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[6:29] Sean sees BANT (Budget, Authority, Need, and Timeline) as outdated for new companies.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.

January 17, 2017

How to Accelerate Your Sales With Lean Communications. With Jack Malcolm. #357

Joining me on this episode of Accelerate! is my guest Jack Malcolm, President of the Falcon Performance Group, and author of two books, Bottom-Line Selling, and Strategic Sales Presentations. Among the topics that Jack and I discuss are how a reluctant salesperson became a sales trainer, how Lean thinking clarifies sales communications, how the right questions lead to optimum outcomes, and why your product features, in isolation, are of no interest to the buyer.

KEY TAKEAWAYS

[:55] Jack was a banker in the early ‘80s, because he wanted nothing to do with sales. Until he was sent out to bring in new customers.

[2:06] Summary of ‘Lean’: create more value for customers, and take waste out of the process. Lean communications are: A, B, C, and D. Add value, Brevity, Clarity, and Dialog with customers to co-create value.

[4:10] Adding tangible value is effective communication. It is clear, improves outcomes, and sustains the relationship.

[5:24] Improving outcomes takes precedence over sustaining relationships when an unfavorable message must be given. Be candid at all times, or you subtract value.

[8:41] Asking questions may help buyers to arrive at conclusions that will help improve outcomes for them.

[10:14] Clarity — the customer’s understanding of what the salesperson is trying to get across.

[10:52] Brevity — answer the two questions on the prospect’s mind: “What do you want from me,” and, “Why should I do it?” Start your meeting with the what and why.

[14:45] Make it impossible for you to be misunderstood. Don’t assume they know your jargon, acronyms or connotations.

[18:18] Dialog begins with listening. You’re never going to get it all exactly right on your own. To create value, create it together. Use ‘Just In Time’ communications. Listen with focus.

[21:14] Four factors for improving outcomes: solve problems, show opportunities, help adapt to changes, and remove risks.

[27:04] Instead of starting with features and benefits, ask what the customer wants to achieve, and work back to the features.

January 7, 2017

How to Use Networking to Open the Door. With David J.P. Fisher. #349

Joining me on this episode of Accelerate! is my guest David “DFish” J.P. Fisher, a sales expert, professional keynote speaker, and best-selling author of the Networking in the 21st Century series of books. David is also the Founder of Hyper-Connected Selling. Among the topics that David and I discuss are how his early experience selling Cutco products influenced his career in sales and sales training, the reasons why networking is an investment in relationship building (and not a sales call), and the secret to being the most interesting person in the room.

KEY TAKEAWAYS

[:53] David goes by “DFish” from his band days. He paid for college by selling Cutco Knives.

[3:44] DFish used his networking experiences from building his business as the basis of his Networking in the 21st Century book series.

[5:29] Are humans natural networkers?

[11:00] Why networking is more than just knowing who all the people are who are involved in the buying process.

[12:27] DFish gives his definition: Networking is building a web of relationships with others, for mutual support in finding business solutions.

[15:17] DFish asks people about their significant life events. Then he asks: Who connected or introduced you to that, or helped you to create that? Those connections are networking!

[15:59] Andy recommends The Go-Giver, by Bob Burg, and Influence, by Robert B. Cialdini, to learn more about the influence of the reciprocity instinct in sales.

[18:00] In building relationships, you have to have something to give. That requires intentionality. It doesn’t have to be spectacular or amazing.

[20:30] When you meet somebody, as you network, ask: What are you working on now that’s really important to you? Listen, and then follow up with: What can I do to help you?

[22:43] Weak (or loose) connections, once they know something about you, are more likely to refer somebody to you.

[26:15] Social savvy includes dress and grooming, body language, smalltalk, sense of humor, and listening. DFish shares his views about perceptions and human relationships.

[31:21] DFish talks about networking virtually, stressing that on the other end of the device you will find another human being. Do your research before the interaction.

 

December 22, 2016

How to Get the Biggest Return on Sales Training. With Steven Rosen. #337

Joining me for the second time on Accelerate! is my guest Steven Rosen. Steven is the founder of Star Results, an author, speaker, trainer and expert on training sales managers. Among the many topics that Steven and I discuss are Steven’s rise from sales on the street, to a view from the C-suite; the conundrum of companies under-investing in the development of front line sales managers; various components of leader development and coaching; and what leaders can do, if they are not being developed by their company.

November 30, 2016

How to Get the Best ROI from Sales Training. With Norman Behar. #318

Joining me on this episode of Accelerate! is Norman Behar, CEO and Managing Director of the Sales Readiness Group, and co-author of the new book, The High-Impact Sales Manager: A No-Nonsense Practical Guide to Improve Your Team’s Sales Performance. Among the many topics that Norman and I discuss are some of the new ways millennials prefer to access sales training, what to look for when selecting a training vendor, creating a culture of accountability, and the skills a sales manager needs besides those of a top sales rep.

November 29, 2016

How to Simplify The Complex Sale. With Brian Burns. #317

Joining me on this episode of Accelerate! is Brian Burns, host of the popular podcast, The Brutal Truth About Sales and Selling, and author of The Maverick Method: Simplifying the Complex Sale. Among the many topics that Brian and I discuss are the problems Brian sees in the poor implementation of sales automation tools, the lack of sales training to teach sales reps how to authentically connect with customers in the complex buying process, and traits for success as a sales maverick.

November 28, 2016

How to Create a Sales Process. With Craig Rosenberg. #316

Joining me on this episode of Accelerate! is my guest
Craig Rosenberg. Craig is Co-founder and Chief Analyst at TOPO, a sales research and advisory firm. He’s also the founder of the Funnelholic blog. Among the many topics that Craig and I discuss are the current state of the sales process; how to build a sales process that supports the needs of you, the seller, and the buyer; how to relate and engage with your customer throughout their buying journey and the value of human selling vs automation.

November 14, 2016

How to Make Sales Training Work for You. With Glenn Mattson. #305

My guest on this episode of Accelerate! is Glenn Mattson, President of Mattson Enterprise, Inc., a Sandler Training Consulting and Training firm. Among the topics Glenn and I dig into in this episode are why most sales training is not effective in producing improved performance, how to understand emotional drivers of behavior change, and why sales training that doesn’t focus on personal change is pointless.

October 19, 2016

How Sales Needs to Start Learning (and Not Wait to Be Trained.) With John Barrows. #283

Joining me on this entertaining episode of Accelerate! is John Barrows, a leading sales trainer for tech companies. Among the many topics John and I discuss are why sales reps have to take responsibility for their own development and why they shouldn’t wait for sales training to get better, John’s “Rule of 1%”, strategies for sales reps to improve their active listening skills, steps reps should take to elevate their demo and presentation skills and much, much more. This is a must listen episode!

September 14, 2016

How to Improve Sales Training with a Marketing Mindset. With Bill Caskey. #253

Bill Caskey is co-host of the long-running sales podcast, The Advanced Selling Podcast; and he is the President of Caskey Training, a sales training organization based in Indianapolis. Bill has also authored multiple books on sales, including most recently, Make Your Sales Team Unstoppable: A Systematic Method for Creating an Unstoppable Sales Team in a Competitive Market. In this episode, Bill and I talk about the biggest challenge facing sales leaders, why sales leaders need to have a marketing mindset, and the importance of personal branding for sales professionals.