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Want the secret to being 8 times more effective at cold calling? Want to meet the guy who INVENTED the phrase Sales 2.0? We talk to Nigel Edelshain about Social Calling and Sales 2.0.
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Want to close more sales? Then you better do a better job at the FRONT end of the sales cycle. Learn how to get more decision makers on the phone with Steve Richard of Vorsight. Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 01:00 Ice To Eskimos? 02:00 Steve Richard’s work history, including a role as a CNBC contributor 02:30 Why does Steve focus on the front-end of the sales funnel? 03:30 There is a lot of junk in the pipeline prohibiting velocity 04:00 The philosophy of a sales cylinder versus a sales funnel 04:30 Knowing your client’s profile, how to find those contacts and then determine the influencers and their direct lines. 05:15 Kevin is intrigued by the 3×3 Research Approach 07:00 3×3 Research creates possibilities for engagement with a lead 09:00 If you can double your direct lines you can triple your results. 10:00 Steve navigates the gatekeeper live on the air. 12:00 Star – Pound – Four on Cisco works a miracle. 13:00 Putting the extra effort into every single phone call. 16:00 DEPT = DNA Environment Performance Technology 18:00 Tips for sales managers: go look at your job openings! Would you want this job? 19:00 Steve’s Call To Action: Download the Vorsight Sales Prospecting Training Curriculum www.tinyurl.com/7wuvlrs 21:00 Take a 3-minute web survey for a chance to win an iPad 2 or Kindle Fire: www.bridgegroupinc.com 22:00 The struggles of retention for a new generation of sales professionals
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Joanne Black, author of No More Cold Calling, joins us to talk about the interaction between social media and sales: it’s not all LinkedIn and Twitter! 01:00 Joanne’s Nightmare Social Media Story 02:15 Kevin introduces Joanne Black, author of No More Cold Calling 03:30 Joanne defines social media for sales professionals. 04:15 Defining referrals as a warm introduction. 05:15 How do referrals and LinkedIn complement each other? 06:00 Social media is never a place to sell, it is a place to communicate and build relationships. 07:00 People do business with people , not technology. 08:00 Allow some of your personality to show through in social media. 10:00 Put a smile on your social media profile. 10:30 Keys to operating on LinkedIn: professional photos, personalize your introduction, and avoiding automated referral suggestions. 15:00 Should sales reps avoid selling on social media sites, especially if you are selling lists? 16:15 There is power in being genuine and helpful within social media. 17:15 Paring down your network within LinkedIn 18:30 Make a priority out of turning online connections into offline relationships. 19:30 March 7th, 1876: telephones do not crash! 20:00 Hiding behind the technology curtain. 21:15 The addiction of technology. 22:00 The broader definition of social media: do not forget email. 25:00 Best practices: determine your social media strategy and correlate to your business strategy, have a social media ambassador, create sticky metrics, manage the …
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Joanne Black, author of No More Cold Calling, talks about the power of referral selling and why you should NEVER make another cold call again. 01:00 Joanne’s Nightmare Sales Job 02:30 Joanne Black, Founder of No More Cold Calling & leading authority on referral selling. 03:15 “What do you have against cold calling?” 04:00 Sales is about the right kind of activity. 05:00 Defining cold calls. 05:30 “I only want to make hot calls.” 06:15 Having an introduction is the definition of a referral call. 08:00 Joanne talks about developing No More Cold Calling. 09:00 Referrals establish credibility, especially in a down economy. 10:00 Most sales teams do not have a systematic method for establishing a referral-based strategy 10:30 Kevin discusses his experience with the Brooks Group 11:30 Why aren’t referrals part of the common metrics used to monitor sales performance? 13:00 Joanne gives several examples of referral metrics. 13:45 Referral deals are typically larger and close quicker. 14:15 The key to getting comfortable with asking for a referral is practice. 18:00 Kevin asks “Can we ask anyone for a referral?” 19:00 The power of working through a list of clients 21:00 Be specific about who you want an introduction to, rather than “anyone who…” 24:00 “Referrals get rid of the awkward first date.” 25:30 Advice for young sales professionals: “You don’t know who other people know until you ask.” 27:00 Five lunches, four breakfasts each week. No one wants to get breakfast Monday …
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Vince Thompson joins host Kevin Gaither to talk about The Big Umbrella: how do you hone your sales strategy as a revenue chief within a sales team? 00:00 Cold Open 01:05 Vince’s Nightmare Sales Call 02:30 A world-class sales professional resume 04:00 The Big Umbrella: talking sales strategy 06:00 How do you hone your sales strategy as a revenue chief within a sales team? Do you detail tactics after setting strategy? 08:00 Vince advocates taking a tactical role within your team 08:45 Essential components of a sales strategy 10:00 “Plans Are Nothing, Planning Is Everything” 11:30 “Relationship selling is complete bullshit” 12:30 Delivering value is the most important job for a sales professional 14:00 The peculiarities of small talk as a sales professional 15:30 Setting goals and managing challenge as a CEO or sales leader 18:30 Coaching your team when things go wrong 19:15 The basics work when you’re using them regularly 21:00 Setting clear comp plans for your sales team 22:30 Incentivizing for behavior as well as financial 29:00 Viewer question: how do I give a first-time sales pitch via voice mail
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Mike Brooks, Mr Inside Sales, is back this week to talk sales management & leadership. Want to learn how to manage salespeople better? Mike has all the answers on Episode 7 of ThisWeekIn Sales.
Michael Jordan, Lance Armstrong, Tiger Woods. Would they make good salespeople….or not? Kevin talks to Chris Croner, a Principal from SalesDrive, and the co-author of Never Hire a Bad Salesperson Again about hiring high performing sales hunters. 00:00 Cold Open 00:48 Most Unusual Sales Interview 02:30 Introducing Dr Christopher Croner 03:30 The secret sauce to hiring the best sales professionals 04:45 Competitiveness 05:00 Optimism 06:00 Would Michael Jordan make for a good hunter salesman? 08:00 Money is like points on the board for sales professionals 09:00 What separates the great performers from the mediocre? 10:00 The volitional model of motivation: need for achievement, competitiveness, & optimism 12:00 Kevin and Chris roleplay an interview process. 12:45 Tips on the interview process for an interviewer or HR professional. 13:45 Using behavioral questions to discover patterns. 15:00 The magic wand question to observe behavior. 16:00 The first interview question: sacrifice? 18:30 Analyzing the response in regards to need for achievement. 20:45 The second question: when were you last comeptitive at work? 22:45 Debriefing the response in regards to competitiveness. 23:30 Identifying someone who is high in competitiveness but low in need for achievement 24:15 The power of using the “echo” in the interview process. 25:00 Dr Croner explains the Columbo, “one down” approach to interviewing 26:15 Kevin and Chris recommend the book Topgrading For Sales 26:45 The value of …
Ever wonder what’s in a Sales Playbook? Bill Binch, SVP of Sales at Marketo, visits the show to tell us all about them as well as the challenges of sales/marketing alignment and making “big round words” specific and actionable. 00:00 Cold Open 01:00 Bill’s Nightmare Sales Job 02:00 Vice President of Sales at Marketo, Bill Binch 03:00 Definitions and Metrics: making “big round words” specific 04:00 Suspects, prospects, and closed sales 05:00 The importance of an exact definition of a closed sale 06:30 What is a marketing qualified lead? 07:30 Accountability of marketing in driving leads versus sales 08:00 The Top Three Metrics for sales/marketing alignment 09:00 “Accidents happen in the intersections.” 11:30 Sales reps should be selling, not prospecting, segmenting, or negotiating 13:00 How to setup a brand new sales model 14:30 If resources are limited where do you choose to specialize? 16:30 Land and expand, hunters versus farmers 17:30 The Dallas Cowboys don’t run around the field without a plan, neither should you 18:30 Why you should have a playbook as a sales rep 19:30 Approaching small, medium, and enterprise businesses with different methodologies appropriate to the company, not the geography 21:00 “Start collecting logos.” Focus on transactions, not dollars as a new sales team 23:00 A better question to ask other than “how do you like to buy stuff”? 24:00 Bill runs through exactly how he listens to a customer 25:30 Kevin asks what else is in Bill’s playbook: is it …
Kevin Gaither’s interviews Andrew Chase, VP of Business Development of PPI Sales Search, about best practices for hiring managers and how to tweak your resume for optimal performance. 00:00 Cold Open 00:35 Intro, Andrew Chase 00:56 What’s your strangest candidate interview of all-time? 02:12 Andrew’s background as a sales professional 03:35 How to get the best candidates possible. 04:30 So it’s not a problem if a hiring manager preps a candidate for an interview? 05:15 You better be able to close an interview! 06:45 Who’s winning right now in the world of hiring managers? 07:30 Getting creative as a recruiter to get the best possible candidates. 08:20 Talking compensation with a high-quality candidate. 10:15 There’s a difference between desperation and urgency. 12:00 Partner with your recruiter, be creative in offers, & maintain a quick & transparent process 13:00 “People will kill their grandmother to work at Google.” 14:00 What can candidates do to separate themselves from the competition? 16:15 “Does a fancy resume separate you or make you look like a chump?” 18:10 How should I spend my time preparing for an interview? 19:00 Prep your answer to these three questions: how are you going to make me money, save me money, or save me time? 20:00 Anticipate questions and prep answers with situation/action/results answers 21:30 Wear a suit, be conserative in your presentation style, and do research on yourself and your specific answers. 23:00 Andrew brutally dissects a resume …
