Category: Technology Sales

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When Selling with a Wingman Your Never Alone with Shruti Kapoor #425

Shruti Kapoor Sales Babble

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When Selling with a Wingman Your Never Alone with CEO Shruti Kapoor #425

Shruti Kapoor Sales BabbleShruti Kapoor is the CEO & Co-Founder of Wingman, an actionable conversation intelligence platform that unlocks insights from every sales interaction. As the co-founder of Wingman, Shruti was also their first salesperson who sold their first million dollars in revenue, single handedly. Despite being an outsider to the SaaS ecosystem and to the US, Shruti has successfully scaled the business, and was selected to the prestigious Y Combinator program, raised funding and staffing a team.  In this episode Shruti and Pat discuss the challenges sellers face and what technology can do to raise their productivity and success when selling.

Challenges and Consequences Sellers Face

I started by asking Shruti how when working with her clients, what are the fundamental challenges they face and the consequences of not overcoming those challenges.  Sellers are lonely, they are unsure if they’re approaching selling properly and they’re unsure where to go for help. Secondly, they feel their organizations and sales processes are disorganized. They yearn for order and the comfort of following a proven formula for success.

Actionable revenue intelligence. It’s one thing to collect sales data, but not a lot of help on how to use it. Most CRMS focus on the boss. Instead of focusing the data for the sales managers, how about focusing on data that helps the sales professional. How about focusing on coaching reps.

Y Combinator provided a structure for growth, partners for advice and hearing personal stories from highly successful entrepreneurs. She has been able to integrate those experiences into Wingman.  Voice to Text services are the foundation of Wingman.

how to get early customers to trust you when you don’t have a brand the product has limited functionality. How to find beta customers. Nor did they have a rolodex in the sales industry.

Sales Success at Wingman

Shruti believes there are two reasons Wingman has been a successful startup:

    1. When things are not working, they go back to customers and listen how they bought and what they like about the product.
    2. They focus on building a brand that highlights the companies strengths and illuminates the differentiators from other competitors.

How To Connect with Shruti Kapoor

– Website- trywingman.com
– Twitter- https://twitter.com/me_nder
– LinkedIn- https://www.linkedin.com/in/shrutikapoor

Thank Our Sponsor Wingman

I’m excited to share that Sales Babble has a new sponsor, Wingman. Wingman is an actionable conversation intelligence platform that unlocks insights from every sales interaction. You can use Wingman to record your calls, review deals, scale coaching and build a repeatable sales machine. Wingman uses best-in-class Automatic Speech. Recognition (ASR) and Natural Language Processing (NLP) algorithms specifically for sales.

Go to trywingman.com/salesbabble and get a free trial today. Wingman, your source for actionable sales intelligence. 

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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Marketing Hacks for Sales People  with Curtis Kieres #377

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Marketing Hacks for Sales People  with Curtis Kieres #377

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

Sellers Become Social Media Marketers

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

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

Goal Of The Sales Call

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

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

Marketing Hacks for Lead Generation and Sales

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

How To Find Curtis Kieres

You can find Curtis on social media.

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

 

Thank Our Sponsor Outreach.io

Imagine having a smart assistant, like an Alexa or Siri, join your customer calls, transcribe your conversations during the call, take notes for you, summarize action items and prompt you with relevant information (and coaching from your manager) right in the moment when you need it, not after the fact…

Outreach Kaia (pronounced KAYA) is an intelligent virtual assistant that brings together real-time sales enablement and advanced AI to make every sales rep more effective, every customer conversation more productive and every coaching opportunity more precise— so you can close deals faster.

If you would like to see Kaia in action, schedule a demo at click.outreach.io/salesbabble-kaia today!

 

No matter how well-prepared or experienced you are as a seller, customers will catch you off guard. And you have split-seconds to react.

Unlike traditional conversation intelligence tools, Outreach Kaia is changing the game with true conversation intelligence in real time— giving you exactly the information you need, to handle anything that gets thrown at you.

Say a prospect asks you about a specific product that just launched, that you’re personally still learning the ins-and-outs of. Kaia hears this question, and automatically displays a content card with all of the information you would need to sell that new product right there.

Schedule a demo at click.outreach.io/salesbabble-kaia to see for yourself and watch those deals stack up.

 

Thank Our Sponsor Habanero Media

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

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

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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Frictionless Selling with Anthony Coundouris

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Frictionless Selling with Anthony Coundouris

In this episode we meet Anthony Coundouris, author of run frictionless, a  book that helps founders scale  an organization that back fills their sales role.  Anthony does this by using a decision-making framework called the 4Qs.  Anthony and I walk through the 4Q’s and he shares advice on how to remove an organization’s  friction from a prospects buying experience.  If you’re frustrated with the barriers that make it hard for your customers to buy, this episode gives  direction on frictionless selling  and how to make buying as seamless as possible at your company.

What is Frictionless Selling?

Anthony wrote the book as a tool. He builds sales processes for asia pacific tech companies. The book was the education process to speed up his consulting. He has found that most clients don’t have a sales process in place. They think is the sales staff that has an issue. Instead of looking at individuals, he focuses on the organization.  Friction, or barriers that slow the buying process,  is not a sales problem, but a company issue.

Instead of replacing the founder with a seller who will never do it exactly the same way, better to build a resilient organization that seamlessly takes prospects through the buying journey. 

From Friction to  Frictionless with the 4Q’s

4Q’s is a quadrant that shows value provided by the organization and who would value that product/service.  to the customers

    1. Who we serve
    2. What we serve
    3. Who we are
    4. How we serve

Since Internal friction becomes external over time, anything you can do to eliminate friction the better.  Anthony mentions several pre-designed customer flows from the book that  improve sales you can use right away. We chat about how  business is being  turned away because the buying process is not being taken into account. 

How To Find Anthony Coundouris

To connect with Anthony and learn more about frictionless selling:

 

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 Frictionless Selling

Check out these past episodes.

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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Enterprise Sales with Mark Petruzzi and Paul Melchiorre #366

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Enterprise Sales with Mark Petruzzi and Paul Melchiorre #366

In this episode we have not one,  but two sales leaders,  joining us here on Sales Babble. They are the authors of the book titled  “Selling the Cloud”,  Mark Petruzzi and Paul Melchiorre share the key methods they developed, refined, and applied to become enterprise sales cloud software and technology experts.  This episode focuses on complex sales and software sales reps, but this episode is also a solid reference for anyone involved in any type of B2B sales. If you’re selling to multiple people in the room you’ll find the advice in this episode invaluable for sales success.

From Complex Sales to Enterprise Sales

Powerpoints have limits in their ability to persuade. Storytelling is a critical part of selling. They find success with the personal, seller, buyer and competitor stories. All of these attract interest and listeners can identify. 

This is especially useful in the enterprise sale: complex sale with many decision makers that typically have a very long sales cycle. Technology sales usually falls in this category. 

These selling situations have changed with advent of cloud software. Ensuring clients have great service forces companies to re-earn business year after year.

Enterprise Sales Superstars

What makes for sales superstar?  Consider the acronym CARE:

    • Creativity
    • Authenticity
    • Resilience
    • Empathy

If you can bring these characteristics to your buyers you will be successful.

How To Find Mark Petruzzi and Paul Melchiorre

You can find their book   “Selling the Cloud”  on Amazon
You are welcomed to reach on for all your enterprise sales and complex selling questions.

Thank Our Sponsor Habanero Media

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

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

Past Episodes

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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Selling Value and Not Solutions with Sara Larsen #358

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Selling Value and Not Solutions with Sara Larsen #358

In this episode we meet Sara Larsen, a tech sales professional from Stockholm who speaks with authority on how it’s the value, not the solution that catches the buyers eye. It is the responsibility of the seller to show how their product or solution fits in the context of the buyers business.  Showing the value is the surest path to generating applause at a demonstration.  When it comes to B2B sales and selling tech, Sara and Pat babble about the presentation process and the importance of selling value over tech solutions.

Technology of Selling Value

Take collaborative approach when presenting to a group. This provides  buyers with a strong sense they are controlling the conversation. In reality, it’s  the seller who has set the stage AND in control. They did this by enlarging their credibility to a level where the buyers trust what they hear  without needing to see a complete demo with their own eyes. This turns sales demos into a conversation about  value. The seller is selling value, not a canned solution.

Take Action

If you’re bored with what you’re selling, you  will never be successful. You must love the process, product and clients to truly excel. Find a product that touches your heart. Don’t be that seller who is working at the wrong company. Find a job that fits, today.

How To Find Sara Larsen

Sara is a strong proponent of video outreach, using technology that shares the whole person. If you connect with her, she will respond using Canned.me.     To connect with  Sara…..
Follow these links:
– Website – www.canned.me
– LinkedIn – https://www.linkedin.com/in/larsensara/

Thank Our Sponsor Habanero Media

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

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

Past Episodes on Selling Value

 

Headliner Audiograms

Check out this new tool I’ve been using called Headliner Cool stuff!

Sales Consulting To Grow Your Business

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

Image result for linkedinImage result for emailImage result for telephone icon

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

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

Got a Question?

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

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

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

Listening Options

You can find us on:

 

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The Elevator Pitch of Que PASA with Rajiv Nathan #356

Rajiv-Nathan-Sales-Babble

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The Elevator Pitch of Que PASA with Rajiv Nathan #356Rajiv-Nathan-Sales-Babble

In this episode we meet Rajiv Nathan, founder of Start-up Hypeman. Rajiv helps technology based SaaS start-ups  scale to success. He does this by leveraging Stories that define brand identity and convert buyers into clients.   According to Rajiv, the startup environment is  designed for failure.   9 out of 10 ventures fold and never become growing concerns. So how can luck be tipped in their favor?  Rajiv believes that story can shift this statistic.  He likes to start with the Elevator Pitch. 

Common  Startup Failures with the Elevator Pitch

Too often startup founders focus on building product as opposed to understanding the market. Startups zero in on features, guiding buyers to consider only the lowest price or perfect fit vendors.  When it comes to lost sales, founders often think “Buyers don’t get the vision”. But is that true? Maybe the founders failed articulating the vision.  This is where Story comes to the rescue . The first pace to define your story is the  Elevator Pitch: who you serve, the problem you address, the solution you provide and the benefits the buyers will experience.

Que PASA Pitch Method

The Que PASA pitch tells people what’s up and what’s happening to the business. It is designed around the elevator pitch: the bedrock of business communication.   The demo presentation, pitch deck, sales deck and marketing approach are all designed around the elevator pitch.

Value propositions are more wordy in his opinion.  A good example of a elevator pitch is FanFood.   The PASA is an acronym for

    1. Problem – lead the audience why you exist  with empathy
    2. Approach – share a path of addressing the problem
    3. Solution – explain specifically the way the problem will be solved
    4. Action – create a call to action that moves the customer to buy

Three Types of Customers

When selling Rajiv sees prospective customer in three types:

    1. Buyers who know what they want
    2. Buyers who know what they want BUT have been burned
    3. Buyers who want to be guided

First two groups are price locked. You are playing defense when selling to them.  The last group is open to possibility. A good story (in a sales deck) can provide guidance on how to go beyond the status quo. The third group will buy from you because they believe  you understand (1) them and (2) the market better than anyone else.

Take Action

During the next sales call delay showing the product as long as possible. Instead focus on the problems, issues, hopes and dreams long before you open up the home screen for the demo. By doing this, you exercise  the  Law of Influence: defined in Bob Burgs book the Go Giver..  Your influence is determined by how abundantly you place other people’s interests first.

How To Find Rajiv Nathan

Thank Our Sponsor Habanero Media

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

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

Past Episodes on Pitching and Startups

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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Sales Failure is a Rite of Passage with Kyle Coleman #345

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Sales Failure is a Rite of Passage with Kyle Coleman #345

Are you perfect? I know I’m not. In fact failure, has been a reoccurring event throughout my life. But it’s from that failure, I’ve found a path to success. Winning sales is founded on sales failure, which according to our guest is a rite of passage. Just like past guests Nikki Ivey and Josh Roth, this week we meet another member of SDR Defenders, Kyle Coleman. Kyle is a strong proponent for SDR, Sale Development Reps. They have cold calling responsibilities they shoulder day after day. In today’s episode, Kyle shares advice on cold calling confidence, professional growth, and why you need to work for a company that you believe in. Unless you’re 100% happy with your current job, this is the episode for you.

The Sales Failure We Overcome

Many sellers chase a paycheck instead of job that fits their lives. This is an accident waiting to happen. What separates the good from the great is how sellers respond to mistakes. Confidence is the ability to course correct, experiment and take action. Sales failure is sales opportunity.

Next be noteworthy. If you can stick out from the competition, you can find success. It’s a very noisy world. Get your buyers to STOP and listen. Do this by understanding your buyer persona. Know what matters to prospects and frame your solution to help.

Finding a Job That Works

If you don’t believe in the thing you’re selling, it will always hold you back. Kyle seriously vets employers before accepting a position. Do the same thing. Your next position, should set you up for a growth path. This position should create opportunity for you to grow your job skills. When you are successful in this new job, money and appreciation will follow. Don’t chase money, chase opportunity.

Take Action Advice Avoid Sales Failure

1. Wash you hands.
2. Focus on your LinkedIn network. Become known and grow your own brand.

How To Find Kyle Coleman

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 for SDRs

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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Return on Investment Buying with Frugalnomics with Tom Pisello #265

Tom Pisselo Sales Babble

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ROI Return on Investment Buying with Frugalnomics with Tom Pisello #265

Tom Pisselo Sales BabbleOur guest is Tom Pisello. Chief Evangelist at Mediafly. Tom, also known as the ROI Guy,  is a successful serial entrepreneur, popular speaker and author. He develops new practices to best communicate and quantify business value to ever more financially-focused, frugal buyers. Tom‘s latest book is The Frugalnomics Survival Guide – How to Use Your Unique Value to Market Better, Stand Out and Sell More and we talk at length on the importance of focusing on  return on investment buying.

Cold as Ice Buyers

According to Tom, the length of the sales cycle is increasing. Organizations struggle with purchasing. The internet provides so many options for buyers that  it’s hard to choose. He calls these buyers cold as ice. The solution is to focus on ROI in the buyers universe. The path Tom takes is Frugalnomics. He believes frugality has everything to do with your sales conversations.

Next as sellers we need to emotionally show buyers the issues they experience. We can do this with stories, examples and diagnostics. Don’t talk at length about why your company is great. Better to focus on the struggles the buyers face. Next move to the benefits they will experience if they choose your solution.

Frugalnomics Focus

Tom recommends sellers focus on the buyers challenges. In his experience they cluster around:
  1. Reduce legacy costs and cost avoidance
  2. Improve productivity of your people by streamlining processes
  3. Reduce risk and many levels:  security, downtime, compliance, etc.
  4. Grow revenue and scale growth
Cold calling it should be a process of teaching not pitching says Tom. Start by sharing insights and advice. This is how to open up a conversation that can build trust. Tom recommends a Socratic approach of discovery questions. The conversation becomes a guided dialogue. If the buyer is qualified,  interest in your product and solution will come naturally.

How To Find Tom Pisello

Sales Presentation Tips

Listen to past episodes on how to give a terrific sales demo 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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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.