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How To Do First Things First When Selling #463

Have you ever been in a situation where a small mistake in the beginning messed up a deal at the end? This happens when you get impatient and try  to skip steps and push selling a little too hard. I just learned this the other day that impatience  is really entitlement. It’s thinking “how dare that prospect not sign on the dotted line “.  So it begs the question, what makes you so important? Who are you to make decisions for your prospects? Isn’t it their money they’re spending? Isn’t their problem they want to solve? Look I get it.  I know these mistakes because  I’ve made them myself and sadly it never goes well. What’s difficult is not overdoing it and finding that balance. That’s the topic for today

Today’s Chapter: Do the Difficult First When Selling

Each Seller is responsible for many tasks
Yet all tasks are not equal.

Do the difficult ones while they are easy.
Do the key tasks while they are small.
.
Great oak trees start from a single acorn.
Getting started is often the greatest struggle.

The Master Seller doesn’t make the sale happen.
They allow the sale to happen.
They let go of manipulation,
 cajoling and harassing.

They simply remind the buyers of
who they are
and how they can help.

No matter the length of the sales cycle
It all begins with a single outreach.

Today’s Story

Clearly Chris was working hard. Oftentimes the first to arrive in the morning and the last to leave at night. Given all the effort, Pat was surprised by the meager number of deals in Chris’s pipeline. One day Pat remarked,

“With all your effort, I’m surprised your sales funnel isn’t filled to the top.” 

Chris leaned back “I know I know but day after day I keep running out of time”.

Pat paused and then asked “I took a peak at your sales funnel yesterday and have some thoughts. Would you like to hear them?”

Chris’s eyes widened “Yes!” 

 “I noticed that many of the prospects are not well qualified and many of the deals have not engaged the decision maker. I also see you spend a lot of time fetching information for prospects who aren’t that interested plus devote hours to internal conversations at the office.. Any one of these things wouldn’t be a problem but all added together, they can overwhelm an entire day” 

Chris nodded and then Pat went on,

“Lao Tze said that the journey of a thousand miles starts with a single step. The most important task you have each day is to reach out and advance each opportunity according to where they’re at. Engage the buyers to advance the deals as they see fit. Busy work doesn’t bring value. Value is in the eye of the customers .“

Take Action Quote

Rushing into action, you will fail. Trying to grasp a deal you will lose it. Forcing a prospect to close, you will ruin all possibility of ever closing them. Too often the sale is lost to early mistakes so it’s best to prevent trouble from the start. 

According to the Book of Ecclesiastes

“There is a time for everything, and a season for every activity under the heavens”

The same is true when selling.

Discover, qualify, schedule, listen, each is dependent on the other.  Deals progress step by step. No steps can be skipped.  With patience and gratitude it’s best we allow the sale to happen of its own accord. Since you haven’t closed the deal, you have nothing to lose. Relax, have faith. It will all work out. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

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Master Selling is NOT a Numbers Game #462

Have you heard the idea that the more no’s you get the more yeses you will hear? This notion is based on the idea that sales is a numbers game. It teaches that the path to success is getting comfortable with constant rejection and hitting on everybody you meet hoping you’ll bump into a qualified lead. So it begs the question. When it comes to sales, is this the best strategy for lead generation a numbers game? Maybe sometimes?

Today’s Chapter: Weed Out Poor Leads

Like the farmer cultivating their crop
the Master Seller weeds out poor leads.
They refuse to play the numbers game
that more leads means, more sales.

They delight with qualified leads
providing each with patience and respect,
Knowing qualified prospects bear fruit.

Honing their knowledge
they waste little time on poor prospects,
knowing it’s not how many people they meet,
but the quality of those they serve.

Today’s Story

Chris turned to Pat and asked “When it comes to lead generation, what’s more important? Quantity or Quality?”

“Neither is better than the other “ responded Pat, “Different methods work better for different businesses. “

“What about our business?” queried Chris.

“Well” said Pat, “When it comes to marketing, especially in B2C, marketers cast a wide net to increase brand awareness. They focus on conversions. There is a real need for this.  But for B2B sellers, people like us, it’s all about the curated quality lead. 

‘How so?” asked Chris.

Pat paused and then responded,

“If you focus on a few qualified prospects, activities, and connections, you’re less distracted. And this is good because distraction can jeopardize deals. Choosing quality over quantity means we have fewer prospects to take care of. The prospects we have get more attention and buyers notice. 

When it comes to the relationship business I prefer less friction and  always favor quality over quantity. When you get a lead, do some vetting to see if they’re worth the effort. Qualifying the prospect beforehand or asking a few questions can make a big difference in your day. It’s the easy path.”

Take Action Quote

Lucius Annaeus Seneca the Stoic philosopher of Ancient Rome wrote  

It is quality rather than quantity that matters.

Now there is nothing wrong with quantity if you’re a marketer. But for sellers like us, the key to success is building relationships with prospects who value your products and services. Dialing or spamming a list that you bought may not be the best use of your time.  If prospects don’t see the value, why waste time trying to change their minds? Silly right? For master sellers, it’s a process of cultivation and curation.

At the same time it’s the road less traveled for your competition. So differentiate yourself with a compassionate ear. These are the behaviors buyers appreciate, plus it’s easier!

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Where to Look for Leads  #442

Today we talk about being lead poor, those times when you have  too few new opportunities. In those situations you are doomed to keep calling the same stale leads. Not only that, it can annoy prospects who want to buy, not not now. We talk about what we can do to generate new leads and get your sales organization back on track.  Where to look for leads, that is the question.

Today’s Chapter:  Great Source of all Leads

Stay awake to the news
Keep up on social
Seek referrals from clients
Attend networks coffee and tea

At the conference greet old friends
At the social, introductions
Referrals from client
Resource library and network events
Leads are to be found all around

Knowing there are no prospects
without leads
Listen
Look
All is a well that never goes dry
Infinite the opportunity

They are there for the seeking

Today’s Story

Revenue was starting to slump. Pat noticed the SDR team kept following up on the same stuck deals and the reason  was clear, they were lead poor. This would not do. 

Pat turned to Chris and said “Where are you getting these leads for the team?”  The same place we always do “ Chris said” that data leadgen company.”. Pat responded, “We need to mix this up. I’ve got an idea”. With that Pat  spoke to marketing for the latest trade show leads, called up 5 clients for referrals, then stopped by the library and downloaded 100s of leads from the Business databases. 

The next day Chris was amazed by how the CRM had a fresh set of leads. “Where did you find these?” asked Chris. “A little from here and a little from there.  Leads are all around us, If these leads aren’t qualified to buy they may know people qualified to buy. Like the sunrise and sunsets, each day brings us opportunity. We only need to look.

Take Action Quote

“Most people miss Opportunity because it is dressed in overalls and looks like work”

… said the inventor Thomas A. Edison.

I know that’s a little bit harsh but I get where Edison is going. Once we get fixated on a process, it’s hard to break old habits and get creative. It’s human to do the safe thing until it’s no longer safe. Be it social media or events, it’s important to always be on the watch for new leads. Don’t assume everyone of them is qualified, but do assume they may KNOW someone who is qualified. That’s how you multiply your efforts. And nurturing relationships in your network and existing clients is another great source to look for leads.

It’s like a well that’s never used up. You can pump and pump all day and it continues to provide fresh spring water. Leads are all around us, we just need to look!

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

• • Spotify
  • iTunes
  • Stitcher
  • Player FM
  • Spreaker
  • The SalesBabble.com website    click the player above on this page!

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Get Free Leads At The Library with Kent Palmer #371

In this episode we meet business librarian Kent Palmer from the Naperville Public Library.  Kent shares eight free online resources  sales people can use to research prospects. All of the databases are free to the public and available in libraries throughout the United States. If you’re looking for free leads with contact information on a companies:

• • executives,
  • financial reports,
  • revenue results,
  • published reports,
  • SWOT analysis,
  • industry associations or
  • guidance on how to start a new business venture.

This is the episode for you.

Sales people are always looking for fresh free leads. They are right around the corner, at the library. So let’s buckle down and get to it.

Free Leads Databases

Here are 8 resources you can use to aid your business research. These databases can be filtered,  sorted and downloaded to a .csv file. Leads can be  stored on a thumb drive and uploaded into  your CRM.

• • Reference Solutions  – contact information for businesses including executives, address,  phone numbers, size of business, number of employees, revenue, and sometimes emails.
  • A to Z Database – contact information for businesses including executives, address,  phone numbers, size of business, number of employees, revenue, and free lead resources.
  • Mergent Intellect – research database for a companies financials, employees, executives, product information, subsidiaries. Contains a tool called First Research provides financial reports and credit background including D&B (Dunn and Bradstreet) resorts. You can search by industry and get key “hot points” to bring up during a sales call.
  • Gail Business Demographics– Census data in an easy to read front end interface. It make research easy to find by geography, list of residential and business prospects.
  • Gail Directory Library – Encyclopedia of associations that can be searched by keyword. Nation regional, state and local offices. Easy way to contact members and attend conferences.
  • Gail Business Entrepreneurship – Articles on how to start a business, with worksheets, handouts and training materials.
  • Gail Business Plan Builder – Tool to build a business plan if you want to raise our borrow money.
  • EBSCO Business Source Premier – Provides industry reports, company reports, SWOT analysis,  and supplemental research resources.

NaperLaunch

NaperLaunch is a free co-working space with conference rooms and public computers and software.  It’s a community for sparking collaboration and sales productivity.  The community  provides cutting-edge technology that allows members to succeed at business without the price tag.

How To Find Kent Palmer

Kent worked in sales for 28 years in the insurance industry. as a sales rep and territorial sales manager. Kent started his own agency and became aware of the free online business resources.  He was spending  $20/per lead and amazed the leads are free at the library. So amazed he decided to become a librarian.

To connect with Kent and find free leads at the library go to:

• • Resources and Free Lead Database in Naperville 
  • NaperLaunch entrepreneurial and business program

You can email Kent here or call the Naperville library at 630-961-4100

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io There’s nothing worse than seeing solid email engagement, but not booking meetings to continue the conversation with your customers.

Traditionally, sales teams have relied on metrics like email reply and open rates to guide their sales process, but that can be  super misleading. Instead, try this. Measure sentiment, not just vanity metrics.  Using a solution like Outreach can help you understand exactly what your ‘replies’ mean and how you should follow up. By understanding the sentiment behind the email replies, you’ll be better suited to improve your messaging, book 14% more meetings and ultimately close more deals. 

If this resonates with you, our sponsors at Outreach put together an awesome eBook about best practices for how to use buyer sentiment to streamline your sales process. Click here for the eBook! 

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on How to Prospect and Generate Leads

• • How Sellers Are Their Own Business with Dan Jourdan #370 
  • Virtual Selling In Person with Jeffrey Gitomer #355
  • Super Simple Follow Up with Contact Mapping and Tom Chenault #332
  • When and Where to Automate Sales Outreach with Gessi Schechinger #326
  • How Personalized Prospecting Generates More Leads with Ankesh Kumar #324
  • Defending Sales Development Reps (SDR) with Nikki Ivey #322
  • How to Convert Leads with Video with Matt Barnett #321
  • Don’t Use Zoom For Prospecting with Neil Kristianson #315
  • How to Sell Around the CoronaVirus #312
  • How To Be a Buyer Painkiller with Guillaume Moubeche #279

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

• Spotify
• iTunes
• Stitcher
• Player FM
• Spreaker
• The SalesBabble.com website    click the player above on this page!