Category: how to prospect

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Sell Different! with Lee Salz #392

Lee Salz Sales Babble

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Sell Different! with Lee Salz #392

Lee Salz Sales Babble

 

Our guest is Lee Salz a leading sales management strategist, bestselling author and CEO of Sales  Architects.  Lee is a three times returning guest with a new book titled Sell Different! All New Sales Differentiation Strategies to Outsmart, Out Maneuver and Out sell the Competition  In this episode  we talk about the strategy side of outreach with the goal of getting your company to stand out from the rest. From the buyers point of view, all vendors look alike. Today we talk about how to beat the competition to win more deals at the prices you want.

Selling Differentiation 16 Day Prospecting

We talked about his process of using email, LinkedIn InMail, phone and texts to engage with prospects. It includes calling at different times of day, mixing of messaging, create curiosity with a cadence that seeks to find a time to connect with your prospect.

Phone Calling and Voice Mail

As in his previous books, Lee is a proponent of using the phone for cold outreach. Odds are your prospect won’t answer so leverage voice mail. Leave messages that spark intrigue; “I’m not expecting you to call me back”. 

To use this system effectively when you get in front of person in real life or on the phone ask clients and prospects advice on what to do, how to add value e.g. where they hang out, what are common industry issues.  Focus on wanting to “meet people like you”.

How To Find Lee Salz

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 High-Conversion Virtual Sales Playbook.

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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Pick Up The Phone and Sell with Alex Goldfayn #391

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Pick Up The Phone and Sell with Alex Goldfayn #391

In this episode Alex Goldfayn returns to babble about his new book:  Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales.   Alex and I chat about his comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. Stop avoiding the phone with emails but instead create a real connection with clients and prospects. Great advice that will have you nodding your head affirmatively the entire time.

Selling Boldly But On The Phone

Previously Alex babbled on the podcast about his  books: Selling Boldly and 5-Minute Selling,  books that  teach techniques to supercharge your sales by making the proactive call the tip of your selling spear. In this book Alex takes this to the next level.  The “phone” is a hidden gem of an app on your phone.

    • Start your by calling clients you already know
    • Always leave a voice message, otherwise they’ll never know you tried
    • Send a text after leave a voicemail, ask “when can you talk….”
    • 2/3 people will call you back and of that group 2/3 will text you back

The best way to warm up is in the morning. Start the day by calling people you already know or at the very least, know your business. The conversation will go smooth and positive. Existing clients love to catch up and learn what’s going on.   Any empathy you share will be MUCH LOVED.

Use the pandemic as a opener. Everyone has a view they want to share.

Take Action

    • You only need to make three calls/day
    • That’s 780 calls /per year
    • If you bump it up to 5 calls, it’s 1300 calls per year.

How To Find Alex Goldfayn

      •  

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 High-Conversion Virtual Sales Playbook.

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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Top 100 Sales Skills with Alex Dripchak #390

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Top 100 Sales Skills with Alex Dripchak #390

We’ve had hundreds of authors on Sales Babble. So it begs the question,
if you desire to grow your sales skills, which of the books should you read and which ones should you skip? Our guest Alex Dripchak solves that problem with a new book that surveys 27 best selling authors and then ranks the hundred most critical skills. In this episode Alex and I  babble about the 100 sales skills of the successful sales professional.

Top Three Sales Skills

Alex found common themes among the authors. The top sales skills include:

    • Approach each sales from the buyers point of view
    • Be resilient, there are ebbs and flow with you deals. You will not win all deals.
    • Ask questions wisely and ask carefully in tone and style
    • Don’t focus on closing techniques. These no longer work, especially with complex sales

Take Action

I particularly liked Alex views on the silliness of studying closing techniques. If you’re having an authentic conversation with the prospect and able to show the value of your solution in the context of their pains and desires, they are going to buy! Collectively the two of you will agree this is a good fit. You don’t need tricks and traps to close deals..

How To Find Alex Dripchak

 

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 High-Conversion Virtual Sales Playbook.

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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The ABCs of Selling Worksheet with Diane Helbig #389

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The ABCs of Selling Worksheet with Diane Helbig #389

Did you listen last week to the ABCs of selling? This week  returning guest Diane Helbig.  Diane shares the ABCs of selling worksheet and focuses on the importance of first selling YOU as a person, then the company, and lastly, the product or service.  Let’s get organized!

Sales Worksheets Mentioned

In the interview Diane and I walked through the following worksheets.  We gave examples on how they can be filled out and used when selling.

    • Why people buy worksheet
    • Top Client characteristics worksheet
    • Top Client origins worksheet
    • 30 second introductions options
    • Discovery meeting questions worksheet
    • e-Newsletter and social media postings
    • Prospect script worksheet

Take Action

During the pandemic it’s been hard to connect with prospects. Use the phone. Call them up and find out first what’s going on with their business. Many companies are struggling, some finding huge success, most challenged by staffing.   Start with asking “how are you?”  Then listen and respond with help if you can.

How To Find Diane Helbig

Diane on Social 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 High-Conversion Virtual Sales Playbook.

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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The ABCs of Selling with Diane Helbig #388

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The ABCs of Selling with Diane Helbig #388

Did you know that the more you think about selling, the less you sell?
Our guest is author and sales consultant Diane Helbig. Diane shares the ABCs of selling and those ABCs are not what you think. Learn how to succeed in selling, without selling.

Don’t Sell Focus on the ABCs

The more you think about selling, the less you will sell. The story arc is that too many non-salespeople are using practices that don’t work and aren’t enjoyable. So they aren’t getting the results they want.

    1. We need to change our mindset about sales.
    2. Curiosity so important
    3. There are better way to network.  Ask how you can help, be curious of their challenges.
    4. Don’t try to make a sale, just try to schedule a meeting

ABC – Always Be Curious

Take Action

Reach out to five people and inquire:

    • how’s business?
    • how’s it going?
    • how are you doing during the pandemic?
    • how are you moving forward?

How To Find Diane Helbig

Diane on Social 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 High-Conversion Virtual Sales Playbook.

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 Engage Decision Makers and Close with Oscar Chavez #387

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How To Engage Decision Makers and Close with Oscar Chavez #387

Are you struggling to get in front of the decision maker? Are you calling,  emailing, and not getting any traction? Are you talking to a prospect and it’s just dawned on you, this person doesn’t have the authority to buy? Today’s guest has the solution to this vexing challenge. Oscar Chavez is a member of the Board management consultant service. He shares steps for executive engagement, how to manage large strategic deals and avoid getting trapped by non-decision makers.

Avoid the Non Decision Makers

People with plenty of time to meet  are probably not the decision makers. To advance the sale you need to understand the process companies use to make buying decisions.  Focus top down when deals get stuck says Oscar. More often than not, you’re not talking to the right person.
How do you do this? Reach out to the C-suite exec and ask “where shouldn’t  you be spending your time ?”   The answer will open up opportunities for you to share how your solution may help.   Set aside any fear of perturbing your initial contact. The key to success is advancing the sale.

3 C Close

When it comes times to close the deal Oscar recommends you:
    • Curiosity – try to understand their world and their challenges
    • Creativity – position your solution within their challenges. Show how you can help
    • Commitment – always end a meeting with a next step to prove commitment

Take Action

Send an email with a unique subject line. In a few days convert to a calendar invite and propose a time. If they accept that’s great, if not, reset keeping you top of mind.

How To Find Oscar Chavez

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 High-Conversion Virtual Sales Playbook.

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 Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales Trainer

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How To Sell More in Less Time with Melinda Chen #383

Melinda Chen Sales TrainerHow can sellers stay motivated? How can you sell more in less time and how can you get the attention of decision makers? These are challenges Melinda Chen hears daily in her of Women Making Big Sales  group. Melinda is a account manager in the sports industry as well as a run her women’s networking group. In this episode Melinda gives advice on time management, how to create  a hook that grabs the interest of decision makers, how to stay motivated when deals stall, and how to sell more in less time.

Every sellers needs three things, a Sales System, Time Management and the right Mindset. We discuss them all.

Sell More With a Hook

The “hook” in your message is more important than your message. The hook is the reason you are reaching out. It must be clear the prospect understands what’s in it for them. The email should be short and succinct.  The hook is actually more important than the content of the text says Melinda. Why?

Your clients are inward focused. To sell more you should:

    • Know your client’s industry and emerging challenges
    • Create a hook that includes a low ticket gift, pdf checklist or paper
    • Build a solution that aligns with their challenges

Sell in Less Time

Melinda recommends sellers build a time management system where you batch your sales activities. Break work down into different chunks e.g. research, message crafting, looking for leads, LinkedIn, etc. She also recommends building email templates and customizing the messages.
Have a power hour where you focus on one thing. Spend each hour with intent and stay on task.

Take Action Advice

Have a strong mindset, stay motivated to take big actions, don’t get worried about people who don’t get back to you. This is the key to 100% top performance.

How To Find Melinda Chen

You can find Mark all over the internet sharing cold calling tactics.

    • Website: WomenMakingBigSales.com
    • Facebook: facebook.com/womenmakingbigsales/
    • Check out Melinda’s follow up strategy:  https://womenmakingbigsales.com/foolproof-formula-to-writing-a-kick-ass-follow-up-email/#comment-118
    • Sales Babble Episode 114:  https://www.salesbabble.com/sell-big-clients/

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 High-Conversion Virtual Sales Playbook.

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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Cold Calling Tactics in a WFH World with Mark Hunter #382

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Cold Calling Tactics in a WFH World with Mark Hunter #382

What’s the future of sales look like in a Work From Home (WFH) world? What happens when your prospect is not in the office, not answering their desk phone, rarely on LinkedIn and not responding to email?  What’s a salesperson to do?  In this episode returning guest Mark Hunter shares cold calling tactics in a WFH world. He gives practical advice on cold calling, leaving voicemails and how to follow up with an email. If you feel like your prospecting is in neutral,  this is the episode for you.

Cold Calling is Not Dead

A year ago when everyone was working at home it was easy to get someone on the phone. But now a year later, it’s turned a  360. Nevertheless, there are limits to what social media can do to warm up a cold call.

One cold calling tactic Mark recommends is to no hesitate calling their cell phone. If they’ve given it to you (like on a business card), you have permission to call. The trick is to make sure your call HAS VALUE!

Leave voice mails, with each voice mail sharing little more about the benefits your solutions can provide.  Be very specific when prospecting. Know your niche, know the EXACT title and role of your ideal prospect.

Lead with a question, when every you engage, either in person, on the phone, via email or social media. Make it easy for them to respond and for you to discover if they are qualified,

How To Find Mark Hunter

You can find Mark all over the internet sharing cold calling tactics.

Use this link to get the  14 Things Great Salespeople Do:   https://thesaleshunter.com/14-things-great-salespeople-do-ebook/

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 High-Conversion Virtual Sales Playbook.

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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 The Enterprise Sale from A to Z with Paul Lesser #381

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 The Enterprise Sale from A to Z Paul Lesser #381

Enterprise sale Paul LesserI try to keep things simple at Sales Babble and avoid the complex. But’s that not possible with today’s topic. When you’re selling a high ticket item, that requires a number of people to sign off, you know this sales is not going to be a cake walk. We call this the Enterprise sale or the complex sale and there is a specific strategy for ensuring success when you’re in this situation. But I’m getting ahead of myself.  I’ve asked Paul Lesser to join the pod today. Paul is a sales guy. Never been a manager, never wrote a book and he’s not trying to sell you squat. He’s just an incredibly talented sales professional who get fired up and giddy with joy when it comes to the enterprise sale. In this episode Paul walks us through his sales strategy from A to Z

Enterprise Sale Quarterback

The enterprise sale revolves around nurturing customer relationships, which means longer sales cycles and higher risk.  As the seller, you’re the most important element when it comes to securing and retaining enterprise customers. Top-tier companies demand personal attention and your company must provide tailored solutions for each one.

Enterprise sales are high-pressure, high-ticket deals. Paul recommends:

    • Using LinkedIn to discover and research prospects
    • Use the phone to reach out
    • Follow up call with emails and LinkedIn InMails
    • Try to meet in-person, not zoom
    • Commit to a long discovery process. Deeply understand their challenges.

The level of care from your sales team will be instrumental in closing these long-term corporate customers. It’s worth the time and cost investments, as these are the customers that can guarantee the most stability and revenue for you over the long term. You are the quarterback, running the plays and keeping the team on task.  If you do everything right, the deal will close itself.

How To Find Paul Lesser

    • This is Paul’s LinkedIn: https://www.linkedin.com/in/paullesser/
    • His company: www.nectarcorp.com

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 High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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.

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How to Know What Price To Charge with Cactus Raazi #380

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How to Know What Price To Charge with Cactus Raazi #380

How do you know what price to charge? How much is too much and how much is too little? Are you leaving money on the table? Setting prices for your products is one of the most important business decisions you’ll make.

In this episode pricing expert and author Cactus Raazi shares what to keep in mind when deciding what to charge. With his simple pricing strategy, you can discern tactics that will award loyal customers and grow your bottom line.

Not One Price to Charge, Many Prices

Most companies use pricing approaches developed before the internet, failing to harness modern analytics. Your customer relationships vary widely; shouldn’t each customer’s loyalty to your product or service be reflected in their price? Why charge everyone the same? Intelligent pricing makes better sense, 

Secondly, Cactus shared in this age of increasing price transparency, uniform pricing is no longer sufficient. The best way forward is to create personalized pricing for your loyal customers and resist the constant discounting pressure of internet price aggregation.

Price Tactics

In Price, Cactus Raazi provides guidance on building a pricing strategy that works for any organization:  

    1. Start by collecting key data on existing clients. Possible KPIs include:
      • industry
      • product set
      • value
      • mission critical
      • historical purchasing
      • urgency
      • longevity
    2. Analyze the data and delineate your ideal clients
    3. Build a two tier pricing structure: One for loyal clients, one for new
    4. Keep collecting data and repeat

Given that price transparency and aggressive discounting is here to stay, now is the time to refocus your pricing approach on your individual customer.

Take Action Advice on What Price to Charge

Take a risk and charge more! Don’t be a wimp and fear over charging. Your company has earned the value to provides.

How To Find Cactus Raazi

    • This is a link to the book “Price” on Amazon
    • Here he is on LinkedIn

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 High-Conversion Virtual Sales Playbook.

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

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: