Accelerate Podcast with Andy Paul
February 23, 2017

How to Quickly Qualify Your Prospects. With Sean Burke. #389

Joining me once again on this episode of Accelerate! is my guest Sean Burke, CEO of KiteDesk. Among the topics that Sean and I discuss are the problems sales professionals have today with prospects going dark, how prospects should be more fully qualified before the reps spend too much of their time, and the NOTE process for qualifying, explaining, and closing deals.

KEY TAKEAWAYS

[:52] Sean started sales with his mother at age 12, selling burglar alarms. His mother trained him well how to make money. KiteDesk is his ninth early-stage venture, in sales and marketing, for revenue generation; sometimes as the CEO.

[2:11] Sean sees sales reps struggling to find out what’s going on inside the buyer’s walls. There are so many influencers. Often, the prospect just goes dark, and you never know why.

Andy suggests this is a failure of qualification and discovery.

[4:15] Sean looks for landmines, to plan pre-emptively for them, such as budgets, product releases, or other projects demanding resources.

[5:40] Sean sees a lot of surprises he didn’t see in the 90s. Andy attributes these changes to technology, and behaviors related to new technologies.

[6:29] Sean sees BANT (Budget, Authority, Need, and Timeline) as outdated for new companies. (It still works for IBM.) Sean has come up with NOTE (Need, Opportunity, Team, Effect) to qualify leads based on the buyer’s needs.

[8:25] Sean was trying to find a way to make the discovery process extremely valuable, especially the buyer, and to be responsive and efficient with the time spent with buyers.

[12:29] Sean refers to Anthony Iannarino’s book where he said that if you’re in sales, you’re focused on outcomes. Sean wanted to lead with outcomes, not features or benefits.

[12:55] If the client doesn’t Need the outcome of the benefit of your product for the cost to implement it, then there is no qualified lead. Tell them there’s no good fit here. Either they will rethink their need, or you will save everyone a lot of time.

[14:52]  Some of the need is philosophical. Sean refers to the ‘find your why’ works of Simon Sinek. It’s great to find a company in synch with your philosophy.

[15:51] Opportunity is a pressing requirement. Is the need great enough to attack now? Sean uses a scoping method to determine ROI, and asks, does the proposed solution justify the expense? This gives the prospect a way to qualify in or out.

[19:49] Team is composed of multiple stakeholders with a sense of urgency. Defining who is impacted by the opportunity helps the client qualify themselves for the deal. There is also a team defined of the influencers involved to get to “yes.”

[24:33] Effect is the experienced value of the product or service to the buyer. It is not the opportunity. The full opportunity doesn’t result on Day 1. The effect is developing the working plan to get through the process and track it for success.

February 20, 2017

How to Network for Authentic Connections. With Jeff Beals. #386

Joining me once again on this episode of Accelerate! is my guest Jeff Beals, a sales speaker and author, and Vice President of a major real estate company. Jeff was also the guest on Episode 056 of Accelerate! Among the many topics that Jeff and I discuss are, Jeff’s multiple current jobs, the biggest challenge to salespeople in 2017, how to connect with prospects, how to do networking effectively, whether in person, or digitally, and what you should allow on your own social media.

KEY TAKEAWAYS

[1:06] Jeff is a sales author, speaker, and strategist, who trains and speaks all over the world. His second job is VP of Sales and Marketing for a Midwest commercial real estate firm. He also does a weekly business radio show.

[3:30] Cutting through the clutter is the single biggest challenge facing salespeople in 2017. It’s getting harder and harder to reach people where they live and work.

[4:20] Jeff believes in grassroots selling — making connections with people at home or at work. Marketing is at a disadvantage compared to face-to-face interactions by salespeople.

[5:35] Jeff advises reps who use phone and email marketing, (1) to be exceptionally interesting, and (2) to be other-focused. [6:55] The demands on salespeople are not decelerating at all, while the difficulty of reaching contacts is accelerating. Any big data you have, your competitor probably has it, too.

[7:45] Jeff started selling 30 years ago, face-to-face, and by phone. The ability to know how to behave in a networking space can really help you do business in 2017. People crave the personal touch, if it is relevant and interesting to them.

[8:55] Andy’s trend prediction for 2017, is to start seeing the return of the human element in sales. The last mile of the sale is connecting from the data pipe into the client’s needs.

[10:44] Andy mentions Susan RoAne’s How to Work a Room, as a bestselling guide to networking. People know networking is key. Networking benefits Jeff, in both his careers.

[14:20] The goals of networking: clearly state in your mind the desired outcomes — “I’m going to get a prospect, or at least a very good lead on an opportunity, and I want to get valuable information, and meet valuable people, to further my goals.

[20:03] Use the Rule of Thirds. Spend ⅔ of the time with any one person asking about them and their interests, and ⅓ of the time on your own self-marketing expertise. People are self-obsessed; give them a fascinating reason to think of you.

[27:06] Always go to a networking event by yourself. Since that might be challenging, fill your mind with a vision of success. Act the part of a successful networker. Decide to be outgoing. You will incorporate those traits into your personality.

[30:33] Facebook and Twitter impact your personal brand. Don’t post anything there that your customers won’t like. Post photos and things, even family items, that will make you look good in front of your clients.

February 13, 2017

How to Use Dignity and Humor to Engage with Prospects. With Dianna Geairn. #380

Joining me on this episode of Accelerate! is my guest Dianna Geairn, The Irreverent Salesgirl. Among the many topics that Dianna and I discuss are Dianna’s intention to restore dignity to the profession of sales, how and why she uses a musical stage production with animation to teach sales principles, some sales myths Dianna debunks, and, how a company becomes sales ready.

KEY TAKEAWAYS

[2:14] The Irreverent Salesgirl aims to turn sales myths on their heads, with humor. The organization’s tagline is bringing a dash of dignity to the art of selling. Their mission is to drive public perception of sales as a profession.

[4:06] Dianna writes, blogs, and does a stage show about sales. She says, she sells by day, and fights “sales crimes” by night.

[5:48] Dianna was transfixed by Eddie Murphy’s show “Raw,” and wanted to bring something similar to sales. People absorb new concepts much better through entertainment than other ways.

[7:39] Diana discusses two Sales Myths: Sales Myth 1: Never accept a “No.” Sales Myth 2: Salespeople must overcome objections.

[14:27] Dianna discusses her upcoming book, Sales Readiness and what it means for companies to be “sales ready.”

[18:44] Why Dianna suggests listening to what people are asking you to provide in order to learn what people are ready to buy.

[21:59] Why an entrepreneur must be able to sell their product before you hiring someone to sell it for them.

[27:20] What is the aha moment in sales?

[36:54] Why you need to allow your sales professionals to go off script, take risks, make mistakes, and unleash their natural genius.

February 8, 2017

How to Use Sales Intelligence to Engage with Prospects. With Sam Richter. #376

Joining me on this episode of Accelerate! is my guest Sam Richter, Founder and CEO of SBR Worldwide/Know More, and author of the bestseller called, Take the Cold Out of Cold Calling

KEY TAKEAWAYS

[3:37] A new salesperson starts in survival mode, and struggles to convince people to do something. It took a mentor to show Sam the nobleness of the sales profession — helping people.

[6:22] Sam’s core expertise is in sales intelligence — finding information on other people, to help your approach be relevant to what they care about.

[6:42] Your prospects are amazingly passionate about one thing. What is it? It’s themselves. What they care about is their problem, and their motivation might not be what you think.

[9:02] To determine if you are a salesperson, or a sales professional, ask yourself if you have ever recommended your competitor, or somebody else, to one of your prospects, when they were a better fit. If you did, it comes back in referrals.

[12:40] Sales professionals are underutilizing social media for sales intelligence. Sharing content is great, but also search out what the prospect cares about, so when you pick up the phone, you first address that matter, for a quick connection.

[16:12] Sam teaches the 3×5 method. Spend three minutes trying to find five pieces of information about a prospect. [17:07] Twitter has advanced searches you can save to find trigger events, such as new product launches, that give you ‘permission’ to call your contact.

[22:04] YouGottheNews.com is a filtered search engine, similar to Google’s News tab, that searches large and small news publications. YouGotSocial.com is a filtered search to mine Facbook for information about your prospects.

[31:03] Nothing sent through the Internet disappears — not even deleted email messages. Everything on your timeline is available, including friends, and what they put on their pages.

 

January 13, 2017

How You Can Use Stories and Content to Connect with your Buyers. With David Meerman Scott. #354

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Five of the Accelerate! 2017 Virtual Sales Kick-off Week is my guest David Meerman Scott.

David Meerman Scott is a leading sales and marketing speaker, and author of numerous best-selling books, including The New Rules of Marketing and PR, Newsjacking, and more recently, The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business.

On Day Five of our 2017 Virtual Sales Kick-off the focus is on how you can use stories and other content to create value and connect with your buyers.

In this episode David teaches how authentic storytelling builds connections with buyers; how to create stories that catch the attention of the buyers; why sales pros should be curating content for their prospects, and why you need different content for unique buyer personas.

Click to tweet: How to use stories and content to connect with buyers with @DMScott now on #accelerate!

KEY TAKEAWAYS 

[1:01] David started at a bond trading desk, getting real-time information and pricing, before the day of the web. Losing his job, by company acquisition in 2002, led him to make a career decision. He began writing, speaking, and consulting.

[5:04] When David wrote The New Rules of Marketing and PR, its theme was that web marketing creates content for multiple people at once, and drives them to a buying process.

[5:57] The New Rules of Sales and Service applies the same concept, but focuses on content the salesperson curates, to reach one buyer at a time.

[6:48] Authentic storytelling first creates a narrative for your company, and on top of that, creates stories of value and interest to your prospects. Hire a journalist over a copywriter.

[8:51] Creating interesting stories for our prospects, forces us to look beyond our products and our egos, to the benefits they present to our clients, with stories making clients into heroes.

[9:20] A salesperson might curate existing content about one customer’s experience, and create a story for how a prospect might use the product or service to benefit their own clients.

[12:05] Hubspot measures how people click through from one place to another on their huge site. E.g., 20% of the visitors to the Hubspot CEO’s bio page become paying customers. So, the salesperson needs to know how to approach these visitors.

[14:10] Don’t just tie a new sale back to the original lead source. Find out what the customer also saw and read between the lead and the purchase — gain valuable insights.

[18:24] You need different content for each buyer persona. A college needs one set for HS sophomores, one set for seniors, and one set for parents. Most schools provide one content set.

[19:35] When someone fills in a form, follow the data to see how they got there. That shows their buyer persona, and what content you need to supply to them.

[23:40] Understand how content is used today; be curators of content. Be active on social networks, and create content that adds value for your prospects.

[33:00] Be much more responsive than you are today, to increase the business you bring in tomorrow.

 

January 11, 2017

How You Can Quickly Engage and Connect with Your Buyers. With Jim Keenan. #352

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day Three of the Accelerate! Virtual Sales Kick-off Week is my guest Jim Keenan.

Jim Keenan, (known to friends simply as Keenan) is the Sales Guy, an author, speaker, and consultant, who runs a burgeoning sales empire. You can find him online at ASalesGuy.com.

On Day Three of our 2017 Virtual Sales Kick-off Meeting, Keenan is focused on helping you become the best, and most productive, version of yourself in 2017.

In this episode, Keenan provides strategies to help you more quickly and effectively engage with your prospects; to teach you how to really focus on the needs of the prospects and how to build authentic relationships with your buyers that lead to orders.

Are you ready for some inspiration to take your game to the next level in 2017? Start today by listening to this episode now!

Key Takeaways

[1:15] Jim is a teacher at heart and an agitator, who loves change and motivation. He applies it all, in the world of sales and social, through his company and the online tools available.

[3:07] Jim does not want salespeople to worry about what might be ‘the big thing’ coming up. He wants people to ask themselves, where is their greatest opportunity for growth as a salesperson, within their industry, space, and product set.

[3:56] Some of the important concerns of salespeople are being able to connect with buyers, manage their own time, and master all the tools at their disposal.

[5:02] Engagement doesn’t come from a tool. It is difficult, and is becoming more so, as more of your competitors try to engage your prospects. It’s an attention war.

[7:35] Authenticity is the key factor. Authenticity says you are being real, and intellectually and emotionally honest. It isn’t manipulation. It puts the prospect’s needs first.

[11:59] Remove yourself from the equation. When you reach out to a prospect, offer value to them, do not ask for yourself. This requires research, to know what help they need.

[14:01] When you’re authentically committed to their end result, engagement is easier. If you know nothing about their business, they will see you cannot help them.

[15:25] You know that you’re a brilliant salesperson, if a company would hire you, for your expertise, as a consultant to solve the problems in their company that your product solves.

[18:28] The best salespeople are Renaissance people, with a vast knowledge of all kinds of stuff, that they can pull out in the sale, that enhances the conversation.

[21:43] As a salesperson, don’t let your quota be your goal. Own your job. Build over your quota, and include personal mastery and development goals. Plan and calendar how and when to execute your revenue goals and mastery goals.

[23:57] Write down your planned steps. Reverse-engineer them to your goals. Will the things you wrote down get you to the numbers in your goal? If not, re-work them, until you come up with executable steps that will hit your goals.

[29:58] Sales managers need to start focusing on their team as individuals, not on the revenue numbers. Ask, where is my team in relation to the success factors they need? Then build a coaching plan for each representative.

December 31, 2016

Replay: 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.

December 28, 2016

How to Listen to Discover. With Paul Cherry. #341

Joining me on this episode of Accelerate! is my guest Paul Cherry. Paul is President of Performance Based Results, LLC, the author of Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants, and has a new book coming up called, The Closer: Be The Successful Sales Pro, Steal the Lead, Seal the Deal. Among the many topics that Paul and I discuss are the purpose of listening for discovery, how the fate of a sale can depend on a question, and Paul’s new book, The Closer.

December 17, 2016

How to Deal with the Iceberg Below the Surface. With Alen Mayer. #333

Joining me on this episode of Accelerate! is my friend Alen Mayer. Alen is a sales thought leader, CEO of North American Sales Training, and author of Selling For Introverts. Among the many topics that Alen and I discuss are how he learned to ask the right questions to prospects, how your mindset influences your selling behavior and the buying behavior of prospects, whether most sales professionals actually identify the right concerns of prospects, and how buyers expect to be engaged by sales reps.

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.