Category: entrepreneurial mindset

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The Way of AI and ChatGPT in Sales #467

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 The Way of AI and ChatGPT in Sales #467

Today instead of noodling on what the old master Lao Tze says about the Tao of Sales Babble we’re going to babble about a huge breakthrough this winter,   Artificial Intelligence or AI. Why? Let me make a bold statement: Not since crypto has there been a disruptive innovation at this level. In this episode we zero in on how to use AI and ChatGPT in sales.

Your Obedient ChatGPT AI Virtual Assistant

It’s been all over the news and you may have heard all about this AI stuff. Yet I’m surprised that I keep meeting people who haven’t a clue about this breakthrough. This winter I’ve been playing with these systems so I thought I would share a bit about what I’ve learned and how I’ve been applying it to sales.

ChatGPT is an AI chatbot system, similar to those little boxes on the far right bottom on websites that ask you questions but never gives you good answers.

OpenAI the company that made ChatGPT released it to show off and test what a very large, powerful AI system can accomplish. You can ask it countless questions and often will get an answer that’s useful.

So how does it work? ChatGPT is a state-of-the-art natural language processing (NLP) model developed by OpenAI that can generate human-like responses to text-based inputs. NLP is a field of AI that focuses on teaching computers to understand human language and respond appropriately.  It uses predictive analytics just like a fortune teller, but for data. It looks at historical data and tries to predict what’s going to happen in the future.

Take Action Quote

Lao Tze said

“If you realize that all things change, there is nothing you will try to hold on to. If you are not afraid of dying, there is nothing you cannot achieve.

Links For You AI ChatGPT for Sales

TRY IT OUT TODAY http://openai.com 

 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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How to Dispel Anger with Difficult Prospects #466

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How to Dispel Anger with Difficult Prospects #466

Have you ever wanted to throttle a prospect despite the fact you know it would kill the deal? And then luckily you found some composure and  decided to hide from them rather than to become one of them?  That’s not a solution. The entire science of selling is based around finding an agreement on an exchange of value. Pissing off your prospects is the surest path to pissing away your career! So what’s a seller to do when dealing with  difficult prospects? That’s the topic for today.

Today’s Chapter: Defusing Difficult Prospects

The Master Seller has no mind of their own.
They are aware of the needs of prospects.

They are good to prospects that treat them well.
They are also good to prospects that don’t treat them well.

They shed rude comments
like a duck sheds water

Humble they are a good neighbor,
Optimistic like a child.
In time prospects look and listen.

Today’s Story

From the grapevine Pat heard some disturbing news about one of Chris’s accounts. Pat immediately called, 

“I heard you got angry with one of the decision makers and some harsh words were exchanged. Is that right?”

Chris hesitated “Yes, but they had it coming. They’ve got  no idea what they’re doing and they don’t appreciate all I’ve done for them.”.

Head shaking Pat responded “Look, we need to treat everyone with respect no matter how nice or rude they are. And not because it may blow up in social media or put a deal in jeopardy but because it’s our responsibility to be humble and help. Our job is to let prospects become aware of our products and accept that it may take awhile for them to find value. Getting angry helps no one. 

Chris shrugged “You have no idea how dumb these people are”.

“Maybe so” said Pat “But I do know this, holding on to anger is like grasping a hot coal with the intent of throwing it at someone else; you are the one who gets burned. As Gandhi said to lose patience is to lose the battle.”

Take Action Quote

I get this can be hard at times. When you put your shoulder to the wheel and all you get is a cold shoulder, you take it personal. But it’s not personal. 

“When people are rude to you, they reveal who they are, not who you are.”- Anon 

It’s for us to be a good citizen who isn’t afraid to lend a shovel to the next door neighbor who’s excited to plant a spring garden. Sure they may soon ask to borrow a hoe and a rake and before you know it your garage is empty and tidy for the first time in years. Meanwhile your neighbor is harvesting a bumper crop of Rutger  tomatoes. When your generous and patient people start to trust and yes, they may start asking to borrow your lawn mower. But more importantly when you offer some advice and wisdom, they’ll be ready to listen.

As sellers, the sooner you wake up to this fact, the less anxiety you’ll experience when dealing with difficult prospects. The take away here is to not get  angry, but to get neighborly.

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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2023 Sales Planning and Goals Show #458

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2023 Sales Planning and Goals Show #458

Have you nailed down your sales and marketing goals yet? I’m a strong proponent for yearly goal setting. Some laugh at New Year’s resolutions. They think they are silly. I disagree! January is a good chance to take a moment, give pause and to reflect on what really matters to you. Life is brief and it’s important to not squander a day. Right? Let’s live this year with intent being mindful of our aspirations. 2023 sales planning is our topic for today.

As the Tao teaches, life is in constant ebb and flow. Notions we have today may not happen as we expect. That’s a given.  Pandemics and major life changes can muck up the best laid plans of mice and men. But it’s better to execute on a bad plan than to wait for the perfect plan that never happens.

2023 Sales Planning Template

As the Tao teaches, life is in constant ebb and flow. Notions we have today may not happen as we expect. That’s a given. Pandemics and major life changes can muck up the best laid plans of mice and men. But it’s better to execute on a bad plan, than to wait for the perfect plan that never happens.

 

Daily Journaling

One key behavior is daily journaling.  I do a Stoic journal, based on an idea from the philosopher, Epictetes.  Some people do it at the end of the day. I answer the questions first thing the next morning before the day starts.
Each day I ask myself three questions.

    1. What did you do well?   Who did you help? What little accomplishment did you achieve? What magical and noteworthy happening did you experience, no matter how small? What did you create?

    2. What did you do poorly? Where did you miss the mark? Where were you short with someone? Impatient? Cruel? Sloppy? Not living the behaviours you aspire to be?

    3. What should you do to become a better version of yourself? Look at your life and resolve to do better and be better with steps or pledge a plan that will have steps to make your aspirations become reality.

All of these should be done in the context of your goals.
 

I only write a few sentences in long hand in a paper book to stop distractions with electronic devices. I write the date, day of week, and the number of steps I walked. Also I have a few letters to note a special happening. Under that I simply write “#1” then answer the first question, then do the same for question 2 and 3. It’s your journal, do as you wish. I’m just sharing how I approach it.

Journaling has been a game changer. What I’ve experienced is transformational success but in small incremental steps. Small changes  add up over time. I’ve become more patient, less judgmental, more generous, more focused. I am more  productive and most important, happier. .  Denise has really noticed it.

Before writing in the diary I read something inspirational. When I started I read Marcus Aurelius Meditations, Lao Tzu’ the Tao Te Ching, a book on the Essential Zen anything by Alan Watts. Last year I read Thoreau’s Walden, Marx’s Communist Manifesto (I disliked it lol but now can speak about it with confidence), or Bob Burgs the Go-Giver. 

Beyond journaling I have a daily to-do list.

I still use square post it notes and make a list of 3-5 things I must get done today. The next day carry over what didn’t get done or scratch it off if the task is moot. Simple and easy peasey. I’ve tried a million online tools and apps. Paper post-its are simple and quick.

I’m a strong proponent of Taoism’s philosophy of wu-wei (frictionless action in English). This is selling and marketing at it’s very best.. I’ve stopped trying to will the world to my favor, but learned to accept the world as it is. Bullying buyers to buy, is short sighted. Professionals play the long game. Great sales is dependent on mindfulness and knowing oneself. This includes knowing your talents and your limits and accepting ourselves for who we are.

Let’s set some goals since all things are possible in January! Hope this helps. Would love to hear how it goes.

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

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You can find us on:

 

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When Selling with a Wingman Your Never Alone with Shruti Kapoor #425

Shruti Kapoor Sales Babble

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When Selling with a Wingman Your Never Alone with CEO Shruti Kapoor #425

Shruti Kapoor Sales BabbleShruti Kapoor is the CEO & Co-Founder of Wingman, an actionable conversation intelligence platform that unlocks insights from every sales interaction. As the co-founder of Wingman, Shruti was also their first salesperson who sold their first million dollars in revenue, single handedly. Despite being an outsider to the SaaS ecosystem and to the US, Shruti has successfully scaled the business, and was selected to the prestigious Y Combinator program, raised funding and staffing a team.  In this episode Shruti and Pat discuss the challenges sellers face and what technology can do to raise their productivity and success when selling.

Challenges and Consequences Sellers Face

I started by asking Shruti how when working with her clients, what are the fundamental challenges they face and the consequences of not overcoming those challenges.  Sellers are lonely, they are unsure if they’re approaching selling properly and they’re unsure where to go for help. Secondly, they feel their organizations and sales processes are disorganized. They yearn for order and the comfort of following a proven formula for success.

Actionable revenue intelligence. It’s one thing to collect sales data, but not a lot of help on how to use it. Most CRMS focus on the boss. Instead of focusing the data for the sales managers, how about focusing on data that helps the sales professional. How about focusing on coaching reps.

Y Combinator provided a structure for growth, partners for advice and hearing personal stories from highly successful entrepreneurs. She has been able to integrate those experiences into Wingman.  Voice to Text services are the foundation of Wingman.

how to get early customers to trust you when you don’t have a brand the product has limited functionality. How to find beta customers. Nor did they have a rolodex in the sales industry.

Sales Success at Wingman

Shruti believes there are two reasons Wingman has been a successful startup:

    1. When things are not working, they go back to customers and listen how they bought and what they like about the product.
    2. They focus on building a brand that highlights the companies strengths and illuminates the differentiators from other competitors.

How To Connect with Shruti Kapoor

– Website- trywingman.com
– Twitter- https://twitter.com/me_nder
– LinkedIn- https://www.linkedin.com/in/shrutikapoor

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

 

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2022 Sales Goals Show #404

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2022 Sales Goals Show #404

2021 was certainly a different year, one foot on the platform and one foot on the train. It was good to be out in the public, although tempered in many ways. For me it was a big pivot focusing on the cannabis industry and discovering podcast clients in that industry, using a new podcast, the Cannabis Advocate podcast.  Also my goal of finally completing the book the Tao Te Ching of Sales. It’s been a year of big change.  With that said you might think that I’m skeptical of making plans in January, only to throw them out come summer. Not at all.  I’m a strong proponent for yearly planning and although last years plans were constantly updated and improved, they gave me structure each day.

Having a  plan for 2022, can do the same for you. For the last couples years we’ve taken a moment to talk about goal planning. Each new year, is a blank slate and opportunity for hope.  In this episode,  we’re  going to walk through a goal setting process that encapsulates both your personal and professional goals.  The quest for this 2022 sales goals show is to identify the intersection between the two, and create a plan that ensures success and growth in your professional career.

Goal Setting Worksheet

This is the link to the Googledoc of the worksheet. Click here for the 2022 Sales Goals Worksheet and make a copy for your 2022 sales goals .

Here is a link to Pats Goals  Use this as an example.

Your 2021 Sales Goals and Personal Goals

Without a destination in mind you can never get there. But having a goal is not enough. Random goals are rarely attained unless they are tied into a greater cause.

We believe that goals are the spark of motivation, but habits are the fuel to keep it burning. To quote Marcus Aurelius what you put on the fire, feeds the fire. In this goal planning exercise you will outline a path towards building a set of daily behaviors that will ensure successful completion of your goals.

You will identify:

    • Motivations
    • Reasons
    • Personal mission statement
    • Habits and Key Behaviors
    • Values that motivate you to take action
    • Goals that are measurable and attainable.

Sales Goals to Consider

Here are some potential goals you might want to consider for 2021. 

    1. Nail down your value proposition and use it in all you do.

      I help these kind of people in this situation, by providing this solution that has this set of benefits. 

    2. Build a network of friends and existing clients that will help you meet other prospects
    3. Take a SDR job for 6 months and banish all fear of picking up a phone and cold call. It’s a skill you will use your entire life
    4. Build a morning ritual based on mindfulness, with an inspirational read and documenting your personal journey through journaling.
    5. Set aside time to understand the trends of the market in your industry and how the competition is adjusting to deeply understand how you differentiate
    6. If you’re feeling the itch to leave, part of the mass resignation, treat the job search like any sale, but in this case, you’re the product and the hiring manager is the buyer.   How to get a sales job episode here.
  1. How To Find Pat Helmers

You can find Pat throughout the Internet!

Thank Our Sponsor Vidyard

Vidyard is an easy-to-use yet powerful video solution that makes it simple to create videos, host them ad-free, share them with others, and track their performance. Whether you’re recording a video for one person or sharing it with the world —– on your website —-, it’s easy to manage your video content. Vidyard’s solution is built for business, with robust analytics, integrations with top enterprise tools,  and customization options that answer businesses’ unique needs

Sign up for Vidyard free account today by going to vidyard.com/babble. Start using Vidyard completely free and as a bonus get their State of Virtual Selling Report!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How Sellers Are Their Own Business with Dan Jourdan #370 

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How Sellers Are Their Own Business with Dan Jourdan #370

From my point of view, all sales people are entrepreneurs. If you’re a commissioned seller, your  success is 100% dependent upon your efforts. You are on your own. Since no one gives you work, you have to go get it. So it’s not a stretch to consider your employer just another paying client. If you’re in sales you’re a business owner.  By taking on  this world view it changes your entire  mindset, according to this week’s guest, Dan Jourdan. Learn how sellers are their own little business.

Pickup Up The Phone and Call

When sellers get stuck they need to have faith things will turn around. But they are responsible for leveraging the phone.  The more conversations, the more likely someone will be qualified or KNOW someone who is qualified. If you don’t pickup the phone, nothing is going to happen.

Work with your network and prospecting becomes a matter of connection building. But  it’s the phone that quickly allows you to gain instant rapport. Motivation is key to keeping up the momentum. If you believe in the value you bring to the market that belief can fuel your day. 

My Sales Profession Inc.

Sales people serve customers to earn their business. If they are on commission, they know their wealth is dependent on the customer’s success. The same is true of their employers. The employer should be considered a client too.

Jobs come and jobs go. But you always have your profession. You are on your own.  So why not consider yourself a business for hire. Consider  yourself an entrepreneur.

How To Find Dan Jourdan

You can find Dan Jourdan all over the Internet. Especially on LinkedIn!

 

Thank Our Sponsor Outreach.io

Today’s podcast is brought to you by Outreach.io   Outreach helps Sales Reps to not only close deals but to close more deals, faster.  Their platform offers a suite of automation, workflows, efficiency tools, and insights that help teams engage with leads more effectively.   Outreach is the #1 Sales Engagement Platform on the market today for a reason. It’s a must-have software solution for any Revenue Team looking to optimize and scale their business. Visit the link to  schedule an exclusive demo with Outreach today!

  https://click.outreach.io/salesbabble-demo

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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2021 Sales Goals Show #353

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2021 Sales Goals Show #353

Thank goodness 2020 is behind us.  For many, last years plans were a bust!  But that was then and this is now, a new year, a blank slate and opportunity for hope.  In this episode,  we’re  going to walk through a goal setting process that encapsulates both your personal and professional goals.  The quest for this 2021 sales goals show is to identify the intersection between the two, and create a plan that ensures success and growth in your professional career.

Goal Setting Worksheet

This is the link to the Googledoc of the worksheet. Click here for the 2021 Sales Goals Worksheet and make a copy for your 2021 sales goals .

Here is a link to Pats Goals  Use this as an example.

Your 2021 Sales Goals and Personal Goals

Without a destination in mind you can never get there. But having a goal is not enough. Random goals are rarely attained unless they are tied into a greater cause.

We believe that goals are the spark of motivation, but habits are the fuel to keep it burning. In this goal planning exercise you will outline a path towards building a set of daily behaviours that will ensure successful completion of your goals.

You will identify:

    • Motivations
    • Reasons
    • Personal mission statement
    • Habits and Key Behaviours
    • Values that motivate you to take action
    • Goals that are measurable and attainable.

Sales Goals to Consider

Here are some potential goals you might want to consider for 2021. 

Discovery Questions

Make a list of discovery questions, work on and polish throughout year

      1. What’s the Benefit? Boost productivity of qualification process, stop wasting time,  and finish the day satisfied of a good day’s work 
      2. Examples questions for prospects…… 
        1. What is your story, where are you at?
        2. What are the Obstacles that stop success?
        3. What are the Ramifications of obstacles that hurt the business e.g cost overruns, slipped schedules, eroding profit margins, declining revenues
        4. What would be the Transformation if there was a solution?    How would that feel? 

Morning Ritual

What’s the first thing you do in the morning? Look at the phone, get anxious from some email or news?  Letting the world sway your mood – frame the day. Build a morning ritual to kick off the day . 

    1. Benefit? Start the day with intention, no longer a victim of the phone
    2. Example :   journaling, reading inspiration, exercise, preparing lunch, setting a daily intention 

Start Networking

Build your network and personal Brand. Not just prospecting but broader reach – jobs go away be like squirrels – tell story

    1. Former coworkers and friends 
    2. Peers of your competitors 
    3. Benefit – Generate a set of safe people to ask for help, when help needed. People you can confide in, recruiters, investors, old bosses, 
    4. Meet X strangers every week – LinkedIn, Zoom, 

Nurture Existing Clients

You’re current customers can have a significant contribution to your future sales.

    1. Reach and check how their doing
    2. Discover new problems that arise
    3. Benefit: new ideas new products, upsell existing, stem attrition 
    4. Generate referrals
    5. Document references and testimonials
    6. Habit of calling first thing in the morning, get pumped. Process of confidence

Raise your Closing Ratio with a Rubric

How often after a great presentation, were you unsure how to go the next step. Set a goal that adds a systematic process to your closing procedure. 

    1. Goal: Build a personal rubric, grading scale of sorts
    2. What are the issues, aspirations, problems and constraints the prospect faces
    3. Explicitly ask the process  if an item is checked off and if not, what’s missing
    4. Closing process is simplified.   Collectively seller and buyer agree if there is a match. 

How To Find Pat Helmers

You can find Pat throughout the Internet!

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy Dordek

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Slow Down To Speed Up Sales with Amy Dordek #344

Slow Down To Speed Up with Amy DordekHave you ever been in a situation where you’ve been trying to go so fast, that it actually slows you down? In your rush to completion, you’re skipping important steps to the level that some might call it “being sloppy.” Far too often sellers try to rush the sale, when it actually make more sense the slowdown in order to speed up. Today guest Amy Dordek and I chat about the velocity of deals, how to find that perfect balance of not too fast or too slow and why it’s important to slow down to speed up sales when your trying to close deals.

Authenticity and Transparency  Speed Up Sales

Amy shared the importance of being your authentic self. This generates trust. Next she believes it’s important to be transparent in all interactions. This doubly raises trust.

The concern with being transparent is you might scare away a prospect. This is the thing, if they’re not qualified you’re going to find out eventually.  Better sooner than later. 

Speed Up Sales

The goal is to find the perfect balance of not too fast or not  too slow.  By looking at the velocity of deals, you can get a better handle on successful opportunities and what they look like. 

How To Find Amy Dordek

Go here to speed up sales:

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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

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

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

New Sales Enablement Podcast

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

Andy believes:

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

  • People Matter for Sales Enablement

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

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

How To Find Andy Paul

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

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

Thank Our Sponsor Habanero Media

Habanero Media Podcast Agency helps  busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on Sales Enablement

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on:

 

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How To Find Your First 10 Customers with Collin Stewart #325

Collin Stewart Sales Babble

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Subscribe: Apple Podcasts | RSS

How To Find Your First 10 Customers with Collin Stewart #325

Collin Stewart Sales BabbleCollin Stewart is the Co-Founder and Co-CEO of Predictable Revenue, podcast host, AA-ISP Chapter President and former guitarist. Before founding a software company he’s been in the sales  profession most of his career.  Collin enjoys sales, marketing and product management, and deeply believes these are the  three disciplines needed to develop a closer working relationship. In this episode Collin shares his thoughts on the struggle companies face earning their first 10 customers and the steps needed to scale that up.

How To Find Collin Stewart and Your First 10 Customers

Website – www.PredictableRevenue.com 
This is his  Outbound Labs Ebook and the podcast episode on Outbound Validation.
Ebook: https://predictablerevenue.com/ebook-outbound-labs
Podcast: https://predictablerevenue.com/podcast/128-how-predictable-revenue-built-its-innovative-outbound-validation-program-with-cpo-kenny-mackenzie

Thank Our Sponsor Sharetivity

Sharetivity on Sales Babble Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, it’s time consuming going to Google, Linkedin, Twitter, YouTube etc to find an icebreaker. To get Sharetivity click here https://bit.ly/Sharetivity

Thank Our Sponsor Habanero Media

We help busy B2B companies  attract new customers and clients through the magic of podcasting! Start your B2B podcast today and grow your brand, authority, influence and trust.

Download “Why Your Business Needs a B2B Podcast” here.

Past Episodes on First 10 Customers

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Image result for linkedinImage result for emailImage result for telephone icon

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like share?

If so “babble me” an email here, or if you can’t wait chat Pat now.

Maybe you’d like to share your musings on the podcast? Leave a voice message here. We’d love to hear your thoughts. Don’t worry about babbling, we prefer it.

Listening Options

You can find us on: