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

  • #694: What Is MEDDIC? (Win More Complex Sales) With Andy Whyte


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



    On this episode of the Salesman Podcast Andy explains each step of the MEDDIC process and how it can help B2B sales professionals both progress and close more sales.




    Coming soon.







    Resources:




    * Book: MEDDICC: The ultimate guide to staying one step ahead in the complex sale
    * Andy on LinkedIn
    * MEDDICC.com
    * MEDDPICC Your Way To Sales Success: A Step-by-Step Guide

    52 min
  • #693: How To THRIVE In The CHAOS Of Modern Business With Jay Heinrichs | Salesman Podcast







    Jay Heinrichs is the the author of the New York Times bestseller, Thank You for Arguing: What Aristotle, Lincoln, and Homer Simpson Can Teach Us About the Art of Persuasion.



    The book has been published in 14 languages and three editions, and it’s one of the top ten books assigned at Harvard. He serves clients ranging from NASA to Southwest Airlines to the Wharton School of Business.



    On this episode of the Salesman Podcast Jay explains what “chaos” really is and how sales professionals can use it to their advantage.



    Resources:



    * Jay on LinkedIn* Book: Thank You for Arguing: What Cicero, Shakespeare and the Simpsons Can Teach Us About the Art of Persuasion* JayHeinrichs.com




    48 min
  • #692: How To FOCUS Through ANY Business Distractions With Curt Steinhorst | Salesman Podcast





    Curt Steinhorst is the bestselling author of Can I Have Your Attention?, a regular Forbes contributor on leadership strategy, a global speaker, and the founder and CEO of Focuswise. He is on a mission to rescue us from our distracted selves.



    On this episode of the Salesman Podcast Curt shares the steps that sales professionals need to take to focus in an ever distracting world.



    Resources:



    * Curt on LinkedIn* Focuswise.com
    41 min
  • How To Prospect On LinkedIn Using Video Messages

    On this episode, Daniel and Will talk about what everybody is raving about — How To Prospect On LinkedIn using video messages. We talk about how to use it, for what cases and why you should add this to your cold calling, written and audio messages while prospecting in Linkedin.
    “Yeah, they are certainly not the be-all-and-end-all, as a lot of people are suggesting they’re not that one form of messaging to rule them all. There are as many people who hate getting video messages as there are who like getting them. They are a good critical, valuable source of messaging, but they are no more valuable than audio messages or written messages.” – Daniel Disney
    Replacement For Face-to-Face
    Receiving overly templated, spam messages is always easy to ignore. However, Will shares when he receives video messages in his inbox, he feels extra guilty ignoring it, as it seems like the sender went the extra mile. Daniel agrees and says that the key for successful video messages is to keep it personalized. Further, Daniel shares the importance of sending video messages, as an add on to your written and voice messages.
    “Certainly in our current climate, it’s the best that we have face to face replacements. Video messages can and should be used at all parts of the sales process. So you can use video messages well for prospecting.” – Daniel Disney
    Do Your Homework Before Prospecting On LinkedIn

    Daniel advises salesmen to do your homework, as it is a crucial part of keeping the video messages personalized. A quick browse through the prospects Linkedin profile and personalized message on how your offer fits the prospects needs is the way to go. Aside from that, you can also determine if the prospect is a “hey” type of person or a “hi” type of person.
    “Above all of it, Will, is, treat everyone individually. So don’t try and create a blanket approach that you use on everyone.” – Daniel Disney
    Content and Hardware Needed
    Daniel and Will both agree on going on the “soft approach” with video messaging. It’s a great way to introduce yourself, for the prospect to see the man/woman behind the messages. Daniel also advises to keep the CTAs (such as book a call with us) in your audio or written messages.
    The duo also discussed the technical aspect of recording and sending video messages, from the messaging to the actual hardware needed for an effective video message.
    “Let your sales team have the equipment they need to send good video messages. And if you are back in the office, or you’re going to be heading back in the office, I’ve seen a lot of companies now build video pods in the sales floor, having special areas where salespeople can record the messages with a good background, good lighting, etc.” – 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.

    Resources:

    * The Million Pound LinkedIn Message by Daniel Disney
    * Send your questions to [email protected]
    * Send Will or Dan a Practice Video on LinkedIn


    Transcript:
    Will Barron:
    Welcome to the Social Selling Show with, myself,
    32 min
  • #691: How To RETHINK The Way You Sell (When Everything Goes Sideways) With Jeff Bajorek | Salesman Podcast







    On today’s episode of the Salesman Podcast, we have Jeff Bajorek, the author of Rethink The Way You Sell. That’s exactly what we’re talking about today and why you should periodically reset and review goals and processes and a whole lot more.



    “If you don’t change direction, you might end up where you’re headed, right? Because some things need to remain constant. I think in, kind of, the reverse way. The other side of the coin is that some things remain constant so that we don’t have to adjust to them.” – Jeff Bajorek



    Rethink The Way You Sell



    Jeff gives a scenario to explain the importance of shifting gears in selling. Although salespeople set targets during their national sales meetings, companies still have quarterly business reviews. He stresses the importance of having fluidity, especially in taking in new information when rethinking sales strategies.



    “If you did not take into account new information, you were setting yourself up for calamity. I think that sometimes it takes a global pandemic, to teach you a lesson that you can apply at a much smaller, safer, healthier scale, right, less dangerous scale.” – Jeff Bajorek



    Play By The Same Rules



    Jeff shares that the fundamentals, principles and concepts of selling never change. The global pandemic taught us that the techniques might have changed but we are still playing by the same rules of selling. 



    “We need to rethink the way our techniques evolve, adapt, we need to make sure that they’re still effective, we need to have regular check-ins, we need to think about these things.” – Jeff Bajorek



    Benchmark Your Sales Objectives



    Jeff and Will talk about the need (or lack thereof) to be visible in different social media platforms. They also talk about quarterly sales reviews as a good benchmark. Further, Jeff pointed out to be careful with overthinking processes, as you probably don’t need to tweak that much. 



    “It’s just a matter of looking at, ‘okay, what’s going well, what’s not going so well,’ right? People think that and maybe this is my fault for the way I brand myself. Just because you’re rethinking your process doesn’t mean it’s a complete overhaul all the time. But it’s like, ‘do I know what I’m doing? Do I know where I’m heading? Is that a place that I want to go? And is what I’m doing right now going to help me get there?’ You can’t sell effectively on autopilot the whole time. There are some times where you need to have some focus and some thought. Then you need to disengage from that thought process while you go execute.” – Jeff Bajorek



    Resources:



    * JeffBajorek.com* Jeff on LinkedIn* The Why And The Buy Podcast* Book: Rethink the Way You Sell: When It Goes Sideways



    Previous episodes:



    * 618: A Deep Dive Into “Self Development” For B2B Sales Professionals With Jeff Bajorek*
    43 min
  • How To Refocus Your Sales Team For MEGA SUCCESS With Jarrod Glandt | Sales Leadership Show







    On this episode of the Sales Leadership Show, Jarrod Glandt,  President of Grant Cardone Enterprises, explains how he leads his sales team, what he looks out for in new hires, and how to refocus people towards mega success.



    Leading Your Sales Team



    Training consistently and instilling discipline are the core values in building a great sales team. Jarrod shares with us how they aggressively build a culture of high performers. Regardless if they are dealing with newbies or veterans, the management team makes sure they require the same amount of time and dedication from their salespeople.



    “The athletes, at the highest levels of their sport, you get them to perform the way that they do, because they train more, they don’t train less. They’re not too good to train. They train more. They understand the value of refining their craft and repeating, what seemingly, mundane exercises.” – Jarrod Glandt 



    Refocus Towards Success



    Jarrod experienced 50% growth across 2020 and suggests it’s most likely because Cardone Enterprises’ client base “represents every type of business you can imagine.” He focuses now on how to maintain what they had last year and find ways to do things better this year. 



    He also gave some tips on businesses that were hit hard last year. He advises focusing on the needs of the customers and to find out problems that extend beyond your current product or service. 



    “You already have a relationship, you’ve already exchanged money with them. So you need to start thinking about how else you can serve your customers.” – Jarrod Glandt



    Profile of A Winner



    Jarrod describes the profile of a real “winner.” These people are constantly looking for the next bigger deal to close. They are interested in new things and are always, on top of their game. Moreover, they are the people who constantly look at how they can better themselves. 



    “That doesn’t mean you have to have a million-dollar goal. But you have to figure out what’s important to you. You have to figure out a way to drive towards that every day. Otherwise, you will end up lacking purpose and lacking drive, and lacking motivation. Then you’re just going to be unhappy.”- Jarrod Glandt 



    Resources:



    * Jarrod on LinkedIn* GrantCardone.com* Podcast: Young Hustlers Podcast* @jarrodglandt* Previous episode: How To CRUSH ANY Cold Calling OBJECTION With Jarrod Glandt / Salesman Podcast
    41 min
  • #690: Is Thought Leadership The FUTURE Of B2B Sales? (YES!) With James Buckley | Salesman Podcast







    On this episode of the Salesman Podcast, James Buckley shares his thoughts on the importance of becoming known as a “thought leader” in your industry and how to become one fast. We dig into the difference between thought leadership and influencer marketing as well as 



    Defining Thought Leadership 



    James starts the episode with three common definitions of thought leadership.



    “Thought leaders are a group of informed opinion leaders and the go-to people in their field of expertise. They are trusted resources who move and inspire people with innovative ideas. They turn ideas into reality and they know how to show and replicate their success. Over time, they create a dedicated group of friends, fans, and followers that help them replicate and scale their ideas into sustainable change. Not just in one company, but in an industry or a niche across an entire ecosystem.” – Denise Brousseau, Are You Ready To Be A Thought Leader



    “One way to think about your career is to decide whether you want to build your value, which is that that you bring to the enterprise to an enterprise or society on what you know, or what you do.” – Russ Klein, CEO of American Marketing Association



    “I define thought leadership as a type of content marketing, where you tap into the talent experience and passion inside your business or from your community to consistently answer the biggest question on the minds of your target audience on a particular topic.” – Michael Brenner



    Further, Will and James exchanged their thoughts and opinions on thought leadership as opposed to influencer marketing.



    There Are No Shortcuts



    James shares that in order to gain a thought leader (or influencer) status, one must start building his or her personal brand. Building a brand that will be meaningful for your target audience is also no easy feat. However, we should focus on the benefits of brand building, which is creating inbound leads overtime. 



    “Shortcuts? There are none. It’s like, there’s a formula that has to exist. So there are no shortcuts in sales. We have to do the work, we have to put in the time.” – James Buckley



    Consistency + Time = Audience



    Through consistent efforts and time, you can garner an audience. James shares it actually took him five to six years to get to where he is now. Aside from gaining an audience, his personal brand became a huge factor in propelling his career forward.



    “The keyword to recognise there is audience instead of followers. I think if you’re after some level of fame, you want followers because the more the merrier, right? But if you’re after business and new business, you want engagement, that’s what you want. That’s a totally different goal for your brand.”  – James Buckley



    Bio:



    James Buckley is a Director of Sales Execution and Evolution at JB Sales, focusing on delivering training to sales teams to develop and enhance their skillsets and performance.



    Resources



    * James on LinkedIn* Training: Fre...
    43 min
  • Have Apple Replaced Salespeople With Avatars? The Insane Growth Of The CRM! | TWIS







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



    * How Apple are using virtual avatar salespeople* Why customer service are binning their apps* The insane growth and revenue in the CRM space



    And much more!



    This Week In Sales hosts:



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



    TOPICS:



    Apple Patent envisions a completely new Virtual Store Experience with Avatar Salespeople that can make Presentations about Products & more



    Today the US Patent & Trademark Office published a patent application from Apple that relates to advancing the experience of buying devices and software on their next-gen online Apple Store with avatar salespeople who can make presentations and more.  



    Apple’s patent describes techniques for enabling a retail experience in a CGR environment. Online shopping can lack the instantaneous feedback, answers to questions, suggestions, demonstrations of products, and human connection of an in-person shopping experience.



    https://www.patentlyapple.com/patently-apple/2021/01/apple-patent-envisions-a-completely-new-virtual-store-experience-with-avatar-salespeople-that-can-make-presentations-about-pr.html



    Salestech is the new martech, and it’s supercharging both professions



    The evidence – 



    * Outreach, which hit a $1.33 billion valuation last summer, and SalesLoft, which achieved a $1.1 billion valuation just last week.* Data from a recent 2021 Revenue Operations and Customer Acquisition Benchmark Report produced by ringDNA and RevOps Squared revealed that 28% of the companies surveyed are spending $400 or more per rep (SDRs or AEs) per month.* Aragon Research predicts sales engagement will be a $5.59 billion market by 2023.



    https://customerthink.com/salestech-is-the-new-martech-and-its-supercharging-both-professions/



    Salesforce Unveils Loyalty Management Platform For Businesses As Online Sales Boom 



    Salesforce is rolling out a new product to let B2C and B2B companies easily add loyalty programs at a time when the company says online holiday retail sales grew 50 percent to top $1 trillion.



    “Organizations with high levels of customer loyalty outperform their competition, so it’s critical that they provide their customers with valuable and memorable experiences to build trust,” David Schmaier, CEO of Salesforce Industries, said Tuesday (Jan. 12) in unveiling the company’s new Loyalty Management product.



    The new system will enable businesses to easily build loyalty programs on the Salesforce Customer 360 Platform. 



    https://www.pymnts.com/news/retail/2021/salesforce-unveils-loyalty-management-platfo...
    1 hr 19 min
  • #689: How To Build TRUST On A Sales Video Call With Russell Wurth | Salesman Podcast







    On this episode of the Salesman Podcast, Russell Wurth, we talk about sales enablement. Russel is the Vice President of Sales Enablement at Showpad. In this episode, we dive into what we need to do before, during, and after a video call to build trust with a potential buyer. At present time where most, if not all, are doing video calls, Russel and Will dig into how we, as a salesperson can stand out, get noticed, and gain the buyer’s trust.



    Come in Prepared



    It’s one thing being prepared about the topic, the keynotes, posture, and being conscious about your overall body language. However, Russel, points out that being prepared tech-wise is also how you gain your buyer’s trust. A quick check of your microphone, camera, keyboard, the internet connection lessens the occurrence of technical difficulties. 



    He also advises using pen and paper, as keyboard “clicks” can be a distraction during the call. 



    “I encourage our sales teams to use these tools that we have used since the dawn of time: pen and pencil and paper, to take notes. That way, it shows that you’re really paying attention and you’re really engaged.” – Russel Wurth



    Intentionally Place Elements In View



    Russel reminds us that people will be looking beyond us, so it might be a good opportunity to intentionally place elements to create your “story.” These elements might be a picture frame, a clever message that you want people to pick up, or even just a whiteboard that you can easily grab and illustrate on.



    Will also shares how presenting a story, where your viewers can follow visually (for example, drawing on a whiteboard) drastically prolonged the attention span of viewers. 



    “It comes back to preparing and ensuring you have that story. The best thing I think you touched on is, have some core visual in the background. It could be a PowerPoint, could be an architecture diagram, or some visual. I encourage our sales team at Showpad, we’re heavily on the iPad.” – Russel Wurth



    Build Rapport and Bring Value



    The biggest thing Rusell reminds us is we got to separate ourselves as a salesperson from a commercial. Instead, he stresses the importance of building rapport early on during the call and circle back to it when you’re sharing the values of your products and services.



    “Anybody can see a commercial online. You click, you watch it, and then you’re multitasking. A lot of people can end up doing that, too. If we’re selling, our prospect might not be engaged. So we got to get them interested, we got to get that hook early on.” – Russel Wurth



    Bio:



    Russell Wurth is the Vice President of Worldwide Sales Enablement at Showpad. A uniquely experienced sales and marketing executive, Russell has held leadership roles at Optiv, Cylance, and Netskope, in addition to prior experience at both startups and large telecom enterprises.



    Resources:



    * Russell on LinkedIn* Showpad.com



    Sponsor:



    Badger Maps. The #1 Route Planner for Field Sales
    44 min
  • LinkedIn Profile Tips For Sales (Generate More Inbound Leads)


    In this episode of the Social Selling Show, Will and Daniel go through the exact steps you need to take to make your LinkedIn profile stand out, generate inbound sales leads, and add trust to your buyers.








    What Your LinkedIn Profile Is For



    Daniel shares some LinkedIn profile tips for sales and that it should be designed and curated based on your personal goals. Reasons may vary from impressing recruiters to brand building or reaching out to more prospects. Daniel will discuss more what you might be doing or overdoing (like updating your profile too frequently) in your profile. 




    “If your goal is to sell, if your goal is to generate customers, inbound leads sales, then obviously the end is your customer. It’s them, your prospects and customers, that are the people you want to make it [LinkedIn profile] relevant for.”
    Daniel Disney



    What’s In It For Them



    Most salespeople would want to showcase the number of deals they’ve closed or the territory and industries they’ve covered. Daniel suggests to do otherwise. He stressed the importance of “writing for your prospects.” You should focus on who you have helped in the past and how you can help your current prospects.




    “So you want to word it, not about how great you are at selling, but how great you are at helping. How you can help people, what you can help them with, what you can help them achieve, how you’ve helped other similar people to them. You want to make it all about them and focusing very much on the solution, the problems that you solve and what is in it for them, not what is in it for you.”
    Daniel Disney



    Who Owns Your Linkedin



    Daniel shares about the different sections of Linkedin and what you can do to optimize your profile. He shares briefly about Linkedin as a search engine and the importance of using certain keywords to make sure you appear in searches. He also discussed how you can collaborate with marketing to optimize the content.



    Will also asks a very important question about profile ownership. As more and more companies see the capabilities of Linkedin towards brand building, they make sure to direct their teams to have a uniform and branded profile. Daniel answers that branding is important and might be required especially with salespeople but you should always keep your individuality in your profile. He discusses more about this in this episode. 




    “I would argue that it doesn’t restrict or hinder the potential success that an individual can have. That doesn’t stop you shining as an individual, you can still be just as successful. But you’ll be able to achieve so much more, I think, as an individual and as a company. So yes, it is owned by you. It should be owned by you.”
    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.

    Resources:

    * Canva.com – a free online graphic design software
    * Fiverr.com – an online freelance service marketplace
    *
    59 min

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