The Purple Patch Sales Edge

By Danielle Dacunha Howarth and Lucy LeeBusiness

The Purple Patch Sales Edge episodes

August 07, 2024Ep 5 | ROI and Building Business Casing in Sales
Summary
This Episode revolves around the topic of business casing and ROI in sales. We discuss the challenges salespeople and companies face in building business cases and driving ROI in deals. We highlight the importance of understanding the metrics and financial implications of a prospect's pain points and how to use that information to build a compelling business case. We emphasise the need for salespeople to proactively capture the necessary information right from the beginning of the sales process.
As always we provide tips and techniques for effective business casing.

Takeaways
Building a business case is crucial in sales to secure deals

Salespeople should proactively gather information about a prospect's pain points and the financial implications of those pain points

Understanding the metrics and financial value behind a prospect's challenges is the cornerstone of building a compelling business case.

Probing questions are crucial to uncover the root cause of a prospect's pain points and identifying the financial impact.

Be prepared to capture the necessary information for a business case from the beginning of the sales process

Business cases should be presented in the prospect's branding, not the salesperson's, to create a sense of ownership and credibility.

Listening to sales calls and continuously improving questioning skills can help salespeople uncover valuable information for building business cases

Chapters
00:00 Introduction and Personal Updates
01:34 The Importance of Business Casing and ROI in Sales
05:19 The Increasing Need for Business Casing
09:05 Differentiating ROI and Sales Business Cases
10:25 When and Where to Use Business Cases
11:56 Preparing for Business Casing from the Start
13:31 The Challenges and Solutions in Building Business Cases
16:48 Using Existing Resources and Tools for Business Casing
18:16 The Importance of Probing Questions in Business Casing
21:18 The Value of Metrics and Financial Implications in Business Casing
24:17 Avoiding Common Mistakes in Business Casing
28:24 Closing Remarks and Call to Action
31 min
July 24, 2024EP 4 | Increasing Win Rates with Multi-Threaded Sales
Summary
In this conversation, we discuss the importance of multi-threading in sales. Multi-threading refers to developing relationships with multiple decision-makers on the purchasing side. We highlight the benefits of multi-threaded sales, such as increasing win rates by involving three or more people in the sales process. We also share tips and strategies for effective multi-threading, including conducting thorough research, training the trainer, and using tools like LinkedIn Sales Navigator and Salesforce.
We cannot emphasise enough, the need to be proactive in multi-threading to protect deals and increase success.

Takeaways
Multi-threading in sales involves developing relationships with multiple decision-makers on the purchasing side

Multi-threaded sales have a higher win rate compared to single-threaded sales

Thorough research and planning are essential for effective multi-threading from the beginning of your deal

Tools like LinkedIn Sales Navigator and Salesforce can aid in account mapping and tracking multi-threading efforts.

Being proactive in multi-threading will protect and de-risk deals and increase success.

Chapters
00:00 Introduction and Small Talk
03:15 Definition and Importance of Multi-threading
09:01 Challenges and Strategies for Multi-threading
13:08 Multi-threading in Different Sales Opportunities
17:59 The Impact of Implementation on Multi-threading
20:51 Tips and How-tos for Multi-threading
29:10 Call to Action and Conclusion
32 min
July 11, 2024EP 3 | Harnessing the power of your Professional (and Personal) Brand
Summary
In this conversation, we discuss the importance of personal and professional branding. We emphasise the need to understand and articulate your strengths, how to engage with others to gather feedback, and use that feedback to build a strong brand. We also highlight the power of LinkedIn in when building a professional brand and recommend updating profiles regularly, seeking recommendations, and posting content that adds value.
Overall, we encourage listeners to be authentic, focus on their strengths, and continuously work on building their personal and professional brand.

Takeaways
Understand and articulate your strengths to build a strong personal and professional brand.
Engage with others and gather feedback to gain insights into how you are perceived professionally.
Use LinkedIn to build your professional brand by updating your profile, seeking recommendations, and posting valuable content.
Be authentic and focus on your strengths to create a strong and memorable brand.

Sound Bites
"Professional branding is how people would describe me in a professional setting without me being there."
"Your brand reflects your professional reputation, what you're known for, or would like to be known for."
"You cannot and should not bring every single part of you to work."

Chapters
00:00 Introduction and Catching Up
01:26 Pivoting to Personal and Professional Branding
08:01 Being Authentic and Selective in Personal Branding
12:47 Uncovering Strengths and Articulating Achievements
15:41 Building a Personal Brand on LinkedIn
22:54 Updating Your LinkedIn Profile for Maximum Impact
26:06 Leveraging Recommendations to Build Credibility
29:20 Conclusion and Call to Action
30 min
June 27, 2024Ep 2 | Discipline Over Motivation in Sales
Summary:
In this conversation, Danielle and Lucy discuss the importance of having a growth mindset and the role of discipline over motivation in achieving success in sales. They emphasise the need to believe in yourself and your ability to achieve targets and the importance of consistency and prioritisation. They also discuss the impact of mindset on handling stress and adversity, and the value of understanding yourself and others to maintain focus and productivity. The conversation concludes with practical tips for staying focused and achieving goals.

Takeaways:
Having a growth mindset and believing you can achieve your targets is crucial for success in sales

Consistency and discipline are more important than motivation in achieving targets

Understanding yourself and others can help maintain focus and productivity

Prioritisation and reverse engineering your numbers will help to achieve your targets

Mindset plays a key role in handling stress and adversity
Chapters
00:00 Introduction and Weekend Recap
02:39 Understanding the Growth Mindset and Discipline
05:13 The Importance of Consistency in Sales
07:13 Reverse Engineering Your Numbers
09:29 Managing Stress and Adversity
11:13 Controlling Your Mindset and Behavior
12:56 Maintaining Focus and Productivity
16:00 Applying Discipline and Mindset in Project Work
20:29 Prioritisation and Balancing Responsibilities
23:10 Managing Stress and Adversity
24:50 Understanding Your Stress Response
28:05 The Power of Consistency and the Slight Edge
31 min
June 13, 2024Ep 1 | How the heck did we end up in sales!?
Summary
In this episode, hosts Lucy Lee and Danielle Dacunha-Howarth discuss their journeys into sales and why they are passionate about the profession. They share their experiences in different industries, the challenges they faced, and the skills they developed. They also emphasise the importance of finding your why in sales and the need for personal growth, alongside professional growth.

This podcast is to be used as a platform to provide insights, practical tips, and advice to sales professionals, and they invite YOU to engage with them by sending voice notes with their questions and challenges to:
WhatsApp: +61 (0)435 728 511
or
[email protected]

Takeaways:
Sales is a challenging profession that requires personal and professional growth.
Finding your why in sales is crucial for long-term success.
Engaging with different industries and developing a diverse skill set can be beneficial in sales.
The podcast aims to provide insights, practical tips, and advice to sales professionals.

Sound Bites:
"Pick your pain: corporate, scale-up, or running your own pipeline."
"The money is a byproduct of hard work, effort, and drive in sales."
"Sales doesn't discriminate; anyone can succeed with consistency and drive."
33 min

About The Purple Patch Sales Edge

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Welcome to The Purple Patch Sales Edge Podcast! Hosted by Danielle Dacunha-Howarth and Lucy Lee, a podcast that helps you build a successful sales career that fits the life you want.

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The Purple Patch Sales Edge

The Purple Patch Sales Edge episodes

About The Purple Patch Sales Edge