Joining me on this episode of Accelerate! is Ali Mirza, Founder and President of Rose Garden Consulting, and author of the ebook, A Salesperson’s 30 Rules to Success. Among the many topics that Ali and I discuss in this episode are the biggest challenge facing sales reps in today’s business environment, the problems that can result from relying entirely on big data to manage sales, and the importance of really getting to know your prospects, their character types and their buying triggers.
My guest on this episode of Accelerate! is Heather R. Morgan, founder of SalesFolk. She is co-author of The Human’s Guide to Writing Cold Emails That Don’t Sound Like a Spammy Robot. Among the subjects Heather and I tackle in this conversation are the steps involved in writing great cold emails, how to avoid entering Heather’s email Hall of Shame, and Heather’s best practices for developing the cold emailing campaigns that get outstanding results.
My guest on Accelerate is Sunny Bonnell, the co-founder of Motto, a comprehensive branding agency based in Dallas, Texas. Motto works with bold and ambitious companies and big thinkers with an audacious vision, to help them build inspiring and magnetic brands. Join our conversation as we dive into what it means for entrepreneurs and sales reps to go beyond product and service to build a brand, or personal brand, that is authentic and extraordinary.
Mike Scher is CEO and co-founder of FRONTLINE Selling, developer of Staccato PRO―a sales development platform that leverages the social DNA of a buyer in order to contact and engage with the right decision makers and influencers. Join us now as Mike and I discuss multiple topics including the biggest challenges sales reps have in reaching the right decision makers, how to balance the quantity of proactive sales touches with effectiveness and efficiency and how FRONTLINE analyzed the data from over 1.8 million outreaches to develop its platform.
Stephen Christopher is CEO of Seequs, a digital marketing agency and host of the Business Revolution podcast. In this episode Stephen and I break down some of the common mistakes entrepreneurs continue to make in developing and implementing their online marketing strategies. Tune in to learn how you can more clearly and effectively focus your messaging strategy to reflect your strengths and engage with your ideal clients.
Bestselling author of Selling Your Story in 60 Seconds, Michael Hauge, is a story and script consultant, author, lecturer, and coach who works with writers, producers, directors and prominent stars to sell their ideas in the cut-throat competitive world of Hollywood. In today’s episode, Michael shares how sales reps can use emotion as the best tool to create the compelling first impressions that capture a prospect’s attention. Among the topics we discuss are:
- How to quickly establish rapport with potential buyers.
- How to engage a potential buyer’s emotions using a story.
- The key steps to structuring a compelling story that sells
- How to use a story that motivates the prospect to take the next action.
On Accelerate! Now: Episode 107 with Kraig Kleeman. 4 Ways to Effectively Utilize Language to Maximize Your Sales
- Why social selling is not the sales life cycle answer
- How unwarranted euphoria has been fueled by digital assets
- Why strategy is important when implanting social selling tactics
- How language has become devalued in sales
- Why adding comments to reposted material is essential
On Accelerate! Now: Episode 48 with Todd Schnick. What You Can Learn About Sales Acceleration from Political Campaigns (Which is a Lot).
Todd Schnick, is the founder and CEO of IntrepidNow Media. He learned about accelerated sales and marketing strategies from his experience as a senior political operative and campaign consultant in the front lines of some of the most competitive campaigns ever. (Think “hanging chads”). In this episode Todd talks about the steps required to sell a candidate, which takes place in a very compressed period of time. He provides a fascinating look at the process campaigns use to identify the ideal customer profile, conduct in-depth discovery of customer needs, construct and test a compelling message, and effectively qualify and communicate with the right prospects. And he shows how it all relates back to selling your product or a service to crazy busy prospects who are pressed for time. You definitely want to listen to this episode.
On Accelerate! Now: Episode 44 with Karen Dietz. Harnessing The Power Of The Story To Win New Business.
Karen Dietz, author of “Business Storytelling For Dummies”, is a master storyteller and presentation coach. In this episode, Karen talks about how she turned her PhD in folklore into a successful business career, by helping leaders, entrepreneurs, and sales people, increase their impact, influence and income with the power of storytelling. She relates how stories help you develop better, more sincere relationships with prospects and how stories can deliver unique value that help prospects make the decision to buy from you. Most importantly, Karen provides a simple 5-step framework, using her acronym CHARM, which enables any salesperson to easily structure and tell a story that delivers the maximum impact. Do you want to learn how to use stories to win new business? Then make sure to listen to this episode today!
On Accelerate! Now: Episode 37 with Matt Hill. Essential Strategies to Maximize Sales Efficiency at Trade Shows and Conferences.
Matt Hill, founder and CEO of The Hill Group, is a leader in training companies how to sell at trade shows and conferences. He’s worked with some of the biggest names in tech to help them turn trade shows into productive sales events. In this episode, Matt describes the steps companies should take to develop a sales plan for a trade show. And, he provides valuable strategies and techniques that every company can use to provide a better customer experience for booth visitors, develop and qualify more leads on the show floor and implement an effective process for following-up leads (both during and after the show). This episode is a must listen for sales or marketing leader who wants to earn a better ROI on trade shows.