You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. This is the 4th most popular tip in our Top 6 Tips from the Last 6 Months countdown:

384. Shy Sales Guy – Tyler Menke

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Here’s the 5th most popular tip in our Top 6 Tips from the Last 6 Months countdown:

318. 10 Cold Call Opening Lines to Use and 5 to Avoid – Jason Bay

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s been a really long time since I’ve done a top tips countdown. So over the next 6 days, I’m going to feature the top 6 tips from the last 6 months. Here’s #6:

382. Meet Your Prospects Where They Are – Seth Copple

“Humans are wired to do things together. We’re better together.” – Scott Ingram in today’s Tip 473

How about you? Did you already subscribe to the listener’s list?

Join the conversation below and thank you for being a part of this community!

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Let’s talk about community for a minute. I am a huge huge believer in the power of community. Sure I love bringing your the stories of sales success and these sales tips, but the most impactful thing I’m working to create is community.

As I think we’re all experiencing quite acutely right now. Humans are wired to do things together. We’re better together. When we collaborate and help each other. When we learn from each other. As you’ve probably heard over and over again, and hopefully seen in action, sales is a team sport. It’s hard to survive as a lone wolf, and now more than ever I think we need each other. A few weeks ago I setup a Google sheet for those on the listener list who get my weekly emails to connect. There they could list their information and a link to their LinkedIn profile and connect with each other. That’s a little thing. A much bigger thing is the Sales Success Summit. That’s where the community really comes together and one of the things that we do on the second Friday of each month, so this coming Friday is one, is come together on an attendee networking call, because I don’t want the Summit and that experience to be a one time, once a year thing. The goal is to foster those relationships and build that community all year long.

This week I’ve got a lot of really significant updates to share with them. Those individuals truly are the core of this community, as they’re the most active, and the most invested. You could almost think of it as a bullseye. In the outer circles are the most passive members of the sales success community. Those that perhaps occasionally listen to the podcasts. Move in to the next circle and you get to the regular listeners. Then you get to the real fans. Those who rarely miss an episode and they’re the ones who have typically subscribed to the listener list and will get sneak previews and updates before the less engaged parts of the community.

Finally, you come to the inner circles. First with those who have attended or have already registered for the Summit. Again, they’re committed and they’re invested, but like with any community. You get out what you put in. I would bet that if you reached out to David Weiss, Camille Clemons, or Alex Smith, to Jeff Bajorek, Dale Dupree, or Jacquelyn Nicholson and asked them about their experience and the value they get from this community. They will tell you they’ve benefited massively and I would tell you, its because they’re all-in.

There’s more that I’m working on to bring this community together and to create more opportunities for us to learn from each other. We might need to be physically isolated right now, and because of that, we should really be working hard to be connected socially. To be a meaningful part of a community, and if this resonates. If you value this content and the people who share it. I’d really like to hear from you. At the very least I’ll get you access to that “Connecting the Sales Success Community” Google sheet. If you’re interested in going deeper and becoming more active in the community. Let me know that as well and I’ll share more about what’s going on, starting next week once I’ve shared some of this with those who are currently holding a ticket to the 2020 Summit. Just email me: [email protected] and type “Community” in the subject line so I can prioritize your reply.

Thank you for being a part of this community at whatever level makes the most sense for you, and as always. Come on back tomorrow for another great sales tip. Thanks for listening!

“Get rid of the things that aren’t serving your goals.” – Scott Ingram in today’s Tip 472

How do you manage a full-time sales role?

Join the conversation below and check out the rest of the 4P on the Sales Success Stories Podcast.

The 4P Productivity Process for Producing Profit
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today over on the Sales Success Stories podcast I just released my full 45-minute keynote from last year’s Sales Success Summit on my own productivity process. The most common question I get is some version of: “How do you do all of this?” How do you manage a full-time sales role complete with a multi-million dollar quota, find the time to host multiple podcasts, publish books, host the Sales Success Summit, spend time with your wife and kids, workout and still sleep!

My superpower is this productivity process that I’ve spent the last 10 years, building and experimenting with. You can go listen to the full presentation over on Sales Success Stories, but here I thought I’d just share with you the first P in my 4P process, which is to Purge.

Get rid of as many distractions as possible. Aggressively unsubscribe from emails that don’t add value for you. Turn off notifications on your phone. Create an environment for yourself where you can do focused work with as few distractions as possible. Your technology should serve you, not the other way around. Technology is the tool. Don’t let your tech make you a tool.

If you want to be crazy aggressive. Do what I did and disable your Facebook account. I just went and checked the actual timeline. I did that for myself in May of 2017. I’m guessing that one move 3 years ago has probably saved me hundreds, and maybe even a thousand hours or more.

Get rid of the things that aren’t serving your goals. At least during the regular workday. Purge!

I think you’ll be glad you did. Give it a try and let me know how it goes. Then check out the rest of my talk on the Sales Success Stories Podcast.

Once you’ve done that. Be sure to come back tomorrow for another great sales tip. Thanks for listening!

“I think just digging in and being persistent but also being personalized were some real keys to getting through and to find that there are still a lot of companies posting jobs regularly and was really encouraging me throughout the process.” – Dan Grille in today’s Tip 471

How about you? Did you get a new sales job during this pandemic?

Join the conversation below and connect with Dan on LinkedIn!

Episode 90: Grit Personified with Gong’s top SDR Sarah Brazier
Dan Grille on LinkedIn
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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Dan Grille. Dan is a Sales Success Stories podcast fan who sent me a note about a week ago where he said quote: “I took this pandemic as my chance to get into SAAS sales.” And of course, I had to dig into the details of how he was able to run 5-week process during the peak of the Pandemic and land his new job at Form Assembly where today is actually his very first day. Here’s Dan:

Dan Grille: All right. So yeah, Dan Grille, SDR at Form Assembly and I brand new to SAAS sales. And when I decided I wanted to make the transition, it was, this pandemic was really hitting and I always told myself, If anything ever comes where I have a major career interruption, I’m going to get into software sales. So I decided, I had to really make the decision cause I had my up and down days, but I was like, “You know what? I’m going for it, something’s good it’s going to happen.” And I’m a hockey guy. So Wayne Gretzky said, “You miss a hundred percent of the shots you don’t take.”

So I had some sales experience, nothing in the industry. So the Sales Success podcast was huge for me to dive into notably episode 90. And just hearing what is working for SDRs and what’s valuable to their managers.

So in doing that, I found that personalized messaging was really important in differentiating yourself. So for me, I kind of found some companies made a list of ones that I thought I could fit into coming kind of in cold, I realized that I don’t have a ton of industry experience. So I decided to go after SDR roles where I could leverage my sales experience and learn the industry. And part of me proving myself would be actually getting through to decision-makers involved in the hiring process on not just a recruiter to say, “Hey, this is what I’m going to do for you guys.” Which really ended up working out when I got a personalized video through an in mail on LinkedIn to the director of sales who forwarded it and said, “You know, interview this guy.” So I guess, I was just, I probably applied to over 30 companies and I had heard back from a handful, but all it took was one and they haven’t been affected by this whole downturn at this time.

And I’m really excited to get in. So, you know, I had to treat it like a sales process and I had to be diligent and get my numbers in. But the more that I did research and dug and found ways to get my messaging through, the more I even got any response, whether it’s yes, no, or anything in between.

So I think just digging in and being persistent but also being personalized were some real keys to getting through and to find that there are still a lot of companies posting jobs regularly and was really encouraging to me throughout the process.

Scott Ingram: I hope you’ll help me congratulate Dan right now. If you’ll click over to DailySales.Tips/471 we’ll have a link to Dan’s LinkedIn profile where you can connect with him and tell him congratulations. We’ll also have a link to episode 90 of the Sales Success Stories podcast that Dan mentioned and that was my conversation with Gong.io’s top SDR, Sarah Brazier. It’s a killer interview.

Thanks for listening and be sure to come back tomorrow for another great sales tip!

“We don’t close sales, we open relationships.” – Mark Hunter in today’s Tip 470

How about you? Do you look at your customer as a bowling pin?

Join the conversation below and check out all the links!

Mark Hunter on LinkedIn
The Sales Hunter
A Mind for Sales: Daily Habits and Practical Strategies for Sales Success
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Transcript

Scott Ingram: You’re listening to the Daily Sales and I’m your host, Scott Ingram. Today’s tip is almost totally self-contained and even comes with a bit of bonus music. You’ll see what I mean. Here’s Mark Hunter:

Mark Hunter: I wrote the book “A Mind for Sale” to keep you out of the bowling alley. I’m Mark Hunter, The Sales Hunter and you’re saying what bowling alley? Well, let me tell you something. I find too many salespeople. What they do is they really view the customer is bowling pins. Bowling pins to be knocked over. In the book, I talk extensively about how your customer is not a bowling pin to be knocked over, but your customer is someone to create a relationship with. We don’t close sales, we open relationships. And when we open relationships, it’s amazing the level of business we can get from that customer, not get from that customer, but with that customer because we’re creating additional value. Additional relationships. We’re helping them see and achieve what they didn’t think was possible. It’s just some of the things I talk about my book “A Mind for Sales” and why I want you to pick up a copy, pick up a copy for your sales team, share it, learn from it. I’m Mark Hunter, The Sales Hunter.

Scott Ingram: For a link to A Mind for Sales, the video version of this tip (that’s why there was a little bit of extra music because Mark’s production values are always super high) and as always the transcript of this tip. Just click over to DailySales.Tips/470

Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Every step of the process, no matter how comfortable I make you. No matter how much we have this lovely vibe in the back of my mind, every step of the way I’m thinking how will you be on my team and how will you be with my customer.” – Amy Volas in today’s Tip 469

What do hiring managers really think? 

Join the conversation below and be sure to follow Amy on LinkedIn.

Amy Volas on LinkedIn
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Avenue Talent Partners
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Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: [email protected]

Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve actually got two tips for you from a series of questions that I asked Amy Volas. Amy is all about Enterprise Sales and Startups. She took her 20 years of real sales experience to start Avenue Talent Partners where she works with startups to help them build and scale their enterprise sales teams. She’s one of the best minds in the sales recruiting space. Here she is:

Amy Volas:  The question is what do hiring managers really think? And I’m fortunate enough to see all aspects of the equation, the candidate side, the hiring manager side, the current employee side. We are embedded with our customers and our candidates. And so this comes from seeing pretty much everything that you could see because of the business that I occupy. Hiring managers, what they think the most is, are you really able to do the job and how do I really find out if you are and how do I know that you’re not just telling me what I want to hear. And so what their thinking is. And I just had this conversation with a client today, this person’s talking too much. Are they going to do that in front of my buyer? So the number one thing that they’re thinking is how you are with me? And every step of the process, no matter how comfortable I make you. No matter how much we have this lovely vibe in the back of my mind, every step of the way I’m thinking how will you be on my team and how will you be with my customer. And so if you get too comfortable and you start dropping F-bombs or you can’t get specific or they ask you a simple question, it takes you 15 minutes to answer it. Those are all checks that go into the box of red flags that they need to investigate further. So that’s a really big thing that hiring managers really think. They’ll make you feel really comfortable. But in the back of their mind they’re always evaluating those two things.

Scott Ingram: Excellent. I always think you know the hiring process is a sales process. Run it like you would a sale.

Amy Volas: Exactly like your most important meeting cause it’s for yourself.

Scott Ingram: That’s right. That’s right. All right. Do you think you, it’s really matter?

Amy Volas: The question is do you think it’s really matter? And the answer is they sure do. Gratitude is a real thing and regardless of the outcome because I’ve had this debate on LinkedIn where people will say, “I don’t need to thank them. I said thank you on the way out and especially if I’m not interested in the role, I don’t need to thank them.” I will go to the depth of why that does not make sense to argue that point till the day is long and the reason being is you never know where your path will cross again with someone. And even though you might have realized in that time together that this isn’t a good fit, whether it’s an interview or a business meeting. Maybe these are the worst human beings you’ve ever spent time with and you hope that you never do it again and in the back of your mind you’re thinking, why do I need to thank them? You don’t know who they know. You don’t know all of the bits and pieces of the landscape of what’s going on and all you can control is yourself. And if you show gratitude and it’s two simple words of thank you and you follow up in earnest with that gratitude and thoughtfulness that goes such a long way and it has this boomerang effect of what you put out is sort of what you get back. I don’t like to leave any stone unturned, meaning I don’t want to leave anything up for subjectivity of the fact that we spent time together, and regardless of the outcome, I still can control myself and I can control the fact that I’m a good person. I’m a human. I thought about this, I spent time together. I appreciate that time. We both took time out. Here’s what I got out of it and even though it might not be a fit, I wish you the best of luck. That goes a really long way.

Scott Ingram: If you’re not already, you need to go follow Amy on LinkedIn right now. We’ll have a link to her profile and more at DailySales.Tips/469

Then make sure you’re subscribed to the podcast and come on back tomorrow for another great sales tip. Thanks for listening!