We’re doing a countdown of the top 3 tips from Q1. Here is the second most popular tip from Richard Hellen
24: 3 Things All Sales People Need to Know and Master – Richard Hellen
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A Daily Podcast and Blog for B2B Sales Professionals
By Scott Ingram
We’re doing a countdown of the top 3 tips from Q1. Here is the second most popular tip from Richard Hellen
24: 3 Things All Sales People Need to Know and Master – Richard Hellen
By Scott Ingram
I thought we’d try featuring the best of the show for the next few days now that Q1 is behind. I’m going to countdown the top 3 tips by # of listeners and engagement in the next three days: Here’s #3 from Matt Heinz
By Scott Ingram
“Do know the only limited resource that we really face in business is actually time and resources and that’s why it’s so important to make sure that we apply our time and resources to where we most likely to get a successful result, not just for us as a seller and our own sales organization, but also for the customer.” – Tony Hughes in today’s Tip 76
What’s happened inside your organization to cause you to want to change the way you’re currently operating?
Join the conversation below and share your thoughts!
Tony’s Blog
Tony’s Youtube Channel
Tony’s Podcast Interview
Tony’s Speaker Website
Tony’s Sales Methodology Website
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’m excited to share a tip with you from Tony Hughes. Tony is an international keynote speaker, best selling author, leading professional selling educator, award-winning blogger and the most read LinkedIn Author globally on the topic of sales leadership. As an experienced CEO and company director with 35 years of sales and business leadership experience his is ranked by Top Sales Magazine as the most influential person in professional selling in Asia-Pacific. Here he is:
Tony Hughes: I’m Tony Hughes and I’d love to talk to you about the really important topic for anybody in business and sales of qualification. Do know the only limited resource that we really face in business is actually time and resources and that’s why it’s so important to make sure that we apply our time and resources to where we most likely to get a successful result, not just for us as a seller and our own sales organization, but also for the customer. So when you think about qualification, there’s a lot of frameworks out there that give us acronyms that help us really think about this process. The most common one has got four pieces to it and it’s called “BANT”. It’s an acronym that stands for “Budget, Authority, Need and Timeline”. And the basic concept is, does the person that I’m talking with, do they have a budget that they can spend? Do they have the authority to make the decision to actually make a buying decision and sign something? Is there a genuine need? And do they have a defined timeline? But here’s the reality with any qualification framework, and there’s lots, there’s others called mandate and nutcase all kinds of frameworks. But here’s the thing, clients don’t like salespeople trying to qualify them. So we need to really blend the process of qualification and discovery together. When we work with people and beyond those basic frameworks of qualification, in my opinion, there’s two really important things. The first is to what to degree will the person we’re speaking with give us accurate information. And then the second thing is to what degree would they give us access to key people inside their organization? Those stakeholders that really formed consensus for them making a decision. And the degree to which the customer will work with us in providing us with information and access to me is the thing that determines whether we should work with them. So every time you get a sales lead come to you, there’s a really important question that you should ask. You should ask the person what’s happened inside your organization that actually caused you to think you need to change the way that you’re currently doing things. And based on that information that they give you, you can start to engage and you can ask them who are the key people internally that are effected? What does your business case look like internally for being able to fund this and actually make it happen? So just remember when it comes to qualification, go beyond those basic frameworks. People don’t like qualified. Blend your qualification questions with discovery questions. Always do your homework so that you can show that you have some insight. Always turn up with a relevant point of view to earn access, but then really ask them questions about what’s happened in the organization. Get the information you need to identify, do they have a strong business case for change? And then you need access to the people in that organization that formed consensus for change. So that’s probably the really important thing with qualification. And if you open well, you’ll find the closing becomes a natural logical next step with people. And you take the stress and pressure out of selling. I’m Tony Hughes and you can find me at RSVPselling.com or on TonyHughes.com.au
Scott Ingram: Really solid stuff from Tony. Especially this idea that for every lead that comes in ask: “What’s happened inside your organization to cause you to want to change the way you’re currently operating?” What have you found to work best in your own qualifying efforts? Join the conversation at DailySales.Tips/76, on that page you’ll also find links to Tony’s blog, YouTube channel, podcast interviews and more.
By Scott Ingram
“A story, if broken down into its simplest form is a connection of cause and effect. Cause and effect is how we make decisions, which is literally what you’re trying to earn from your prospect.” – Dale Dupree in today’s Tip 75
So what’s your story?
Join the conversation below and tell us about your story!
Dale’s LinkedIn
Dale’s Twitter
The Copier Warrior – Selling Local Podcast
68. Attention – Dale Dupree (2 of 5)
61. Radically Educate – Dale Dupree (1 of 5)
Scott Ingram: Your listening to the Daily Sales Tips podcast and I’m your host Scott Ingram. Dale Dupree is back today for part three of his five part series for links to the other tips in this series. Hop over to DailySales.Tips/75 where we’ve got them all nice and cross referenced for you. Here’s Dale Dupree, The Copier Warrior and Leader of the Sales Rebellion.
Dale Dupree: This is tip number three right here on the show. We’re talking about my reason theory, which is to radically educate and share one’s narrative. Today is all about the ”S” inside of reason which stands for Story. Story serve a purpose inside of communication. It’s where we can make a meaningful impact on the conversation and draw out the individual who was entertaining our pitch. The purpose of telling a story is to help them understand that you are truly trying to build credibility while doing it differently than anybody else. And so when you give your story to a prospect, the idea is to tell your tale. Be Vulnerable because undeniable curiosity and making encounter feel like an adventure. Talk about what’s important to you and how it applies to them and the relationship that you’re going to be pursuing. A quick fact is that stories activate the entire brain and speak to your prospect on a completely different level.
So let’s talk about that for a second. Some science behind storytelling backs this theory up. It’s quite simple. If we listened to a cold call that has the same old crap that we’re used to hearing or we see a PowerPoint presentation with boring bullet points. Only certain parts of the brain get activated. There language processing parts of the brain where basically you decode words into meaning and that’s it. Nothing else happens. It’s why you get bored or lose attention when being presented to through slides during the monday morning meeting at the office. But when you’re being told a story, things changed dramatically. Not only are the language processing parts in your brain activated, but any other areas in your brain that you would use when experiencing the events of the story. So for example, if someone tells you about how delicious certain foods are, your sensory cortex lights up. If it’s about motion, your motor cortex gets activated. A story, can put your entire brain to work. Now all of this is interesting, but why is it so important to my reason theory? Well, if we know that we can activate our prospect’s brain better if we tell them stories, then the simple answers this, A story if broken down into its simplest form is a connection of cause and effect. Cause and effect is how we make decisions, which is literally what you’re trying to earn from your prospect. There yes, decision to meet you. So remember, stories are primal and they invoke raw emotion, emotion that allows your prospect to see past the noise of the typical sales call and to better understand why they should meet with you.
Scott Ingram: So what’s your story? You don’t have to tell us the whole thing, but we’d love it if you’d share an element or to maybe even create some undeniable curiosity. So join the conversation at DailySales.Tips/75 where you’ll also find links to all things Dale Dupree then come back next week for the fourth part of his five-part series and come back tomorrow for a tip from Tony Hughes.
By Scott Ingram
“Because networking is a good idea, but particularly with those colleagues who are on my team, it was great to talk to them to see what they were running up against to try to keep your ear low to the ground to see or hear what was going on in the rest of the company.” – Jeff Bajorek in today’s Tip 74
I’d love to know who you’re going to pick up the phone.
Join the conversation below and share it to us!
Jeff’Bajorek on LinkedIn
Jeff’Bajorek on YouTube
jeffbajorek.com
Scott Ingram: You are listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today, we’ve got another tip from my friend and regular contributor, Jeff Bajorek. This is a two-part, but like with all of these multipart tips, they also stand alone. Here’s part one:
Jeff Bajorek: You know, it’s kind of funny when you think about it because you’ve talked to people almost constantly on a day to day basis but professional selling can be one of the loneliest careers anybody can ever have, particularly if you’re in field sales and you don’t reconnect with the rest of your team at the home office on a regular basis. But especially, if you’re out there in the field on an island and things aren’t going as well as you’d like them to. Everybody has those rough patches and nobody understands that like another field sales rep. So what I used to do was I would routinely call other sales reps in the field. Most times they were the ones working in the same company as me in the same division as me but sometimes they weren’t and sometimes they were even competitors. Why? Because networking is a good idea, but particularly with those colleagues who are on my team, it was great to talk to them to see what they were running up against to try to keep your ear low to the ground to see or hear what was going on in the rest of the company. What are you hearing? What do you think about this? What do you think is going to happen when we hit our number this quarter or when your manager doesn’t hit as number this quarter? What do you think could happen as there any moving around going on? What kind of success are you having out there? What’s working for you? What’s not working for you? How did you approach it? How did you get creative to win that deal? You know that rumors spread like wildfire and I want you to be careful and avoid as much gossip as possible, but you know that the rumors of the victories travel just as quickly. Pick up the phone and call the source. Develop your standing in your reputation among your colleagues. Be the one that they want to call when things aren’t going so well. Be the one that they want to call when you knock it out of the park on that big deal. But you know that these conversations are not only entertaining, they break up your road trips to for, you know, the two hour travel time before that next meeting. You know, they reconnect you with each other as a team and they also stimulate creativity for how to do what you know is one of the most difficult jobs on the planet. So use the resources that you have. Go back to the days when you were watching Who Wants to be a Millionaire five days a week and use a lifeline, phone a friend. These colleagues are the most valuable resources that you have that you are likely not using. And the more you utilize them, the better everybody gets.
Scott Ingram: This is a perfect time for this tip since we just wrapped up the end of a month and the end of a quarter. And I’d love to know who you’re going to pick up the phone and tell us at DailySales.Tips/74 and as always, you’ll find links to all of the great Jeff Bajorek resources there. He also sends these over as videos as well, and frankly, he’s kind of fun to watch. So check that out and then come back one week from today for part two of Jeff’s phone a friend tip. I’ve seen it, it’s even better. But before then, swing by tomorrow for part three of Dale Dupree series of tips. Thanks for listening.
By Scott Ingram
Here’s the list of stories:
“The Mindset of a Champion – Kyle Gutzler
I’m 6’4” and Devilishly Handsome – Trong Nguyen
Best Practices vs. ONLY Practices – Paul DiVincenzo
Set Your Goals at 2x to 3x Your Quota and Build a Daily Routine to Over Achieve – Trey Simonton
Creative Prospecting – Scott Ingram
Differentiating Yourself From the Average Sales Development Rep (SDR) – Florin Tatulea
Discovery Is Not Just One Step in the Process – Debe Rapson
The Year I Doubled my Income – David Weiss
Let Me Know if Anything Changes – DeJuan Brown
I Love S.A.L.E.S. – Phil Terrill
You Can Have Everything – Leila Mozaffarian
My Greatest Win at Microsoft – Carson Heady
Taking on a New Challenge – Jeremy Leveille
Hold On – You’re on an UNSTOPPABLE Rollercoaster – Abel Lomas
The Real Value Add in Sales – Jack Wilson
How I Beat Out 300 Candidates For My Dream Sales Job – Scott Barker
If You Want To Be Successful in Sales, Live With Your In-laws – Evan Kelsay
I’m a Hustler, Baby – Nicole Micelli
Team Selling – John Reidelbach
Top Three Lessons That Landed My First Big Deal” – Jamal Reimer
Purchase Links:
You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Thanks for having a little bit of fun with me with yesterday’s April Fool’s Day Announcement. Todays announcement is real. Our newest book, B2B Sales Mentors is now available anywhere you buy your books online. If you’re familiar with our first Sales Success Stories Book that contains 60 stories from 20 Top 1% Sales Professionals, this little blue book is a bit of a sampler. It’s just 106 pages and contains 20 Stories from my to performing friends in sales. The first 10 stories come directly from the first Sales Success Stories book, and the second 10 are brand new, never before seen stories that are more of a preview from the full second volume of Sales Success Stories that we’ll release during the Sales Success Summit in October.
During launch week the ebook is just 99 cents. You can also buy the paperback version on Amazon and when you do, you’ll have the option to get the ebook for free.
These aren’t repurposed podcast episodes either. These are stand-alone stories written specifically for these books by actual salespeople. I’ll include the full list of stories and a bunch of purchase links for you at DailySales.Tips/73
Do yourself a favor and pick up a copy of B2B Sales Mentors today. If you don’t feel like you got at least three times the value of what you paid, let me know and I’ll send you just that. Three times what you paid for the book.
Thanks for your support!
By Scott Ingram
Tap the red play button above to hear Scott’s announcement, or read the transcript below.
Daily Sales Tips Podcast
Sales Success Stories
Sales Success Stories Book
Sales Success Summit
Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today I thought I’d give you a sneak preview of a stealth mode startup I’ve been leading for the better part of the last year in my spare time. Kind of the ultimate side hustle. I’ve put together a team of some of the best of the best in sales operations, sales enablement, data science, analytics and user experience design and we’ve been developing a prototype of a new solution that’s designed to eliminate everything that’s hard or frustrating about sales today. Thanks to this innovative combination of Artificial Intelligence, Machine Learning and Neural Networking integration technology you’ll never have to make another CRM update ever again. Cold calling will officially be dead and a thing of the past. Your social selling efforts will be done for you and well qualified opportunities with companies matching your ideal client profile will be delivered directly to your inbox complete with a detailed dossier containing all of the research and discovery you used to have to do yourself. Contract negotiations and redlines, completely automated, and the entire multi-stakeholder commitment and closing process is taken care of for you. We’ll be closing out a $5 million dollar seed round later today and we’ll be offering a limited beta starting next week. To get on the waiting list for this total sales automation solution you can get the details at DailySales.Tips/72. We’re super excited about the coming official launch and can’t wait to completely disrupt the sales ecosystem. So get signed up today and enjoy the rest of your Monday… April 1st.
Thanks for listening and come back tomorrow for a real announcement.
Are you obsessed with Sales Tech Stacks the way we are? Check out SalesTechEX!
By Scott Ingram
“My biggest piece of advice is, make sure that it’s something that you want to do first and foremost because I need to be very unselfish to be a leader in an organization for sure. It’s not just about you anymore.” – Dan Drozewski in today’s Tip 71
Do you have career advice or questions about your own sales career?
Join the conversation below and share your advice!
Dan’s LinkedIn
Dan on Sales Success Stories Episode 44
Treeline Inc.
Scott Ingram: You’re listing to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. After several conversations the last couple of weeks with friends who are looking to move into sales management, I thought I’d share a couple of clips from my interview with Dan Drozewski in our conversation together in episode 44 of the Sales Success Stories Podcast. Dan is the top sales recruiter at Treeline and had some great thoughts for those looking to make the move from sales rep to sales manager:
Dan Drozewski: That first step into that role, my biggest piece of advice is, make sure that it’s something that you want to do first and foremost because you need to be very unselfish to be a leader in an organization. For sure, it’s not just about you anymore. You know, your bandwidth is going to be limited so you need to make sure that you are capable of that and you can be pulled in, you know, five different directions at once when needed. If you’ve kind of taken that mental inventory and you’re ready to do that. As far as the question is concerned, are you asking if the candidate wants to move up through the ranks through me and the right ABC Company and they’re looking to make a move outside of the organization? Is that mtop1ore with the questions align?
Scott Ingram: Yeah, I guess that makes me a little bit more sense, right? That’s a place where you could help because if they’re internal, right? They should be able to have those conversations and have to be able to figure out a path and it gets harder when you’re trying to make that leap across companies, right?
Dan Drozewski: Sure. Yeah. I mean, most likely what’s going to happen there is, you know, you’re going to have to join an organization and I think we talked about this before that promotes internal growth. You probably going to have to take a lateral move and move your way through the ranks of a company. Because again, you know, at your current company, you’re known and they may not have a path for you to grow into a manager, but if you look outside your organizations to take that leap, you’re an unproven commodity. They don’t know who you are yet. You need to kind of prove who you are and work your way through the ranks and let the cream rise to the top, so to speak.
Scott Ingram: If you have career advice or questions about your own sales career. Join the conversation at DailySales.Tips/71 that’s also where you’ll find links to my full interview with Dan Drozewski on the Sales Success Stories Podcast.
Thanks for listening.
By Scott Ingram
“Your best bet is to do your research on a company that promotes internal growth.” – Dan Drozewski in today’s Tip 70
Do you have career advice or questions about your own sales career?
Join the conversation below and find links about Dan.
Dan’s LinkedIn
Dan on Sales Success Stories Episode 44
Treeline Inc.
Scott Ingram: You’re listing to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. After a number of conversations in the last couple of weeks with friends who are looking to take the next step in their sales careers, I thought I’d share a couple of clips from my interview with Dan Drozewski in our conversation together in episode 44 of the Sales Success Stories Podcast. Dan is the top sales recruiter at Treeline and had some great insights on the topic of moving up:
Dan Drozewski: So the number one thing, in my opinion, is you typically are going to do that internally, right? That’s the number one way to do it. If you’re with a company that you know, it’s just not cutting it, you don’t see that path anytime soon. Then my recommendation is, and a lot of people are looking to make that jump immediately. It’s a talk junk to do. If you’re in an organization and you’re going to leave to try to make that transition, it’s not impossible. I’ve seen it happen. It’s just not as common. Your best bet is to do your research on a company that promotes internal growth. I mean, we have plenty of clients that I can think of where, you know, you can be an SDR for six months and then they get a bump you up to the next level to an account executive or at least as a team lead or something. Companies typically they have two ways, they either promote from within or they go from outside to get what they want, right? But you can do some research, you can do it on LinkedIn and we can check LinkedIn profiles. If you get a company and you see, you know, five or 10 people with, you know, have a profile of, you know, business development rep for six months and then an account executive for a year and a half and then team lead for another year and you start to see multiple profiles like that. Well, a light bulb should go off on your head and say “Well, these guys like to promote from within. They like to groom their own talent. And you know, this is probably a good spot for me to land”, right? And I’ve tried to make that speech to them to say, “Hey, listen, for the time being, it might be worth making a lateral move. Leave your organization right now that does not promote internal growth and join an organization that does. It could be a huge step in the right direction.”
Scott Ingram: If you have career advice or questions about your own sales career. Join the conversation at DailySales.Tips/70 that’s also where you’ll find links to my full interview with Dan Drozewski.
Then come check back in tomorrow for another tip from Dan on transitioning from sales rep to sales manager.
By Scott Ingram
“There’s a pretty good chance that everything isn’t going to go exactly the way you hoped today. You might have somebody tell you that they’re not going to be able to get a deal done today. Now the key is not to panic.” – Scott Ingram in today’s Tip 69
First, stop and take a breath. If you’re not already on the phone with this individual, get voice to voice. You can’t listen to an email. Find a way to get them on the phone and just listen to the issue. Don’t try to solve it yet, listen, ask questions and make sure you really understand whatever is in the way.
Join the conversation below and share your thoughts!
Daily Sales Podcast
Sales Success Stories
Sales Success Stories Book
Sales Success Summit
Scott Ingram: You’re listening to the Daily Sales Tips Podcast and I’m your host, Scott Ingram. Today is the last business day of the week, of the month and of the quarter so I’m going to keep things really quick because you’ve probably got some work left to do. Here’s the thing. There’s a pretty good chance that everything isn’t going to go exactly the way you hoped today. You might have somebody tell you that they’re not going to be able to get a deal done today. Now the key is not to panic, and I never thought I’d find myself saying this, but I’m going to quote Vanilla Ice. You’ve got to “Stop, Collaborate & Listen.” Actually, that sounds good, but it works even better if you stop, listen and collaborate. So first stop and take a breath. If you’re not already on the phone with this individual, get voice to voice. You can’t listen to an email. Find a way to get them on the phone and just listen to the issue. Don’t try to solve it yet. Listen, ask questions and make sure you really understand whatever is in the way. From there your job is to collaborate. Work with them and whoever else you need to. That might be your manager, it might be legal, could be finance. Work with them in a collaborative way to find a solution. Again, don’t panic here. You’ve got to stay relaxed and open-minded. That’s what’s going to allow you to be creative and find a way through.
You’ve got this!