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Top 10 Sales and Marketing Tools for 2019 with Neil Kristianson

Top 10 2019

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Top 10 Sales and Marketing Tools for 2019 with Neil Kristianson

Top 10 2019In this episode the returning Neil Kristianson from Email Splat visits Sales Babble in the international podcast studio. As we gather around the fire,  Neil and I drink homebrews, sample salsa, mustards, various cheeses and crackers.  Neil and I share the top 10 sales and marketing tools, we feel Sales Babble listeners should adopt in 2019.

Below are links to each of the tools mentioned in this episode.

Top  10 Tool Links

https://asana.com/
Easily organize and plan workflows, projects, and more, so you can keep your team’s work on schedule. Start using Asana as your work management tool today.
https://www.tripit.com/
TripIt organizes your travel plans in one place. Finds alternative flights. Sends real-time alerts. Snags the best seat. We have something for every traveler.
https://www.useloom.com/
Easy and free screen recorder for Mac, Windows, and Chromebooks. Record your camera and screen with audio directly from your Chrome browser and share .
https://www.grammarly.com/
Millions trust Grammarly’s free writing app to make their messages, documents, and posts clear, mistake-free, and effective.
https://www.dragapp.com/
Drag is the shared inbox to organize emails and collaborate with teams. Stay in Gmail and organize for customer support, sales, for you, everything.
https://www.canva.com/
Design anything. Publish anywhere. Download the Canva App for Android today. Google Play Store. What would you like to design? Presentation. Poster.
https://www.whatsapp.com/
WhatsApp Business is an Android app which is free to download, and was built with the small business owner in mind. With the app, businesses can interact 
https://www.serprobot.com/
Free SERP check, track and monitor your search engine keyword ranking quickly and accurately.
www.hemingwayapp.com/
Hemingway App makes your writing bold and clear. The app highlights lengthy, complex sentences and common errors; if you see a yellow sentence, shorten it.
https://www.activecampaign.com/
Integrated email marketing, marketing automation, and small business CRM. Save time while growing your business with sales automation.

Past Episodes

Let’s keep the fireside chat going…….

Top 10 Sales and Marketing Tools for 2018 with Neil Kristianson

Top 10 Sales and Marketing Tools for 2017 with Neil Kristianson

Top 10 Sales and Marketing Tools for 2016 with Neil Kristianson

Top 10 Sales and Marketing Tools for 2014 with Neil Kristianson

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The Gift of GAB with Conor Cunneen #247

Conor Cunneen IrishmanSpeaks Sales Babble

The Gift of GAB with Conor Cunneen #247

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

Goals Attitude and Behavior

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

Goals

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

Attitude

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

Behavior

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

How to Find Conor Cunneen

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

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

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

Selling Mindset

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

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Webinars that Work with Todd Earwood #246

Todd Earwood Sales Babble

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Webinars that Work with Todd Earwood #246

Todd Earwood Sales BabbleTodd Earwood is the founder and CEO of MoneyPath. Todd believes in using webinars as powerful sales tools that will engage customers for years to come, and he helps his clients do just that through Webinar Works. In this  episode Todd and I discuss what it takes to build effective webinars that work. In a world where there is more work than time, we consider the possibility of using automation to tease out highly qualified prospects.

What’s new About Webinars?

A webinar is a video sales presentation made over the web. The presentation maybe live or automated. The webinar can be augmented with technology to advance interest in a product or service. In either case a webinar is a way of getting leads to self identify interest. If a visitor spends a long time on a webinar, they are a hot prospect. This is how you can make webinars that work.

Keys to High Quality Webinars That Work

  • Webinars should private, don’t publish on social media
  • Target a very narrow persona, may only have 1 or 2 people show up
  • People are strongly motivated to avoid pain, not so much gain. Be mindful of your focus.
  • Hook on a persona. For example consider this headline “Top 5 mistakes and pitfall that Z make regarding Y topic”
  • Arm sales with snippet content.  Make separate blogs posts and videos for each mistake and consider it a reusable asset
  • Have two people host the webinar
  • Have polls – leave a comment or use a tool
    • Do you agree? YES or NO or THE POPE IS CATHOLIC
  • At the end of the webinar ask, which question was the most interesting for you?
  • Then ask “now that you’ve been educated on this topic, what’s your next step?”
    1. research
    2. love it going to hand it off
    3. love this topic I need to learn more now

Build  a webform poll on the video page… people will  click it.

Segmented Follow Up: Follow up with ALL who show up. Break up the signups into groups by interest; follow up who didn’t show up and offer to have them watch the replay.

How To Connect with Todd Earwood

5 mistakes entrepreneurs makes working out an idea

Webinar Works is for you if…
You want to use a turnkey, proven process to drive leads
You think creating content is too much work, much less a webinar
You wish there was a new way to target old prospects or dead leads
You want to discover from first-hand companies who have used this system

Get your assessment here:  https://www.webinarworks.co/salesbabble

Lead Generation Strategies

Let’s keep the babble going. Here are past episodes on lead gen. Listen now!

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How To Generate Leads with LinkedIn Posts with Kevin Appleby #245

Kevin Appleby Sales Babble

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How To Generate Leads with LinkedIn Posts with Kevin Appleby

Kevin Appleby Sales BabbleSince August, Sales Babble has been a member of a group managed by our guest Kevin Appleby.  The group has been commissioned to leverage and promote Linkedin posts.  LinkedIn posting is a way of marketing your profile and your brand. If you post great content, more people will connect with you. When you can grow your connections, you widen your pool of prospective leads. If you’re you’re looking to grow your authority to get a job, get promoted or earn new customers, this is the episode for you. Learn how to generate leads with LinkedIn posts.

LinkedIn’s Goals

LinkedIn wants visitors to stay within the LinkedIn ecosystem. If there is a post that others find engaging, they will promote it to your first degree connections. It will show up more often in their feed.   LinkedIn doesn’t want anything that looks salesy. It want’s posts that are commented and liked.

How We Do It

Kevin has a simple 5 step process for promoting posts on LinkedIn:

  1. Become a member of a back channel Whatsapp group
  2. Write a “quality ” post (see details below)
  3. Post on LinkedIn
  4. Post on Whatsapp that you posted on LinkedIn
    • Two groups: one for links of  the post, one for chat about the post
  5. Friends in the Whatsapp group will “like”, “comment” and “share”  the post within an hour

What Makes for Quality Post

It’s critical that the post contains value to  the reader. The post should be an example of your skill and knowledge. The post may also be used to deepen an understanding of your personality. With that said, this isn’t Facebook. Remember to stay professional when you generate leads with LinkedIn.  Make sure:

  • The post  stimulates comments, likes and shares.
  • Skip the links or pictures elsewhere(LinkedIn wants you to stay in LinkedIn)
  • Ask  questions to stimulate conversation. Make it easy for readers.
  • Share links in comments if you want to reference some content
  • Use #hashtags to brand your posts

Take Action

Network on  LinkedIn like you would live….ask questions, comment, like and share.   Don’t forget to look for the tag #salesbabble

Sign up for Linked Professionally here 

Folks heads up, this is an affiliate link. But as sales professionals appreciate the fact that Pat may profit from this venture 🙂

How to Find Kevin Appleby

Kevin can be easily found across the internet!

  • linkedin.com/in/kevin-appleby-295417a

Join the New Slack Channel

We’ve created a new slack channel title “Sales Babble”.  Click the Babble Me button and request access. 

Social Selling Secrets For You

You too can leverage the internet for lead gen. Listen today:

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Selling Secrets for Women with Ryann Dowdy #244

Ryann Dowdy Sales Babble

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Selling Secrets for Women with Ryann Dowdy #244

Ryann Dowdy Sales BabbleIn this episode we meet Ryann Dowdy, a 15 year veteran of the advertising industry and the Director of Sales. Ryann is a passionate booster for women entering the selling profession. During our conversation we talk about ways women can leverage their talents for sales success, selling secrets for women. Funny thing is, all this advice is true for men too!

Ryann is passionate about growing the number of women that are proud to call sales their profession and helping female business owners realize their true potential.

Success in the Sales Profession

Women believe that in order to be successful in sales, you must be a hunter and a killer. This is not true. What makes for great sales is being:

  • a great listener
  • extremely empathetic
  • good at asking questions

Job ads don’t represent the skills you need to win the position.
often ask for skills you don’t have. If you have most the skills apply!
speak of the need for uber competitive and aggression. More often deals are won with sugar.

How To Win Women Clients

When you you’re selling to women, listen hard.  They will give you an honest answer. Men are very logical are often reticent about showing their emotions. Ask a question and listen. These are selling secrets for women.

Take Action Now

Ask then listen.

How To Find Ryann Dowdy

www.livelifeuncensored.com
www.facebook.com/yourlifeuncensored
www.instagram.com/yourlifeuncensored
https://www.linkedin.com/in/ryanndowdy/

Freebie – Top 10 Questions To Ask In A Discovery Call:
https://ryann.clickfunnels.com/top10questions

Sales Skills Training

 

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The Day Marketing Held Sales Accountable with Darryl Praill #243

Darryl Praill Sales Babble

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The Day Marketing Held Sales Accountable with Darryl Praill #243

Darryl Praill Sales BabbleOur guest is  Darryl Praill. Darryl is the Chief Marketing Officer of VanillaSoft, and a high-tech marketing executive with over 25 years’ experience. In this episode Darryl and I have a raucous conversation discussing the how marketing and sales departments commonly engage (or better put, fail too). This engagement commonly involves finger pointing, name calling and other bad behaviours. Darryl states that sales is not doing it’s job. Secondly, marketing should hold sales accountable for the leads it provides. In the end we find the topic is much messier.

Question Asked of Sales by Marketing

Answer the question….

  • Have you followed up on those leads?
  • What do you mean those leads were crap?
  • Why are you asking me for more leads, I just gave you a boat load of leads?

According to Darryl, too often sales fails to honor the leads it gets. Nor do they share what makes the leads of poor quality. He believes there should be a set of Mutual Rules of Engagement e.g., when sales gets a lead, they will follow up.  There should also be a dialogue describing what makes a good leads and how quick and vigilant sellers will work on the leads.

Issues with Lead Follow Up

What happens today:

  1. 48% of new leads never get contacted
  2. <2 call attempts are made
  3. Average time of follow up  35-60 hours
  4. 1 hour is the optimal time to follow up
  5. 8-12 attempts is optimal

So it begs the question, if sales it not doing it’s job the day should marketing holds sales accountable? Darryl believes it’s not all sales fault, it’s technology issues. CRMs for marketing are very different systems then CRMs used by sales organizations. If only they worked better.

How To Find Darryl Praill

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Building Sales Relationships with Cards Against Mundanity with Jason Treu #242

Jason Treu Sales Babble

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Building Sales Relationships with Cards Against Mundanity with Jason Treu #242

Jason Treu Sales Babble

Jason Treu is an executive coach who works with executives, entrepreneurs and businesses to maximize their leadership potential and performance.  He’s the best-selling author of Social Wealth, a how-to-guide on building extraordinary business relationships, In this episode Jason shares his breakthrough team building game Cards Against Mundanity.

Team Building

It can be difficult to get teams to self disclose information and share in a very personal way.  High performing teams know each other extremely well. Vulnerability builds the highest levels of trust. If team members care, they will do anything for you. For example, your team will help you on a deal, not because they have a percentage, but because they like you.   These relationships give organizations a leg up. The game speeds up the trust process.

Cards Against Mundanity

Split  into groups of 6-8 persons. Kick Start the conversation with a question – “What are you most grateful for this past year?  Or tell me about a really important lesson you learned last year”    The card game facilitates these kinds of questions.

Customer Seller Relationships

When sellers have a great relationship, they  know a lot about their customers’ personal life. Since they trust you, they share. Because they share, you are more fully engaged.  Sometimes prospects do NOT want to divulge about themselves.

The game is a way to overcome that challenge. There is no pushback. People want to share, they just need a reason. The best way to start is for the seller (you) to be vulnerable. You must be vulnerable to gain trust.

How To Find Jason Treu

  • You can find Jason on LinkedIn
  • His website is https://jasontreu.com/
  • His card game Cards Against Mundanity
  • https://twitter.com/jasontreu
  • https://www.youtube.com/user/jasontreucoaching
  • https://www.facebook.com/jasontreuexecutivecoaching
  • https://www.instagram.com/jasontreu/

Building Rapport in Sales

Let’s keep the conversation going. Here are other past episodes on how to build a relationship with clients. Listen today!

 

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Cadence: 7 Drivers of Profit with Pete Williams #241

Pete Williams and Cadence Bookv3

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Cadence: 7 Drivers of Profit with Pete Williams #241

Pete Williams and Cadence Bookv3Pete Williams  is this episodes guest and  author of the book Cadence: A Tale of Fast Business Growth.   By a tale,  I mean exactly that. Pete tells a story about struggling business owner of a bicycle store who meets mysterious sensei  who slowly reveals the 7 drivers of profit.  Profit is a key motivation of all for-profit companies.  When sellers focus on profit, it’s easy to make a case for your product or service and close sales.

Seven Drivers of Profit

According to Pete, profits can be gained when any of the following drivers are improved. If you focus on these drivers, one by one, they will collectively add up to fast business growth.

Drivers mentioned include:

  • Number of suspects
  • Number of prospects
  • Number of conversions
  • The  average item price
  • The average number of items per sale
  • The number of transactions per customer
  • The product/service margins.

First focus on having a 10% improvement on each of the profit driver. Because of this the effort will compound to a doubling of profit.  Given these incremental improvements, there will be a collective 2X effect.

A 2x gain in profit would great, right?  That’s a good start? With more improvement couldn’t even be greater?

Take Action Advice

Of  the 7 drivers of profit, consider Conversions. Focus on turning leads into suspects and suspects into qualified leads (prospects).  You will get more bang for our buck working you leads efficiently.

How To Find Pete Williams

Pete is easy to find across the web. As such here are further links regarding fast business growth:

www.PreneurGroup.com | www.PeteWilliams.com.au
Mobile: +61 4 1853 2814
Email: pete@preneurgroup.com

This is his new book:www.CadenceBook.com

How To Grow Sales

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Napoleon Hill’s Truthful Living with Jeffrey Gitomer #240

Jeffrey Gitomer Sales Babble

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Napoleon Hill’s Truthful Living with Jeffrey Gitomer #240

Jeffrey Gitomer Sales BabbleThis episode’s guest is Napoleon Hill. Hill is the author of the book Think and Grow Rich which according to Wikipedia is one of the top 10 best selling self help books of all time. It’s important to know that Hill died in 1970 which begs the question, how is it that Napoleon Hill is on Sales Babble?  Our other guest is the sales king Jeffrey Gitomer who is taken Napoleon Hill’s Truthful Living book and re-published it with annotations, definitions, and editing for the modern reader.  Jeffrey is a renowned author on sales books including the Sales Bible and cohosts with Jennifer Gluckow the Sell or Die podcast. Today we dig into the eternal  truths of Napoleon Hill and how it applies to sales and any who have the entrepreneurial spirit.

Personal Development, Positive Attitude and Wealth

Jeffrey has been a long fan of Hill’s work. Hill had an advertising school on sales. He would type out his lessons, then assembled those lessons into this book. Written in 1917 and now over a 100 years ago the book is still 100% relevant. This book has been a three year project available on October 30th, 2018

Take Action

Success is up to you. Finish what you start.  Hill encourages you to succeed while giving you the ideas to succeed with.

“Success may be had by those who are willing to pay the price… And the price is eternal vigilance in the development of Self-confidence, Enthusiasm, Working with the Chief Aim, Performing more Service than you are paid for, and Concentration. With these qualities well developed you will be sure to succeed.” – Napoleon Hill

To be an entrepreneur, it takes focus and letting go of distractions and car payments. To be an entrepreneur it demands rising from the fray.

Companies come and go… Sears and Roebuck. Montgomery Wards, Marshall Fields,  and the Yellow Pages were all mainstays in the past century, but now history. They were not targeted, too diverse, expanded too quickly,  too soon and lost focus on their core competency. All of these companies waited too long. They failed Hill’s teaching of “eternal vigilance” and working on the “Chief Aim”.  

Quote of the day  

“Bing helps you decide to  use Google.”  Jeffrey Gitomer.   

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

Selling Mindset

Here are other great episodes on having the right selling mindset. Listen today!

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Marketing Skills Sales People Need with Whitney Cole #239

Whitney Cole Sales Babble

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Marketing Skills Sales People Need with Whitney Cole #239

Whitney Cole Sales BabbleWhitney Cole works with mission driven health tech companies. She finds that companies struggle to relate to the consumer, despite having terrific technology. At many levels they understand the problems, yet struggle to explain it. Whitney calls herself a mission mavin, an expert that makes the complex, simple. In this episode Whitney shares the marketing skills sales people need to generate highly qualified leads.

Separating Marketing and Sales

Marketing gets the leads, but people buy from people. Buying is sales. Marketing is the content you create to nurture a lead. Sales is getting two people to actually speak to one another. The sales team may use some of the content to help close the deal. But closing is mostly a sales responsibility.

Marketing Founded on Your Avatar

An Avatar is an ideal client (for service based businesses). Build an Avatar by thinking of somebody you’ve helped or somebody you know needs your help. Ask what does it look like the day AFTER they buy your product/ services.

Consider and list the results and outcomes from your ideal client. Once you have an avatar sellers can do the following to raise their marketing skills:

  1. Learn how to write and hone communication skills.
  2. Learn how to use emotional language to persuade e.g. skyrocket, unlock the secret, discover, etc…
  3. Google how to write a good blog post and use those skills in all you write.
  4. Listen to your buyers and speak in the language THEY use.
  5. Learn how to write a good headline. This includes email subject lines. Write clickable subject lines with content that will back it up (the opposite of clickbait). Some tools recommended: CoSchedule.com – free email subject and blog post analyzer
  6. Use the Flesch-Kincaid test to simplify your writing or use the hemingwayapp.com
  7. Create different kinds of blog posts and discovered and consumed in different ways: podcasts, videos, infographics, ebooks, articles in Inc. or Forbes Not everybody reads. Not everybody likes videos.
  8. Don’t be everywhere posting, only be where your customer hangs out.
  9. Put content on Quora. Companies should find related questions and do a stunning job of answering the questions with well thought out and researched answers. Make sure and include facts and statistics. Don’t get too salesy.
  10. Reuse blogs on your website on blogging platforms like LinkedIn and Quora.
  11. To get published on Forbes, start by guest posting Business2Community. Google “how to write for Forbes”. to learn the process. Find people in your network who already are published on your target publication. You must write in what fits their publication.

Take Action

Design a content plan. Have a strategy when writing your blogs. Create a set of pillars with topics with content in different formats.

How To Find the Mission Maven Whitney Cole

The Mission Maven website

LinkedIn

Free gift for Sales Babblers can be found here! 

You can DM Whitney at https://twitter.com/Mission_Maven

Sales and Marketing Alignment