Category: lead generation strategies

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How To Generate Leads #527

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How To Generate Leads #527

Alright folks, buckle up because today we’re diving into the world of lead poverty. You know, those times when you open up your CRM to follow up and it’s nothing but the same leads you’ve been talking to for months. These people are NOT going to buy, well at least not this week. When you get into this situation, you’re doomed. And not only that, it can annoy prospects who want to buy, but not right now. Stop bothering these people!  Today we’ll chat about how to break free from this lead scarcity and get your sales mojo back on track. But where do we even begin uncovering and discovering these elusive new leads? Where do we go to find them? What can we do to fill up our CRM? How can we generate leads? That’s the topic for today.

 

Today’s Chapter:  Great Source of All Leads


Master Sellers are impressive,
and profound with skill and wisdom.

Be it conferences, meetups, or tradeshows,
they seek to help all they meet,
collecting references, referrals, and qualified prospects wherever they go.

Awake to the news,
they’re on top of social trends
knowing that emerging innovations
birth opportunity.

They take comfort in how yesterday’s solutions,
become today’s problems,
and in times, tomorrow’s possibility.

All have potential, all have possibility.
Leads are to be found all around.

Today’s Story

Revenue was slumping. Pat noticed the SDR team was stuck following up on weak leads and the reason was clear: they were “lead-poor.” This would not do.

Pat asked Chris, “Why do you keep calling the same leads?”

“It’s all we have,” responded Chris.

“These leads are stale.” “I know! I’ve been saying this for a month.”

“Well, we can’t keep doing this,” Pat retorted. “I’ve got an idea how we can mix this up.”

First, Pat visited the marketing department for the latest trade show leads. Next, Pat telephoned five clients for referrals and that afternoon visited the library to download 200 leads from the business databases.

That next day, the fresh leads in the CRM wowed Chris. “Where did you find these?”

Pat smiled. “A little from here and a little from there. Of course, they’re not all qualified. But this is the thing, they may KNOW people who are qualified. Like the sunrise and sunset, each day brings us opportunity. Leads are all around us. We just have to look.”

Take Action Quote

Lead generation is fraught with mistakes. It starts with sellers misunderstanding their ideal clients by assuming their wants and needs. Next, they fail to understand how buyers shop for new solutions. Last, sellers forget to reflect on our past successes and use that data to find new leads. Until these errors are corrected, sellers will continue to have a shortage of leads.

Lao Tzu wrote, “The Tao is like a well: used but never used up. It is like the eternal void: filled with infinite possibilities.” (TTC #4)

Opportunities for leads abound; we only need to seek them out!

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have, and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discussed all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most importantly the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

Something about today’s episode got you thinking? Do you have a question or a comment you’d like to 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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Lead Gen Innovation Pearl Diver with Nick Lissette #489

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Lead Gen Innovation Pearl Diver with Nick Lissette #489

Today on Sales Babble we meet Nick Lissette the founder and Chief Executive Officer of Blackpearl Group. Black Pearl is the company that created our sponsor, Pearl Diver. Pearl Diver is the tool that allows you to see who’s visiting your website, even if they never signup or connect with you.  Nick has over a decade of experience working with cloud-based services. He started with anti-spam software and now leverages his expertise to use big data technology to help sales organizations discover hot leads.  Today Nick and I talk about startups, technology, sales, and most importantly, lead generation. 

Topics Discussed

I asked Nick about his origin story, entrepreneurial adventures, and challenges and successes along Pearl Diver’s journey.

    1. What inspired you to become an entrepreneur, and what drove you to start your own business? You have a negative attitude about spam, right?
    2. How do you identify and evaluate new business opportunities with Pearl Diver? What criteria do you use to determine if a venture is worth pursuing?
    3. Who’s your ideal client?
    4. What makes Pearl Diver unique, how does it stand out from the competition?
    5. When customers use Pearl Diver what are the results they’re experiencing?
    6. What’s been the biggest challenge to get Pearl Diver off the ground?

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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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Less is More When Selling #488

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Less is More When Selling #488

Picture a stage where the actor is a sales professional and their words flow like a never-ending river of verbosity and theatrics! The seller wants but one thing – to present the product in its most complete and benefits-rich manner.  In the next act the seller, stands tall, basking in the spotlight. going on and on and on. Meanwhile, the buyer in the 12th seat of the 5th-row fidgets and readies to bolt for the door. This is not fiction but is often a consequence of the seller’s enthusiasm for the pomp, pageant, and theatre of the sale. In this episode, we are reminded of the art of brevity. Today we speak not to impress but to inspire. For this grand spectacle of selling, it’s the value that steals the show, and the buyer who becomes the true star.  Less is more.

Today’s Chapter –   Less is More

The master seller doesn’t get caught up in pomp and theatre.
They focus on the essence and avoid the fluff.
They dwell in reality and can do no other
letting all illusions go.

They see the situation as it is
navigating rocks and reefs as necessary.
to some it appears they do nothing.
Yet they accomplish much.

While others busy themselves with activity
they have even more left to be done.

Today’s  Story

Lee asked Chris for a demo of the product. Chris was excited to have the opportunity and spent hours preparing with a slick slide deck, multimedia videos, free coffee cups, and bagels too.

As soon as Chris arrived, Lee said that they only had a few minutes to meet and requested Chris go directly to the demonstration. Flustered, Chris kept to the plan designed the day before. Frustrated Lee kept reminding Chris of the time constraints. Before the demonstration was complete, Lee said they had to leave for a customer meeting. Chris was left alone in the conference room except for a sideways deal.

Back at the office Pat, asked how the meeting went. Disappointed Chris shared the story and puzzled about how to turn the deal back on course.

“Always give the customer what they want,” said Pat “When you arrive on a sales call, you never know what you’re going to find. The best-laid plans often get thrown out the window. Be flexible and know that sometimes doing less is doing more. Set up another sales call with Lee, and give them the presentation they requested”.

Take Action Quote

The 20th-century architect Ludwig Mies van der Rohe designed office buildings and homes crafted in elegant simplicity. He is famous for the quote,

less is more,

the idea that something can be so beautiful, adding to it will only diminish the beauty. The same can happen in sales.

Sellers often adorn their persuasion with too many words and a torrent of content. Too much information can only hinder the sale and confuse buyers. Instead, share with simplicity and elegance. When it comes to the theatre of the sale, less is more.

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Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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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Cold Calling Part Deux #487

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Cold Calling Part Deux #487

Pat’s taking a mulligan. After listening to last week’s episode I believe I missed the mark on cold calling. Yes, calling looks like a pushy activity and unTaoist, (if that’s a word.) How can that be?   In this episode, I riff on the topic and explain how you can embrace wu-wei to simplify your cold-calling activities. Multiple quotes from the Tao Te Ching are shared. Check them out below! 

Quotes From Lao Tzu Mentioned Today

Whoever relies on the Tao in governing men
Doesn’t try to force issue
Or defeat enemies with force of arms
For every force there is a counterforce
Violence, though well intentioned,
Always rebounds on itself.

The Master acts without doing anything and teaches without saying anything. Things arise and she lets them come; things disappear and she lets them go. She has but doesn’t possess, acts but doesn’t expect. When her work is done, she forgets it. That is why it lasts forever.

The Tao never acts but nothing is left undone.

The Tao is constant in non-action, Yet there is nothing it does not do.

Nature does not hurry, yet everything is accomplished.

The best leaders are those the people hardly know exist.

Today’s Chapter: Cold Calling

Friend or stranger, all are just people,
two sides of the same coin.

Yet curiously, greeting a stranger,
qualifying their needs,
asking for an opportunity
is the sellers greatest fear.

Fear is an illusion.

Act without expectation.
Succeed without taking credit.
Accomplish with spontaneity.
What will be, will be.

Support Our Sponsors

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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 Dispel The Fear of Cold Calling #486

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How To Dispel The Fear of Cold Calling #486

Life is filled with hard things to overcome. Like for me it’s pizza, has there ever been a more perfect food invented? Yet to stay fit and trim as best as a portly old man can do, there are limits to how much pizza I should consume. What’s another hard thing in life? Cold. When I first started making cold calls I was literally knocking on peoples doors.  It was brutal. But this is the thing, it was the only way to speak to some people. And get this, some of them wanted to learn more what I was promoting. This may sound un-Taoist like. But it’s not. With the right mindset, it can actually be a flow experience. and unforced. How? That’s the topic for today, cold calling.

Today’s Chapter: Cold Calling

Friend or stranger, all are just people,
two sides of the same coin.

Yet curiously, greeting a stranger,
qualifying their needs,
asking for an opportunity
is the sellers greatest fear.

Fear is an illusion.

Act without expectation.
Succeed without taking credit.
Accomplish with spontaneity.
What will be, will be.

Today’s Story

Pat tutored the new hire on everything there was about cold calling. But it was a rough start. Chris had a bad case of call reluctance and did all kinds of things to avoid making calls.

Pat noticed and said, “These prospects don’t bite. When we’re kids we’re told to not talk to strangers. But think about all your friends. Once upon a time, they were strangers. If you hadn’t set fear aside and met them, they would never be a part of your life today.

“That’s true,” said Chris.

Pat went on, “It’s the same thing in sales. Prospects are clients we’ve not yet met. Your call script is a simple means to discover if they have a need and if we can help. Sure, they’re not expecting our call. I expect them to sound surprised, impatient, and curt. But if my questions resound, they’ll want to learn more. This how all deals begin.”

Take Action Quote

The humorist Will Rogers once said,

“A stranger is just a friend I haven’t met yet.”

This is the way to view prospects. Cold outreach sounds pushy. But for prospects who never leave their desks, it’s the only way to start a dialogue. As Winston Churchill said,

“Courage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.”

It’s true, people will hang up on you. But in the big scheme of the universe, is that so bad? In the big scheme you might be able to help. Isn’t that what’s important?

Support Our Sponsors

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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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To Know a Lead is to Find a Lead #485

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To Know a Lead is to Find a Lead #485

Have you ever noticed how you keep dialing those same leads, over and over again, but it’s like talking to a brick wall? It’s like you’re living in ‘Lead Groundhog Day.’ Well, my friends, that’s what I call being ‘lead poor.’ But fear not! It’s time to rev up your prospecting game and unveil a treasure trove of bonafide, highly qualified leads. In this week’s exciting episode, we dive deep into these perplexing situations, explore ingenious fixes, and uncover the secrets to finding those elusive, top-notch leads.

Today’s Chapter:

The great Marketplace flows everywhere.
All business is born from it.
Though it doesn’t consciously create new markets
It pours itself into its work.

It makes no claim this business is good or bad
Yet it nourishes emerging markets
And doesn’t hold onto them.

Some grow and some vanish,
Yet all are contained within it.

The Master Seller is aware of its greatness.
Never “lead poor” they find leads like shells on a shore.
Daily they walk the beach to uncover new business
And Delight in new opportunities

Today’s Story

Towards the end of the week, Chris was frustrated with the lack of sales on the new product. All the prospects in the sales funnel were being attended to, but none of the leads were interested in setting up a sales call.

“Are you following up?” asked Pat.

“Absolutely,” said Chris, “Some of the leads have been contacted 20 times!”

‘Hmm.” thought Pat. “You know what the problem is? You’re lead poor! I love how you’re grinding. But the leads you have are weak and you have too few of them. You need to up your prospecting game. You need to spend more time at tradeshows and social media groups. Reconnect with our clients, and get introduced to their friends, and companies like them who would appreciate meeting us. To know what a lead looks like is to find a lead. Understand your prospect and the sales will come.

Take Action Quote

Bow hunter, inventor, and entrepreneur Fred Bear once said

Go afield with a good attitude, with respect for the wildlife you hunt and for the forest and fields in which you walk. Immerse yourself in the outdoor experience. It will cleanse your soul and make you a better person.

Lead generation is the same process. Until you wade into the forest of your prospects you’re not going to find them. Once you immerse yourself into their lives, you can understand what they value, what they believe, and what they think. To know a lead is to find a lead.

Support Our Sponsors

Science of Scaling Podcast

Here’s a link to the hot new The Science of Scaling podcast. If you’re looking to grow your business’s revenue and sales, this is the podcast for you. Follow the podcast so you never miss an episode. 

https://link.chtbl.com/tsos?sid=podcast.salesbabble

Pearl Diver

Would you like a super simple way of knowing in detail who’s visiting your website? Pearl Diver does that by sharing details on name, email, phone, address, and business website for anonymous visitors. If they’re looking at you they’re probably qualified.

Check out PearlDiver.io

 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is deeply understanding what buyers need, discerning if you can help,  showing what you have, and helping them to make a decision that is both good for their business and yours. See https://salesbabble.com

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

If so “babble me” an email here, or if you can’t wait chat with 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 Do First Things First When Selling #463

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How To Do First Things First When Selling #463

Have you ever been in a situation where a small mistake in the beginning messed up a deal at the end? This happens when you get impatient and try  to skip steps and push selling a little too hard. I just learned this the other day that impatience  is really entitlement. It’s thinking “how dare that prospect not sign on the dotted line “.  So it begs the question, what makes you so important? Who are you to make decisions for your prospects? Isn’t it their money they’re spending? Isn’t their problem they want to solve? Look I get it.  I know these mistakes because  I’ve made them myself and sadly it never goes well. What’s difficult is not overdoing it and finding that balance. That’s the topic for today

Today’s Chapter: Do the Difficult First When Selling

Each Seller is responsible for many tasks
Yet all tasks are not equal.

Do the difficult ones while they are easy.
Do the key tasks while they are small.
.
Great oak trees start from a single acorn.
Getting started is often the greatest struggle.

The Master Seller doesn’t make the sale happen.
They allow the sale to happen.
They let go of manipulation,
 cajoling and harassing.

They simply remind the buyers of
who they are
and how they can help.

No matter the length of the sales cycle
It all begins with a single outreach.

Today’s Story

Clearly Chris was working hard. Oftentimes the first to arrive in the morning and the last to leave at night. Given all the effort, Pat was surprised by the meager number of deals in Chris’s pipeline. One day Pat remarked,

“With all your effort, I’m surprised your sales funnel isn’t filled to the top.” 

Chris leaned back “I know I know but day after day I keep running out of time”.

Pat paused and then asked “I took a peak at your sales funnel yesterday and have some thoughts. Would you like to hear them?”

Chris’s eyes widened “Yes!” 

 “I noticed that many of the prospects are not well qualified and many of the deals have not engaged the decision maker. I also see you spend a lot of time fetching information for prospects who aren’t that interested plus devote hours to internal conversations at the office.. Any one of these things wouldn’t be a problem but all added together, they can overwhelm an entire day” 

Chris nodded and then Pat went on,

“Lao Tze said that the journey of a thousand miles starts with a single step. The most important task you have each day is to reach out and advance each opportunity according to where they’re at. Engage the buyers to advance the deals as they see fit. Busy work doesn’t bring value. Value is in the eye of the customers .“

Take Action Quote

Rushing into action, you will fail. Trying to grasp a deal you will lose it. Forcing a prospect to close, you will ruin all possibility of ever closing them. Too often the sale is lost to early mistakes so it’s best to prevent trouble from the start. 

According to the Book of Ecclesiastes

“There is a time for everything, and a season for every activity under the heavens”

The same is true when selling.

Discover, qualify, schedule, listen, each is dependent on the other.  Deals progress step by step. No steps can be skipped.  With patience and gratitude it’s best we allow the sale to happen of its own accord. Since you haven’t closed the deal, you have nothing to lose. Relax, have faith. It will all work out. 

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

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

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

 

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Master Selling is NOT a Numbers Game #462

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Master Selling is NOT a Numbers Game #462

Have you heard the idea that the more no’s you get the more yeses you will hear? This notion is based on the idea that sales is a numbers game. It teaches that the path to success is getting comfortable with constant rejection and hitting on everybody you meet hoping you’ll bump into a qualified lead. So it begs the question. When it comes to sales, is this the best strategy for lead generation a numbers game? Maybe sometimes?

Today’s Chapter: Weed Out Poor Leads

Like the farmer cultivating their crop
the Master Seller weeds out poor leads.
They refuse to play the numbers game
that more leads means, more sales.

They delight with qualified leads
providing each with patience and respect,
Knowing qualified prospects bear fruit.

Honing their knowledge
they waste little time on poor prospects,
knowing it’s not how many people they meet,
but the quality of those they serve.

Today’s Story

Chris turned to Pat and asked “When it comes to lead generation, what’s more important? Quantity or Quality?”

“Neither is better than the other “ responded Pat, “Different methods work better for different businesses. “

“What about our business?” queried Chris.

“Well” said Pat, “When it comes to marketing, especially in B2C, marketers cast a wide net to increase brand awareness. They focus on conversions. There is a real need for this.  But for B2B sellers, people like us, it’s all about the curated quality lead. 

‘How so?” asked Chris.

Pat paused and then responded,

“If you focus on a few qualified prospects, activities, and connections, you’re less distracted. And this is good because distraction can jeopardize deals. Choosing quality over quantity means we have fewer prospects to take care of. The prospects we have get more attention and buyers notice. 

When it comes to the relationship business I prefer less friction and  always favor quality over quantity. When you get a lead, do some vetting to see if they’re worth the effort. Qualifying the prospect beforehand or asking a few questions can make a big difference in your day. It’s the easy path.”

Take Action Quote

Lucius Annaeus Seneca the Stoic philosopher of Ancient Rome wrote  

It is quality rather than quantity that matters.

Now there is nothing wrong with quantity if you’re a marketer. But for sellers like us, the key to success is building relationships with prospects who value your products and services. Dialing or spamming a list that you bought may not be the best use of your time.  If prospects don’t see the value, why waste time trying to change their minds? Silly right? For master sellers, it’s a process of cultivation and curation.

At the same time it’s the road less traveled for your competition. So differentiate yourself with a compassionate ear. These are the behaviors buyers appreciate, plus it’s easier!

Habanero Media Network

You too can start a B2B podcast today. Listen to our other podcasts at Habanero Media and discover podcasting how can ignite your selling success.

This is the Cannabis Advocate Podcast 

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

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

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

 

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Where to Look for Leads #442

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Where to Look for Leads  #442

Today we talk about being lead poor, those times when you have  too few new opportunities. In those situations you are doomed to keep calling the same stale leads. Not only that, it can annoy prospects who want to buy, not not now. We talk about what we can do to generate new leads and get your sales organization back on track.  Where to look for leads, that is the question.

Today’s Chapter:  Great Source of all Leads

Stay awake to the news
Keep up on social
Seek referrals from clients
Attend networks coffee and tea

At the conference greet old friends
At the social, introductions
Referrals from client
Resource library and network events
Leads are to be found all around

Knowing there are no prospects
without leads
Listen
Look
All is a well that never goes dry
Infinite the opportunity

They are there for the seeking

Today’s Story

Revenue was starting to slump. Pat noticed the SDR team kept following up on the same stuck deals and the reason  was clear, they were lead poor. This would not do. 

Pat turned to Chris and said “Where are you getting these leads for the team?”  The same place we always do “ Chris said” that data leadgen company.”. Pat responded, “We need to mix this up. I’ve got an idea”. With that Pat  spoke to marketing for the latest trade show leads, called up 5 clients for referrals, then stopped by the library and downloaded 100s of leads from the Business databases. 

The next day Chris was amazed by how the CRM had a fresh set of leads. “Where did you find these?” asked Chris. “A little from here and a little from there.  Leads are all around us, If these leads aren’t qualified to buy they may know people qualified to buy. Like the sunrise and sunsets, each day brings us opportunity. We only need to look.

Take Action Quote

“Most people miss Opportunity because it is dressed in overalls and looks like work”

… said the inventor Thomas A. Edison.

I know that’s a little bit harsh but I get where Edison is going. Once we get fixated on a process, it’s hard to break old habits and get creative. It’s human to do the safe thing until it’s no longer safe. Be it social media or events, it’s important to always be on the watch for new leads. Don’t assume everyone of them is qualified, but do assume they may KNOW someone who is qualified. That’s how you multiply your efforts. And nurturing relationships in your network and existing clients is another great source to look for leads.

It’s like a well that’s never used up. You can pump and pump all day and it continues to provide fresh spring water. Leads are all around us, we just need to look!

Sales Babble Research Study

I just commissioned a research study to better understand the interests of listeners and the challenges they face. It will only take two minutes. Thank you for your help!

How to Connect with Pat Helmers at Sales Babble

Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com

You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast.  Look here https://www.salesbabble.com/sales-podcast-free-advice/

This is a production of Habanero Media https://habaneromedia.net

Got a Question?

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

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

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

 

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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. 

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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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