Andy Paul's Blog, page 53

How to Accelerate Relationship-building. With Keith Dugdale. #356

Joining me on this episode of Accelerate! is my guest Keith Dugdale, CEO of The Business of Trust, which is a sales consultancy based in Brisbane, Australia, and coauthor of the book, Smarter Selling: How to grow sales by building trusted relationships, by David Lambert and Keith Dugdale. Among the topics that Keith and I discuss are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.

KEY TAKEAWAYS

[2:55] Focus on helping a client succeed, and building a relationship of trust, and that will create an environment where they want to buy from you.

[3:32] The ‘I owe you’ approach is that the salesperson owes  the customer everything, for their present commitment of time, and potential future commitment of money.

[6:46] Top executives place a higher premium on their time than on money. They will give time to the person who gives the most return for it. This requires deep advance research.

[8:44] Look at the drivers of the person you are speaking to, the person’s business role, their organization, and most importantly, global and local issues within their industry.

[14:37] The standard sales development process many companies use that focuses on setting up meetings is not about relationships. Behavioral change is needed. Don’t invest in training until other key pieces are set up.

[15:36] Have a business strategy, a key account strategy that everyone believes, and long-term market share and revenue goals. Identify the key players, and who in your organization will build the relationships. Then align your infrastructure.

[18:49] Use questions that aspirational CEOs want to hear. Don’t ask what is their biggest challenge. Ask what is going really well, and, is there anything that could go better?

[23:35] We are losing our curiosity. What are the traits a salesperson needs, to ask the questions that build relationships.

[27:08] Trust, for the salesperson, is ceding control.

[29:50] No one likes to be sold to, but everyone likes to buy.

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How You Can Accelerate Your Success in 2017. With Mark Hunter. #355

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest Mark Hunter.

Mark Hunter is The Sales Hunter. He’s a keynote speaker, sales trainer and author of High-Profit Selling: Win the Sale Without Compromising on Price, and most recently, High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Benefits.

On Day 6, this last day of our 2017 Virtual Sales Kick-off Meeting the focus is squarely on you. And the steps you can take to elevate your professionalism and performance in 2017.

In this episode, Mark lays out his challenges for sales professionals in 2017, including how to put together a personal development plan, how to develop the habit of curiosity, how to create purposeful personal goals, how to hold yourself accountable for achieving your personal goals and much much more.

Want to improve your sales performance in 2017? Start by investing half an hour to learn from Mark Hunter.

KEY TAKEAWAYS

[:54] Mark’s 2017 sales resolution is to spend more time with fewer prospects. Who do we prospect? Is a heartbeat enough of a qualification? Mark’s dog has not bought from him, yet.

[2:15] Mark wants social media be one-to-one communication. #SocialMediaWithoutSocialCommunityIsSocialStupidity

[4:50] The number one challenge facing salespeople is to know and accept that their most valuable asset is their time. Use tools to manage your time.

[7:41] Connect with three or four external peers to challenge and motivate each other, to get to the next level. Top performers associate with top performers.

[9:03] Every floor in a building is not the same. Move yourself to the next floor and find a whole level of new opportunities and relationships. It will change your paradigm.

[12:30] What can you do to improve yourself this month or quarter? What can you do to improve yourself over the next five-to-ten years? Mark’s goal is to read a book a week.

[12:51] To read a book a week, Mark will have to: 1) pick up his reading pace, 2) become more focused and retain what he reads, and 3) be able to cut out other activities from his time.

[14:40] Higher-achieving people, while they work out, are listening to podcasts, not to music, to better themselves.

[17:06] Disrupt You!, by Jay Samit, shows that things are changing, and there are incredible opportunities coming, if you open yourself to change, and take advantage of them.

[19:23] Ask your kids everyday, “What did you Google today?” We have to become more curious, and be methodical about it.

[22:50] Curiosity needs to build your knowledge. Have purposeful personal goals. What will you sacrifice to attain your goals? Have an accountability partner who will check in with you.

 

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If you need a sales process to tell you when to close…

Do you need a sales process to tell you when a sale is ready to close?

Recently I read an article that was written from the perspective of a sales rep and it stated: “..unless you give me a smart sales process to follow, I can’t tell you when the sale will close.”

Really?

That’s like saying that after 10 years of commuting to the same office for work, you still need to use your nav system to tell you how to get home every day.

If you think that you can passively rely on a sales process to tell you when to close a sale, then you’re looking for help in the wrong place. That complacency will not lead you to success.

Don’t get me wrong. A well defined sales process is an essential element of any effective sales strategy. But, to assume that your buyers are going to map their decision-making process and follow in lockstep with your scripted sales process ignores the most basic truth about sales. People buy from people; not from a process.

Of course, there are products and services that are very transactional and that can be sold in one or two calls. In these cases it is all about the process. The seller and the buyer begin both the sales and buying process knowing that time is of the essence. A decision will quickly be made because the price point and value proposition don’t justify the expenditure of much time on the part of either the buyer or seller.

As the nature of the sale grows in complexity, as the quantity and diversity of interests of the people drawn into the decision making process increases, and, as the duration of the buying process lengthens, it becomes unrealistic to presume that the buyer will follow the yellow brick road that sellers have neatly have laid out for them.

The stages of your process are useful milestones to measure your progress. But even with well defined exit criteria for each stage of your process, a process won’t tell you when the sale will close.

However, your buyers will. Instead of blind reliance on a process, talk to your prospects. Don’t email. Pick up the phone and talk to them. If you ask them the right questions, and, carefully listen to their answers, you might be surprised what you learn.

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How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott. #354

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest David Meerman Scott.

David Meerman Scott is a leading sales and marketing speaker, and author of numerous best-selling books, including The New Rules of Marketing and PR, Newsjacking, and more recently, The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business.

On Day Five of our 2017 Virtual Sales Kick-off the focus is on how you can use stories and other content to create value and connect with your buyers.

In this episode David teaches how authentic storytelling builds connections with buyers; how to create stories that catch the attention of the buyers; why sales pros should be curating content for their prospects, and why you need different content for unique buyer personas.

Click to tweet: How to use stories and content to connect with buyers with @DMScott now on #accelerate!

KEY TAKEAWAYS 

[1:01] David started at a bond trading desk, getting real-time information and pricing, before the day of the web. Losing his job, by company acquisition in 2002, led him to make a career decision. He began writing, speaking, and consulting.

[5:04] When David wrote The New Rules of Marketing and PR, its theme was that web marketing creates content for multiple people at once, and drives them to a buying process.

[5:57] The New Rules of Sales and Service applies the same concept, but focuses on content the salesperson curates, to reach one buyer at a time.

[6:48] Authentic storytelling first creates a narrative for your company, and on top of that, creates stories of value and interest to your prospects. Hire a journalist over a copywriter.

[8:51] Creating interesting stories for our prospects, forces us to look beyond our products and our egos, to the benefits they present to our clients, with stories making clients into heroes.

[9:20] A salesperson might curate existing content about one customer’s experience, and create a story for how a prospect might use the product or service to benefit their own clients.

[12:05] Hubspot measures how people click through from one place to another on their huge site. E.g., 20% of the visitors to the Hubspot CEO’s bio page become paying customers. So, the salesperson needs to know how to approach these visitors.

[14:10] Don’t just tie a new sale back to the original lead source. Find out what the customer also saw and read between the lead and the purchase — gain valuable insights.

[18:24] You need different content for each buyer persona. A college needs one set for HS sophomores, one set for seniors, and one set for parents. Most schools provide one content set.

[19:35] When someone fills in a form, follow the data to see how they got there. That shows their buyer persona, and what content you need to supply to them.

[23:40] Understand how content is used today; be curators of content. Be active on social networks, and create content that adds value for your prospects.

[33:00] Be much more responsive than you are today, to increase the business you bring in tomorrow.

 

The post How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott. #354 appeared first on Andy Paul | Strategies to Power Growth.

How You Can Grab the Attention of Busy, Distracted Buyers. With Jill Rowley. #353

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Four of the 2017 Accelerate! Virtual Sales Kick-off Week is my guest Jill Rowley.

Jill Rowley, is a digital transformation specialist, well-known speaker, social selling evangelist, and enterprise sales expert.

On Day Four of our 2017 Virtual Sales Kick-off Meeting, we focus on how you can cut through the noise to grab the attention of busy, distracted buyers.

In this episode, Jill provides techniques to you can use to cut through the distractions competing for your buyer’s attention, how to use social to connect with people (not just to sell them), and essential strategies to elevate your digital and social skill sets.

Mastering the art of making authentic connections is essential for every sales professional. Listen to this episode to learn how!

KEY TAKEAWAYS

[:53] Jill calls herself a sales professional trapped in a marketer’s body. Jill knows her buyers, and advocates for them. She started at Salesforce.com in 2000, after years of consulting, then moved to Eloqua, a Salesforce customer.

[5:00] Salespeople and buyers face the same challenge: distraction. Buyers have a nearly unlimited access to information and people, but are overwhelmed; sellers equally have access to them, but get lost in the distractions.

[6:25] The best salespeople know the customer intimately, at a human level, at a company level, at an industry level. The more you know their situation, the better you can help them.

[7:45] Know the ideal customer profile, so you are not chasing bad-fit prospects, but those where you can create value best; and find their right internal influencer to be your champion.

[11:30] Jill tagged some GE Execs in a relevant Tweet; Jim Fowler, GE CIO, Retweeted it. Through DM, email, and phone they connected in a great conversation. Social has impact.

[15:05] Invest in upping your digital and social skillset. Get training for yourself, and make the business case for your organization to do the same. Your customer is already there.

[19:05] Never send a generic LinkedIn invitation. Customize an invitation to your prospect, because every impression matters.

[22:43] Celebrate customer success. Tweet an announcement of a customer doing something great, not an announcement about your great success. Nobody Tweets your data sheet!

[24:18] Instead of thinking of prospects and customers, think of buyers. Nobody wants to be targeted, prospected, hunted, farmed, or closed. They want to have a buying experience.

[26:18] SDRs and BDRs need to know the buyer, knowing their problems that you solve, and how to connect the dots to get that person’s attention. Get on a learning path, every day.

[30:27] Take charge of your career, and if you do well, you’re going to be rewarded, even if it’s not exactly according to the prescribed structure.

[32:23] Set a pair of reading glasses on your desk, to put on whenever you have a question about what you’re doing, ‘to see it through the customer’s eyes.’

The post How You Can Grab the Attention of Busy, Distracted Buyers. With Jill Rowley. #353 appeared first on Andy Paul | Strategies to Power Growth.

How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan. #352

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan.

Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com.

On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017.

In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders.

Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

Key Takeaways

[1:15] Jim is a teacher at heart and an agitator, who loves change and motivation. He applies it all, in the world of sales and social, through his company and the online tools available.

[3:07] Jim does not want salespeople to worry about what might be ‘the big thing’ coming up. He wants people to ask themselves, where is their greatest opportunity for growth as a salesperson, within their industry, space, and product set.

[3:56] Some of the important concerns of salespeople are being able to connect with buyers, manage their own time, and master all the tools at their disposal.

[5:02] Engagement doesn’t come from a tool. It is difficult, and is becoming more so, as more of your competitors try to engage your prospects. It’s an attention war.

[7:35] Authenticity is the key factor. Authenticity says you are being real, and intellectually and emotionally honest. It isn’t manipulation. It puts the prospect’s needs first.

[11:59] Remove yourself from the equation. When you reach out to a prospect, offer value to them, do not ask for yourself. This requires research, to know what help they need.

[14:01] When you’re authentically committed to their end result, engagement is easier. If you know nothing about their business, they will see you cannot help them.

[15:25] You know that you’re a brilliant salesperson, if a company would hire you, for your expertise, as a consultant to solve the problems in their company that your product solves.

[18:28] The best salespeople are Renaissance people, with a vast knowledge of all kinds of stuff, that they can pull out in the sale, that enhances the conversation.

[21:43] As a salesperson, don’t let your quota be your goal. Own your job. Build over your quota, and include personal mastery and development goals. Plan and calendar how and when to execute your revenue goals and mastery goals.

[23:57] Write down your planned steps. Reverse-engineer them to your goals. Will the things you wrote down get you to the numbers in your goal? If not, re-work them, until you come up with executable steps that will hit your goals.

[29:58] Sales managers need to start focusing on their team as individuals, not on the revenue numbers. Ask, where is my team in relation to the success factors they need? Then build a coaching plan for each representative.

The post How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan. #352 appeared first on Andy Paul | Strategies to Power Growth.

How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath. #351

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Two of The Accelerate! Virtual Sales Kick-off Week is my guest Jill Konrath.

Jill Konrath is a speaker, sales expert, and author of multiple best-selling books, including her most recent offering: More Sales, Less Time: Surprisingly Simple Strategies For Today’s Crazy-Busy Sellers.

On Day Two of our 2017 Virtual Sales Kick-off Meeting, we’re going to focus on your personal productivity.

In this episode, Jill shares some essential tips and techniques to help you, the sales professional, jump-start your productivity in 2017. She provides time-saving and time-creating strategies that you can immediately put to use to stay focused and become more productive amidst the chaos of your daily sales life.

Want more selling time in 2017? Then listen to this episode now!

(Note: in this podcast, Andy refers to the previous episode with Jill Konrath as Episode 319, released on December 1. A scheduling change was necessary after the recording. The previous episode with Jill Konrath is Episode 331, released on December 15, 2016.)

KEY TAKEAWAYS

[1:16] Jill says the single biggest challenge facing sales reps in 2017 is ‘overwhelm.’ Sales reps are constantly running behind, in a time-draining digital swamp.

[3:16] Newly-added technologies take time to learn and may not connect with each other. The more time you spend online, the more overwhelmed you feel.

[5:44] Learn to segregate sales activities and online activities into different time blocks, and not to mix them.

[5:59] Research shows that constantly jumping in and out of email lowers female IQ by five points, and male IQ by fifteen points. Being addicted to email literally saps your intelligence.

[7:01] Jill researched physical and social sciences for her book More Sales, Less Time. One study showed the top 10% producers worked for an average of 52 minutes, then went off on a non-electronic physical break before returning to work.

[10:28] Trigger events, either within an organization, or external to it, suddenly change the organization’s priorities. Jill gives examples of internal and external triggers that change organizational goals and lead to sales opportunities.

[11:41] A sales professional who tracks specific triggers, can start a conversation before their competitors know about it.

[12:55] Be the prospect’s first contact, with your viable vision when it is needed, and you have a 74% chance of winning the business. People buy what is ‘good enough.’

[14:29] Plan a campaign at the start, including pre-written appropriate email messages, to roll out over the next month. Don’t rethink each contact step. Leverage your activities.

[18:15] Examine where the prospect is. Be rigorous with yourself. Do not delude yourself into thinking you have more opportunities than truly are there. Unclog the pipeline.

[20:59] Each morning, take a few minutes to ‘go quiet.’ Focus, settle into where you want to spend your time.

[22:57] Go quiet before a prospect meeting. Cut distractions, to be more present in the meeting. They’ll feel the difference in you, leading to a different conversation, and a higher level of trust.

The post How You Can Stay Focused and Productive When You’re Crazy Busy. With Jill Konrath. #351 appeared first on Andy Paul | Strategies to Power Growth.

The Epic 2017 Sales Kick-off Week on Accelerate!

This will be an epic sales week on Accelerate!

This is our 2nd Annual Sales Kick-off Week. And I’ve lined up a series of powerhouse guests that are going to deliver massive value to help you crush it in 2017.

If you’re not already making Accelerate! your go-to source for the best sales advice you can find online, then this week will be the perfect opportunity to start!

You can find Accelerate! in many places.

Click here to listen to it from andypaul.com.

Click here to listen to Accelerate on iTunes.

Click here to listen to Accelerate! on SoundCloud.

Here’s the line-up of what you’re going to learn this week. Don’t miss any of it!

 

Monday, Jan 9:

What You’ll Learn: How You Can Increase Sales Through Customer Service.

Guest Expert: Peter Shankman. We’re kicking-off our Kick-off with Peter Shankman, who is one of the most sought after keynote speakers on customer service and social economies. He is the founder of HARO, founder and CEO of the Geek Factory, a digital agency based in NYC, founder of Shankminds, an online community for entrepreneurs, author of multiple books including Zombie Loyalists: Using Great Service to Create Rabid Fans, and he is the host of the Faster Than Normal Podcast which embraces the concept that having ADD or ADHD is a gift, not a curse.

 

Tuesday, Jan 10:

What You’ll Learn: How You Can Stay Focused and Productive When You’re Crazy Busy.

Guest Expert: Jill Konrath. If you’re in sales you know who Jill is. She’s an incredible speaker and the author of multiple best-selling books including Selling to Big Companies, SNAP Selling, Agile Selling)and her latest book: More Sales, Less Time.

 

Wednesday, Jan 11:

What You’ll Learn: How You Can Quickly Engage and Connect with Your Buyers.

Guest Expert: Jim Keenan. Known to friends as Keenan, Jim is The Sales Guy. He is a motivational speaker, coach, recruiter, blogger and author of the best-selling book: Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You.

 

Thursday, Jan 12:

What You’ll Learn: How You Can Grab the Attention of Busy, Distracted Buyers.

Guest Expert: Jill Rowley. Jill is a Digital Transformation Specialist who understands how to use social as well, if not better, than anybody. She has worked with Salesforce,com, and lead the social selling efforts at Eloqua and Oracle. She’s a dynamic speaker, and leading Social Selling Evangelist.

 

Friday, Jan 13:

What You’ll Learn: How You Can Use Stories and Content to Connect with Your Buyers.

Guest Expert: David Meerman Scott. David is a leading sales and marketing speaker and author of numerous best-selling books including The New Rules of Marketing & PR (with over 350,000 copies in print in 25 languages), Newsjacking, and more recently The New Rules of Sales & Service: How to use Agile Selling, Real-time Customer Engagement, Big Data, Content and Storytelling to Grow your Business.

 

Saturday, Jan 14:

What You’ll Learn: How You Can Accelerate Your Success in 2017.

Guest Expert: Mark Hunter. Mark Hunter is The Sales Hunter (the best name in Sales!) Mark is one of the leading keynote speakers on Sales, a prolific blogger and the author of two great books: High-Profit Selling: Win the Sale Without Compromising on Price and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

Please make sure to share Accelerate! with your colleagues and friends. Good selling everyone!

 

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How You Can Increase Sales through Customer Service. With Peter Shankman. #350

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day One of The Accelerate! Virtual Sales Kick-off Week is my guest Peter Shankman.

Peter is one of the most sought-after keynote speaker on customer and social economies; founder and CEO of The Geek Factory; founder of Shankminds; the author of multiple books, including Zombie Loyalists: Using Great Service to Create Rabid Fans, and the host of the Faster Than Normal podcast.

On Day One of our 2017 Virtual Sales Kick-off Meeting we are  focusing on your customer.

In this episode, Peter starts kick-off week by sharing lessons about how you can use customer service as your engine of revenue growth in 2017. Among the key lessons provided in this episode are: how to always exceed your customer’s expectations, why referrals are more effective than advertising and how the role of the sales professional will be changing in 2017 and what that means for you.

Don’t miss this essential start to your ongoing sales education in 2017!

KEY TAKEAWAYS:

[1:10] Peter runs Shankminds.com, a 150-person online Mastermind working through the entrepreneurial process. He is a corporate keynote speaker; he does video stand-ups; and he has published four books, with a fifth coming in 2017.

[1:50] Andy asks about Peter’s ADHD; Peter was perceived as a difficult child in school. Faster Than Normal, which is the number one podcast on ADHD, discusses ADHD as a gift, when it is mastered, and correctly managed.

[5:32] Bosses need to understand that chances are one of their team has ADHD, and trying to fit them into a mold is a mistake. Let them work the way they need, and they will be more successful.

[7:16] Customer Service is a revenue generator when you do it right. Your customer isn’t generally used to great service. If you provide service better than they expect, they will buy more from you. And praise you around the world.

[8:11] No one believes how awesome you are, if you’re the one to tell them. If their friend tells them, then you’re awesome.

[9:37] Ask your clients how you can make their experience better. Show them that you’re listening to them.

[12:28] Customers don’t need balloons, or ‘freemiums.’ They need you to know their name, and that this is not their first visit to your company. Just be attentive. Don’t focus on the sale; focus on what you can do to solve their problem.

[14:04] B2B buyers are people, too. They buy at work the same way they buy as consumers, getting recommendations from trusted friends, just in larger orders. Be a little better than your competition’s horrible service, to win their loyalty.

[18:00] Advertising is a weak tool, contrasted against personal experience, and referrals.

[18:49] How Peter sees the evolving role of salespeople.

[21:48] Value is specific to what the customer wants. Why customers aren’t interested in “dinner and drinks,” but getting their job done on budget in the least period of time possible.

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How to Use Networking to Open the Door. With David J.P. Fisher. #349

Joining me on this episode of Accelerate! is my guest David “DFish” J.P. Fisher, a sales expert, professional keynote speaker, and best-selling author of the Networking in the 21st Century series of books. David is also the Founder of Hyper-Connected Selling. Among the topics that David and I discuss are how his early experience selling Cutco products influenced his career in sales and sales training, the reasons why networking is an investment in relationship building (and not a sales call), and the secret to being the most interesting person in the room.

KEY TAKEAWAYS

[:53] David goes by “DFish” from his band days. He paid for college by selling Cutco Knives.

[3:44] DFish used his networking experiences from building his business as the basis of his Networking in the 21st Century book series.

[5:29] Are humans natural networkers?

[11:00] Why networking is more than just knowing who all the people are who are involved in the buying process.

[12:27] DFish gives his definition: Networking is building a web of relationships with others, for mutual support in finding business solutions.

[15:17] DFish asks people about their significant life events. Then he asks: Who connected or introduced you to that, or helped you to create that? Those connections are networking!

[15:59] Andy recommends The Go-Giver, by Bob Burg, and Influence, by Robert B. Cialdini, to learn more about the influence of the reciprocity instinct in sales.

[18:00] In building relationships, you have to have something to give. That requires intentionality. It doesn’t have to be spectacular or amazing.

[20:30] When you meet somebody, as you network, ask: What are you working on now that’s really important to you? Listen, and then follow up with: What can I do to help you?

[22:43] Weak (or loose) connections, once they know something about you, are more likely to refer somebody to you.

[26:15] Social savvy includes dress and grooming, body language, smalltalk, sense of humor, and listening. DFish shares his views about perceptions and human relationships.

[31:21] DFish talks about networking virtually, stressing that on the other end of the device you will find another human being. Do your research before the interaction.

 

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