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

  • Demandbase Buys Everybody? Revenue Waterfalls? Trump VS Social Media? | This Week In Sales







    TOPICS:



    Demandbase buys InsideView and DemandMatrix, strengthening data services for B2B sales and marketing



    InsideView – firmographic data on sales leads and accounts to augment CRM or marketing solutions. Their services can augment data in areas like financials, employee counts, market segments, news, and corporate hierarchy.



    Demandmatrix – technographic data services, which provide data on hardware and software used by an account, as well as technology skill set trends and IT spend.



    https://www.demandbase.com/insideview-demandmatrix/



    ZoomInfo CEO Schuck: Mining CRM’s ‘wasteland of information’ for insights



    CEO Schuck believes the company can correct the mess that resulted from a decade of investment in CRM systems.



    Following better-than-expected Q1 revenue and profit, and a raised outlook, ZoomInfo CEO and founder Henry Schuck spoke with ZDNet. 



    “When we talk to customers, they invested a lot in CRM a decade ago, and they opened the door to peoople putting information in, with no governnance, and it became this wasteland of information,” said Schuck.  “Sellers didn’t want to engage with CRM because there was nothing interesting coming out of it.” ZoomInfo plugs into CRM and “you can really turn CRM into a system of insight and away from a system of record.”



    The effort is as much about fixing what’s broken with CRM and other so-called systems of record of Salesforce and other vendors. 



    https://www.zdnet.com/article/zoominfo-ceo-schuck-mining-crms-wasteland-of-information-for-insights/



    Forrester Debuts Next-Generation B2B Revenue Waterfall To Help Firms Accelerate Revenue Growth



    Forrester’s B2B Revenue Waterfall adds renewal, cross-sell, and upsell opportunities as new opportunity types in the target opportunities stage. By evaluating conversion rates and costs for each opportunity type, B2B marketing and sales leaders can identify the optimal mix of opportunities, allocate resources, and plan and measure their performance accordingly.



    This year’s Forrester B2B Buying Study shows that more than 80% of purchases now involve complex buying scenarios.



    95% of current purchases involve three or more people across two or more departments, and committee scenarios where strategic purchases include multiple people and departments across the organization and require executive oversight.



    Additionally, before COVID-19, fewer than a third of B2B marketers prioritized customer retention as a measure of marketing success. However, customer retention and expansion are perceived as more important to achieving business growth in tough economic times.



    https://www.prnewswire.com/news-releases/forrester-debuts-next-generation-b2b-revenue-waterfall-to-help-firms-accelerate-revenue-growth-301282652.html



    Follow up from previous story – Why We Have A New Waterfall For 2021 (And Why You Should Care)



    Kerry Cunningham, VP,
    1 hr 13 min
  • How To Make B2B Sales “Effortless” With Greg Mckeown



    On this episode of the Salesman Podcast, Greg McKeown shares how to focus on the essential parts of your sales job and make B2B selling effortless.



    Resources:

    * GregMcKeown.com
    * Effortless: Make It Easier to Do What Matters Most by Greg McKeown
    * Essentialism: The Disciplined Pursuit of Less by Greg McKeown
    * The One Things by Gary Keller 
    * The What’s Essential Podcast

    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.
     
    Greg McKeown:
    Well, yeah I think that so much of what we do in management, in sales, in life, is making things more complicated than they need to be. What do we really think is essential now? And why do we believe that what’s the very best way to achieve the objective that we’re trying to? Instead of, let’s just try and do everything. The people that are unbelievable in sales, aren’t the people doing that.
     
    Will Barron:
    Hello sales nation. My name is Will Barron. I’m the host of the Salesman Podcast, the world’s most downloaded B2B sale show. On today’s episode, we have an absolute legend. We have Greg McKeown. He is the author of the million copy bestseller, Essentialism. Highly recommended for me a great book. And he’s also the author of the new book, which is out right now, Effortless. And on today’s show, Greg is helping me answer the question well, does B2B sales really need to be as difficult, as painful, as brutal, as what it seemingly is? Everything that we talk about included in Greg’s podcast, books and everything else is available in the show notes over at salesman.org. So with that said, let’s jump right into it. Greg, welcome to the Salesman podcast.
     
    Greg McKeown:
    Well, it’s great to be with you.
     
    Does the Path to Success Need To Be as Complicated as What Everyone Tries to Make it To Be? · [01:20]
     
    Will Barron:
    I’m glad to have you on, mate. Okay. So we’re going to dive into the new book. We’re going to spin that into context to B2B sales, and hopefully we can start to answer this question. The question that we talk about all the time on the show of, does B2B sales need to be as hard and as seemingly complicated as what everyone tries to make it out to be? And let me frame it up from your perspective. Let me give you as open-ended question as I can, to get things started. Does the path to sales success, business success, life success, does it have to be as complicated as what we all make it out to be? Or is there a different way? Is there, perhaps, a simpler part?
     
    “So much of what we do in management, in sales, in life, is making things more complicated than they need to be.” – Greg McKeown · [01:50] 
     
    Greg McKeown:
    Well,
    48 min
  • 3 Sales Productivity Techniques | Selling Made Simple







    Lets say that Sam has the same sales skill level as Walter…



    And they have the same number of hours each day to get stuff done…



    It’d be a fair assumption to say that they both make the same level of commissions each month, right?



    Well that isn’t the case.



    Sam is all over the place. A few prospecting calls here, a few sales meetings there. He’s unfocused.



    Walter however is dialed into what he wants to achieve each day and so massively outperforms Sam by all metrics.



    The cool thing? Walter is only doing three things differently to Sam and that is what leads to his incredible selling results.



    So lets get into the three sales productivity techniques that actually work in this quick video.
    7 min
  • B2B Online Marketplaces Wipe Out Salespeople? | This Week In Sales







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



    * Online B2B marketplaces* Sandler and Vidyard teaming up* How car buyers want to hear from ‘product experts’ and not sleezy salespeople



    And much more!



    Why you’re going to really like the B2B online marketplace



    * Gartner has predicted that by 2023 at least 70% of enterprise marketplaces launched will serve B2B transactions* Forrester explains that B2B buyers only 38% of B2B now make purchases primarily through an enterprise account rep* “Twenty years ago, people said ‘Amazon is just a book retailer from Seattle, they pose no threat to us’”



    Ecommerce 3.0 is typified in B2C by etsy.com or Alibaba. Here, marketplace owners don’t sell any of their own product or stock any of their own merchandise, but instead offer a pure platform for other merchants to use. 



    https://www.retailtimes.co.uk/why-youre-going-to-really-like-the-b2b-online-marketplace/



    Sandler and Vidyard Create New Technology Partnership to Bring Video for Remote Sales Training to Businesses



    Sandler, training organizations, and Vidyard, video platform, have joined forces to help sales teams embrace personalized video to better connect with customers and prospects.



    Tyler Lessard, VP of Marketing and Chief Video Strategist at Vidyard “… we will help sales teams learn how to connect with more prospects and close deals faster in an increasingly virtual world.”



    Mike Montague, Global Head of Content at Sandler remarked, “This is a very collaborative partnership. Vidyard has created a tool that is cutting-edge, easy to use, and will help salespeople save time and create simple, effective videos.”



    https://www.prnewswire.com/news-releases/sandler-and-vidyard-create-new-technology-partnership-to-bring-video-for-remote-sales-training-to-businesses-301277578.html



    Car buyers want to hear from ‘product experts’ not be sold to by incentivized salespeople



    Goodman says Polestar didn’t want traditional sales people in its showrooms.



    Goodman – who formerly ran Peugeot in the UK – said Polestar wanted to rethink the way it sold its electric cars to customers and work with dealers who thought the same.



    Goodman explains Polestar decided to take commission paid salespeople ‘out of the equation’.



    He added: ‘Let’s have it run by car dealers who understand the business and let’s say to them I want product experts in there.



    ‘And they’re not going to be paid commission because they’re not signing the customer up.



    ‘No customer walks into a Polestar Space is going to have an order form put under their nose, they’re not going to be put under any pressure, what they will meet is someone who knows the product inside out, who can listen to what they want.’



    https://cardealermagazine.co.uk/publish/car-buyers-want-to-hear-from-product-experts-not-be-sold-to-by-incentivised-salespeople/221937



    54 min
  • How To Deal With Haters | Social Selling Show







    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.
    38 min
  • Interview: Secrets to Starting A Career In Sales
    On this episode of the Salesman Podcast, Gorick Ng helps new salespeople start a career in sales the right way by breaking down his book The Unspoken Rules: Secrets to Starting Your Career Off Right.




    Resources:




    * Gorick.com
    * BOOK: The Unspoken Rules: Secrets to Starting Your Career Off Right

    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.
     
    Gorick:
    Sink or swim, that it’s trial by fire, that, if you’re going to be a top performer, the mindsets, strategies, talking points, all of those intangibles, are things you’re born with rather than things that you learn over time.
     
    Gorick:
    What I realised really quickly in my interviews is, yes, there is such thing as a stupid question. It’s the question you could have answered on your own. And so, the idea behind asking questions in the workplace is to prove to the other person, convince the other person, that, “Hey, I’ve exhausted all of my options for helping myself before involving you.”
     
    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 Gorick. And he is the author of the book, Unspoken Rules: Secrets to Starting Your Career Off Right. And that’s exactly what we’ll get into on today’s episode. Whether you are starting your brand new, your first ever, B2B sales role, or whether you’re moving off into leadership, consulting, something sales adjacent, sales opps, whatever it is, we’ve got you covered. Gorick shares what you need to do on the weeks, days, and hours, before you start in your role, and what you should be doing during that first 30 days to really get rocking and rolling fast.
     
    Will Barron:
    Everything we talk about is available in the show notes [inaudible [00:01:26] over at Salesman.org. And with that said, let’s jump right into it. Gorick, welcome to the salesman podcast.
     
    Gorick:
    Will, thanks so much for having me. I’m thrilled to be here.
     
    Why Are There No Frameworks to Help Salespeople on the First Day of The Job?· [03:38] 
     
     
    Will Barron:
    I am thrilled to have you on, sir. Okay. So, on today’s episode, we’re going to take a look at the secret… I know I’m going to say that word mysteriously… the secret to starting your very first sales job the right way. But before we get into some of these secrets, I want to ask you this. I want to frame the conversation with this, Gorick. Why is there… Other than your book, the Unspoken Rules, which we’ll cover in a second, why is there simply no framework? Why is there no play book for starting your first sales job, other than: Get there, hope that someone tells you what to do, and then get on with it?
     
    Will Barron:
    Because this is something that we’re going to do for our first sales job, our next job, and multiple times throughout our career. Why isn’t this really common that it’s taught to individuals?
     
    “Companies have this mentality that it’s sink or swim, that it’s trial by fire, that, if you’re going to be a top performer, the mindsets, strategies, talking points,
    50 min

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