The A2 Show

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

We can't emphasize enough how important it is to know mistakes earlier than later, because just by knowing them and avoiding them, you can make a HUGE difference in the bottom line profit of your business. Now, don’t feel bad if you identify with most of these as we go through them. We've honestly made every one of these marketing mistakes at some point during our careers. The key is, not continuing to make them!

IN THIS EPISODE: 

We’re revisiting the Sales Prevention Department since we last discussed it about a month ago. We feel like there’s a need for us to visit this topic every 4 to 6 weeks because it’s fun and it’s one of the most instructive topics to help you see and realize the practices within your company that is preventing you from reaching your full potential in sales.

As always, our goal here is to educate you and prevent you from unknowingly becoming a “victim” of the Sales Prevention Department. After all, no one wants to end up a victim.

The Sales Prevention Department exists in most companies. Today, we’re going to give you valuable examples of how to identify these roadblocks. Here’s peak inside what we covered in Episode 24:

• Math First, Creative Second - when doing campaigns, it’s most important that the numbers are optimized and show where you want to be.
  
  
• When doing a deep dive, start with the basics - too often, we’re getting ahead of checking some important indicators (conversions, no. of clicks, etc) but we fail to see some obvious problems (how long does your website take to load).
  
  
• Speed Is An Issue - concerning point No. 2, in this day and age, people value their time. No matter how good your content and ads are, if it takes TOO LONG for your audience to see it, then it’s no use. Load times of under 2.8 seconds improve your user experience; at 3.5 seconds, maintain it; while load times of over 4.5 seconds affect your user experience negatively. 
  
  
•  Lower loading times mean more Impressions and lower cost of traffic
  
  
• GTMetrix (or Google Page Speed Insight) is a tool that can help you diagnose your webpages
  
  
• Do not limit your customers to connect with you with just one media (utilize various channels). Allow people more ways to “consume” so that they can respond more often.
  
  
• Personal touch may be a make or break when keeping customers
  
  
• In sales, people buy more when they’re talking with someone with credentials or someone they can trust.
  
  
• Sending samples along to your customers show your confidence in your product, this might be conveyed to your customers and push them to buy
  
  
• Don’t be afraid to hire additional people to offer a more comprehensive user experience. That’s just like taking 2 steps back to take 4 steps forward. 
  
  
• Your goal is to capture every client that comes your way. If you need to outsource people, to go the extra mile to do that, go for it!
  
  
• Sometimes it takes an outsider to see what the “holes” are in your processes
  
  

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at:

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

We can't emphasize enough how important it is to know mistakes earlier than later, because just by knowing them and avoiding them, you can make a HUGE difference in the bottom line profit of your business. Now, don’t feel bad if you identify with most of these as we go through them. We've honestly made every one of these marketing mistakes at some point during our careers. The key is, not continuing to make them! 

Here is the list of The Top 10 Marketing Mistakes Entrepreneurs Make (And How To Avoid Them!): 

1. Being An Advertising Victim
   
   
2. Lack Of An Iron Clad System For Customer Data Collection
   
   
3. Lack Diversification In Your Marketing
   
   
4. Lack Of A Referral Program
   
   
5. Lack Of A Lost Customer Reactivation Program.
   
   
6. Thinking You Are Your Customer
   
   
7. Working ‘In’ Your Business Instead Of ‘On’ Your Business
   
   
8. Not Realizing The Overall Importance Of Marketing
   
   
9. Lack of ‘Shameless’ Self Promotion
   
   
10.  Too Infrequent Contact With Present Customers
    
    

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Shark Tank 

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• How the business owners and entrepreneurs that recognize trends before they become public news, can jump ahead of everyone and be real winners in the years ahead!
  
  
• How you may want to shift your messaging to cater to a post-COVID situation and market to that -- we show you how in this Episode! 
  
  
• Where the BIG money is being deployed right now!
  
  
• The upcoming trend of “digital currency” and why you need to be ahead of it.
  
  
• Which industries are bursting at the seams right now! 
  
  
• How can you change your business models to capitalize on the changing trends that COVID brought. 
  
  
• How COVID has “exposed” weaknesses inside so many businesses and how to spot them in yours -- this is big!

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• How the best Salespeople have two things in common: Consistency and Longevity. 
  
  
• Why you can not have sustainable growth without being consistent and taking care of both your mental and physical health. 
  
  
• If you can not audit your Sales team including their day-today calls, notes and follow-up process, that’s a HUGE problem! We will show you how to have visibility  within your Sales process.  
  
  
• If you don’t have the baseline data of different steps in your Pipeline, you are losing a lot of money! Because you cannot scale what you cannot see. 
  
  
• Why our PipelinePRO is the ultimate solution for having visibility at each point of  your Sales and Marketing process (info at: www.GoPipelinePRO.com) 
  
  
• Why when you are unclear on your Sales process, it’s completely useless to spend money on getting traffic -- Big lesson here!!
  
  
• Why you should set Targets and goals for your Sales team, so they thrive to achieve those numbers in order to get recognition.
  
  
• How having a feedback and accountability loop will keep the spirits high in your Sales team, which will ultimately boost them to achieve more!
  
  
• How rewards and friendly competition keep the team motivated and add a fun layer to the Sales grind.
   
• The importance of having proper protocols, procedures and tools for your Sales team. This includes a pre-approved script and clear knowledge of your product, unique selling proposition, most recurrent objections with their counter argument and the follow-up process.
  
  
• How you should set up an accountability system, even for yourself, when you are part of the Sales process.
  
  
• Why you MUST know your product, data, systems, numbers at each conversion point in your Sales process in order to make more Sales with less resistance. 

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Shark Tank 

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• The importance of having a “hook” in your offer.
  
  
• What’s the difference between traditional writing and direct response/marketing writing? This is big.
  
  
• Why the first part of any great marketing campaign is stealing attention. 
  
  
• Salesmanship in print is actually understanding the psychology of persuading people to take action through words.
  
  
• How the old copywriting formula of Attention, Interest, Desire and Action (AIDA) works and why you should be focussing on these components while presenting your offer.
  
  
• How to create a marketing campaign that can grab the attention, compel the audience to show interest to click on your landing page/website, and ultimately create a sense of desire to take action i.e. booking a session, signing up, purchasing, etc.
  
  
• Why you should focus on these three main components of your offer: Advertisement, Landing Page and Action piece. 
  
  
• When you are clear on who you are and what you stand for, it becomes automatically easier to craft a message around it
  
  
• The “How to do ___ without ___” formula makes your offer simpler and more clear. We will show you how to craft one for your business! 
  
  
• How the most omni-present brands have different hooks and entry points to attract different groups of people.
  
  
• Why you need to learn from the “old school” pre-internet era copywriting experts, who made sales before the internet (imagine that!) through newsletters, TV and Radio ads. 
  
  
• How you can leverage the internet to test ads in low budget and scale them up on what works best 
  
  
• How to use a “pattern interrupt” image with the right copy to get attention and create interest 
  
  
• The critical difference between features and benefits when writing copy that SELLS
  
  

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• The hidden hero and multiplier of your Sales process is: Your origin story
  
  
• How you need to resonate with people at both a cerebrum level through facts and figures, as well as on limbic level through an emotional side of your business, which is your story in most cases
  
  
• How as humans, we are wired to remember stories more than facts. You better have one as to why you are in business! We’ll show you how to do it in this Episode. 
  
  
• How to put time and effort into crafting a story around your brand, by using words along with great visuals to staple the idea in someone’s mind. 
  
  
• How to connect visuals with your story to get way better performing Ad campaigns.
  
  
• How to back your story with relevant and compelling data, to explain your narrative better.
  
  
• How these different layers of stories come in action as the brand grows: Your origin story, your customer’s stories about your product and stories that build you brand identity
  
  
• Your origin story makes you stand out in competition because it is unique to your business and provides context to why you are selling your product. The more competitive the space is, the more important it is to tell your story. 
  
  
• Why Instagram and Facebook are the best visual storytelling platforms in this age
  
  
• How top businesses don’t just run ads, they run stories connected with great visuals.
  
  
• Stories help other people remember your concept. And that’s the ultimate goal of a Sales Presentation

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Psychologist Jennifer Aaker

Influence - Robert B Cialdin

Pre-suasion - Robert B Cialdin

The TB12 Method - Tom Brady

The X3 Bar - Dr John Janquish

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• How any incremental improvement in the backend process of your business dramatically impacts your results long term.
  
  
• When you are the head sales person, look at yourself before you even look at the numbers. Your health and energy levels is the number one factor in determining how you “show up” to present. Very few look at this factor.
  
  
• WHY you should never rush a new salesperson or sales team to the table before they have completely familiarized themselves with the product inside and out. We’ll show you take this key step before deploying a sales team!
  
  
• As Simon Sinek puts it, “You are not here to sell to everybody. You are here to sell to people who believe in what you believe.” So, you should always know who your product/service is and is NOT for. 
  
  
• Why most salespeople operate from a position of scarcity, rather than abundance and end up constantly playing not to lose, rather than playing to win -- BIG difference! We break down the psychology as to why.
  
  
• How the Top 1% Sales Professionals never miss a chance to learn and build on their knowledge through books, podcasts, videos, mastermind sessions, etc. Because if you are not growing, you are declining. 
  
  
• How to use third party validation and social proof to validate what you are selling to close more sales!
  
  
• Why the best-of-the-best ALWAYS have daily, weekly, monthly and yearly goals. These goals should be audited and reported on. Because a goal without a date is just a wish! 
  
  
• How to incentivize your sales team on achieving their targets to create an environment of competition to get better.
  
  
• The 3 common habits of icons in any industry: 
  • Put their health first 
  • Love their products inside out 
  • Massive goal setters
• There is nothing more repulsive and repellent than a Salesperson sounding needy. So put yourself in a position where you expect the best, but have zero attachment to the outcome. 
  
  
• Why great marketing always precedes a great Sales process. Most get this backwards and meet tons of resistance.

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Start With Why - TedTalk by Simon Sinek

Sales Velocity - Andrew Cass

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• Why you never want to be the lowest-priced provider!
  
  
• The BIG difference between the “price” and the “presentation of your price” -- This is a game changer.
  
  
• How to inject bonuses and incentives into your offer to add more value.
  
  
• When you are successful in creating a high perceived value in the eyes of the prospect, then the price becomes inconsequential. We will show you how to do it in this Episode!
  
  
• Why you should never give away the price structure in the beginning of your presentation, before you present your product or service.
  
  
• Why it's critical to create a sense of urgency in your Sales presentation!
  
  
• How to deconstruct your Sales process and check for the sense of urgency, unique selling proposition, price elasticity and an incentive associated with the deadlines. 
  
  
• How to take winning pieces from different successful businesses and make them your own. 

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Pre-Suasion - Robert Cialdini Ph.D.

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

• How to figure out ways to eliminate the Sales Prevention Department in your business, before you think of getting more leads and Sales. Stop the bleeding first!
  
  
• Why you should create SOPs (Standard Operating Procedures) at every step, to be more organized in your business.
  
  
• Why is it important to regularly inspect different pieces of your business and be diligent of all the touch points with your customers
  
  
• The importance of having a follow up process, for long time customer retention. And why PipelinePRO is the ultimate platform for laying an automated outbound follow up process before and after making a Sale. 
  
  
• A Sales Prevention Department could be at the front end, but mostly it happens after a Sale has been made and “prevents” any further Sales from that particular client! 
  
  
• If a high end fashion retailer, a fortune 500 company can have a Sales Prevention Department, so can you! We disclosed some big names in the show. Watch closely!
  
  
• Why is it necessary to take some time away from your business and observe all the entry points, transaction and post transaction points, to lay a follow up process, making your business infinitely more productive and profitable. 
  
  
• How to make the best of the customer experience, average order, follow up process, initial interaction between your customer service and your clients, to avoid having a Sales Prevention Department 
  
  
• How mystery shoppers can help you get a report on how a prospect is dealt with when it comes to your business. 
  
  

SPECIAL RESOURCES MENTIONED ON THE SHOW:

Undercover Boss 

Shark Tank

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com

IN THIS EPISODE YOU WILL DISCOVER:

Why you should shift your focus from getting customers to make Sales, to making Sales to get customers and how it can be a complete paradigm shift in your business.

• The two big factors that contribute equally to making Sales: 
  A) Your offer 
  B) Your credibility  
  
  
• The big question to ask yourself: How am I coming across to my customers subconsciously? 
  
  
• To create credibility with your customers you first need to understand the psychological triggers of your client avatar; what and who you stand for. 
  
  
• Why it is so critical to present yourself in alignment to your customers’ expectations. Study your industry inside out and understand what the ideal client is expecting of you.
  
  
• How trust based marketing is a branding/selling/congruence play in the long term. 
  
  
• When you are consistent and congruent with the way you present yourself, you are more trusted.
  
  
• How Steve Jobs stapled his image to create trust, with his consistent dressing style. Do you remember it??
  
  
• Why Testimonials and Case Studies are the most important factor to create trust and credibility in these times 
  
  
• Why your ultimate trust based marketing method should be to create a social proof and third party validation solid enough to start selling for you
  
  
• The best way to ask for “feedback” and not positive reviews from your customers and how it can be a complete game changer!

Follow Sales Velocity TV on Facebook, Instagram and YouTube.

Sales Velocity TV and Radio is sponsored by PipelinePRO, the Ultimate “All-In-One” Sales Pipeline Management & Marketing Automation Platform that makes ALL others obsolete. And we can prove it! Take a tour at: www.GoPipelinePRO.com