Accelerate Podcast with Andy Paul
March 24, 2017

Are You a Great Candidate for Your Next Sales Job? With Bridget Gleason. #414

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS

[1:54] Bridget is hiring for the Boston office of Logz.io! Hires must be a good cultural fit in this foundational group. Account Executives are needed for mainly inside complex sales of log management and analytics to mid-level technical prospects.

[5:55] Bridget has been using LinkedIn and in-house recruiters. One investor, OpenView, has been a great source. Bridget looks for signs of leadership on a resume. Listen to hear the other qualities she seeks.

[8:51] Don’t be overly modest on your resume. Include leadership roles, even if not titled as such.

[9:34] Schools indicate your background. A high GPA is positive, but not the determining factor.

[11:00] Attention to detail on a resume suggests attention to detail in sales. Bridget looks for two to five years of experience, and if you had a job in school. She wants ambition, hustle, self-directedness, curiosity, leadership, and teamwork.

[13:17] Bridget’s interviews: Candidates are phone screened for their narrative, then they present a mock discovery call to show preparedness and understanding. When they meet, Bridget looks for presence. The CEO Skypes each candidate.

[17:51] Bridget explores what she means by presence.

[19:11] Is it easy for a new salesperson to be ‘comfortable in their own skin’? How does that influence an interview? How does it relate to leadership? Bridget talks about a new hire on a non-traditional path, and how he interviewed with the CEO.

[21:39] How do military veterans fit into the Logz.io culture? In Israel, military service is compulsory!

March 23, 2017

Using Data to Drive Effective Coaching. With Duncan Lennox. #413

Joining me once again on this episode of Accelerate! is my guest Duncan Lennox, CEO of Qstream.

KEY TAKEAWAYS

[:37] Duncan is Co-Founder and CEO of Qstream, an enterprise SaaS company. Qstream helps companies drive capabilities of their sales force. Accelerate Episode 106 explains more on Qstream.

[1:29] On average, how much time does a sales manager spend, coaching each rep?

[4:28] Managers would benefit from data on the most effective coaching they can give. Why don’t managers coach better?

[7:36] Inertia keeps organizations back. Two curves are crossing: the pain of the problem, and the ability to leverage data. There is a need to act, and data capture is one way.

[12:19] Sales managers don’t have the data to know how to increases sales, and help reps succeed.

[14:18] Qstream started with the goal of changing behaviors for good. From data they gathered, they saw a second use: data-driven coaching. This became The Coaching Hub.

[16:45] The data is gathered from 3-minute tests the reps take. Scenarios are given, and the reps reply how they would act. What sorts of data do the results generate?

[19:19] An average of 94% reps participate the day they receive a scenario. What else can participation reveal about a rep?

[21:10] How does the dashboard inform the sales manager on the individual needs of the sales reps?

[22:03] How did Qstream rule out the sales problem one company had assumed? How did they uncover the actual problem?

[26:43] How does The Coaching Hub integrate with Salesforce? What kinds of triggers are available?

[29:34] Duncan gives an example of Qstream and Salesforce integration to prompt an appropriate coaching response.

 

March 22, 2017

How To Create Value for Your Prospects. With Jack Kosakowski. #412

Joining me once again on this episode of Accelerate! is my guest Jack Kosakowski, Global Head of B2B Social Sales Execution at Creation Agency.

KEY TAKEAWAYS

[1:58] A sales professional for 12 years — in manufacturing and tech — Jack found a niche in social sales. His passion is integrating social into B2B sales.

[2:55] Jack gives his straightforward assessment of the single biggest challenge sales representatives face today. He follows up by describing a general problem with the SDR model.

[4:35] What happens to the sales process, in companies under high pressure to grow?

[5:36] Jack talks about shortcuts that turn out not to be pathways to sales success.

[7:36] The discussion turns to training issues.

[8:40] Jack has advice for marketing and sales alignment.

[11:27] What is different about B2B selling today, than before the use of the account-based sales model?

[14:22] The Art vs. the Science of Sales: the Debate. Jack would like to know the sales equation, if there is one.

[15:10] Jack covers building the right team, creating the right processes, stacks, and sales training strategy.

[18:05] Jack talks about questions sales representatives ask.

[20:57] How to dig deeper.

[23:50] Jack has learned more empathy for the buyer by being pitched. What skills has he seen lacking, among sales reps who called on him? Could they have given more memorable value?

[30:11] How does social media selling allow the sales professional to sell proactively?

March 21, 2017

How To Build Trust-based Relationships in Sales. With Charles Green. #411

Joining me once again on this episode of Accelerate! is my guest Charles Green, one of the co-authors of The Trusted Advisor, author of Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships, and consultant to corporations on the subject of trust.

KEY TAKEAWAYS

[:49] Charlie’s background is in consulting and writing about trust, as it applies to large, complex, intangible services.

[1:35] Charlie addresses how to establish personalized, legitimate links between sellers and buyers in complex sales. Among “know, like, and trust,” which aspect is at the heart?

[4:04] How does reciprocity relate to trust? Charlie talks about a series of asymmetrical interactions. Why does he ‘BARG’?

[7:58] Charlie explains the origin of the handshake. How does vulnerability influence trust? What is the role of small talk?

[8:32] With more technology in the buying process, when does the salesperson need to interact first with the buyer?

[11:50] Charlie talks about challenging, adding value, taking risks, and exposing vulnerability. Complex sales are ‘high-wire.’

[12:44] Trust requires the exact truth. What is the flaw in managing expectations, to ‘exceed’ them?

[16:42] Charlie starts to explain the three steps the buyer takes to choose a vendor.

[19:40] In a proposal presentation, do you focus on yourself, your company, and product, or ask about the buyer’s needs?

[25:46] What is the justification step of the buying decision? When does emotion drive the buying process?

[28:50] Where do you draw the line between value you give away, and value you sell?

[30:25] What is the lie behind ‘tough ideas,’ and ‘adding value’? What is the actual driving factor of the buying decision?

March 20, 2017

Put the Customer First to Close More Sales Faster. With Jeff Shore. #410

Joining me once again on this episode of Accelerate! is my guest Jeff Shore, President and CEO of Shore Consulting, and author of multiple books, including Closing 2.0: How to Close More Sales Faster by Putting the Customer First.

KEY TAKEAWAYS

[:54] Shore Consulting works with companies in the B2C space. They started in real estate, and have branched into other consumer areas, always focusing on the emotion-based sale.

[4:14] Jeff explains how his new book, Closing 2.0, answers current questions on serving the customer’s buying journey.

[7:38] What are two filters a salesperson applies when reading a sales technique book?

[8:46] Jeff explores the meaning of ‘closing.’ What word would he have chosen instead of ‘closing’? What is the buyer’s ‘decision-making rhythm’?

[10:30] Jeff discusses aspects of service and respect in the seller-customer relationship.

[12:34] On Jeff’s book tour, when he asked audiences to describe ‘a salesperson,’ how did they respond? How did they then describe people they know personally, who sell?

[14:12] Can a salesperson apply skills that are contrary to their authentic personality? How does a salesperson align behaviors and skills to core values?

[15:58] What does Jeff mean by ‘agreement’? Who makes agreements, and what do the agreements accomplish?

[19:24] How would you reverse-engineer your sales process to align with the buyer’s preferences? Jeff makes a suggestion.

[21:34] What is the highest predictor of urgency in a buying decision? What is the role of future promise?

[27:29] What factors should be evaluated and incorporated into the closing process?

[28:51] Should your closing question be well-crafted?

 

March 19, 2017

How to Be an Ultra High Performer. With Jeb Blount. #Special

Jeb Blount is the CEO of Sales Gravy, a keynote speaker, sales acceleration strategist, and author of a great new book, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal.

KEY TAKEAWAYS

[:48] In addition to being CEO of Sales Gravy, Jeb has written eight books. In 2016, he spent 270 days traveling to speak. He trains and coaches salespeople to accelerate their results.

[2:05] Jeb explains how he wrote a book while traveling. He uses time blocking. He flies first class, to make the airplane his office. He passionately enjoys what he does.
[4:57] Sales EQ comes from Jeb’s 20-year search for what makes the top 1% into ultra high performers. He found they work only on high-probability sales, and they have a great EQ.

[8:51] How do both introverts and extroverts excel at sales? Jeb explains how each can use ‘dual process’ to stand in the stakeholders’ shoes, while keeping in mind their own outcome for the deal. Ultra high performers use dual process.

[12:03] Jeb discusses the psychology of the sales process. A sales process is a linear system designed around the way a buyer’s irrational brain makes decisions, and it must sync with the prospect’s existing buying and decision-making processes.

[18:10] Jeb tells of his experiences working with salespeople in various sectors, who worked either with, or without, using big data. Salespeople need to get out of their own way.

[21:03] Jeb gives a case study of a $4 Billion company with an average inside sale of $50K. Most reps relied highly on email, but the ultra high performers mainly called people.

[24:14] The ultra high performers who spent 80% of their time calling people had empowered themselves by managing their disruptive emotions. They overcame call reluctance. Salespeople are empowered to talk to people. They must do it.

[27:21] Jeb lays out some steps to becoming an ultra high performer. Begin with managing your disruptive emotions. Overcome your fear of engaging people. Jeb describes the factors of sales EQ and the sales process.

[31:11] Jeb talks about self-awareness. He recommends a peer review, and a coach. Ask for specific feedback from leaders. Sales EQ informs about cognitive biases, and ‘goal sheeting.’

[34:46] How do you encourage your thirst for learning? Jeb talks about four intelligences in sales. Acquired Intelligence depends only on you. There is always something to learn!

 

March 18, 2017

Small Talk Leads to Sales Talk. With Stephanie Melish. #409

Stephanie Melish is an inspirational speaker and certified business coach.

KEY TAKEAWAYS

[4:09] Stephanie learned sales, and is certified as a business coach and trainer. She wants to impact her community.

[4:39] Stephanie finds the biggest challenge for salespeople today to be lack of experience. Stephanie’s experience came in fund raising. Some entrepreneurs have no sales experience.

[6:00] What does Stephanie say about process, procedure, and scripts? What is the role of knowledge and authenticity?

[6:54] Stephanie has suggestions to replace verbatim scripts. How does she feel when somebody reads at her?

[9:28] To build rapport, embrace who you are, and learn who the prospect is. Know the area code you are calling, and current events there, like sports, and research the social profile of the person. Small talk leads to business talk.

[13:33] Stephanie wrote an article on November 7, about her convictions on the election. What did she say that spiked her unsubscribe numbers?

[15:18] Is it necessary for one woman to break a glass ceiling, either in politics, or in the sales profession? Stephanie urges people to continue to improve themselves, and put their work ethic to good use, to strive to get ahead independent of their gender.

[20:10] Stephanie gives advice to females. Don’t think of sales as a dirty word. Salespeople build relationships. They don’t conduct transactions. Sales is a service. If you are excited about solving problems through relationships, that is sales.

[24:31] Stephanie wrote about Scandal, and Olivia Pope. What is a fixer, and how is a salesperson a fixer in a positive way? Sales is leadership.

[26:19] Stephanie discusses behaviors of a successful leader. What is most important?

[29:04] How do you discover prospect expectations? How can unknown expectations derail a deal? How can you make sure that you exceed expectations?

March 17, 2017

Books to Help You Sell. With Bridget Gleason. #408

Bridget Gleason is VP of Sales for Logz.io and my regular guest on Front Line Fridays.

KEY TAKEAWAYS
[:52] The topic is books! The first is Draw to Win: A Crash Course on How to Lead, Sell, and Innovate With Your Visual Mind, by Dan Roam. Dan was on Episode 387 of Accelerate! The book tells how to describe ideas using stick figures and shapes.
[3:12] One of Bridget’s clients consults businesses for conflict resolution, by visualizing with Legos. Visualization works!
[5:11] Dan Roam has found that his conversion rate on proposals improved substantially by using drawing, and by involving the prospect in the presentation, to co-create value.
[6:45] Search Inside Yourself: The Unexpected Path to Achieving Success, Happiness (and World Peace), by Chade-Meng Tan, teaches internal conditions for success, and to reduce stress.
[9:36] Everydata: The Misinformation Hidden in the Little Data You Consume Every Day, by John H. Johnson, is about the common misuse of statistics and data. This affects sales metrics. Don’t confuse correlation with causation! John is an upcoming guest!
[12:47] Shoe Dog: A Memoir by the Creator of Nike, by Phil Knight. This reveals the perseverance, courage, and resilience of the founder behind the iconic brand. The rise wasn’t easy!
[14:59] The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal, by David Hoffeld, an upcoming guest, summarizing research on the mind, influence, and sales, into a methodology for prospecting.
[17:22] The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever, by Michael Bungay Stanier is about behavior change, through the science of the way habits are formed.
[19:56] How To Sell On LinkedIn: 30 Tips in 30 Days, by
Erik Qualman tells about good selling behaviors on LinkedIn. It is one of the better books on the topic that Andy has read.
[22:04] Historical fiction! Bernard Cornwell has written several series, including the Saxon Tales, starting with The Last Kingdom, in 9th Century England, which sets the stage for the unification of England.

March 16, 2017

How to Optimize Your Sales Effectiveness. With Manny Medina. #407

Manny Medina, is CEO of Outreach.io.

KEY TAKEAWAYS

[:47] Manny was a telco software developer. He moved to Amazon, then to Microsoft’s Windows Phone, and then, sales.

[1:40] Manny founded GroupTalent, as the main salesperson. They developed internal outreach software, but customers wanted the software, not their service. So he began Outreach.

[2:42] The declining number of hours reps spend selling is the biggest problem Manny sees in sales. Why has it declined?

[4:50] Could CRM syncing take less sales time? Manny also has ideas for getting real-time client information to salespeople. What can be automated in communication?

[7:30] As sales is a process, Manny asks, for each action, what is the value of that action relative to the expected outcome. How do you optimize your time to be most effective?

[9:02] Marketing Automation provides customers with a lot of information before they buy. Salespeople should have a lot of information about the customer’s persona, and the individual contact, and engage them to fit their needs.

[12:55] In B2B sales, you need to know the structure of the prospect firm. Who are the influencers, who makes the decision, and what value proposition engages each contact?

[15:30] How can you set up your system so that when your automated message is sent to the contact, it lands at the right place and time to work? When should you use testing?

[17:55] The sales process has two issues: how well does the process fits the prospects, and are people well-trained to have the right conversations to engage with the prospect? What message resonates with each persona?

[22:16] Sales process training is largely ineffective, and, when effective, it fades in the absence of continued follow-up. When Outreach.io works with a client, they check for a process; if it’s being followed; and lastly, if the results are being measured.

[26:36] Manny cites Bill Walsh’s The Score Takes Care of Itself, about a standard of performance, that when followed, produce repeatable results. SaaS needs a repeatable process.

[29:01] What relationship does Manny see between quota attainment, and CRM roll-out? Are shops actually using their CRM? How can Outreach.io fit into the process?

March 15, 2017

Hurdle the Barriers to Your Sales Success. With Ralph Barsi. #406

Ralph Barsi, Senior Director, Global Demand Center for ServiceNow.

KEY TAKEAWAYS

[:53] Ralph oversees the worldwide sales development at ServiceNow. His teams work to feed the top of the funnel.

[3:20] Ralph explains how he engages gatekeepers.

[4:57] ServiceNow started in San Diego, streamlining IT service workflow. They have expanded their offering, worldwide, to all business units within the enterprise.

[7:41] Gartner claims that in 2015, 70% of IT decisions were made outside of IT. How does this influence the sales process?

[8:40] What are the five major barriers to a sale?

[9:17] Ralph discusses how to help reps overcome obscurity. How do you maintain your LinkedIn profile? Ralph credits Jamie Shanks and his company for branding help.

[13:44] Ralph suggests looking at your market carefully, and setting up profiles with pertinent stories and metrics.

[16:04] Technology enables connection, but it distracts in the moment. What behavioral example should leaders set for smartphone use?

[21:00] What does Ralph ask his organization to do each week on LinkedIn, and social media? How can the smartphone help, and how can it hinder?

[22:14] What did Ralph learn about action, from Tony Robbins’ RPM model? How do Ralph’s team leaders incentivize behaviors and outcomes? What flexibilities do they have?

[29:34] Ralph talks about Steve Richards and Call Camp. How is conversation flow a problem with reps? What about scripts and being present in conversation? How does small talk apply?

[35:55] When is the right time to sharpen your craft, and better your game? What do you choose to do with leisure time? Take charge of your career path.