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Stop Selling Start Connecting with Larry Kaufman #338

Larry Kaufman

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Stop Selling Start Connecting with Larry Kaufman #338

Larry KaufmanOur guest today is Larry Kaufman, author of the best-selling book the “NCG Factor, A Formula for Building Life-changing Relationships from College to Retirement”. Larry is a connector, giver, and rainmaker. He believes that we all should stop selling and start connecting. In this episode Larry shares how to connect warmly with strangers, how to get comfortable being uncomfortable, and how to ask everyone you meet “How are you doing and how can I help you?” 

Stop Selling Build Relationships

Nobody appreciates sales people trying to sell them:

      • The Covid-19 pandemic has changed the business climate
      • Don’t ask prospects how you’re doing, ask how have you been impacted
      • Connect with people warmly on LinkedIn
      • Look at their profile for shared connectivity
      • Mention that shared connectivity when reaching out

Larry believes that you need to get comfortable being uncomfortable.

Don’t hesitate to ask someone to do you a favor by introducing you to someone they know.  People are happy to help people they trust. 

Stop Selling Connect

When you connect on LinkedIn, customize the message and don’t use the default message. Utilize the following mindset from his book:

    • N- network
    • C– connect
    • G – giving

Take Action Advice Stop Selling

Everyone you meet this week, ask two questions:

    1. How are you doing?
    2. How can I help you?

How To Find Larry Kaufman

1.)    Website:  https://www.jeffersonwells.com/

2.)    LinkedIn:  https://www.linkedin.com/in/larrykaufmanlinkedinspeaker/

3.)    Twitter:  @veryconnected

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

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 Earn Your First Startup Sales and Scale with Ravi Abuvala

Ravi Abuvala Sales Babble Scaling with Systems

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How To Earn Your First Startup Sales and Scale with Ravi Abuvala

Ravi Abuvala Sales Babble Scaling with SystemsOur guest Ravi Abuvala is the Chief Scaling Officer at Scaling with Systems, a sales process and systems consulting company. In this episode Ravi and I discuss the steps startups take to earn their first 10 clients, and next the process for scaling to the first 100 customers. We talk process, automation and virtual assistants for accelerating rapid  startup sales growth, to the next level.

How To Earn Your First 10 Customer Startup Sales

According to Ravi, the business development process at the beginning of a startup is the most enjoyable. He recommends:

    • Reach out to existing networks for market research
    • Ask network if they,or anyone they know, would find value in the product/service
    • Search for the ideal client for perfect product/market fit
    • Your entire marketing campaign will then be built on this market research
    • Learn about client industry, learn their language

 Startup Sales For the Next 100 Customer

    • Go back to first 10 customers and leverage that success for  deeply understanding the perfect ideal client.
    • Ask for five solid testimonials and case studies. These will be used to prove your product is the real deal.
    • Share stories and testimonials in social media and generate inbound calls.
    • Send direct messages with case studies and then a follow up call.

Frugality Forces Focus

With limited funding it’s imperative to run an efficient organization, recommends Ravi. When startups raise money, they tend to spend recklessly. Lean organizations spend wisely on startup sales . This forces focus in the revenue generating direction.

The key is to automate. Take what’s working and cherry pick repeatable tasks. Move those tasks into a machine or a virtual assistant.

How To Find Ravi Abuvala

Ravi can be discovered throughout the internet!

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.

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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Build a Sales Estimating Process That Works with Marcel Petitpas #336

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Build a Sales Estimating Process That Works with Marcel Petitpas #336

Have you ever earned a new customer that actually cost your business in the long run? Your ability to predict success for a service industry is dependent on your skills to estimate accurately.  Too often businesses fail to have a profit centered process when selling.  Yes sellers are able to close deals, but sadly too often these deals don’t pay the bills.  According to our guest Marcel Petipas, revenue is a liability unless you make a profit. In this episode Marcel shares his sales estimating process for making solid estimations that add to the bottomline.

Fixing a Broken Sales Estimating Process

The way to fix a broken sales estimating process is to:

    • Have a strong pipeline.
    • Be able to say no if a deal is not a good fit.
    • Create a standardized estimation process for quotes.
    • Evaluate every deal when the project is complete.
    • Ask the question “what was the profit margin?”
    • Use the results and create a feed back loop to improves the sales estimating process.
    • During each audit look at project management, process management and account management processes.
    • Collect data but focus on what’s important and avoid unnecessary detailed data.

Profit Focused Sales Estimating Process

Too often businesses take on any project just to keep an inflow of work. This attitude is suicide for a business. Instead create a sales estimating process that works, one that’s profit focused. Provide quotes and bids with profits built in that enrich the organization.

How To Find Marcel Petitpas

You can find ParaKeeto here parakeeto.com

If you want to connect with Marcel directly marcel at parakeeto.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. 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 Sales Estimating Process

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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5 Minute Selling with Alex Goldfayn #335

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5 Minute Selling with Alex Goldfayn #335

Returning guest Alex Goldfayn has a new book titled “5 Minute Selling:The Proven, Simple System That Can Double Your Sales … Even When You Don’t Have Time”. In this episode Alex presents a proven, simple process that can double  sales, even if you don’t have time for an elaborate new sales system. During a pandemic, Alex’s method have greater value and he speaks at length on the value of quickly following up in a disciplined manner.

Examples of 5 Minute Selling

Alex shared some examples of tasks that take 10-30 seconds:

    • Quote follow-up email or text “Tom where are you at with that quote. I was thinking of you. It’s important for me to help you. Thanks”
    • Tell more about a product/service – “Did you know that I could also help …..”

It doesn’t take a lot to grow business if you have the discipline to work every day. Targeted focused and quick effort can make all the difference.

Pandemic 5 Minutes Selling

People working from  home aren’t hearing much from their vendors.  If you call and follow up you’ll be remembered and  valued. Set a goal of sending 5 texts or emails per day to people you know. You’re goal is to set up a phone call. You will get a 66% hit rate.

Remember this, fear and rejection are common in sales.  90% of the time you will fail. However, if you talk to people you will get motivated and create momentum. Reach out and call.

How To Find Alex Goldfayn

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. 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 Episode with Alex Goldfayn

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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Sharetivity Startup Sales Features with Ankesh Kumar #334

Sharetivity

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Sharetivity Startup Sales Features with Ankesh Kumar #334

Sharetivity Sales Six weeks ago our guest Ankesh Kumar visited Sales Babble to share his new startup Sharetivity. This tool is designed to help sellers personalize their outreach when prospecting on LinkedIn. Ankesh happily sponsored Sales Babble in order to get beta testers to try the tool and get real user insights. The feedback loop worked and he’s now able to iterate on the tool and create new sets of features and functionality. In this episode he explains these features and how they increase the likelihood of converting a LinkedIn lead into a real qualified prospect. Make sure and listen to the end for links to the free chrome extension.

Each Thursday afternoon we host a conference call for Sales Babble listeners. It’s called a Telebabble.  As you just heard, I asked Mike Slowik to join us today and share. He values  meeting like minded sales professionals and building relationships and wisdom around the craft of sales. What he said was spot on. Meet Mike and other listeners this Thursday. Go to the SalesBabble.com and look for the link to the Telebabble. You only need a phone, no video is allowed. Come dressed as  you are, wherever you are. There are no dumb questions, it’s pure selling secrets for non-sellers. See you Thursday.

Sharetivity Features

The buyer experience should guide the selling process. By looking at common connections, you can build a relation and reduce the time for personalized outreach. Sharetivity does this by helping sellers find a common topic with  insight.

During the  startup process, entrepreneurs are urged to get quick feedback on new tools. The goal is to limit wasteful energy that builds features nobody wants. Some of the findings from Sales Babble listeners include:

    • What people do on other social accounts (Twitter, Facebook, Instagram) does not reflect on what they do professionally. Most people are not marketers building a brand!
    • Sellers care about the “goings on” of their target markets: Company PR, blog articles, competitive news, influencers, and media postings. A new feature has been added to track these interests.
    • New features have been added for following newsletters and making it easy to share to prospects.  Anonymous emails are provided to limit cluttering YOUR email.
    • New features have been added for following LinkedIn contacts and alerting any postings.

How To Find Ankesh Kumar and Get Sharetivity

You can find Ankesh:   https://www.linkedin.com/in/ankeshkumar/

This is Sharetivity

    • https://sharetivity.com/
    • https://twitter.com/sharetivity
    • https://www.linkedin.com/company/sharetivity/?viewAsMember=true

To get Sharetivity click here

    • https://bit.ly/Sharetivity

…. then send an email mentioning “Sales Babble” to ankesh @ sharetivity.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. 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 Sales Tools

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 Dead with Tony Morris #333

Tony Morris Cold Calling

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Cold Calling is Not Dead with Tony Morris #333

Tony Morris Cold CallingMark Twain famously wrote that “reports of my death are greatly exaggerated”. According to guest Tony Morris, the same is true for cold calling. Often times, the quickest and fastest way to connect with a prospect is to pick up the phone. In this episode, Tony shares how to prepare for a cold call. Secondly he explains how to make a pitch that adds value. He also shares scripts. stories and examples of voicemails that have a 1 in 3 chance of getting returned.

Cold Calling Process

Tony advised that sellers do their homework before calling.:

    • Know why you’re calling and results wanted. Have two goals, a primary and a secondary e.g. primary set an appointment, secondary, get a number or lead on the decision maker.
    • Know your pitch adds value. Don’t talk about what you do, talk about what you did for a client.
    • Example script: “I’ve helped people with these results………. What are you doing to get results?”
    • Voicemail scripts: “Hi NAME, this is Tony, could you give me a ring?”   This has a 30% return rate.  Another examples “This is Tony at PHONE, I want to talk to you about  cut off)”   Make it sound like the call got disconnected.
    • Have a hot list that you’ve prepared, work this everyday.
    • Shares success stories and even leave testimonial recordings with follow up emails.

How To Find Tony Morris

You can find Tony online here….

Website – tonymorrisinternational.com
Twitter – tonymorrisinternational
Facebook – tonymorrisinternational
LinkedIn – Tony Morris Killer Sales

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 with 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 on Cold Calling

Consultative Selling

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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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

 

Today’s guest is Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting  everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times?  Tom says let’s get organized and contact map your network.

Start of Contact Mapping

According to Tom, he’s contact mapped every conversation, of every person he’s met since 1969. His process makes it easy to remember people because he believes “The person who remembers the person across the table always wins”.

Instead of a CRM, think Rolodex – names, phone numbers, photos, audio notes of pertinent people you meet. Started on paper, Tom’s process enabled the power of relationships. It’s not about what you know but who you know. It’s Googling your brain.

Tom’s process has been coded into a tool Contactmapping.com    The tool provides way to enter data, voice memos, and prompts details that forces a follow up.

Consider the personal relationships you’ve had in your life. What if you had documented everyone you’d ever met? Consider what an asset that would be with easy access to their information.

Relationships Built from Contact Mapping

Too often sales people take a transactional view on people vs relationship building.  Tom authored a book The Coffee Shop Interview.   It’s a  manifesto on how to “be interested, not interesting. “Sales is not a numbers game, it’s a people game. Follow-up and being memorable, is the hardest part.

How To Find Tom Chenault

Tom and Contact Mapping can be found all over the internet. Reach out to Tom for a free pdf copy of his book Coffee Shop Interview to any Sales Babble listeners  who ask.

Websites:

Twitter:

Facebook:

LinkedIn:

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. 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

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 Enablement in the 21st Century with Andy Paul #331

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Sales Enablement in the 21st Century with Andy Paul #331

Andy Paul is the host of the Sales Enablement podcast, (formerly known as the Accelerate) recently acquired by RingDNA. Andy has had over 760 guests on the podcast since it’s start. This week Andy and I talk about sales enablement and those selling and marketing  lessons he’s learned from his guests. Despite what you hear, sales people will always be necessary. Buyers desire real people to consult when making a purchase.

New Sales Enablement Podcast

Again,  Andy has talked to over 700 experts on sales and marketing, Through these interviews he came to understand the need for a sales enablement rebranding.  Why sales enablement?  Andy wants his podcast to talk about the acumen, skills, and tools sellers need to have knowledge based conversations. He believes this is the best way for sellers to know  buyers and what they  value.

Andy believes:

    •  Sellers need to self reflect. There is a lot of advice on selling, but sellers need to look inward. Get the right perspective, right influences, and get good at defining the problem.
    • Don’t focus on how to persuade a buyer to buy your products. Instead ask how can I help the buyer. Study and learn business and what the C-Suite cares about.
    • Invest in yourself. Become an active learner. e.g subscribe to the WSJ and have a mindset of learning
    • Focus on aspirations, not pain points.

  • People Matter for Sales Enablement

People matter not processes. The personal touch is key to success:  

    • Individuals make the difference, not the product, but instead it’s the sales experience and customer experience and service.
    • Andy is a proponent of brochure selling for earning the first buyers
    • What’s in the Future?AI to automate repeatable tasks, but people will still gravitate to buying from people.

How To Find Andy Paul

Andy’s Profile on Linkedin is here linkedin.com/in/realandypaul
Websites
Email contact@andypaul.com
Twitter realAndyPaul

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. 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.

Thank Our Sponsor Habanero Media

Habanero Media Podcast Agency helps  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 Enablement

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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Technology Sales for Non-Sellers with Sanjit Singh  #330

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Technology Sales for Non-Sellers with Sanjit Singh  #330

According to guest Sanjit Singh, sales isn’t natural for tech founders. Having worked in the startup world for years, he’s found that focusing on an iterative process that fine tunes sales, marketing and product design is the key to startup success. We chat about how sellers make great entrepreneurs and the opportunities the current pandemic creates for both new and existing companies.  A lively chat on technology sales for  non-sellers.

Technology Sales  Value Proposition

When starting, new companies are often unclear who exactly they sell to, what market segment they’re in, the benefits of their products, and what differentiates their product from the competition.   All of these questions are answered by having a solid value proposition.

Before building a selling and marketing infrastructure with a CRM, digital marketing and social media mechanisms, it’s critical that founders first define their product, it’s market and the feature and benefits  that motivate buyers to buy. That’s the value proposition.

Product  Marketing and Technology Sales Iteration

When entering a new market, it’s important to fully understand how a new product fits. It’s best to take an iterative approach to selling and slowly tune the process over time. You may find that a few changes in the product make selling far simpler.  As sales becomes well understood you will find ways of mechanizing outreach and start building a marketing process. All of this is iterative and they all feed into one another

.The COVID19 pandemic has been hard on the world. But in your business, it might create opportunity. Spend time with the market and research the impact to prospective clients. With good questions and better listening, you may discover a new product that could be a runaway success.

How To Find Sanjit Singh

This is boltt.io  Fractional Sales that  accelerate and build out your startup sales team.  They focus on technology sales, marketing and product fit.

This is Sanjit on Linkedin  to connect.

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. 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.

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 Startups

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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Posted on

How To Grow Law Firm Business with James Voigt #329

James Voigt Grow Law Practice

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How To Grow Law Firm Business with James Voigt #329

James Voigt Grow Law PracticeIn this episode Jim Voigt shares his experience growing a law practice, business development lessons learned, and tips for success. Jim is on a mission to help new attorneys grow their law firm. He is writing a new book that focuses on growing new clients with relationship selling. These are skills you don’t learn in law school . But they are skills, solo attorneys need, to grow a law firm business.

Laws Governing Attorney Advertising

Unlike other professions, there are specific laws in place to limit law firm business development. According to Jim, these are not hard to keep:

1. Can’t call yourself a specialist (except patent attorneys)
2. Unsolicited mail must be marked as advertising
3. Can’t incite people to file litigation

Three Step Business Development Process to Grow Law Firm Business

Lawyers are not natural business development reps. The following three steps are a sales process, attorneys can use, to grow more clients:

1. Pipeline – bring people to you
2. Closing – convert people into clients
3. Maintain client relationship for more work and referrals.

The personality you have right now is perfect for some clients. You don’t need to change who you are. Find clients that appreciate you for being you. Have a narrow focus, just don’t advertise that focus. Network groups and client referrals are two ways Jim fills his pipeline. Be authentic and people will be naturally attracted to you and do business.

While working in your current position, lock in your existing client loyalty. Make sure they follow you when you go solo. Jim bonds closely with his clients. When there are legal issues, he’s top of mind.

How To Find Jim Voigt

Reach out to Jim for a free download of Chapter 1.

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. Get a free account at Sharetivity and tell them you listen to Sales Babble

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 Networking 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: