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

  • #688: The Introverted Salesperson Guide To Networking With Matthew Pollard | Salesman Podcast







    On today’s episode, we have the legend Matthew Pollard, the author of the new book, The Introverts Edge To Networking. He’s been on the show a couple of times and today, we talk about what an introvert is, the superpowers that they have, and how they can leverage them to crush extroverts in the realm of business and networking.



    “I think everyone’s made it way too complicated. I hear people saying I was introverted before but I’m not introverted anymore. Like it’s some burden that they have to get rid of that had to shed themselves off. Then there are other people that say ‘I was extroverted but COVID kind of made me feel a little bit more introverted.’ I mean, the truth is that, yes, there are skill sets that become more refined by doing so-called extroverted behaviours, but it really comes down to where you draw your energy from.” – Matthew Pollard



    Introvert and Extrovert in a Nutshell



    Matthew defines introverts and extroverts. He says people are making it overly complicated where in fact, it is mostly where one draws energy from, either from “alone time” or “people-ing.”



    Further, he crushes the stereotype that introverts are bad at speaking with people and that extroverts hate to be alone. 



    “I have discovered a long time ago that I was an introvert. But I also discovered that that was an advantage and not something I should be ashamed of.” – Matthew Pollard



    Beware of Becoming The Aimless Networker



    In the modern-day networking world, Matthew shares his observation about the aimless networker. These people are the “transactional type” who would go from people to people to offer his/her products. Sometimes, they talk to people without being salesy, which in turn develops shallow relationships with people. 



    “What I always suggest is, there is a third type and it’s strategic networking. It’s about going in with a plan. Ninety percent of networking is successful. Ninety percent of networking success happens before you even walk in the room.” – Matthew Pollard



    Networking Is About Providing Value



    Matthew differentiated networking from sales, even though the end goal for both is to gain a sale. Although both should give value, networking should never be salesy, rather it should include a consultative conversation.



    Moreover, although networking shouldn’t include transactions, it can be a good avenue to find prospects. 



    “You have to understand that networking is about providing value, and allowing the person to experience your passion, your mission. Help them see who is the person that you mean to serve.” – Matthew Pollard



    Matthew further explains in detail how to effectively network if you are introverted in a world of both in-person and virtual events in this episode. 



    Bio:



    Matthew Pollard is the author of The Introverts Edge to Networking and an expert in sharing the superpowers of introverts in business.



    Matthews book – The Introvert’s Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections – is available now. 



    Resources:



    * Matthew on LinkedIn* MatthewPollard....
    49 min
  • #687: How To Be Effective REGARDLESS Of your Current Circumstances With Aaron Schmookler







    On today’s episode of the Salesman Podcast, Aaron Schmookler joins us as we get into the topic of how to be more effective in sales regardless of what your current circumstances are.



    There’s a tonne of value in this episode, so let’s jump right into it. 



    Cause, Effect, and Effectiveness



    Aaron shares his view on being an effective person. If we look at ourselves right now, even if we lie in bed all day, we are still considered “effective.” However, Aaron stressed the importance of asking ourselves, what kind of effects do we want to achieve? He also touched on the metrics you need to consider as a salesperson.



    “Being effective is getting the results that you want, not necessarily getting the results that you’re resigned to. When we talk about being effective, it takes being sure that you can get ‘some results’ that you want. Notice that I’m saying ‘some results’ that you want, not necessarily ‘exactly the results that you want.’ But you can be moving in the direction that you want.” – Aaron Schmookler



    Choosing Better Outcomes



    Aaron also pointed out about doing something and yet getting the same results. As an example, you can send 500 non-converting emails this month and continue again next month and yet feel “productive.” This holds true even if we know that the outcome is not what we intend to have. 



    In today’s world where everything around us drastically changed, we as salespeople should also adapt to change to have better outcomes.



    “I’m not getting responses, that’s a result. I’m getting people emailing me back ‘saying stop emailing me’, that’s a result. So if you keep doing, I’m sure we’ve all heard the definition of insanity ― it is doing the same thing, but expecting different results. That’s the trap that we’re much more likely to fall into as far as cause and effect goes.” – Aaron Schmookler



    Communication and Collaboration



    Aaron believes communication and collaboration is the core of effective sales. He further describes communication as an interior game. When a prospect doesn’t get what we are trying to convey, we don’t get defensive and label the prospect as “stupid.” Instead, we should ask ourselves:



    “Why are we failing, what do I need? What can I do in order to help this prospect get it? What can I do, in order to connect to this other human being?” – Aaron Schmookler



    Aaron further discusses “the negativity bias” and how the human mind works. He differentiates optimists from pessimists and why it is natural for humans to avoid conflicts and problems as a way to “conserve energy.”



    Resources:



    * Aaron on LinkedIn* TheYesWorks.com* @AaronSchmookler



    Sponsor:



    Badger Maps. The #1 Route Planner for Field Sales
    44 min
  • Is B2B Sales Becoming “Self-Service”? Why 2020 Wasn’t All Bad For Salespeople | TWIS







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



    * Whether B2B sales heading into a “self-service” era* What Super Productive People Do Differently* Why 2020 wasn’t all bad for sales professionals 



    And much more!



    This Week In Sales hosts:



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



    TOPICS:



    Victor’s EPIC Sales Training Webinars



    Discount code for This Week In Sales Viewer: VEM ($100 off)



    salesvelocityacademy.com/VEM



    15 Sales Statistics That Will Change How You Think About Revenue In 2021



    * 40% of businesses did not meet revenue targets in 2020* 25% of sales reps believe they have not received enough sales training* 68% of B2B customers are lost because of indifference, not mistakes* 70% of businesses claim that social referrals convert faster than any other type of lead* 35% of people decide whether or not to open an email based on the subject line alone



    saleshacker.com/sales-statistics/



    SalesLoft raises $100M for its digital sales platform, now valued at $1.1B



    SalesLoft, provides AI-based tools to help salespeople run their sales process virtually — from finding and following up on leads, through to helping them sell with virtual coaching tools.



    Co-founder and CEO Kyle Porter- “The effects of COVID have been a tailwind due to the effects of digital selling,”



    “All sellers immediately became remote. It’s meant that inside sales are now all sales. Whether the opportunities are mid-funnel or upgrades or renewals.”



    techcrunch.com/2021/01/06/atlantas-salesloft-raises-100m-for-its-digital-sales-platform-now-valued-at-1-1b/



    Allbound PRM is the Platform for Successful Partnerships 



    Partner relationship management (PRM) enables you to optimize relationships with resellers and distributors so you can focus your time on other partner channel efforts.



    Simplify and digitize your entire partner lifecycle with Allbound’s Partner Relationship Management (PRM) Software – from partner onboarding, to enablement, marketing collaboration, coop dollars and deal registration.



    Allbound.com



    Bigtincan Acquires ClearSlide to Create Industry’s Only End-to-End Sales Enablement and Engagement SaaS Offering



    The addition of ClearSlide technology extends Bigtincan’s end-to-end SaaS stack, with access to buyer engagement analytics, email timing, and personalized video communication.



    prnewswire.co.uk/news-releases/bigtincan-acquires-clearslide-to-create-indus...
    1 hr 20 min
  • #686: Start A Podcast And Earn Your Buyers Attention With Zachary Ballenger







    Zachary Ballenger is the co-founder of Casted, the only podcast marketing platform built to give marketers a true return on effort through access, amplification, and attribution of their brand podcasts and related content.



    On this episode of the Salesman Podcast Zachary explains how B2B sales professionals can use the power of podcasting to get in front of their audience and build massive trust at distance.



    Resources:



    * Zachary on LinkedIn* @ZRBallenger* Casted.us



    Sponsor:



    Badger Maps. The #1 Route Planner for Field Sales
    35 min
  • Make Sales Easier By Developing Your Personal Brand



    In this episode of the Social Selling Show, Will Barron and Daniel Disney talk about personal branding and its benefits for B2B sales professionals.





    Personal Brand and Selling



    Daniel kept it brief and simple when he described what personal branding meant for him. It is basically your reputation and how people perceive you. Whether good or bad, it is something everybody has, regardless if you have a digital presence or not. 



    Will poses an important question as it relates to selling, “if your name doesn’t come up when someone searches for you, is it a reflection of the personal brand that you have or do not have?” Daniel says establishing an online presence boosts your personal brand, but there are a lot of people, including a number of salesmen, who do well without an online presence.




    “I’ve seen so many more salespeople, build and leverage personal brands where we’ve gone into this remote virtual working environment.” – Daniel Disney




    One Foot Inside The Door



    Will shares his experience working with a well-known German medical equipment brand. This company published dozens of academic research and has spent time with surgeons who use their equipment. What’s in it for Will, as the salesman for them? Will describes it as having one foot inside the door. 



    He doesn’t have to “overly sell” as the company has already “built their reputation.”




    “Again, it goes beyond the brand. Individuals are building huge brands and huge audiences ―where a lot of people either don’t know what is going on or what they actually do. They know the person, they like the person, they’ve received a lot of value from the person.” – Daniel Disney




    The Big Advantage To Salespeople



    Daniel and Will dive deep into the advantages of personal brand to salespeople. They talk about different salesmen and how they produced podcasts, or consistent Linkedin content. Ultimately, they leveled up their game and gain positive popularity online, in turn gaining more leads for their companies.  




    “It is pretty easy and free to obtain. Yep, it doesn’t take years. You don’t need any prerequisites. Anyone can do it, anyone has the opportunity. It just takes a small amount of work.” – Daniel Disney




    To learn more about how to Make Selling Easy With A Better Personal Brand with Daniel Disney, the King of Social Selling, download and listen to this episode. 



    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
    * Sam Dunning’s Business Growth Show
    * Send your questions to [email protected]

    Transcript
    Will Barron:
    Welcome to the Social Selling Show with myself Will Baron and the king… I like this name. I might quiz you on where it came from. The King of Social Selling, Daniel Disney.
    36 min
  • #685: Why Selling To The C-Suite Has Changed FOREVER With Jim Benton







    Today, we have the legend, Jim Benton, the CEO Chorus.ai. Chorus.AI is a conversation intelligence platform that teams plug into their Zoom meetings, emails and conversations to capture and understand sales interactions. Jim and Will get into how to sell to the C suite, especially during this COVID pandemic time.



    “We’ve looked at data across, hundreds of thousands of meetings and different interactions. What we found was that the C suite, specifically, is involved 86% more than they were back in Q1, back in the January, February timeframe.” – Jim Benton



    Identifying The Quality of Interactions



    Through Chorus.AI, we are able to figure out the quality of interactions we have, as it relates to closing a sale. Since the technology is plugged in CRMs, Salesmen are able to generate data and analyze the conversations that can make or break a winning sale. 



    “Are we asking the right questions? Are we setting next steps? Are we talking about certain features? Are there key trigger words that are coming up? From there, we’re then connecting this data back to your CRM, back to your organisations that people can learn and really understand? What does best look like? What drives deals that win versus lose? How do we replicate those moments successfully? How do we understand our relationships?” – Jim Benton



    Involving C-Suite In Conversations



    Jim shares that we need to be more prepared in dealing with CXOs as data shows they are far more involved now, more than ever. In fact, CFOs are 92% more involved now, more than they were before. Reasons such as convenience to join via Zoom and tighter budgets may come to play. The important thing is, we must be prepared to involve CXOs in sales conversations. 



    “They want to get their CXOs, the C-Suite talking. When they get involved, they do not want to be just pitching. They really need to be asking at least five engaging questions. And again, the CXO talk more when we win deals. We need to get them speaking in these interactions.” – Jim Benton



    Impressing C-Suite Execs



    In terms of how much you should prepare before a meeting with C-Suite Exec, Jim shares nothing beats an honest question of “what do you want to get out of this meeting?”



    “I’m a big fan of providing a quick recap, summary but with demonstrating the credibility of why we’re here, what we’ve done, the parties that are here, the key stakeholders we’re working with, and bringing someone into that dialogue versus shifting the focus all to them.” – Jim Benton



    To know more why selling to the C-Suite has changed FOREVER, watch or listen to this episode.



    About the guest:



    Jim Benton is the CEO of Chorus.ai, is a revenue generating visionary; translating customer needs into innovative solutions. As Co-Founder of ClearSlide and later as CEO of Apollo, Jim helped create the Sales Engagement category.



    Resources:



    * Chorus.ai* Jim on LinkedIn



    Sponsor:



    Badger Maps. The #1 Route Planner for Field Sales
    35 min
  • How Sales Leaders Can Help Their Teams CLOSE BIG SALES With Tom Searcy







    Tom Searcy is a nationally recognized author, speaker, and the foremost expert in large account sales. His methods of unlocking explosive growth were developed through years of real-world success. 



    On this first, exciting episode of the brand new Sales Leadership Show, Tom explains the exact steps that sales leaders need to make to help their sales teams close massive, mega, huge deals.



    Resources:



    * Tom on LinkedIn* HuntBigSales.com
    38 min
  • BESTOF2020: How To Become Extraordinarily Productive In These Extraordinary Times With Geoff Woods







    Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with Geoff Woods “Best Of 2020”.



    Geoff Woods is the Vice President of The ONE Thing and the host of The ONE Thing podcast which is in the top 5% of all podcasts in the world.



    On this episode of The Salesman Podcast Geoff explains how we can become extraordinarily productive and so achieve extraordinary results in our sales roles.



    Resources:



    * Geoff on Linkedin* The ONE Thing podcast* Book: The One Thing: The Surprisingly Simple Truth Behind Extraordinary Results


    43 min
  • BESTOF2020: How To FIND And CLOSE A #MEGADEAL With David and Bora







    Each year we ask #SalesNation what their favourite 5 episodes of the Salesman Podcast were over the previous 12-months. Thousands of you voted this episode with David Klättborg and Bora Brännström “Best Of 2020”.



    David is the former Market Head of American Express Nordics for Global Merchant Services. He has signed multiple Megadeals worth more than 2 billion USD with Global and Multinational Companies (such as IKEA, H&M).



    Bora is the former Head of sales at American Express for the Nordics and latest the Market Head at MoneyGram International Nordics and Baltics. He built and led American Express sales training curriculum for several years in entire EMEA.



    On this episode of The Salesman Podcast David and Bora explain what a mega deal is, why you should care and how to start closing more of them.



    Resources:



    * David on LinkedIn* Bora on LinkedIn* Book: Megadeals* MegaDeals.com


    48 min

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