Category: entrepreneurial mindset

Posted on

From Chaos to Clarity with Marianne Renner #298

marianne renner sales babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

From Chaos to Clarity with Marianne Renner #298

marianne renner sales babbleMarianne Renner is the author of a new book “From Chaos to Clarity Success Journal” .   We meet and Endiro Coffee in Aurora IL and discuss  the unique chaotic struggle that salespeople experience. I ask her to detail the methods described in her book on how to focus your ideas in order to  determine your professional destiny.
Affirmation, celebration and appreciation are the keys to move from a state of chaos to clarity according to Marianne.

What you Focus on Expands

Marianne believes that the things in your life that you focus on, will expand over time. These could be positive  or negative things. Let’s zero in on the positive and focus on three things you’re grateful for. Why? Because what you appreciate, appreciates:

    • Chaos is the biggest thief in life
    • Unlike other professions, sales people have to  find work. It’s rife with distraction
    • Being busy is a trick. Are you being busy being distracted or busy getting things done.
    • Too often the focus is on what went wrong vs what went right.

Journal Designed for Ideas

Your ideas determine your destiny, how you see your past, present and future. Marianne’s book is designed to generate ideas that excel. The design of the journal contains:

    • Affirmation – where are you going, who do you see yourself becoming
    • Celebration – identify your successes and celebrate
    • Appreciation – 3 things your grateful for

The way to make it happen is to change your patterns and have accountability. The diary takes <10 minutes per day for 50 days. If you complete the exercise it will become a habit.

Sales Is Filled with No

Sales is hard. To be honest,  sales  is a constant flood of no’s and not interested. It’s important for sellers to be focused on what’s working and be grateful for it. Secondly it’s critical to be clear where you see yourself in the future and what you can achieve. Overcome fear.

Courage is not the absence of fear, it’s the ability to take action despite the fear – Nelson Mandela.

Take Action Advice

What holds you back are the stories you tell yourself. Start writing every day, celebrate your wins, and   surround yourself with people you aspire to be like.

How To Find Marianne Renner

    • This is her website MarianneRenner.com
    • On LinkedIn https://www.linkedin.com/in/marianne-renner-a404221a/
    • https://www.amazon.com/Chaos-Clarity-Success-Journal-confidence/dp/1077884419
    • Shout out to Endiro Coffee in Aurora IL!

Past Episodes on Mindset

Here are some past episodes you DON’T want to miss. Listen now!

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

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:

 

Posted on

How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Power up For Profits with Kathleen Gage #280

Kathleen Gage Sales BabbleIt’s a noisy world in the land of marketing, ads and sales. Are you finding it difficult to be seen for the value you bring? Our guest Kathleen Gage is a business strategist who has made it her mission to teach solo and small business owners how to become visible to their market through the power of clarity of their message and to package their core message into speaking engagements, books, information products and consulting and coaching services. In this episode Kathleen shares how it’s essential for experts to know how to stand out in a noisy market. To do that, they must be very committed to who they are and have the willingness to take risks and play full out. In her view, this is the surest path to power up for profits.

From Sales to Profits

Without sales you can’t have revenue. Without revenue you can’t have profits. So what can you do to grow sales?

    • Don’t listen to the naysayers on sales. It’s not a dirty word.
    • Pickup the phone and call your network.
    • Engage the prospect in the call. It will take 4-6 conversations to close many deals.
    • Build your network but ensure they are venues with qualified candidates.

Cold Call Script

This is the script that Kathleen commonly uses when speaking to qualified prospects:

    1. Greeting “Hello”
    2. what they want
    3. what they’ve done in the past
    4. See if they’re a match
    5. Share the offer
    6. Let them know you would LOVE to work with them
    7. Ask for the sale “Would you like to get started?”

How To Find Kathleen Gage

Kathleen’s Power Up For Profits Websites include:

PowerUpForProfits.com/Checklist (how to get on a podcast!)

This Kathleen on LinkedIn  linkedin.com/in/kathleengage

You can also find her on Twitter @kathleengage

Cold Calling Tips and Past Episodes

Posted on

Pulling Profits Out of a Hat with Brad Sugars #278

Brad Sugars Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

 Pulling Profits Out of a Hat with Brad Sugars #278

Brad Sugars Sales BabbleBrad Sugars is the the founder of ActionCOACH and author of the new book, Pulling Profits of of a Hat:  Adding Zeros to your Company isn’t Magic, Brad started ActionCOACH when he saw how business owners lacked simple how-to help and strategies to grow their cash flow and profits. Unfortunately, many business owners  didn’t know what they didn’t know, leading to struggles with their time, teams and money. In this episode Brad talks about how salespeople can generate profits through exponential growth.

Five Disciplines for Exponential Growth

It’s important that companies exhibit behaviors that are growth minded. Brad believes companies need to address five disciplines:

  1. Strategy – Pick a strategy with a growth point of view.
    1. Leverage – “Do the work once, get paid forever”. If you can find ways to improve your productivity, it will show up with exponential growth.
    2. Scale – ability to create processes that focus on growth.
    3. Marketability – high value products and services.
    4. Opportunity Size – how much money is in the niche, how much competition, what is the potential size
  2. Business Development – understanding how much people want your products, and having a strategy across various sizes of clients with a marketing program that discovers qualified prospects.
  3. People – if you don’t grow your people, you won’t grow your business. One mistake companies make is focusing on team building. That’s not enough. Consider performance: hiring, onboarding, training, coaching, etc…   Always remember, how you treat your people is how they will treat your customers.
  4. Execution – products and services delivered with exceptional quality.
  5. Mission – make sure there is a connection between the company and the employees. Customers will notice if their staff don’t enjoy working their work.

Profit in the Sales Arena

Have a mindset of multiples:  10x , 150%, or 1500% .   Don’t have a  a mere 10-15% growth target.  Consider Apple, Microsoft and Amazon and how they’ve been able to pivot strategically for massive success.

As a seller, have a mindset that the company is your business. Always know your numbers, step by step. Have  a clear process that is tuned, based on results. Work on your communication skills.  Adjust your conversations according to the personality type of the prospects. Lastly, do homework on your prospects and understand their wants and needs.

Be a lifelong learner!

How to Find Brad Sugars

Brad is easy to find online. These are his links;

Website:  actioncoach.com
LinkedIn:  https://www.linkedin.com/in/bradsugars/
Facebook:  facebook.com@bradleyjsugars
Twitter:  @bradsugars

You can find his new book here: Pulling Profits of of a Hat:  Adding Zeros to your Company isn’t Magic

How To Grow Sales

Here are past episodes focused on profit driven growth. Enjoy!

Posted on

The Gift of GAB with Conor Cunneen #247

Conor Cunneen IrishmanSpeaks Sales Babble

The Gift of GAB with Conor Cunneen #247

Conor Cunneen IrishmanSpeaks Sales BabbleToday we have a little bit of blarney and inspiration from our guest Conor Cunneen who joins us in the Sales Babble studio. Conor is an Irishman happily exiled in Chicago, where he says the Guinness is great, the natives are friendly and he has been force fed more corned beef than he ever had in Ireland!  In this episode Conor shares with us the Gift of GAB, Goals, Attitude and Behaviors all sales people should aspire too. 

Goals Attitude and Behavior

Conor believes that people only buy from sellers who they share a relationship.  Relationships are the one true differentiators for sellers in a world of commodities. Conor believes sellers need to build their personal brand through their gift of gab. In this case, GAB is an acronym for goals, attitude and behavior. 

Goals

  • Create a clear macro goal. Answer the following   “What do I want to be famous for?”
  • Create intentional micro goals using CHAPS.
    • C– Compliment people to build better relationships – 1 person/day   Anthony Trollope — ‘A small daily task, if it be really daily, will beat the labours of a spasmodic Hercules.’
    • H – Hear the words “THANK YOU”.
    • A – Address people by their name
    • P – Positive – Create an aura using positive words and phrases – amazing brilliant cheerful friendly, create a brand experience
    • S -Smile – Set a micro goal of “putting” a smile on their face. The first thing on your agenda should be a joke.

Attitude

  • Be at the table, when you’re at the table – have the right attitude when dealing with your customers. Your success is based on customer support. Great sales people build relationships with everyone in the organization. This is how you get people to go the extra yard.
  • When things go wrong, ask yourself “What is the attitude you want your attitude to be?”  Before the meeting, ask the question, then live that attitude.

Behavior

  • What people say about you IS your brand.
  • Consider United Airlines tag “The Friendly Skies” yet people frame the company in the negative press they (and sometimes rightly) receive.
  • Write down three words you want people to say about you when you leave the room.  If you know what you want them to say, you know the behavior to make that happen.

How to Find Conor Cunneen

Conor’s goal is to be all over the web like a rash. Google  him and he will pop up EVERYWHERE!

  • https://irishmanspeaks.com/
  • https://twitter.com/IrishmanSpeaks
  • https://www.linkedin.com/in/irishmanspeaks/

Free giveaways – Conor is giving away three of his books. Click the Babble Me button to enter the contest and I’ll pick out three winners

Selling Mindset

Let’s keep the conversation going. Here are other great episodes on having the RIGHT selling mindset. Listen  now!

Posted on

The Introverts Super Selling Powers with Beth Beulow #235

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

The Introverts Super Selling Powers with Beth Beulow #235

In this episode we meet Beth Beulow, author, business coach, speaker and host of the Introvert Entrepreneur Podcast. Beth is a avid proponent of the introverts super selling powers. She believes when introverts can leverage their natural gifts of listening, preparation, making people feel safe, and see selling as an educational process, they can be highly successful in sales.

Introverts, Extraverts and Ambiverts

We discussed the book To Sell Is Human by Dan Pink on the success of various personality types in the selling role. According to the book:
  • Extraverts – performed the least, too pushy, too aggressive
  • Introverts – performed better, good listeners, yet too meek
  • Ambiverts – converted sales best, a bit of both extraverts and introverts, most successful
lf you’re not connecting with the buyer it could be a lack of balance in the conversation. When you have resonance, that’s powerful selling. Not all great conversations close sales. The timing maybe wrong.  But remember, it’s a marathon not a sprint. At the very least you might get a referral.

Introvert Super Duper Sales Powers

Introverts commonly have the following characteristics. They can be powerfully leveraged for selling:
  • Sales is education. It’s only a story that sales is icky. Share what you have to offer with a focus to make their lives better (whether or not they buy).
  • Connecting one on one. Introverts commonly say they are NOT good in groups, but good one-on-one.  This is actually a super power. Sales is P2P,  person to person. If you can connect with a person, you can make a sale.
  • Listen with curiosity. Many introverts are very good at sitting back and asking questions. This is how you discover what the client needs.
  • Create safety – create an environment where people can open up. You can do this by being real and allowing people the ability to be vulnerable.
  • Preference for preparation – There is power in doing homework and researching to make sure the meeting is more productive. For many, preparation calms the nerves.
Know how you’re going to start. Know how you’re going to close and be open to how you get there. Trust yourself.

Take Action

Look at your website and ask the question, “is this differentiated from the rest? Or do I look like everyone else?”   Remember that a confused mind always says no.

How to Find Beth Beulow

You can  find Beth ALL over the internet! This is the free offer mentioned during the podcast:

Overcoming Sales Fears for Introverts

Selling For Introverts with Alen Mayer #61
Posted on

Bitcoin, Business and the International Blockchain Conference #230

International Blockchain Conference Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Bitcoin, Business and the International Blockchain Conference

International Blockchain Conference Sales BabbleI attended the 2nd International Blockchain Congress in Chicago. The Innovation and Development Foundation hosted the conference along with Microsoft. The day-long event took place in the heart of Chicago at a state-of-the-art AON Center conference facility. It was a great experience containing keynotes, panel discussions, lightning talks, fireside chats, ICO pitches, workshops and breakout group sessions. We talked Bitcoin Business Blockchain and all things crypto throughout the entire event.

 

 

 

 

 

 

 

 

Charles Kwon Sales Babble

 

 

 

 

 

 

 

Blockchain Business

This is the link to the conference www.ibcongress.io/ibc  They hosted a terrific event!

Shout Out for Bitcoin Business and Blockchain Help

I interviewed a number of people at the conference. I’d like to share a special shout out to the following contributors to this episode and my journey in the Cryptocurrency space.

To learn more on Bitcoin, Business and the International Blockchain Conference click the “Babble Me” button at www.salesbabble.com

 

 

 

Posted on

Making Sales in Startups with Sean Higgins #225

Sean Higgins Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Sean Higgins Sales BabbleMaking Sales in Startups with Sean Higgins #225

Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episode we talk about making sales in startups.  Get those first 10 customers today.

Solve a Problem

Ideas are cheap so what’s really needed is problem solving. Successful startups keep this in mind. Sean believes entrepreneurs should address the hardest problem in the room and keep at it.  Too often startups mistakenly focus on hyper viral growth. Most business don’t work that way. Better to find a group of customers that you can serve and grow gradually.

Yes you need to have a long term vision. But focus on what makes your business better NOW.  There are two types of businesses:

  • Traction Based Company – have $10K month revenue
  • Team Based Company – pre revenue raising dependent on a quality proven team

Success is more likely if you validate a business with recurring revenue. VC fund companies who are proven winners. 0-10 customers is where you coalesce your ideas: the value proposition, the pitch, biggest pain points and how you fit in that situation.

Big 3 Questions

Sean has three questions sellers should ask and answer:

Why anything? Explain why your category matters and why prospects should consider a new solution.
Why us? – Explain why people should pick your company. Every founder has an origin story. The story tells why they built the business  and how they differentiate. Tell stories.
Why now? – This is the most difficult challenge for startups. Motivate prospects to buy now by showing how you address a real problem instantly.

When To Pivot

The way to know when it’s time to pivot is to have as many conversations as possible. If there is no interest, you’re chasing failure. Pivot! A pipeline without closed sales is not for real. There are two tiers of sales:

  • 0-10 it’s all about discovery
  • 10-100 – it’s about sales automation, social selling, process and tools.

Connect with as many prospects as you can and ask: why anything, why us, and why now. If people don’t get what you’re saying, you’re not explaining your category, your company, or your value.

Sales Automation Tactic:  FunnelAI social media data scraper for finding leads. It creates the leads when companies share they are being challenged and under stress.

Warning: when content marketing, give 5 contents of value before asking for a sale.

How to Find Sean Higgins

The promo code: SALESBABBLE

Entrepreneurial Mindset

Here are other past episodes digging deeper into startup sales.

Posted on

The Transparency Sale Part 2 with Todd Caponi #222

Todd Caponi Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Todd Caponi Sales BabbleThe Transparency Sale Part 2 with Todd Caponi #222

This is the second of a two part series interviewing Todd Caponi, the former Chief Revenue Officer at Chicago’s PowerReviews. Todd is in the process of authoring a new book titled “The Transparency Sale”. This book is in response to the changing influence of social media in selling and the failure of former challenger sale strategies. Todd has held leadership roles with three tech companies, including ExactTarget, where he helped the organization to a successful IPO and a $2.7B exit to Salesforce.com.

Reality of Decision Making

Customer decisions are filled with imperfection, tied to subconcious decision making and feeling. People make decisions with feelings and back them up with logic. Sellers who understand this fact quickly learn to focus on feelings first to snag interest and then generate desire.

Negotiation Strategy

Negotiating policy commonly recommends holding your cards close. Todd disagrees. Play your cards immediately at the start of the negotiation. Consider the following values and leveraging them for discounts.

  • How much you buy
  • How fast you pay
  • How long you commit
  • When you sign

Discounts are based on what you’re willing to agree. Each buyer can optimize their deal by applying the levers in tandem. This is a very tranparent way to negotiate. Never use any one lever by itself.

Presentation Mistakes

Consider the thinking of the audience attending your sales presentation:

  1. Ugh I don’t want to go
  2. I hope they can help my problems today
  3. Ugh they are only talking about themselves (First three slides talk about the vendor)
  4. I think I’ll check my Facebook account and see what my friends are doing

Have empathy for the people you’re talking to. Start with their problems and find out their challenges. Provide no NASCAR slides showing what a great vendor you are, Nobody cares. What they want to know is HOW you can help THEM.

Transparent Contracts

If you have terms and conditions in a contract, lead with transparency. Point out sections in the contract where some customers have had an issue. It’s very honest to call these out. This will speed up the signing the contract. If you hide stuff it chips away at trust e.g. auto renewal (explain the value to your company honestly).

Parting Thoughts

We can no longer be bartenders and serve people what ever they want. The Challenger Sale recommended  we become personal trainers with advice on how to be better. Now we need to be doctors and neuro scientists to understand root causes. Lead with transparency.

How To Connect With Todd Caponi

Books Mentioned:

  • The Transparency Sale is slated to be published in Fall 2018

The Power of Social Selling

Here are some previous episodes on the power of social selling.

Posted on

The Key to Authentic Selling with Jeff Davis #207

Jeff Davis Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Jeff Davis Sales BabbleThe Key to Authentic Selling with Jeff Davis #207

In this episode we meet long time Sales Babble listener Jeff Davis and author of the new book The Power of Authentic Leadership.  Jeff and I discuss the importance of sellers embracing a leadership role, and apply their personal value system  to build trust in prospective clients. Jeff gives the key to authentic selling with a 3 step process for authentic leadership.

Sales Credibility

Every day sales professionals  put themselves and their products and services into the world. Success is dependent on effectively connecting with prospects. To do that you must have absolute buy-in to what you’re selling. People sabotage themselves by not fulling committing to the product/service.  Customers can read that and not trust.

Three Step Authentic Selling Process

The key to authentic selling is knowing yourself, your product and aligning the two when selling:

  1. Know your personal VALUES – it’s not what you know, it’s what you apply
  2. Make sure your VALUES are applied to what your SELLING (solving a need, providing a genuine solution).
  3. Make sure the two values align. This builds trust.

Example: Let’s say you have a personal value of “integrity”. When you’re  qualifying clients and identifying needs, leverage that value. With integrity, you will naturally focus on benefits (that add value to the prospect) vs features that tend to cater to the sellers ego. Place the customer first and tip the odds to your favor.

Common Values of Leaders

Leaders commonly exhibit the following characteristics:

  • Integrity
  • No hidden agenda (higher than making money)
    • Serving Others
    • Having the best interest of others
  • Have a personal vision for them in the world, apply their values within that vision
  • Take Initiative ( fully take responsible)
  • Serve and protect their employees ( fire bad clients who abuse their company/staff)

The key to authentic selling is to take the leadership role and serve your customers.

Take Action Plan

Get out and meet prospects and clients face to face. Don’t over rely on marketing, email, social media and phone calls.

How to Find Jeff Davis

Website: http://jeffdspeaks.com/

Jeff has kindly offered Sales Babble listeners a free PDF copy of my bestselling book, The Power of Authentic Leadership. Send an email to his  Executive Assistant Meg meg@jeffdspeaks.com

Selling Mindset

Here are past mindset episodes with terrific advice you can apply today!

Posted on

What’s Not Working In Sales Today with Brandon Bruce #204

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

What’s Not Working In Sales Today with Brandon Bruce #204

Brandon Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school with outhouses as their bathroom. He went from these humble beginnings to now Cofounding and growing Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 list (after a six-year rollercoaster of sales success and setbacks). Today Brandon and I discuss what’s not working in sales today.

Times Have Changed for Sales

Cold emailing and cold calling still work, but not as well as in the past. The internet is changing consumers behavior.  They are spending more time alone shopping and comparing before calling the sales line. It used to be that growing a big email lists was the path to success. But it doesn’t work as well as it did in the past. People can smell a pitch a mile away. A small list of targeted prospects is better.

Sales Solutions That May Work

Be eminently reachable – post your calendar online and let people find a spot that works for them.

Use email prudently asking for advice and help if you’re a startup:

  • Hi I’m a founder like you, 
  • I’ve created a new application, it does THIS,
  • I’d really appreciate it if you would download, and give it a try
  • then give us some feedback on it and  tells us what we did right and not right
  • We’re very open for feedback.

In this example you’re not selling but asking for advice. Kill them with flattery, by not selling, but getting them engaged. Be vulnerable and admit  you may not have the answer, but you’re open for feedback. This is authentic. Pushy sales is what’s not working in sales today.

How to Find Brandon Bruce

Brandon on LinkedIn https://www.linkedin.com/in/brandonbruce/

Website https://www.cirrusinsight.com/

Twitter @cirrusinsight

Babble me to enter the drswing for Brandon’s swag!

Business Development

Listen to past episodes to find ways to grow business quickly.