You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today is Tuesday, October 15th and we’re on to day two of the Sales Success Summit. If you’re one who listens to these tips shortly after I release them at 4:30am Central Time every morning, then you still have time to check out the live stream of the Sales Success Summit at top1.fm/live, although if you’re the type that’s that on top of these tips, then I have to imagine you’re that on top of the stream as well. That, or you’re listening to this and will soon be rejoining the experience at the Alamo Drafthouse with the rest of us.

In any case, here’s the second most popular tip from Q3. This is tip 176, from me actually. That’s pretty cool that I made my own list. Let’s listen to me talk about Overcoming Imposter Syndrome:

176. Overcoming Imposter Syndrome

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, October 14th and today we’re kicking of the Sales Success Summit here in Austin. Which means you’re stuck with listening to some of the best of stuff. The good news it’s pretty awesome stuff that’s worth listening to again, and remember you’ve got the live stream of the Summit going on at top1.fm/live AND you can check out those short interviews that Jeff Bajorek is doing from the Summit on the Sales Success Stories Podcast

In the meantime, here’s the 3rd most popular tip of Q3 from Jason Bay. This is Tip #242 on Warming Up Your Cold Calls.

242. Warm Up Your Cold Calls – Jason Bay

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today our countdown of the top tips from Q3 continues, but if you were looking for some new fresh content, make sure you’re subscribed to the Sales Success Stories Podcast. On Monday and Tuesday we’ll be posting some behind the scenes, short form interviews that Jeff Bajorek will be conducting at the Sales Success Summit. We’re going to be releasing those in near real-time, within an hour or two of the recordings, so keep an eye out for those, and remember you can watch the live stream from the event at top1.fm/live

Here’s the 4th most popular tip from Q3. This is Tip #240 from Todd Caponi on Empathy in Email Prospecting:

240: Empathy in Email Prospecting – Todd Caponi

You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. With the sold-out Sales Success Summit just two days away, starting on Monday, October 14th, I need a little bit of breathing room to deliver that event, so over the next 5 days, we’re going to do an extended countdown of the top 5 tips from Q3. I hope you don’t mind, and I still think there’s a lot of value in being reminded of some of these ideas. It was fun for me to discover the winners and relisten to them myself and I hope that’s valuable for you as well.

One last thing before we listen to the first top tip, If you’re listening to this anytime before October 15th, it’s not too late to register to get access to the free live stream of the entire 2019 Sales Success Summit sponsored by Outreach and Sales Hacker. Just click over to top1.fm/live

Alright, here is the 5th most popular tip in Q3. This is tip #177: Growth Mindset and Grit from Evan Kelsay

177: Growth Mindset and Grit – Evan Kelsay

“So once you gather all of this data, you were able to make quota and territory decisions that aligned. So it’s all commensurate with the opportunity.” – Lisa Welch in today’s Tip 265

How will you optimize your own territory?

Join the conversation below and share your thoughts!

Lisa Welch on LinkedIn
Xactly Corp.

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 got a tip for you from Lisa Welch that’s geared a little more towards sales leaders. If you’re an individual contributor like me you may want to share this with your own leadership as there are some solid ideas here. Lisa Welch is the VP of Enterprise Sales at Xactly where she’s responsible for the company’s largest accounts and a team of 10 people. Here she is with today’s tip

Lisa Welch: Hi! my name is Lisa Welch and I’m the VP of enterprise sales at Xactly Corporation. I wanted to talk to you today about understanding territory optimization from the ground up. The problem is that every company that wants to be successful must focus on mapping out territories that are in theory, viable and equitable. It’s important to ensure everyone has a fair chance of being successful, but there are many factors that influence this, so it can be very difficult to do. The Peanut Butter Strategy. In essence, spreading one quota across an entire region has been proven wrong. Yet many companies still do it. It’s the only thing they know how to do. The tip I share with you is that oftentimes there is hidden data at a company that needs to be pulled out to inform how to create territories properly. For instance, items like how many sales reps a company has, how many partners that might be in their ecosystem, how many field sales reps they have, et cetera, et cetera. All of this data can be accessed, but it requires a lot of research and collection, plus cleansing, usually done in a Salesforce type of environment. And this is something that territory planning tools can absolutely help with. So once you gather all of this data, you were able to make quota and territory decisions that aligned. So it’s all commensurate with the opportunity.

Scott Ingram: For more about Lisa and Xactly, just click over to DailySales.Tips/265

Then come on back tomorrow for another great sales tip. Thanks for listening!

“Write down a list of the things that you know you need to do every week and then assign them a time and a date. Make sure that you commit to getting those things done because sometimes that’s the only way you can make sure that they can happen.” – Jeff Bajorek in today’s Tip 264

Do you have a planning problem?

Join the conversation below and check the links to the previous tips in this series!

Jeff’Bajorek on LinkedIn
208: You Don’t Have a Closing Problem
243: You Have a Rapport Problem
250: You Have a Process Problem
257: You Have a Strategy Problem

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’s tip comes from Jeff Bajorek. This is part 8 of Jeff’s 16 part series that he kicked off back in tip #208 called “You Don’t Have a Closing Problem.” Here’s Jeff with today’s installment:

Jeff Bajorek: You don’t have a closing problem. You have a planning problem. Now, this should go without saying, but the only way you’re going to be successful is by doing more of the things that will make you successful. And the best way to do more of those things is to plan for them in advance. Now, what are your most important priorities every week? Are you waiting until Monday morning to decide or are you thinking about it on Sunday or even the week before? What does your calendar look like and do the most important activities that you need to do on a weekly basis? Are they scheduled somewhere? Do you have time blocks set up so that you can execute on those most important priorities? Or are they just something you’re going to get to cause while you know they’re real important. Yeah, Until all the little red circles on your phone pop up and your colleague pops over to your desk or that customer calls with a fire that needs to be put out. Would your calendar convict you of being a sales professional? My friend Mike Weinberg likes to say that, and he also likes to say that nobody defaults to prospecting mode. So if you’re not planning your most important and sometimes your most uncomfortable activities to do, even though you know they need to be done when you don’t want to do something, finds a way of not getting done. Now we’re going to talk about discipline a little later, but write down a list of the things that you know you need to do every week and then assign them a time and a date. Make sure that you commit to getting those things done because sometimes that’s the only way you can make sure that they can happen. And as I said before, the only way you can be successful is by doing more of those things that will make you successful. You know what they are. Now’s the time to set aside the time to make sure that they get done.

Scott Ingram: For more about Jeff and for links to the previous tips in this series just click over to DailySales.Tips/264 that’s also where you’ll find the video version of Jeff’s tip. Then at the very least follow Jeff on LinkedIn and say hello. He has been such an important contributor to the broader Sales Success Community and he’s going to be here in Austin next week at the Sales Success Summit along with Jason Bay, David Weiss, Jack Wilson, Evan Kelsey, Warwick Brown, and a few others that you’ve heard sharing their tips and ideas here. Over on the Sales Success Stories podcast, Jeff will be doing some short live interviews at the Summit and we’ve got a system in place where those will get posted just an hour or two after he finishes recording them. So make sure you’re subscribed to the Sales Success Stories podcast as well so you can hear some more greatness from Jeff Bajorek.

As always we’ll have another great sales tip for you tomorrow. Thanks for listening!

“I’m using social proof in a way that makes the client that we help the hero versus our solution. And we’re doing that by telling a story that relates to the prospect through a challenge.” – Jason Bay in today’s Tip 263

Do you name dropping your clients you’ve worked with?

Join the conversation below and let us know how you use social proof in your cold outreach!

Blissful Prospecting
Jason Bay on LinkedIn

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 is Jason Bay day. Jason from Blissful Prospecting is back like he is every week with another great prospecting tip for you. Here he is:

Jason Bay: So one of the things that we’ve been doing a lot of testing with is how we utilize social proof. And one of the things that we can do as salespeople is really tempted to share the slide in our sales deck with a prospect to show all the awesome logos we’ve worked with or we’ll say; Hey, we’ve worked with Amazon and Google and all these other companies. And what I wanted to do is give you some tactics that you can use that are much more effective than. Because a lot of the science around selling based on emotion or our logic and sort of how people buy based on emotion or logic. We’ll show you that if you’re too logical, sometimes you get the prospect into a very logical mode and they look for ways to shoot down why they’re not like those companies that you’ve worked with or why you’re not going to have time for them because you’re working with all these other people and it just go down this logical rabbit hole. So what I wanted to share with you is two methods here that you can use instead of just saying; Hey, we’ve worked with the Amazon, Google, or whatever other companies you’ve worked with.

So tactic number one that you can use, and it isn’t only gonna work if your solution helps your clients find more clients. So if you’re a marketing type of solution, SAAS, you’re selling marketing solutions or sales solutions. And let’s say that you’re, one of the verticals that you help your clients with is getting into the automotive industry. So let’s say some of your clients have connected with Ford and Toyota. You can share those companies in your cold outreach. So instead of saying; Hey, we’ve worked with Ford and Toyota, in this case you could say; Hey, you’re very similar to a client we helped here and you put the client name in, connect with Ford and Toyota using our method, our solution, our platform, whatever and else it might be. So you can share companies that the prospect would also want to work with.

The second one that you can do is tell a story. So avoid the ROI altogether because the ROI is very relative. When you think about it, the percentage is very relative to probably the stage at which the company is and percentages and dollar amounts are just so subjective like all across the board. And it might not be as relatable as telling the story of how you help them. So let’s say that you have worked with a big company like a Ford or an Amazon and maybe you feel like it might not be relatable to the company and reaching out to you. And that’s like maybe the only company you have in your Rolodex of clients that you’ve worked with. Well, you can relate through a challenge too. So this is something that this is someone I’m prospecting to right now. So I’m just using it as an example. They have performance management software. It’s a SAAS solution for HR professionals to help measure employee performance. So instead of talking about the percentage increase in engagement, what we say is; Hey, you know, not sure if you’re having challenges with performance management, but we recently helped Ford with this type of challenge where their employees engaging with the employee performance management software and now their HR team loves using our solution because it’s eliminated the drudgery of spreadsheets, word documents, and manual tracking. And it wasn’t sure if that’s a challenge you might be having with manual tracking and having to do this outside of your guys’ performance management system. So something like that, you’d probably refine that and get a little tighter. But again, I’m using social proof in a way that makes the client that we help the hero versus our solution. And we’re doing that by telling a story that relates to the prospect through a challenge. So what I’m curious is how you utilize social proof in your cold outreach. So check out the comments. Those are all linked back on the show notes and let us know how you use social proof.

Scott Ingram: If you’ll click over to DailySales.Tips/263 we’d love it if you’d comment on this tip and let us know how you use social proof in your cold outreach.

Once you’ve done that, make sure you’re subscribed to the podcast and come back tomorrow for another great sales tip from Jeff Bajorek!

“Don’t provide too much information about what to expect.” – Walter Miltenberger in today’s Tip 262

How you can use a personality to send effective meeting invitations to anyone?

Join the conversation below and learn more about Walter!

Crystal Knows
Crystal Knows Book
Schedule a Meeting Ebook

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’s tip comes from Walter Miltenberger. Walter is the marketing manager for Crystal Knows and handles their Enterprise Sales, and if you don’t already know Crystal, it’s an application that uses social media to predict someone’s personality and then tell you the best way to communicate with them to elicit a response. Here he is with today’s tip:

Walter Miltenberger: Hey Everyone, Good morning! This is Walter from Crystal Knows. And today I will be giving you Daily Sales Tip. Today’s tip is how you can use a personality to send effective meeting invitations to anyone. As sales professionals, we’re all aware that when we can get people to meet face to face or over the phone or through a video chat, it’s a much more productive conversation. But it can be difficult to convince them to invest the time required to do so. So how can we do that more effectively? So what we’re gonna be talking about today is using personality to do that. So just a little bit of base knowledge here. We’re going to be talking about DISC, which is a personality framework that categories his personalities into a few different categories.

So those are D for Dominance. I for Influence, S for Steadiness and C for Conscientiousness.

So each of us and our prospects has a primary DISC type in one of those categories and sometimes we can have a Secondary DISC type. But for today we’re going to be talking about the Primary DISC types.

So for D – Personality types, these are going to be people who are the more straightforward and decisive type of people. They are going to prefer when you get right to the point of what you want to be discussing. So when you’re inviting a D type to a meeting, don’t tiptoe around the subject or draw out the conversation any more than necessary. Just concisely share why you want to meet and then request a specific day and time. A do tip here is going to be to quickly summarize the goal of the meeting. The don’t tip is going to be to provide too much information about what to expect. Don’t provide too much information about what to expect.

I – Personality types, these are going to be outgoing and excitable people, so pretty happy, pretty outgoing type of people. They’re generally going to prefer a casual request with optimistic and inviting language and they like to have meetings over food. So if you suggest to meet over lunch, over coffee, that’s gonna go over pretty well with them and try not to communicate too much in writing before the meeting. They like to communicate in person or over the phone. So just try and do mostly communicating in person. Do mention the most intriguing thing that they can learn from this meeting that’s going to make them really want to see this meeting and meet with you. Don’t set the meeting too far in advance. I-types are pretty flexible with their schedules. So you go too far in advance. It’s likely that it’s gonna have to be, you know, rescheduled. So try and do it as early as possible.

S – Personality types. So these are personable and really caring personality types. So they’re going to take a little bit more time to feel comfortable before committing to a meeting. So it’s important that you don’t pressure an S-type to meet immediately. You want to make sure that they have more than a base knowledge about who you are and what you want to do. So take the time to build that sense of familiarity, introduce yourself, share the details about your purpose and once they’re comfortable, then they’re probably going to enjoy getting a chance to have that meeting with you. So do let them know that you are available for questions before the meeting when you send the invite and don’t focus too much on what you want out of the meeting.

C – Types, these people are going to be more reserved analytical personalities, so they’re going to prefer meeting requests that are clear and specific and are focused on giving them a thorough overview of what you’re going to be discussing in the meeting. So let them know how long it’s going to take, what they should have prepared for the meeting, and definitely be ready to answer lots of questions. C-types are going to be pretty analytical, so expect lots of questions from a C type. So do set the expectations for the meeting discussion. Don’t use overly casual language.

All right. There you go. By using personality to send your meeting invitations that you can be much more effective at sending those invitations and getting responses and scheduling them. Thanks. Have a great rest of your day.

Scott Ingram: Crystal really is a pretty cool tool and you can go to their website and start a free trial. Additionally, I suggested to Walter that he run one of their prediction profiles on me so you could get a sense of the output. The result is pretty accurate and you’ll also see it compare Walter and I and make recommendations on how to deal with me in a variety of situations. You’ll find that document as well as links to more about Crystal and a new book that they just launched this week if you’ll click over to DailySales.Tips/262

Thanks for listening and come back tomorrow for another great sales tip.

Crystal – Predicted Profile – Scott Ingram

“I can’t tell you how excited I am to be able to share this with everyone and again it’s all thanks to the support of Outreach and Sales Hacker and I hope you’ll support them in return.” – Scott Ingram in today’s Tip 261

If you were hoping to join us then you need to go as quickly as you can to Top1Summit.com to grab one of the last tickets to the full in-person experience.

Join the conversation below and fill out the form to access the live stream for free!

2019 Sales Success Summit
Watch LIVE
Sales Hacker
Outreach

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 have perhaps the most valuable tip that I’ve ever shared for you IF you’ll act on it, and I’m trying to keep from shouting because my family is still asleep upstairs as I record this. As you hopefully already know the 2019 Sales Success Summit starts one week from today on October 14th here in Austin. Over the course of two days, there will be 18 presentations and panels and 11 hours of pure content, all from the top 1% level sales performers that I’ve had on the Sales Success Stories Podcast. The event is basically sold out. As I record this Sunday morning, there are just two seats left, BUT thanks to a sponsorship from Outreach and Sales Hacker you can access a live stream of the entire event for free! Every single one of those presentations is going to be available for you, and the quality should be solid because we’re investing a lot in the production. All you have to do is click over to top1.fm/live and fill out a super simple form. Then do me a favor and encourage EVERYBODY you know in sales to do the same. I can’t tell you how excited I am to be able to share this with everyone and again it’s all thanks to the support of Outreach and Sales Hacker and I hope you’ll support them in return.

Oh, and if you were hoping to join us then you need to go as quickly as you can to Top1Summit.com to grab one of the last tickets to the full in-person experience.

Thanks for listening, thanks for sharing this tip with everyone you know, and be sure to come back tomorrow for another great sales tip!

“Find that one thing, put it into your own and this is how you create your own style of sales.” – Vincent Matano in today’s Tip 260

How do you develop your own style?

Join the conversation below and feel free to share your ideas!

Vincent Matano on LinkedIn
Vincent Matano on Sales Success Stories Interview
Demandbase

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 got another clip for you from my interview on Sales Success Stories with Vincent Matano, the top sales development rep at Demandbase. I love this little insight that he shared:

Vincent Matano: It’s just about seeing what works and what doesn’t work for you. I always say this, that sales is a copy and paste business. Take something from somebody, put it into your own style, right? Maybe one particular person does something that you really like about the rest of their style of selling yet you don’t like. Find that one thing, put it into your own and this is how you create your own style of sales. And I think that’s what I did. I was shadowing a lot of the members here at Demandbase. My manager, Kevin Rooney is a beast and he gives us free range to figure out what works like I mentioned and run with that. So I think that was really helpful for me where I was able to shadow all these different types of people. Figure out one thing I liked from them and throw it into my own style, and that’s something that that helps me succeed in the role.

Scott Ingram: One of my hopes is that these tips and the Sales Success Stories interviews give you some of those ideas that you can copy and paste and experiment with and incorporate into your own style and your own process. If you haven’t yet checked out the full interview with Vincent, it’s a good one. Just click over to DailySales.Tips/260 where you’ll find that link as well as a link to his LinkedIn profile. While you’re there you can join the listener list as well, because I’ve got some pretty significant updates coming over the course of the next couple of weeks and those on that list will be the first to hear about them.

Then come back tomorrow for another great sales tip. Thanks for listening!