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

  • #673: The ULTIMATE (30-Step) Sales Outreach Cadence With Michael Hanson







    Michael Hanson is the founder of Growth Genie, a sales consulting company that helps sales teams book more qualified meetings.



    On this episode of The Salesman Podcast to share what he calls the “ultimate sales cadence” and the principles behind its success.



    Resources:



    * Michael on LinkedIn* GrowthGenie.co* The Ultimate Sales Follow Up Cadence – infographic



    Sponsor: This episode is sponsored by Drift.com and Hubspot.


    47 min
  • No More B2B Sales Calls? Deals Happening Quicker Than Ever?! – TWIS







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



    * Whether it’s finally the end of the line for B2B sales calls* We’ll be looking at a recent “the state of deals” report that suggests that B2B decision making is happening faster than ever before. * We’ll uncover how sales enablement works in a socially distanced world



    And much more!



    This Week In Sales hosts:



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



    Topics:



    The End of the Line for Sales Calls?



    70% of B2B decision makers say they are open to making anew, fully self-serve or remote purchases in excess of $50,000, and 27% would spend more than $500,000.



    The amount of revenue generated from video-related interactions has jumped by 69% since April 2020. Together, e-commerce and videoconferencing now account for 43% of all B2B revenue, more than any other channel.



    https://www.happi.com/contents/view_breaking-news/2020-10-24/the-end-of-the-line-for-sales-calls/



    PandaDoc Releases State of Deals: 2020 Summer Edition



    Post-pandemic buyers are making decisions much faster: The time to sign a document from March to June decreased to 2-3 hours, a steep 53% drop from January when the median time for a recipient to complete a document was about 6-7 hours.



    Despite the expectation for slower sales as a result of the pandemic, the completion rate on deals from April to June jumped to 67% – the highest average completion rate on PandaDoc.



    The volume of deals initially decreased early on in the pandemic, but rebounded and were up overall by 38% in June.



    https://www.pandadoc.com/library/ebooks/state-of-deals-2020-summer-edition/



    Accenture Completes Acquisition of B2B Sales Firm N3



    “Bringing N3 into the Accenture family will better enable us to help companies influence purchasing decisions at critical stages,” said Manish Sharma, group chief executive of Accenture Operations.



    https://martechseries.com/sales-marketing/sales-intelligence/accenture-completes-acquisition-b2b-sales-firm-n3/



    Microsoft Ignite showcases first Project Cortex AI tool for SharePoint



    Enterprises might use it to automate the processing of requests for proposals (RFPs) or service contracts to filter out those that don’t meet requirements, or to pay expenses claims based on scanned receipts.



    https://www.cio.com/article/3575861/microsoft-ignite-showcases-first-project-cortex-ai-tool-for-sharepoint.html



    The Future Of Travelling Is Immersive



    29 min
  • #672: Getting BUYERS Attention With EARNED MEDIA With Dustin Siggins







    Dustin Siggins is the founder of Proven Media Solutions. A former journalist, Dustin began helping clients in 2013 to accomplish their media and branding goals. His clients and employers have been placed in The Washington Post, The New York Times, The Associated Press, and many other targeted outlets.



    On this episode of The Salesman Podcast to explain what “earned media” is and how salespeople can use it to get in front of their buyers and increase their thought leadership.



    Resources:



    * Dustin on LinkedIn* @DustinSiggins* ProvenMediaSolutions.net



    Sponsor: This episode is sponsored by Drift.com and Hubspot.


    41 min
  • #671: How Artificial Intelligence Has Changed Sales FOREVER With Victor Antonio







    A poor upbringing from one of the roughest areas of Chicago didn’t stop Victor Antonio from earning a B.S. Electrical Engineering, an MBA and building a 20 year career as a top sales executive and becoming President of Global Sales and Marketing for a $420M company.



    Victor is the author of 13 books on sales and motivation and recently launched the Sales Velocity Academy learning platform with 500+ videos. Most recently published: “Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling”.



    On this episode of The Salesman Podcast Victor Antonio explains what artificial intelligence actually is, how it’s changing sales and how it’s effecting all parts of our modern lives.



    Resources:



    * Victor on LinkedIn* SellingerGroup.com* Victors online sales training – SalesVelocityAcademy.com* @VictorAntonio



    Sponsor: This episode is sponsored by Drift.com


    27 min
  • 5 Step KILLER Sales Presentation Structure







    Sales is all about communication.



    When you communicate the value your product offers and the buyer agrees that this value outweighs the costs, then they will buy from you.



    That makes sense, right?



    So why is it that Sam sells the same product as Walt but Walt is always closing deals and Sam constantly falls flat on his face when presenting to buyers?



    Walt has more success with his sales presentations because communicating value to a buyer has more to it than just mentioning a few features or benefits and then asking for the sale.



    So do you want to know the 5-step process to putting together a sales presentation that buyers applaud and buy from?



    Then stay tuned.



    Whether you’re selling in person in the boardroom or over the phone, all salespeople have to present their product to the buyer at some point in the sales process.



    Our job as sales professionals is to effectively communicate the value that our product delivers to the buyer which then makes their buying decision a really simple one.



    Makes sense, right?



    So how then do we create an effective sales presentation?



    I’ll give you a simple structure to use. To create an effective sales presentation you can build your presentation with these 5 segments.



    *  Relatable statement* Context* Story* Fact statements* Next steps



    Let me explain the point of each part of the presentation structure and I’ll also give you a quick example too.



    #1 RELATABLE STATEMENT



    The first element of your sales presentation should be a statement that everyone that you’re communicating with can agree on.



    The point of the relatable statement is to position the buyer and yourself as being on the same team rather than being adversaries.



    If you don’t start your presentation this way the buyer will be constantly looking for ways to object to what you’re saying rather than looking for ways to agree with you.



    Example – “Fighting in the street is never a clever idea”



    #2 CONTEXT



    The second part of your sales presentation moves from the relatable statement that everyone agrees on, into the specific area of topic you want to talk about in your presentation.



    We make the start of the presentation broad and agreeable and then narrow down our topic here so that the buyer doesn’t get lost at the beginning of the presentation and start ignoring us.



    Imagine that we’re out hiking with the buyer and we’re guiding them down a gradually narrowing path that has a steep drop either side of it. If we were to dump the buyer on the narrowest part of the path to begin the hike, they’d get scared and wouldn’t continue down it.



    But when we start at a nice, wide, comfortable part of the path and gently guide them to the scarier narrow bits, they’re more likely to stick with us.



    Example – “Learning a little self-defence can get you out of stick situations”



    #3 STORY



    So now that we have agreement from the buyer that we’re on the same team and we’ve slowly built some context so that we don’t scare them away, it’s time to start presenting the benefits of our product through a story.



    We present our product through either a fictional or real customer story because it allows the buyer to add their own layer of emotion to the presentation.



    9 min
  • Being Honest Makes You More Money?! Microsoft Goes After Salesforce? – TWIS







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



    * New research shows that being honest about price leads to bigger deals* Microsoft is coming after Salesforce’s CRM dominance * Fractional management 



    And much more!



    This Week In Sales hosts:



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



    Topics:



    Being honest about car prices wins salespeople more business, study finds



    Researchers at the University of Texas at Austin recently found that the more honest a salesperson is (as indicated by revealing the true invoice price of a car early on in negotiations), the more a customer will ultimately spend.



    fortune.com/2020/10/17/buying-a-car-prices-salespeople/



    2021 predictions: B2B sellers deepen buyer relationships with help from AI



    More than 60% of B2B sellers will be enabled by AI and automation. Fifty-seven percent of B2B sales leaders told us they plan to make deeper investments in tools with AI and automation in the upcoming fiscal year.



    go.forrester.com/wp-content/uploads/2020/10/Forrester_Predictions_2021.pdf



    Companies Are Rushing to Use AI—but Few See a Payoff



    A study finds that only 11 percent of firms that have deployed artificial intelligence are reaping a “sizable” return on their investments.



    wired.com/story/companies-rushing-use-ai-few-see-payoff/



    Vanillasoft buy AutoKlose 



    AutoKlose launched July 2018 with the idea helping salespeople automate their email outreach, prospecting, engagement, and reporting efforts. This acquisition will create a synergy of our technologies and resources, making VanillaSoft a one-stop-shop for SMB sales teams.



    autoklose.com/vanillasoft-and-autoklose/



    Microsoft makes CRM a “priority” in bid to challenge Salesforce



    The tech giant is reportedly pushing sales teams to talks about Dynamics 365 cloud software with customers. It see’s it’s big rival to be Salesforce.



    “Microsoft engages executives throughout the agreement renewal process and we routinely check in with salespeople to make sure they’re exploring Dynamics 365 and Power Platform prior to each deal’s completion,” Microsoft spokesman Frank Shaw said to CNBC.



    cloudpro.co.uk/operations/business-management/8798/microsoft-makes-crm-a-priority-in-bid-to-challenge-salesforce



    Google Sued



    The Justice Department has sued Google for allegedly breaking a...
    55 min
  • #669: How To EXPLODE Your B2B Sales In The Next 90 Days With Patrick Thorp







    Patrick Thorp is a seasoned business development and leadership professional and has over 10 years of B2B sales experience. His last positions include acting as a VP of Sales for a Seed and Series A B2B tech companies in London. 



    On today’s episode of The Salesman Podcast Patrick explains how you can blow up your sales results by hitting the reset button and planning out the next 90 days.



    Resources:



    * SalesForStartups.co.uk* Patrick on LinkedIn


    45 min
  • #668: How To Stay In Control Of The Sales Conversation With Deb Calvert







    Deb Calvert is the President of People First Productivity Solutions, offering sales training, coaching, and leadership development programs. Deb leads the Stop Selling & Start Leading® movement and founded The Sales Experts Channel.



    On this episode of The Salesman Podcast Deb explains how we can use selling questions to remain in control of the sales conversation.



    Resources:



    * Deb on LinkedIn* PeopleFirstPS.com


    48 min
  • Texting B2B Buyers? Gong.io Analysing Video Calls? – TWIS





    On This Week In Sales we’ll be looking at:



    * Why Gong.io isn’t content at just analysing your phone calls, they want to analyse your video calls as well.* How 5G technology is going to change B2B sales.* And why you might want to start texting your buyers if you want to close more deals.



    This Week In Sales hosts:



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



    Topics:



    Sales Calls Have Gone Virtual, and AI Is Listening In



    Gong.io Cofounder and CEO Amit Bendov says the company plans to invest in research on analyzing video interactions.



    https://www.wired.com/story/sales-calls-virtual-ai-listening/



    Gong Teams with Tech Titans to Power New Era of Remote Selling



    Sales tech startups need to partner with other big companies to face off against Salesforce.



    https://www.prnewswire.com/news-releases/gong-teams-with-tech-titans-to-power-new-era-of-remote-selling-301152131.html



    Technology: New phones will have 5G capability.



    Apple pulls plug on charger and headphones with iPhones in bid to cut carbon emissions.



    https://www.telegraph.co.uk/technology/2020/10/13/apple-stop-including-charger-headphones-iphones-bid-cut-carbon/



    A Sales Enablement Conundrum: Who’s Coaching the Coach?



    Ken Powell, who ran Worldwide Sales Enablement & Learning at ADP, said he often felt the budgeting of sales training should be reversed.



    https://customerthink.com/a-sales-enablement-conundrum-whos-coaching-the-coach/



    Sales: Text Messaging Open Rates



    Texting buyers, prospects, and customers is now common practice for many sales and customer success reps, and for good reason: texting has nearly a 100% open rate, compared to email with only a 22% average open rate. In addition, most texts receive a response within 5 minutes.



    https://www.outreach.io/blog/b2b-technology-sales-changes



    Microsoft is allowing more of its employees to work from home permanently, the company announced Friday.



    While the vast majority of Microsoft employees are still working from home during the ongoing pandemic, the software maker has unveiled “hybrid workplace” guidance internally to allow for far greater flexibility once US offices eventually reopen.



    https://www.theverge.com/2020/10/9/21508964/microsoft-remote-work-from-home-covid-19-coronavirus

    56 min

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