“We have been a sales-centric company from the beginning, and what we’ve done for benefit of our sales organizations is help them be buyer-centric.” – Mark Magnacca in today’s Tip 919

What’s your thought about this?

Join the conversation below and check out the full interview with Mark and Yuchun!

Mark and Yuchun on Sales Tech Podcast Interview
Mark Magnacca on LinkedIn
Yuchun Lee on LinkedIn
Allego
Mastering Virtual Selling 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. For today’s tip, I’ve got a clip for you from our most recent Sales Tech Podcast episode that features the co-founders of Allego: Mark Magnacca and Yuchun Lee. There’s a lot of really good stuff in this episode, but it was this one comment from Mark Magnacca that really got my attention. Check it out:

Mark Magnacca: I’ll tell you what’s unique. And it’s unique, actually, starting with Yuchun and I, is that he has a very technical background and I have a very sales-oriented background. So sales has been has literally had a seat at the table since the founding of the company. Not to mention that on our management team we have our number one salesperson who’s part of the management team. So in every company, in every prior to Allego, I also interact with a lot of technology companies, startup companies, and sometimes you had really smart technical founders who literally had never sold anything other than selling this vision of their company. And so because what Yuchun just described, we have been a sales-centric company from the beginning, and what we’ve done for benefit of our sales organizations is help them be buyer-centric. And when you put those two things together, it’s like you brought the art and the science together of this whole industry, thinking about the sales organization at the center of the circle and then helping the sales organization to put the buyer and the customer at the center of the circle. You do those two things and all of a sudden a lot of the secrets that have existed for so long, they sort of reveal themselves.

Scott Ingram: For the full interview with Mark and Yuchun as well as a link to their new book: Mastering Virtual Selling: Orchestrating Sales Success, just click over to DailySales.Tips/919.

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

“Once you start to learn about other people’s trades and also build curiosity, the relationship builds.” – Melinda Van Fleet in today’s Tip 918

How are you treating your sales relationships?

Join the conversation below and get a copy of her new book!

Life & Love Lessons
The Good Karma Success Coach
Melinda Van Fleet Website
Melinda Van Fleet 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 Melinda Van Fleet. Melinda is an International Bestselling Author, Confidence & Peak Performance Coach, Speaker, and Podcast Host who works with businesswomen who desire to develop the confidence to level up their business/career or life and get results. Here she is:

Melinda Van Fleet: Have you ever seen someone’s post on LinkedIn that made you scratch your head? I bet you have and I bet we all have. I was on LinkedIn and saw a post from a sales coach that was hundred percent action and no relationship. Meaning she had a negative point of view around small talk with clients. I did a double-take. I did a double-take even as a fellow action taker. Yes, there are times when a specific client may talk for more time than your attention span can handle about something going on in their life, but it happens.

What does she do? Does she cut them off, not work with them anymore? And how does she advise her sales clients to handle that? And then I realize how big is her account base, because she just limited it. It makes you think, right? Realizing how other people are adapting is one of the strongest skill sets to acquire, build or evolve, we all have that power, but not everyone realizes it and maximizes it. I do believe the right people find you and connect with you based on your energy.

However, I also think there’s a balance between understanding yourself and understanding the other person. “See yourself as others” is one of my favorite quotes that I embody regularly and have mentioned in both of my books. I know I’m an action taker, and from there I can go further and layer in other personality traits that create my behavior and overall energy. I’m aware of where I am, my strengths, my weaknesses, and what I need to evolve. Taking the awareness further, I’m fully aware that no one else is exactly like me.

Once you start to learn about other people’s trades and also build curiosity, the relationship builds. You will authentically become connected and have rapport. A great tool I use is called Vag, there’s a section on my website, melindavanfleet.com, that has the free assessment that you can use. It’s an incredible place to start and once you start this mindset and behavioral shift, your relationships will grow. I love to talk about communication and I genuinely love to build relationships. It’s an innate passion of mine and I take it seriously. And if my coaching client, Nadya, wishes to update me on her sick cat for a few minutes, I’m OK with that. Are you?

Let’s take it from the very successful Mary Kay Ash. Pretend everyone has a sign around their neck that says, make me feel important. Not only will you succeed in sales, but you will succeed in life. Thanks for listening,

Scott Ingram: Melinda just released her second book: Life & Love Lessons and we’ll have links for you to get a copy of that and more when you click over to DailySales.Tips/918

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

“Maybe the most important thing that I did well in advance as I was planning this trip was to book a couple of additional days out of the office after I’m actually back from the trip.” – Scott Ingram in today’s Tip 917

Do you have a great vacation prep hack?

Join the conversation below and share your thoughts!

[email protected]
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. As we get into peak vacation season and as I get ready to take some time off myself, I thought I’d share a few ideas with you that help me prepare for fully unplugged time away.

Maybe the most important thing that I did well in advance as I was planning this trip was to book a couple of additional days out of the office after I’m actually back from the trip. This way, my out-of-office message provides air cover so I can more casually get caught back up without running headfirst into a wall of meetings and other demands so I can come back relaxed and not overwhelmed. We tend to go at it pretty hard with activities when we travel in my family. So this is quite literally that vacation from my vacation that we all joke about. This has made a huge difference for me in the past in actually achieving the whole rest and rejuvenation impact most of us are looking for from our vacations in the first place.

The rest is just prep. I’ll review my pipeline and think about anything that might come up while I’m out. From there, I’ll set up a review session with my VP to go through that list and where it makes sense, I’ll proactively give people a heads up and introduce them to my VP who is also my backup while I’m away. This is also a great opportunity to confirm status and ask what might be needed in the time that I’m away so we can get in front of any potential issues and keep deals progressing and avoid losing any momentum.

The last step is the out-of-office message, and I take this pretty seriously. Since thousands of you are on the listener list and get my weekly emails, I get to see a lot of out-of-office messages. Almost all of them are boring. And I’m sure I’ve talked about this before, but I try to have some fun with it. I’ll inject some of my personality and sense of humor because I want to make an impression. It is so easy to stand out with these because the bar is so low. I’m also going to use it to set expectations. And this is kind of the normal stuff. I’ll let people know when I’ll be back, who they can contact while I’m away. And I’m usually pretty aggressive about being clear that I’m completely unplugging while I’m away with my family and won’t be opening email until I return. For me, this actually takes discipline, but I really try to limit myself to one quick skim a day at the most. It’s even better if I only take a quick peek every few days and who knows, maybe I’ll make it all the way through without checking email because I’m only going to be away for a week. And it’s not like there aren’t other ways to reach me if something is truly, truly urgent.

What about you? Do you have a great vacation prep hack? I would love to hear about it. You can email me at [email protected]. You might even get an interesting out-of-office message. Just don’t be surprised if I don’t get back to you for a week or so. You know, you can also submit this as your own Daily Sales Tips. If you go to DailySales.Tips/Submit, that includes all of the instructions so that you can get featured on this podcast, and featuring listeners on this podcast is one of my very favorite things to do. So you should do that.

Anyway, I appreciate you listening to the show, and be sure to come back tomorrow for another great sales tip.

“If you know why a buyer runs an RFP, you also know what your likelihood is to win business.” – Mark Schenkius in today’s Tip 916

Are you making sure you ask the appropriate questions before you enter into an RFP process again?

Join the conversation below and go check out the links!

ROI 10
The Other Side of Sales
Mark Schenkius on LinkedIn
771: RFP Motives – Mark Schenkius
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 Mark Schenkius. Mark is the founder of ROI 10 where he helps sales professionals get better at dealing with buyers. He’s also the author of “The Other Side of Sales,” where he shares his perspective after 15 years in procurement. Here he is:

Mark Schenkius: In many RFP processes there is a so-called blackout period. Sellers are told not to talk to anyone else except the procurement person leading the process. I understand there’s always lots of debate on the sales side around what to do about this. And that makes perfect sense, because you have spent so much time putting a proposal together that it only feels fair that you are informed about the status of the project.

Firstly, I would like to say that if you haven’t done so already, I would recommend that you listen to Daily Sales tip #771. In this tip, I explain the motives behind an RFP process. If you know why a buyer runs an RFP, you also know what your likelihood is to win business. It will help you put things in perspective.

Secondly, no news doesn’t mean good news nor does it mean bad news. We often have the tendency to believe that no news is bad news which is not necessarily the case. I know that often these RFP processes lead to a “no decision”, however, don’t assume this is the case or you have lost already.

Instead, be aware that there is usually lots of internal debate throughout these RFP processes. Buyers believe the benefits are worthwhile changing supplier for while on the other hand, operational teams prefer to stick with the old supplier since change means higher workload and potential impact on service.

In the end, the full team needs to make a proposal to the senior leaders for approval hence the team needs to be aligned. This takes time. During this period, the risk is that you start compromising on your initial proposal out of fear of losing.

So, what to do about this? When you feel left in the dark, it’s ok to call the buyer and ask them. Please don’t send an e-mail since there is a high likelihood you will not get a response. Choose your words carefully when calling them. For example, you could say something like this:

As you might know, we have spent a lot of time with our team putting a proposal together that we believe suits your needs. Me and the rest of the team are very curious to hear what you think of it. Are you currently in the position to provide feedback to us?

If no, your follow-up question could be: Could you tell us at what stage you are currently in the process? Can you provide some more details on the expected timings?

Closing off with the question: Is there anything else you need from us currently? Are you ok if I call you again on date x to ask about the status of this project? As you know we are very eager to work with you.

If you can’t get through to your buyer, you could also use your own network to find out more.

Who in your organization might know someone in the buying team? A casually planned catch-up could already provide interesting information. Usually, the non-buying members of the buying team are not as commercially savvy as buyers are. Tread carefully though. You don’t want to upset the buyer here.

If all of this is not going to work, then I’m afraid you’re going to have to be patient this time and make sure you ask the appropriate questions before you enter into an RFP process again.

Good luck and happy negotiations everyone!

Scott Ingram: For more insights from the professional buyer’s perspective. Definitely check out Mark’s book: “The Other Side of Sales,” and as always we’ll have links to that and more for you at DailySales.Tips/916

Once you’ve clicked over there, be sure to click back here either to continue your binge or for another great sales tip tomorrow. Either way, thanks for listening!

“Once you align yourself with the thing that you love doing, the opportunity is just absolutely endless.” – Bryan Elsesser in today’s Tip 915

Are you holding yourself back from President’s Club?

Join the conversation below and connect with Bryan on LinkedIn!

Bryan Elsesser 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 Bryan Elsesser. Bryan is VP of Sales at SaaStr, and an accomplished sales leader and strategist, having led numerous successful high-velocity sales and sales development teams across SaaS, AdTech, and MarTech. He’s a thought-leader, champion of the sales community, and has twice been named a LinkedIn Sales Star by Sales Success Media (hey that’s us!) Here he is:

Bryan Elsesser: You, you’re the thing that’s holding yourself back from President’s Club. What do I mean by this? I mean that you will find anything to get in your own way. “Oh well, I had to file paperwork.” “Oh, the leads aren’t that great.” “Oh, man. I mean, they just never followed up with me. It was a no.” You have to do the work. Presidents Club is for those that put in the grind. That’s it. That’s the trick. That’s the secret sauce. But what does it really mean, means being organized. You need a system. You need to have a way that you can organize yourself so that you can know what you need to do to get there. You need to have routine. You got to be that person, I don’t care if you’re up at 5:00 a.m. or not, I hear those talks. That’s not for everybody. That’s for some people. But what is for everybody is getting into a routine. And that routine has to be the one that allows you to lean in. Three you got to align your passion.

Let me put something out there for you. If you’re not passionate about what you’re going to sell, you’re not going to sell it. That’s no secret sauce. That’s just truth. Right? Could you imagine being super passionate? What’s the number one thing that you have in your brain that you’re super passionate about? And you think about it and you digest it and you’ll love it. And you wake up in the morning and you think about it, you just want to do more of it and you want to sell more of it. You want to be a part of it more. That is how you sell more. That’s how you sell more. You have to be aligned.

If you wake up kind of dreading following up with prospects, kind of dreading the product that you’re selling. It’s quite possible that this is just not the right one. That’s OK. Believe it or not, there are thousands of people out there right now looking to hire you and they’re all different products and they’re all different companies. So do yourself a favor. Go get aligned with your passions. Go sell that. There’s always that advice out there that’s like once you are aligned with what you love to do and you do what you love to do, then the money will come. Then all the great things will happen. That’s the same thing in sales. There are so many things to sell. Once you align yourself with the thing that you love doing, man, the opportunity is just absolutely endless, endless, and then you got to outwork everybody.

Listen, I’ve never met a President’s Club winner that just did it, that woke up, didn’t put in the work, was blessed with God’s sales. Like it doesn’t work that way. You got to put in the work. You got to be able to wake up before everyone. Work before everyone, work later than everyone or be smart enough to come up with a process that outperforms everyone. But the work is has to be there. There’s no such thing as Presidents Club without the work. And I put one of the things out there for you.

You might think that you’re selling the top line product that you have, that you’re pitching large. Right? Chances are right now you’re pitching safe. There’s nothing wrong with that. If you know you’re going to have quick wins that you by pitching safes, you can have some quick wins and great, do it. But you need to be able to pitch large enough as well and with confidence that those big deals come along with the smaller ones. Because when you start getting like a roll of large deals, that is how you hit goals quicker. That is how you accelerate your earnings. That is how you take yourself to that next level. And then all the other deals that come and follow it are what catapult you above everybody else. You have to know how to sell large.

I put one other thing out there for you, Mister or Miss Presidents Club Seeker. You need to be able to develop relationships. You have to develop relationships. Look, people buy from people. That’s an old phrase that I think actually goes somewhat like, “Yeah, OK, I know,” but it’s actually true, right? When you develop a relationship with somebody, truly like a friendship with your prospects. Now, now some magic is going to happen because believe it or not, as long as you stay in a similar field in this industry, those people will be the people you sell to for the entire career, for your entire career you will always go back and farm that list if you do it right.

People that are building relationships that get this accelerate their network and have a laundry list, a huge, huge Rolodex of people to go and prospect into. These are a top sellers do. They own these things and by owning it, they know that when they wake up in the morning, they’re going to maximize their day and they’re going to outperform and outshine anybody else that comes up against them. And these are your President’s Club winners.

I put this out there for you. What I just described represents 1% of the sellers that are out there, 1%. Is not because we want it to be that way, not because that’s a rule, not because that’s a law, because only 1% of our profession is willing to do what it takes to get there. There’s room, right? There’s 99% of other people that probably strive or want or desire to be in the 1%. And so if that’s the case, do what it is to make that 1%, 2%, 5%, 10%. There is nothing holding you back but yourself. So get in the motion. Get in the mindset of going and crushing it.

Scott Ingram: For a link to connect with Bryan on LinkedIn, which you should do right now, just click over to DailySales.Tips/915

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

“When you think about how you can help that customer, that is your noble purpose.” – Lisa McLeod in today’s Tip 914

How do you make sales when you’re anxious and you’re nervous about hitting your number?

Join the conversation below and share your thoughts!

Lisa McLeod on LinkedIn
Lisa McLeod on Twitter
Lisa McLeod on Facebook
Selling with Noble Purpose 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 Lisa McLeod. Lisa is the global expert on purpose-driven business. She is the author of five books, including her bestseller: Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud. Here she is:

Lisa McLeod: How do you make sales when you’re anxious and you’re nervous about hitting your number? The answer is probably not very well. Hi, I’m Lisa McLeod, and I’ve got one tip for you that I think will help you because I know it’s helped me. So if you’re in a time, as many of us are, where you’re nervous, you’re afraid, you’re worried you’re not going to hit your number, you have got to do something to quell that anxiety because if you go ahead and you start reading quoted breath all over your customers, they’re going to smell it and it doesn’t smell good.

So instead, you want to quiet that because the internal torque track of most sales reps, when they go on a call and I’ve been there, is how can I close this? How can I hit my number? That gives off anxious energy. Instead, here’s what I want you to do before you get on the phone, before you get on a video call, take a breath and simply say to yourself, “How can I prove this customer’s condition?” Get your mind completely focused on that customer. How can I add value? How can I improve their condition? How can I help them? And what do I need to know to be able to accomplish that? That will quiet your lizard brain, that will light up your frontal lobes. And when you think about how you can help that customer, that is your noble purpose.

Scott Ingram: For more about Lisa including a link to get your hands on Selling with Noble Purpose, just click over to DailySales.Tips/914.

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

“Once you understand those five points, you can then reach out to them in a meaningful way.” – Peter Strohkorb in today’s Tip 913

Who are your ideal customers?

Join the conversation below and learn more about Peter!

Client Testimonials
Join the Sales Acceleration News
Peter Strohkorb 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 Peter Strohkorb. After 20 years in leadership roles in multinational corporations, Peter couldn’t stand the ineffective ways that businesses use to accelerate their sales. He set himself the task of offering solutions that deliver real results. Since 2011, he’s helped clients to “win more sales, faster” (which is his business motto). Here he is:

Peter Strohkorb: Point four. Who are our ideal customers? I want you to think about who they are as a person. What business do they operating? How large is the business? Where are they geographically speaking? What are the titles and what interests do they have? Because once you understand those five points, you can then reach out to them in a meaningful way. You can grab their attention, you can engage with them not before. So think about your ideal customers and what five attributes you would ascribe to them.

Scott Ingram: If you’ll click over to DailySales.Tips/913 we’ll have links for you to connect with Peter and to a deep dive article, he wrote on LinkedIn about Modernizing Your Sales Funnel the way Buyers Want to Buy.

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

“Never leave a meeting without confirming the next steps.” – Bri Galarza in today’s Tip 912

How do you manage and confirm the next steps?

Join the conversation below and learn more about Bri!

Bri Galarza on LinkedIn
Bri Galarza on Instagram
House of Revenue on LinkedIn
House of Revenue

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 Bri Galarza. Bri began her career when she was 18 for a direct sales company in Los Angeles as a 1099 employee. She ran a business for 6 years where she recruited, trained, and got the opportunity to coach over 1,000 revenue producers. Here she is:

Bri Galarza: Never leave a meeting without confirming the next steps. I can’t tell you how many times I’ve seen deals in a CRM just tabled because the salesperson is waiting for the prospect to get back to them. And control is key in moving any deal forward, meaning the second that you leave the power in their hands, you’ve lost pretty much the sale.

So how do you manage and how do you confirm the next steps?

Step one is, while you’re still finishing up that meeting already at the end of that current meeting that you’re in, agree on next steps and send the invites immediately. A deal is not closed if they’re wanting to follow up with you at a later time, if they’re reviewing prices with or without you and showing the agreement to other decision-makers who haven’t been a part of the last few meetings, there is no way they’ll understand the value behind the proposal.

So always try to set a meeting ahead before sending over any proposals. So how does one do this? Well, step one is be very direct. I’ve made the rookie mistake of wanting to look overly available to give them more than enough options to pick from because I was desperate for the meeting. For example, I remember opening my calendar and saying, “All right, I’ve got an opening for Monday at 2, 4, 6, and 8. I’ve got an opening Tuesday morning at 8, 10, and 12 and just looks wide open for the prospect.” But when someone looks wildly available, the prospect might start to wonder, consciously or subconsciously, why is no one scheduling with her? Is her schedule this available? Is there service really that good and as good as they’re making it out to be? Not to mention if they’re in the busy ones when they look at their schedule, they might feel a little overwhelmed by their calendar. So they might want to rush off the call because they don’t want to go through the hassle of seeing what is available.

So way to try to maneuver around this is keeping it simple. I always teach, always offer a choice of two options at a time. Think about this. Remember a time when you went to a restaurant, let’s say Cheesecake Factory, that has about six or seven different ages to their menu. And when you’re starving, everything looks good. So it could be slightly overwhelming walking into a restaurant that has way too many options versus when you go to, let’s say, Chipotle and it’s always a quick decision between two different options. Do you want white or brown rice, black or pinto beans, chicken or steak? The choice of two options can allow your brain to decide a lot faster and you’re in and out within a few minutes.

So I’d recommend following a strategic funnel process to help wind down and control the conversation moving forward. For example, let’s say I’m in a meeting with a prospect. I would say “Cool, let’s go ahead and check out our calendars. What is midweek or even later next week look like for you? Awesome.” So once they pick, they might say “Midweek looks a little bit better.” “OK, perfect. So how about Wednesday or does Thursday look more available to you? OK, Thursday looks more available. Awesome. How about this. What is your morning or afternoon kind of look like? OK, so morning looks a little bit more available. Great. All right. It looks like I’m pretty booked up for most of the day, but I do have an available time slot for 9 a.m., or would 11 work better for you? 9:00 a.m. Great. I’ll go ahead and send that calendar invite over to you.” And so you’re guiding and controlling the prospect and the conversation. You’re not overly controlling and telling them, cool, I need you to be here this day and this time and coming off pushy. You’re still giving them the option to pick what works best for them. But when we leave the decision on their plate, we lose complete control of what’s going to happen next.

Scott Ingram: To learn more about Bri and the House of Revenue, where she’s their Sales Empowerment Manager. Just click over to DailySales.Tips/912

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

“It’s a lot better than dumping an elevator pitch on somebody or worse, pretending that you care about how their day is going.” – Nick Cegelski in today’s Tip 911

How about you? How do you cold call?

Join the conversation below and share your thoughts!

SurePoint
Nick Cegelski on LinkedIn
30 Minutes to President’s Club Podcast
Nick Cegelski on Sales Success Stories
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 Nick Cegelski. Nick is a quota-carrying sales professional and the host of the 30 Minutes to President’s Club podcast. Here he is:

Nick Cegelski: I’m hearing a ton of talk about leading with empathy. Leading with empathy is not cold calling 47 CFOs in a row and asking all of them, “Hey, this is Nick with 30 Minutes to Presidents Club. How is your day going?” Because there’s no way you can possibly care about the individual days of all of those CFOs. Instead, try what I call a permission-based opener, which might sound something like “Scott. This is Nick with 30 Minutes to Presidents Club. I know you didn’t expect me to call you this morning. Do you mind if I take one minute? I’ll tell you why I called. And then you can tell me if this is even moderately relevant.” Give it a shot. It’s a lot better than dumping an elevator pitch on somebody or worse, pretending that you care about how their day is going.

Scott Ingram: To connect with Nick on LinkedIn and for a link to the 30 Minutes to President’s Club Podcast, just click over to DailySales.Tips/911 and you’ll find everything you need there.

Once you’ve done that. Consider a Daily Sales Tips binge and crank through some of the 910 other tips we’ve shared on the show so far. Thanks for listening!

“Investing in your manual is an investment in resources and in the ability to work alongside your team on high-value activities and prized client relationships, even when you’re not readily available.” – Eduardo “Eddie” Baez in today’s Tip 910

Does your company have sales manual for their team?

Join the conversation below and check out the links!

Teams Win Championships Book
Teams Win Championships on LinkedIn
Eduardo “Eddie” Baez on Sales Success Stories Interview
Eduardo “Eddie” Baez on LinkedIn
Career Pipe

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 guest is self introducing, so I’ll just let Eddie take it from here:

Eduardo “Eddie” Baez: Hi Daily Sales Tip Community. My name is Eddie Baez with Teams Win Championships. And my message today is for sales leaders that haven’t updated or ever created a sales manual for their team. Employee handbooks do more than just safeguard the business from workplace discrimination claims or misconduct. These documents provide new and existing employees with an overview of the identities and attitudes of the people for whom they are working with and for. In a we-focused sales environment, sales leaders should consider the type of message employees walk away with after reading their manuals. These manuals also offer sales leaders an amazing opportunity to connect with their employees and express their values and expectations for the sales department as a whole.

Being intentional about the messages upfront is a direct investment in the department’s long-term chemistry and socially acceptable norms. What is your sales manual say about how you expect the sales department to operate? Some companies have only a general employee handbook, while others invest in dedicated sales handbooks focused on the nuances for the revenue staff and general revenue employees. It’s like having another sales leader on the team that is available 24/7 and people can refer to at times of uncertainty. Investing in your manual is an investment in resources and in the ability to work alongside your team on high-value activities and prized client relationships, even when you’re not readily available.

In our experience throughout our sales careers, the following are a few of the topics frequently referred to in employee handbooks and suggestions for what to consider when structuring your team’s sales success guide.

First, the company’s expectations and KPIs. This lets everyone know where the bar is and what the expectations are from day one.

Second, the mindset, attitude, empathy, and sales emotional intelligence quotient that is representative of the mindset and attitudes of the people that you’re working with. Sales EQ is extremely important and knowing what those attitudes and mindsets look like and what the gold standard is, is essential to really making sure that you have a top-performing and really positive sales team.

A product glossary and industry-specific jargon. It is very difficult at times, especially for people who are transplanting to actually know not only the product entitlements, the product specifications, but industry-specific jargon, and to not only reduce ramp-up times and make sure that people are on the same page. These glossaries afford you a lot of save time, efficiency, and productivity to make sure people are laser-focused.

Next, Client Journey Guide. Breaking down the ideal client profiles and client acquisition and retention strategies that work best. Capture it. There’s so many great salespeople on your team. It’s such a great opportunity to understand how the client journey looks like from the outside and inside of the organization.

And last but not least, value proposition, storytelling frameworks, and essential talk tracks. You have so much IP and so many resources within the business that you can leverage. Capture it, codify it. It’s essential for anyone who’s stepping into the role, especially for anyone new, especially in this virtual sales environment, to hear from the very best in the business on the ways to say it, the ways to position it, and really drive that value home through the way that things are said to clients and what drives impact.

So these are my tips. I hope these have been valuable, happy selling.

Scott Ingram: For the transcript of this tip, to connect with Eddie and of course for a link to the Teams Win Championships Book. Just click over to DailySales.Tips/910

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