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Why Do I Need a Brand with Kim Speed

Kim Speed Sales BabbleWhy Do I Need a Brand?

In this episode I and  Brand expert,Kim Speed dig deep into the  question why do I need a brand. Everyone says having a brand is critical for success. But is it? What is the fundamental value a BRAND provides you and your company? How does a brand make it easier for me to acquire new customers and prospects?

Brand vs Branding

According to Kim, your brand is who you are and what people say about you when you’re not in the room. Branding is all the elements that supports your brand: website, ads, emails, logos etc…   Let’s focus on the former, before the latter.

Sales and Branding

Your brand is useful for your sales process. When done well it open doors and creates trust.  But it’s not an easy path to understand your brand. It’s built on knowing and viscerally understanding your ideal client. This requires companies to go through a value proposition process. Instead of focusing on logos and fonts, focus on who is PERFECT for you product or service.

Who Is Kim Speed

Kim is the owner of Purple Moon Creative, Brand and Marketing Boutique where she helps start-up companies and small business owners to become visible to their prospects, and to turn those prospects into clients.

Kim is the author of the recently published book, Branding on a Shoestring: How to Re-Create Your Small Business Identity and Increase Sales Results in 83 Days or Less.  Go here to get it purplemooncreative.com      and answer the question “why do I need a brand!”

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Transformative Sales Tools with the Tool Master Miles Austin #185

Miles Austin Sales Babble #185Transformative Sales Tools with the Tool Master Miles Austin #185

In this episode we meet the tool master Miles Austin who shares a number of transformative sales tools that will increase your efficiency, productivity and ability to close sales. Miles is a highly engaging guest, a guy you can relate to. Yeah we’ll be geeking out. But if discovering more leads, booking more sales, and becoming a highly sought out sales professional sounds like a good thing –  then hang on and listen up.

List of Transformative Sales Tools

The following is a list of sales tools that were mentioned during the interview. I’m not familiar with all of these tools. But Miles speak highly of them. Enjoy.

These transformative sales tools can kickstart your selling revolution. Change is hard and it’s easy to stay the course and do nothing.  But consider this. The journey of a thousand miles starts with a single step. Pick one tool and consider it a single step.  Take action!

How To Find Miles Austin

This is Miles Austin’s web page.  Click here to download his Entrepreneur Launch Pad

https://www.fillthefunnel.com

https://facebook.com/MilesRAustin

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

How to Find Pat Helmers

This is my personal website PatHelmers.com 

Check it out! http://helmershomestead.org/

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How to Pitch Shark Tank with Michelle Weinstein #184

How to Pitch on the Shark Tank with Michelle Weinstein #184

Michelle Weinstein is a sales strategist who specializes in helping entrepreneurs learn how to sell without selling and without being sleazy. She pitched on Shark Tank and raised over $1M for her last Company placing products into Costco & The Vitamin Shoppe. In this episode she shares the story and the fundamental elements of a strong pitch.

Elements of a Pitch

On the TV show Shark Tank. Michelle was pitching a protein bar business and after a multi-step vetting process she was able to pitch before the “Sharks” only to be shot down. Due to significant coaching for the show, she learned you must your authentic self. If you’re a fake, people won’t trust.

  • One minute to make an impression.
  • 10-20 seconds you will be judged
  • Practice your elevator pitch over and over and over
  • Make it memorable
  • Make it catchy
  • Make it niche enough then be  more niche
  • Know your audience

Take Action Advice

Go take action, too often people don’t take action. Fear is in their way e.g. afraid they don’t know what’s going to happen, afraid of rejection, afraid of failure. She believes you do the market a disservice if you don’t’ reach out and offer your products and services.

Pat’s Pitch Template

Here is an example format that may help….
I help __________________ people
in  _______________ kinds of industries 
who have ___________PAIN or DESIRE___________
by providing __________SOLUTIONS_________
that provided BENEFIT BENEFIT BENEFIT 
Then ask… is that you?
Write this up and read it outloud 20 times until it rolls off your tongue easy peasey.

How to Find Michelle Weinstein

As she shared on the podcast, she is the Pitch Queen.

Go to http://www.thepitchqueen.com/

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Entrepreneurial Mindset

Here are past episodes for the startup and entrepreneurial minded. Listen today!

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How to be a Sales Sherpa with the Hyperconnected David Fisher

David Fisher Sales Babble How to be a Sales Sherpa with the Hyperconnected David Fisher

Returning guest Dave Fisher and I meet at Sketchbook Brewing to discuss the publishing of his new book:  Hyperconnected Selling, Winning More Business by Leveraging Digital Influence and Creating Human Connection   Dave is a podcast host and consultant  trying to bring back the art of conversation to business.  In this episode we discuss the evolution of selling and what you can do  to better leverage the network you already have.  Dave explains how to be a Sales Sherpa and how to guide your prospects through the glut of information that overwhelms their buying experience.

Selling Conversation and Points We Discuss

Yes we talk about the beer and the value of balancing malt and hops.

But we also discussed:

  • Seller asymmetry, buyers have more information than the seller
  • Appointment setting will get automated
  • Enterprise sale will always need real people (at least in the next 10 years)
  • It’s best to keep working in the same industry and grow industry knowledge
  • Build industry relationships that lead to referrals
  • Sharing insights to prospects will generate business
  • If you hate your job and the industry, get out now

 

Enter here to WIN a FREE copy

HYPERCONNECTED SELLING

 

Enter Here to Win

Enter by October 10th!   Five names will be drawn!

 

How to Find David Fisher

You find Dave all over the internet ….

Past Sales Babble episode with David

In this episode, David tells us all about hyperconnected selling
http://www.salesbabble.com/3-steps-start-hyper-connected-selling-david-fisher-129/

Me on the Beer, Beats and Business Podcast
http://beerbeatsandbusiness.com/tag/pat-helmers/

Sketchbook Brewery

Dave and I met at Sketchbook Brewing Co. a nanobrewery in Evanston, IL focused on sustainable, local, community supported brewing.

Visit at 821 Chicago Ave, Evanston, IL 60202

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  • 24×7 support

Special intro offer and 30-day money-back guarantee
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Selling Mindset

Here are past episodes that will upset your false beliefs and myths on selling.  Listen today!

 Networking Tips

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The Art of the Help with Larry Levine #182

Larry Levine Sales Babble The Art of the Help with Larry Levine #182

In this episode we start by discussing the confusion of social selling. The root issue is not so much how to twiddle the knobs and bells of LinkedIn Facebook and Twitter. The true issue is the failure of sales professionals understanding WHY they have chosen the profession of sales  Then secondly we talk about the Art of the Help for success.  Larry Levine is a social selling expert, podcast host and long time B2B sales expert.

Self Awareness in Sales

Most sellers don’t reflect on their lives, what motivates them and why they do what they do. They aren’t self aware. During the discussion Larry and I chat ….

  • Why are you in sales?
  • Larry believes there is a ton of confusion with social selling
  • It’s the Art of the Help he shares….. giving back to the community and your clients
  • Sellers must brand themselves Larry recommends. This will differentiate you.
  • Larry reminds us that “Selling is 24×7 job”

Why Sales is a Great Profession

  • Get to run your own business
  • Freedom
  • Good money
  • Can have a positive impact on your company
  • Can influence your customers

Social Selling is NOT New

Not a new thing, back in the day it was all analog but still the same thing. Connecting with people and relationship building. Just like we used to do with handshakes and phone calls. You do the same thing  on social media. It’s the art of the help, not the deal.

Take Action Today

If you want to have any success opening up new conversations you need to learn how to build a brand. Your personal brand differentiates you. You are broadcasted across the internet, manage that story.

 

Complete the Selling Survey

Click HERE!

How To Find Larry Levine

Twitter – @larry1levine
instagram – @larry1levine

Other Links Mentioned

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

  • FREE Domain
  • Free Site Builders
  • 1-Click WordPress Install
  • 24×7 support

Special intro offer and 30-day money-back guarantee
Powering over 2 million websites worldwide

 

Selling Mindset

Here are other past episodes that cover the topic of mindset. Listen today!

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How To Sell Hardware, Software and All Things IT with Mike Slowik #181

Mike Slowik Sales Babble Hardware Software IT SalesHow To Sell Hardware Software and All Things IT with Mike Slowik #181

In this episode we meet Mike Slowik, 34 year veteran of selling hardware software and all things IT  But Mike tells us that he doesn’t actually sell IT. He sells change.  We talk about the enterprise sale and the complexity of working a prospect who brings a large team for the evaluation.

Mistakes sellers make: Not communicating, not talking in a style prospects respect. It’s a must if you want to learn how to sell hardware software and IT.

The Danger of the Unsolicited RFP

It’s difficult to win an RFP, especially one that is requested out of the blue. Most likely your competition wrote the majority of the evaluation. Get a meeting before applying for an unsolicited RFP to see if it’s worth the trouble. Moral of the story – GET THE MEETING.

FUD  (Fear Uncertainty and Doubt)

FUDing is a process sellers use to motivate prospects to look at competition skeptically.

  • Fear
  • Uncertainty
  • Doubt

Get the prospect to dig deep into the competition by creating fear, uncertainty and doubts in their mind. Have the prospect take the initiative and  see if the competition is all they promise. At the same time assume YOUR competition is doing the same to you. Have an answer to set the facts straign about your company.

Treat Everyone Like the Boss

It only takes on person on the buying team to deep six a deal. Beware of groupthink!  Listen deeply to everyone’s insight. Don’t judge the team, dynamics quickly. It may not be at ALL what you think it it.

How To Connect With Mike Slowik

Maybe you would like to learn more on how to sell hardware software and IT. Connect here…

We mentioned the Aurora University Sales Institute

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Consultative Technology Selling

This is just one of a number of past episodes that discusses the enterprise and sale and the need for using a consultative process. Listen today!

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6 Ways To Generate Leads With Fatima Zaidi #180

Fatima Zaidi Sales Babble6 Ways To Generate Leads With Fatima Zaidi #180

In this episode we meet Fatima Zaidi to discuss 6 ways to generate leads starting with the idea that you must always communicate with purpose.

With over 10 years of experiences in sales and business development Fatima has become an expert in closing that deal. In this podcast, Fatima takes you through the ten steps to snagging that opportunity and converting it into a case won. She highlights common mistakes made my sales people, and how you instantly develop that connection and rapport to work in your favour. Whether you’re just at the start of your sales career, or you just want to augment your existing skills, this podcast will set you on a clear path to success.

Hacking Sales

Fatima and I walk through the following list on strategies and ways to generate leads:

  1. Get creative with your pitch
  2. Develop a personal brand that defines you as a thought leader and subject matter expert
  3. Develop relationships both online and off line
  4. Build partnerships with other complimentary businesses
  5. Build rapport by giving before asking
  6. Stay unemotional to quick outcomes

Take Action Advice

Do three small things every day to broaden and deepen your network

How To Find Fatima Zaidi

Fatima is VP Business Development

This is her phone  416.836.4356

You can find Fatima on Linkedin 

Lead Generation Strategies

There are many ways to generate leads. Here are past episodes that cover this topic. Listen today!

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Startup Story Where Software Goes to Seed with Charlie Wiltgen #179

Charlie Wiltgen Sales BabbleStartup Story Where Software Goes to Seed with Charlie Wiltgen #179

This week we go to the birth of a business to tell the tale of a startup story.  We  interview an entrepreneur who invented a SaaS product and built a loyal client list from nothing.  This requires a keen attention to detail understanding the challenges and desires of the target market.  Charlie Wiltgen tells his origin story and how hard work and luck intersect.  His corn and soybean data management business is highly successful and an inspiration for all want to be entrepreneurs.

Knowing Your Market

Charlie shared his startup story:

  • How his business partner was hired to fix a legacy system
  • How she pitched the client a rewrite on a new platform
  • How the client LOVED the new software and she brought in Charlie
  • How they worked a trade show to bring on 20+ clients
  • Struggles with scaling the Adoption Curve
  • What it takes to give a great demo

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How To Find Charlie Wiltgen

This is Charlie on LinkedIn

This is Creative Customized Programming

Crossing the Chasm

This is the episode that discusses the adoption curve and the challenge of scaling. Our guest Crossing the Chasm author Geoffrey Moore

Entrepreneurial Mindset and Business Development

Here are some past great startup story episodes:

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Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple. It’s robust presentation tools  successfully pitch clients around the world.

Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck.  In addition you have  vital information such as how many times they’ve opened your deck. Plus you know how much time they’ve spent on each slide.

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How Salespeople Overcome Procrastination with Eric Twiggs #178

eric twiggs sales babble How Salespeople Overcome Procrastination with Eric Twiggs #178

In this episode we meet the procrastination prevention partner Eric Twiggs. Eric and I have a lively discussion covering practical ways on how salespeople overcome procrastination. We talk about mindset, processes, and automation tools that can increase productivity and success.

The habit to accept is the ability to take action. If you put things off that take you away from your life goals, you will be frustrated and unsuccessful. The root of procrastination is due to a lack of goals and focus. Turn that around.

In sales sellers commonly struggle with:

  • Following up
  • Call reluctance

What’s the answer to overcoming this struggle? Eric says

“Know your numbers, ratios of calls per answers and sales advances. Know the number of your activities. Let the law of averages work to your favor. Know that optimists are commonly more successful in sales. Get the right attitude.”

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But I Don’t Feel Like It

People often use their lack of interest as a reason to put off a task.  Don’t let inertia keep you in place. Become aware of your personality type.  Are you a Driver or a Motivator? By understanding yourself, you can overcome feelings, and displace it with habit and action.

Steps To Overcome Procrastination

  1. Turn off all notifications on your cell phone
  2. Use a smart phone app to automate your life
    1. Hootsuite – preplans social media posts
    2. SMS Scheduler – send text message reminders
    3. Rescue Time – blocks websites for a set period of time
    4. Kitchen Timer for the Pomodoro method
    5. Stick K website – makes goals public to others who hold you accountable (actually put money on the line)

Procrastination Pyramid

Eric spokes at length on his procrastination pyramid:

  1. Watch your attitude and don’t label yourself as a procrastinator.
  2. Be aware of your optimal times, power times and personality type.
  3. Animation, know your sleeping and exercise habits and control them.
  4. Automation – Understand what tools help and what tools hinder your productivity.
  5. Activity and taking action, over and over.

Take Action Advice

Don’t let perfect become the enemy of progress . Done is better than perfect.

How To Find Eric Twiggs

To learn more about how salespeople overcome procrastination go to his website   www.ericmtwiggs.com

To find his new book go to www.ericmtwiggs.com/thedisciplineofnow

@thedisciplineofnow on Twitter

Get his free eBook “One Moment in Time Preparing Your Life For Your Defining Moment”   Send an email to eric@ericmtwiggs.com and mention Sales Babble!

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Sales Skills Training

We have lots of other episodes on skills you can work on. Listen today!

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Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

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How To Sell The World with Karl Weaver #177

Karl Weaver Sales Babble

How To Sell The World  – Advice on Selling Asia #177

In this episode we meet Karl Weaver, an international sales professional who is a wealth of knowledge when it comes to how to sell the world. Selling Asia is different than the USA . Europe too. In both cases, sales only happen once trust is built.  In this episode Karl shares 7 ways to sell in a protectionist environment by a process of creating trust.

Advice on Selling Asia

We walked through a series of steps that in many ways, mirror enterprise sales in the United States:

  1. Realize their goal is to compete with the West
  2. Protect all you laptops and stored information
  3. Learn the language or bring someone who can
  4. Give a gift and something local like Almond Roca
  5. Don’t expect an immediate sale
  6. Honor the exchange of business cards
  7. Use social media like LinkedIn and WeChat

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Advice on Selling Europe

Like Asia, European companies do not make pop decisions. They are more formal when approaching business transactions. The gesture of exchanging business cards is a good example. Like Asia, it’s treated as an honor to both give and receive a business card.

Europe is interested in gaining trust before doing business. They want substance and don’t make quick decisions.

Take Action Advice

Even if you lose a deal, keep working on the next one. It takes time to break in. Be patient. Share on social media you’re value proposition. Over time relations will build for those who grind away.

Don’t expect the immediate sale. Be in it for the long run. Don’t close the door, keep going back and try again. Continue the good battle, sell, market and use social media why you’re products are great.

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How to Find Karl Weaver

Karl Weaver 魏卡尔 is a globally trained, Mandarin-Chinese speaking, senior wireless market and Smart Phone/mobile device specialist, working for wireless technology companies on both sides of the Pacific Rim in a sales & business development capacity.

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

Add Karl J. Weaver 魏卡爾 on WeChat   Add Karl J. Weaver 魏卡爾 on WeChat

Building Rapport in Sales

Dig into our back catalog and learn more about the challenge and skills you need to build rapport with YOUR customers. Listen now!

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Slidebean Examples Created for Sales Babble

As I mentioned here are  couple slide decks that I created for two Sales Babble presentations. Enjoy!

https://app.slidebean.com/p/hggYElvrRX/Tips-For-Selling-Success

https://app.slidebean.com/p/tvielUvSqi/Selling-With-Confidence-for-Startups

Here are details in how why Slidebean sponsors Sales Babble!

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