, where he helps B2B sales professionals master modern sales in just 42 days.
    35 min
  • #708: How To Build Sales Pipeline On LinkedIn With Sam Rathling | Salesman Podcast


    https://youtu.be/Ye60yyr5qz8




    In today’s episode of the Salesman Podcast, we converse with our special guest, Sam Rathling



    about how we can build our sales pipeline with social selling, especially through LinkedIn. Sam is a LinkedIn and social media expert, and an award-winning, global authority sales pipeline transformation. Will and Sam have a tactical conversation filled with an abundance of value we can all learn from.




    “You connect with someone today who is not ready to buy from you, but social selling, really, is about staying Top of Mind.” -Sam Rathling




    Social Selling to Rebuild A Pipeline



    Sam emphasizes the importance of social selling as it builds one’s personal brand and establishes one as that go-to person. Social selling allows salespeople to tap on decision-makers. Traditional methods of selling through cold emailing and calls can also work, although this can prove to be more difficult, given the pandemic.




    “Prospecting and outreaching to your target market and decision-makers through something like LinkedIn can be a different way of approaching the traditional method. If done effectively and done the right way, this can be a very effective and very positive way of getting new business.” -Sam Rathling




    Personal Brand In Social Selling



    There is a need to have a personal brand in social selling to communicate effectively with customers. Sam encourages salespeople to look at their LinkedIn profiles through the eyes of their ideal clients and to cultivate content that makes them industry experts. This must be done consistently in order to prospect through LinkedIn and outreached to decisions makers. 




    “What you want is people coming to you, and messaging you saying, that they want to do business with you. Talking to them rather than you having to hunt and look for business all the time.” -Sam Rathling




    Combining Inbound and Outbound Success



    When it comes to building the sales pipeline, salespeople need to combine both efforts made in inbound and outbound sales. Touchpoints established through LinkedIn can set the tone and keep salespeople at top of mind for the decisions makers.




    “I think it is a blended approach and not just in one thing or the other. Often, when I go in and train sales teams, they think that the LinkedIn piece is just to replace what they are already doing. It shouldn’t be that at all.” -Sam Rathling




    Bio:



    Sam Rathling is an International Speaker & Coach, an Amazon best-selling author. She is an authority in Referral marketing, Business Networking, and LinkedIn. Sam has spoken to audiences of up to 1200+ people in 16 countries, spanning 3 continents.



    Resources:




    * Sam on LinkedIn
    * Book: Linked Inbound: 8 Social Selling Strategies to Generate Leads on Linked
    * LinkedIn Profile Tips For Sales

    47 min
  • #707: How To Change And Win In The “New Normal” With Adam Carroll | Salesman Podcast







    In today’s episode of the Salesman Podcast, we speak with Adam Carroll about what the “new normal” means for salespeople and business people. Adam is a two-time TED talk speaker, with one of his talks surpassing 4 million views. He is also the author of the incredible book The Build a Bigger Life Manifesto. Together, we dive into embarrassing change and living a better life by essentially asking ourselves better questions and building better rules into the day.



    “Organisms, organizations, and people all have to adapt to whatever that changes in rapid order.” -Adam Carroll



    The New Normal and The Next Normal



    Adam shares that he is unnerved by the term new normal. People have continuously said “they can’t wait to go back to normal” and as much as he wishes the same, it is practically impossible to go back to how we lived before. Worldwide, businesses had to shift and adapt in short as 60 to 70 days, where either they had to close down or shift to work from home.



    “We need to be ready for the next normal as opposed to the new normal. The next normal likely is coming in 60 to 75 days, we just don’t know exactly what that next is going to be.” -Adam Carroll



    Embracing The Onset of Changes



    Information gathering amid the new normal is crucial to determine the goals for business survival. Adam shares it is not much dependent on luck, but rather, on the forethought of problems that may occur in the future. Though challenging, people and businesses pivoted well and figured out ways to adapt to the current environment.



    “I think that this presents a very unique opportunity for people who are in the midst of the challenge. Some people are rising to it. Though, I think other people are paranoid, and frantic about it. Nevertheless, I do think that it creates a unique opportunity for us.” -Adam Carroll



    Living A Better Life



    Adam encourages everyone who wishes to maximize the 60-75 cycle of change to redefine the people they are surrounded with. Most people attempt to set goals without the input of others in terms of environment and capabilities. The objective is to set the right goals and surround oneself with people who are visionaries.



    “My recommendation would be, don’t set goals farther than eight weeks. Really plan ahead of what the goal will look like and then do everything you can to achieve it, in those eight weeks before they are shifting goalposts again.” -Adam Carroll



    Bio:



    Adam Carroll is an internationally recognized financial literacy expert, and author of “Winning The Money Game,” “30 Days To $1K” and “Mastery of Money for Students.” He also created the documentary, “Broke, Busted & Disgusted,” and founded MasteryofMoney.com. 



    On today’s episode of the Salesman Podcast, Adam explains how to embrace change, accept the “new normal” and thrive in our ever-changing buyer mark.



    Resources:



    * Book: The Build a Bigger Life Manifesto* MasteryofMoney.com* Podcast: THE MA$TERY PODCAST
    43 min
  • #706: Align Your Selling With What Buyers Want (In The New Normal) With Tiffani Bova | Salesman Podcast

    Tiffani Bova is the chief growth evangelist at Salesforce and the author of the Wall Street Journal bestselling book GROWTH IQ: Get Smarter About the Choices that Will Make or Break Your Business.



    On this episode of the Salesman Podcast Tiffani shares how B2B buyer expectations have changed with the “new normal” and what salespeople need to do differently to get deals closed with them.



    Resources:



    * https://www.tiffanibova.com/* Tiffani on LinkedIn* Book: Growth IQ: Master the 10 Paths to Grow Your Business
    46 min
  • How To Build A Sales Playbook And Reignite Growth With Aaron Ross | Sales Leadership Show







    Aaron Ross is the co-author of From Impossible To Inevitable (with Jason Lemkin) and of Predictable Revenue about sales systems that helped Salesforce.com, Twilio, Zuora and other companies create billions.



    On this episode of the Sales Leadership Show Aaron shares why lead generation is your biggest issue and how to build a sales playbook to reignite sales growth in 2021.



    Resources:



    * Predictablerevenue.com* BOOK: Predictable Revenue: Turn Your Business Into A Sales Machine With The $100 Million Best Practices Of Salesforce.com* BOOK: From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable* Previous episodes: #469: Why Salespeople Shouldn’t Be Prospecting… WAIT WHAT?! With Aaron Ross
    39 min

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