Accelerate Podcast with Andy Paul
August 29, 2017

#555. How to Be a Power Connector. With Judy Robinett.

Judy Robinett, startup funding expert, advisor to investors and startups, and author of a great book, titled, How to Be a Power Connector: The 5+50+100 Rule for Turning Your Business Network into Profits, joins me on this episode of #Accelerate!

KEY TAKEAWAYS

[2:24] Judy says the single biggest challenge facing sales reps today is getting sales in the first place. New technology is overwhelming. Meeting someone face-to-face means a 10X faster connection and the possibility of getting your ask.

[3:04] Andy recently wrote about a new sales tool, called ‘meeting people face-to-face!’ It got a very positive response. People have to know you, like you, trust you.

[4:46] Tech tools are about the seller. The focus should be on helping the customer gather information to make a good decision with the least investment. Judy says the tools are coming. She recently judged a pitch event in NY about AI/VR.

[5:58] Geoff Colvin writes that people become more valuable than AI for face-to-face connection. Judy shares an experience and smart suggestions for networking and joining groups.

[9:04] Judy’s shares core beliefs of successful connectors, be authentic, be yourself, show a level of generosity. Do a value match. Include people in your network who have a good head, a good heart, and a good gut. Judy would let Oprah in.

[10:43] Business relationships are relationships first. Ask three golden questions: How can I help you? What other ideas do you have for me? Who else do you know I should talk to? Judy gets introduced to billionaires, and is on panels with them.

[12:30] Judy talks about how she did some homework, found what Mark Burnett needed for an upcoming production, lined up resources, and got a meeting with him, where they agreed they could help each other. Get out of your comfort zone.

[15:45] Take initiative, research, find ways to give value to people, and you will grow your network. Everybody has problems and needs. Judy talks about how she was invited to the White House the first time.

[17:52] Judy gives some examples of how she has helped various billionaires and other influencers, and how she was asked to be a CEO of a company.

[18:50] Elevator pitches are off-putting if not expected. Listen to people about their family, their pet, their finances, and their health. Don’t pitch before a relationship exists. Have a diverse, network of people you know. Treat them as good friends.

[24:06] Judy recommends making it a point to let people know you are humble about your success, and grateful for it. Show people you are a human being. Automation will not replace you. Please help me are three powerful words.

[27:40] Ask, “So, tell me, how are you doing?” This is much different from “How ya doin’?” Judy gives groups of three questions that can push discussions and decisions forward.

August 27, 2017

#553 Push Your Limits to Achieve the Impossible. With Dan Waldschmidt.

Dan Waldschmidt, is a keynote speaker, business strategist, ultra runner, business owner and author of Edgy Conversations: How Ordinary People Can Achieve Outrageous Success.

KEY TAKEAWAYS

[:53] Dan speaks to clients on ways to grow and dynamically scale ideas into massive money-makers. He also writes about concerns he faces and addresses in his own businesses.

[1:54] Dan pushes against what is “impossible,” by pushing limits — personally, with running; professionally, by strategizing to make “millions and billions” of dollars; and with clients, helping them to see the world differently, and to excel.

[2:30] Dan’s ultra-running goal for 2017 is to run another few thousand miles, in 100- and 50-mile races, and maybe a 200-mile race. Running gives him clarity for next steps. Transcendental Meditation and running keep him grounded.

[5:31] How did Dan cope when he wanted to quit, 20 miles into his last 100-mile race in the mountains of Alabama?

[8:14] Days after a race, Dan can reflect, “Dude, you didn’t even know that was possible, and you did it! What else don’t you know is possible, that is next on your list of things to do?”

[9:41] Instead of asking for salesmen to close better, ask why your business isn’t creating a brand or a customer experience so outrageously positive, that deals just automatically close?

[10:15] Dan couldn’t finish one race, because he had depleted his salt. Little things can have a fatal effect when you are trying to perform at a high level. The details matter when you answer the phone and how you brand.

[12:15] What are you prepared to sacrifice? Some people don’t progress because they have too many TV shows lined up to watch. Prioritize time. Your choices control your achievements. Be desperate to meet your goals.

[15:48] To perform at a high level, “burn the ships.” Make a list of five to ten things in your life that you need to burn right now, until you cross your continent and build new ships.

[17:54] To be amazing, you have to talk yourself down from your fears. You can learn not only to survive stressful situations, but to thrive, in spite of what happens around you.

[19:40] Successful people refuse to: excuse their mistakes; copy others (instead of building on their own strengths); or look down on others who are struggling (Dan tells of Jeff Bezos’s many years before Amazon turned a profit).

[27:09] Successful people refuse to: waste time doing things that don’t matter; or let the current chaos distract them from future success.

August 25, 2017

#551. Connecting, collaborating and building relationships. With Bridget Gleason.

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

KEY TAKEAWAYS

[2:30] After two years Andy is back to todo lists, because he got behind and his calendar was full. He hopes to keep the situation temporary. Bridget’s company had a good quarter. That gave her 12 hours of relief.

[5:24] Andy trained reps to cold-call sell computers in the Bay Area. One rep partied every night, and never changed his clothes. He burned out. Another rep, who had forged his transcript, left a customer’s office in the middle of a meeting.

[10:25] Companies used to hire hundreds or thousands of new grads, to see who would stick and who would wash out. Bridget has not seen such colorful hires in her experience. She maintains a professional decorum.

[12:31] President’s Club is taken as a time by many reps to go drinking. Bridget talks about why people go into sales, and not safeguard their reputation.

[16:12] There is some expectation of ‘bad boy behavior,’ in sales, including harassment. Andy mentions recent episodes of senior executives forced to resign because of abominable behavior towards women. Bridget fights against stereotypes.

[21:33] In some firms, executives know of bad behaviors, and let them go on. If you don’t address them, they become the norm. Call out harassment. Bridget’s CEO called out someone joking over the line, and Bridget and her team addressed it.

[24:03] People aren’t always self-aware. Talk about incidents before they become a big thing. Be accommodating of diversity. We need diversity. Make people feel comfortable for their voice to be heard.

[26:19] Essential skills in this age include relationships, teamwork, and collaboration. A sales rep must master these.

[27:02] As we welcome technology, and adapt it to achieve what we want to achieve, recognize what it is not set up to do, such as connecting, collaborating, and building relationships.

[27:30] How we treat other people, in and out of the workplace, determines how we will master building relationships. Research correlates behaviors towards people outside of work with behaviors towards those inside of work.

February 7, 2017

How to Win More Sales by Building Rapport. With Elinor Stutz. #375

Joining me once again on this episode of Accelerate! is my guest Elinor Stutz, an author, speaker, and consultant. She is author of the book, Nice Girls DO Get The Sale: Relationship Building That Gets Results, and, more recently, The Wish: A 360-Degree Business Development Process That Fuels Sales.

KEY TAKEAWAYS

[1:05] Elinor says, nothing is impossible. When a good idea hits you, go for it, and you’ll have no regrets.

[3:51] Today’s biggest sales challenge is credibility and trust, and getting physical access to the customer. Trust and credibility come from person-to-person contact. Words, actions, and deeds need to be in sync, as they are your brand.

[5:51] Clients don’t want you to sell a product. They want to tell you their problems, and to hear how you plan to help solve them, if you can. It starts with building rapport and trust.

[6:17] 130 years into industrial sales, why is building rapport the biggest issue? Is the extroverted, aggressive salesperson not a personality that builds rapport easily? Humor and kindness go farther than product features, in securing a sale.

[10:11] The Wish tells of how Elinor wanted people to contact her, and to come to her for assistance. Social media made it happen, when she learned the techniques. The Internet sales funnel is upside-down, if you put the right pieces in place.

[12:20] Know your authentic self and story; make it your brand; develop content; communicate to attract interest among multiple audiences; and build relationships.

[14:10] Sharing personal stories develops commonality with your audience. Elinor’s blogs include a short introduction, her own related story, and asking questions about the reader’s story, to help solve the problem addressed at the top.

[15:32] Reciprocity encourages a prospect to reveal something about themselves, after you reveal something about yourself.

[16:18] Your story has human elements. Talk about your original vision, the struggles you had, how you overcame them, where you are today, and how your long-term vision has developed. People will buy into your journey.

[20:07] Make your Tweets 75% helpful information that your audience wants, needs, and desires, and 25% tips with a link for people to learn more. Elinor often includes a video within a blog. Share Tweets and posts. Join an online sales group.

 

January 31, 2017

How to Build Valued Relationships With Your Buyers on LinkedIn. With Trevor Turnbull. #369

Joining me on this episode of Accelerate! is my guest Trevor Turnbull, Owner of Linked Into Leads, online reputation strategist, LinkedIn trainer, keynote speaker, and owner of the 30 Day Sales Machine program.

KEY TAKEAWAYS

[:51] Trevor’s agency, Linked Into Leads, is in Vancouver. 98% of their clients are outside of Vancouver. They generate leads, using LinkedIn to turn cold leads into warm prospects.

[3:56] Trevor uses LinkedIn as a tool — a massive database of opportunities — to get his clients in front of their audience at the right time in the buying process. Trevor teaches methods for effectiveness.

[4:50] Trevor has a degree in marketing, but went straight into sales in 2003, cold calling from the Yellow Pages. In 2009, he started using LinkedIn for social selling, human to human.

[7:19] Tip: make sure your profile photo is professional. Don’t treat LinkedIn as an online résumé. Those who view your profile want to know how you can help them, but you have just six seconds to capture their attention.

[8:07] In a LinkedIn campaign, use laser focus. Specifically aim for your target persona, and speak to them directly about pain points, with headline, summary, and supporting media.

[13:31] The 30 Day Sales Machine is a marketing cycle program for a LinkedIn campaign of 1000 connection requests (50 per day), and replying to responses. Use a dedicated email account for a campaign.

[16:45] Don’t just join LinkedIn groups of your peers. Join groups of your target buyers. You have to request to join. Let the group admin know what value you offer to them.

[20:31] In a LinkedIn campaign, define your searches, and save the searches for further filtering.

[23:14] TIP: Use the permission method for connecting: Thank you for visiting my profile. I’m looking to expand my network in the (blank) space, here in (blank). Would you be open to connecting on LinkedIn? This gets much better response than the generic request.

[25:48] If the person accepts, follow up with a message that doesn’t ask for anything: Great to have you in my network, I look forward to sharing ideas. If there’s anybody I can help connect you with, don’t hesitate to ask.

[27:08] Differentiate yourself and start a conversation with a second follow-up such as: I’m looking to get some feedback from decision makers such as yourself on the challenges they’re facing with (blank). Some of your peers have said this …

January 16, 2017

How to Accelerate Relationship-building. With Keith Dugdale. #356

Joining me on this episode of Accelerate! is my guest Keith Dugdale, CEO of The Business of Trust, which is a sales consultancy based in Brisbane, Australia, and coauthor of the book, Smarter Selling: How to grow sales by building trusted relationships, by David Lambert and Keith Dugdale. Among the topics that Keith and I discuss are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.

KEY TAKEAWAYS

[2:55] Focus on helping a client succeed, and building a relationship of trust, and that will create an environment where they want to buy from you.

[3:32] The ‘I owe you’ approach is that the salesperson owes  the customer everything, for their present commitment of time, and potential future commitment of money.

[6:46] Top executives place a higher premium on their time than on money. They will give time to the person who gives the most return for it. This requires deep advance research.

[8:44] Look at the drivers of the person you are speaking to, the person’s business role, their organization, and most importantly, global and local issues within their industry.

[14:37] The standard sales development process many companies use that focuses on setting up meetings is not about relationships. Behavioral change is needed. Don’t invest in training until other key pieces are set up.

[15:36] Have a business strategy, a key account strategy that everyone believes, and long-term market share and revenue goals. Identify the key players, and who in your organization will build the relationships. Then align your infrastructure.

[18:49] Use questions that aspirational CEOs want to hear. Don’t ask what is their biggest challenge. Ask what is going really well, and, is there anything that could go better?

[23:35] We are losing our curiosity. What are the traits a salesperson needs, to ask the questions that build relationships.

[27:08] Trust, for the salesperson, is ceding control.

[29:50] No one likes to be sold to, but everyone likes to buy.

January 9, 2017

How You Can Increase Sales through Customer Service. With Peter Shankman. #350

Welcome to Sales Kick-Off Week on Accelerate!

Joining me on Day One of The Accelerate! Virtual Sales Kick-off Week is my guest Peter Shankman.

Peter is one of the most sought-after keynote speaker on customer and social economies; founder and CEO of The Geek Factory; founder of Shankminds; the author of multiple books, including Zombie Loyalists: Using Great Service to Create Rabid Fans, and the host of the Faster Than Normal podcast.

On Day One of our 2017 Virtual Sales Kick-off Meeting we are  focusing on your customer.

In this episode, Peter starts kick-off week by sharing lessons about how you can use customer service as your engine of revenue growth in 2017. Among the key lessons provided in this episode are: how to always exceed your customer’s expectations, why referrals are more effective than advertising and how the role of the sales professional will be changing in 2017 and what that means for you.

Don’t miss this essential start to your ongoing sales education in 2017!

KEY TAKEAWAYS:

[1:10] Peter runs Shankminds.com, a 150-person online Mastermind working through the entrepreneurial process. He is a corporate keynote speaker; he does video stand-ups; and he has published four books, with a fifth coming in 2017.

[1:50] Andy asks about Peter’s ADHD; Peter was perceived as a difficult child in school. Faster Than Normal, which is the number one podcast on ADHD, discusses ADHD as a gift, when it is mastered, and correctly managed.

[5:32] Bosses need to understand that chances are one of their team has ADHD, and trying to fit them into a mold is a mistake. Let them work the way they need, and they will be more successful.

[7:16] Customer Service is a revenue generator when you do it right. Your customer isn’t generally used to great service. If you provide service better than they expect, they will buy more from you. And praise you around the world.

[8:11] No one believes how awesome you are, if you’re the one to tell them. If their friend tells them, then you’re awesome.

[9:37] Ask your clients how you can make their experience better. Show them that you’re listening to them.

[12:28] Customers don’t need balloons, or ‘freemiums.’ They need you to know their name, and that this is not their first visit to your company. Just be attentive. Don’t focus on the sale; focus on what you can do to solve their problem.

[14:04] B2B buyers are people, too. They buy at work the same way they buy as consumers, getting recommendations from trusted friends, just in larger orders. Be a little better than your competition’s horrible service, to win their loyalty.

[18:00] Advertising is a weak tool, contrasted against personal experience, and referrals.

[18:49] How Peter sees the evolving role of salespeople.

[21:48] Value is specific to what the customer wants. Why customers aren’t interested in “dinner and drinks,” but getting their job done on budget in the least period of time possible.

December 21, 2016

Ten Rules of Sales Success. With Thom Singer. #336

Joining me on this episode of Accelerate! is my guest Thom Singer. Thom is a sought-after speaker, host of the Cool Things Entrepreneurs Do podcast, and author of many books, including, The ABC’s series, and his Some Assembly Required series about networking. Among the many topics that Thom and I discuss are the keys to building relationships, insights from Thom’s writings, and networking tips that are also sales tips.

August 23, 2016

How to Build Effective Relationships with Your Ideal Clients. With James Carbary. #234

James Carbary is the founder of Sweet Fish Media and co-host of the B2B Growth Show, a podcast about B2B sales and marketing. In this episode, James and I talk about some of the tools that B2B companies can use to create relationships with their ideal clients. Join us as James shares his strategies for how companies should use podcasting to create awareness and engage with potential prospects.

 

August 2, 2016

How to Work a Room to Make Connections. With Susan RoAne. #216

Susan RoAne, also known as the Mingling Maven, is a leading international authority on how to work a roomful of strangers to make vital business connections., She is the author of the million selling book, How to Work a Room: The Ultimate Guide to Making Lasting Connections. On this episode, Susan and I cover a range of topics centering on how to work a room, including how to build a network, how to use social media to maintain connections, and practical strategies on how to effectively work a room at your next event.