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The 60 Second Sale with David Lorenzo #378

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The 60 Second Sale with David Lorenzo #378

60 Second Sale Dave LorenzoDave Lorenzo is the author of the book the 60 Second Sale – The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.  In this episode Dave shares the importance of understanding your  Ideal client, seller responsibilities, testimonials, and the importance of having a relationship report card,

Know Your Ideal Client

The most important element of the sales is the first 60 seconds. How do you do this. Dave shared the importance of deeply understanding your ideal client. They will be the model for prospects.  When building relationships have an external orientation that delivers instant value to prospective clients.

Meetings are opportunities to have relationships for a lifetime.

    • Give to your prospects before you ask for anything
    • Identify your ideal client – look at past best clients an choose the best as your model
    • Discover how to contact prospects on scale (ask about trade associates, news, and conferences). Immerse yourself in the world of you ideal client.

Three Responsibilities of Sales People

Too often sales people run into a sale with no preparation. Instead do your homework. Make your clients successful is to understand how you can help people:

    1. Make money
    2. Save money
    3. Reduce risk

Almost all value boils down to these three essentials. If you can address either or multiple concerns the more likely you will have sale success.

Think Long Game

Enterprise deals have many moving parts. It’s possible one of the stakeholders will not want your solution. You may not be able to persuade them to your side. The committee may want a unanimous decision.  But…. sometimes their decisions turn bad.  Deals sour,  decisions play out poorly, and you will be the first to have a second chance. Never burn bridges, play the long game.

60 Second Sale Relationship Report Card

Used to check the status of your relationships. You should be getting letters of recommendations and testimonials every month.  Write testimonials for your clients.  People want to be flattered.

Take Action Advice

Call your clients and check in. Good things will happen.

How To Find David Lorenzo

You can find David on social media as well as his book the 60 Second Sale. 

Get the free workbook and guide at Revenuereportcard.com 

    • Email:  dlorenzo at dlorenzo.com 
    • Website:  DaveLorenzo.com 
    • Phone:  (786) 436-1986 
    • LinkedIn: in/thedavelorenzo 
    • Twitter:  @thedavelorenzo 
    • Facebook:  /TheDaveLorenzoCompany 
    •  Instagram: @thedavelorenzo 
    •  Skype: davidvlorenzo

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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Marketing Hacks for Sales People  with Curtis Kieres #377

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Marketing Hacks for Sales People  with Curtis Kieres #377

Probably one of the most confounding dilemmas of a sales person, is the challenge of cold outreach and converting it into a scheduled sales calls. If you don’t have a full marketing department doing lead gen you’re on you own. So what’s a seller to do? Curtis Kieres is a career B2B sales professional with over 20 years experience in the high-tech space. In this episode Curtis shares his marketing hacks for sales people. He draws upon his experience selling in ERP, CRM and business management software. He walks us through his LinkedIn and Email campaigns, how he sets appointments and closes prospects on a free trial. 

Sellers Become Social Media Marketers

Digital fluency is the new language of the 21st century. Curtis is a proponent of using LinkedIn:

    1. Reach out to targeted prospects on LinkedIn
    2. Spreadsheet to track connected vs pending contacts
    3. Keeping spreadsheet in Hubspot all in one place
    4. Template Cadences that are hyper personalized
      • First message a soft approach see your a market expert would like to
      • Second message try to secures zoom call for discovery
      • Then give a demo, by presales team
    5. Doing the same thing  with email plus the addition of A/B testing  – use Apollo for email leads
    6. When they connect the conversation is all about helping them, nothing about you

Goal Of The Sales Call

The end goal of a sales call  is to get a trial. There is often hesitancy to proceed with a trial, even though it’s a free trial. It takes effort and time for a trial. Time is money. At end of trial ask you then ask the prospects if they are ready to subscribe and start a full project. If all has gone well, they will be eager to start. 

What makes sales hard in 2021?  Prospects fear technology and fear.

Marketing Hacks for Lead Generation and Sales

What’s great about Curtis is that he’s the real deal, a quota carrying sales professional who’s facing all the same challenges sales people face every single day.

How To Find Curtis Kieres

You can find Curtis on social media.

– Website www.cadmakers.com
– Facebook www.facebook.com/ckieres
– LinkedIn www.linkedin.com/in/curtiskieres

 

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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How to Sell the C-suite with B2B Podcast Agency Habanero Media by Host Sarah Noel Block #376

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How to Sell the C-suite with B2B Podcast Agency Habanero Media by Host Sarah Noel Block #376

Last week I was interviewed by Sarah Noel Block on her livestream On Air Tiny Marketing. Sarah asked a bunch of great questions about my podcast agency Habanero Media B2B Podcast agency and how we help businesses grow revenue by integrating interview-based podcasts into a sales process that targets qualified C-Suite executives. Sarah and I had the best time! Plus she was more than happy to let me share this interview here on Sales Babble. I’m not used to being interviewed so it’s fun to do a turn about! with such a talented host. Thank you Sarah!

Interview-Based Branded B2B Podcast

Podcasting is the gateway to meeting hard-to-connect and qualified C-suite leads. Integrating podcasting into your sales process makes it easy to  build relationships and trust.  Great relationships is key to closing sales in 2021.

The B2B podcast make it a breeze to get qualified referrals by interviewing people who know people. By people we mean, the right kind of people, qualified leads.. They could be existing clients, media influencers, or a warm outreach to prospective clients requesting them to visit as honored guests.

Podcast Guests = Ideal Clients

Unlike traditional podcasts, the success of a B2B podcast isn’t dependent on the number of listeners. You’re not creating a podcast that will rival Joe Rogan or This American Life. Your podcast is designed to target a narrow focused niche.

Your ideal client will be your ideal listener and Ideal guest..

Hosting a branded podcast gives you an excuse to have conversations with people who may otherwise never talk to you.  What would you do if you had the opportunity to meet the most important influencers or prospects in your business?  Consider the doors that would open and the growth of your network. The possibilities are endless.

Who do you interview:

    • Prospective clients
    • Influencers in the industry and media
    • Existing clients and their buyers journey
    • Partners and their added value

This podcast is networking on steroids. Instead of cold calling to set up a sales call, consider inviting people as guests to visit your podcast. Think how easy that would be. Your guest would be honored to visit  your podcast.

How To Find Sarah Noel Block

Sarah is the founder of Tiny Marketing. An agency for small and medium sized businesses. Shout out to Sarah for sharing this interview with the Sales Babblers of the world!

You can find Tiny Marketing here.

Get the How To Guarantee ROI on a B2B Podcast download  here 

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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Top 10 Sales and Marketing Books for 2021 with Michele Kelley #375

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Top 10 Sales and Marketing Books for 2021 with Michele Kelley #375

We’re back with another Top 10 sales and marketing books episode!  Returning guest Michele Kelly and I share the top 10 books you should read this year. Our reading list will have a significant impact on your success! Sales and marketing is about setting goals and putting in the long hours and hard work to achieve them. Regardless of what type of business you’re in it’s likely that “selling more” is tip-top on your yearly goals.  Being a professional requires staying up to date on new techniques, honing strategies, and being in touch with the latest industry news. Let’s get reading today!

Michele’s Books:

Pat’s Books:

Bonus Sales and Marketing Books

How To Find Michele Kelly

Growing up, Michele Kelly idled time by reading the dictionary, writing sappy lyrics and making up stories. Playtime became a passion: to unleash the stories of others.

 Michele is co-founder of K+L Storytellers, a brand story and content agency for companies who want to be better understood through their story so they change the world. Given a yellow, No. 2 Ticonderoga pencil, Michele is lethal. She writes 10,000+ words monthly for clients with the urgency of Wonder Woman saving the world with language. Michele is a contributing author to three books, a 4x published ghostwriter in the nonfiction book category, and developmental editor on more than forty books. She is currently working on an anthology of fictional short stories entitled 9 Candles. The computer science grad from Florida Tech shares her heart and writing studio with husband and co-founder Roderick Kelly, plus three children and a pug named Sweet Pea who is often heard snoring on Zoom meetings.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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The Selling Staircase Sales Conversation with Nikki Rausch #374

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The Selling Staircase Sales Conversation with Nikki Rausch #374

In this episode guest Nikki Rausch helps listeners tackle sales more confidently.  Nikki shares her framework, the Selling Staircase, a five step approach to a selling conversation. This systemized and super simple process has been refined so listeners know step by step how to build rapport, create curiosity, qualify a prospect, propose a solution and close the deal.  Nikki’s advice is practical advice sellers interested in entering every sales conversation with confidence.
Sales Babble is sponsored by OutReach, the sales engagement platform for sales automation

Five Step Staircase for Selling

Nikki  believes great conversations create rapport, generate trust and facilitate closed deals. She walked us through the Selling Staircase steps one by one:

    1. Make a powerful first impression at the introduction. Realize you’re on the first time you meet them, first email, first handshake, first walk in the parking lot, etc.    Have all your ducks lined up. Show up “put together”.
    2. Create curiosity. She shares the analogy of how you call dogs vs how you call cats. The advises on the cat method.  Answer and respond to questions in a way they will ask solicit MORE questions about what you.  Don’t vomit too much about you.  Great rapport building conversations happen through questions.
    3. Discovery and understand the problems, needs and wants. Ask questions that will lead them to buying from you. Don’t solve their problem in the meeting and decide they can do it themselves.
    4. Provide a Proposal. Share what they think they need while not being limited to what you THINK they can afford.  For the written proposal make it simple clear what your providing and the price.  Have a quick start guide to make is very easy to read. Schedule a “Circle Back Call”.
    5. Close the Deal – say would you be interested in moving forward? Then stay quiet and wait for their answer.

How To Find Nikki Rausch

Nikki Rausch of Sales Maven trains and coaches small business owners how to sell without being slimy.

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

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

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

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How To Hit Your Sales Targets and Not Get Fired with Jeff Goldstein #373

Competition for new business has never been more intense. Despite lots of traditional sales training, most sales reps have no plan or process to inspect,  assess, and get coached by their teams through their “Must Win” sales campaigns. These campaigns are what guest Jeff Goldstein calls  Big Deals.  When reps fail to qualify prospects, often the big deals fail to close on time and they fail to hit their sales targets.  Everyone loses in this situation. With targeted Big Rock reviews, reps can take action before losing those deals.

Big Sales From Small Numbers

Most of a rep’s deals come from a small portion of the overall deals.  For example, Jeff has found that usually 10-15 deals in your pipe represents 50% of your sales.  Despite lots of deals in a forecast,  reps run out of time when the quarter comes to close.   This makes forecasting a case of art,  science,  and fiction. Most sales teams don’t have a sales system to guide forecasting,   especially important during downturns in the economy.

Win-Loss Ratios can be good. But when they don’t close when you forecast that creates issues with corporate reporting. Often times the deals get pushed out or it goes to a “No Decision”.   No Decisions are really a loss.  The buyers money went to something else.  If you don’t win on the forecast date, it’s a loss.

So how do we fix this issue? It’s  a qualification problem. You may not be able to control when a deal is going to close, but you can control when you say it’s going to close.

Big Rock Sales Targets Review

Consider a structured approach to inspect funnels, assess quality of the sales campaign and then have the team coach one another on how to improve the sales campaign. Jeff recommends two steps:

    1. Rapid Assessment Review – quick review of deals and look for deals that need deeper inspection
    2. Sales Strategy Review  – have the sales team review  big deals that may end up in jeopardy and  have the team coaches the rep

BANT– (Budget Authority Need and Time ) questions are use to facilitate the questions. Each aspect of the deal is questioned and reviewed.

Look Back Question

If you got a call that you lost a deal today, where are the weak spots that you think might be the reason for the loss?”

Asking this question  gives the rep a chance to work on the weakness before the loss. Also to look at the competitor and what they maybe doing to win on their side. Strategize now while you’re still in the game to hit your sales targets.

How To Find Jeff Goldstein

    • LinkedIn:    https://linkedin.com/in/jeffgoldstein2
    • Websites – SalesLeadersOnly.com
    • Handouts, worksheets and questions: SalesLeadersOnly.com /babble
    •  Email  jeff  at SalesLeadersOnly.com

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

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

Posted on

Power Formula For LinkedIn Success with Wayne Breitbarth #372

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Power Formula for LinkedIn Success with Wayne Breitbarth #372

As you know. LinkedIn is the place to go where you virtually meet potential networks of clients and leads.  By doing what’s natural with real world, in person,  habits  you can snag opportunity from the jaws of obscurity. Our guest is author Wayne Breitbarth who shares the Power Formula for LinkedIn Success. We babble about his processes and formulas for referrals based prospecting.  o

LinkedIn Success Best Practices

LinkedIn is the #1 B2B Business development tool, especially when you use it to get referrals.  The way to do this is simple. Pick a person in your network who will be your referral source.  Next go to CONNECTIONS  click  “Connection of NAME” and then filter for the people you want to connect with.

In the title box enter keywords for people you’re searching. For example we mentioned “CMO” or “VP marketing” or “Director of marketing”.  Then ask your referral about the list you generated. Ask if  there any people on the list you don’t know? Cross them out. Of the remaining people, have  your referral partner help qualify the list.

When you get a match ask your friend, “Can I use your name if I reach out to one of these people in your network?”   Most likely they will say yes and you now have a qualified lead. Review the attached Worksheet to learn how to work with your referral source.

LinkedIn Free, Premium, and Sales Navigator

All versions of LinkedIn have some lever of searching and filtering to aid networking.

    • Free – Regular LinkedIn Platform
    • Business Premium  – everything in Regular LinkedIn platform PLUS enhanced – better filtering – you see 90 days of stalkers
    • Sales Navigator  – Different website but same database -better filtering with a zip code or mile circle

Wrong LinkedIn Profiles

People don’t explain how they can help customers on their profile. It confuses the act of selling and earning new  business from the act of getting hired. This is the big mistake:

    • Looks like you’re looking for a job
    • Doesn’t look like you’re looking for customers

Show how you solve pain points instead.   Put this in the ABOUT section and HEADLINE.

Fill out the FEATURE SECTION.  You can add links to whitepapers, sign up, worksheets, guests, YouTube videos, or your website for example.

How to Promote Content on LinkedIn

Like all social media, you can make posts on LinkedIn.

    • Have a network of your ideal clients. Post only go to your network.
    • Create posts that add value and  your network would appreciate
    • Share marketing content from your company
    • Stay on top of engagement, like and comment all those to comment on your posts for LinkedIn success

The way to turn a post into money is to follow up on everyone who likes or comments on your content.

Download Your LinkedIn Contacts

You have the ability to grab all your contacts and import them into a spreadsheet or your CRM. Wayne recommends that once on a quarterly basis, go to settings, click on  download your data, click on connections, and you will get a spreadsheet in 10 minutes.

Name –  Title – Company – Date Connected

LinkedIn is free so it’s a good idea to get this information in your hands every so often.

How To Find Wayne Breitbarth

Thank Our Sponsor Outreach

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

https://click.outreach.io/salesbabble-demo

 

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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

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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:

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

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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How Sellers Are Their Own Business with Dan Jourdan #370 

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How Sellers Are Their Own Business with Dan Jourdan #370

From my point of view, all sales people are entrepreneurs. If you’re a commissioned seller, your  success is 100% dependent upon your efforts. You are on your own. Since no one gives you work, you have to go get it. So it’s not a stretch to consider your employer just another paying client. If you’re in sales you’re a business owner.  By taking on  this world view it changes your entire  mindset, according to this week’s guest, Dan Jourdan. Learn how sellers are their own little business.

Pickup Up The Phone and Call

When sellers get stuck they need to have faith things will turn around. But they are responsible for leveraging the phone.  The more conversations, the more likely someone will be qualified or KNOW someone who is qualified. If you don’t pickup the phone, nothing is going to happen.

Work with your network and prospecting becomes a matter of connection building. But  it’s the phone that quickly allows you to gain instant rapport. Motivation is key to keeping up the momentum. If you believe in the value you bring to the market that belief can fuel your day. 

My Sales Profession Inc.

Sales people serve customers to earn their business. If they are on commission, they know their wealth is dependent on the customer’s success. The same is true of their employers. The employer should be considered a client too.

Jobs come and jobs go. But you always have your profession. You are on your own.  So why not consider yourself a business for hire. Consider  yourself an entrepreneur.

How To Find Dan Jourdan

You can find Dan Jourdan all over the Internet. Especially on LinkedIn!

 

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

  https://click.outreach.io/salesbabble-demo

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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:

 

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Global Sales When You Don’t Speak The Language with Wendy Pease

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Subscribe: Apple Podcasts | RSS

Global Sales When You Don’t Speak The Language with Wendy Pease

Our guest this week is an expert at global sales. Wendy Pease is owner of Rapport International, a translation, interpretation and language services company that eliminates spoken and written language barriers in 200+ languages.

Prior to this, she served in corporate senior management positions in international marketing and business development.  She has an MBA from Dartmouth College, and a BA in Foreign Service from Penn State. She’s a frequent speaker and writer on language, culture, marketing, HR, entrepreneurship and exporting. Wendy has lived in Mexico, Taiwan and the Philippines and is passionate about languages, cultures and communications.

Why Global Sales is Worth The Trouble

Wendy and I talked about the importance speaking in the local language. But doing it in a manner that works for non-native speaking vendors.

    • How to align your expansion plans, communications, and brand with your company’s digital marketing plan
    • What needs to be translated, and what doesn’t:
      • Website
      • Email campaigns
      • Social Media posts
    • Ways to receiving better quality and more culturally appropriate translations from your translator
    • Interpreter options when you need to speak to your customers
    • Huge advantages of cultivating  diverse clients while expanding globally

How To Find Wendy Pease

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.

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. 

Image result for linkedinImage result for emailImage result for telephone icon

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: