Accelerate Podcast with Andy Paul
June 3, 2017

#475. If You’re In Sales, Influence is Your Job. With Peter Winick.

Peter Winick, Founder and CEO of Thought Leadership Leverage, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[2:39] Thought Leadership Leverage works exclusively with authors, thought leaders, and speakers that typically have content with business applications. They build strategies, brands, platforms, solutions, and business for their clients.

[3:23] Peter discusses personal branding and its history in the corporate environment. That is your table stakes. Influence, or thought leadership, is an enhancement to your brand. What perspective can you share with others that benefits them?

[6:02] Influence is your job, when you are marketing or selling. Peter describes influence, thought leadership and differentiation. Influence is not manipulating people to do what they don’t want, but guiding them to do what they want.

[10:34] Personal brand online is a precursor to influence. Have a little courage to be human and transparent, but a stakeholder at a Fortune 500 Company you are targeting for SaaS, does not to see your posts on irrelevant personal topics.

[12:03] LinkedIn will be searched, and so will Facebook, Twitter, and Instagram. If there are pictures of you on social media drinking and doing silly things, that’s not smart. You can post personal family photos, but don’t push them to people.

[13:20] Peter talks about the spectrum of posting content. Some corporations control what you can post; regulations may be involved. Some corporations give leeway. Original content, such as comments on events you attend, is good.

[16:52] Content you share is not an ask. It is value you are offering, to build your relationship. Providing value is a mindset and a habit. Keep building the relationship after a sale. Play the long game. Keep in touch.

[19:45] Don’t let content marketing be in charge of your relationship with the buyer. Build your influence with sharing, and do not stop when discovery begins. No buyer self-identifies as a sales-qualified lead. Don’t treat them like it.

[22:33] Add your original thoughts to anything you share. Comment on other people’s threads, especially by responding to a question, or add a question yourself, to start a discussion.

[25:01] Leave your anxieties behind. Not everyone will agree, but if your contribution is worthwhile, it will be appreciated and discussed. In professional forums people use decorum.

[26:27] If someone disagrees with your comment, it is an occasion for a discussion. It is valuable to challenge your own views, and for others to examine their own, thoughtfully.

[29:01] Managers promote people when they’re already doing the job. Don’t wait until you are told to develop content. Do it now, within compliance issues. The tools exist for you to add thought leader value to your buyers, that leads to sales.

March 30, 2017

#419. How (and why) to Send a Cup of Coffee to a Buyer. With Braydan Young.

Braydan Young, CEO and Co-Founder of Sendoso, joins me on this episode of Accelerate!.

KEY TAKEAWAYS

[3:43] Braydan and his coworker developed a concept to help reps effectively set up more meetings.

[5:49] Braydan explains how to send a cup of coffee to a prospect.

[6:11] Offering a cup of coffee is a human gesture, not a sales pitch. What difference does it make to the conversation?

[6:52] The operation is simple; a click triggers it in Salesforce, LinkedIn, or Gmail. Email opening is tracked.

[7:32] What’s coming in Version 2? Get ready for Account Based Gifting!

[9:55] Braydan talks money. Who pays for what?

[12:01] Braydan talks about Salesforce integration, and how activity is managed. Sendoso also works in Marketo, HubSpot, Microsoft Dynamics, Slack, Eloqua, and Zendesk.

[16:11] Braydan tells of a 75% open rate when users send an email through Sendoso’s platform. Be sure there is good content, beyond a coffee, to engage the reader.

[18:43] Sendoso works with SurveyMonkey to reward for taking a survey; Salesforce rewards registering for a webinar.

[22:24] Braydan names some great use cases. Anywhere on the client-facing side has a case for gifting.

[25:55] One company using Sendoso went from five to 10 demos a week. It also doubled response rate.

[27:42] Braydan describes additional success stories.

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!

 

January 19, 2017

How to Influence and “Pre-Suade” Buyers. With Robert Cialdini. #359

Joining me on this episode of Accelerate! is my guest Dr. Robert Cialdini, New York Times bestselling author, with three million copies of his books sold. Dr. Cialdini is known for his international best-selling book, Influence: The Psychology of Persuasion, as well as his latest book, Pre-Suasion: A Revolutionary Way to Influence and Persuade. Dr. Cialdini is the Regent’s Professor Emeritus of Psychology and Marketing at Arizona State University, as well as the President and CEO of Influence at Work. Among the topics Dr. Cialdini and I discuss are how his own experience of being “a pushover” led him to research how people are influenced to make decisions; the six (now seven) central precepts of influence and how to use “pre-suasion” to prime prospects to receive the value of your messaging.

KEY TAKEAWAYS

[2:36] Robert says he’s always been a pushover to buy things he didn’t want, and to make contributions to causes he didn’t know, while people walked away with his money. This is why he started studying the psychology of influence.

[3:56] He wrote Influence to inform people how to recognize and resist unwelcome influences upon themselves. All of his clients, though, want to harness influence, not to deflect it.

[6:34] If we tap into those fundamental motivations that are universal to humanity, then we have a set of influence tools that will be most successful over the widest set of situations and populations.

[7:07] The 6 key precepts of influence.

[15:11] A tactic used on American POWs during the Korean War, was to ask for a neutral agreement before asking for a big one. The agreement mentally turned them from prisoners to assistants. This also works, to turn prospects to customers.

[18:34] Dr. Cialdini once found he was influenced to make a contribution to a man at his door, who had presented no credentials, and no evidence of validity. Dr. Cialdini made a donation, and felt good about it,  until he realized how he had been influenced.

[21:28] Savvy communicators Pre-Suade, before they deliver their message. It is not changing a person’s mind, but changing their state of mind, so that they willingly receive your message.

[23:39] If you want to sell by quality, rather than price, show an environment of quality in your marketing materials. Dr. Cialdini tells of a study of clouds vs. pennies for landing page backgrounds, for a furniture store. Listen, for what happened!

[28:37] What has been most recently elevated to top-of-mind, when you’re about to make your pitch? That is what will determine how receptive people will be to it.

[29:20] Dr. Cialdini discovered a seventh principle of influence: Unity (being one of us). People say, “yes” in the boundaries of, “we.” Point to existing memberships you share before you ask. Ask advice (as of a partner), not opinion (as of a customer).

[36:37] These principles work effectively in person. But even in an email, if we start it with a personalizing, connecting message, then that re-establishes the human basis for exchange.

[38:37] Andy recommends to all his listeners to read both books: Influence: The Psychology of Persuasion, and, Pre-Suasion: A Revolutionary Way to Influence and Persuade.

December 27, 2016

How to Power Down Stress to Power Up Your Business. With Robert Mallon and Bill Watkins. #340

Joining me on this episode of Accelerate! are my guests Robert Mallon and Bill Watkins. They are the Founders of the Rusty Lion Academy. Among the many topics that Robert, Bill, and I discuss are, their experiences that brought them to coaching, how physical neglect leads to burnout, and how procrastination and hesitation block success (and how to power through these negative behaviors.)

December 14, 2016

How to Build a Predictable Pipeline. With Marylou Tyler. #330

Joining me on this episode of Accelerate! is my guest Marylou Tyler. Marylou is the Founder and CEO of Strategic Pipeline, and coauthor of the classic sales book, Predictable Revenue, which she co-wrote with Aaron Ross. She is also the co-author of a brand new book, Predictable Prospecting: How to Radically Increase Your B2B Pipeline. Among the many topics that Marylou and I discuss are Marylou’s journey from engineer to revenue expert, developing your Ideal Prospect Persona, the Disqualification Engine, and her new methodology you can use to predictably reach new prospects.

November 11, 2016

How to Use Ambiguity to Win More Sales. With Bridget Gleason. #303

Welcome to another Front Line Friday with my amazing guest, Bridget Gleason. On this week’s episode, Bridget and I delve into dealing with ambiguity — and how to use it to your advantage in sales.

Join Bridget and me for this episode of Accelerate! as we first answer a listener question about a curiously reluctant manager, and then work our way through a great discussion about how to convert prospect ambiguity from a disturbance into a competitive advantage.

November 7, 2016

How to Persuade, Negotiate and Influence. With Kurt Mortensen. #299

Joining me on this episode of Accelerate! is Kurt Mortensen, one of America’s leading authorities on persuasion, negotiation, and influence. He is the author of multiple books, including Persuasion IQ, The Laws of Charisma, and his best-selling book Maximum Influence. In this episode, Kurt and I explore the relationships between influence, persuasion and negotiation, how sales has changed, whether you would rather talk to a salesperson or a consultant, and how learning the laws of persuasion can make you more effective in sales and any other human interaction.

June 26, 2016

The Best of Accelerate! Effective Sales Strategies To Open Any Door. With Stu Heinecke.

The is one of my favorite episodes. My guest, Stu Heinecke, the author of How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing, turns convention on its head and tells you how to get meetings with those buyers that can transform your business.  In this episode, Stu shares the innovative contact marketing strategies from his book that enable any sales rep to open any door to any prospect and get a meeting with every decision maker that they target. Among the topics we discuss are:

  • What is contact marketing?
  • How contact marketing fits into your sales development process.
  • How you can use contact marketing to open the door to any prospect.
  • Effective strategies to persuade an executive assistant or gatekeeper to help you.
  • 4 free successful contact marketing campaign ideas
April 19, 2016

On Accelerate! Now: Episode 137 with Dave Sanderson. The Life Lessons, and Sales Lessons, I Learned from Surviving US Airways Flight 1549.

Dave Sanderson was a salesperson on a normal business trip to visit customers when he boarded US Airways Flight 1549. He was also the last passenger off the plane as it floated, partially submerged and taking on freezing water, in middle of the Hudson River.

Dave is an inspirational speaker, author, and survivor. He is the author of Brace for Impact and Moments Matter: How One Defining Moment Can Create a Lifetime of Purpose.

Listen to this important episode as Dave discusses how his life was changed forever on January 15, 2009, how he instinctively risked his life to put everyone else’s safety above his own and how this has transformed the way he leads his life. Dave shares important life lessons and sales lessons he learned from this event. Don’t miss this!