“Repetition is what is going to make you a professional and is what is going to get you where you want to go.” – Amber Deibert in today’s Tip 1660

Is too much time spent learning keeping you from achieving your goals?

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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 Amber Deibert. Amber is a Performance Coach for Enterprise Sellers. She helps sellers get out of their own way and get back to Top Performance through upgrading their mental game and their daily habits. Here she is:

Amber Deibert: Hey, everybody. Amber Deibert, Performance Coach for Enterprise Sellers here. I want to give you a quick tip that I had shared in a phenomenal community that Scott has, and it was helpful for them, so I thought maybe it’d be helpful for you as well. The idea here is the difference between passive action and massive action. Let me describe what those two things mean.

Passive action is any action that you’re taking where you’re taking in information. You’re listening to podcasts, you’re reading people’s content on LinkedIn, you’re reading books, you’re maybe talking with colleagues, you’re trying to learn how you can get towards your goal.

Now, massive action is when you’re putting things out. You are putting something in the world, you’re sending out a proposal, you’re reaching out to people, you’re doing something that will actually move you towards getting towards your goal.

Now, our brains want to keep us safe. That’s their number one priority. And so what they do a lot of the times is our brains will convince us that this passive action is helping us to make progress towards where we want to get.

However, it’s not. The only way you can make progress towards your goal and actually accomplishing that goal is by putting something out into the world. So just notice how much passive action you’re taking versus massive action.

The analogy that I want you to think about is, yes, there’s definitely a time and a place for learning, and it’s really important to learn, but don’t let that take up all of your time. You can imagine you could read every single book you possibly can, watch every single video about swimming. However, if you don’t get in the pool, you’ll never learn how to swim. And that’s where a lot of us fall short is we’re trying to work towards our goals, but we’re spending all our time in courses or watching YouTube videos or watching tutorials, and we’re not actually putting those tools into action.

So I want to challenge you to take a look and really refine how much passive action you let yourself take and really work on taking more massive action. Put things out into the world that can be evaluated, that you can get feedback on, that you can start testing and experimenting with, and then just keep going over and over and over again. Repetition is what is going to make you a professional and is what is going to get you where you want to go.

I hope this is useful. If you want more of my content and information, you can follow me on LinkedIn. And it’s Amber Deibert. See you there.

Scott Ingram: For a link to make that connect with Amber on LinkedIn, just click over to DailySales.Tips/1660. Once you’ve done that, be sure to come right back for another great sales tip. Thanks for listening!

“There is an abundance that’s infinite, unending, and unlimited that is available to every human being, and you only have access to it when you master your money mindset.” – Meshell Baker in today’s Tip 1658

Do you master the money mindset?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. It’s Monday, so today Meshell Baker, our favorite sales confidence igniter and authentic selling crusader is here with another tip. Here she is:

Meshell Baker: Hello. Today, I want to talk to you about the money mindset. As a seller, as a sales leader, as a business owner, everything that you do at the end of those are leading you to transactions that are financial in nature. So mastering the money mindset is how you create more transactions and how you’re a more successful seller. So I want to start with a quote from Dave Ramsey, and his quote states, You must gain control over your money or the lack of it will forever control you.

Now, this is absolutely true, and understand that the money mindset is created in your childhood, your upbringing, your youth. You do not have control over why you feel the way you feel about money, and you do have absolute 100 % responsibility, and you’re accountable for changing how you feel so that you can master your money mindset, and you can take the opportunity as a seller, a sales leader, and a business owner to create as much wealth as you want. There is an abundance that’s infinite, unending, and unlimited that is available to every human being, and you only have access to it when you master your money mindset. One, that was number one, understanding the power of your money mindset is that your access begins when you truly understand that it’s infinite, unending, and unlimited. You get to create whatever you want to create with your mindset.

Two, identifying self-limiting beliefs. These are the beliefs that trigger you, that cause you to have fear, doubt, second-guessing, uncomfortable when money is the issue. That is when you start to acknowledge and have self-awareness around those, you will be able to do the work to look and see why you are being caused to behave in the way with these triggers.

What happens is when you don’t deal with the triggers, you live in a number three, which is shifting from scarcity to abundance. When you’re able to deal with your self-limiting beliefs, you’re able to make these shifts. You’re able to end those moments to be able to look at the situation and understand it’s temporary and to even know, be grateful for it because it’s causing you to pause and it’s causing you to acknowledge, here’s an area or an opportunity for me to learn or grow.

Which is number four, embracing financial education. The more you educate yourself and understand how money is, if you want to have wealth, then how are you going to spend this wealth? How are you going to have money management? What is your retirement? What do you want to buy? Is this a good profit? Is this an asset or is this debt? Why is it important to have more assets than debt? This is embracing financial education is part of the money mindset.

Number five, visualizing financial success. This goes back to everything we’ve been talking about so far, the self-loving beliefs, the scarcity, shifting from scarcity to abundance, embracing financial education. When all of that is put into play, then you are able to sit in ease and whatever happens, you have a vision and you have a future, a big dream, a big goal for why you want the money, where are you going to go with the money, and what you’re going to do with it. Without that, you can never shift your money and master your money mindset.

Your mind needs a target that’s greater than your current circumstances if you’re struggling. We got two months left in 2023 to make your goal and your target. So if you’re sitting there worried about how you’re going to do it and frustrated, you won’t get there from worry. You must create a target of why it’s important to do it. A reason that is more compelling than the result of getting it is what the visualization will do for you.

Number six, practice mindful spending. This goes back to Dave Ramsey. Look them up. D-A-V-E-R-A-M-S-E-Y. He’s a master of money, and he really talks about spending less than you make, paying down your debt, having more assets, being valuable. Again, practicing mindful spending generally comes when you have done all the other five tips before that, you’re more likely to engage in that.

Number seven is surrounding yourself with positivity. The company you keep profoundly impacts your mindset. People who are wealthy hang around people who are wealthy. People who are striving to become wealthy generally hang around people who are striving to become wealthy and wealthy people. So if your friends and the people you hang around are complaining about money and they don’t have enough, probably it’s going to be a struggle for you to get there. So again, surround yourself with positivity.

Remember, this is an opportunity. Where you are as a seller, a sales leader, and a business owner, you have no problems. They’re just possibilities and opportunities for you to hit pause and see how you can turn things in your favor. Have a great day selling.

Scott Ingram: For more from Meshell, do yourself a favor and sign up for her newsletter. You’ll find links at DailySales.Tips/1658. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!

“The next time you find yourself pretending and putting on a face. Think about being more honest. Think about opening up, especially to your friends and hopefully even your boss if you’re fortunate enough to have that kind of relationship and talk about what’s really going on.” – Scott Ingram in today’s Tip 1657

How are you doing?

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Transcript

Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I want to tell you about a conversation I had earlier in the week with a very close friend. We were actually talking about my presentation at the Sales Success Summit on Getting Defunkified. He shared that he’d had a recent episode himself and as we were talking through that he said something that I thought was really important for us all to hear. He said that “pretending takes so much energy.” Meaning he’d been faking it. When people who were genuinely there for him sincerely asked how he was doing, he said he was fine, rather than opening up about his recent struggles and asking for some help, asking for some additional support.

This is a big thing for me, because I’ve found that when I’m in a funk or I’m feeling depressed, that’s the most acute point when I don’t want to talk about it, and I’m actually trying to become consciously aware of those moments because even though it’s hard, those are the moments when I most need to talk about it.

I need to reach out to my support system and let them know what’s up and that I need help before it gets worse and I start to spiral further. We’re getting into that time of year when the days are shorter, it’s getting cold, it’s dark all the time and these things have an impact on us.

So the next time you find yourself pretending and putting on a face. Think about being more honest. Think about opening up, especially to your friends and hopefully even your boss if you’re fortunate enough to have that kind of relationship and talk about what’s really going on. It takes way less energy and with any luck, you’ll get that little boost you need to break out of your own funk.

Hope that helps. Thanks so much for listening and be sure to come back for another great sales tip! Oh wait, one more thing. The video of my presentation on getting defunkified as well as the rest of the videos from the Summit are ready, and they’re free thanks to our sponsors. All you have to is click over to top1.fm/stuff, fill out a super short form and we’ll get you access as quickly as we can. Thanks again for listening!

“As a salesperson, hopefully, you are being coached. Either you’re a network, your buddies or manager, or just somehow get some support to help you think about doing stuff right” – Fred Copestake in today’s Tip 1656

Do you mess up your selling?

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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 Fred Copestake. Fred is a bestselling author, trainer, and coach. In the last 23 years, he has worked in 36 countries and trained over 10,000 salespeople. His motto is that sales should be about ‘Good people, doing good things, in a good way’. Here he is:

Fred Copestake: Let’s have a look at what’s stopping people get results. This is what I’ve seen working with a bunch of companies and there’s quite a lot of commonality to it. Again, I’ll be direct on this. It’s to do with being ineffective, old-fashioned, and confused.

If salespeople are that, it’s unlikely that they’ll be achieving results. A model mindset. This is kind of where we get a bit of misalignment. It sort of happens at an organization and management and individual level and it.

Looks a bit like this, where organization, says, well, we’re consultative, we’re customer-focused, we’re buyer-centric, this is how we operate. Everyone’s like, yeah, good, great, we’ll want that. But then at the end of the month, it gets really transactional because it’s like, get out, sell this discount, need these numbers now.

And it’s a weird one, it’s a very weird one for people to deal with. The people have to deal with are the managers and they’re then now kind of, well, am I kind of motivating people here? Am I kind of carrot or am I stick? Am I like with a spreadsheet and looking at numbers here or am I trying to get them better at what they do? I really feel for people in this position, corporate a rock and a hard place because the impact on the salesperson the individual is just they are way confused.

So they get so frustrated and again, they end up wasting effort because they’re trying to work out what it is they’re supposed to do. I’ve taught some people and I’ve been coaching them and they’re just lost. It’s a horrible place for salesperson to be and we really don’t want this stuff.

And so the alignment piece, I mean, this stuff’s more for the sales leaders. It’s like if you are and you want to chat about this later, use the offer, I’ll give in a bit. But this is about having clarity to allow coaching and to give confirmation.

Now clarity. So this is how we sell, this is how we do it, this is our way and we’re going to stick by that. We’re going to stand to it.

Now, of course, sometimes we need to course correct a little bit to adapt to changes in the market and stuff, but really being consistent and not trying to change things and force sales at the end of the month, end of the quarter, that’s the stuff that’s doing salespeople. Then managers can focus on how they coach, they can support the salespeople, they can help them to get better.

As a salesperson, hopefully, you are being coached. Either you’re a network, your buddies or manager, or just somehow get some support to help you think about doing stuff right. Makes a big difference, because we want to know, as salespeople, we’re doing the right thing. Once we start getting confused and we’ve got losing confidence in ourselves, should I do this? Should I do this? Should I do this? It becomes a mess.

It’s amazing how much happier salespeople are when it’s dead clear to them what they should be doing. We tap into this intrinsic motivation of bouncing out and going, yeah, look, come on, let’s get this stuff done. The mistake that managers make is that kind of everyone knows the way. If it’s never been communicated, how should they? So make sure we’ve got the model that works.

Scott Ingram: To connect with Fred on LinkedIn and check out his Scorecard, just click over to DailySales.Tips/1656. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“You have to build those relationships because they can make your life really sweet or really miserable.” – Julie Thomas in today’s Tip 1655

Do you build relationships with procurement?

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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 Julie Thomas. Julie is an author, speaker and the CEO of ValueSelling Associates. She works with revenue leaders to help them realize sales results they never thought possible and she’s passionate about guiding revenue organizations through uncertainty and helping them build resilient, engaged teams that drive predictable, sustainable results and create customers for life. Here she is:

Julie Thomas: You now have to gain the skill sets to build relationships with the procurement people. You can’t ignore them, and you certainly can’t avoid them. And that was our tactic early on. You might have been trained the same way at some point. We were like, don’t call on them. They will make your life miserable. But they’re beyond a necessary evil now. They hold the keys to the kingdom, and sometimes they can say no early on and eliminate you from the shortlist, regardless of what the business decision-maker wants. So you can’t ignore them. You have to be respectful for them. They care about different things than your business decision-maker, and you have to build those relationships because they can make your life really sweet or really miserable.

So I think that’s one of the biggest changes in sales reps in many cases still don’t understand that. They want to go straight to the top, straight to the C level, and think that he’s going to wave his magic wand or pound his gavel and say, Go do this. Companies don’t behave that way anymore. You’ve got to build consensus. And anybody, oftentimes, can tank a deal regardless of their title.

Scott Ingram: For a link to order your copy of The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life on Amazon, just click over to DailySales.Tips/1655. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

“When I took on the sales role, that was one of the first things that I wanted to do with my clients. I was really eager to take them to India because I wanted them to see the talent for themselves, see what I see, and why I have so much confidence in my team.” – Suchi Mandal in today’s Tip 1654

What’s your thought about this? How do you work with your clients?

Join the conversation below and be sure to check out the full interview with Suchi!

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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 in the form of a clip from the Sales Success Stories podcast interview that just released today featuring Suchi Mandal. This story was a huge part of why I wanted to bring her onto the show. Listen to this:

Suchi Mandal: This is before I got into sales. As a part of the operations and the delivery team, I had seen that as a company, we had gotten one of our clients, like biggest online university, over to India because we have a good size of team in India and a reasonable size in US, so we are quite global that way. And when clients work with us, they work with both the countries, they work with the US, then they work with India.

About seven years ago, we had taken this university, some executives, the people that will be working most with the team in India, we had taken them to India. And I saw the effect that it had on me as a team member and on others, my colleagues. So when I took on the sales role, that was one of the first things that I wanted to do with my clients. I was really eager to take them to India because I wanted them to see the talent for themselves, see what I see, and why I have so much confidence in my team.

Recently, it’s been two years I’ve been taking one of my biggest clients, I’ve been traveling with them to India. Every single time it’s some different people from the team and they get to be more exposed to our team. And that has helped to grow the relationship so much by multifold as far as how much trust there is between teams, how we deal with difficult situations together on the client side and on our side. And just how we show up for each other, like true partnership.

Scott Ingram: For a much deeper dive into how Suchi is collaborating with and hosting her clients, listen to the full episode on Sales Success Stories and as always we’ll have links to that and for you to connect directly with Suchi at DailySales.Tips/1654. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!

“Pursue excellence no matter what the outcome, always look to give and be your best and you will become excellent.” – Meshell Baker in today’s Tip 1653

What’s your thought about this? Do you pursue excellence?

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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from our favorite sales confidence igniter and authentic selling crusader, Meshell Baker. Here she is:

Hello. Today we’re going to talk about focused repetition, crushing competition. I want to start with a quote by Aristotle, We are what we repeatedly do. Excellence then is not an act, but a habit. So what is the definition of excellence? Well, excellence is the quality of being outstanding or extremely good. Excellence means greatness, the very best. Achieving excellence is never easy. This is why the quality of excellence in people is truly appreciated and held in high esteem and regard. I’m going to share with you 10 tips on how you can start developing excellence in your sales abilities and just the quality of who you’re every day as a seller.

One, know your strengths, your weaknesses, and yourself. To thine own self, be true. Remember, if you don’t know yourself well enough, you cannot appreciate yourself, and other people can help and will be able to make you feel less than. When you truly know yourself, your strengths, and your weaknesses, you are able to keep forging and moving forward, regardless of the circumstances. You will also be able and confident enough to reach outside of yourself to seek assistance, help, allegiances, mentoring. You’ll go find whatever you need to Excel.

Two, set big, hairy, audacious goals and dreams for yourself. This is necessary because the bigger the dream, the more you will be required to work smarter, not harder. See, working harder is one-for-one, that’s time. Working smarter means that you will be required to invest in your mind. It’s going to require that you push past your self-limiting beliefs, your doubts, and all of those things.

Now, focus, focus, focus. That’s number three. See, procrastination is the enemy of all excellence. Taking action fast is how you overcome procrastination. The more you move forward, the more likely you’ll hit your target. You cannot hit a target standing still.

Number four, take care of your mental and physical health. Again, not necessarily be an athlete or be athletic and walking, hydrating, eating, knowing what foods will help you have more energy, clarity and focus, things of that nature. So take care of your mental and physical health.

Number five, become a sponge for knowledge. The most excellent people in the world actually are continuous learners. They look to learn more and more and more. Nobody knows everything. The more you know on your subject matter, the more you’ll become an expert, the more you’ll become a thought leader, an authority on the subject, and it gives you credibility.

Number six, be mindful of the company you keep. People can be energy vampires. This is so true. When you find yourself needing to be right, frustrated, arguing with people, those are energy drainers. Look for people who elevate you and also challenge you to have conversations so you change your perspective and you see the possibility, not the problems. You see the opportunity, not the obstacles.

Seven, always follow through and follow up. This is difficult because time is often not felt to be on our side. You run out of time in a day, you have all these things you want and need to have to do, just do your best. This will also go back to learning to work smarter, not harder. When you always follow up and follow through, you become more efficient, which adds to your excellence.

Number eight, choosing to excel despite difficulties. This is not an easy thing to do. Just keep going forward. Remind yourself why you started, you don’t need to be perfect, remind yourself you’re getting better and better every day in every way. Just keep exhaling. You will become excellent.

Be open to change. Things rarely go the way we want to. You’re always going to be met with the unplanned and the unexpected. Be adaptable and flexible and strive to deliver the best no matter what the outcome.

Number 10, maintain an upbeat attitude. Your attitude will always direct your altitude of where you’re headed. It will take you farther than anything else. Zig Ziglar said it best, 90 % of life is what our attitude and only 10 % of what happens to us. Have a great day selling and pursue excellence no matter what the outcome, always look to give and be your best and you will become excellent. Have a great day selling.

Scott Ingram: To connect with the excellent Meshell Baker, just click over to DailySales.Tips/1653, then be sure to come back here for another great sales tip. Thanks for listening!

“I want you to remember that the things that you take for granted are often the most important things to keep in mind at all times.” – Jeff Bajorek in today’s Tip 1652

What’s your thought about this?

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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 special weekend tip comes from Jeff Bajorek as I repurpose a great video that he shared with his subscribers last weekend. It’s been a while since I’ve shared a tip on the weekend and this one is a little bit longer than usual, in fact, I thought about breaking it into 2 parts, but that would have been silly, so here’s the whole thing from Jeff Bajorek:

Jeff Bajorek: Happy Sunday, or Monday, or whatever day it is that you’re watching this. I am shooting this video in place of writing for my Sunday newsletter this week because, quite frankly, it was a marathon week, and I have so much to process than rather than sit down for two or three hours and try to crank out seven or eight hundred words, I thought I would sit here and process it live with you, because this is really my preferred way to process lessons and to think about what I heard and what I spent time paying attention to this week. Let me know if you like this, if you prefer this, after all is said and done, versus me writing, let me know and maybe I’ll insert this format a little more often. But I have three main themes from my marathon week. I spent the first part of my week at the Sales Success Summit in Austin. I spent the latter part of my week in Annapolis, Maryland, for a private client engagement, clients’ retreat. I’ve got something else that’s been on my mind for the last couple of weeks that I think ties things together. I’ve got three main takeaways from a marathon week for you today, share with you today.

None of those takeaways involves the sustainability, or lack thereof, of continuous 15-hour days, one after the next. We’ll just leave that one for another time. But the first part of my week was spent in Austin, as I mentioned at the Sales Success Summit. And the theme that kept coming up for me was trust and how important it is to build trust in our clients, in our network, with our friends even. And this seems like something that is really easy to take for granted. In fact, I took it for granted. I started thinking about all of these talks coming up and all these people discussing these issues. I’m like, Well, wait a second. Aren’t we past this? Isn’t this elementary-level stuff? Isn’t this 100-level stuff that we have to be trustworthy? And the resounding answer was no. As a matter of fact, you can’t afford to take this for granted because it’s necessary. And when you start to take things for granted, you end up forgetting them altogether. And we just can’t afford to do that as a profession. We have to build trusting relationships. And what the top performing salespeople do, perhaps better than anybody else, is they never leave their prospects. They never leave their customers hanging. By hanging, I mean, you never leave them wondering if their best interests are in mind. You never leave a prospect wondering if you’re really thinking about what’s good for them. That’s the difference between a seller that is trustworthy and someone who’s just out to make a buck.

When I think about all the people who throughout my career, throughout my life, really, who have not trusted salespeople, it’s been because they don’t feel those sellers have their best interests in mind. Best interests in mind. Long week, sorry. Everybody who was on the stage, everybody who got to present and more than the majority of the people who were in that room, in that group, earlier this week, do an excellent job of building trust. No, it doesn’t start by buttering someone up and sending gifts ahead of time and trying to be so likable that they want to buy from you. It has everything to do with being someone worth talking to, having something worth talking about, and having your prospect’s best interest in mind. I said it better that time.

I want you to think about this because I’m hopeful that you haven’t taken it for granted. But I know at some point in time we all have. So here’s your reminder that the top performing salespeople across any industry, because multiple were represented there this week, they’re thinking about that stuff. They don’t take that stuff for granted. You shouldn’t either. I have a contrasting lesson to take away from the second half of my week. So many lessons. This one has really got my head spinning in a very, very good way because there’s a lot to review. I have more words to write than I have time to write them. But I want to talk about the concept of perfection. And my friend Todd Capone would be very happy to hear this. But I sat with a group, basically an entire company. It was a large group of us all together in Annapolis. And at the very end of the retreat, the leadership team got up in front of the group and they were revealed the results of an assessment they had taken, a leadership assessment. It really went into all of the dynamics of what a high-performing team needs to accomplish. They realized in real time where they Excel and where they fall short. This transparency, you’re welcome, Todd, this vulnerability, this willingness to be fully forthright with what they struggle with, with what they do well, was beyond refreshing.

I don’t know about you, but when I worked in a corporate position, I just assumed that my board, my leaders, my executive team, whatever it was, that they were perfect. Whenever they were upset with something, it was because the rest of the company could not live up to the lofty expectations of the ideal. I think back to companies where I worked, where I’m like, Wait a second, this guy, he thinks he’s perfect. And we’re all supposed to be perfect. But I’m looking at this guy or this woman or this team, and I’m like, Wow, you’re not even close to perfect. Again, when the dissonance between perception and reality makes itself apparent, when you can’t wrestle with or adjudicate the fact that those two things are so different, but one of them is supposed to be right and it’s not the one you know to be right, it causes a lot of noise up here. That cognitive dissonance makes it really difficult for you to do your job. It breeds resentment. It’s terrible, and it’s contagious throughout an organization.

I’m here to remind you that your leadership team is not perfect. They’re not perfect. As a matter of fact, when you start recognizing they’re not perfect, you may pay attention to their actions, their words a little differently, and it might impact your ability, your efforts differently. When I think about the perfection of a leadership team, I all of a sudden think about my actions as never possibly being good enough. I have been to the top of the mountain of success. I have been the number one seller in my company. I have been among the top sellers in my company on a consistent basis. I’ll go as far as saying the last company I was with, I was one of the best sellers they ever had. Can you imagine what my performance might have been like had I been freed up? To not be afraid of failing so much as being willing to lean into what made me really good. I think it was my ability to navigate that back in the day. It’s getting longer and longer. But back in the day, my ability to navigate that was probably the reason that I succeeded as well as I did. But what if I were to free myself from those expectations, expectations that clearly were not reality.

So credit to a leadership team that is vulnerable enough and willing to be vulnerable enough to be transparent to demonstrate that those frustrations are not because their team can’t live up to the state of perfection that they’re setting. But when that leadership team, their frustration comes from their ability to not fully meet the expectations of their team, flip that concept around. When you realize that that’s what a team is arguing about in the boardroom, what that team is working hard to accomplish, it’s a completely different outlook. It’s a completely different motivation. It’s a completely different reason to justify your purpose. Those are the kinds of leaders that you want to lay down in traffic for. The other leaders, those are the ones that breed resentment in their organizations, have high turnovers, don’t pay their salespeople. And every time you hit your number, they say, Thank you. Do it again, except more this time. Which organization do you want to work for? And which organization might you be able to drive that change?

The last point I want to make is a little more personal, but I think it is also relevant to you. You have a lot to learn. I say that to you. I say that to me. I say that to anybody who is walking this earth. Basically, you have a lot more to learn. I flipped another year on the calendar a couple of weeks ago, and for some reason, I had taken it for granted that once I reached the ripe old age of 44, I would have it all figured out. I would have a lot more clarity on things. I don’t know how I got to the point where I am this age, and I didn’t have the wisdom to remember that every once in a while I was still going to have to eat shit in order to get to that next level, in order to take that next step. I apologize for my spicy language. I’m a lot more capable than you might realize from some of these videos. But you know what? Every once in a while you have to be humbled. Every once in a while you have to remember that there is always another step to be taken. When I remembered this week that some of the things that I had been taken for granted and some of the other things that I just needed to learn, I recognized that I have a lot more to learn. And sure, I have a lot to share, and I’m willing to distill the wisdom that has bestowed upon me the things that I learn, and hopefully, I can package them in these weekly installments to you along with the podcast. But it was a poignant reminder for me over these last couple of weeks that, Hey, you know what? I may have come a long way. I may have come longer than a lot of people ever will, but I still have a long way to go. The more curious I am, the more I’m going to learn, the more curious you are, the better you’re going to get. You can’t be curious unless you’re willing to be wrong.

I want to inspire you to stay curious. I want you to remember that you don’t have it all figured out. I want you to remember that the things that you take for granted are often the most important things to keep in mind at all times. Hopefully, you work for a company with a leadership team that is willing to be vulnerable and transparent and let you in a little bit because those are the companies worth working for and there are way more out there than you realize. Thanks for spending the last 10 minutes or so with me. It’s got a little bit longer than I had intended it to, but I hope it was worth it for you. And if you think someone else needs to see this or hear this, please pass it to them. And I guess I will talk to you or write to you very soon.

Scott Ingram: Want more Jeff Bajorek? First of all, go subscribe to his newsletter right now. He consistently shares great stuff every weekend. We’ve got links for you at DailySales.Tips/1652 and if you want to hear more about the Summit, go listen to the deep dive debrief that Jeff and I did together on the Sales Success Stories podcast in the aptly named Summit FOMO Frenzy bonus episode. Once you’ve done that, be sure to come back for another great sales tip. Thanks for listening!

“Think about the customers that you consider the closest, the ones that you have the best relationships with, and write them down on a list.” – Jack Wilson in today’s Tip 1651

Do you make friends with your customers?

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

Jack Wilson on LinkedIn
Submit a Sales Tip

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 Jack Wilson. Here he is:

Jack Wilson: What’s going on, Daily Sales Tips? Jack Wilson back with another tip. And this time it’s been a little while, and I’m sorry for that, but I’m going to be more intentional about contributing even more to this great podcast and the Sales Success Society. What’s prompted my tip today was one of my big takeaways from the Sales Success Summit. And if you missed it this year, you really missed a great one because every year a theme tends to emerge. And this year’s theme, for me at least, was the humanity in sales.

Selling by being a human, connecting human to human, and what that all means. One of those speeches or presentations came from Leon Bowman with Dell. Leon asked us all to write down a list of our customers that we would consider friends. And it struck me because as I looked at that sheet of paper, I realized that in recent history, the answer was none.

So when I came back, I made an intentional effort to change that. And I think when we first hear that a lot of people’s immediate reactions is, Well, not all of my customers want to be my friends. There’s business over here, there’s personal life over here, and there’s a boundary. And sure, that can be true many of the time. And not everyone you meet is going to become fast friends or you don’t necessarily click with everyone.

So the point is not to make every one of your customers your friends, but I think the point is to at least open the door and avail yourself to friendships with the ones that might foster such a relationship. So how we can do this is very specific, and I think there are ways that we could open ourselves up to it more.

Personally, one of my character flaws is that although I love people and I genuinely seek to connect, I actually only keep a very small circle of folks really, really tight. So there’s different levels of friendship. I realized that if I want to change that, I have to make small incremental changes in how I open that door.

So my tip for you today is this. I want you to think about the customers that you consider the closest, the ones that you have the best relationships with, and write them down on a list. Now, which of those customers do you have a texting relationship with? If you’re like me, I don’t actually go right to text with a lot of customers. That’s a gated opportunity, if you will. I want you to take a handful now of people that are on a text relationship.

Now, pick one of those customers that you’re closest to and have a texting relationship with, and I want you to think about something that matters to them. It could be a child, it could be a hobby, an interest, something that they like, something that they shared with you. It could be an upcoming trip. What I want you to do right now after listening to this tip, I want you to text them just about that thing. Nothing to do with business, no intention whatsoever. I just want to send them a text. Maybe it’s a link to an article that you read. If you didn’t read one, maybe you Google it, put a little work into it.

What I want you to do is when you send that, I want you to be very specific. For example, I have someone that I work with closely that said I’m going to text a rep about their son and just say, Hey, how was your son’s project? Well, instead of saying your son, use their name. Be specific, be direct, be personal. And if you do this at least once, I think that you’ll find that it opens the door and crosses a threshold with that person and it signals to them, I’m open to more. I’m open to being friendly, not just business friends, if you will.

Scott Ingram: For links to connect with my friend, Jack Wilson, just click over to DailySales.Tips/1651. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Cohesive online presence shows you take your identity seriously and central to your brand is the story that engages your audience.” – Matt Rutter in today’s Tip 1650

What values do you want to convey through online presence and how do you want to be perceived?

Join the conversation below and learn more about Matt!

From Clicks to Clients Book
Matt Rutter on LinkedIn
Submit a Sales Tip

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 Matt Rutter. Matt wants to empower you with insights, tools, and techniques that turn the digital shift into a sales advantage. From establishing your online presence to personalized outreach and data-driven insights, he wants to help you amplify connections, elevate interactions, and increase your sales in a digital-first world. Here he is:

Matt Rutter: I want to talk about the importance of crafting your online brand in sales. Crafting your brand is an intentional process guiding you in the digital landscape defining your niche, values, and solutions. Shaping your brand sets a clear direction. Amidst online noise, your brand stands out. It’s recognizable and memorable.

A well-crafted brand resonates with your audience, ensuring they remember you when making decisions. Infuse your brand with personality, values, and story to create an emotional bridge. This connection fosters relationships and rapport. Communicate value effectively through visuals, content, and messaging, conveying how expertise addresses your audience’s needs. This clarity helps potential clients understand your benefits. Trust is built organically as your consistent brand aligns with messaging.

Cohesive online presence shows you take your identity seriously and central to your brand is the story that engages your audience. This captures attention and creates relatable, connecting through shared experiences. Your brand guides content, reinforcing expertise. Consistency and content further strengthen your brand’s identity in your audience’s mind. Defining your brand naturally attracts your audience, fostering meaningful engagement.

In contrast, inconsistency can result in a fragmented and oftentimes confusing brand image, making it challenging for your audience to grasp your core message and diminishing the impact of your content. For instance, think of the person on LinkedIn who shares an inspirational quote on a Monday, a cat meme, a work anniversary, a political rant, goes silent for several weeks, then comes back and posts a food picture, and then shares an article related to their work. Inconsistency is exhausting.

As you learn and grow, your brand evolves with you, and it should. It adapts to trends, tech, and experiences, ensuring your online presence remains fresh and relevant. Crafting your brand is like laying a foundation. It shapes digital perception, defining direction, values, and persona, creating an online identity, resonating and influencing your client’s choices. It’s an authentic impactful presence that magnetizes success.

Now, how can you identify your digital persona? I’ll give you a couple of questions to start thinking about that can get you on that path.

Think about what your strengths are, or your skills, or expertise as a sales professional. What qualities are relatable to your audience? What values do you want to convey through online presence? And how do you want to be perceived? Emotions or thoughts your persona evokes.

Jot down a few thoughts, bullet points work, keep this reflection as a reference for future activities. I’ll give you an idea of how I would answer each of these questions. So for my strengths, it’s really about translating technology, complexity into business benefits. Some of the qualities I want to make relatable to my audience are curiosity, passion for technology, patience. The values I try to get across in my online presence are integrity, innovation, and customer-centricity. And the perception I really want to create is a reliable tech guide, trustworthy, and enthusiastic.

Now I’ll give you a bonus exercise here as well. Try consolidating that down into one single sentence. So for me, that might be prioritizing my customers’ needs and fostering strong partnership relationships or driving positive customer outcomes with our partner community. Thanks for taking a minute to listen to this. I really appreciate it. Feel free to check out my book from Clicks to Clients on how you can get started on your digital journey. And thanks again.

Scott Ingram: To check out his book “From Clicks to Clients” and to follow Matt on LinkedIn, just click over to DailySales.Tips/1650. Once you’ve clicked over there, be sure to click back here for another great sales tip. Thanks for listening!