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

Guest:

Tim Riesterer is the CSO at Corporate Visions who helps companies develop, deploy and deliver customer conversations that win.

Resources:

* Tim on LinkedIn* CorporateVisions.com* Book: The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

On this episode of the Salesman Podcast, C. Lee Smith talks about how buyers qualify sellers, how to become more trustworthy at work and how salespeople can use trust to close more leads.

Resources:

* C. Lee Smith on LinkedIn

* SalesFuel.com

* Sales Cred By C. Lee Smith

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.

 

C. Lee Smith:Credibility or whether or not a person has it or not, it determines who you trust for guidance. What do you look like when someone pulls up your LinkedIn profile? Is it sort of like a dating profile or something like that? “Oh, wow, that seems enticing,” then when they actually get to know you, you’re nothing like what your profile says you are. And then the trustworthiness aspect of it is, do you do what you say you’re going to do?

 

Will Barron:Hello sales nation, my name is Will Barron and I’m the host of the Salesman Podcast, the world’s most downloaded B2B sales show. On today’s episode, absolute legendary, enjoy this one, we have C. Lee Smith. He’s the founder over at salesfuel.com. He’s the author of the book Sales Cred. On today’s episode we’re diving into the process buyers go through to qualify sellers. So usually we’re talking about how salespeople qualify their potential customers, their prospects. We’re flipping it on its head in this episode. We get into how buyers qualify sellers. There’s a nice framework to follow to implement all of this. There’s a tonne of value in this episode. So let’s jump right into it. C. Lee Smith, welcome to the Salesman podcast.

 

C. Lee Smith:It’s my pleasure. Thanks for having me.

 

How Buyers Pre-Qualify Potential Sellers and Why It’s Important · [01:41]

 

Will Barron:I’m glad to have you on. So we’re going to dive into a topic today which in 700-odd episodes of the show, this is something that we rarely cover, and this is what buyers want from sellers, as opposed to what sellers try and push on and throw at buyers. So with that said, just to set up the scene here, because I want to look at how buyers qualify sellers and if there’s a process, if this hierarchy, if there’s some way we can label some of this in a second. But just to set the scene, which is more important to a sale being completed from both sides? Is it how well a seller qualifies a buyer, or is it the inverse of that? How well a buyer qualifies the seller or salespeople?

 

C. Lee Smith:I think that’s the appropriate question to ask. And I think that for so many of us, we have it exactly backwards. Because I think we spend a lot of time talking about, do they fit our ICP? Will they buy enough to be qualified as an enterprise-level client? All these things, and the reality of it is that what’s really most important is, will we get qualified by the buyer? How does the buyer qualify to sell? Or that that’d be me, or you in this particular case. Because if we don’t pass that test, we won’t get the opportunity to qualify them or not because they’ve already eliminated us from contention. They’re already decided they’re not going to return our emails, they’re not going to reply to our emails or return our calls. They’re not going to invite us to compete for the business.

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.

Guest:

Julian Reading is a sales enablement expert with a career spanning over 29 years.

Resources:

* Book: The Sales Journey: Rethink your sales strategies to win the game* Julian on LinkedIn* SalesJourney.co.uk

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

* Why Brands are Shifting From Digital To Human-To-Human * How 58% Of Sales Reps Require Coaching To Sell In the Virtual Environment* Why google is capping their sales reps bonuses after they’ve been taking home over $1 million in a year in commissions.

And much more!

This Week In Sales hosts:

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

Topics:

B2B Goes Home: Brands Shift From Digital To Human-To-Human Tactics

B2B marketers are suffering from digital fatigue. 81% of B2B revenue leaders think their target audiences are suffering from digital exhaustion. Making a shift – The top channel they plan to use in the next 12 months is direct mail, followed by direct phone calls.

However, this seeming shift from digital may be a reaction to overuse of virtual content during the COVID-19 pandemic. Virtual events grew by 1,000%, marketing emails by 62%, sales calls by 28% and ad spend by 22% during this period.

https://www.mediapost.com/publications/article/361707/b2b-goes-home-brands-shift-from-digital-to-human-.html

DealHub Recognized as a CPQ Momentum Grid Leader for Spring 2021 by G2

DealHub has been recognized as Momentum Leaders for Spring 2021 by G2 in six categories including CPQ. DealHub is a leader in the CPQ Spring 2021 Momentum Grid because it is the ‘Highest Rated CPQ’ on G2 and has continued support from its customers. 

G2 is the world’s largest tech marketplace where businesses can discover, review, and manage the technology they need to reach their potential with 80,000 products listed and more than 1 million authentic reviews posted.

https://www.prnewswire.com/news-releases/dealhub-recognized-as-a-cpq-momentum-grid-leader-for-spring-2021-by-g2-301254870.html

Salesforce Reimagines Sales Cloud to Drive Growth in a Sell-From-Anywhere World

Sixty-one percent of sales people believe their roles have changed permanently since COVID-19 began1. Even when salespeople are able to get back on the road and into offices, 51% expect to travel less than they did pre-pandemic2, and fewer than half expect to go back to the office3.

Virtual Selling: Seamless, virtual interactions will continue to be a critical part of sales and enablement in the year ahead.

* Salesforce Meetings is now generally available and makes virtual conversations more engaging. Ahead of a meeting, salespeople have a 360 view of all attendees on a single screen — including account history, open service cases and bios. Once the meeting starts, both the presentation and the presenter are shown together for a more engaging, human connection.* Only 38% of salespeople say they’ve received training on virtual selling over the past year. With myTrailhead, Salesforce’s digital skilling platform fully integrated into Sales Cloud, sales teams can view relevant enablement materials, like competitor analyses,

Michael Veltri is a leadership expert, Nationwide Bestselling author, and top rated business transformation keynote speaker.

On this episode of the Salesman Podcast Michael explains how to make better decisions that have a long lasting impact on the level of success you have in life and business.

Resources:

* MichaelVeltri.com* Michael on LinkedIn

Bora Brännstrom, David Klättborg and Christopher Engman are co-founders at Mega Deals Advisory.

On this episode of the Sales Leadership Show Bora, David and Christopher share how to implement a mega deals framework to encourage your sales team to chase down deals that will change the course of your organization.

Resources:

* Book: Megadeals* MegaDeals.com* Previous episode: #680: How To FIND And CLOSE A #MEGADEAL With David Klättborg and Bora Brännström

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.

Kent Billingsley is a revenue growth optimization expert who has delivered over 10,000 hours of Revenue Growth content in 36 countries. His focus is on helping CEOs, business owners and leaders dramatically scale sales, revenue and profits while using the fewest resources possible doing it.

On this episode of the Salesman Podcast Kent unpacks the difference between simple, complex and combined selling environments and explains which one you want to be working within to make serious commissions.

Resources:

* RevenueGrowthCompany.com* Book: Entrepreneur to Millionaire: How to Build a Highly Profitable, Fast-Growth Company and Become Embarrassingly Rich Doing It* Kent on LinkedIn