The Sales Fix Podcast

Sales is a science, with a touch of art. All science is based on data, and how that data is interpreted to draw valid conclusions. I know what I know but I also like to know WHY what I know is right. 

Richard Smith has a blend of technical and sales expertise and experience, and he comes on the Sales Fix Podcast to share insights from his work at Refract and to promote his new book, Problem Prospecting, co-authored with two of his colleagues. I've been a fan and promoter of Refract for a while, mainly because of the easily used data interface they provide that gives phenomenal insights into conversions, trends, and tactical success across a sales organization. Highly recommend reading this book and if you're a sales leader, you need to take a look at Refract as a tool to help you and your team win.

Book info online - https://www.goodreads.com/book/show/56127618-problem-prospecting

Link to Refract - https://www.refract.ai/benefits-features

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

The two Steves and I kick off 2021 talking about some of worst bad beats and best lucky wins sales stories, reviewing why those things happen and how we navigated them. I also get their sales "origin" stories. Nice mellow chat to kick of 2021.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Mark Twain had a great saying around what you think you know and what you know you know that ain't so. There are 4 very dangerous assumptions to avoid in sales, and understanding them is key to not wasting time chasing wild geese. 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

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Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Ever told someone you are in sales, only to see that look of pity and sorrow on their face? Sales, and what it takes to be good at it often suffers a bad brand image, but sales professionals know that good sales people are leaders. They influence the world in a positive way, based on understanding that pushing for a decision not the same thing as pushing for a yes, and that "intent" matters.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

You can't sell someone something without agreeing on a few core concepts. Qualified prospects need to be in agreement on a few key premises or they are not qualified prospects and represent a huge waste of time and effort. Identify the main beliefs you need to be aligned with your prospects on, and start the conversations by making those exist.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

In today's world, the written word is doubly important. As more and more sales efforts rely on online connection through email or social media platforms, the unintended consequences of bad writing habits have never been higher. Corda and I invited Bryan Grobstein, sales enablement and operations professional to discuss some really bad examples of the written pitch, and identify the best practices of emailing or prospecting on Linkedin.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

It's easy to think you are selling against the competition, but your greatest competitor isn't another company. It is the fear of making a change. Your prospect live in their status quo for a reason, and most of the time you are not competing against doing something else, you are competing against doing nothing. Understanding that and knowing how to address it is a powerful tool when dealing with prospects hesitant to embrace change.

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

I've worked directly for Darren Schwartz and seen him create and recreate the most amazing sales culture across all levels of management that fueled the fastest growth to a billion dollar valuation in US history.  He's a master at leading and inspiring people. His ability to connect with subordinates on a personal level and leverage that connection to get people working at their best is second to none that I have witnessed. He understands both sales and operations, and how to bridge the gap between them, and his genuine love of people, energy, sense of humor, approachability and ability to learn, master and then teach complex concepts generated tremendous loyalty and results from people across all departments. We catch up leadership approaches and how he does what he does.

Darren on Linkedin 

Darren's current company M3linked can be found HERE 

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Jenny Foss is an accomplished recruiter and career coach. I've known her for almost 20 years and she's my go to expert for all matters relating to interviewing, job hunting, resume writing and the best way to use Linkedin. Jenny has built her business on helping people maximize their job searching efforts and coaching people in a direct, effective way. She's a true professional who gets to the point, executes and gets results. There could not be a more opportune time for me to get her sharing her insights into the world of job searching.

www.jobjenny.com

https://www.linkedin.com/in/jennyfoss/

Check out Jenny's Books - https://www.jobjenny.com/products-books

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Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

---------------------------------------------------------

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/

Producer Steve and I handle questions submitted through the website and  social media. Follow us on Twitter, Facebook or Parler to submit questions. We kick off with a discussion around common ways Sales people mess with in their interactions with prospects and clients.

Visit our promotional partners at www.originmaine.com and refract.ai/salesfix

=========================================

Show Theme Song courtesy of Incompetech

Edm Detection Mode by Kevin MacLeod

Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode

License: http://creativecommons.org/licenses/by/4.0/