“If you want buy-in and action, you need to make sure there is recognition of importance and the best way to do that is face to face.” – James Troiano in today’s Tip 1029

Are you managed by email?

Join the conversation below and learn more about James!

Stuff about Sales Podcast
James Troiano on LinkenIn

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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 James Troiano. James is an experienced direct sales leader with a track record of developing talent and driving a high level of sales performance. Believing that 80% of sales leader performance outcomes are driven by talent, James is a coach first and “manager” second. He also hosts the Stuff about Sales podcast. Here he is:

James Troiano: PSA to Sales Managers. Don’t manage by email. It’s lazy, impersonal, and if your default go-to for team communication is email. It’s a telling sign that you’ve not built good enough direct lines of communication to your team.

An example? Sure. Why not.

You just got off a forecasting call with your VP of Sales and the big takeaway is that your group’s pipeline is a mess. Maybe they’re leaving opportunities in past due close dates in the CRM or not updating key indicator fields. Whatever it is, you’ve been directed that it’s very hard to get an accurate pipeline view based on the data and it needs fixing.

If your first thought is to get off that call and shoot a banger to your team with screenshots of your pipeline report, past due pipeline numbers, a long written explanation of the fields they’re missing and then give them an ultimatum of like Friday end of business to clean it up. Please stop yourself. Instead, try this.

Call a short huddle. If you’re working remote, make sure it’s through video call, make sure that every team member can attend. Communicate the message face to face and focus on the why. How is this helping them? Is it because of the VP of Sales is fighting for more marketing spend and accurate pipeline reports are important to understand the amount of pipeline your group actually has? Is it that you don’t understand if they are set up for success because you can’t see what good pipeline they actually have?

Whatever the reason, make sure they know why it’s important for them, not you, not your boss. Your team individually, I hate to tell you doesn’t care what is important for you and your VP of Sales. If you want buy-in and action, you need to make sure there is recognition of importance and the best way to do that is face to face.

Oh, and if you’re still not getting buy-in and action from one or two salespeople, one on one meetings to hammer at home.

Scott Ingram: For links to connect with James and to his Stuff about Sales Podcast, just click over to DailySales.Tips/1029, and as always, once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“The benefits of sales readiness when implemented well, create more than just a mindset. Sales readiness is a complete transformation.” – Chris Lynch in today’s Tip 1028

What’s your thought about this?

Join the conversation below and check out the links!

Chris Lynch on LinkedIn
Readiness Blog Post
The New Sales Enablement Standard Benchmark Report

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 Chris Lynch. As Chief Marketing Officer, Chris is driving the next phase of Mindtickle’s growth. In his role, he oversees all global marketing functions, including product marketing, demand gen, brand, and creative. He has deep experience in product positioning, messaging, go-to-market strategies, and the alignment of marketing with sales objectives. Here he is:

Chris Lynch: Mindtickle recently partnered with Heinz Marketing to conduct a sales enablement benchmark report titled “The New Sales Enablement Standard: How Today’s Sales Leaders Grow Revenue With a Sales Readiness Approach.” The report provides a snapshot of the key issues revenue and sales leaders face as they take greater ownership over sales enablement, coaching, and training.

For our daily sales tip, the report indicates that 90% of sales leaders say that improving sales enablement will help achieve revenue goals. Because only 14.7% of sales teams hit their sales goals, we are reminded of the importance and need for sales leaders to invest in a comprehensive sales readiness strategy to drive a continuous state of excellence within their revenue organizations.

For background, Mindtickle and Heinz Marketing surveyed more than 280 leaders in sales, business development, and sales revenue operations. Titles included Executives, EVPs, VPs, to Senior Directors, to Senior Managers in industries such as manufacturing, financial services, technology, consumer goods, and healthcare and pharma, among others. Companies range in size from 500 employees to more than 10,000.

Here’s a quick high-level look at the most valuable insights that we uncovered.

The first sales teams with highly defined key performance indicator metrics have higher success reaching sales quotas. Defining an ideal rep profile and setting clear performance expectations is crucial to seller success. Key performance metrics provide an immediate baseline of seller’s overall performance. The bottom line, most organizations have an ideal rep, have an ideal customer profile, but it’s critical that sales management understands your ideal rep profile. Seller excellence should be defined based on individual data-driven benchmarks to keep teams accountable to revenue goals. With comprehensive data and reporting, sales management can make systematic adjustments to proactively reach organizational goals with the talent that they have.

Companies with dedicated sales enablement programs are more likely to meet their sales quotas. In today’s selling environment, teams that have dedicated sales enablement programs and break down silos by involving multiple functions are most likely to achieve their revenue goals. The bottom line revenue leaders must proactively take ownership over their enablement programs and pull together relevant stakeholders across departments, such as marketing.

Sales enablement programs should prioritize continuous improvement and customized training to achieve revenue goals. Building seller knowledge starts with onboarding but is most effective when continuously reinforced throughout a seller’s career. Without practical reinforcement of the knowledge, sellers begin to forget what they learned and the performance suffers. The bottom line most seller knowledge is forgotten in just days. You need to have a strategy for how you’ll continually drive engagement with your program to ensure that knowledge sticks.

Sales coaching is the missing puzzle piece to building sustainable seller optimization and revenue attaining teams. The majority of respondents who have effective continuous coaching experiences reap the benefits of an improved learning library, increased engagement from managers and sellers, and improved overall onboarding and training processes. The bottom line coaching the coach is just as important as training your sales team. You must ensure that your sales managers know how to use data-driven techniques to improve the performance of each individual seller on their team.

Practice is important, but teams struggle to optimize resources to improve their programs. Practice is ranked as the highest area of importance but is one of the least utilized tactics of sales enablement programs. The bottom line in order to truly hone their skills, reps needs to be given ample opportunities to practice them. In turn, this gives leaders the chance to gain insight into their team’s proficiencies and weaknesses, allowing sales coaching to happen proactively rather than reactively.

Without the resources to modify your sales enablement programs as a result of those insights, the same problems will continue to persist with other reps across the organization. As new technologies and products are introduced to the market, it is critical to enact sales readiness strategies that help sellers develop the capabilities to meet their revenue goals. The teams who will thrive in today’s competitive landscape will be those that make sales enablement a data-driven practice.

To foster sales-ready teams, these five core components must be addressed to ensure sellers are prepared to perform. Define organizational excellence, build knowledge, align content, analyze performance, and optimize that behavior to win. Overall, the benefits of sales readiness when implemented well, create more than just a mindset. Sales readiness is a complete transformation.

Scott Ingram: For links to “The New Sales Enablement Standard” benchmark report, to connect with Chris and more, just click over to DailySales.tips/1028

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

“Never give up. Never give up learning. Never give up connecting” – Jacquelyn Nicholson in today’s Tip 1026

How about you? Do you stop learning?

Join the conversation below and check out the links!

2021 Sales Success Summit
Jacquelyn Nicholson on LinkedIn
Jacquelyn Nicholson on Sales Success Stories Interview

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 Jacquelyn Nicholson. Jacquelyn is a Global business guru and slayer of nonsense. Loves growing business in new markets. She’s Curious. Fun. A sommelier and describes herself as a slow runner. Here she is, my friend, Jacquelyn Nicholson:

Jacquelyn Nicholson: When Scott asked me to submit a tip on my takeaway from the Sales Success Summit, I was really happy to do it. And it wasn’t hard for me to come up with my biggest takeaway. And my biggest takeaway is, frankly, never give up. Never give up learning. Never give up connecting. These are the kinds of things that feed our soul that give us purpose and meaning in our careers and in our lives.

One of the things that was so much a source of joy for me in being with the people at the Sales Success Summit was that I never stopped learning from these people. There’s always something for me that just resonates in a way that sometimes it’s hard to describe as you watch some of the videos, and that would be my biggest tip for you is if you weren’t able to attend, watch the videos, learn from the amazing people that were there teaching us. You could never stop learning. That was really one of my biggest takeaways was you never can learn enough. And when you get a chance to hear from people who are so inspiring in terms of their management styles, their leadership styles, the way that they go about serving their customers, learning something that perhaps you had never heard before about somebody who’s more further along in their career.

And some of the conversations that I had in hallways and in evenings after dinners were some of the most thought-provoking from people who are quite an earlier stage of their career than I am because I’ve been doing this for quite a while and learning fresh perspectives from people who are at a different stage in their career were so meaningful to me. So I guess that’s really my biggest takeaway is you never should stop learning. You should never give up on networking and educating yourself.

And then the last thing I would say to you is remember that you do control your thoughts. The one thing that we have the ability to do is to control our reactions, our thoughts, our responses to situations that we find ourselves in. And when you go in with a mindset of never wanting to stop networking, never wanting to stop growing, never wanting to stop learning. You become a source of great joy and strength for those around you. And if you’re ever feeling down, if you’re ever hurting, remember that there’s something in that situation for you. When things are difficult, look to others around you, help others around you.

Sometimes the biggest help I can often get for myself when I’m down, when I’m hurting is to look to help someone else because it gets me out of any kind of a funk or focus on myself that is sometimes not very helpful. So anyway, I definitely watch the videos from this past Sales Success Summit. I’ve been proud to be a part of this community since 2016, when I was on episode 8, and I’m just so appreciative of everyone who listens to our podcast, who reads our books, and who attends our events, and we hope that you’ll come next year and that you’ll watch the videos and thank you all so much. God bless you!

Scott Ingram: For links to connect with Jacquelyn, her episode 8 on Sales Success Stories, and to get access to all of the videos from the Sales Success Summit on-demand for free thanks to our sponsors, just click over to DailySales.Tips/1026

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

“It is so much easier to finish the sale cycle by getting the buy-in of other stakeholders, by going through this procurement process, by finishing negotiations and maintaining your price, and closing out the deal.” – Jamal Reimer in today’s Tip 1025

How do you close a mega-deal?

Join the conversation below and check out the links!

Jamal Reimer on LinkedIn
Mega Deal Secrets Book

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 Jamal Reimer. Jamal is a 20-year enterprise seller. He cracked the code to selling exceptionally large enterprise deals, having closed $160,000,000 in SaaS revenue as an individual contributor for small vendors and top global software providers. Here he is:

Jamal Reimer: So this is not so much a tip as it is an abbreviated version of the strategy that I’ve used to close really large deals. I’ve done multiple deals over 50 million in my career. And this is the winner. I call it the Two Mountain Model and there’s three parts to it.

So if you can imagine if I was doing this on a whiteboard two mountains. One on the right, one on the left. And between them, there’s a valley in the middle.

The first mountain is the beginning of the sales cycle. The valley is the middle of the sales cycle, and the second mountain on the right is the end of the sale cycle in an oversimplified way.

So let’s go through it.

So the sales cycle starts and the whole goal of the symbolism of the first mountain is getting to power fast and getting to power fast is super important because if you want to do a really large deal, you’re going to need senior people’s buy-in and approval because the bigger the deal, the higher up the executive buy-in that you need. And one of the biggest tricks that I’ve used that I’m still using to get to power fast is in many sales cycles, I don’t do my own prospecting. I partner with a senior person, either a Senior Executive within my own company or somebody on our Board of Advisers or somebody on our Board of Directors or the Managing Director of one of the really large SIS that we partner with. I leverage someone else’s peer status with the senior person who I’m trying to get to within an account.

In so doing, it’s almost like I’ve used this analogy before the helicopter right? Why climb the mountain on your own when you can just leverage a helicopter to get to the top?

So that’s the whole goal.

So get to power fast and basically the whole goal of the first meeting with somebody who is very senior in the organization is to convey business outcomes, something huge that your product or your service has helped another company achieve, especially if they’re in the same industry or if they’re a big competitor to who you want to work with, in this case.

The goal of that meeting is to get a proof of value exercise. And once you get a buy-in for a proof of value exercise, there are three things that you want to get buy-in from that senior person.

Number one, that you agree that this proof of value exercise will be relatively short. What you want to do is I’ve seen proof of concept where it’s almost like doing a complete install lasts for months, so many months that I didn’t have time to get the deal done within the fiscal year. So you want agreement that the proof of value exercise will be short.

The second thing is that you want commitment that that executive will show up for the read-out session at the end of the proof of value exercise so that they can hear from you the value that you’d be able to deliver if this solution was taken into production.

And thirdly, you want a commitment to get their current metrics for the business process that your solution or your service is going to improve, because if you don’t get those metrics, how many people does it take to do the process today, or how long or how much effort or how much money does it take to do the process today? If you don’t get that you’ll never know how much better your solution would make their lives. And without understanding the magnitude of value that you’re bringing, you won’t have the ammunition that you need to do value pricing, which is all about how you get to a mega-deal by value pricing.

So after the proof of concept that’s the middle, you move into the end of the sale cycle, which is returning to the mountain top, going back to that Executive or that Buying Committee of Executives and bringing back those proof points that were laid out during the proof of value exercise. Once you get that level of buy-in and understanding from the senior buyers. I don’t want to say it’s a walk in the park. But it is so much easier to finish the sale cycle by getting the buy-in of other stakeholders, by going through this procurement process, by finishing negotiations and maintaining your price, and closing out the deal.

So that in a nutshell is the two mountain model. Use it to your success and I look forward to seeing you at the top.

Scott Ingram: Jamal’s book – Mega Deal Secrets – How to find and close the biggest deal of your career just released today. Do yourself a favor and click over to DailySales.Tips/1025 where we’ll have links for you to connect with Jamal and to get your hands on Mega Deal Secrets.

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

“Face everything and rise and you will have success before you know it.” – Meshell Baker in today’s Tip 1024

How do you conquer fear?

Join the conversation below and share your thought!

Meshell Baker on LinkedIn
Meshell Baker On Youtube
Meshell Baker on Facebook
Subscribe to Meshell’s Mailing List

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 Meshell Baker. Meshell is a certified sales confidence igniter and an authentic selling crusader. She helps business owners and sales leaders tap into unlimited human potential to create diverse and inclusive culture change and disrupt the sales training status quo. Here’s Meshell with some Monday Motivation:

Meshell Baker: Hello, this is your Daily Sales Tip and today’s tip is the other side of fear. Interesting and amazing fact about fear is that they have done research to show that biologically that fear and excitement are the same. They show up the same in our body. So you will get the same feeling of your palms, maybe being itchy, your armpits being tingling and itchy, your heart palpitasing, your eyes dilate, your breathing becomes rapid. It is the same thing. The only difference between fear and excitement is the story, and the story is a conditioning of your background, your upbringing, what you’ve been taught, and what you’ve been told.

So as a sales professional seeking to be at the top of your game, it requires and demands that you recondition yourself from the fear of rejection, from the fear of the “no” into the excitement and anticipation that you get to be valuable in that call. It’s very interesting. When I’m working with sales teams, I teach them that you can win on every sales call when you stop looking for the close and focus on the proposals.

So what does that mean? That basically means when you focus on being valuable. When you think about the buyer walking away excited for having met you, even if they don’t buy, because “no” doesn’t mean never. It simply means not now. So when you decide that I’m going to be valuable and if I’m valuable to enough prospects, to enough clients, somebody’s going to buy, somebody’s going to have to buy because this is awesome. This is amazing. Who would want to buy that? And that requires that you take time and you practice. It’s the repetition and the practice of facing the fear that will help you overcome the fear. Without it, you will never get there.

There’s a quote by Dale Carnegie, “Do the thing you fear to do and keep on doing it.” That is the surest and quickest way ever yet discovered to conquer fear. So it is nothing sitting there thinking about the fear. Finding someone to talk about the fear. Replaying the fear over in your thoughts is not how you erode and go through the fear. The only way to remove fear is to face it, and that requires that you think about what it is you want on the other side of that. So on the other side of the fear is something you greatly desire, because if there wasn’t a desired success for your sales career, if it’s being the top-performing set, success rep, if it’s making that President’s trophy, getting on stage, getting a promotion, getting that bonus, just building your career, whatever that is, there’s something on the other side of it that you want greatly, you desire greatly. But you’re faced with something that you see with your current eyes, an experience that maybe in the past you’ve had known before at another job or someone said something to you.

But remember, fear is simply a feeling. It’s simply a story that you have created about your current circumstances that are causing you to feel this overwhelming sense of fear. Synonyms of fear or you’re anticipating something going wrong. You’re avoiding it. You worry. You have an expectation of a bad outcoming. There’s dread. You’re fretting. You’re trembling. You shudder. You shrink away. You quiver. There’s all these things that start to happen in you physically and emotionally.

I’m here to tell you that it is not real. The acronym for fear is to forget everything and run that’s your option, or you can face everything and rise. And if you’re listening to these Daily Sales Tips, if you’re listening to these success stories of sales, you are facing your fear. So whatever you have going this week, I want you to think about who is the greatest client you ever desired? Who would you love to work with? Who would you love to work for? What would you love to create? And you start making those lists and looking at those lists every day and spending time and the belief that it is going to work in your favor. You don’t need to know the how, just paint the picture, give your mind something, something to look forward to, and you will be amazed at what starts to happen.

So face everything and rise and you will have success before you know it. There’s a quote by George Adore, “Everything you want is sitting on the other side of fear.” I look forward to meeting you there and celebrating with you. Have a great day selling.

Scott Ingram: For links to connect with Meshell and her website just click over to DailySales.Tips/1024. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Don’t be afraid to be yourself.” – Scott Ingram in today’s Tip 1023

Are you being true to yourself?

Join the conversation below and share your thoughts!

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 I’ve got a tip for you really just about being you. Too often I see sales reps put on their sales hats. They start sounding salesy, scripted, and maybe a bit robotic. They start saying things that they think salespeople would say instead of saying things they would say.

Sales is a human sport and the more human you can be the better, but it goes beyond that. It’s not just being human it’s being you. Don’t be afraid to be yourself. You’re probably pretty good at being you, and everyone you’re interacting with is probably going to enjoy that more than interacting with you trying to be something else.

Enjoy the interactions. Have a little fun. Have a sense of humor. That’s often the stuff that breaks through all of the other noise.

Now I can’t tell you how to be you, that’s for you to figure out, but think about bringing your whole personality forward, talk about your personal interests. Really connect human to human. It’s way more authentic, it’s way more fun and I bet, you’ll get way better results.

“By using the Continuum of Need, I’ve been able to challenge first chair, the incumbent provider, in my case, the other banker, and overtime win new relationships.” – Bruce Bradford in today’s Tip 1022

Are you using the Continuum of Need?

Join the conversation below and connect with Bruce on LinkedIn!

Bruce Bradford 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’s tip comes from Bruce Bradford. Bruce describes himself as a grizzled old commercial banker with over 30 years of experience who enjoys working with entrepreneurs, and CEOs to solve problems and capitalize on opportunities. He’s very active on a number of boards in Santa Fe and Alburquerque, He’s a mentor, a mentee, and a very engaged member of the Sales Success Community. Here he is:

Bruce Bradford: A way that I like to build relationships with clients is what I call the Continuum of Need. This technique works even outside of sales.

Here’s the deal.

We all have things. Sometimes there are problems. Other times there are opportunities that we wish we could figure out. On the business side, it may be getting pointed to the right CPA, lawyer, coach, insurance person, even a lowly banker. Personally, it may be connecting with the best automobile expert when it’s time to buy a new car, finding help to getting my kid into the best school, or being asked to play on that golf course that is so very difficult to get on.

I often use the Continuum of Need on my very first visit with a prospect. I’ll pull out a business card early in our business meeting. I’ll turn it over and draw a straight line on the back of the card. I’ll hand the card over to the prospect and say that I’m there to talk about everything except selling them something. I want to hear about all of their needs and dreams that lie on that continuum. I played the trumpet in school a few decades ago, and when I was in first chair, I was practicing and challenging to win first chair. By using the Continuum of Need, I’ve been able to challenge first chair, the incumbent provider, in my case, the other banker, and overtime win new relationships. My hope that you’ll try this out and see if it works for you too. Thanks for listening!

Scott Ingram: To connect with Bruce, just click over to DailySales.Tips/1022, and after you’re done saying hello to Bruce, be sure to come back tomorrow for another great sales tip. Thanks for listening!

“Having valuable information to share makes you more valuable to your customers. ” – Luke Floyd in today’s Tip 1021

What’s your thought about this?

Join the conversation below and learn more about Luke!

Luke Floyd on LinkedIn
Luke Floyd on Twitter

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 Luke Floyd. Luke is a Senior Account Executive at Deel, where he works with Midmarket clients. With a diverse background from musical theater, debate, the military, and seven years in sales, Luke’s intention is to achieve personal, professional, and financial freedom through focused and authentic sales excellence. Here he is:

Luke Floyd: Hi! I’m Luke Floyd, Senior Account Executive at Deel, and my tip is about passively gathering sales intelligence. As knowledge workers, our attention is being fractured in so many ways. Apps buzzing, emails incoming, new bake-off episodes to watch. Point being, If you want to focus on continual practice, setting it up to passively come to you rather than actively searching for it is key to finding some value in this inundating stimulus.

What do I mean by sales intelligence? A target account just raised their seriously post about it on their blog. A huge case study client for you was mentioned in a competitive analysis with other lookalike targets. A competitor dropped hints towards their talk tracks against your organization and Twitter posts without directly tagging your company. All of these things have happened to me in the last week, delivered to me in my inbox for a simple fashion.

So to start passively gathering sales intelligence, there are three simple tips.

First, select your tools. For me, I use a combination of Google Alerts, Twitter List, and LinkedIn Sales Navigator. There are pros and cons for each, and maybe one is better for your industry than others. The point being, you want tools that will send you information on a regular, routine basis and are easy to digest quickly. Like this podcast.

Step Two. Set them up. For Google Alerts I have each of my top 25 accounts set to deliver daily email alerts. I also keep track of industry keywords for me that’s remote work, employee misclassification, and global expansion to receive emails with the latest content.

For Twitter list, I have a couple different types. First, I have all of my competitors, including key executives, on a private list. This allows me to not only see their corporate narrative but also the subtext being pushed by their leaders. You’ll find trends of what top tracks to expect when you compete. Conversely, I have a private list of key prospects of those top 25 accounts so I can see what’s on their mind. Specifically, I use a free app called Tweet Deck, allowing me to display multiple feeds at once, clearing them each time I check them. For LinkedIn Sales Navigator, it’s pretty easy to go in and set up list on your target accounts so that way you can have the information rolling.

Step Three. Calibrate. Google Alert is particularly key to calibrate well, because it can deliver a ton of irrelevant information, either adjust the source settings to narrow in to only news sources rather than blogs or flag repeat offenders as irrelevant. Curating Twitter list does take effort because prospects and competitors are continuously changing. You know that hour-long block you invest in your skills on Fridays, right? Great time to knock this out.

For LinkedIn Sales Navigator, keeping a clean account list is the most important thing. I use the newsfeed religiously to see key updates on hiring and expansion. But if that list has junk, it’s just more distraction defeating the purpose of the passive nature.

Having valuable information to share makes you more valuable to your customers. It keeps them up to speed because you are acting as a filter for the important information they might have missed. Hope this helps. Connect with me, Luke Floyd on LinkedIn or Twitter at this link. Thanks!

Scott Ingram: For those links to connect with Luke on LinkedIn and Twitter, just click over to DailySales.Tips/1021

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

“Sometimes the hardest part is just getting started. And if you can knock that out, then you can have a really productive day ahead of you.” – JoBeth Hanak in today’s Tip 1020

How do you get started?

Join the conversation below and connect with JoBeth on LinkedIn!

JoBeth Hanak 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 JoBeth Hanak. JoBeth has been in sales for almost 6 years, successfully moving from being a #1 personal trainer to a top rep in SaaS sales. She’s been successful in full-cycle closing roles and, recently, started an enterprise BDR role selling dispute management software. Here she is:

JoBeth Hanak: Hey it’s JoBeth, and I’m going to talk about the importance of just getting started. So I’m an artist and I mostly paint these days. And one of the most important things that I’ve learned in order to create art is to just get started. Basically, a white blank canvas can be super intimidating. So what a lot of artists do is to start with just not making the canvas white. So maybe that’s through throwing random colors on there to mess it up a little bit or just painting it a solid color. Some people will get a little fancy with it, but somehow what this does is it just tricks your brain into being able to get going into a flow. If I can tell myself to just paint for five minutes, sometimes this is enough to light a spark and I will paint 4 hours.

So I’ve used the same sort of tactic with cold calling with sales. I’ve cold call for years, but sometimes I still get a little bit antsy if I haven’t done it in a couple of days or something. So I choose a lower level contact, take the pressure off of booking a meeting, and just hit dial. It can be intimidating to be like, Okay, I need to make 50 calls today, but if I just tell myself like, hey, let’s just get started. Let’s do this for five minutes. Just makes it a lot easier to get into the groove, which I feel like is important.

So sometimes the hardest part is just getting started. And if you can knock that out, then you can have a really productive day ahead of you. Even if you started off in a weird headspace. So hope this helps and feel free to connect with me on LinkedIn.

Scott Ingram: You might even want to get started by getting connected with JoBeth on LinkedIn. We’ve got that link for you at DailySales.Tips/1020

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