Sales Strategy & Enablement by Revenue.io

Sales Strategy & Enablement by Revenue.io

With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.

KEY TAKEAWAYS

Selling is an ‘away game’; it happens in the mind of the buyer. Away games are harder because you don’t know the obstacles on the field. Skilled players win more.

Lance shares a recent coaching story. He told them your goal for an interaction will determine the approach you will use. Asking for their time is a big commitment.

It’s important to be extemporaneous in selling interactions. There’s no perfect script for every situation. Selling is 50% process and 50% art. Be likable. Don’t be the person that lights up the room by leaving it!

Actively establish credibility and build trust. Display understanding. Andy comments that a friendship of utility, as Aristotle described it, is what you need in sales.

Andy discusses trustworthiness and what it means to ‘know, like, and trust.’ Lance talks about how humans judge one another, starting with appearances. Sam I Am had to build rapport before he ‘sold’ green eggs and ham!

People see quickly if you lack integrity. Talk about values and character in sales. Lance talks about having the strength and honor to act and behave the right way, which is important both in his company and his family.

“What you do speaks so loudly, I cannot hear what you say.” — Ralph Waldo Emerson, as quoted by Andy. Lance coaches sales leaders around their values.

Lance claims empathy is misused. Be sympathetic to other people’s ideas and desires, as Dale Carnegie taught. Gather your customer’s ideas and understand them. Andy lists types of empathy and which one works in sales.

What is the value you are going to deliver in your next interaction that brings the customer closer to deciding than before the interaction? If you can’t answer that, you’re not thinking. Focus on the value.

Ask the buyer, “What got you to take this meeting with me today?” Be in the moment and make sure they are satisfied with the value of the meeting. Ask what’s on their mind. Give them an authentic response.

Sales is a series of guesses; you’ll get a no or a yes. You have to get several yesses before you get an order. The sales process is a straight line; the buying process is a handful of spaghetti thrown on a wall.

Andy compares rapport to dating app etiquette. Lance concludes you have to be comfortable enough to ask someone what their thoughts are, going forward. If they ‘have to think about it,’ ask what they like and don’t like.

Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul

KEY TAKEAWAYS

Storytelling makes you magnetic and memorable! People remember stories, not information. Why aren’t salespeople telling case stories, instead of case studies?

John teaches the four elements of a good story. (Hint, the story is about your client or someone like them, not you.)

In your story of origin, sell yourself, your company, and your product or service. How can people know, like, and trust you without your story? John explains how to tell it.

Build trust first, give your prospect a reason to like you, and then give them something that helps them know you. Trust comes from trustworthiness. Make the prospect feel safe. Use video calls more than just audio calls.

You don’t have to look perfect; you have to be authentic so people will relate to you.

The steps in the buyer’s journey provide a better progress measurement than a sales funnel. Look at how your prospects see you. In his book, John teaches how to go from invisible to irresistible.

What’s the old way of selling? John explains what he understands by the “old way.” Storytelling is part of John’s new way. Also, speak informally and conversationally.

Where does Powerpoint fit in the final meeting? Never read from slides. People remember visuals, not what you read to them. John explains how to reverse-engineer your talk with a strong opening and a strong closing.

To build your closing, first, consider what you want the prospect to think, feel, and do; then provide material to guide them. The best story will be the most memorable.

The meeting needs a good opening. John explains a good opening. It’s never about how excited you are to be there! It’s about what the prospect needs and how you have met similar needs for others.

Your company story needs to be relatable to your prospect. How do you differentiate yourself? Forget the “two guys in a garage” history.

In the “beauty contest” or “bakeoff” — the prospect doesn’t care what’s in the specs or on paper. They will choose the salesperson they like the best because choosing will lead to a long relationship.

Visit ringdna.com/andy for exclusive Sales Enablement content.

Formerly the Accelerate! Your Sales podcast with Andy Paul