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The Orange Squad with Dean Petrulakis #351

dean-petrulakis orange squad

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The Orange Squad with Dean Petrulakis #351

BREAKING NEWS: Announcing the Orange Squad!

In response to the pandemic,  guest Dean Petrulakis  has created a collective of “Creatives” called the Orange Squad. His goal is to nurture a network of like minded individuals that will collaborate on work, projects and personal growth.  To my (Pat Helmers) good fortune I’ve been honored to become a member thanks to  Michelle Kelly. Today, December 15, 2020,  the Orange Squad is officially launched to the public.

dean-petrulakis orange squadIn this episode, founder Dean and I talk about the formation, structure and aims of the Orange Squad. We talk about the nature of creativity and the power of networking. Given the diverse membership of the Orange Squad, it’s unclear the exact course it will take. But Dean is certain, given the nature of creativity, the squad will serve the world with generosity and a smile.

But….. what’s this got to do with sales?

Lots.

Dean is the Senior Vice President of Sales at LCP . We discuss how prospects buy on their own terms and how sellers must respect that process. We talk about relationship building and nurturing clients for more business. Most importantly, we emphasize the necessity for sellers to be creative in their relationships since it’s the foundation of selling success.

What’s a Creative?

What is a creative?  That term is under dispute but to make it simple, it’s any professional who uses creativity to push the bounds of their art. In the case of the Orange Squad  e.g marketing, writing, graphics, podcasting, event planning, health trainer, etc…   Creatives are collaborative and work for results beyond monetary wealth. They believe if you do what you love, the money will follow.

The Orange Squad of Creatives

Dean shared some of the plans to bring positive change to the world:

    • Website with insightful blog posts on the process of creativity.
    • Jam Session webinars that delve deep into the rabbit hole of creativity.
    • Podcast that facilitates, asks and answers insightful questions about the nature of creativity.

At first glance, the Orange Squad may look like a marketing agency. But that’s not the purpose of the collective. We believe in the power of networking and admit business may come from these relationships.  However business is not the ends, only the means. According to the website:

Your imagination inspires the rest of us. No joke. You are creative beyond belief. Ideas light the way for your workmates and family and friends. As your creative self grows, so does your career. ExpoNENtially. Our best self is oftentimes found in the embers of our creative fire. We feel the future and it is BRIGHT.

The Orange Squad is your community to explore, excite and accelerate creativity.

Take Action Orange Squad Advice

Dean shared three points sellers can  take action in their professional careers:

    1. Genuinely invest in your existing clients. Generously give your time, advice and all  you can do to help their success.
    2. Be careful if money is your guiding light. When you take a transactional view of business, business will vanish.
    3. Invest in process and develop trust. Play the long game knowing you will get what you give.

How To Find Dean Petrulakis

This Dean on LinkedIn

This is the Orange Squad

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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Sharetivity Startup Sales Features with Ankesh Kumar #334

Sharetivity

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Sharetivity Startup Sales Features with Ankesh Kumar #334

Sharetivity Sales Six weeks ago our guest Ankesh Kumar visited Sales Babble to share his new startup Sharetivity. This tool is designed to help sellers personalize their outreach when prospecting on LinkedIn. Ankesh happily sponsored Sales Babble in order to get beta testers to try the tool and get real user insights. The feedback loop worked and he’s now able to iterate on the tool and create new sets of features and functionality. In this episode he explains these features and how they increase the likelihood of converting a LinkedIn lead into a real qualified prospect. Make sure and listen to the end for links to the free chrome extension.

Each Thursday afternoon we host a conference call for Sales Babble listeners. It’s called a Telebabble.  As you just heard, I asked Mike Slowik to join us today and share. He values  meeting like minded sales professionals and building relationships and wisdom around the craft of sales. What he said was spot on. Meet Mike and other listeners this Thursday. Go to the SalesBabble.com and look for the link to the Telebabble. You only need a phone, no video is allowed. Come dressed as  you are, wherever you are. There are no dumb questions, it’s pure selling secrets for non-sellers. See you Thursday.

Sharetivity Features

The buyer experience should guide the selling process. By looking at common connections, you can build a relation and reduce the time for personalized outreach. Sharetivity does this by helping sellers find a common topic with  insight.

During the  startup process, entrepreneurs are urged to get quick feedback on new tools. The goal is to limit wasteful energy that builds features nobody wants. Some of the findings from Sales Babble listeners include:

    • What people do on other social accounts (Twitter, Facebook, Instagram) does not reflect on what they do professionally. Most people are not marketers building a brand!
    • Sellers care about the “goings on” of their target markets: Company PR, blog articles, competitive news, influencers, and media postings. A new feature has been added to track these interests.
    • New features have been added for following newsletters and making it easy to share to prospects.  Anonymous emails are provided to limit cluttering YOUR email.
    • New features have been added for following LinkedIn contacts and alerting any postings.

How To Find Ankesh Kumar and Get Sharetivity

You can find Ankesh:   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 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 Tools

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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Build a Daily Sales Activity Process with Lisa Torrez #320

Lisa Torrez Sales Babble

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Build a Daily Sales Activity Process with Lisa Torrez #320

Lisa Torrez Sales Babble

Lisa Torrez shares advice on how to apply and secure a new job. As a recruiter she has placed 100s of candidates and know what works and what doesn’t. Secondly, as a quota carrying sales professional, Lisa walks us through her  daily sales activity process. Lisa shows how daily goals, add up to weekly sales. She breaks it down step by step.

Where Sellers Get it Wrong

Lisa works with many professional sellers and consistently sees gaps in selling skills:

    • Not consultative
    • Just get the order attitude and not seeing the big picture.
    • Your selling goal: be the person your clients reach out to when they have a problem to solve
    • Become their subject matter expert in their industry

Sales Activity Process

As a sellers your task is to have your prospects understand the value proposition you  bring to the table.
Once they see the value they will close themselves.

Daily behaviors include:

– 75 Cold calls a day
– 10 connects a day with some kind of response e.g call, email, or LinkedIn Inmail
– 10 client visits per week
– 2 starts a week

Time block activity every morning, follow up on contacts with an email.

Sales Tip: Mornings are best for calls (mostly goes to Voice mail) email weekly blasts on thursday and fridays.

How To Find Lisa Torrez

You can find Lisa on LinkedIn. Got a question, reach out to her!

    • https://www.linkedin.com/in/lisa-torrez-8588a93/
    • https://www.linkedin.com/company/fraser-studios/
    • https://www.roberthalf.ca/

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 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:

 

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How to Optimize Sales through Marketing with Josh Ramsey

Josh Ramsey Salese Babble

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How to Optimize  Sales through Marketing with Josh Ramsey

Josh Ramsey Salese BabbleJosh Ramsey helps business owners and leaders better understand their unique industries, set goals and KPIs, and lay out powerful marketing strategies that will help them dominate the competition across every advertising medium. In this episode Josh share 8 examples marketing sales professionals can use to attract and optimize sales through marketing.

Guerilla style marketing

Optimize your sales through marketing with the following actions:

    1. Follow prospects in social media and start commenting.   Become known through the  marketing department who will introduce you to the decision makers.
    2. Send handwritten letters.
    3. Prepare a knock down list of who you want to talk to based on their persona.
    4. Send articles on the industry with a handwritten note.
    5. Create a strategic message and focus on the perception of the messaging.
    6. Have 7 touch points of prospects before they become aware of you.
    7. Use postcards with an introduction. Next send a larger postcard then lastly,  send a box with something interrupting AND memorable.
    8. Define your
      1. Persona – B2B- identify a specific person
      2. Target Market – B2C – demographic core

How To Find Josh Ramsey

You can find Josh online with links and advice on how to optimize sales through marketing. Here are the links below:

josh@jrcmo.com
www.jrcmo.com
972.832.2487
in/joshuaramsey/
/JRcmo
thestrategicpoint
@Joshua Ramsey

 

Thank Our Sponsor Habanero Media

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

Download “Why Your Business Needs a Podcast” here.

Past Episodes

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:

 

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How to Sell Around the CoronaVirus #312

Corona Virus Sales Sell

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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:

 

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PREP Your Personality for Sales with Barry Saltzman #311

Barry Saltzman Sales Babble

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PREP Your Personality for Sales with Barry Saltzman #311

Barry Saltzman Sales BabbleIf you take the time to  understand a person’s personality, you can be more successful persuading. That’s according to guest Barry Saltzman.  Barry  is a seasoned “hands-on executive with 30 years of experience in both public and private organizations. Barry has been responsible for Global Sales,  Leading and Managing Complex Service Organizations. As a leader hs has successfully turned around a $60m distribution business.  In this episode Barry describes a psychometric assessment tool called PREP that provides personality analytics to help sales professionals become more successful when selling.

Understanding the Stressed Personality

PREP is a psychometric assessment tool that provides analytics for managers and professional staff. It is similar to DISC, BANK, Strengthsfinder and Meyers-Briggs,  but with a twist.   Most assessments  analyze the 4 quadrants of  personality. PREP  looks at stress levels and how they differentiate.

Why?  Personalities change under stress. It’s used my managers to better manage and coach their teams. For sales reps, it’s used to further understand themselves and partner stronger with clients.

Instruction Manual for Understanding Staff

PREP has three elements:

    1. Provides self awareness – how you communicate you solve problems
    2. Natural state in low stress
    3. How you adapt the impact of stress

By understanding yourself and what works, you can read a prospects Linkedin profile with success. Staff who use PREP are 70% more effective reading others and tuning their selling skills accordingly.

Take Action Advice

Put yourself in the mind of others. It’s all about them it’s not about you. Stop talking about features and benefits. Spend time better understanding. Set your ego aside. Listen.

How To Find Barry Saltzman

Website:   Prep-Profiles.com
Twitter: @SaltzmanEG

Thank Our Sponsor Sales Nexus

Sales Nexus tip for this week – Video Voicemail

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

Past Episodes Sales Personality Test

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:

 

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How to Sell with NLP with Paul Ross #299

ross jeffries sales babble

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How to Sell with NLP #299

ross jeffries sales babble Our guest is Paul Ross, author, speaker, trainer, Master Hypnotist, and Master Practitioner of NLP (Neuro-Linguistic Programming.). For the past 30 years, he’s taught tens of thousands of people the power of language to persuade, sell, heal, turn stumbling blocks into stepping stones, and pain into passion. In this episode Paul shares how to sell with NLP from his new book “Subtle Words That Sell: How To Get Your Prospects To Convince Themselves To Buy And Add Top Dollars To Your Bottom Line!” 

What is NLP

Neuro linguistic programming is a technology that maps and models the human genius according to Paul. The field is based on Dr. Milton Erickson’s language patterns and hypnosis work.  It’s a way of using language to structure someone’s consciousness, shape decisions and drive behavior.

For sales professionals you’re not selling a  product or service. Paul believes you’re selling decisions and good feelings about decisions buyers make. The sellers task is to get prospects to trust their own decision making process. Why? Buyers are overwhelmed and overstimulated with  technology and the media.  It’s difficult to make a decision. Sellers must buyers focused and pay attention before they can make a buying decision. That’s the foundation of how to sell with NLP. 

NLP Selling Examples

We talked about how the sellers goal is to think about the state of consciousness they  want prospects to be in. When a seller is artfully vague, their prospects will fill in the blanks for themselves. Talk benefits, limit facts at first. Use implied relationship words  e.g  “Before we explore this marketing plan together…… “  Use words like share, we, together, and promise. These words give buyers the sense that they are in a relationship with you.

Pattern Interrupts

People think and behave in fixed patterns. It’s a necessary tool to deal with the complexities of life. When you interrupt a pattern, people become suggestable.  He calls it a mind stutter.

Objection handling example: we already have a vendor, of course you do, you wouldn’t be in this business if you didn’t have one. Control your own state of mind with the right attitude and beliefs using language in a powerful way.  For example reframe a cold call as an opportunity outreach or you’re not a salesperson,  a decision service technician. Get into the right state that is neutral and compassionate. Focus on breathing and body.

Take Action Advice

Be mindful of the words you use that shape your decisions and drive your behavior.

How To Find

Here are further links to connect with Paul and learn how to sell with NLP and succeed.  This is his website  speakerpaulross.com

To get a free download of his book text the word “subtle” to 76626

Past Episodes Persuasion in Sales

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

Got a Question?

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

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

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


Listening Options

You can find us on:

 

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How to Automate Follow Up with a CRM and Craig Klein #295

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How to Automate Follow Up with a CRM and Craig Klein #295

In this episode guest Craig Klein, president and CEO of Sales Nexus, discusses the challenge of lead follow up. Craig and Pat chat about the issues sellers and sales managers face nurturing leads. We then go into problem solving mode and discuss strategies and tactics that can be used to leverage the power of a CRM. The key is to automate follow up with a set and forget solution.

CRM Conundrum

The biggest failure in sales is follow up. On average sellers follow up twice when they need to follow up at least 8 times. What are some of the characteristics to automate follow up?

    • Lead nurture is a necessity for follow up. Automating the process demands having a CRM.
    • Use a drip campaign for the majority of leads who never get back to you.
    • Follow up emails should not  be salesy.   Instead they should share free advice similar to blog posts.
    • Simple little emails is the focus to automate Follow Up

KPIs Matter

We talked at length on what data to collect and when. The most important metrics are KPIs, Key Performance Indicators:

    • Every business is different. Don’t take the metrics out of the box, focus on data that make sense for you.
    • Number of  calls, number of new leads are a good place to start.
    • Focus on little details e.g seller collected 100 qualified  leads.  But ask the question,  is the target industry correct? Is the size of organization correct?

CRM Value to Manager and Seller

Configure the CRM in a way that adds value to both seller and sales manager. Make the CRM the source of all leads. Don’t forward the leads via email. The desire for new leads will keep sellers in the CRM. Inconsistency shows up when leads arrive all over the place. It’s a killer when you hope to automate follow up.

How To Find Craig Klein

Craig is easy to find on the internet!

Past Episodes on Sales Tools

Look up past episodes with advice on how to automate follow up and use tech to engage prospects.

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

Got a Question?

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

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

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


Listening Options

You can find us on:

 

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How To Beat The Bots and Keep Your Sales Job with Anita Nielsen #293

Anita Nielsen Sales Babble

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How To Beat The Bots and Keep Your Sales Job with Anita Nielsen #293

Anita Nielsen Sales Babble

Our guest Anita Nielsen is a sales performance consultant with over twenty years of experience in B2B sales and support. As an advocate for salespeople, she is dedicated to coaching and equipping these professionals for success.  With a bachelor’s degree in psychology and a master’s in business administration from the New York Institute of Technology, Anita is uniquely positioned to help salespeople adapt and thrive. Anita lives in Chicagoland so we met live at the NIU campus to discuss her new book Beat the Bots –How Your Humanity Can Future-Proof Your Tech Sales Career

Sales is Human to Human

According to Forrester artificial intelligence will eliminate millions of B2B sales jobs by 2020.  Anita disagrees. Complex sales is not automatable. B2B sales is nothing like order fulfillment with a finite set of decisions. Complex sales is as defined, complex.  The way to beat the bots is to leverage vulnerability and empathy. People want authentic relationships and sales people can do that in a way no algorithm ever can. 

Value Matters

According to Anita, the best way to keep your sales job is to focus on value. She breaks value down into three layers:

    1. General Layer – the value inherent to the product or service
    2. Company Layer – the value the company adds beyond the product or service
    3. Personal Layer- how the seller adds value to the experience of the product and company

People purchase from those who have their best interest in mind. This is not automatable and the path to beat the bots.

Motivating Elephants

Jonathan Haidt studied how humans makes decisions. He breaks this into two parts: a Rational system and an Emotional system. Consider this in the context of an elephant and a rider.   The rider is the rational  system, the elephant is the emotional system. The rider needs to persuade the elephant where to travel. The way to move the elephant is to focus on both, realizing the elephant (the emotional side) is very very large. Start with the emotional, then move to the rational.

Remember you’re selling to a human, not a company. Don’t assume you know their values. Instead discover with questions and authentic conversations before taking action. Being genuine, is what differentiates you from the rest. This kind of behavior  makes you irreplaceable.

Take Action

Anita believes that both delighting AND endearing selling makes you indispensable.  Relationships with customers that are true and authentic pay off. Your customers will have your back when it comes time to change  and make buy. Focus on endearing.

How to Find Anita Nielsen

This is her company  LDK Advisory Services    

This is her book Beat the Bots –How Your Humanity Can Future-Proof Your Tech Sales Career

Selling With Confidence Sales System

This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

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.


Past Episodes on Building Relationships with Sales

Listening Options

You can find us on:

 

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Networking Tips – Don’t Sell on the Spot with Zach and Jessica DeVries #292

Devries Interview Sales Babble

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Networking Tips – Don’t Sell on the Spot with Zach and Jessica DeVries #292

Devries Interview Sales BabbleIn this episode our guests Jessica and Zach DeVries return to share networking tips. This is the second of two parts with part one: Stuff You Can Learn From Door-to-Door Sales.   It’s not about what you know but who you know. We also discuss the pareto principle and how it’s applied to selling.

Networking and Relationship Building

Too often sellers miss the point of selling. When they first meet a prospect they try to pitch immediately.  Wrong!   Instead build relationships, get to know them. Instead of pitching on the spot, learn about their needs, and who they might know.  Here’s a networking tip: make your goal to be the person people think of when they hear someone is buying/selling in your business.

In the case of Jessica it’s buying or selling a house. In the case of Zach, it’s bespoke clothing – custom sewn to a person’s body. This is a business built around guys who don’t like shopping, but want to look good.

Sellers are Entrepreneurs

As a couple they coach each other. Neither have ever had a bad day on the same day.  They value each other’s advice. Their philosophy if it’s meant to be it’s up to me. Sales allows you to be in charge and you get to decide who you want to work with.  Lastly, introverts can learn from extroverts and vice versa. 

Take Action Advice

Zach recommends you make a list of all  the things you do everyday. Circle the 3 things that develop business:

    • being in front of people or
    • calling them to set an appointment

Jessica mentioned the Pareto principle ( Italian economist who found 80% of wealth owned by 20% of people. This principle cuts across many disciplines). Her recommendation:

    • Work on problems in groups of top 3 issues/tasks
    • When you meet people take a genuine interest in others, ask more question and you’ll be your authentic self.
    • Ask 3 questions before you start talking about yourself.

Believe in Yourself

    • Learn how to take a compliment. Many don’t. Why? People can’t convince you, unless you’re already convinced yourself.
    • Believe in yourself. Have confidence in your ability.
    • Confidence comes from repetition. That’s your biggest networking tip.
    • Napoleon Hill  said that patience, persistence and perseverance are a powerful combination.

How To Find Jessica and Zach Devries

Jessica

Zach

  • On Instagram @zdhaberdash
  • LinkedIn
  • https://www.tomjames.com/ZacharyDeVries/

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This online course helps non-sellers who aspire to grow their persuasive skills in order to find great leads, close more sales and accelerate their business. All this and at the same time, not be pushy! 

Click below and learn how you can start selling with confidence today.

Selling With Confidence Sales System

Got a Question?

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

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Past Episodes on Sales Skills Training

Check out these past networking tips episodes to keep the babble babbling today!

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