Sales Tuners

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**Sales Tuners**

SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at SalesTuners.com

Latest Episodes:

035: Damian Thompson | The First "No" is when the Sales Process Actually Begins May 02, 2017

Show notes

Full Notes

https://www.salestuners.com/damian-thompson/

Takeaways

All Interest Is Self Interest: Knowing your prospects is a good place to start, but often it helps to dig deeper. It helps to understand what motivates people and what makes them tick. It helps to remember that all interest is self interest. What does that mean for you? People buy emotionally and then rationalize their purchase intellectually after the fact. You have to get them excited or upset about something to truly move them.
Question Everything: As soon as something becomes an accepted and widely used "best practice," chances are its shelf life has already expired. For example, all the cute subject lines or cold email template you find, were awesome the first five times a prospect saw them. What are you doing today? What are you testing right now? Even if everything is going great and you're beating quota, what should you be questioning to see if you could get even better?
Niche Down Until it Hurts: It's NOT possible to serve too small of a niche. If you really want to find success in sales, become the X for Y guy (i.e. CRM for dog groomers in hot weather states). While that may be an exaggeration, finding the common characteristics of the people that buy from you also you to become so good and so understood in a the space that it become easy to replicate.

Book Recommendation

First Break All the Rules by Marcus Buckingham and Curt Coffman

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

034: Joe Caprio | Ask What Your Numbers Can Do For You Apr 25, 2017

Show notes

Full Notes

https://www.salestuners.com/joe-caprio/

Takeaways

Play By The Numbers: Ask not what the numbers can do for you but what you can do with your numbers. If you have tools available for tracking, do more than use them. Make them work for you by analyzing what they mean for your business. You know what you do every day so don't just accept it and move on. Keep track of it and use the data to improve your process.
Work Harder AND Smarter: Instead of debating whether to work harder or smarter, do both. There are those who will say there is no substitute for hard work, efficiency and high conversion rates. But why not work smarter as well? Once you've learned how to be efficient, don't stop there. Instead, be smart. Put your knowledge and experience to work for you by doing more of what works and less of what doesn't work. Stay on your toes by mixing it up regularly, and whatever you do don't stop growing.
Treat Prospects Like Your Aunt or Uncle: Doing so creates a built in level of respect. You're not going to upset them or step on their toes. That said, you're allowed to disagree with your family, right? So, if you create the same dynamic with your prospects, you can respectfully tell them they're wrong and educate them based on the perspective you have.

Book Recommendation

You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

033: Kai Yu Hsiung | Sales and Dating: There's Always More Fish in the Sea Apr 18, 2017

Show notes

Full Notes

https://www.salestuners.com/kai-yu-hsiung/

Takeaways

Be Unconventional: If something isn't working, consider your options. Instead of trying the same thing again, get creative and find a way to approach the situation differently. How else could you work the sale? In what other venue? Would a conversational tweet open the door? What about a cocktail party to help break the ice? Thinking about different ways to sell your product is one of the best ways to react to the inevitable "no" situations you will encounter.
Think Like an Entrepreneur: Whether you're working for a big company or a startup, a sales career is your own business to run. You may have certain constraints or expectations placed on you by your employer, but you don't have constraints put on you in terms of how you approach the situation. As you learn the art of the rejection, should be able to firmly own and manage your career trajectory.
No (Sales)Person is an Island: No matter how it might feel at any given moment, you're not in this alone. In fact, it's better that way. Why? The more you can surround yourself with quality resources that are genuinely interested in seeing you succeed, the better. You may be great at a single job,, but if you're truly dedicated to scaling your business, you need partners to help along the way. Identify those people and figure out the win/win scenarios.

Book Recommendation

The Art of War by Sun Tzu

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

032: Marylou Tyler | Engineering a 28-Step Sales Process for Predictable Prospecting Apr 11, 2017

Show notes

Full Notes

https://www.salestuners.com/marylou-tyler/

Takeaways

Know When to Walk Away: Most of us are eternally hopeful, but it's often more prudent to be realistic. If you have a strong pipeline, work it. Don't be afraid to push back, but also recognize when something isn't working. If it's not a good fit, the square peg will not fit into a round hole over time. Have a set list or set of criteria you look for in initial meetings, and if the client doesn't fit, move on. While everybody may be a prospect, not everyone is a good prospect. Recognize the difference as early as you can.
Trade Discipline for Habit: Think of prospecting like you would brushing your teeth. It's different than being disciplined, it's habit. It's something you do every day without thinking. There's a good reason people lose weight, then gain it and lose it and gain it again. They can have all the discipline in the world, but if working out and making healthy choices is not a habit for them, the discipline is for naught. Incorporate prospecting into your daily routine prevents the peaks and valleys. The habit become so ingrained into your mind that it would feel weird if you missed it.
Become a Student of the Game: Talking to the right people at the right time in the right role at the right stage of the pipeline is a magical formula for success, but how do the stars align so beautifully to facilitate such perfection? The key here is studying your process and knowing your numbers. As each sales cycle unfolds, what patterns can you identify? Are there common stalls or objections? Finding repeatable solutions can put at the top of the leaderboard in no time.

Book Recommendation

How to Win Friends and Influence People by Dale Carnegie

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

031: Steve Richard | Own Your Career: Breaking Down Sales Calls Like Game Film Apr 04, 2017

Show notes

Full Notes

https://www.salestuners.com/steve-richard/

Takeaways

Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it's easier to choose to learn something from almost any sticky situation.
You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It's up to you to decide. You own your own development. If you fail, own it because if you don't fail, you're never going to learn.
Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.

Book Recommendation

The Joshua Principle by Tony Hughes

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

031: Steve Richard | Own Your Career: Breaking Down Sales Calls Like Game Film Apr 04, 2017

Show notes

Full Notes

https://www.salestuners.com/steve-richard/

Takeaways

Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it's easier to choose to learn something from almost any sticky situation.
You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It's up to you to decide. You own your own development. If you fail, own it because if you don't fail, you're never going to learn.
Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.

Book Recommendation

The Joshua Principle by Tony Hughes

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

031: Steve Richard | Own Your Career: Breaking Down Sales Calls Like Game Film Apr 04, 2017

Show notes

Full Notes

https://www.salestuners.com/steve-richard/

Takeaways

Failure Is Part of the Process: No one remembers the deals they win; they remember the deals they lost. There is a psychological reason for this that is rooted in the scientific makeup of the mind. When emotions are extremely high or there is a high level of anxiety, our brains are essentially programed to make us remember those moments. Instead of letting those moments haunt you, turn them into opportunity. Once you accept that mistakes happen and move on, it's easier to choose to learn something from almost any sticky situation.
You Determine How Successful You Become: It is much more common to fail at the start than it is to become the next overnight success story. What you do with that knowledge determines the path you will take. It's up to you to decide. You own your own development. If you fail, own it because if you don't fail, you're never going to learn.
Focus on One Thing at a Time: Make time to review calls either on your own or as a team. Instead of repeating the same mistakes over and over and expecting different results, review your calls, find out what works, and focus on one thing at a time and put it into practice.

Book Recommendation

The Joshua Principle by Tony Hughes

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

030: Raquel Richardson | Enabling a Channel Only Sales Process Mar 28, 2017

Show notes

Full Notes

https://www.salestuners.com/raquel-richardson/

Takeaways

Remember It's Not About You: Hearing "no" in sales is a given, but that doesn't make it any less trying. Regardless of the circumstances surrounding how exactly you are shot down, there is no more important personality strength than the ability to bounce back. Sales is so much easier when you can remove yourself from the process and remember one simple truth: it's not about you. It's not a personal attack. You are doing your job, and it might be challenging right at this moment, but "no" is not the end of the line for you unless you let it be.
Document and Share What Works: Raquel brought up her concept of a "WinWire," but what could you do for the closed won or even the closed lost deals at your company. Before a "case study" is even relevant, how could you capture the details of why a customer bought from you? What was the business situation? What were they struggling with? Were they replacing anything? Did they pick you over another solution? What was the size of the deal? Capturing these details, win or lose, and sharing them with your team may spark some unforeseen opportunities.
Don't Make Assumptions: I believe the single biggest challenge most salespeople have is their inability or unwillingness to listen. More often than not, I find that when they're quiet, all they're really doing is waiting for their next turn to talk. Doing this forces you to start making assumptions and disregarding the chance to gain real clarity. Both can be detrimental to your sales cycle.

Book Recommendation

The War of Art Break: Through the Blocks and Win Your Inner Creative Battles by Steven Pressfield

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light Mar 21, 2017

Show notes

Full Notes

https://www.salestuners.com/morgan-j-ingram/

Takeaways

Think Big Even If You Start Small: Anyone who's either lived it before or is living it now knows the truth about being a sales development representative: it's tough. SDRs are pushed hard, work long hours and go into work every single day knowing they're going to get rejected over and over again. But, if you can master the art of opening up new opportunities, your career will open up in ways you may never have imagined. The mental toughness of those who persevere, those who thrive, those who live to tell the tale are prepared for anything.
Understand Simple Doesn't Mean Easy: Prospecting is simple, but it's not easy. The tasks of calling, emailing, and connecting on social media are simple enough on their own. But the actual work and grind of it all is tough. It requires endurance. It means not taking no for an answer. Pushing back when you meet resistance is hard, but you should never be afraid to challenge a person. Dig a little deeper, ask a follow-up question they can't not answer and stay the course.
Break the Pattern: Stop and think for a minute. When is the last time you answered that "how are you" question honestly? The thought is there, but the question is stale. Instead, break the pattern by asking "what did I catch you in the middle of?" Whether you're making calls, you can't sound like every other salesperson on the planet. Disarm them by coming out of the gate with a strong question, mirroring their tone and taking the time to have a real conversation.

Book Recommendation

The Law of Success by Napoleon Hill

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

028: Jonathan Parrott | A Full Day of Open-Ended Discovery Mar 14, 2017

Show notes

Full Notes

https://www.salestuners.com/jonathan-parrott/

Takeaways

Focus on Discovery: It's not in the end zone that sales are lost, but rather at the start of the game. Your goal as a salesperson at the simplest level is to connect what you have with what a person is trying to accomplish. A lot of that starts early in the relationship as you seek to discover what it is that is driving that person. What is it they want to do? How can you help them do it? Learning as much as possible about a potential client on the front end pays dividends as you work toward closing the sale.
Engage Where Your Prospect Is: E-mail has its place, but anyone who has ever accidentally hit "reply all" or inaccurately interpreted someone's written tone can testify. E-mail is not the most conducive setting for building a strong, lasting relationship with someone. Since sales is rooted in working with humans, finding ways to engage with prospects is often more successful using other methods than e-mail. Whether that means picking up the phone, scheduling an in-person meeting or even striking up a conversation online about a relevant blog post, finding ways to personalize and humanize yourself will set you apart from the crowd. The best thing to keep in mind is to engage in real conversations with real people despite the platform you use to do it.
Stay the Course: Everyone loses a sale from time to time. What matters is that you get back on the horse. What matters is what you learn from that experience. Instead of feeling stuck in a rut, try to focus on how it feels to be successful. Try to keep your eyes on the prize by staying level-headed amid the stressful times and you will persevere. Because there will be mountains and hurdles. There will be tough quarters or months. Staying the course amid those trying times will make you a stronger, wiser salesperson in the long run.

Book Recommendations

The Maverick Selling Method by Brian Burns
The Challenger Sale by Matthew Dixon and Brent Adamson
The Challenger Customer by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman

Sponsor

Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

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