Stuff About Sales

Ever struggle with consistency in your meetings?  Not sure you are maximizing the time in from of your prospects?  Not sure if you should approach all of your meetings the same or should different types of meetings be run different?  We got some answers for you.

In this solo episode, Hannah runs through 5 key things to keep in mind to run CONSISTENTLY great sales meetings.

Email us at [email protected]

The truth is that AEs spend way too much time working opportunities that have no chance of closing.  Those could be for many reasons including no budget, no motivation to buy, lack of seriousness by your POC and just general malaise on the prospect side.  If you want to keep lying to yourself about these opportunities be our guest.  If you want to use an actionable framework to find out if your prospect is serious and gather the right data to move your sale forward this is the podcast episode for you.  We discuss what BANT is & how you can use it to make sure you are spending your time on the highest value opportunities.

You can also check out stuffaboutsales.com for our BANT card which includes a prospect profile.

Email us at [email protected]

On this episode we introduce what we are calling the Stuff About Sales Mindset Method.  Following up from our Thanksgiving week episode where we replayed one of the first podcast's I ever produced, interviewing an AE on my team (Hannah) on her journey to top performer and how she had to overcome some mindset challenges that had creeped during her struggles, returning from maternity and finding her footing again.

You cannot be a successful sales performer without first addressing your mindset we have 4 steps to get you started.  - Reflection. Ownership. Eduction. Practice.  

Email us at [email protected]

Getting a playbook that works over and over again can help you win more deals.  Implementing things that are successful and having go-tos can increase your productivity and help you deliver a consistent buying experience.  In this episode, we dive into Next Steps and share some of our best practices and tips for making sure that you and your buyer are on the same page to drive deal velocity, and that you add value to their buying journey.

Email us at [email protected]

Happy Thanksgiving Week!  Back in 2020 at the start of our podcasting career I had Hannah on as one of the first guests of my Stuff about Sales podcast.  This podcast is a REPLAY of that interview.  At the time, I was her sales manager and she was finishing her first full year as an AE.  We had some major ups and downs.  The first half the the year was challenging and Hannah's sales performance struggled.  By the time she finished the 2020 she was one of the top performers on our sales team.  Hannah discussed how her mindset changed it all and it starts with being grateful. 

Email us at [email protected]

Job seekers please listen.  This is a quick Jimmy riff  with 2 pieces of advice for anyone who has been laid off recently and is now in job search mode.  It's not enough to just sling resumes cold into organizations, you have to plan and be proactive.  No notes, no outline just direct from the brain on this one.  Hope this helps.

Email us at [email protected]

The discovery call is arguably the most important part of the entire sales process because it’s your chance to uncover what will influence your customer to buy. Which can be done by asking the right kinds of questions, in the right way and at the right time.

On this episode, Hannah dives into Discovery 101 and walks you back through the basic foundation of what makes a successful discovery and how you can prep for your next call with a plan and a mission to make an impact and connect with your customer.

Email us at [email protected]

You start the month with an idea of what opportunities you are bringing into the month and then what the gap is that you currently don’t see, then you hopefully put together a plan on how to address this gap.  As the month goes on, if the gap remains it gets harder and harder to address and eventually you run out of time.  But, what if we told you that we have a super impactful trailing pipeline re-engagement message that will allow you to get ahead of the game and find out which trailing pipeline opportunities you may be able to reignite and target to boost your monthly forecast. 

As referenced in the show:

Brian Burns - b2brevenue.com - Brutal Truth About Sales and Selling Podcast
Chris Voss - https://www.blackswanltd.com/our-team/chris-voss - Books: Never Split the Difference & Start with No, Beacons of Leadership

Email us at [email protected]

We have a super high impact question that we’re about to share with you that will help you gain entry into the discovery call and allow you to build trust, credibility and a foundation to get your prospect talking about the thing they care most about.

Listen to find out the key question that you can ask to unlock a great discovery.  This question applies to any and all sales roles, no matter what you sell or who you sell to.

Email us at [email protected]

Special Episode!  Want to impress your sales manager?  Look no further.  Hannah and I ARE frontline sales managers and we wanted to share some inside information on how you can show out as a go-to on your team in other ways besides just crushing sales performance.  If you are an AE that wants some perspective on what your sales manager is looking for, you don't want to miss this one.

Email us at [email protected]