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Pulling Profits Out of a Hat with Brad Sugars #278

Brad Sugars Sales Babble

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 Pulling Profits Out of a Hat with Brad Sugars #278

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

Five Disciplines for Exponential Growth

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

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

Profit in the Sales Arena

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

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

Be a lifelong learner!

How to Find Brad Sugars

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

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

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

How To Grow Sales

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

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Prospecting and Cold Calling for New Sales with Steve Kloyda

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Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

Sadly my past guest and good friend Steve Kloyda  passed away on June 27th, 2019.  Steve was a two time babbler on the podcast.  He was the host of the “Get In the Door” podcast and recently published a new book  “The Art of Prospecting: Your Guide to Get in the Door“   I’d like honor Steve and rerun an interview we did in 2015.  Steve’s wit and wisdom is spot on when it comes to prospecting and cold calling for new sales leads. His timeless message and book is a must for all any sales professionals looking to get a foot in the door.

The Prospecting Expert

When Steve started in sales his first lessons included:

  • How to connect with the senior VP, President, or business owner.
  • How to educate them on his service. 
  • How to ask for the business.
  • How to get around voicemail, gatekeepers or no answer.
  • His first script was ….

“Hi I’m Steve Kloyda do you have a moment to talk?

The purpose of my call is to let you know about XYZ stock how many shares do you want to buy?”

  • Steve was taught to make 100 dials everyday.  For each call is task was to paint a picture in the mind of the listener on what he was trying to communicate.
  • From this he learned the fundamentals of successful sales prospecting.

How To Prospecting From Scratch

If you’re starting from scratch, it’s hard and takes energy but it can be done. Steve recommends:

  • Make a list of every company in your area.
  • Find the executive team and connect on LinkedIn.
  • Call them but makes sure every call and voicemail adds value.
  • Find qualified candidates to get an appointment.
  • Each voicemail must add value.You have only one opportunity to make a great first impression.

This is Steve’s script with urgency and a compelling reason:

“Hi this is Steve Kloyda with the Prospecting Expert my phone number is NUMBER,

The purpose of my voice mail today is that we have created an XYZ that provides a BENEFIT

Pat if you want to learn more about our unique XYZ give me a call at your earliest convenience my phone number is NUMBER or if you prefer to email me at EMAIL.

And Pat I want to thank you for the time to listen to this voicemail and I look forward to speaking to you soon.”

Gordon Gecko on the original “Wall Street” is a Steve’s favorite example working with the GateKeeper Natalie.

“What’s on your mind, why should I even listen to you?”

Steve’s Last Sales Nugget

This week’s Sales Nugget: Praise Your Competitors

This week’s Quote: “I will speak ill of no man and speak all the good I know of everybody” ~ Benjamin Franklin

How Find Steve Kloyda

Steve’s book can be purchased here:  The Art of Prospecting: Your Guide to Get in the Door

How to Prospect and Generate Leads

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Story Selling with Harry Maziar #276

Harry Mazier Sales Babble

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Story Selling with Harry Maziar #276

Harry Mazier Sales BabbleHarry Maziar is the author of the new book Story Selling: Sage Advice and Common Sense About Sales and Success.   This book is a passion project aligned with Harry’s mission of inspiring and empowering sale teams and others to pursue their purpose in life.   Harry served as President of Zep Manufacturing Company, a division of National Service Industries,  inspiring his sales team with a newsletter containing Harry’s Helpful Hints. In this episode Pat pulls up a chair to listen to Harry share stories, quips and insights on story selling.

Harry’s Helpful Hints

Harry believes that talking is sharing, listening is caring. Many deals are quashed by sellers talking too much.  In his job as president, Harry had a newsletter with a section titled Harry’s Helpful Hints. Some examples include:

    • There is mighty big difference between good sound reasons and reasons that sound  good.
    • I must do something that will always solve more problems, rather than  saying “something must be done”.
    • The best place to find a helping hand, is at the end of your arm.
    • There aren’t enough crutches for all the lame excuses.
    • People that don’t get carried away, should be
    • The best rules of success won’t work, unless you do

What Makes For a Good Story

A bad story is like a bad joke. It will fall flat. If the story is methodical and mechanical it will not work.  A great sales story must be persuading and influencing, The communication must be crystal clear, as well as engaging with a point the customer can relate.

We then let Harry read some stories. Once upon  a time ……

    1. Just because it’s common sense, doesn’t make it common practice
    2. University of Florida telegram
    3. You never get rewarded for things you intend to do

Bottom line: effective selling is not hard closing, but listening and building relationships.

Take Action

Take a daily accounting of what’s working and not working in your life, set goals and work on them.

How To Find Harry Maziar

Harry’s email is harrymaziar @ gmail.com
His phone is 404-853-1063

This is the book Story Selling: Sage Advice and Common Sense About Sales and Success.

Research Study for Habanero.Community

Please help with the Habanero. Community matchmaking mastermind study! two  minutes I promise!

 

Entrepreneurial Mindset

Sales Presentation Tips

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Unleaking Sales Productivity with Todd Snyder #275

Todd Snyder Sales Babble

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Unleaking Sales Productivity with Todd Snyder #275

Todd Snyder Sales Babble Todd Snyder is a licensed clinical psychologist who works as a peak productivity coach for business owners and executives. He focuses on the inner game of productivity to help business owners take back control of their time.  In this episode Todd and I babble about sales productivity leaks and plugging them up in a world of distraction.

 

Three Ways to Boost Productivity

According to Todd, there are three way to boost your sales productivity.  Either you upgrade your:

  • time management
  • energy
  • attention

It’s important that you’re working on things that bring meaning to your life. Simples hacks and tricks won’t fix your productivity desires if you don’t know exactly what and why you care about something. Understanding that is the foundation for finding satisfaction and happiness.

 Five Attention Leaks

Todd and talked at length how we live in a world that pulls you in multiple directions.  Social media by design drives you to  focus on “it” versus your needs and desires.   Common examples include:

  1. I’ll check real quick
  2. Attention splitting
  3. Gather tasking
  4. What’s up
  5. Keep up on  industry news

Focus like a laser on your attention. Plan that any new task is going to take time and energy.  Also own you’re going to be enticed to not work on your goals. It’s part of human nature to be distracted. Instead of beating yourself up, consider the pros and the possibilities if you achieve your goals. Use that opportunity to fuel  new behaviours and boost your sales productivity.

How To Find Todd Snyder

Todd is easy to find online:

www.linkedin.com/in/todd-snyder-coaching

Research Study for Habanero.Community

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

Entrepreneurial Mindset

Let’s keep the conversation going. Here are past episodes you must listen to!

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Selling is an Away Game with Lance Tyson #274

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Selling is an Away Game with Lance Tyson #274

Lance Tyson  is the author of the highly acclaimed book, Selling is an Away Game:  Close Business and Compete in a Complex World.    Lance is entrepreneur known for training sales talent for some of the biggest names in professional sports and entertainment.  In this episode Lance and Pat babble about prospecting using the buyers point of view, how to use a blended approach for setting appointments and how sales is half science and half art.

What Makes Sales an Away Game

Lance views selling from the buyers point of view. You’re competing in their space on their turf making it an away game. Buying has changed. Buyers have other means of obtaining information about your products and services. They no longer need to go through you.  They have the upper hand on sales professionals and it’s best to sell  within that context.

Look at your own personal buying experiences. When you buy things online, do you check out reviews before purchasing?  Probably.   We all want to make a wise buying decision.  Sellers may consider these questions “objections’ but that’s a misnomer.  The buyers are not objecting to your product, they just have questions!

Common objections include: cost, price, value, and budget.  Value is  always perceived in the buyer’s mind so it’s imperative to discover those perceptions.  The seller must understand the market and buyer intimately. 

    • What do they value?
    • What do they desire?
    • What experience do they hope to attain? 

Speed Moves Actually Slow You Down

Everyone is in such a rush to get an appointment. According to Lance,  the new ways of communicating has actually slowed down appointment setting.  There are a new set of rules of engagement. It takes 6-8 touches to get contacts and 6-8 touches to get an appointment. Use a blended approach ( email, call, social media texting) and have a process. Consider health care. There is a clear repeatable process checking you in, evaluating and sending you out the door.  Sellers should do the same.

Sales is half art and half science.  A sales process will set you free.

How To Connect with Lance Tyson

Here are links to find Lance online and his thoughts on how selling is an away game.

  • This is the Tyson Group
  • Lance on LinkedIn
  • Email Lance at lance @ tysongroup.com
  • @lancetyson on Twitter

Lance and  I mentioned how we both love the book How to Win Friends and Influence People by Dale Carnegie

Research Study for Habanero.Community

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

 

How to Prospect and Generate Leads

Here are past episodes on prospecting you will find of value. Listen now!

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Why Sellers Must Be Leaders with Ty Bennett #272

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Why Sellers Must Be Leaders with Ty Bennett #272

Ty Bennett is the author of  four books and the recent best-selling book Partnership Is the New Leadership. Ty and his brother started a business in direct sales, which they built to over $20 million in annual revenue while still in their twenties. He then founded  Leadership Inc., a speaking and training company. It’s mission is to empower individuals and organizations to challenge their status quo, cultivate exceptional relationships, and compete in extraordinary ways. In this episode Ty and I discuss why sellers must be leaders to inspire buyers and have them take action.

What is Leadership?

Leadership is the ability to influence people to take action. There are two sides to it:

    1.  Influence is built on deeper relationships  – Buyers must trust the seller before they trust the product. Sales is human to human, person to person. Sellers should authentically care about others and be interested and curious about their buyers.  Sellers become leaders by placing the emphasis on others before themselves. Over time they establish commonality which is the first step towards rapport building.
    2. You are your conversations  – Consider the words you use. Reflect on how you pitch and your storytelling.  It’s important to be conversational, brief yet  intriguing to solicit interest. Peak people’s curiosity and interest, by quickly sharing your story.

Ty is not of fan of saying “Let me tell you a story”.  This sounds boring. Ty’s a proponent of asking a “you” focused story questions:

  • “Have you ever had this experience? Yes. Let me tell you about a time when ……...”
  • “Have you ever had this happen to you?  Yes. Let me tell you about a time when ……...”

Take a case study with a client solution and start it with a question. Make the story VERY relatable. Your buyers will connect with it’s lesson.

Take Action

Lance believes that leadership has very little to do with title. It’s all about influence and action.  When you do that, success is created.

How to Find Ty Bennett

    • ty@leadershipinc.com
    • This is Ty’s website tybennett.com
    •  in/tybennett on LinkedIn
    • @TyBennett on Twitter
    • /Tybennett5 on Facebook
    • @ty.bennett on Instagram

For the Sales Babble listeners go here for leadership content and advice.

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

Building Rapport in Sales

Listen to past episodes on leadership and rapport building today!

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How To Prospect for Leads Using Video with Jason Bay #273

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How To Prospect for Leads Using Video with Jason Bay #273

Jason Bay is the cofounder of Blissful Prospecting,  a company that helps  B2B sales reps,  small businesses, and nonprofits create sustainable revenue growth. Jason has a unique approach for lead generation. In this episode he shares how to prospect for leads using video.

Five Step Video Prospecting Process

I was happy to bring Jason on to the podcast after receiving this video.  Each week I receive many requests to get on Sales Babble. But this is approach really got my interest.

A video makes it easier to build a connection. Buyers can see your body language and actually  see your words. In a world of commoditization and automation, a video can help you stand out.  This is his process:

  1. Identify your ideal client profile – know who you’re targeting and why
  2. Find a list of leads and pick companies and organizations who you “think” would be a good fit.
  3. Find personas (roles/titles) who will make the decision to buy. Jason mentioned the book Above and Below the Line by William Miller.
  4. Define you messaging cadence e.g. email, LinkedIn, call, Facebook message, email again etc….    Use multiple marketing channels. This is where you insert the video prospecting.
  5. Execute

Video Prospecting Tools

Jason uses Loom to makes his videos and embed them into his emails.  He uses a script (listen to the video above for an example). He uses

  • Loom  https://www.loom.com/
  • You can get a free account, it will hold 100 emails.
  • Make sure each email is 30-60 seconds and no longer.  30 seconds is best.
  • Make sure you have a good webcam
  • Make sure you have good lighting

How to Find Jason Bay

To learn more about Jason and how to prospect for leads with video, you can find his links here:

Lead Generation Strategies

Let’s keep the conversation going on lead generation strategies AND tactics:

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Networking is a Contact Sport with Joe Sweeney #271

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Networking is a Contact Sport with Joe Sweeney #271

Our guest is Joe Sweeney, author of three books most recently “Networking is a Contact Sport”. Joe has owned, operated, and sold four manufacturing companies, headed up the Wisconsin Sports Authority, and launched a sports marketing firm, where he represented several professional athletes, most notably serving as Brett Favre’s marketing agent during his time in Green Bay. In this episode we discuss networking principles with advice all Sales Babblers will appreciate.

Networking Philosophy

Joe prefers to think of networking as Connecting. He believes:

  • Networking is not just business development but it’s really about relationship building
  • Give and serve and NOT get
  • You haven’t had a perfect day until you’ve done a favor from someone who can never repay you. – John Wooden
  • Networking is not about you
  • Don’t talk about yourself
  • Ask great questions

Approach to Business Networking

Ask, Listen, Take Action and lastly believe when you serve others it will come back.  God gave us two ears and one mouth, use them in proportion.  This is what makes networking a contact sport.

    • Ask:  Bad Question Examples:  How are you doing?  Are you busy? What’s new?  Good Question Examples:  What are you most excited about in your life?
    • Listen Deeply: Most people don’t want to go deep. People don’t talk about what’s really important in their life. The more you can learn  about the buyer, the better you can service them.   Let go of your attitude “I know what’s best for you.”
    • Take Action :  Create opportunities, not excuses. When he hears why something doesn’t happen, he knows the excuses are not true.
    • Believe and Receive: All the things you do for others, will come back two fold.

How To Find Joe Sweeney

Habanero Business Community

This episode is the first episode mentioning the Habanero Business Community app.  We’ve created the website in preparation for the announcement and commissioned a study to better understand the needs and desires of the market. Find the website at Habanero.community and sign up for the pre-launch.

 Networking Tips

 

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No Sh*t Sales Journal with Carson Cook #270

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No Sh*t Sales Journal with Carson Cook #270

Guest Carson Cook visits Sales Babble to babble about his new book, “The No Sh*t Sales Journal”.   Carson dials in from Nepal where he consults and runs sales centers for the USA, India, Mexico, Bangladesh, and China. He has trained hundreds of sales professionals in sales communication, client relations, and finance. Currently, he manages several sales-related businesses including inside, outside, and digital sales outlets. Carson specializes in finance and sales- from initiation to close. His expertise lies along interpersonal communication and same-day or one-call closing.

Profanity is Taboo

Profanity is taboo or is it? Sometimes profanity is  the right tool according to Carson.  At times it can be used to emphasize the meaning behind what you’re trying to say.

He wrote his new book as a common sense journal. First as sales basics for sales professionals who want to brush up on their tricks. Next for  new sellers who want to build a foundation for selling.

When making an in person sales call, we will dress at the level of the buyer.  This is true too for your language. Like dressing, speak at the level of your buyer. People trust sellers who are similar to them. Go from stranger to trusted confidant by being like them.

Rules of Communication

When your face to face, there are big communication benefits. You can read what their thinking, not by what they’re saying. Carson then shared it’s not what you say but how you appear. Carson believes there is a 7 second bias.  That’s all the time you have to make a connection. If you mess that up, it’s hard to recover.

Use English words that show empathy e.g “I completely understand”. Solicit interest quickly and give the carrot over the phone as soon as possible.

Learn Your Industry

Carson recommends knowing your buyers industry better than they do. When starting the sales dialogue ask for commitment “If I show you all we have  do I have a chance of earning your business?”   If they say yes, give the full demo. If they say no, you’ve saved yourself a lot of time.

Objections are really concerns, they want to have  addressed. Objection handling is walking through they buyers needs, desires and questions.  At the end of each meeting, create a sense of urgency. Little by little keep advancing the sale.

How to Find Carson Cook

Website:  theCSOpro.com
You can get Carson’s new book here:  “The No Sh*t Sales Journal”. 
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Finding Your Innate Marketing Genius with Christina Frei #269

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Finding Your Innate Marketing Genius with Christina Frei #269

Today’s guest is branding and marketing expert Christina Frei. She has developed a proprietary process that identifies finding your Innate Marketing Genius in business owners. In this episode we chat about the having the right marketing mindset through your avatar. Next we discuss practical tactics sellers can use to prospect and convert leads into opportunities.

Building Trust Before You Meet Them

The Innate Marketing Genius focus first on you understanding you through your avatar. Next it discovers if a lead is a good prospect for you. When meeting a lead ask these questions:

  • What is the  core strategy that will give you a home of discovering your ideal clients?
  • What is this way of being (for you) that is so easy that it becomes an engine?” Start one way, that branch out.
  • What are the right conferences and tradeshows?
  • What are the right conversations?
  • Do you want to be a speaker?
  • Do you want to host a  webinar to build trust.?

From these answers you line it up against your own personal marketing genius avatar.  The process that is two-fold:

  1. Figure out your type with the assessment tool
  2. Six step process that identifies the marketing genius. Defines your archetype and create the core strategy.

I completed the assessment and this was the result:

Go to https://innatemarketinggenius.com/ and click “Take the assessment”

How To Find Christina Frei

Christina is easy to find online!

Lastly, the tool I use to find and guess a strangers email is hunter.io.  Good luck!