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

Kent Billingsley is a business transformation and revenue growth optimization expert who has delivered over 10,000 hours of Revenue Growth content in 36 countries.

Coming soon.

Resources:

* Book: Entrepreneur to Millionaire: How to Build a Highly Profitable, Fast-Growth Company and Become Embarrassingly Rich Doing It

* RevenueGrowthCompany.com

Transcription:

Coming soon.

On this episode of the Salesman Podcast, Erica Dhawan talks about Digital Body Language. Erica explains –

How to improve your digital body language

How to make your virtual first impressions memorable

Tips for improving self-awareness during virtual meetings

Resources:

* EricaDhawan.com

* Digital Body Language By Erica Dhawal

* On Writing Well By William Zinsser

* Get Big Things Done by Erica Dhawal

Transcription:

Will:

This episode of the show is brought to you from the salesman.org HubSpot studio. Come we go on today’s episode of the salesman podcast.

 

Erica:

That when we are connecting behind a screen versus in person with the same person, we’re more likely to signal less empathy. In my research over the last five years, writing my book, Digital Body Language. What I actually discovered is that Zoom is not just a replacement. Another example of what our digital shift has unlocked is speeding up the sales conversation. Instead of waiting three weeks, flying on two planes, we can jump on to a conversation anytime, anywhere.

 

Will:

Hello sales nation, my name is Will Barron. I’m the host of the salesman podcast. I’ve got the world’s most downloaded B2B sales show. On today’s episode, we have Erica Dhawan, author of Digital Body Language, the new book, which is available on Amazon and everywhere else. And that’s exactly what we’re talking about on today’s episode. How you can show up to meetings, have more influence, reduce the chances of people misunderstanding you and have better sales outcomes. And so with that said, let’s jump right into it. Erica, welcome to the salesman podcast.

 

Erica:

Thank you so much for having me here, Will.

 

Differences Between Buyer’s Brain During Zoom Meetings and In-Person Meetings · [01:31]

 

Will:

You’re more than welcome. So I’m excited to dive into this topic of, I love the way you’ve gone and branded it and chose this name here, Digital Body Language. We’re going to dive into that. But first, before we get into perhaps how we can improve our own digital body language, which is what we’re all here for, right? What’s going on in the buyer’s brain? What’s going on in the buyer’s brain when we engage with them on Zoom versus when we engage with them in person? What’s the difference that’s going on inside them between those two environments?

 

“We all know that roughly 70% of communication is our nonverbal body language.” – Erica Dhawan · [01:48]

 

Erica:

We all know that roughly 70% of communication is our nonverbal language, but in a world where roughly now 70 to a hundred percent of our sales conversations are virtual, there are massive differences in how the buyer’s brain is reacting to our selling and marketing. For example, a recent research study called the online disinhibition effect showed that when we were connecting behind a screen versus in person with the same person, we’re more likely to signal less empathy to that other person behind th...

On this episode of the Salesman Podcast, Will Barron and Skip Miller dissect proven strategies for contacting, communicating, and closing deals with C-suite executives.

Resources:

Skip on LinkedIn

M3 Learning – Skip’s sales management and sales training company

Skips Book: Outbounding

Survey Monkey – a free online survey tool

Transcript:

Will Barron:

This episode of the show is brought to you from the Salesman.org HubSpot Studio. Coming up on today’s episode of the Salesman Podcast.

 

Skip Miller:

Homework is so important. Building that relationship before you even try to get to the C-suite. Everyone’s hunting for the small game, the small fish, because it looks good on numbers. You got to go hunt for the bigger… We call it small game, right? Birds and fish, and then go hunt for buffalo. You got to go hunt for those buffalo at the C-suite level. Everyone’s got their own style. So let’s not mitigate somebody’s style. Me, I like to use people and humour.

 

Will Barron:

Hello, sales nation. My name is Will Barron. I’m the host of the Salesman Podcast. The world’s most downloaded B2B sales show. On today’s episode, we have Skip Miller. He is the president over at M3 Learning, which you can find over at m3learning.com. And on today’s episode, Skip is going deep. He’s given us a deep dive into how to contact, communicating, get deals done with the C-suite and executives in your space. How to essentially hunt whales rather than faff around selling small deals to middle management. Everything we talk about is available in the show notes over at the salesman.org. And so with that said, let’s jump right into it. Skip, welcome to the Salesman Podcast.

 

Skip Miller:

Hey, it’s a great opportunity, Will. Thanks for having me.

 

Techniques to Master when Selling to C-Level Executives  · [01:16]

 

Will Barron:

[foreign language [00:01:16]. I’m glad to have you on. Okay. So we’re going to talk about selling to the C-level executive in this episode. We’re going to talk about doing that from an outbound perspective, and just I’ve got a couple of questions just to frame up the rest of the conversation here, Skip, before we get into hopefully some tactics and tips for the audience. But just to frame up maybe the effort that we have to put in, or for strategic, the effort that we do have to put in, how much more effort do we have to put in, how much more work do we have to do when we’re targeting an outbounding C-suite executive versus the usual middle management.

 

Skip Miller:

Yeah. Homework is so important. Building that relationship before you even try to get to the C-suite. So it’s really important. I break it up into three categories. The first category is if you’re just going to start, talk to 10. I want to get to 10 executives. Three or four minutes per is fine. Go on their website, go on their LinkedIn. Look at their industry real quick. Three or four minutes to just catch what school they went to, or what their latest LinkedIn post is, or whatever it may be. Just show a little bit.

 

Skip Miller:

The second would be that 15 to 30 minute segment. This is an important customer for me. All right. I want to do some really research.

On this episode of the Social Selling Show Daniel and Will discuss how to qualify your potential buyers using social selling and the benefits of doing so.

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 28 days.

 

Christina Scalera is the founder of The Contract Shop. On this episode of the Salesman Podcast, Christina explains –

Whether salespeople should be signing contracts on behalf of the company they work for

Why legal is always slow to come back to salespeople

How to speed up contract negotiations

Resources:

* TheContractShop.com

* Christina on LinkedIn

Transcript

 

Will Barron:

This episode of the show is brought to you from the Sales Man at HubSpot Studio. Coming up on today’s episode of the Sales Man podcast.

 

Christina Scalera:

A contract is it’s basically a materialisation of the relationship that you’re trying to cultivate with that other party or person. There’s two quick little things I want to mention there too. Typically, legal and marketing are, I mean, they’re enemies inside a company because marketing’s always trying to do something. And legal’s like, why did you say that? Why did you do that?

 

Will Barron:

Hello Salivation, my name is Will Barron. I’m the host of the salesman podcast, the worlds most downloaded B2B sale show, and today’s episode. We have Christina Scalera. You can find it over to thecontract.shop.com and contracts are exactly what we’re talking about in this episode. You’re probably signing them all the time. You’re probably not even reading them. And you probably don’t think you’re liable because you assume that you’re signing on behalf of the organisation that you work for. Well, Christina shares that, that isn’t always the case. And Christina also shares an experience that you probably have been through. I’ve been through, I give some anecdotes in this episode of contracts that we’ve gone through recently that go to a marketing team or HR team, whoever you’re selling into, and then the bop off to legal and they don’t come back for six months and then they come back completely different to what you expected in the first place.

 

Will Barron:

Christina explains exactly what happens when they got to legal and how you can speed up that process. You get more deals done, faster. Everything that we talk about as always is available in the show notes for this episode [email protected]. So with that said, let’s jump right into it. Christina, welcome to the salesman podcast.

 

Christina Scalera:

Yeah. Thank you for having me. Will.

 

Will Barron:

You’re more than welcome. I’m glad to have you on. And I think you’re going to offer an incredible service to the audience today. We’re going to talk about contracts, the basics of them. What is a contract we’re going to start with a few questions like that, but the reason why it is, that I’ve just done a and, we’ll talk about this in a second, I’ve just signed a whole bunch of contracts, I had to have a little bit of help with it.

 

What is a Contract? · [02:15]

 

Will Barron:

Loads of stuff would have passed me by and I would have signed a contract that would not have been as useful as what it was in the end, just because of habits. I signed things all the time. I know when I was in medical device sales, I would signed contracts on the organization’s behalf all of the time. And I’d never read them. I know I’m assuming I’m expecting someone else within the organisation has done that work for me, but that isn’t always the case. So we’ll get into all that good stuff in a second. But first, Christina,

Tom Pisello is the current Chief Evangelist for sales enablement at Mediafly. On this episode of the Salesman Podcast, Tom uses data-backed evidence to explain “Do Nothing Deals” and how salespeople can break the status quo to close more of these deals.

Resources:

* Evolved Selling by Tom Pisello

* EvolvedSelling.com

* The Transparency Sale by Todd Caponi

* Virtual Selling by The RAIN Group

* The Evolvers Podcast

Transcript

Will Barron:

This episode of the show is brought to you from the salesmen.org HubSpot studio. Coming up on today’s episode of the Salesman Podcast.

 

Tom Pisello:

Yeah, buyers are looking to make a choice or an improvement in their environment, and a do nothing deal happens when they decide to stick with their status quo. Maybe the investment that’s required is so high compared to the change and the benefits they can get, the outcomes they can get, that it’s not worthwhile. But one of the important things is that people move away from pain emotionally much more than being attracted to gain.

 

Will Barron:

Hello, sales nation. My name Will Barron, I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, we have an absolute legend, really enjoyed this conversation, we have Tom Pisello. He is the author of the book Evolved Selling, which you can find on Amazon and everywhere else as well. On today’s episode, we’re getting into what to do with “do-nothing deals.” So what do nothing deals are, how to break through the status quo and get some more of these closed. And Tom comes at this with tonnes of research and data. And so there’s tonnes to go out with this episode, so let’s jump right into it. Tom, welcome to the Salesman Podcast.

 

Tom Pisello:

Pleasure to be here, Will. Thank you so much for inviting me.

 

What are “Do Nothing Deals”? · [01:38]

 

Will Barron:

You’re more than welcome. I’m glad to have you on. On today’s episode, we’re going to get into what to do when we have do nothing deals. Now, to set things up, Tom, before I throw my thoughts into the picture here, what is a do nothing deal? Let’s clarify this before we suss out how to deal with the situation.

 

“Buyers are looking to make a choice or an improvement in their environment. And a do nothing deal happens when they decide to stick with their status quo.” – Tom Pisello · [01:41]

 

Tom Pisello:

Yeah, buyers are looking to make a choice or an improvement in their environment. And a do nothing deal happens when they decide to stick with their status quo, or their business as usual, and really the whole buying decision process that they’ve been through, all those meetings, all the committees, all the getting it together. All that time and effort from the buyer perspective is all thrown away, obviously your sales time with them is thrown away too,

The internet is an opportunity and an issue.

A few clicks and you have infinite data. More is being added to the infinite every second.

But you can’t consume, research or act on infinite.

If there were infinite rules to a sport, we wouldn’t watch it.

If there were infinite Disney characters, they’d have no brand value.

Humans are not wired for infinite.

“Artificial intelligence will scour the infinite and give me exactly what I need though, right?”

Maybe someday. Right now AI can’t even keep obvious spam out of my inbox.

Until recently more data helped salespeople. Suddenly, now more data adds confusion and procrastination.

You know who has the exact information you need? Your buyer.

It’s much cheaper and efficient to call your buyer and ask them a question than it is to stick another software tool in your “sales stack”.

Computers are great at gathering general data.

Humans are better at uncovering the important bits.

Computers will tell you the numbers, metrics and charts.

Humans are better at finding why people do things.

Computers are better at algorithmic math.

Humans are better at motivating other humans.

Computers will mine your online activities and spit out a persona that marketing loves.

Humans will influence another human and close the damn sale.

All professionals use frameworks.

A framework is a step-by-step process to achieve a predetermined goal.

Well-defined frameworks separate professionals who win, from hacks that can only dream of success.

A surgeon doesn’t guess their way through an operation. They follow a framework to remove the tumor.

An engineer doesn’t use a hunch to decide how deep the foundations need to be. They follow a framework to calculate the correct depth.

For salespeople, frameworks are the key to reliably beating quota and making serious money.

There are selling frameworks to convert competitor accounts and selling frameworks to connect with potential buyers. Frameworks to become more assertive and frameworks to generate more referrals.

There are 27 fundamental selling frameworks in total.

But if frameworks make winning that simple, why doesn’t everyone use them?

The biggest hurdle to using frameworks in sales is intuition.

Selling culture has embraced the intuitive seller.

We don’t talk bout the salesman who worked 9-5, followed the frameworks and reached 140% of his sales target.

We do bang on about the seller who followed their passion, went above and beyond for their buyer or who used some new psychological trick to close a deal.

Salespeople stress when their manager asks them about their pipeline progress. But they bustle with excitement when they share a gut feeling about a deal.

If selling frameworks make you nervous, it’s probably because they threaten your reliance on intuition. It’s time to get over it.

If you want to beat quota and make some serious money, start using frameworks. It’s time to become a professional.

Ready to get started? I’ve outlined all 27 of the fundamental selling frameworks a free training video and workbook. You can find it for a limited time at Salesman.org/Training.