Category: how to grow sales

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Looking For Deals In All The Wrong Places #469

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Looking For Deals In All The Wrong Places #469

Are you looking for love in all the wrong places? Looking for deals in too many faces? As markets come and go, it’s easy to get an achy breaky heart. But sometimes, through no fault of our own, what used to work, stops working. If there’s one thing the Tao Te Ching has repeatedly told us is that nothing lasts and the world is in constant change. So , if we  continue to do, what we’ve always done, and expect to get  different results, that’s insanity according  Einstein. Which is why it would be wise for us to take the  sweet Urban Cowboy lyrics of Johnny Lee to heart and mix things up. Sure you may get a bluebird every now and then but maybe it would make more sense to sniff out opportunities in new markets like a bird dog flushes out pheasants. Looking for deals, that’s the topic for today.

Today’s Chapter: Blue Birds Versus Bird Dogs

Sales is a mix of the hard and the easy.
Sometimes deals fall in your lap
A pleasant gift on a hard day’s work.
They are called Blue Birds.

More common the Master Seller
is a Bird Dog,
Confidently sniffing out opportunities
working to flush out new business.
Tail wagging in the field.

Patience is the test of resolve,
trust and circumstance.
The Master Seller is ever changing and evolving,
just as the markets ebb and flow.

Deals are neither easy or hard.
They just are.

Today’s Story

Pat asked Chris to review the sales forecast given they were half way through the fiscal quarter. Chris started by saying,

“Although I’ve gotten a bluebird or two I think we’ve exhausted this territory. Either they are already our customer or they have no plans to switch. If keep I working it, it’s not going to work out!”

Pat laughed ,”Yeah I’ve also been wondering if ‘ve come to the end but I’ve also been thinking about pivoting.”

“Where to?” responded Chris.

Pat went on, “Maybe we could reconfigure our offer for manufacturing. I know this is a switch, but talking to the product developers, we might be able to do it. But we first need to know if it makes sense. This is where I need you Chris”.

“How can I help?”

“Can you reach out to our existing customers and see if they have any friends we could talk to in manufacturing?”

“Sure, but if I meet these people what should I say?”

Pat smiled “Just ask them for their advice. People can be super nice and super helpful if you’re not trying to talk them into something. Just ask if we reconfigured our product for manufacturing would that add value to their organization. If enough of them say yes, let’s pull the trigger and get that new offering started”.

“I like this plan”, said Chris. And that’s how the new project got started. 

Take Action Joke

I’m reminded of the joke where a policeman sees a drunk man searching for something under a streetlight and asks what the drunk has lost. He says he lost his keys and they both look under the streetlight together. After a few minutes the policeman asks if he is sure he lost them here, and the drunk replies, no, that he lost them in the park. The policeman asks why he is searching here, and the drunk replies, “this is where the light is.”   Sometimes when selling, it’s easy to fall into the habit and look for buyers where it’s easiest to sell.  But ask yourself, are you certain qualified prospects are actually here? If it’s been awhile, it might make sense to look in the park, next morning!

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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Why Action Speaks Louder than Words #465

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Why Action Speaks Louder than Words #465

There’s a lot of sales babble out there that it takes a big personality and fast talking to be good at sales. There’s also a lot of people who think sales is a yucky business and avoid dealing with sales people as best they can. I get why people feel that way. Consider all the  myths in movies like the Wolf Of Wall Street.. But in real life, it’s just not true. Buyers like to buy but they hate to be sold. These days, great sellers show what they have and their actions speak louder than words. That’s the topic for today

Today’s Chapter: Those Who Talk Don’t Know

Those who know the market, don’t talk.
Those who talk, don’t know the market.
Action speaks louder than words.

Close your mouth.
Be still and relax.
Let go of trying to close the prospect.
Don’t talk about you,
Ask about them.

When you get right with the Tao of Sales Babble,
you don’t worry about winning or losing,
nor looking good or being embarrassed.

You’re OK that what happens, happens.

Today’s Story

Chris’s company had the good fortune to be considered for a large contract. Chris was responsible for the deal. Pat called Chris into the office to hear the plan. 

Giddy with excitement Chris said .“First I’m going to show them all the happy customers we have, then the positive online reviews, then I have the new video marketing just produced then for the demo …… “

Raising a hand Pat retorted. 

“Whoa whoa whoa slow down. We think we have a good solution for them, but we don’t really know, do we?”

“What do you mean?” said Chris.

Pat went on “Well we’ve read about their challenges in the press but wouldn’t it make more sense to directly ask them what they want versus hearing it second hand?” 

Chris blinked “I just assumed they’re going to want our solution because that’s what all our customers want.”

Pat smiled, “You may be right Chris, but you may be wrong. Let’s stop the  babble and work this opportunity properly. Let’s show them we’re good listeners by being a good listener. Let’s let our actions speak louder than words. If we’re a good match they’ll buy. If not the deal was never meant to be”

Take Action Quote

Back in the day you had to be a fast talker to be successful in sales. A sales call was a performance and it was the only way a buyer could learn about a company’s products. Times have changed. Today the Internet gives buyers instant access to brochures, spec sheets and multiple choice. The tables have turned and sellers are wise to let the buyers do the talking. Qualified buyers will ask to see the solution. For the seller it’s a case of do, not speak. 

To quote Benjamin Franklin.

“Well done is better than well said.”

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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Listening Options

You can find us on:

 

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Supple Selling for Sales Success #464

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Supple Selling for Sales Success  #464

Today we investigate flexible selling. For example, we don’t let little kids drink out of glass. Why? Because if they drop it, it will shatter in a million pieces. But what happens when a child drops a plastic sippy cup?  It bounces!  They’re soft and supple and last forever. In fact your child will outgrow it before it wears out.   But what’s this got to do with sales? What can a flexible supple accident forgiving  sippy cup teach us? That’s the topic for today.

Today’s Chapter: Bend Don’t Break

The Master Seller takes a balanced approach
They are never stubborn with fixed opinions.

Because they are tolerant of difficult prospects
They are supple like a field of wheat
Bending to the buyers whims
Giving answers to even the silliest of questions.

No deal is impossible for them
Because they let go of fear.
They care for the needs of the customer
Like a parent.

This is called deep roots.
They have longevity with this foundation.
They have lasting success.

Today’s Story

Honestly, Lee was a difficult prospect with fixed opinions stuck in the past. Chris struggled to connect and show the possibilities of the new services package. But after three sales meetings, Chris reached out to Pat in frustration.

Chris started, “This deal is a hot mess! Lee asks dumb questions irrelevant to the product. Lee’s thinking makes zero sense. I don’t know what to do to advance the sale.”

Pat smiled. “I can understand your concern. But maybe it’s you who has the issue.”

“Oh?” said Chris.

Pat went on “What do you think really matters to Lee? Revenue? Profit? Cost? Time? What’s crippling the company? “

“I’m not sure.” said Chris.

Pat then said, “Instead of using the slide deck trying to persuade Lee, take a more parental point of view. Spend more time looking for their Owies, soothing their pains, discovering their desires, telling them everything’s going to be alright and we‘ve got their back. Like they say, the soft and supple grass bends. Stiff and brittle it snaps. You’re snapping!”

Chris laughed! “Yes I guess that’s true”

Pat finished “Why not set aside selling them for a moment and  help Lee out of Lee’s troubles whether it makes a sale or not.. That’s what extinguishes fear and makes for lasting success”

Take Action Quote

According to Lisa J Morris

“Achievement is often a balance between following through with a well made decision, accepting the process, while embracing flexibility until its completion”

I agree. This quote goes hand-in-hand with letting go of control. Stop planning and stop trying to control how things will go and what the outcomes will be. Life never goes according to plan. So why stress  out worrying about the future and then worrying about the past when plans go wrong?

Sell in the moment, with no fixed outcome in mind. Let things happen, and be content with what happens. Sell of course, but do it because it gives you joy. That is the path of supple selling.

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.

 

Image result for linkedinImage result for emailImage result for telephone icon

Listening Options

You can find us on:

 

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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

Listening Options

You can find us on:

 

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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!

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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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Billion Dollar Sales Secrets with Joe Paranteau #359

Billion Dollar Sales Secrets

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Billion Dollar Sales Secrets with Joe Paranteau #359

Billion Dollar Sales SecretsOur guest is Joe Paranteau a sales director at Microsoft and author of soon to be published  Billion Dollar Sales Secrets book. Joe is a leading expert on sales, generating more than $1B in just five years, an uncommon accomplishment.  He has led nearly 30K sales meetings in his 28-year career with Fortune 500, SMBs, and startup businesses. In this interview Joe and Pat babble about sales management, poverty mindset, quota, metrics and behaviours sellers can embrace to close a billion dollars in revenue.

Sales Secrets for a Billion Dollars in Sales

In his first book, Billion Dollar Sales Secrets, Joe shares fifteen secrets to help inspire salespeople to rise to meet today’s challenges, ignite their dreams and success.  Goals of the book:

    • Address contentious issues like quotas and sales management
    • Specific issues that make selling in the pandemic challenging
    • Examples how business owner are able to reengineer selling processes that are more productive
    • Why mindset and mindfulness matter.

How To Find Joe Paranteau and his Sales Secrets

To connect with Joe Paranteau and find his book (which he sees as a love story)  go to:

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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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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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

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1 – 3 – 3 Selling Strategy with Justin Leigh #342

Justin Leigh 1-3-3 Sales Strategy

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1 – 3 – 3 Selling Strategy with Justin Leigh #342

Justin Leigh 1-3-3 Sales StrategyJustin Leigh is a high performance business and sales leadership coach. In this episode Justin and Pat discuss how sellers and sales managers  engage, motivate and accelerate the performance of their business teams. Justin focuses on  what he calls  his 1-3-3 selling strategy for selling success. The interview focuses on psychology, selling skills and the power of building repeatable business processes. If you’re looking to get promoted or to take your profession to the next level, this is the episode for you.

Selling Skills and Management Development

Have an open mind where your career can go. Develop the skills you will need in the future now, in your current position. By developing skills  now you will stem imposter syndrome. Do the work in advance.

Great managers provide leadership coaching in three ways:

    1. Getting their teams psychology and attitude in the right place
    2. Building the skills necessary for success e.g customer service and delight
    3. Putting in place reproducible processes that assure success.

Sales Quota Pitfalls

Quotas are a lagging metric. There are better metrics to consider for measuring  selling skills and future success. Commonly managers only focus on activity e.g number calls/emails. Also consider:

    • opportunity size
    • number of opportunities
    • size of pipeline
    • qualitative metrics like time it takes to convert a lead to a qualified prospect

1-3-3 Selling Strategy

This is the 1-3-3 selling strategy Justin uses for consulting:

    • One Goal
    • Three priority streams for leading activities
    • Three key activities per stream

Take Action Advice

Get your psychology right, skills in place and think systems.

How To Find Justin Leigh

Website – www.focus4growth.co.uk & https://bit.ly/Sales-Mastery-Prog
Twitter – https://twitter.com/_Justin_Leigh_
Facebook – https://www.facebook.com/Focus4growth
LinkedIn – https://www.linkedin.com/in/business-sales-acceleration/

This is his Sales Mastery program https://bit.ly/Sales-Mastery-Prog

This is his  1-3-3 Goal Setting Tool https://bit.ly/Reach-your-goals

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 Selling Strategies

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: