Category: How To Differentiate

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A Novel Approach for B2B Sales with Wayne Moloney #411

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A Novel Approach for B2B Sales with Wayne Moloney #411

What’s the best way to teach the drama, politics, and egos that challenge B2B sales? How about some fiction?  In this episode Wayne Moloney shares a novel approach for teaching B2B sales. He does this by coauthoring an actual novel, titled the Wentworth Prospect, a Novel Guide to B2B Sales.   In this drama, the book shares a tale of a very believable B2B enterprise sales challenge that is buffeted by fear, petty behavior and courage. Wayne and I talk about the characters and the books sales framework called  EDVANCE. 

Bad Politics for Both Buyers and B2B Sellers

The story focuses on the career of Sue Novak, a new sales consultant who is thrust into a challenging deal.   Her struggle is filled with adversaries, corporate intrigue, power-plays and hidden agendas.

Sue is over her head yet she has an edge: a mysterious journal written by her dead mentor Doug. The journal reveals a radical new sales framework named EDVANCE. Sue uses the framework to navigate the Wentworth organization and facilitates the prospect to reveal to themselves the true issues  in the organization, as well as a prospective solution.

EDVANCE B2B Sales Framework

The book speaks at length about the EDVANCE B2B sales framework. It emphasizes the need for understanding stakeholder archetypes, mapping the stakeholders, identifying their motivations and understanding their levels of influence. It believes in the necessity of buyer consensus by getting the sellers involved early in the buyer’s journey. It speaks of how sellers need to build a personal brand and use that capital to help customers pick solutions they need vs those they want. The end goal is to help buyers “sell themselves” on the sellers solutions.

Links to Connect with Wayne Moloney

Wayne can be easily found online:

You can find the book on B2B selling on Amazon here: The Wentworth Prospect: A novel guide to success in B2B sales

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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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Compassionate Listening of Thich Nhat Hanh #410

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Compassionate Listening of Thich Nhat Hanh #410

I would like to set aside the Tao Te Ching of Sales this week and speak about the passing of someone who has deeply influenced me. On January 22nd, Thich Nhat Hanh the Vietnamese Zen Buddhist monk and peace activists passed away in Hue Vietnam. He was 95 years old. 

Thich Nhat Hanh or Thay,  as his students call him, Thay which means teacher,  has been one of the most influential spiritual leaders of our time. He is the author of over a 100 books regarding mindfulness, spirituality, interbeing and awareness. He is  the main inspiration for engaged Buddhism, which seeks to  apply the Buddhist  ethics on contemporary situations of social, political, environmental and economic suffering, and injustice.

I first started reading Thich Nhat Hanh’s books late in the 90s and found inspiration for my work and  yes when selling.  

His Teaching of Compassionate Listening

In 2013 Oprah Winfrey interviewed Thich Nhat Hanh and one insight he shared applies directly to business and sales. I’ve shared this before that I see selling has a helping profession. As sellers it is our responsibility to relieve the suffering of our customers. Each prospect you meet has some unfulfilled need or desire that greatly pains the and their organizations. The way master sellers can assuage this suffering is to listen. Only after listening can we know if we can help. In the interview. Thay said this …

“Deep listening is the kind of listening that can help relieve the suffering of another person. You can call it compassionate listening. You listen with only one purpose: to help him or her to empty his heart. Even if he says things that are full of wrong perceptions, full of bitterness, you are still capable of continuing to listen with compassion. Because you know that listening like that, you give that person a chance to suffer less. If you want to help him to correct his perception, you wait for another time. For now, you don’t interrupt. You don’t argue. If you do, he loses his chance. You just listen with compassion and help him to suffer less. One hour like that can bring transformation and healing.”

Business and Sales Compassionate Listening

I’m certain this isn’t the first time that you heard that listening is important. Management will give lip service to good listening but more often that not they invest more energy into accelerating the script and driving to close. Sadly, too often listening is  seen as a soft skill. 

“Soft” implies it’s lesser than, something minor, less important than computer literacy, scientific understanding, academic proficiency, mathematical prowess, or analytical skills. All of these are important; they are vital and worthy skills to possess.  

Compassionate Listening is deeply underrated as a skill.  Yet, we would say that listening is the most important skill we need to have. The hard sciences previously mentioned could not have been learned from talking, but listening. 

Listening needs to be at the top of the list of skills to master and model if we want to have more authentic relationships and more impactful connections. 

Listening is at the core of successful relationships and cannot be short-changed if we want our relationships – professional and personal – to be meaningful and satisfying.  

Listening well with intention, being actively present with one another, suspending judgments, dispensing with platitudes, pitching products and respecting the inherent human worth of those to whom we listen is hard work.

Listening is not easy, if so everyone would be doing it. The lack of listening and discovering commonalities, or as Thay would say interbeing, is the fundamental root of the break down of our society when it comes to political discussion. Listen only goes so far to see if the other person is on our team or not. But we can be better. We need to be better.

Overcoming the Fear and Rejection of Sales

Beyond listening there is the struggle of call reluctance and opportunity for rejection. Thich Naht Hanh once said. 

“Fear keeps us focused on the past or worried about the future. If we can acknowledge our fear, we can realize that right now we are okay. Right now, today, we are still alive, and our bodies are working marvelously. Our eyes can still see the beautiful sky. Our ears can still hear the voices of our loved ones.”

He taught me to relax, let go and accept the world as it is. 

A Message for Technologists

In 2013, he spoke at Google’s headquarters in Silicon Valley, bringing his message of quiet contemplation to the forefront of the high-energy digital age.

“We have the feeling that we are overwhelmed by information,. We don’t need that much information.

Do not try to find the solution with your thinking mind. Nonthinking is the secret of success. And that is why the time when we are not working, that time can be very productive, if we know how to focus on the moment.”

Links to Thich Nhat Hanh

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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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Benefits, the Only Things Buyers Care About #409

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Benefits, the Only Things Buyers Care About #409

Most of what we sell either solves a problem or fulfills a desire. Problems and desires are first and foremost in the buyers mind. In most cases, buyers could care less how they get there, they just want to get there. The solution is important, but what matters is results. In this episode we delve into the conundrum of features vs benefits, the only thing buyers really care about. 

Today’s Chapter –   Benefits

Know the features
Yet focus on benefits.
What the buyer values,
exceeds detailed minutia.
Listen for goals, needs and problems
Repressing lofty orations on specifications.

Speak to the why and the sale will advance

Today’s  Story 

Chris was a nerd at heart and excited to talk about all the bells and whistles the newly launched product contained. Chris had studied everything written about the product. Not a single spec sheet had been forgotten. But Pat could hear that the buyer was getting impatient on the Zoom call. 

Pat texted Chris, 

“Buyers don’t care about features,
 just want problems solved,
start walk through benefits list,
ask if they agree”.

Seeing the text, Chris immediately pivoted the conversation and shared how the product was faster, more productive, raised revenue and lowered errors. Immediately the buyers perked up. 

Pat texted again “Great course correction, go get’m tiger”.

Take Action Quote

Supposedly Professor Theodore Levitt: said “People don’t want to buy a quarter-inch drill. They want a quarter-inch hole!” 

Too often sellers get pumped about all the cool features that differentiate their product from the competition when in reality buyers just want their problems solved and desires come true. Buyers who lead with the benefit will find more success.  For the most part, all buyers really care about is results.

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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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Open To Using a Map – How to Learn from the Wisdom of Others #408

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Open To Using a Map – How to Learn from the Wisdom of Others #408

Do you know where you’re going? Do you have a destination in mind? Do you have an agenda that you follow for each sales call? Or do you wing it and hope for the best?    Great sellers are great students! They learn from master sellers and people who have deep experience. These seasoned sellers have maps to guide newbies, and that’s the topic for today.

Today’s Chapter –   Emerging Markets

The Master Seller
doesn’t teach sales
as much as show sales

When sellers think they know all the answers
they are difficult to guide
When they know they are in uncharted waters
they are open to a map.

If you desire to become a Master Seller
avoid being a know it all
Straight forward honesty is the sure route.

Be content with making solid sales,
Knowing closed deals are a win
for buyer and seller alike.

Today’s  Story 

After the end of a sales call Pat pulled Chris aside.  

“Why did you say all that stuff about the competition?”

“I wasn’t sure what to do,” conceded Chris. “I didn’t have a clear answer what to say so I tried to say the right thing” 

“You mean BS like an authority, right?” responded Pat,” you know we have SOPs and scripts that address this very topic. Take time to study them. Trust that we’ve mapped out the right direction to take the conversation. We have a lot of practice with prospects, we know how best to help and have documented it for you and others. Don’t hesitate to learn from the wisdom of others”

Take Action Quote

John Heywood wrote in the year 1546: “A man may well bring a horse to the water, but he can not make hym drynke without he will.”

Or in other words… You can lead a horse to water, but you can’t make them drink.

The same is true when it comes to sales coaching. You can help others learn selling, but you can’t make them take your advice. Only the student can take action. If you’re given a map, use it! Don’t get lost in the wilderness

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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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Emerging Markets – How to Stay Competitive #407

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Emerging Markets – How to Stay Competitive #407

Consider your first cell phone and what an innovation and game changer it was from the wired house phone. But in relation to the phone in your pocket right now, that old phone has no more value than a brick. This is the way innovation works. The marketplace is in continual flux which creates a challenge for sellers and the products they represent.

Today’s Chapter –   Emerging Markets

As the seasons change
So does the market
Both creating and destroying opportunities
Revealing new problems and challenges.
Like water seeking its own level
The market seeks balance.

Today’s solutions are tomorrow’s problems
The master seller is awake to possibility.

Today’s  Story 

Chris returned to the office after working a three day conference. Pat asked “What did you learn at the tradeshow. What’s hot? What’s not? You’re the face of the company, what’s the next product we should be rolling out?”   

“I don’t really know” said Chris “all I did was stay at the booth and try to get more leads, they SR123  product, is the best on the market, we don’t have any competition!” 

“The SR123 is going to be next month’s problem” Said Pat. “today’s solutions are tomorrow’s problems. We had better find a new innovation or we’re going to get behind the competition.  Markets change, if we don’t change with them, we will perish”.

Take Action Quote

The market space is constantly changing and evolving. According to Milton Friedman, “The most important single central fact about a free market is that no exchange takes place unless both parties benefit.”

Sales people live in the same space as their customers. They are the first to know what’s next on the horizon. Integrate the sentiments of your customers, into yourself, and you will know how to advise your company, like a river, always moving, always in flux.  To quote the Greek philosopher Herecletis, “the only thing that remains the same is change”

How To Find The Tao Te Ching of Sales

Many years ago I authored a thrice a week blog titled the “Tao Te Ching of Sales“.   It based on a book of poems titled the “Tao Te Ching” by the Chinese philosopher Lao Tze. It dives into non-pushy sales based on the teaching of Wu Wei “non-doing”.  You can learn more here:

This is a production of Habanero Media 

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:

 

Posted on

How to Grow Sales with Video Testimonials with Sam Shepler #360

Sam Shepler Video Testimonials

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How to Grow Sales with Video Testimonials with Sam Shepler #360

Sam Shepler Video TestimonialsToday’s guest is Sam Shepler, the founder and CEO of Testimonial Hero.  We babble about building trust with prospective clients and the value of using video testimonials that engage prospects, reduce friction in the sales cycle, and close deals faster. Sam’s mission is to enable all organizations to grow faster with video testimonials.

Video Testimonials vs Written Testimonials

Buyers struggle with differentiating one vendor from another given they’re overwhelmed with information. They are quite literally drowning in a sea of content. At the same time sales professionals, want to make sales as easy as possible.  The best advocate for a company are happy customers. This is where testimonials bring value.

Customers want to hear from other customers.  They want to limit their risk. While written testimonials have done a good job over time, the bar is moving. Buyers are living in a video world and have come to expect it as a vehicle for communication.    According to Sam, videos are the best way that revenue teams can cut through the noise and close deals faster!

How To Find Sam Shepler

To connect with Sam and learn about video testimonials:

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 and Marketing Alignment

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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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales Babble

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Virtual Selling In Person with Jeffrey Gitomer #355

Jeffrey Gitomer Sales BabbleThis week Jeffrey Gitomer returns to the podcast to discuss his new book  “Go Live” just  published this year and being released in time for our economic and COVID sales recovery.  Jeffrey and Pat talk about webinars, video email, Youtube channels, podcasts and how to succeed at virtual selling during sales calls.

Multi-faceted Virtual Selling

Given the pandemic, face-to-face meetings and in-person sales presentations are no longer the only or the best practice to find business, conduct business, hold seminars, or make sales. COVID-19 has changed the rules of connecting, meeting, selling, and doing business.,  changes that are not going away.

Virtual selling is the solution to overcome out inability to meet prospects in person. Examples of virtual selling include:

    • Use online tools like YouTube, LinkedIn Live, and Facebook Live to connect with prospects and develop leads
    • Get your message to the right people in the right way using Twitter, Instagram, and other social media platforms
    • Create podcasts that have limitless marketing and sales value
    • Promote and repurpose your content to make a powerful impact on your audience
    • Sell your service or product from anywhere in the virtual world

In this new normal, sellers must create a new  playbook for transforming offline sales strategies into online profits.

How To Find Jeffrey Gitomer

You can find Jeffrey all over the web:

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 with Jeffrey Gitomer

Go here to see the past interview regarding Jeffrey’s book on Napoleon Hill

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 Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babble

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How To Turn A Loss Into Success with Jennifer Seeno Tucker #350

Jennifer Seeno Tucker sales babbleJennifer Seeno Tucker,  is an associate broker and Vice President of Business Development of Exit Realty United. In this episode Jennifer  talks about how to prioritize relationships with clients over the transaction of the sale. It wasn’t until she got honest feedback on a lost deal did she learn to listen better. In a competitive real estate market, she’s been able to turn a loss into a success.

PE Teacher to Real Estate Agent

Jennifer never saw herself in a selling role. In fact she wanted to be a PE teacher and studied that in college.  Her Mom was a successful real estate agent and when it came time to take care of her family, realized real estate might be a better fit. 

Sales came slowly to her.

Jennifer competes against 20K agents in Long Island New York. She saw some success but it wasn’t till she lost a  $1.2 Million deal did she wake up.  It was clear  that she was fumbling in her presentations.   She interviewed the prospects of the lost deal asking for honest feedback:

“We didn’t feel like you met our needs and you didn’t really listen”

It was when she heard this she decided that listening would become her Brand. She decided to  hone in on “who I am” and understand “who is the person in front of me”.

This has made all the difference.

How To Find Jennifer Seeno Tucker

This is her on LinkedIn Jennifer Seeno Tucker

Her website http://www.rockstaragent1.com/

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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Sales Failure is a Rite of Passage with Kyle Coleman #345

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Sales Failure is a Rite of Passage with Kyle Coleman #345

Are you perfect? I know I’m not. In fact failure, has been a reoccurring event throughout my life. But it’s from that failure, I’ve found a path to success. Winning sales is founded on sales failure, which according to our guest is a rite of passage. Just like past guests Nikki Ivey and Josh Roth, this week we meet another member of SDR Defenders, Kyle Coleman. Kyle is a strong proponent for SDR, Sale Development Reps. They have cold calling responsibilities they shoulder day after day. In today’s episode, Kyle shares advice on cold calling confidence, professional growth, and why you need to work for a company that you believe in. Unless you’re 100% happy with your current job, this is the episode for you.

The Sales Failure We Overcome

Many sellers chase a paycheck instead of job that fits their lives. This is an accident waiting to happen. What separates the good from the great is how sellers respond to mistakes. Confidence is the ability to course correct, experiment and take action. Sales failure is sales opportunity.

Next be noteworthy. If you can stick out from the competition, you can find success. It’s a very noisy world. Get your buyers to STOP and listen. Do this by understanding your buyer persona. Know what matters to prospects and frame your solution to help.

Finding a Job That Works

If you don’t believe in the thing you’re selling, it will always hold you back. Kyle seriously vets employers before accepting a position. Do the same thing. Your next position, should set you up for a growth path. This position should create opportunity for you to grow your job skills. When you are successful in this new job, money and appreciation will follow. Don’t chase money, chase opportunity.

Take Action Advice Avoid Sales Failure

1. Wash you hands.
2. Focus on your LinkedIn network. Become known and grow your own brand.

How To Find Kyle Coleman

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 for SDRs

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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5 Minute Selling with Alex Goldfayn #335

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5 Minute Selling with Alex Goldfayn #335

Returning guest Alex Goldfayn has a new book titled “5 Minute Selling:The Proven, Simple System That Can Double Your Sales … Even When You Don’t Have Time”. In this episode Alex presents a proven, simple process that can double  sales, even if you don’t have time for an elaborate new sales system. During a pandemic, Alex’s method have greater value and he speaks at length on the value of quickly following up in a disciplined manner.

Examples of 5 Minute Selling

Alex shared some examples of tasks that take 10-30 seconds:

    • Quote follow-up email or text “Tom where are you at with that quote. I was thinking of you. It’s important for me to help you. Thanks”
    • Tell more about a product/service – “Did you know that I could also help …..”

It doesn’t take a lot to grow business if you have the discipline to work every day. Targeted focused and quick effort can make all the difference.

Pandemic 5 Minutes Selling

People working from  home aren’t hearing much from their vendors.  If you call and follow up you’ll be remembered and  valued. Set a goal of sending 5 texts or emails per day to people you know. You’re goal is to set up a phone call. You will get a 66% hit rate.

Remember this, fear and rejection are common in sales.  90% of the time you will fail. However, if you talk to people you will get motivated and create momentum. Reach out and call.

How To Find Alex Goldfayn

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. One click personalization.

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 Episode with Alex Goldfayn

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: