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

  • #700: Break Through The Noise Using “Problem Prospecting” With Richard Smith | Salesman Podcast







    In today’s episode of the Salesman Podcast, Richard Smith joins us to discuss if it is indeed possible to eradicate all prospecting troubles. Further, we talk about the reasons why salespersons experience troubles, the fear of prospecting, how to get over it, and a whole lot more.



    Richard is the Co-Founder and VP of Sales of Refract.AI. He is also the author of the book Problem Prospecting?!: Completely Eradicate Your Prospecting Troubles. 



    “For a lot of people, they just don’t know how to get started. I’m sure there are people that listen to this podcast right now thinking, ‘yeah, I experienced that, but I can get around it.’ Actually, for so many people, they don’t go somewhere to address these.” – Richard Smith



    Trouble With Prospecting



    Richard shares his observation on salespeople and the five main problems that they have with regard to prospecting. For starters, most do not know where to start. A lot procrastinate as well for not knowing the tactics and strategies to go about it. Then, there’s the technology that makes the marketplace noisier and harder to penetrate. Ultimately, salespeople develop fear in prospecting and selling. 



    “Young people getting a start in sales, SDRs, BDs, as an example. All they’ve ever known is that spare bedroom. They’ve never met their manager in person. They’ve never met their colleagues and they’re expected to be ‘on it’ ― create new conversations with their target audience. They’re experiencing all those things that I mentioned. They feel a bit isolated and cut off and a little bit lonely.” – Richard Smith 



    The Fear is Rational and Real



    Will and Richard also discuss how the fear of prospecting holds salespeople back from their potential. To illustrate, Richard shares how he first started as a salesman and how horrific it was for him to pick up the phone. He then realizes that to be able to address the fear, you have to completely remove yourself from the outcome of the call. 



    In addition, he quips that to widen one’s perspectives, one must believe that this isn’t a reflection of oneself. This is just a sales call. 



    “The fear of prospecting almost feels like you failed and it strikes that you want them to go and pick up the phone again. If you just have the mentality of ‘hey, all I’m doing here is finding people who either want to talk with me more, have a problem that I know I can help solve, or find people who have a problem that I can help solve.’ That’s the objective.”  – Richard Smith



    “Knowing you are totally happy, even if you find people who you can’t help right now. Then everything else after that just feels easier.” – Richard Smith



    Break Through The Noise 



    Richard shares his thoughts on how we can break through the noise this 2021, both in the marketplace and media. He continues to discuss the ways salespeople can get the attention of potential customers, Furthermore, he also talks about the place wherein both marketers and salespeople can learn from each other. 



    “I feel even though this message has been hammered home many times, I still am over the course of the year. I keep getting a handful of approaches from salespeople, which I would describe as personalized and relevant. It’s tough to break through the noise because the more that you don’t understand it, the more difficult it is to grab someone’s attention.” – Richard Smith



    “You start to assume that the stuff that’s coming in your inbox next is just not going to b...
    48 min
  • #699: How To Book Sales Meetings With BILLION Dollar Brands With Alex Berman | Salesman Podcast







    In today’s episode of the Salesman Podcast, we speak with our Alex Berman about how we can book sales meeting with billion-dollar brands. Alex is the founder and CEO of the marketing and lead generation firm, Experiment 27. We also discuss the definition of golden geese buyers and how salespeople can find, contact and close these golden opportunities.



    “When most people start an agency, they will go for the local business onFacebook, whatever business they can think of, like restaurants, whatever’s around their street. What I found is local businesses have low budgets, and they’re hard to work with, but they are very easy to sell to.” – Alex Berman



    Identifying Golden Geese Buyers



    Alex starts by identifying who the golden geese buyers are: they are the companies whose revenue is between $5-150 million dollars. The golden geese, which sits between the small businesses and enterprise, are the easiest group to sell to since there are a few decision-makers controlling the budget.



    “You’re dealing with people who are in a fast-growing company or large organization. Often they know what they’re doing. The small organizations, they’re not even choosing to grow or they’re not capable of growing.” – Alex Berman



    “I find that even the individuals that I’m speaking to are more open to the marketing that we can offer them and the enterprise sales training” – Alex Berman



    Qualifying Your Golden Geese



    Alex stressed the importance of identifying your prospect’s budgets to prevent wasting time. He notes that if a client is not willing to divulge their budget, you should already question if they should even be on the sales call. The objective is to make the process as easy as possible and the first step is qualifying your prospects. 



    “It’s not like you can plug some random guy into LinkedIn and see if his family’s worth $100 million. You got to talk to these guys and see if they qualify for $60,000, $100,000 coaching package. I know, because I’m in that business, too.” – Alex Berman



    Reaching Out To Golden Geese



    Since Alex and his team specialize in the golden geese, which are considered high-value people, he shares that they focus on sending out customized cold-emails. It may sound like hard work for others, but the content is basically just a compliment that took two-minutes to write. 



    “The first sentence is a compliment. Butter them up. The second sentence is a case study, ‘we’ve worked with somebody like you in the past, and we got this result.’ Third sentence, ask, ‘hey, we’d love to do the same for you around this week. Are you available for a call?’ That’s it.” – Alex Berman



    Bio:



    Alex Berman is the chairman at Experiment 27 and a B2B cold email expert.



    Resources:



    * Alex on Youtube* Alex on Linkedin* x27marketing.com
    38 min
  • Hyundai Automates Nagging Car Salesmen? Sales Leaders Are Ineffective?! | TWIS







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



    * How only 75% of revenue leaders feel “somewhat” effective at training their salespeople* What data storytelling is and how it can help you win more business* How Hyundai has automated the nagging car salesman



    And much more!



    This Week In Sales hosts:



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



    TOPICS:



    75% of revenue leaders feel “somewhat” effective at training their salespeople, while 17% say they’re not effective all.



    The top four problems revenue leaders are trying to solve include:



    * Onboarding new salespeople (67%);* Addressing a salesperson’s need for training or addressing a skill deficiency (40%);* Bringing underperforming salespeople up to an acceptable performance level (39%); and* Supporting a change in sales messaging (37%).



    https://www.mindtickle.com/state-of-remote-readiness-report/



    It’s Time To Crack The B2B Sales Gender Diversity Code



    Although women make up more than half of the global workforce, they represent fewer than one-third of all B2B sales and one-quarter of all B2B tech sales roles.



    And when it comes to the coveted top sales jobs, women hold only 12% of those positions. 



    While gender diversity in B2B sales is severely lacking, company profits are close to 50% higher when women are well-represented at executive levels.



    And when women lead sales teams, they deliver higher win and quota attainment rates than their male counterparts…



    https://www.forbes.com/sites/forrester/2021/01/29/its-time-to-crack-the-b2b-sales-gender-diversity-code/?sh=b9b92265a12a



    Customer analytics firms merge to take on Salesforce, Adobe



    Manthan Systems and RichRelevance, vendors specializing in customer analytics, recently merged to bring together AI-fueled insights with expertise in global retail.



    Two small customer analytics vendors merged on Jan. 19 to form Algonomy, an alternative to CRM giants Salesforce and Adobe that offers a customer data platform built on augmented intelligence and machine learning to provide insights in real time.



    https://searchbusinessanalytics.techtarget.com/news/252495351/Customer-analytics-firms-merge-to-take-on-Salesforce-Adobe



    Can AI write all our sales/marketing copy? 



    Use AI to write proven, high converting copy for increased conversions and higher ROI. Instantly generate high quality copy for ads, emails, websites, listings, blogs, and more…

    1 hr 6 min
  • Your Sales Team Need To Become Content Creators IMMEDIATELY With Jeffrey Gitomer | Sales Leadership Show







    Should B2B salespeople be creating their own content? What exactly should sales leaders create in terms of leadership content, especially in the post-pandemic world? Jeffrey Gitomer answers all these questions and more in today’s episode of the Sales Leadership Show. He further discusses how leaders should curate and leverage content to drive more revenue.



    Jeffrey is a world-leading expert on selling and the author of many bestselling books such as Little Gold Book of YES! Attitude, Little Red Book of Sales Answers, Little Red Book of Selling, and more. 



    Customer Should Feel “They Won”



    Before the pandemic was particularly a “sensitive” time for buyers. B2B salespeople are wary if they or they shouldn’t be creating sales and leadership content. Jeffrey however said it is a crucial move if they want to “buyer attraction.” 



    “Content has to be prepared in a way where the customer feels they win. If they do, then you win.” – Jeffrey Gitomer



    Moreover, Jeffrey has an interesting point of view if the salesperson does not convince the customer enough about “winning.”



    “If they don’t buy it, it’s not the customer’s fault. It’s the fault of the salesperson. If the sales not made, it’s because the sales guy sucked. I don’t know any other way to put it. It’s not the price. Maybe it’s the reputation. Why isn’t someone building your reputation online? Whatever the reason is, is normally a symptom. The problem goes all the way back to somebody that didn’t do something properly.” – Jeffrey Gitomer



    Leaders Should Collaborate With Salespersons



    Will clarifies, if sales managers/leaders, should not only encourage the team to create effective content that gains attention and drive revenue, what else should they be doing? Jeffrey pinpoints “collaboration.” The salesperson should feel that he or she is better than the sales manager at selling.



    “They [leaders] should be creating sales content and leadership content. They should be creating sales content that he sent out to his people and say, ‘come on, you guys can do better than this. Shows that you make it happen.’ There’s no inclusiveness.” – Jeffrey Gitomer



    Massive Pillars for Salespeople 



    Will and Jeffrey discuss how the coronavirus pandemic has changed the whole culture and terrain of sales. Jeffrey urges sales leaders to train their salespeople themselves to make sales calls and not to delegate this task. One can train at the customer’s place of business and find out how the customer thinks and what happens when they go into a service call. 



    Further, Jeffrey shares some of the massive pillars salespeople need to learn alongside the three elements that will get a salesperson way past their quota. 



    “This is not a hack. A hack indicates either somebody who’s not that good at it or someone who’s looking for a shortcut. There are shortcuts in sales. If you want to win at sales, you have to take the long cut. You invest your time and you do what’s necessary so that you can win not only in the short term. More importantly, in the long term, the hack will never work because it teaches you to cut out some important steps. Those are the steps that actually teach you why things happen in the first place. You need to attract, engage, connect. Those are the three elements that will get a salesperson way past their quota.” – Jeffrey Gitomer



    Bio:



    Jeffrey Gitomer is a world-leading expert on selling.
    48 min
  • #698: How To CRUSH Cold SALES EMAILS In 2021 With Sujan Patel | Salesman Podcast







    In today’s episode of the Salesman Podcast, our host Will Barron speaks with Sujan Patel. He is the founder of Mailshake and he’s been on the show a couple of times. Today, we discuss e-mails, cold emails specifically, and how to breathe through the noise. We also touch on what’s going to happen in the future with mail, the lower rates deliverability, and how it’s become very challenging for salespeople like you to fight for your spot in your prospect’s inbox.



    Inboxes: Break Through The Noise 



    So why are people not opening your emails? Sujan shares that the recent shift to e-commerce of business led to more automated emails ― emails that the buyers actually want to read. Buyers automatically ignore cold emails making it harder for salespeople. Aside from this, spam filters got a whole lot stricter (damn you, Nigerian Prince!). 



    So how to break through the noise of someone else’s inbox? Sujan shares add more personalization in order to add value to emails. 



    “The big thing here is that I want to do things fast, right? If I’m in sales, I need to email hundreds or 1000s of people to get deals closed, right? It’s a numbers game. At the end of the day. You need to spend the least time to get your job done right.” – Sujan Patel



    Importance of Personalization



    Cold emails receive a bad rep because people don’t spend the time adding personalization. Sujan encourages salespeople to send out individualized emails. He discusses reader psychology, that people only read the first and second sentences of an email and skim through the content. Moreover, he gives advise on who to write personalized emails.



    “Try doing categorical personalization or industry personalization, right? Think about the problem somebody faces and walk in their shoes.” – Sujan Patel



    Surpassing Spam Filters



    Should salespeople focus on surpassing the spam filter? Sujan begs to disagree and shares that one should focus more on getting to know the person they’re trying to reach. He urges us to look through our prospect list and evaluate how we can add personalization.  



    “Do things that can warm up your email addresses, start slow and be cautious of that cadence. That’s why I say add the personalization because just because you have 5,000 people, you can email does not actually mean you can email 5,000 people and frankly doesn’t actually mean you should.” – Sujan Patel



    In this episode, Sujan further explains what’s coming in the future of B2B sales cold emails and how to take advantage of the loopholes that exist right now.



    Bio: 



    Sujan Patel is the managing partner at Ramp Ventures which are the makers of Mailshake, VoilaNorbert.com, RIghtinbox.com, and more sales & marketing SaaS companies. He is a data-driven marketer and entrepreneur.



    Resources:



    * SujanPatel.com* Sujan on LinkedIn* MailShake.com
    37 min
  • #697: Let That Sh*t Go And Reduce Your Sales Stress With Nina Purewal | Salesman Podcast







    It’s been a difficult year for a lot of people 2020. We’ve constantly been bombarded with notifications that we’ve got to do this and that and to be honest, it feels like stress is almost inevitable at this point. Moreover, protecting our mental health has never been more important than now after a year of COVID uncertainty. 



    So today, we get into how you can reduce your levels of stress with Nina Purewal, the author of the book Let That Sh*t Go: Find Peace of Mind and Happiness in Your Everyday.



    “Stress is inevitable. I think it’s part of the package. If you’re running a business, if you’re 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. 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.” – Nina Purewal



    Stress Is A Natural Brain Function



    Humans have an average of 60,000 thoughts a day. According to Nina, we’re aware of less than 1% of them. What’s not surprising is that 80% of them are said to be negative thoughts. Nina suggests that we can better handle the stress if we have access to tips and tools to help us handle stress-inducing thoughts.



    “Is your heart racing more often? Or your palms more sweaty? Do you wake up at night with heavy breathing? There are different ways that you can evaluate how stress is affecting you. When you notice what it is, then you can use certain tips and tools to help mitigate it.” – Nina Purewal



    Two Parts of Our Mind



    Nina refers to one part of our mind as the chatty mind, the one that is constantly going. This is the mind that encompasses who we are. The other part is the useful one, which Nina refers to as the observing mind. She further explains in this episode how we can shut down the chatty mind to be able to lessen stress and become more productive in our work and personal lives.



    “A couple of things you can do is: you can work to become more present/in the moment. Someone’s chatty brain is going off and the observing mind notices it, one thing you can do is just take a couple of deep breaths. You can also lean into your senses. Another way to help leverage using the observing mind is to start speaking out loud about what you’re doing.” – Nina Purewal



    The Real Measure of Stress



    Nina shares about her corporate clients and the noticeable change in their productivity. Moreover, she describes them to have increased overall happiness, describing themselves to have become a better version of themselves. For Nina, happiness is the real measure of low stress levels.



    “You’re not as irritated or irritable all the time. You can also ask your family members for feedback as people closest to you will notice kind of a shift in you. You’re just less reactive.” – Nina Purewal



    Bio: 



    Nina Purewal is the Founder of Pure Minds, a company that conducts wellness and mindfulness workshops for the corporate and public sector. She is the bestselling co-author of Let That Sh*t Go, a no-filter, practical approach on how to find peace of mind and happiness i...
    36 min
  • Is LinkedIn Sales Navigator Worth It? (All The Myths Busted!)


    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.










    Leveraging The Platform



    Daniel shares that Sales Navigator is fit for people who have prospects and customers on LinkedIn. He further explains that it has a lot of potential and a tonne of great features. It comes with a hefty price, so salespeople should learn to leverage the platform. 




    “You don’t need Sales Navigator to have an optimized LinkedIn profile. 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




    Sales Navigator Myth



    Daniel explains that while Sales Navigator is a great tool, any salesperson’s success will largely depend on the hard work they put into it. It has many features that can make or break the company’s brand. For instance, Inmail can help connect with potential clients, but spamming Inmails will not bear good results.




    “The biggest myth is that you’re going to subscribe, put in your details, and suddenly, your inbox is going to be full of inbound sales, and you’re going to be drowning in sales.” – Daniel Disney




    Spammy Sales Pitches



    Daniel shares his experience in dealing with spammy sales pitches. It’s not effective in gaining clients since the real trick is to connect with people through personalization. Instead of sending copy-paste messages, Daniel encourages salespeople to research prospects, their activity, profile, website and include that information in the proposal.




    “A lot of that [sales] is down to that kind of authenticity and smart selling, not spam selling. That is where email fails and unfortunate, that is what people do.” – 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

    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. 
     
    34 min
  • #696: Sales Video Calls: Body Language, Vocal Tonality And Much More… With Nick Morgan | Salesman Podcast


    https://youtu.be/j58pv5Gc7QA




    Dr. Nick Morgan is one of America’s top communication theorists and coaches. He has spoken, led conferences, and moderated panels at venues around the world.



    On 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

    40 min
  • #695: How To Become “BRILLIANT” At B2B Sales With Michael Heppell | Salesman Podcast







    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!
    43 min
  • People Are Buying Online? Salespeople Should Be Paid More Than Other Staff? | TWIS







    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...
    1 hr 1 min

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