Category: how to prospect

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How to Win Government Deals Fast with Jack Siney and Steven Bryan #379

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How to Win Government Deals Fast with Jack Siney and Steven Bryan #379

Did you know that 90% of the government purchases are no more complex than a regular B2B sale? In this episode Jack Siney and Steve Bryan visit form the Govcast to share advice on how to find, meet and close government organization that need what you sell. It’s not all RFPs and government red-tape. Learn how to win government deals fast, efficiently and successfully, 

Take Action Advice to Win Government Deals

Only 10% of government sales go to RFP. Somebody in government wants what you have and you can get it quickly. Yes there might be a bit more paperwork, but in most cases your the sole source for the product or service and if the prospects trust you, they will buy quickly. NO ONE wants to put a job out to bid.

Get ahead of the rest and start making relationships now. Get  P-Card for faster payment. Do all you can to take out the risk with quick answers, testimonials, and explanations why you’re the exact right vendor. Government agencies are risk adverse. Make the purchase easy for them.

Given all the extra money pumped into the economy via the CARES Act, now is the time for you to take action and win government deals.

How To Find The GovCast

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:

 

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The 60 Second Sale with David Lorenzo #378

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The 60 Second Sale with David Lorenzo #378

60 Second Sale Dave LorenzoDave Lorenzo is the author of the book the 60 Second Sale – The Ultimate System for Building Lifelong Client Relationships in the Blink of an Eye.  In this episode Dave shares the importance of understanding your  Ideal client, seller responsibilities, testimonials, and the importance of having a relationship report card,

Know Your Ideal Client

The most important element of the sales is the first 60 seconds. How do you do this. Dave shared the importance of deeply understanding your ideal client. They will be the model for prospects.  When building relationships have an external orientation that delivers instant value to prospective clients.

Meetings are opportunities to have relationships for a lifetime.

    • Give to your prospects before you ask for anything
    • Identify your ideal client – look at past best clients an choose the best as your model
    • Discover how to contact prospects on scale (ask about trade associates, news, and conferences). Immerse yourself in the world of you ideal client.

Three Responsibilities of Sales People

Too often sales people run into a sale with no preparation. Instead do your homework. Make your clients successful is to understand how you can help people:

    1. Make money
    2. Save money
    3. Reduce risk

Almost all value boils down to these three essentials. If you can address either or multiple concerns the more likely you will have sale success.

Think Long Game

Enterprise deals have many moving parts. It’s possible one of the stakeholders will not want your solution. You may not be able to persuade them to your side. The committee may want a unanimous decision.  But…. sometimes their decisions turn bad.  Deals sour,  decisions play out poorly, and you will be the first to have a second chance. Never burn bridges, play the long game.

60 Second Sale Relationship Report Card

Used to check the status of your relationships. You should be getting letters of recommendations and testimonials every month.  Write testimonials for your clients.  People want to be flattered.

Take Action Advice

Call your clients and check in. Good things will happen.

How To Find David Lorenzo

You can find David on social media as well as his book the 60 Second Sale. 

Get the free workbook and guide at Revenuereportcard.com 

    • Email:  dlorenzo at dlorenzo.com 
    • Website:  DaveLorenzo.com 
    • Phone:  (786) 436-1986 
    • LinkedIn: in/thedavelorenzo 
    • Twitter:  @thedavelorenzo 
    • Facebook:  /TheDaveLorenzoCompany 
    •  Instagram: @thedavelorenzo 
    •  Skype: davidvlorenzo

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:

 

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Marketing Hacks for Sales People  with Curtis Kieres #377

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Marketing Hacks for Sales People  with Curtis Kieres #377

Probably one of the most confounding dilemmas of a sales person, is the challenge of cold outreach and converting it into a scheduled sales calls. If you don’t have a full marketing department doing lead gen you’re on you own. So what’s a seller to do? Curtis Kieres is a career B2B sales professional with over 20 years experience in the high-tech space. In this episode Curtis shares his marketing hacks for sales people. He draws upon his experience selling in ERP, CRM and business management software. He walks us through his LinkedIn and Email campaigns, how he sets appointments and closes prospects on a free trial. 

Sellers Become Social Media Marketers

Digital fluency is the new language of the 21st century. Curtis is a proponent of using LinkedIn:

    1. Reach out to targeted prospects on LinkedIn
    2. Spreadsheet to track connected vs pending contacts
    3. Keeping spreadsheet in Hubspot all in one place
    4. Template Cadences that are hyper personalized
      • First message a soft approach see your a market expert would like to
      • Second message try to secures zoom call for discovery
      • Then give a demo, by presales team
    5. Doing the same thing  with email plus the addition of A/B testing  – use Apollo for email leads
    6. When they connect the conversation is all about helping them, nothing about you

Goal Of The Sales Call

The end goal of a sales call  is to get a trial. There is often hesitancy to proceed with a trial, even though it’s a free trial. It takes effort and time for a trial. Time is money. At end of trial ask you then ask the prospects if they are ready to subscribe and start a full project. If all has gone well, they will be eager to start. 

What makes sales hard in 2021?  Prospects fear technology and fear.

Marketing Hacks for Lead Generation and Sales

What’s great about Curtis is that he’s the real deal, a quota carrying sales professional who’s facing all the same challenges sales people face every single day.

How To Find Curtis Kieres

You can find Curtis on social media.

– Website www.cadmakers.com
– Facebook www.facebook.com/ckieres
– LinkedIn www.linkedin.com/in/curtiskieres

 

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:

 

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Power Formula For LinkedIn Success with Wayne Breitbarth #372

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Power Formula for LinkedIn Success with Wayne Breitbarth #372

As you know. LinkedIn is the place to go where you virtually meet potential networks of clients and leads.  By doing what’s natural with real world, in person,  habits  you can snag opportunity from the jaws of obscurity. Our guest is author Wayne Breitbarth who shares the Power Formula for LinkedIn Success. We babble about his processes and formulas for referrals based prospecting.  o

LinkedIn Success Best Practices

LinkedIn is the #1 B2B Business development tool, especially when you use it to get referrals.  The way to do this is simple. Pick a person in your network who will be your referral source.  Next go to CONNECTIONS  click  “Connection of NAME” and then filter for the people you want to connect with.

In the title box enter keywords for people you’re searching. For example we mentioned “CMO” or “VP marketing” or “Director of marketing”.  Then ask your referral about the list you generated. Ask if  there any people on the list you don’t know? Cross them out. Of the remaining people, have  your referral partner help qualify the list.

When you get a match ask your friend, “Can I use your name if I reach out to one of these people in your network?”   Most likely they will say yes and you now have a qualified lead. Review the attached Worksheet to learn how to work with your referral source.

LinkedIn Free, Premium, and Sales Navigator

All versions of LinkedIn have some lever of searching and filtering to aid networking.

    • Free – Regular LinkedIn Platform
    • Business Premium  – everything in Regular LinkedIn platform PLUS enhanced – better filtering – you see 90 days of stalkers
    • Sales Navigator  – Different website but same database -better filtering with a zip code or mile circle

Wrong LinkedIn Profiles

People don’t explain how they can help customers on their profile. It confuses the act of selling and earning new  business from the act of getting hired. This is the big mistake:

    • Looks like you’re looking for a job
    • Doesn’t look like you’re looking for customers

Show how you solve pain points instead.   Put this in the ABOUT section and HEADLINE.

Fill out the FEATURE SECTION.  You can add links to whitepapers, sign up, worksheets, guests, YouTube videos, or your website for example.

How to Promote Content on LinkedIn

Like all social media, you can make posts on LinkedIn.

    • Have a network of your ideal clients. Post only go to your network.
    • Create posts that add value and  your network would appreciate
    • Share marketing content from your company
    • Stay on top of engagement, like and comment all those to comment on your posts for LinkedIn success

The way to turn a post into money is to follow up on everyone who likes or comments on your content.

Download Your LinkedIn Contacts

You have the ability to grab all your contacts and import them into a spreadsheet or your CRM. Wayne recommends that once on a quarterly basis, go to settings, click on  download your data, click on connections, and you will get a spreadsheet in 10 minutes.

Name –  Title – Company – Date Connected

LinkedIn is free so it’s a good idea to get this information in your hands every so often.

How To Find Wayne Breitbarth

Thank Our Sponsor Outreach

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

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

 

Thank Our Sponsor Habanero Media

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

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

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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How Sellers Are Their Own Business with Dan Jourdan #370 

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How Sellers Are Their Own Business with Dan Jourdan #370

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

Pickup Up The Phone and Call

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

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

My Sales Profession Inc.

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

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

How To Find Dan Jourdan

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

 

Thank Our Sponsor Outreach.io

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

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

Thank Our Sponsor Habanero Media

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

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

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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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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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

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Super Simple Follow Up with Contact Mapping and Tom Chenault #332

 

Today’s guest is Tom Chenault, the inspiration behind Contact Mapping. Contact Mapping is a simple process for documenting  everyone you meet. Each note contains details about the meeting and an automatic follow process to keep people top of mind. Despite the evolution of CRMs, many sellers struggle to take notes. People love to be remembered and that’s the trick to building relationships. What is it the researchers say? The average seller follows up twice when the data shows you need to follow up at least 9 times?  Tom says let’s get organized and contact map your network.

Start of Contact Mapping

According to Tom, he’s contact mapped every conversation, of every person he’s met since 1969. His process makes it easy to remember people because he believes “The person who remembers the person across the table always wins”.

Instead of a CRM, think Rolodex – names, phone numbers, photos, audio notes of pertinent people you meet. Started on paper, Tom’s process enabled the power of relationships. It’s not about what you know but who you know. It’s Googling your brain.

Tom’s process has been coded into a tool Contactmapping.com    The tool provides way to enter data, voice memos, and prompts details that forces a follow up.

Consider the personal relationships you’ve had in your life. What if you had documented everyone you’d ever met? Consider what an asset that would be with easy access to their information.

Relationships Built from Contact Mapping

Too often sales people take a transactional view on people vs relationship building.  Tom authored a book The Coffee Shop Interview.   It’s a  manifesto on how to “be interested, not interesting. “Sales is not a numbers game, it’s a people game. Follow-up and being memorable, is the hardest part.

How To Find Tom Chenault

Tom and Contact Mapping can be found all over the internet. Reach out to Tom for a free pdf copy of his book Coffee Shop Interview to any Sales Babble listeners  who ask.

Websites:

Twitter:

Facebook:

LinkedIn:

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 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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When and Where to Automate Sales Outreach with Gessi Schechinger #326

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When and Where to Automate Sales Outreach with Gessi Schechinger #326

Gessie Schechinger is the CRO  for the  OnCourse Sales Engagement Platform. As CRO he is responsible for successful execution of the strategies for their sales and client success teams. Gessie is a proponent of sales automation. In this episode he shares his process  with steps that automate sales outreach and steps that are best left manual  for personalization.

Sales Automation

Many people are skeptical of automation. Some see it as junk email. Gessie believes most of what you see is nonsense.Yet he believes in the possibility that you can automate outreach while still have a personalized touch. This is especially the case on LinkedIn. LinkedIn allows direct access, but this needs to be done responsibly.

Automate Outreach Process

Gessie shared advice on connecting. There are 6 steps. These are researched based steps proven successful. When automated, sales outreach can scale quickly.

Automation:

    1. See if they are open to connect and only that. Connect WITHOUT a note.
    2. Thank them when they connect as in a live situation.
    3. Ask questions about their business.
    4. Go to a manual step when they respond

Manual:

    1.  Two-by-Two method: take two minutes and find two things  relatable
    2. Ask to find a time to schedule a meeting

Topo Report inbound leads take 8-10 touches, over 14 days, have response time less than an hour. With a generic email its 2%, a call is 12%, use LinkedIn you will get 30% engagement rate.

How To Find Gessie Schechinger

Email: gessie @ tryoncourse.com
Phone: 8015203648
Skype: gschech@hotmail.com
Website: www.tryoncourse.com
LinkedIn: https://www.linkedin.com/company/oncourse-crm/
Twitter: https://twitter.com/OncourseCRM
Facebook: https://www.facebook.com/pages/category/Software-Company/Oncourse-CRM-109627220402324/

Thank Our Sponsor Sharetivity

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

Thank Our Sponsor Habanero Media

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.

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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Sharetivity

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How Personalized Prospecting Generates More Leads with Ankesh Kumar #324

Ankesh Kumar is a serial entrepreneur who has taken 2 companies from zero to $20m, raised over $50 million in venture funding and sold patents to Google. He was born in India, raised in London and now lives in Palo Alto with his wife and 2 daughters. In this episode Ankesh explains how personalized prospecting can be used to generate highly qualified leads and set appointments using his Sharetivity tool.

The Prospecting Challenge

It’s difficult to stand out from all the noise on the internet. Prospects are flooded with pitches for all kinds of products and services. This is where sales people  get it wrong. Sellers need to standout  which requires them to better understand buyers.

Sellers who take the time to look at buyers social media footprint and craft their message to help it stand out get it right. When you look at LinkedIn, Twitter, YouTube, the company website and Facebook you can discover the whole person. It can take a long time to do this by hand, Productive sellers can prospect 20 leads a day with this process doing it by hand. Unfortunately, it’s a  time consuming process to find an icebreaker. It’s a challenge despite the fact that personalized outreach converts significantly higher than canned emails.

Personalized Prospecting Solutions

Sharetivity is launching an  outbound personalized prospecting service. With one click you get the social footprint of your prospect. This footprint accelerates personalized outreach.
Sharetivity is a chrome extension in the Chrome store. Click a button and it does a
    • Google search
    • Find the Twitter account
    • Personal LinkedIn post
    • The company LinkedIn account
    • Company website

This creates the possibility for personalized messages with context ;   a recommendation they shared or the college they attended. Templates can be built into the system, but they are all personalized. Creates an opportunity to create playbooks for new SDRs.

How To Find Ankesh Kumar and Get Sharetivity

You can find Ankesh here :   https://www.linkedin.com/in/ankeshkumar/

This is Sharetivity

    • https://sharetivity.com/
    • https://twitter.com/sharetivity
    • https://www.linkedin.com/company/sharetivity/?viewAsMember=true

To get Sharetivity click here

    • https://bit.ly/Sharetivity

…. then send an email mentioning “Sales Babble” to ankesh @ sharetivity.com

Thank Our Sponsor Sharetivity

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.

Start Your B2B Podcast with 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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Defending Sales Development Reps (SDR) with Nikki Ivey #322

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Defending Sales Development Reps (SDR) with Nikki Ivey #322

Our guest is Nikki Ivey  a member of SDR Defenders an advocate for sales development reps (SDR). Today she shares strategies and tactics for business development, old habits we need to stop, and new areas where we should focus our energy. This episode is all about respecting the profession of prospecting and the people that do it.

Your SDR Gets No Respect

Sadly this is the case for most SDR professionals:

    • Generate 60% of organizations pipeline, yet lowest paid
    • SDR Considered entry level
    • Something a robot could do

SDR Strategy

Nikkie feels strongly that it’s the SDR mindset that matters most:

    1. Have empathy for buyers
    2. Understand the buyers industry
    3. Look for context when positioning your product or service
    4. Help the account reps close the deal
    5. Tactics  should include tone, cadence and make sure all questions are personalized and relevant

SDR KPIs

What are the metrics we should use to measure SDR success?

    • Meetings held
    • Minimum number of dials per day (<50)
    • Retention of closed clients

How To Find Nikki Ivey

Nikki is easy to find on LinkedIn and here true self on Twitter. Look here for SDR defending….

Instagram.com/knownikkiivey
10 Questions Every SDR Must Ask in an Interview is located here:

https://www.sdrdefenders.com/content

 

Thank Our Sponsor Habanero Media

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

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

Past Episodes on SDR Prospecting

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: