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Demand Side Sales Part II with Bob Moesta #348

Bob Moesta Demand Side Sales

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Demand Side Sales Part II with Bob Moesta #348

Bob Moesta Demand Side SalesIn this  follow up episode  Bob Moesta, founder, president & CEO of the Re-Wired Group returns to discuss a new Theory of Sales .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this second conversation  Bob and I discuss the power of asking open ended questions, listening and not making it too easy or too hard to buy. 

Don’t Need a List of Questions

it’s not what you say but how you say it. Listen to the way buyers answer. Consider the following:

    • Know what progress looks like.
    • Don’t talk about your product, talk about them
    • To become a better buyer, become a better seller
    • Don’t make it too easy to buy. Free trials have no value.
    • Don’t make the sale too hard. Don’t provide too many choices.

Consider exclusionary theory. Buyers can  tell reasons they don’t want to buy versus what they want. That’s OK, give the buyer time to think and speak. Eventually it will all be clear.

Why No Degrees in Sales

Sales is like the blood of the body. There is no business without sales. Yet sellers are looked at as a skilled laborers. The best salespeople are the smartest in the business. Why?  Sellers understand product, industry, customer, business, profit, competition. Sales professionals “get” it all.

Founders and C-Suite execs often treat sales folks like they’re order takers. In higher ed,  sales is seen as subservient to marketing. According to Bob,  brand equity is everything at the university.  Thus sales is seen as  a trade with : tools techniques and process.  This point of view makes zero sense.

Since there isn’t a theory of sales, hence the impetus for Bob’s book. This is Bob’s opportunity to move sales to the forefront of business.

How To Find Bob Moesta

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 Sales Mindset

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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Demand Side Sales with Bob Moesta #347

Bob Moesta Demand Side Sales

Podcast: Play in new window | Download

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Demand Side Sales with Bob Moesta #347

Bob Moesta Demand Side SalesIn this episode we meet Bob Moesta, founder, president & CEO of the Re-Wired Group .  Bob is the author of “Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress”. In this interview, Bob shares his thoughts on how sellers view sales from a supply side point-of-view vs understanding why people buy things, the demand side point-of-view. Bob shares examples sellers should ask to understand the progress buyers want  to achieve. We also do some role play to give concrete examples of buyer reluctance and discovery.

Jobs To Be Done Theory

People don’t buy things, they hire them to make progress in their lives. All products are services, it’s what the product does for you, that matters to the buyer according to Bob. It’s the use of the thing, not the thing, that brings satisfaction. This is the demand side. There are trade offs in any purchase. Sellers need to sit in the seat of the buyer in order to understand them.

Too often, sellers believe that sales is a numbers game, that buying is random thing and that if you swing at the ball enough times you’re bound to have a home run. Instead consider selling as helping the buyer find progress.  How, ask some question

Demand Side Questions to Ask

With the idea in mind that all products are services, the seller would ask the buyer these types of questions?

    1. Why now?
    2. What’s pushing you?
    3. What’s pulling you ?
    4. What anxieties do you have ?
    5. What habits do you have?
    6. Why are  you hiring this this product?
    7. What duties do you want it to do for you?

Demonstrations will often open up questions that will move the buyer from active looking to passive looking. That’s they disappear, and appearing to be ghosting you. Instead they are doing is considering a number of new questions that arose from the demo conversation. The demand side of the purchase is less clear to the buer. That’s OK.

It’s important to understand that you the seller, shouldn’t be selling just because you have a large supply of product. Sellers should be helping the buyer make progress. No more than a teacher sells a student on a lesson, or a doctor sells a patient on a rehab program, what sellers should be doing is helping customers make progress.

Flip the Buyer To Know the Demand Side Sales

A kick-ass half is better than a half-ass whole. Invention is not innovation. Just because you scratched your itch, doesn’t mean others have the same itch. To be persuasive, understand your buyer. You don’t need a well prepared  list of questions. Just ask to better understand what progress looks like, You will know what to ask.

“What would progress look like to you….. “

Making things easy to buy is not what people want.   But not stupid hard. Friction, is too many choices.   People don’t pick what they want, they often decide by picking what they don’t want. Most people can tell what they do and don’t want. exclusionary theory. Be patient.

Sales is the hardest job, but businesses treat them like order takers. Sales is seen as a trade – tools techniques and process

How To Find Bob Moesta

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 Sales Mindset

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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Cold Calling is Not a Numbers Game with David Walter #346

david walter

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Cold Calling is Not a Numbers Game with David Walter #346

david walterIn this interview we meet David Walter, author of the new book; “The Million Dollar Rebuttal and Stratospheric Lead Generation Secrets: Cold Calling is NOT a Numbers Game!”.  Today David reveals B2B secret cold calling formula of getting to Yes quickly. He believes that the more often  a buyer says yes, the more likely they will buy. Abandon the number games myths and start helping your buyers with their problems.

Numbers Games Myths

While attending college David became one of the top calling reps for MBNA American Bank taking over 40 credit card applications on average during each four-hour shift. After college, he took over the marketing for his father’s HVAC business and was able to generate over 1,000,000.00 dollars in revenue by running radio and newspaper ads!

David’s claim to fame came from setting a record of 15 appointments a day every day for 6 months straight while working in the call center of a PEO firm, This is when he got his super powers by tapping into his subconscious mind and became the Super Hero of Cold Calling! Then he started and ran his own call center for 13 years working with some of the largest IT companies in the world and some of them made millions

Not a Numbers Game but Cold Calling with Yes

When trying to schedule a meeting,  immediately go to the elephant in the room, you’re trying to sell them something. Accept that everyone says they are just looking. Instead ask,

    • “Pat this kind of a cold call, we do X,Y and Z . Let me stop you first, I know you have an XYZ and you’re happy with it right?”
    • “Your a savvy business owner. If a perfect solution dropped in your lap you would take a moment to look at it, right?”
    • “I’m assuming you’re open minded, right?”
    • “Would you be open to scheduling a time to meet?”

Since the buyer said “YES” many times, they are far more likely to agree to meet.

Message Leader for the Cold Call

Find a “message leader”. This is a value proposition that is unique and interesting. Find something that separates your solution from the rest. Compliment the buyer  and their business. Intrigue them in a manner they are open to hopping on a zoom or phone call.  According to David, happy people are your best prospects. Don’t assume everyone is ready to buy. It’s not a number game.

How To Find David Walter

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 Cold Calling Tips

Here are past episodes you DON’T want to miss!

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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Sales Failure is a Rite of Passage with Kyle Coleman #345

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Sales Failure is a Rite of Passage with Kyle Coleman #345

Are you perfect? I know I’m not. In fact failure, has been a reoccurring event throughout my life. But it’s from that failure, I’ve found a path to success. Winning sales is founded on sales failure, which according to our guest is a rite of passage. Just like past guests Nikki Ivey and Josh Roth, this week we meet another member of SDR Defenders, Kyle Coleman. Kyle is a strong proponent for SDR, Sale Development Reps. They have cold calling responsibilities they shoulder day after day. In today’s episode, Kyle shares advice on cold calling confidence, professional growth, and why you need to work for a company that you believe in. Unless you’re 100% happy with your current job, this is the episode for you.

The Sales Failure We Overcome

Many sellers chase a paycheck instead of job that fits their lives. This is an accident waiting to happen. What separates the good from the great is how sellers respond to mistakes. Confidence is the ability to course correct, experiment and take action. Sales failure is sales opportunity.

Next be noteworthy. If you can stick out from the competition, you can find success. It’s a very noisy world. Get your buyers to STOP and listen. Do this by understanding your buyer persona. Know what matters to prospects and frame your solution to help.

Finding a Job That Works

If you don’t believe in the thing you’re selling, it will always hold you back. Kyle seriously vets employers before accepting a position. Do the same thing. Your next position, should set you up for a growth path. This position should create opportunity for you to grow your job skills. When you are successful in this new job, money and appreciation will follow. Don’t chase money, chase opportunity.

Take Action Advice Avoid Sales Failure

1. Wash you hands.
2. Focus on your LinkedIn network. Become known and grow your own brand.

How To Find Kyle Coleman

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 for SDRs

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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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy Dordek

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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy DordekHave you ever been in a situation where you’ve been trying to go so fast, that it actually slows you down? In your rush to completion, you’re skipping important steps to the level that some might call it “being sloppy.” Far too often sellers try to rush the sale, when it actually make more sense the slowdown in order to speed up. Today guest Amy Dordek and I chat about the velocity of deals, how to find that perfect balance of not too fast or too slow and why it’s important to slow down to speed up sales when your trying to close deals.

Authenticity and Transparency  Speed Up Sales

Amy shared the importance of being your authentic self. This generates trust. Next she believes it’s important to be transparent in all interactions. This doubly raises trust.

The concern with being transparent is you might scare away a prospect. This is the thing, if they’re not qualified you’re going to find out eventually.  Better sooner than later. 

Speed Up Sales

The goal is to find the perfect balance of not too fast or not  too slow.  By looking at the velocity of deals, you can get a better handle on successful opportunities and what they look like. 

How To Find Amy Dordek

Go here to speed up sales:

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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Go For No with Andrea Waltz #343

Andrea Waltz Go For No

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Go For No with Andrea Waltz #343

Andrea Waltz Go For NoIn this episode we meet author Andrea Waltz. Andrea is the  co-founder of Courage Crafters, Inc. and co-author of the best-selling book, Go for No! Yes is the Destination, No is How You Get There.  Andrea teaches people in virtually every business and industry how to think and feel differently about failure, rejection and the word, NO!

Now is the time to get over those feelings of rejection. Realize that you can’t get to Yes unless you hear a few no’s.

Why Go For No?

Too often sellers fear rejection. This is very human. Sellers personalize negativity when they hear it. However, you can’t get to Yes unless you’re willing to take action and hear many Nos. The more No’s you hear, the more Yes’s you will hear.

This is not what Robocallers do. This is far more personal. For example, Andrea shared a story about a clothier who only responded to yes’s. He never took the extra step to solicit a no. As such, he left money on the table.

Get over your fear. Be OK with the reality that customers have issues and circumstances. Persistence and tenacity wins over time.

Know this!

Many No’s are actually No Not Now. When the time is right to ask for the sale, go for a simple close: “Are you ready to do this today?”

Take Action for  Go For No

What you can do this week”

    • First create a “no” awareness
    • Ask yourself “am I hearing no enough?”
    • Go out of your way this week to hear a few extra No’s

How To Find Andrea Waltz

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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1 – 3 – 3 Selling Strategy with Justin Leigh #342

Justin Leigh 1-3-3 Sales Strategy

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1 – 3 – 3 Selling Strategy with Justin Leigh #342

Justin Leigh 1-3-3 Sales StrategyJustin Leigh is a high performance business and sales leadership coach. In this episode Justin and Pat discuss how sellers and sales managers  engage, motivate and accelerate the performance of their business teams. Justin focuses on  what he calls  his 1-3-3 selling strategy for selling success. The interview focuses on psychology, selling skills and the power of building repeatable business processes. If you’re looking to get promoted or to take your profession to the next level, this is the episode for you.

Selling Skills and Management Development

Have an open mind where your career can go. Develop the skills you will need in the future now, in your current position. By developing skills  now you will stem imposter syndrome. Do the work in advance.

Great managers provide leadership coaching in three ways:

    1. Getting their teams psychology and attitude in the right place
    2. Building the skills necessary for success e.g customer service and delight
    3. Putting in place reproducible processes that assure success.

Sales Quota Pitfalls

Quotas are a lagging metric. There are better metrics to consider for measuring  selling skills and future success. Commonly managers only focus on activity e.g number calls/emails. Also consider:

    • opportunity size
    • number of opportunities
    • size of pipeline
    • qualitative metrics like time it takes to convert a lead to a qualified prospect

1-3-3 Selling Strategy

This is the 1-3-3 selling strategy Justin uses for consulting:

    • One Goal
    • Three priority streams for leading activities
    • Three key activities per stream

Take Action Advice

Get your psychology right, skills in place and think systems.

How To Find Justin Leigh

Website – www.focus4growth.co.uk & https://bit.ly/Sales-Mastery-Prog
Twitter – https://twitter.com/_Justin_Leigh_
Facebook – https://www.facebook.com/Focus4growth
LinkedIn – https://www.linkedin.com/in/business-sales-acceleration/

This is his Sales Mastery program https://bit.ly/Sales-Mastery-Prog

This is his  1-3-3 Goal Setting Tool https://bit.ly/Reach-your-goals

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 Selling Strategies

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 Buyers Test Sales People with Alex Bompane #341

Alex Bompane Sales Babble

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How Buyers Test Sales People with Alex Bompane #341

Alex Bompane Sales BabbleAlex is the Founder and Owner of Alexium providing high per performance training that inspires growth. Since 2003, Alex has climbed the ranks and led multiple teams, departments, and businesses within the automotive industry and across several brands. After starting in sales, Alex completed his tenure overseeing multiple departments and managing everything in between. In this interview Alex and Pat discuss how buyers test sales people and what sales people can do to build trust by simply asking “Can I ask you….”. 

Selling Cars and How Customers Test Sales

Although cars sales can be a very transactional experience, it’s important that sellers slow down and build trust. Many buyers have done their research on the web. They know what they want. Instead of considering their questions as objections, Alex believes you should dig deeper vs deflecting with objection handling. Ask this. “Can I ask you…. “ and better understand their question. The buyer just wants to learn more.  Buyers test sales people in search of honesty and integrity.

Take Action Advice

    • Never live life with regrets
    • Be better than you were the day before
    • Get out of your comfort zone

How To Find Alex Bompane

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach on LinkedIn. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

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 to Build Rapport

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 With Podcasts with Tom Schwab #340

Tom Schwab Sales Babble

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How To Sell With Podcasts with Tom Schwab #340

Tom Schwab Sales BabbleTom Schwab is the Chief Evangelist Officer for Interview Valet. They help businesses  leverage targeted podcast interviews that talk directly to their ideal customers. As the premier full-service concierge-level service, Tom’s company takes care of everything but the speaking. In this interview Tom and I discuss how to sell with podcasts  that build brand, authority, influence and trust.

Buyers Listen to Guest Who Sell with Podcasts

Edison Research has found that 70 million people listen to podcasts monthly, and it’s growing!  Podcasting is the premier method to speak directly to audiences about different niches and industry topics. According to Tom:

    • 51% Americans listen to podcasts
    • 65% have bought something mentioned on a podcast

Podcasts quickly create awareness and trust faster.  They are a cost-effective, fast, and scalable way to reach your ideal prospects. in just 30 minutes, listeners get to know, like, and trust you.

You have the opportunity to build a relationship founded on a trust that grows with each podcast episode. You are sharing your authentic voice. Decision makers are happy to be guests on a podcasts speeding up the sales cycle.

How To Find Tom Schwab

Tom can be found ALL over the Internet!

Email: Tom at InterviewValet.com
 InterviewValet.com
 269-217-6690
 in/ThomasMSchwab on LinkedIn
 @Interviewvalet Facebook
 @TMSchwab on Twitter
 /ThomasSchwab on Twitter

 Free offers mentioned on the podcast at interviewvalet.com/SalesBabble

Sales Babble Announced Best Podcast For Sales

Sales Babble was chosen a best sales podcast  by Clodura.ai. According to the article we’re “a sales podcast that shares Selling Secrets for Non-sellers. You can learn sales for startups, business development, cold calling, prospecting, closing and referral selling by subscribing to Sales Babble by Pat Helmers. If you’re a sales rep, account executive, SDR, BDR or even a sales manager, Sales Babble is your best 30 minute investment each week.”

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.

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How to Sell with Persistence with Josh Roth #339

Josh Roth Persistent Selling

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How to Sell with Persistence with Josh Roth #339

Josh Roth Persistent SellingJosh Roth is a senior business development manager at WalkMe,the maker and builder of a Digital Adoption Platform. In this interview Josh shares insights on the challenges of business development and his three step process for connecting with prospects that fit his Ideal Customer Profile. Josh believes sellers must be tenacious and sell with persistence, pleasantly persistent. but persistent nonetheless.

Sales changes quickly, with the average tenure 1.5 years.  Sellers have no patience in this environment. They don’t respect the sales cycle and only want quick wins. On top of that, sellers are not respected and told “to just sell”

A river cuts through rock, not with its power, but with persistence.

How To Manage Sellers

To create an environment that fosters success, sales managers should:

    • Show empathy as managers and support similar behavior from sellers
    • Ask “How can I help you? What can I do to be better?”
    • Founders should understand selling and done it themselves, at the very least, close 5 deals.
    • Have an Ideal Customer Profile and be clear what leads to pursue and what leads to abandon.
    • Have marketing listen to sales and who they are successfully closing.

Sell With Persistence ABCs

    • A. Be empathetic and authentic
    • B. If a lead isn’t qualified, move on
    • C. Iterate on messaging. learn from cold calling, always improve

How To Find Josh Roth

You can find Josh as the Sr. Business Development Manager- Enterprise & Strategic and how to sell with persistence at:

    • WalkMe.com    the maker of a Digital Adoption Platform
    • Josh’s phone  628-246-1096
    • To mail  send here ….. Josh.Roth at  walkme.com

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach on LinkedIn. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. One click personalization.

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 Cold Calling Tips

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: