Category: Startups

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Business and Marketing Strategies That Work with Jason Van Orden #290

Jason Van Orden Sales Babble

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Business and Marketing Strategies That Work with Jason Van Orden #290

Jason Van Orden Sales BabbleIn this episode we meet digital marketing expert Jason Van Orden. Jason is the  author and former host of the Internet Business Mastery podcast. Jason’s podcast and marketing course shaped Sales Babble in its early years.  Jason and I babble  about business and marketing strategies. Next we discuss  the sales process and how to find the perfect audience for your products and services. Lastly, we discuss how marketing has changed in the last six years and what you can do to stand out from the crowd.

Top 3 Strategy Questions

Ask yourself the following questions regarding your market:

    1. Who are you serving ? Who do you want to benefit from your expertise? If you’re unclear about that, you’re marketing and sales campaign will fall flat.
    2. What is the outcome your customers want? What are the results that matter to them?  You should focus on the needs, outcomes and aspirations. Don’t get overly fixated on the solution. This is a common mistake. Instead define messaging in terms of outcomes. When speaking about outcomes, the solution will naturally come up during conversation.
    3. What is the the conversation they’re are already having in their mind? Speak in this context since they are already open for a solution.

Marketing is harder due to the fact the noise level has gone up. Listen don’t talk. Don’t make any assumptions.  Have true conversations everywhere you go: conferences, network meetings, zoom calls and coffee meetups. Interview  about challenges and ask about stories and experience.

Not Leading the Witness

Don’t do this and say “I have this idea and I want to know what you think….”    People will tell you what you want to hear.  Instead search for an unmet need and then see i you’re a fit. Use their own words and language to market and sell to them.

When you use their words they will say “Wow it’s like you’re reading my mind!”   Instead of telling,  have empathy and walk in their shoes. Jason mentioned the book the Mom Test by Rob Fitzpatrick, How to talk to customers & learn if your business is a good idea when everyone is lying to you.

How To Find Jason Van Orden

You can find Jason here at https://jasonvanorden.com and you can find him on social media:

Selling With Confidence Online Sales Class

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Sales and Marketing Alignment

Here are other episodes that delve into business and marketing strategies from the past. Listen now!

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Why You Need a Killer Business Plan with Peter Mehit #232

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Why You Need a Killer Business Plan with Peter Mehit #232

My guest Peter Mehit delves into to the importance of having a business plan. We observe how the skills that make great entrepreneurs, are not the skills of a great CEO. Entrepreneurs and sales professionals are known for taking quick action. But too often they do so without a plan. This is the death of many companies. Peter is the author of the book  “Killer Business Plan” . In this episode we learn how a business plan is what’s needed to take your business to the next level.

Hope for the Best, Plan for the Worst

If you don’t visualize the destination, nor understand where you’re at, you’ll not know where to go. As business professionals we need to have a clear idea where we’re heading. Business plans are important to decide where you’re business is going.

Peter paraphrased former guest Geoffrey Moore and Adoption Curve guru stating the skills of an entrepreneur  are not the same ones to grow it. Entrepreneurs can make immediate decisions, but lack the skills for long term planning. We each need to be CEOs and see our business as a machine. Instead of living in a world of response, we need to move to a world of planning.

Any Plan is Better Than None

A simple business plan made with business cards and a poster board might be more than adequate to get started. You need to understand WHERE you want to go. You need to learn discipline and ask:

  • Who’s the customer?
  • Why would they buy?
  • Are they in your geographic area?
  • Is it about you, or the customer?
  • Is it about what the CUSTOMER wants?
  • If you’re selling to everyone, you’re selling to no one.

To earn raving fans you have to target them and their taste, values and the things they care about.

When Sales Are Flat

If sales are flat, look at your products. Ask….

  • Are they still relevant?
  • Where could they become relevant in another market?

You could be at saturation, or you’re no longer competitive. It could be time to move on. Or it could be time to find a different market for your product.  You may need a marketing plan which is a subset of a business plan, the biggest part of the plan. When complete, test! Take something from AGILE planning, trust but verify.

Thoughts on Business Model Canvas

Business Model Canvas  is a diagram taught in business schools for starting a business plan.   Peter believes it’s a good starting point, but only that, a starting point. You should be able to logically explain the steps described on the canvas. Otherwise an investor’s going to take a pass. Think beyond the creation and manufacturing of your product or service. Focus on how you’re going to sell it and grow revenue.

Take Action Plan

  • Visualize clearly who you’re selling to
  • Know what they’re about
  • Always ask am I talking to the right person
  • Always ask am I doing the right things

Unless you’re checking yourself, you’re wrecking yourself – Peter Mehit

How To Find Peter Mehit

You can find Peter and  Custom BPS here:

His “Killer Business Plan” 3 part book is available for you. Send an email to pmehit @ custombps.com and get a copy of the book for free!

Past episodes mentioned:

How To Grow Business

Here are past episodes to keep up the conversation. Listen today!

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Bitcoin, Business and the International Blockchain Conference #230

International Blockchain Conference Sales Babble

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Bitcoin, Business and the International Blockchain Conference

International Blockchain Conference Sales BabbleI attended the 2nd International Blockchain Congress in Chicago. The Innovation and Development Foundation hosted the conference along with Microsoft. The day-long event took place in the heart of Chicago at a state-of-the-art AON Center conference facility. It was a great experience containing keynotes, panel discussions, lightning talks, fireside chats, ICO pitches, workshops and breakout group sessions. We talked Bitcoin Business Blockchain and all things crypto throughout the entire event.

 

 

 

 

 

 

 

 

Charles Kwon Sales Babble

 

 

 

 

 

 

 

Blockchain Business

This is the link to the conference www.ibcongress.io/ibc  They hosted a terrific event!

Shout Out for Bitcoin Business and Blockchain Help

I interviewed a number of people at the conference. I’d like to share a special shout out to the following contributors to this episode and my journey in the Cryptocurrency space.

To learn more on Bitcoin, Business and the International Blockchain Conference click the “Babble Me” button at www.salesbabble.com

 

 

 

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Making Sales in Startups with Sean Higgins #225

Sean Higgins Sales Babble

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Sean Higgins Sales BabbleMaking Sales in Startups with Sean Higgins #225

Sean Higgins is a Residence at Techstars and founder of ilos where he led sales from 0-1Million+ in annual recurring revenue. Sean specializes in helping new companies use outbound sales tactics. The goal is to validate product-market fit and get early traction in the selling process. In this episode we talk about making sales in startups.  Get those first 10 customers today.

Solve a Problem

Ideas are cheap so what’s really needed is problem solving. Successful startups keep this in mind. Sean believes entrepreneurs should address the hardest problem in the room and keep at it.  Too often startups mistakenly focus on hyper viral growth. Most business don’t work that way. Better to find a group of customers that you can serve and grow gradually.

Yes you need to have a long term vision. But focus on what makes your business better NOW.  There are two types of businesses:

  • Traction Based Company – have $10K month revenue
  • Team Based Company – pre revenue raising dependent on a quality proven team

Success is more likely if you validate a business with recurring revenue. VC fund companies who are proven winners. 0-10 customers is where you coalesce your ideas: the value proposition, the pitch, biggest pain points and how you fit in that situation.

Big 3 Questions

Sean has three questions sellers should ask and answer:

Why anything? Explain why your category matters and why prospects should consider a new solution.
Why us? – Explain why people should pick your company. Every founder has an origin story. The story tells why they built the business  and how they differentiate. Tell stories.
Why now? – This is the most difficult challenge for startups. Motivate prospects to buy now by showing how you address a real problem instantly.

When To Pivot

The way to know when it’s time to pivot is to have as many conversations as possible. If there is no interest, you’re chasing failure. Pivot! A pipeline without closed sales is not for real. There are two tiers of sales:

  • 0-10 it’s all about discovery
  • 10-100 – it’s about sales automation, social selling, process and tools.

Connect with as many prospects as you can and ask: why anything, why us, and why now. If people don’t get what you’re saying, you’re not explaining your category, your company, or your value.

Sales Automation Tactic:  FunnelAI social media data scraper for finding leads. It creates the leads when companies share they are being challenged and under stress.

Warning: when content marketing, give 5 contents of value before asking for a sale.

How to Find Sean Higgins

The promo code: SALESBABBLE

Entrepreneurial Mindset

Here are other past episodes digging deeper into startup sales.

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What’s Not Working In Sales Today with Brandon Bruce #204

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What’s Not Working In Sales Today with Brandon Bruce #204

Brandon Bruce grew up in a tiny California town of 800 people where he only had one classmate at a school with outhouses as their bathroom. He went from these humble beginnings to now Cofounding and growing Cirrus Insight to $12 million in revenue and #41 on the Inc. 500 list (after a six-year rollercoaster of sales success and setbacks). Today Brandon and I discuss what’s not working in sales today.

Times Have Changed for Sales

Cold emailing and cold calling still work, but not as well as in the past. The internet is changing consumers behavior.  They are spending more time alone shopping and comparing before calling the sales line. It used to be that growing a big email lists was the path to success. But it doesn’t work as well as it did in the past. People can smell a pitch a mile away. A small list of targeted prospects is better.

Sales Solutions That May Work

Be eminently reachable – post your calendar online and let people find a spot that works for them.

Use email prudently asking for advice and help if you’re a startup:

  • Hi I’m a founder like you, 
  • I’ve created a new application, it does THIS,
  • I’d really appreciate it if you would download, and give it a try
  • then give us some feedback on it and  tells us what we did right and not right
  • We’re very open for feedback.

In this example you’re not selling but asking for advice. Kill them with flattery, by not selling, but getting them engaged. Be vulnerable and admit  you may not have the answer, but you’re open for feedback. This is authentic. Pushy sales is what’s not working in sales today.

How to Find Brandon Bruce

Brandon on LinkedIn https://www.linkedin.com/in/brandonbruce/

Website https://www.cirrusinsight.com/

Twitter @cirrusinsight

Babble me to enter the drswing for Brandon’s swag!

Business Development

Listen to past episodes to find ways to grow business quickly.

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How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Sales Babble Secret Lingo

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Sales Babble Secret LingoHow To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values.  Once you learn their lingo, you can quickly discern and serve this market.

Five Step Process

In his book Jeffery outlines a five step process for discovering your prospects secret lingo.

  1. Understand your ideal clients perspective
  2. Create familiarity and comfort
  3. Style – build one that matches your target
  4. Pricing – Use whole numbers for high-end customers
  5. Words – use language they speak

How To Connect with Jeffrey Shaw

To find Jeffrey Shaw, his book,  and the free secret lingo giveaways go here:

  • Lingo mediate kit Inforgraphic
  • Free Chapter of his book
  • Audio version of the first chapter of the book
  • The full book on Amazon
  • LinkedIn
  • Twitter @jeffreyshaw1

Go to Jeffreyshaw.com/sales 

How to Learn About Your Ideal Client

Here are past episodes that speak to the importance of knowing your ideal client.

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How to Pitch Shark Tank with Michelle Weinstein #184

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How to Pitch on the Shark Tank with Michelle Weinstein #184

Michelle Weinstein is a sales strategist who specializes in helping entrepreneurs learn how to sell without selling and without being sleazy. She pitched on Shark Tank and raised over $1M for her last Company placing products into Costco & The Vitamin Shoppe. In this episode she shares the story and the fundamental elements of a strong pitch.

Elements of a Pitch

On the TV show Shark Tank. Michelle was pitching a protein bar business and after a multi-step vetting process she was able to pitch before the “Sharks” only to be shot down. Due to significant coaching for the show, she learned you must your authentic self. If you’re a fake, people won’t trust.

  • One minute to make an impression.
  • 10-20 seconds you will be judged
  • Practice your elevator pitch over and over and over
  • Make it memorable
  • Make it catchy
  • Make it niche enough then be  more niche
  • Know your audience

Take Action Advice

Go take action, too often people don’t take action. Fear is in their way e.g. afraid they don’t know what’s going to happen, afraid of rejection, afraid of failure. She believes you do the market a disservice if you don’t’ reach out and offer your products and services.

Pat’s Pitch Template

Here is an example format that may help….
I help __________________ people
in  _______________ kinds of industries 
who have ___________PAIN or DESIRE___________
by providing __________SOLUTIONS_________
that provided BENEFIT BENEFIT BENEFIT 
Then ask… is that you?
Write this up and read it outloud 20 times until it rolls off your tongue easy peasey.

How to Find Michelle Weinstein

As she shared on the podcast, she is the Pitch Queen.

Go to http://www.thepitchqueen.com/

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Entrepreneurial Mindset

Here are past episodes for the startup and entrepreneurial minded. Listen today!

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How to Hire a Sales Rep that Hits the Ground Running #174

Sales Babble How To Hire a Sales rep

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Sales Babble How To Hire a Sales RepHow to Hire a Sales Rep that Hits the Ground Running #174

In this solo episode we finish up the second part of a two part series with advice on how to hire a sales rep that’s a perfect fit for you. Last week we talked about how to get a job, this is the other bookend of the conversation. Inspired by a previously published LinkedIn post , this episode gives practical advice to discover how a candidate sales hires will act on the job. Stop guessing. Know for fact, your candidate will hit the ground running.

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Why Hiring is the Sales Managers Most Important Job

The lifeblood of a fast-growing startup is it’s team. People are the foundation of every organization.  Building a thriving culture, hiring skilled individuals and forming an amazing team creates rapid success. It’s not easy. But it’s something within your control. Given that revenue growth is the key success metric,  your first sales hires are paramount.

Steps For Hiring Reps That Hit The Ground Running

Don’t use the resume as the primary mechanism for assessing ability. Give candidates a series of tasks to demonstrate they have great selling skills:

  1. Author job ad using all your market skills. Know and describe your IDEAL employee
  2. Ask them to call you when they apply
  3. Validate they sound like professionals on the call
  4. Give them a written set of questions
  5. Go over the questions and resume. Qualify them
  6. Give them a presentation/demonstration task
  7. Invite them to lunch
  8. Give them an offer (given they pass all previous steps)

When you give candidates tasks that represent selling skills, you can better assess if they will fit into your organization. Don’t believe what people tell you, believe what people show you.

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How To Build Your Own Accelerated Hiring Process

This podcast episode was inspired by a LinkedIn article with the same title published in June 2017.

Pat has an entire hiring process available for managers who want to meet and exceed their hiring goals.  Contact Pat here to get a copy of your own customized 8  page hiring process to find quality hires, you never fire. 

Image result for contact meIt’s frustrating and time consuming spending all your time on hiring. Yet it’s the most important job you have. Let me help you grow an elite sales team. Contact me today. 

 

How to Manage and Hire Sales Teams

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SlideBean in the Media

The free cloud-based presentation tool that is storming the business world with head turning content is being lauded by the press:

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Kaizen Health The Birth of a Technology Startup #154

Kaizen Health with Mindi Knebel

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Kaizen Health with Mindi KnebelKaizen Health The Birth of a Technology Startup #154

Today we meet Mindi Knebel, CEO of Kaizen Health.  Kaizen Health is a technology startup  that merges the advances in ride-sharing (Lyft and Uber) with the challenges of getting patients to their medical appointments.  Kaizen Health hosted a launch at 1871 in the Merchandise Mart in Chicago. Sales Babble attended the launch, with a microphone!  

In this episode we meet the staff of Kaizen Health and hear the story of the birth of this technology startup. 

Bunker Labs

Mindi’s company works out of Bunker Labs, an incubator focused on helping veterans launch new ventures.  Mindi partners with her father who is a veteran.  Last spring our host attended a pitch fest at Bunker Labs (see How To Pitch a Startup here) to witness the first time Mindi presenting Kaizen Health.  She knocked it out of the park and won the Bunker competition in July 2016. 

Launch Party

Pat recorded this live with the help of his wife (shout out to Denise!) at the Kaizen Health launch party.

  1. Mindi talks about Kaizen and how it got started
  2. We meet Jim Knebel of business development and former colleague
  3. Next we  meet Rey Shallwani of Client Solutions who discussed the challenges of building a business
  4. Later we visit meet two representatives  of Mount Sinai Hospital of the beta clients, Care Manager Nurse  Lilian Davis  and Care Manager Nurse Kim Rees-Parham.
  5. Jim talks about the complexities of automating a process with insurance companies
  6. Lastly we  heard advice on startups (See below).

Sales Advice for Technology Startups

In the interview the staff recommended entrepreneurs to:

  • Draw upon your network to learn the market
  • Draw upon your network to find beta clients
  • Listen to your beta customers and draw upon their experiences
  • Be passionate about your mission, investors will follow

How to Find Kaizen Health

You can find Kaizen and staff at:

Listen to Other Startup Episodes

 

 

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How To Sell a Software App with Jason Criddle #149

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How To Sell a Software App with Jason Criddle #149

Jason Criddle is the founder of the Smart App Company. In this episode Jason walks us through the story of the roll out of the Smartrapp app. They started with zero sales and grew it to success. We talk about how to sell a software app and the power of  building an Idea from the prospective of an  investor. Also how you should build a  business from the perspective of customers, how to present a need to engage qualified prospects, the importance of building a beta product to get market feedback and then how to ask for the sale and scale those sales up.

Jason is the author of the bestselling book Outgrow – Become Valuable. Today’s conversation shows a concrete example how Jason did exactly that.

An Idea Does Not Make a Business

To go from ideation to creation takes work. Jason shares tips on this process on how to sell a software app, as well as how to start a startup. We  kicked off the conversation with the concept that the IDEA does not make a business. It starts with revenue:

  1.  Make a Sale: The way you know you have a business is when you make your first sale.  Make your first sale to an investor.
    • Build your idea  from an investors perspective.
    • Build your business from a clients perspective
  2. Present a Need – instead of telling ask if they have a need you can fulfill (See the film Wolf On Wall Street)
  3. Build a Beta Product – Listen to users  and analyze data. Knock on doors and build rapport.
  4. Ask for the Sale – Get users to buy, whether or not they agree to buy provides tremendous input to your product
  5. Build an anchor client ( a recognizable customer build trust and rapport).
  6. Follow Up!

How To Find Jason Criddle

To learn more about Jason and how to sell a software app you can find him here:

http://jasoncriddle.com/

http://thesmartrapp.com/

https://www.linkedin.com/in/jasoncriddle

https://www.facebook.com/thesmartrapp/

People can also get in touch with Mr. Criddle by downloading The Jason App from the App Store or Google play.

Startup Mindset

Here are some other episodes the discuss the entrepreneurial mindset. Listen now!