Category: how to prospect

Posted on

How to Convert Leads with Video with Matt Barnett #321

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Convert Leads with Video with Matt Barnett #321

Don’t argue with 2 million years of evolution says guest Matt Barnett.  Matt is a proponent of using video to catch the interest of prospects. Why? Video contains all the facial expressions and visuals that are missing in emails and voicemails. Although not as good as meeting in person, it’s a wonderful second substitute, especially valuable if you sell around the world. Today’s topic: How to produce a quick and economical individualized video that converts. Pull out your phone, and start to convert leads with video today.

How To Find Matt Barnett

Matt’s easy to find on the internet. Look here!

How to Launch a B2B podcast webinar

This is the recently held podcast webinar link broadcast last week hosted by the Habanero Media podcast agency.

Join us Thursdays for the Sales Babble Telebabble here.

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 Lead Generation Strategies

Listen to these 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:

 

Posted on

Don’t Use Zoom For Prospecting with Neil Kristianson #315

Top 10 Sales Marketing Tools

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Don’t Use Zoom For Prospecting with Neil Kristianson #315

Top 10 Sales Marketing ToolsWhen sales people use zoom for prospecting, it’s easy to fall into “telling selling” mode. In this episode, returning guest Neil Kristianson and I discuss the issues with zoom, when it’s a good, when it’s bad and other tips and tricks for no non-pushy prospecting. Spoiler alert: use the telephone!

Too Easy To Get Into the Weeds with Zoom

Neil shared stories on Zoom sales calls gone wrong. In his experience prospects ask to show you something.  Too often the conversation devolves into free consulting.  This is not what you want. Instead your goal is to see if you’re a fit.

Problems with Zoom Calls

Consider the following issues contrasted against a phone call:

    • You have to dress up for a video call
    • You inadvertently share your lame facial expressions
    • Too often focus on your mannerisms vs your words.
    • Fail to focus on fact finding or showing or telling selling

These issues can kill deals!

  • Telephone Best Tool For the First Sales Call

  • When qualifying prospects, focus on understanding issues, business constraints, budget,  and the buyer’s purchasing process. The phone is ideal in this situation.  The phone makes you feel more confident. Plus there is the bonus that EVERYONE knows how to use a phone. There is no issue configuring speakers, microphones and the local network.

How To Find Neil Kristianson

You can find Neil online for automated email and marketing advice:

This is Neil’s email business Email Splat

Past Episodes How to Prospect

Let’s keep the babble going…..

Sales Consulting To Grow Your Business

Pat helps 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.

Got a Question?

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

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

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


Listening Options

You can find us on:

 

Posted on

How to Sell Around the CoronaVirus #312

Corona Virus Sales Sell

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Sell Around the Corona Virus #312

CoronaVirus Sales SellDue to the outbreak of the coronavirus pandemic, common sales forums are closed for business: conferences, trade shows , meetup and networking events are a thing of the past. What are sellers to do?  In this episode we show the power of LinkedIn selling and a repeatable process for finding qualified leads and turning them to opportunities.

The Future is Now

“Look back over the past, with its changing empires that rose and fell, and you can see the future, too.” – Marcus Aurelius

“The time to buy is when there’s blood in the streets even if the blood is your own”  – Baron Rothschild

Coronavirus Take Action Steps

Do the following:

    1. Despite the difficulty to sell, look for opportunity
    2. Consider conversations you can  have in the context of the coronavirus with prospects
    3. Find a way to leverage concern into advancing the sale
    4. Be patient and listen to your prospects concerns
    5. Use panic to focus on your prospects to calm
    6. Be a guide in the swirl of the pandemic storm

Despite the coronavirus, you can make sales progress. Soon this will all be behind us. Look into the future and think about what you might regret not doing. Now you have the chance to leverage this coronavirus. Take action now.

How To Find

How to Use LinkedIn for Cold Prospecting – Anniversary Episode #260

Four Skills You Need For Sales Success – HEAT

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – 4 Steps to Market Domination

Get the free download here  for the 12 Sales Tips to Steal  for 2020  Success  and 4 Steps to Market Domination 

Sales Consulting To Grow Your Business

Pat helps 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.

Got a Question?

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

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

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


Listening Options

You can find us on:

 

Posted on

How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Be a Buyer Painkiller with Guillaume Moubeche #279

Guillaume Moubeche Sales BabbleToday’s guest is Guillaume Moubeche, and oh by the way thank you for listening to the Sales babble podcast, builder of the lemlist email outreach tool. Lemlist is based on dynamic personalization (text, images, videos, landing pages). It  helps businesses get more replies to cold emails, and makes their sales process  more contextual and human. In this episode Guillaume and I babble about the selling process and how it intersects with marketing.  We chat about the power of having an Ideal Client profile and ways it  can be used to automate the discovery of qualified leads. If you do it right, you can become a buyer painkiller that turns prospects into customers.

Marketing and Sales Intersection

Marketing is OK, but it’s sales that pays the bills. Quite a statement from our guest!   He believes the world is getting more digital but it’s important to keep in mind that people buy from people not companies. From sales, you can learn about your customers, then use that knowledge to build marketing campaigns. Your value will then become a buyer painkiller. Let’s first identify the ideal client.

Ideal Customer Profile

It’s essential to build an  Ideal Customer Profile.   First start by talking to people and better  understand their pains, needs, and what holds them back.  Next use their answers to design your marketing campaign. In our babble, Guillaume shared his five step process:

  1. Educate Customers – they have a rough idea on what they want, but not how to reach their goals.  Educate them with examples and how they can achieve their goals, step by step.
  2. Listen – the more you listen,  the better you understand. Repeat back the question to prove you were listening.  This builds trust.
  3. Feel their Pain – if you emphasize the pain, they are more open to accepting your solution. You become a “buyer painkiller”!  Don’t forget to address desire. Find the balance of selling desire and pain.
  4. Connecting on the Personal Level – Social selling on LinkedIn works really great, Facebook too. Understand the buying process and how it’s built on trust.  Social selling creates friends. People buy from friends.
  5. Value Beyond Product –  stay away from being feature oriented. Instead focus on desire and the value it will bring to the customer.  Focus on the Return on Investment (ROI).

How To Find Guillaume Moubeche

Lemlist is a new startup in Paris.   They state:

“Never rewrite the same email ever again. With lemlist you can automate and personalize your emails in just a few clicks.”

To thank our Sales Babble listeners, you can extend the trial by reaching out and mention “Sales Babble“. at lemlist.com

If you want to chat with Guillaume, this is his profile on LinkedIn linkedin.com/in/guillaumemoubeche

Sales and Marketing Alignment

Listen to past episodes on sales and marketing alignment!

Posted on

Prospecting and Cold Calling for New Sales with Steve Kloyda

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Prospecting and Cold Calling for New Sales with Steve Kloyda  #277

Sadly my past guest and good friend Steve Kloyda  passed away on June 27th, 2019.  Steve was a two time babbler on the podcast.  He was the host of the “Get In the Door” podcast and recently published a new book  “The Art of Prospecting: Your Guide to Get in the Door“   I’d like honor Steve and rerun an interview we did in 2015.  Steve’s wit and wisdom is spot on when it comes to prospecting and cold calling for new sales leads. His timeless message and book is a must for all any sales professionals looking to get a foot in the door.

The Prospecting Expert

When Steve started in sales his first lessons included:

  • How to connect with the senior VP, President, or business owner.
  • How to educate them on his service. 
  • How to ask for the business.
  • How to get around voicemail, gatekeepers or no answer.
  • His first script was ….

“Hi I’m Steve Kloyda do you have a moment to talk?

The purpose of my call is to let you know about XYZ stock how many shares do you want to buy?”

  • Steve was taught to make 100 dials everyday.  For each call is task was to paint a picture in the mind of the listener on what he was trying to communicate.
  • From this he learned the fundamentals of successful sales prospecting.

How To Prospecting From Scratch

If you’re starting from scratch, it’s hard and takes energy but it can be done. Steve recommends:

  • Make a list of every company in your area.
  • Find the executive team and connect on LinkedIn.
  • Call them but makes sure every call and voicemail adds value.
  • Find qualified candidates to get an appointment.
  • Each voicemail must add value.You have only one opportunity to make a great first impression.

This is Steve’s script with urgency and a compelling reason:

“Hi this is Steve Kloyda with the Prospecting Expert my phone number is NUMBER,

The purpose of my voice mail today is that we have created an XYZ that provides a BENEFIT

Pat if you want to learn more about our unique XYZ give me a call at your earliest convenience my phone number is NUMBER or if you prefer to email me at EMAIL.

And Pat I want to thank you for the time to listen to this voicemail and I look forward to speaking to you soon.”

Gordon Gecko on the original “Wall Street” is a Steve’s favorite example working with the GateKeeper Natalie.

“What’s on your mind, why should I even listen to you?”

Steve’s Last Sales Nugget

This week’s Sales Nugget: Praise Your Competitors

This week’s Quote: “I will speak ill of no man and speak all the good I know of everybody” ~ Benjamin Franklin

How Find Steve Kloyda

Steve’s book can be purchased here:  The Art of Prospecting: Your Guide to Get in the Door

How to Prospect and Generate Leads

Posted on

Selling is an Away Game with Lance Tyson #274

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Selling is an Away Game with Lance Tyson #274

Lance Tyson  is the author of the highly acclaimed book, Selling is an Away Game:  Close Business and Compete in a Complex World.    Lance is entrepreneur known for training sales talent for some of the biggest names in professional sports and entertainment.  In this episode Lance and Pat babble about prospecting using the buyers point of view, how to use a blended approach for setting appointments and how sales is half science and half art.

What Makes Sales an Away Game

Lance views selling from the buyers point of view. You’re competing in their space on their turf making it an away game. Buying has changed. Buyers have other means of obtaining information about your products and services. They no longer need to go through you.  They have the upper hand on sales professionals and it’s best to sell  within that context.

Look at your own personal buying experiences. When you buy things online, do you check out reviews before purchasing?  Probably.   We all want to make a wise buying decision.  Sellers may consider these questions “objections’ but that’s a misnomer.  The buyers are not objecting to your product, they just have questions!

Common objections include: cost, price, value, and budget.  Value is  always perceived in the buyer’s mind so it’s imperative to discover those perceptions.  The seller must understand the market and buyer intimately. 

    • What do they value?
    • What do they desire?
    • What experience do they hope to attain? 

Speed Moves Actually Slow You Down

Everyone is in such a rush to get an appointment. According to Lance,  the new ways of communicating has actually slowed down appointment setting.  There are a new set of rules of engagement. It takes 6-8 touches to get contacts and 6-8 touches to get an appointment. Use a blended approach ( email, call, social media texting) and have a process. Consider health care. There is a clear repeatable process checking you in, evaluating and sending you out the door.  Sellers should do the same.

Sales is half art and half science.  A sales process will set you free.

How To Connect with Lance Tyson

Here are links to find Lance online and his thoughts on how selling is an away game.

  • This is the Tyson Group
  • Lance on LinkedIn
  • Email Lance at lance @ tysongroup.com
  • @lancetyson on Twitter

Lance and  I mentioned how we both love the book How to Win Friends and Influence People by Dale Carnegie

Research Study for Habanero.Community

Please help with the Habanero.Community matchmaking mastermind study! two  minutes I promise!

 

How to Prospect and Generate Leads

Here are past episodes on prospecting you will find of value. Listen now!

Posted on

How To Prospect for Leads Using Video with Jason Bay #273

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How To Prospect for Leads Using Video with Jason Bay #273

Jason Bay is the cofounder of Blissful Prospecting,  a company that helps  B2B sales reps,  small businesses, and nonprofits create sustainable revenue growth. Jason has a unique approach for lead generation. In this episode he shares how to prospect for leads using video.

Five Step Video Prospecting Process

I was happy to bring Jason on to the podcast after receiving this video.  Each week I receive many requests to get on Sales Babble. But this is approach really got my interest.

A video makes it easier to build a connection. Buyers can see your body language and actually  see your words. In a world of commoditization and automation, a video can help you stand out.  This is his process:

  1. Identify your ideal client profile – know who you’re targeting and why
  2. Find a list of leads and pick companies and organizations who you “think” would be a good fit.
  3. Find personas (roles/titles) who will make the decision to buy. Jason mentioned the book Above and Below the Line by William Miller.
  4. Define you messaging cadence e.g. email, LinkedIn, call, Facebook message, email again etc….    Use multiple marketing channels. This is where you insert the video prospecting.
  5. Execute

Video Prospecting Tools

Jason uses Loom to makes his videos and embed them into his emails.  He uses a script (listen to the video above for an example). He uses

  • Loom  https://www.loom.com/
  • You can get a free account, it will hold 100 emails.
  • Make sure each email is 30-60 seconds and no longer.  30 seconds is best.
  • Make sure you have a good webcam
  • Make sure you have good lighting

How to Find Jason Bay

To learn more about Jason and how to prospect for leads with video, you can find his links here:

Lead Generation Strategies

Let’s keep the conversation going on lead generation strategies AND tactics:

Posted on

Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Digital Prospecting vs Cold Calling with Ken Guest #267

ken guest sales babbleToday’s guest is Ken Guest, an associate at the Ruby Group.  Ken  has extensive experience in sales and is the author with Mike Jones a new book titled “Digital Prospecting – Finding, Nurturing, and Closing Sales with Social Technologies”.  Ken and I talk about ways to use social media to learn about prospects and then use referral selling to make connections.

Social Prospecting not Social Selling

Ken believes it’s difficult to sell with social media. Better to leverage the information in social media to better understand the buyer.   He believes in connecting with all the people you already know in LinkedIn. Once connected, look if they know anyone who might be a qualified prospect. If they do ask for an introduction.

Ken found that on average, 7 out of 10 people will know the person well enough they will agree to an introduction. Also, 4 out 7 will  agree to a first time conversation. Not all clients will not give you referrals. But that’s OK, the vast majority will.

Make the introduction through an email.  When you get it,  “reply all”, taking ownership to set up a chat. The follow up emails should look like you typed them. To your best ability,  customize the email for the reader.

Two Week Cadence

Ken believes you should wait two weeks between sending emails.  Don’t look too needy. People are busy, give them time to agree and chat. You will get a response.  Digital prospecting via referral selling is the foundation of Ken’s entire prospecting process.  He even sends prospects homework (cross-out the topics you don’t want to talk about) to ensure their time is respected.

Cold Calls and Cold Emails

There is a very low response rate when coldly reaching out. In some situations you have no other recourse. But if you can avoid it, do.

  • Make sure the emails look personal.
  • Speak a bit about your value proposition.
  • Benefits they will experience.
  • Reference people and companies they MIGHT know.
  • Share how prior to working with us, companies have found some good experience.
  • At the end of the email, “…it would be disrespectful of me to presume anything about your business. If you would be open to a conversation  I would certainly welcome it and if you have no interest feel free to let me know that too.”   

Again use the two week cadence. Expect a 11% response rate. Not all bought. Forward back the original email and get a 17% response rate.   In two weeks,

“I’ve sent you a few emails, I haven’t heard back  and have the feeling you simply have no interest. in learning about me or how I work with companies and you’re too polite to tell me that. If you could be kind enough to confirm my suspicions I won’t bother you anymore. ”  The response rate is 71%   Less than 10 people would say “don’t bother me”.  Most would be apologize why they’re not responding due to time.

How To Connect with Ken Guest

This is Ken’s email:   ken,guest @ sandler.com

Connect with Ken on LinkedIn: https://www.linkedin.com/in/kjguest/

To get his book “Digital Prospecting”  you can find it at shop.sandler.com

Lead Generation Strategies

Overcoming Sales Fears

Posted on

Perfect LinkedIn Strategy with Brian Basilico #264

Brian Basilico Sales Babble

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

Brian Basilico Sales Babble
Brian Basilico is a long time marketer, author, speaker and online  strategist who became interested in understanding the process of prospecting on LinkedIn.  After a year of experimentation with LinkedIn Navigator he found it doesn’t work. After a bit of research he came to learn about a series of tools that work with LinkedIn. Together he calls this the Perfect LinkedIn Strategy.

Three Prospecting Sales Tools

According to Brian, Nimble, Crystal and 366 give you direct access to your customers in the shortest amount of time. Collectively these tools capture data on your prospects and allow you to contact the person in the style they prefer.

Nimble CRM

Nimble is a CRM Gmail plugin that leverages and manages contacts stored in your Gmail.  We’ve discussed this in the past. Just last year Jon Ferrara was a guest on  Sales Babble .     $20/mo  for a subscription and it’s the foundation of Brian’s system. Similar to Saleforce, Insightly and Base, this CRM contains the lions share of your customer contact demographics.

366 Tool

366 is a tool that can best explained as a combination of LeadPages, Mailchimp, HootSuite, and email drip marketing campaigns (Similar to Active Campaign).   It can feed from Nimble, and build targeted emails campaigns based on tags. Tags are based on the Crystal profile (see below).   $50/mo for a subscription.

Crystal Tool

Crystal uses Linked and social media to create an instant DISC personality profile using AI.   Creepy and cool all at the same time.  It will recommend you on how to approach a sales call.  According to the company it’s 83% correct,  $29/mo for a subscription.

Evernote

This is a phone app that can scan business cards. Once scanned it sends out a welcome email.  Next it sends a LinkedIn request using Zapier push the information into Nimble.   $69/year for a subscription.

OPEN Prospect Stages

Brian mentioned the OPEN process he uses to walk prospects down a sales pipeline. OPEN is an acronym:
  • Oblivious – clearly not qualified
  • Pondering – interested in learning more
  • Engaged – plan on buying soon
  • Need – needs to buy now

Depending on the stage, you give the prospects different content (email drip campaign from 366) until they reach the need stage. Once they arrive at that state it’s time to call them. This requires three different levels of campaigns.

Social Media

According to Brian,  Social Media is a relationship building tool first, content delivery platform second and a sales too last.  Too often sellers focus on the latter vs the former.

10-10-10 Strategy

Spend 10 minutes/day or 10 people (new or existing) and 10 words. “Just wanted to say hi. How can I help you.?”

Do this daily and you will generate new opportunities. Slow and steady wins the race.

How To Find Brian Basilico

Posted on

How to Use LinkedIn for Cold Prospecting – Anniversary Episode #260

Pat Helmers Sales Babble Sales Podcast

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | RSS

How to Use LinkedIn for Cold Prospecting – Anniversary Episode #260

Pat Helmers Sales Babble Sales PodcastToday is the 5th anniversary of Sales Babble! Congratulations!   It’s the sales podcast  that talks divulges  selling secrets for non-sellers.  Here it is 2019 and I’m still talking about the very same subject. I just can’t help myself! Today we’re going to do something special, which we often do on these anniversaries.   We’re going to do a solo episode to chat about something that’s recently been on top of my mind; how to  use LinkedIn for cold prospecting.

New Startup Client

I’ve been working with a client since October. It’s a start up and we’re trying to understand how to break into the market and add value. We began by building a value proposition in doing a ton of market research to understand exactly the problems and desires that challenge them. My task is to create a process for business development and scale that up into a sales team. We’re getting ready to start hiring and I know exactly how I’m going to train them because I’ve been doing it myself. It’s been really fun selling.

This is how we use LinkedIn for cold prospecting. Because we’re a startup, we don’t have any existing customer to lean on. We are at square one.

Slideshow on LinkedIn prospect

To make it easy to we have slideshow that describes  exactly what I’m doing how I’m approaching prospecting. We use this tool hunter.io to discover emails. This is my tool kit: LinkedIn,  Hunter.io,  Gmail and a telephone. That’s all!

Our goal is to find target companies, then decision makers, then reach out to them a dozen times or so until they agree to meet for coffee or a chat. This is how we use LinkedIn for cold prospecting.

How to Prospect and Generate Leads

Here are past episodes to keep the conversation going. Listen now!