Andy Paul's Blog, page 26

#604. Happiness and Sales Success. With Bridget Gleason.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays.

KEY TAKEAWAYS

Bridget is doing fantastic in Boston, enjoying the change of seasons! Andy enjoys running in Central Park.
The topic is happiness. Bridget’s resting state is happy. There is a lot of stress she faces as a VP of Sales, and she wants to be imperturbable at work.
Andy cites author Emma Seppälä, about making work a place of calm, centeredness, and focus, to enable us to be more successful at work and in life.
Stress up and down the chain of sales has been ratcheted up. A recent study of stress showed 58% of people surveyed nationally report their level of stress is rising. In 2014, Gallup found employee engagement to be low.
Seppälä says decades of research have shown that happiness is not the outcome of success but the precursor to it. This resonates with Bridget. She doesn’t want her happiness dependent on future results.
When we feel burned out, we accept over-extension as a way of life. Then we blame ourselves for the burnout. Andy is not one of the 58% of over-stressed people. The perspective of experience helps him not to stress.
Emma Seppälä lists six myths of success. Andy comments on each myth. Seppälä isolates the actions of success from the feelings of happiness. Happiness is a state of heightened positive emotions that prepare for success.
Happiness leads to connections and is contagious. Bridget talks about how happy the VP of Customer Success at Logz.io always appears and how she asked him about it. She looks forward to encounters with him.
Seppälä divides happiness into three categories of benefits. On the intellectual level, it helps us learn faster and be more creative. Psychologically, it helps us bounce back from stress. Socially, it helps build relationships.
The turnover rate for SDRs (about a year) indicates they are not happy at work. As the prospect-facing team of the organization, it would be better for them to be happy. Can the inherent stress in their environment be reduced?
Seppälä considers there to be six keys to happiness. Living in the moment — being present with people — is the first. Andy explains the six keys. The last is to show compassion and be of service to others.
Andy hopes you will read the book and he invites your comments and questions about Emma Seppälä’s book, The Happiness Track, in the context of sales.

 

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#603 5 Keys to a Sales Cadence. With Gabe Larsen.

Gabe Larsen, V.P. of InsideSales Labs, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

Gabe says the single biggest challenge facing sales reps today is getting more and better leads.
InsideSales recently researched the sales cadence. A sales cadence is a sequence of activities to increase contact and qualification. Great cadences allow you to educate and qualify leads.
In researching the cadence survey, InsideSales asked sales reps and leaders to self-report activity. They also ran external audits on invented leads. Self-reporting showed the reps doing better than the actual audits showed.
Reps believe social selling improves their results. Gabe looks at data. InsideSales looked at 10 million sales opportunities and at what happened at the end of the quarter. A lot of potential money was left on the table.
There are five keys to a cadence: attempts (touches), media (channel), duration of the message, spacing (gap), and content (message). The average number of attempts per lead is four. 40% of leads received no follow up, at all.
Data shows U.S. reps are sending more email messages than European reps. There is a movement to an account-based outbound model, and the inbound leads are being somewhat neglected.
Some reps are leaving leads alone that they think have little potential for a sale. The desire to hit activity metrics is having an impact on actual selling. If a customer says they want to be contacted, then contact them now.
The most common follow up is a single email. This is not the most effective way to follow up. Email should be used to set up a conversation between two people.
Every day that passes after a lead comes in degrades the prospect’s top-of-mind awareness. If you wait five days before contacting the prospect, you will likely lose them.
Is there an optimal cadence? If there is, reps aren’t using it. The tool doesn’t set the cadence or fix a problem. A person using a tool solves a problem. Find a balance between activities and results.
Personalization always trumps automation. Andy says humanization trumps personalization. Let technology augment the sales rep, without replacing the rep. Testing is essential.
Do we need to restructure marketing? We need to think about acquisition and retention. Gabe talks about internal changes at InsideSales Labs.

 

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies based on a recurring revenue model — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #603 5 Keys to a Sales Cadence. With Gabe Larsen. appeared first on Andy Paul | Strategies to Power Growth.

#602 Avoid the Pitfalls of Online Marketing. With Bill Troy.

Bill Troy, CEO of Civilis Marketing and author of the upcoming book Clicksand, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

Bill says the single biggest challenge facing sales reps today is how the online marketing mindset has affected sales reps. They see leads in an adversarial way to be lured. This is a different path from building relationships.
Bill’s upcoming book warns sales reps against adopting a marketing view. Bill misses the optimism of approaching a client to work with them, not against them.
Big data is interpreted through algorithms. Algorithms are written by people with a stake in the sales process. If an ‘open rate’ is the key for email, what happens when you use a deceptive subject line to tweak the open rate?
Email and other online marketing provide a form of anonymity and make it easier to act differently than you would face-to-face.
Clark Stanley started selling snake oil at the 1893 Chicago World’s Fair, mixed fresh on site. He built a multi-million dollar whole business on this ‘liniment.’ He was finally shut down for false labeling practices. It still happens.
One third of Bill’s book is about all the triggers in our brains that cause a snake oil pitch to work. In ten years people will talk about how everybody bought the online marketing magic pill. Fear of missing out is one trigger.
Bill wants marketers to stand up and say, this isn’t right. A $2K ad will not bring in a $1million sale. There are appropriate techniques. Start with your marketing and sales approach, and see what tools you need to use.
Bill gives an example from his book of why one-to-one sales are needed. Even online marketing sellers sell online marketing in person.
Build your sales and marketing process around what your prospect needs in order to buy from you. This may mean building a relationship before starting a sale.
Companies have sales processes but are missing relationship processes.
Don’t use online marketing in a one-to-many model. You aren’t selling to many, you are selling to one person, and the model must be directed to that person with their own needs.
Whatever you are looking for a client to invest in you, show you are investing that much in them. Marketing is for putting yourself into the position to have a one-on-one conversation with a prospect. Make it good.

MPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies and built on recurring revenue — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth subscription-based companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #602 Avoid the Pitfalls of Online Marketing. With Bill Troy. appeared first on Andy Paul | Strategies to Power Growth.

#601. How to Relieve the Seller’s Burden. With Bridget Gleason. And special guest, David Kerr.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by David Kerr, CEO of Octiv.

KEY TAKEAWAYS

Bridget and Andy welcome special guest, David Kerr. They discuss liberal arts schools. Andy studied History. Bridget studied English, Business, and Math. David studied Politics. David says critical thinking is now a missing skill.
There is more pressure these days to get the best grades and go to the best schools and choose your degree before you start.
Octiv focuses on the sales enablement and productivity space. They look at solving the problem of seller’s burden through automated document generation for all sales documents to drive the efficiency across sales teams.
Seller’s burden includes internal complexity (approvals, pricing), product complexity (SKUs, configurations), and external complexity (a number of decision makers and influencers in the client space). Sales was always complex.
Part of today’s complexity is the volume of investigation and discovery to be managed. Back to the school dialog, people used to apply to three schools; now they apply to 15-20 because of the automation and common apps.
Customers do the same, getting multiple free demos. There are greater volume and demand for detail. Bridget sees the number of SaaS deals a team manages increasing with increased onboarding from rep turnover.
Octiv used to be called TinderBox, but Tinder became a popular product and it was distracting, so they renamed to Octiv. Andy says distraction is a fourth burden on the seller. David talks about Millennials distracted by Slack.
With the large stacks, it is difficult to untangle the knot of what is effective. David suggests that automation can streamline the distractions. Technology, applied correctly, gives the reps more time to focus on selling.
Unattended automation does not bring the rep closer to the customer. Personalized social selling, augmented by AI can make connections — until it looks automated. We need humanization at scale (not mail-merge).
Person-to-person communications are most relevant. Prospects don’t want phone calls all the time. Bridget encourages reps to look for connections in common, a person, place, or thing, and include it in a contact.
It doesn’t take an archeological dig to find a connection. Five minutes of searching can often find something of interest to the contact that connects the rep to them. In a high-value deal, it may be worth doing more research.
David gravitates toward enterprise sales because of the human connection. People buy from people they know like and trust. David talks about a very relevant and pleasant gift he received from a vendor.

The post #601. How to Relieve the Seller’s Burden. With Bridget Gleason. And special guest, David Kerr. appeared first on Andy Paul | Strategies to Power Growth.

#600 Write Your Own Rules to Succeed in Sales Today. With Jim Brown.

Jim Brown, sales coach, trainer, and host of the SalesTuners podcast, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

Jim says the single biggest challenge facing sales reps today is how many communication platforms are in play. Figuring out the right ones is hard.
Just having a cell number is not a de facto relationship with the privilege of texting. Sales is a hard road and you have to follow the right steps. Habit trumps discipline.
People want to talk with people about critical decisions they have to make, regardless of big data. Jim uses an example of big medical data and automated diagnosis vs. the empathy of a doctor speaking face-to-face with you.
When Jim is on phone calls, he invites clients to connect on Skype with webcams, to see each other, in a personal connection. It adds body language to the process.
One of the real outcomes of the new machine learning is perhaps the greater value will be placed on being more human and being able to form human relationships. We underestimate the complexity of relationships.
On SalesTuners Podcast, Jim talks to great sales leaders and high-performing reps about behaviors, attitudes, and techniques for their success, and tries to break down what those ‘secrets’ are. (Hint: there are no secrets.)
The most important thing Jim has learned from the podcast is the importance of empathy. The only way to succeed is to have empathy for the buyer. You have to understand their purpose. It is never your solution.
After empathy, curiosity is the next behavior. Watch body language and ask probing questions. Ask them to repeat, and they will expand on it. They will reveal the key point. Andy says to listen without filters and crank up curiosity.
Andy discusses cognitive biases, relating to tribes, and then a medical frame. We have at least 50 biases to peek through in all our communications. Be conscious of them.
Selling is deliberate. If you’re not thoughtful about every action, and every prospect interaction, you won’t build relationships or find success. Sales calls should happen with prospects, not to them.
Jim says you have to write your own rules. Once you’re an adult, no one checks on your expectations. Everything is up to you. You have to care enough about yourself to get it done. In sales, you are CEO of your book of business.
SaaS close rates of 20% to 30% are regarded as successful but that’s an abysmal rate. It takes a good salesperson to improve close rates. Managers should not give all the opportunities to the top closers so others can learn.

 

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies and built on recurring revenue — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth subscription-based companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #600 Write Your Own Rules to Succeed in Sales Today. With Jim Brown. appeared first on Andy Paul | Strategies to Power Growth.

#599 Optimizing the Value of Your Sales Intelligence. With Henry Schuck.

Henry Schuck, Co-Founder and CEO at DiscoverOrg, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

Henry says the single biggest challenge facing sales reps today is to have the ability connect with their buyer in a meaningful way. Henry talks about the problems of hiring people just out of college with little business knowledge.
Sales comes from connection through a trust-based relationship. Authenticity builds trust. Henry says reps need intellectual curiosity to sell. Rapport comes from asking about business issues and needs.
Andy finds that authentic small talk works to warm up the conversation. Use LinkedIn profiles and tie them to work issues. Andy tells a Seinfeld sales story.
DiscoverOrg reps are encouraged to use a webcam so they don’t multitask while on a call. Henry blocked Facebook at DiscoverOrg. Multitasking fails.
Leave the smartphone in the drawer when talking on the phone, or in the car on a sales visit. It is powerful to give your full attention and focus to your customer.
DiscoverOrg provides accurate data on companies’ contacts, technographics, the intent data on company initiatives, and when they will pull the trigger. Data includes direct-dial phones, emails, and org charts.
Henry talks about fixing the 2016 budget for DiscoverOrg, having to make up a shortfall and to solve their own data issues. Henry tells how they worked out their research needs, added staff, and met budget, with more income.
Henry spent $1,000,000 on the research team, and made $10,000,000 from the research. Companies that don’t want to use DiscoverOrg are making the decision to turn their own sales teams into a bad version of DiscoverOrg.
The availability of data, if you use it, democratizes growth. Henry sees a sophistication problem. A CRM with DiscoverOrg is the first step towards success. The power is in building a go-to-market process around the data.
Companies with 75 to 1,000 employees use the highest levels of sophistication of process. They tend to get every dime out of their investment in data. Henry sees less sophistication in companies over 1,000 or under 75.
Andy and Henry discuss improving the inside sales close rate. Activity is the core of sales, but brute force multiplication is not efficient. Look at the set of people you call. Filter out the bad fits before calling. Use ICPs.
We have to get better at closing the qualified leads we already have, and making sure the decisionmakers are involved early on.

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies and built on recurring revenue — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth subscription-based companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #599 Optimizing the Value of Your Sales Intelligence. With Henry Schuck. appeared first on Andy Paul | Strategies to Power Growth.

#598. Win with a Disciplined Sales Process. With Bridget Gleason. And special guest, Phill Keene.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Phill Keene, Director of Sales at Costello.

KEY TAKEAWAYS

Bridget and Andy discuss travel and weather, as Bridget is just back from Tel Aviv.
Phill Keene, Director of Sales at Costello is the special guest. Costello helps align front-line reps, managers, VPs, and CROs about pipeline deals to identify gaps and remove roadblocks in a three-part solution.
Phill explains the parts of the solution. One aspect proactively simulates a pipeline review to visualize what steps are needed for deals.
The Costello solution works with reps on calls, capturing notes and information, and guiding a rep through a conversation to find the path to a signature.
Phill describes how Costello saw that reps were using only the required fields in Salesforce but they were recording copious data on paper or stand-alone apps that never made it into a CRM. Costello addresses that issue.
The next aspect is to look at competitor statistics, the number of problems to solve and other data points to visualize gaps in the pipeline and how to fill them.
Ideal customers for Costello are companies already on Salesforce, with more than 15 and up to 200 reps, following a documented sales process, and having a VP of Sales who is motivated to enforce it.
50% of SaaS reps hit quota, casting doubt on the efficacy of methodologies. Phill asserts that top performers follow a process. Andy says that top performers have their own process that is not often the general company process.
Phill uses examples of Costello customers improving their conversions by leaps and bounds when uniformly following a methodology.
People buy from people. Building a rapport precedes methodology. Principles come before methods. Methods must be built on engagement and the basic principles of sales. Phill dives into Costello guidance to the process.
It requires hiring for sales ability and investing in training and development; reps will feel purpose and they will want to stay and excel. The primary reason for sales rep turnover is the manager.
The inside sales model has a low close rate compared to other industries and market segments. Andy suggests rethinking every position, especially SDRs.

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#597 Increase Your Call Planning Effectiveness. With Matt Sniff.

Matt Sniff, Founder & CEO at Map My Customers, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

Matt says the single biggest challenge facing sales reps today is efficiency. Matt was introduced to sales by his father. In those days there were few tools. Learn new tools to boost productivity. Time is money.
Outside of Silicon Valley, most sales reps are field sales reps. Silicon Valley is just now emphasizing H2H (Human to Human) sales.
Map My Customers started in 2015, in the Bay Area; then Matt moved back home to the East. The app supercharges an outside rep’s productivity to stay engaged with customers and close more sales.
Matt’s father came to Matt, an engineer, and asked him to solve a sales route issue. Matt developed a mapping app and his father showed it around. Matt put it on the app store and it built enough revenue to start a company.
Matt and his father have a great relationship. Matt wrote a blog about building a father & son high-tech company. Matt loves his father’s mentorship on the sales side.
Map My Customers is a mobile app with several value propositions: data visualization, account targeting, and route optimization. Reps often buy it with their own money, for its efficiency and value added to their success.
The big value is being able to identify strategically the accounts you want to go see, based on filters you set. It serves reps best who maintain 75 or more accounts. Andy would have liked the ‘Find Nearby,’ when he sold outside.
Other features: a business card scanner, automated email, automated follow-ups, automatic reminders, darker icons for accounts not seen recently, filters on top of filters, and customization.
The ICP is a sales team of at least 10 reps, each having 75 or more accounts. Pharmaceutical sales and medical device sales have been good accounts for Map My Customer. General IT is another ideal client industry.
In many industries, there is a hybrid inside/outside approach, but they will always need field salespeople. Sales means talking to people who buy from people.
Map My Customer, a SaaS company, does most of their selling inside, but they do go out to meet bigger customers. Cold calling is another tool they use.
The goal of Map My Customers is to automate all field sales tasks, by involving more data science and cadences. 90% of their clients use it as a mini-CRM instead of linking to a CRM. There is potential for more features to aid reps.

 

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies based on a recurring revenue model — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #597 Increase Your Call Planning Effectiveness. With Matt Sniff. appeared first on Andy Paul | Strategies to Power Growth.

#596 Think Like a Marketer to Build Your Sales Brand. With John Jantsch.

John Jantsch, President at Duct Tape Marketing, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

John says the single biggest challenge facing sales reps today is the change in the way people buy. A sales rep must add more value, such as caring about buyer needs.
John plays the long game. He shares what works. He keeps his customers for years. He loves what he does. He says people don’t find negative reviews of Duct Tape Marketing. He is customer-centric.
John says to focus on using technology, not for its newness, but to add client value. To work really hard for a long time is the secret to success.
John’s book, Duct Tape Selling, is based on the premise that sales and marketing are moving closer together. Salespeople need to start building their brand to add value. Perceptive listening s to let the client lead the way.
Reps following a script sometimes miss cues from the customer that lead the conversation away from the script but towards a sale. Listening perceptively helps avoid missing cues. Don’t assume what the client wants — ask.
Andy tells reps to listen without filters and forget biases about what is right for the client. Help the client come to the right decision based on their needs. The client should talk more than the rep, especially in discovery.
Robert Cialdini notes in Pre-Suasion that we not only buy from people we know, like, and trust, but that like us, too. See how long you can ask somebody questions before talking about yourself.
John talks about being your own talking logo, or sales affirmation. When asked what you do for a living, answer in a way that is interesting to the person. They don’t care about your product; they want to solve their problem.
When people ask John what he does, he says he installs marketing systems. People generally they ask follow-up questions to learn more. John has a client who does SEO. He says, ‘I make the phone ring.’ That generates interest.
Salespeople may want their own website. Some organizations resist it. Resistance may come from legal compliance, or from fear of losing the rep. Customers will search you. Add value to build your sales.
John discovered while writing his book that marketing and sales compensation is so misaligned that there is guaranteed conflict between the groups. Compensation may need to be adjusted to fit new circumstances.
John says that the sale is not complete until the customer gets a result. Sales reps in it for the long haul will advocate for the client.

IMPORTANT ANNOUNCEMENT

For Vice Presidents of Sales of high-growth companies and built on recurring revenue — Andy is teaming up with his friend Jacco van der Kooij, founder of Winning by Design and author of Blueprints of a SaaS Sales Organization, to launch the Sales Leadership Accelerator Mastermind, an intensive 12-month learning, coaching, and mastermind program for the Vice Presidents of Sales of high-growth subscription-based companies. If the responsibility sits on your shoulders to scale your revenue team, to hit the $100 million mark ARR and beyond, then the Sales Leadership Accelerator Mastermind will help you transform how you sell, scale, and develop the capabilities of your team to crush your goals. Enrollment is limited to a very small group, so go to SaaSSLAM.com now, to learn more and enroll today.

The post #596 Think Like a Marketer to Build Your Sales Brand. With John Jantsch. appeared first on Andy Paul | Strategies to Power Growth.

#595. Sure-Fire Ways to Grab the Attention of Buyers. With Bridget Gleason. And special guest, Braydan Young.

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. We’re joined on this episode by Braydan Young, Co-Founder of Sendoso.

KEY TAKEAWAYS

Sendoso is in the attention-grabbing business. Businesses buy credits from Sendoso, which their SDRs send as gifts to their prospects. The gifts are tracked by Sendoso on opening and use. Sendoso reports the use to their clients.
Sendoso adds gender-matched hand-written notes to the items that are sent from their warehouses inventorying catalog items around the globe.
Braydan gives some examples of good uses he has seen work really well: a pre-conference bottle of wine that is locked, with a key code available at your booth, a conference survival kit with items branded with your logo.
Braydan explains the hand-written note accompanying the gift. Sendos also sends an email and e-gift card to the admin gatekeeper, to thank them in advance for passing your gift on to your prospect, such as the CTO or CEO.
Braydan describes the on-demand gifts, including baked treats with your logo, to use as door-openers, using Postmates in the U.S., the UK, and Ireland. Cookies can be shaped as the person’s LinkedIn profile picture.
Braydan talks about their brainstorming meetings where they come up with the gift ideas. Braydan suggests revolving around timing. In football season, send a Jersey with the prospect’s favorite quarterback number.
Braydan shares their wine and bakery vendors in the U.S., Canada, the Europe, and Asia Pacific, to minimize customs fees.
Braydan talks budgets: about $25.00 per gift, for a list of about 100 gifts.
Braydan assures that the items have been taste-tested. Andy wants to be on the tasting committee.
Listener Contest! Within two weeks of the podcast, please send your story of what you have sent as a prospect gift or incentive — if you have used Sendoso — or done it yourself, and the best use case will win a Sendoso prize.
The Sendoso prize will be to set up the winner with a free Sendoso account for six months, with $1,000 account credit to send your special gifts to your prospects.
Send your stories by email to Andy@AndyPaul.com or as an audio message at the microphone on AndyPaul.com, about what you’ve done, and what the outcomes were. Bridget and friends are ineligible to win!

 

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