The Sales Fix Podcast: Recent Episodes
Julien Recoussine
From quick tips to interviews and discussions, host Julien Recoussine guides you to better client conversations and a smart strategic approach to put the wind in your sales.
All companies train their people about their product or service, but very few teach on how to actually sell. Leveraging what psychology and science tells us about human nature and interpersonal communications is crucial to selling effectively. Mixing in the "artistic" or showmanship aspect of human relations enables us to elevate our sales game even more.
Hamish Knox is the founder and owner of Sales4 Training and Consulting Inc, out of Calgary, Canada. An accomplished and award winning speaker, mentor, coach and consultant, his focus is on helping entrepreneurs sustainably scale their sales so they can exit for their number, not the number they're told to take. He is also the host of the Full Funnel Freedom Podcast and serves as an advisor for STS Capital partners. I've personally heard him speak numerous times over the past decade, and I invited him on the podcast to cover some of his favorite sales coaching topics.
Follow him on Linkedin = https://www.linkedin.com/in/hamishknox/
Find Sales4 Training online =
https://www.hamish.sandler.com/howtosandler
Book him as a speaker =
http://www.hamish.sandler.com/speaker
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with onesolution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
No one likes to travel with a lot of luggage. Are you going on sales calls with luggage, specifically other people's luggage? It's important to understand what kind of baggage we drag into sales conversations and how to avoid allowing other people to give us beliefs or thoughts that we carry like luggage into the next conversation
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
We are often told of the power of persistence. The idea that continued effort in the face of failure breeds success. It is often a misunderstood concept though, because persisting in doing the wrong thing creates frustration, not success. Keep cold calling the prospect who says no, and you quickly become a stalker. How do we address that balance?
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
There's a thinking problem out there. It's pervasive. It's potent. When you identify a thinking problem, you better start talking to a great thinker. That's what Mike is. I've seen Mike speak several times over the last decade. Mike heads up a Sandler training center in Oklahoma City. He always manages to lock down on the core elements of things and provides great clarity on them. Tim and I managed to get an hour of his time and we cover a range of sales thinking topics. Grab a notebook, prepare to write a bunch of good stuff down.
Mike can be found on Linkedin - www.linkedin.com/in/mikecrandall/
Company Website = www.customgrowth.sandler.com/
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Fellow Sales Consultant and Trainer Rich Austin from Elite Sales Training and I hit the record button on one of our catch up calls. We talk about current market conditions, how to sell in them, and even hit a few prickly topics like voicemail and calendar links etiquette.
Rich can be found on Linkedin - https://www.linkedin.com/in/riaustin1/
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The very nature of the role of a sales person is to cause change. We call on clients to change the way they feel about what they are and are not doing currently. Change is uncomfortable for most people. Humans create anchors and habits really fast, and often not through clear thinking.
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sometimes prospects act disinterested in the discovery and/or presentation meeting. They have no energy, show no interest, no enthusiasm and barely respond. I call these Eeyores. It has nothing to do with them being extroverts or introverts, and it is something you cannot ignore and must address if it lasts more than a minute or two. I discuss the psychology at work and different approaches to use to address the Eeyores in your sales demos.
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Too often we are told that "Buyer are liars" but is this really true? And if it is, whose fault is it that buyers don't feel they can tell us the truth. Let's discuss the tactics to get buyers to tell the truth.
This episode is brought to you by our promotional partners:
www.originmaine.com - Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Everyone claims they have value, and because everyone claims it, many customers are suspicious of value claims. Enter the power of ROI, understanding our value as it compares to the investment needed to unlock it. The confidence from understanding that, and the power of communicating that effectively is astounding. Sales Fix partner Tim Wasman comes back on the podcast to discuss and expand on this concept.
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing clothes and work out gear all MADE IN THE USA
https://go.clientpoint.me/claim-your-link/salesfixx - Making doingbusiness easy with one solution/one connection with your prospective clients
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Jamie Crosbie is the founder and CEO of Proactivate, a company using a well thought out process to help companies secure all star talent to power their revenue achievement. She's a gifted speaker, trainer, and leader. I first saw Jamie train in 2017, and I was immediately impressed with her presence and knowledge. She recruited and placed a friend of mine into a sales leadership position and her process caught my eye as being imaginative, outside the box, and highly effective at getting results, which is a big challenge in the world of sales hiring.
Jamie's company can be found here: www.proactivate.net
This episode is brought to you by our promotional partners:
www.originmaine.com- Amazing top shelf clothes and work out gear all MADE IN THE USA "The best pair of jeans I've ever owned"
https://go.clientpoint.me/claim-your-link/salesfixx - Making doing business easy with one solution/oneconnection with your prospective clients "It's a game changer"
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sofia Rodriguez is a gifted executive coach and and trainer, with Miami Absolute Sales Development. I've sat in training seminars with her as a colleague and witnessed her train online and in person, and her energy and passion powers up people's performance in a compelling way. We spend some time discussing how to control our focus, and how to own and be accountable to ourselves and others in managing our sales efforts. I always enjoy speaking with people who have the right sales mindset, and from A to Z, Sofia is one of those people. Just like me, she applies a performance and communications background towards her sales efforts, and just like me, she did it wrong just long enough to learn the value of doing it right.
Follow her on Linkedin for more great content. https://www.linkedin.com/in/sofiamrodriguez/
Absolute can be found on line - https://www.absolute.sandler.com/
Visit our promotional partners:
www.originmaine.com
www.ClientPoint.com
refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Most organizations spend a lot of time on product training, but no time or not enough time on the actual sales skills or approaching people, relating to them, being good listeners and being skilled at getting customers to share. As a result, many sales people speak too much and listen too little, leading to sales killing cases of TMI.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Many sales people think that sharing information is the key to sales success. The reality is that prospects often resist or suspect information that is pushed on them. If you can get them to ask though, the information you convey comes as a response to their question(s) and hence they are far more likely to be open to it.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
There is no such thing as a process neutral, or no process sales call. You are either in your process, or you are in the client's process.
Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Heather Hakes is a mindset coach, author, speaker and podcaster. After a corporate career, she made a sharp turn and built a business around her passionate pursuit of better understanding of the human mindset. I've always believed that all achievement and success starts with getting the mind right. Heather's Linkedin posts are truly inspirational and thought provoking, so I finally reached out and invited her to come on the podcast and chat with me.
Mindset can be a tricky thing, and Heather is a personal trainer for the mind. The biggest mindset challenge I see in sales people comes down to how we think of money. It's a subject rife with difficulty for most people. Heather offers some great insights and tactics to reset your mind around the subject of money, and how we communicate about it. I have to admit that she caused me to seriously re-evaluate my beliefs around what was possible. I attempted an exercise she suggests towards the end of our time, about visualizing an amount of money coming to you, and I was really shocked at how effective it was. I hope you find this as interesting of a conversation as I did.
Heather on Linkedin = www.linkedin.com/in/heather-hakes-64ba0914/
Heather's website = www.heatherhakes.com
Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Danny Leonard co founded the company ramped, a "job skilling platform for early career professionals". I knew him as a top 1% sales performer in a company of over 1000 sales people. Danny was willing to try any approach, chase any client, and his track record proves him to be a top sales mind.
We discuss his company ramped, as well as developing the proper sales mindset, in yourself and in your people.
Danny on Linkedin = www.linkedin.com/in/danielpleonard/
Ramped website = https://www.rampedcareers.com/
Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
There is an undeniable element of showmanship in great sales professionals. "Performing" or acting comes into play when we deliver a great presentation and even when we prospect. Sales is about connecting people, and nothing connects people like proper communications leveraging elements of acting and improv.
I invited Dan Jessup on to the show to discuss how he uses his actor side to teach and train people in business on better communications. Dan is a skilled improv guy and actor, having spent 15 years honing improv and sketch comedy skills in Chicago (The Second City, The Annoyance, iO) and also carries 10+ years of live event hosting and interviewing. You've seen him on Chicago Fire and you've also seen him in countless commercials and other works. Some of us lucky ones have seen him train recruiters, sales people, and HR employees on taking their communications to the next level. You'll love the energy he brings to this conversation.
Dan on Linkedin = https://www.linkedin.com/in/danjessup/
Dan on IMDB = https://www.imdb.com/name/nm3557030/?ref_=nv_sr_srsg_0
Dan's website = danjessup.com
Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
All of your prospects fall into on of three buckets. Understanding what those are, and what to do with each bucket is key to not wasting your time and frustrating yourself as a professional sales person. A's, B's and C's are the labels I use on these buckets, inspired by the great Stephen Schiffman's writings on prospects. Find the A's. Help the B's buy. Identify the C's and move on!
Get your Sales Fix Podcast gear - CLICK HERE Look good and support the Podcast!
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
I've known Matthew for almost a decade, and outside of being a great guy and a ton of fun, he is always someone who's insight and take on things is valuable. I've learned a lot from getting exposed to how he thinks about things, but he's also constantly finding new tools and new ways to leverage the old tools.
We talk about the correct mindset and approach in sales, bringing the fun to the sales world, and about the people who've impacted how we do things and how we look at the world. Conveniently, we also confirm the alive and well status of Dan Jessup, Bill Bartlett, Jenny Floros, Kevin Petry and several others. :-)
Yaymaker.com is the website to get more info on the great virtual events they can provide.
Matt's book can be found HERE - https://www.amazon.com/Find-Your-Yay-Voice-Social/dp/1637351216/ref=sr_1_1?crid=3J9TKYQ8WXFKT&dchild=1&keywords=find+your+yay+matthew+rolnick&qid=1633632868&sprefix=find+your+yay%2Caps%2C241&sr=8-1
Matt on Linkedin = linkedin.com/in/mattrolnick
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Rochelle Carrington is an accomplished sales professional and entrepreneur. For well over a decade she's been at the very top of the sales training and consulting game, working with companies across many industries. I first met her in 2014 when she spoke at a sales conference and blew me away with her perspective on controlling self talk. Her influence on me has gone well beyond just that subject though. There are over a dozen techniques and processes that I use every week that came directly from her talks and mentoring.
We discuss the power of self talk, and how to take control of our inner voice, which is often negative and destructive to our goals, and Rochelle also shares some wonderful ideas on how to make journaling a habit (something I have struggled with for years) and how to use journaling to master our thoughts. Rochelle currently runs Bulletproof management, a smart lead sourcing solution for getting qualified appointments and skipping all the noise. She can be reached at rochelle@rochellecarrington.com.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Every human being has rules, or "scripts" that govern their lives. We choose some of them, but many are handed down to us by our parents, and most of the baseline scripts come from our moms. That's a good thing. I love my mom and I know she had my best interests in mind when she was setting up my scripts. That said, choosing a career in sales necessitates deleting a couple of key scripts most of us got from our moms.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
You've often heard sales managers tell reps they need to "ask for the order". There is actually something really wrong with that wording, because it can cost you precious leverage. Clients don't buy because you ask for it. They buy because you've moved them to a point where they trust you enough to follow a suggestion to buy, not as a favor to you, but as a response to a consultative recommendation based on their need.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Tom Rowe, VP of Sales at Caroo, comes on to discuss how his experience as a high performing sales person and as a sales leader has affected his vision of the sales profession. We also briefly debate the offensiveness of Packers and Bears logos to fans of the other side of the rivalry and share a few sales war stories. It's a nice casual chat about the sales world.
More info on Caroo can be found at www.caroo.com
Info on the book Tom recommends can be found at https://hbr.org/books/watkins
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The dreaded cold call. Maligned and hated by sales people all over the world. There is actually great value we get from making cold calls. I defend the cold call and explain why we should all be doing them.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Steve the Producer and I address some questions submitted by the audience. If you'd like to submit questions for future episodes, info@salesfixx.com or our CO linkedin page is the best way to do that.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Brian Bar is a talented sales leader and entrepreneur. His current company, Victory Lap, based in Chicago has set a new bar for setting up entry level sales people for success (78% of Victory Lap graduates stay in their sales job past one year). I've worked with Brian as a both a colleague within a large corporation and in partnership with Victory Lap on sales training projects. Brian and I discuss his vision of professional sales education and the current status of the sales profession. He is a thoughtful and meticulous professional who brings some very interesting ideas to the table.
Victory Lap can be found online at www.VictoryLap.io
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Perspective is often the culprit to feeling stuck. Like a rock climber that has hit a point where they can neither move forward or go back. A different perspective can often be found by taking one step back (figuratively) and that can often unlock the door. I share some personal experiences on the subject, and how it applies to dealing with clients and prospects.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The two Steves and I discuss sales persistence, the right approach to looking for sales jobs right now, and I get a really bad charlie horse
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Many sales people see prospecting as a huge negative. It feels awkward and intrusive and involves lots of harsh rejection and conflict. Prospecting doesn't have to be that way, and if you avoid these common mistakes, you can make prospecting an experience that isn't painful, for you or the prospect.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
2020 caused a lot of changes, many of which are not likely to change back, but instead become permanent new realities. That said, some aspects of prospecting are fundamental and must be considered when adapting to new times. David Kreiger is the founder and president of Sales Roads, a pipeline creation service for companies seeking a simple but effective solution. He joins me on the podcast to discuss prospecting fundamentals and share insights of the new selling reality.
Check out Sales Roads at SalesRoads.com
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Like anyone who teaches, I am often asked what the "one thing" is that ensures success. I have a love/hate relationship with that question, but waht Dr J, Mozart, Bill Gates, Tom Brady and many others have taught me is that there is an ingredient that influences success above all others, even if it isn't a silver bullet.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sales tools like automated calendar links, email campaigns and lead generation messaging services are a subject of great controversy in the sales world. The two Steves and I discuss the ups and downs of these tools and how to use them, as well as how to NOT use them.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sales is a science, with a touch of art. All science is based on data, and how that data is interpreted to draw valid conclusions. I know what I know but I also like to know WHY what I know is right.
Richard Smith has a blend of technical and sales expertise and experience, and he comes on the Sales Fix Podcast to share insights from his work at Refract and to promote his new book, Problem Prospecting, co-authored with two of his colleagues. I've been a fan and promoter of Refract for a while, mainly because of the easily used data interface they provide that gives phenomenal insights into conversions, trends, and tactical success across a sales organization. Highly recommend reading this book and if you're a sales leader, you need to take a look at Refract as a tool to help you and your team win.
Book info online - https://www.goodreads.com/book/show/56127618-problem-prospecting
Link to Refract - https://www.refract.ai/benefits-features
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The two Steves and I kick off 2021 talking about some of worst bad beats and best lucky wins sales stories, reviewing why those things happen and how we navigated them. I also get their sales "origin" stories. Nice mellow chat to kick of 2021.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Mark Twain had a great saying around what you think you know and what you know you know that ain't so. There are 4 very dangerous assumptions to avoid in sales, and understanding them is key to not wasting time chasing wild geese.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Ever told someone you are in sales, only to see that look of pity and sorrow on their face? Sales, and what it takes to be good at it often suffers a bad brand image, but sales professionals know that good sales people are leaders. They influence the world in a positive way, based on understanding that pushing for a decision not the same thing as pushing for a yes, and that "intent" matters.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
You can't sell someone something without agreeing on a few core concepts. Qualified prospects need to be in agreement on a few key premises or they are not qualified prospects and represent a huge waste of time and effort. Identify the main beliefs you need to be aligned with your prospects on, and start the conversations by making those exist.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
In today's world, the written word is doubly important. As more and more sales efforts rely on online connection through email or social media platforms, the unintended consequences of bad writing habits have never been higher. Corda and I invited Bryan Grobstein, sales enablement and operations professional to discuss some really bad examples of the written pitch, and identify the best practices of emailing or prospecting on Linkedin.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
It's easy to think you are selling against the competition, but your greatest competitor isn't another company. It is the fear of making a change. Your prospect live in their status quo for a reason, and most of the time you are not competing against doing something else, you are competing against doing nothing. Understanding that and knowing how to address it is a powerful tool when dealing with prospects hesitant to embrace change.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
I've worked directly for Darren Schwartz and seen him create and recreate the most amazing sales culture across all levels of management that fueled the fastest growth to a billion dollar valuation in US history. He's a master at leading and inspiring people. His ability to connect with subordinates on a personal level and leverage that connection to get people working at their best is second to none that I have witnessed. He understands both sales and operations, and how to bridge the gap between them, and his genuine love of people, energy, sense of humor, approachability and ability to learn, master and then teach complex concepts generated tremendous loyalty and results from people across all departments. We catch up leadership approaches and how he does what he does.
Darren on Linkedin
Darren's current company M3linked can be found HERE
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Jenny Foss is an accomplished recruiter and career coach. I've known her for almost 20 years and she's my go to expert for all matters relating to interviewing, job hunting, resume writing and the best way to use Linkedin. Jenny has built her business on helping people maximize their job searching efforts and coaching people in a direct, effective way. She's a true professional who gets to the point, executes and gets results. There could not be a more opportune time for me to get her sharing her insights into the world of job searching.
www.jobjenny.com
https://www.linkedin.com/in/jennyfoss/
Check out Jenny's Books - https://www.jobjenny.com/products-books
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Producer Steve and I handle questions submitted through the website and social media. Follow us on Twitter, Facebook or Parler to submit questions. We kick off with a discussion around common ways Sales people mess with in their interactions with prospects and clients.
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Brian and I met over 20 years ago. We've worked together, sold together, been business partners and friends. I highly respect his mind and his way of thinking, and doubly so on the subject of sales. We discuss a few key topics on the concept of sales, but especially noteworthy are his thoughts around the "why that's important to you" aspect of customer centric sales. When we take care of customers, it takes care of most everything else we need to worry about. He also really nails the approach to handling customers who hold bad or false positions. Brian currently sells advertising and software to the Automotive sales industry.
His book, Making It Pencil can be found on amazon https://amzn.to/33iQgro
Visit our promotional partners at www.originmaine.com and refract.ai/salesfix
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Human Behavioral Science tells us that people are far more willing to accept new information when they perceive it as part of their agenda, vs part of the agenda of the person conveying the information. That's a fancy way of saying that we all prefer to ask for something, instead of having it pushed on us. The great sales guru Jeffrey Gitomer coined the phrase "People love to buy, but hate to be sold". There exists a very nice tactic to bait customers into asking you the questions that lead to the answers that help you identify need, and then sell into solving that need. This Quick Fix is about leveraging that technique.
Visit our partner and check out their amazing sales training and monitoring system. Refract.AI
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Thor Shaffer is the owner of the BJJ Academy I attend and one of my mentors. In the years I have been studying with him I've seen some compelling parallels between core Jiu Jitsu principles and proper sales science and mindset. Thor holds black belts in multiple martial arts, and has won many tournaments. in 2018, he was ranked #1 in the US and #4 in the world by the UAEJJF. He's been competing for decades and has a long list of impressive fighting credentials, but what you'll appreciate the most about him is his mindset and solid thinking. We discuss a few of these principles and I inserted cuts of my application of those same principles in the sales world.
Link to his Academy online - https://www.facebook.com/pcbeachjiujitsu/
Visit our promotional partners at www.originmaine.com and www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
What does a Chinese girl falling off her horse have to do with the fall of the Roman empire? A lot. The same chaos theory applies to your prospecting. You often will not feel like prospecting is working until you look at it in hindsight. Activity breeds results and Chaos theory math proves it.
Episode brought to you by Originmaine.com If you're looking to get great nutrition, I highly recommend their line of products. I personally use Krill Oil, Joint Warfare for staying limber and flexible, and their MOLK line of protein shake powder taste so good they qualify as a dessert (My specific favorite is "the darkness" chocolate flavor. It's like drinking a milkshake but with good nutritional value.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Jenny Floros has many years of experience working in sales and leading sales teams to excellence. She's currently the Regional Vice President of sales at Groupon, INC. in Chicago, IL. and was also a VP of Marketing at Ticketmaster for 10 years. I've personally worked with Jenny and am in awe of her ability to run teams and build incredible loyalty from the people who work for her. I personally know of several instances where employees have turned down promotions because they wanted to stay on Jenny's team. Jenny and I discuss sales and sales philosophy, and she explains her list of non negotiable traits she looks for in building teams, Integrity, Respect, Transparency and Passion. Jenny is also on the board of the Penedo Charitable Organization, who's mission is to empower and educate at risk girls to become women of knowledge, faith and service in school, college and beyond.
Visit our promotional partners at www.originmaine.com and www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Trust is an essential element of winning sales. Trust wobbles come from many places, but for sales people, the logical or data based trust wobbles are the most common for sales people. I cover the four pillars of creating logical trust with prospective clients. I refer to Prof Frances Frei's work at Harvard University. Check out her Ted Talk on the subjects. https://bit.ly/2OQ6u4j
Episode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in America from American grown cotton. Support American manufacturing. My Origin jeans are the best pair of jeans I've ever owned!
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
I interview Dillon Knight Kalkhurst, author and speaker and expert on generational communication styles and gaps. For the first time in human history, there are 5 generations in the workplace, leading to many misunderstandings and mistakes in management and in sales. We discuss these patterns and the awareness needed to navigate them both for customers and co workers.
Dillon's Books:
"GENERATION EVERYONE! A Guide to Generational Harmony @ Work, School & Home”
“WHAT THE HELL ARE THEY THINKING? Understanding Your Kids, Grandkids & America’s Future Leaders"
He also Founded,
The Center for Intergenerational Engagement
www.5-gens.com
Visit our promotional partners at www.originmaine.com and www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Sales people tend to focus on features and benefits, showing clients what they stand to GAIN by buying. Sadly, most clients make buying decisions and all decisions in fact on avoiding pain.
Episode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in America from American grown cotton. Support American manufacturing. My Origin jeans are the best pair of jeans I've ever owned!
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The road of "sometime" leads to the town of "nowhere" in the state of "Not gonna happen". Every interaction with a prospect should end with setting a specific next step.
Episode brought to you by Originmaine.com Check out their selection of amazing workout wear, casual wear and shoes. All made in America with the actual fabric also made in America from American grown cotton. Support American manufacturing. My Origin jeans are the best pair of jeans I've ever owned!
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The two Steves and I handle questions submitted through the website and social media. Top question is the validity of opening up conversations with "How are you?" or something similar.
Visit our promotional partners at www.originmaine.com/nutrition and www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Prospects will often ask about price before you've even discussed their needs. Understand that this is a trap, and don't fall into it.
Episode brought to you by Refract. www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
A very common question I get from sales reps and sales leaders alike is how to handle prospects that showed interest or even requested a proposal before freezing up and not responding. I cover the concept of "Tonic Immobility" and how it is likely making extreme attempts to reach your prospects ineffective and counter productive. Understanding what is happening at a very primal level allows us to pick a different approach to unfreezing those stalled sales.
Episode brought to you by Origin Maine Company www.originmaine.com
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Kevin has been in sales for many years, leading national sales organizations, as well as running the Sales Training and Development department of the fastest company to a billion dollar valuation in US history. He currently works as the central sales and business development brain for a venture capital group started by the founder of Audible.
Kevin and I discuss some fundamental sales success concepts, such as combating the status quo trap, AKA the cost of doing nothing, and mapping out your sales success plan using backward math.
Visit our promotional partners at www.originmaine.com/nutrition and www.refract.ai
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
You sometimes have to handle objections based on your customer's past experience, and sometimes that negative experience isn't even with you, or your company. Here's my LOC process to help reset the conversation before addressing these kind of objections.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Show Producer Steve Corda and fellow sales professional Steven Davis join me to discuss what the purpose of a good "Discovery" or "Needs Assessment" is and on understanding the psychology of what is going when we ask the right questions and solicit the right answers. The basic positioning of a sales interaction is crucial to having healthy and ethical conversations with prospects.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
We all wear masks in our daily lives. Understanding that and accepting the purposeful wearing of masks in our sales roles allows us to keep the rejection we face as sales people away from who we are as human beings. I share my "Travis" mask with all of you.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
There's a worldwide economic downturn right now, caused by the COVID-19 pandemic. Many people and many companies are reacting based on panic and not based on clear thinking and understanding of the total economic implications of this situation. Bill advises on his approach and mindset during these scary times. Many of you have already been furloughed or let go. What do you do now? What should your thinking be like? We discuss these concepts and Bill offers some great suggestions on controlling your thinking and making sure you focus on actions that help you in the long term.
Bill's company website is CorporateStrategies.Sandler.com and he can be reached at bbartlett@sandler.com if you want to take advantage of the generous offer he extends to Sales Fix Podcast listeners.
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Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Is manipulation a bad thing? Its often one of the labels put on sales people, and not in a complimentary way. Some quick thoughts on understanding the impact intent has on something like manipulation.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Tim and I first met in 2003, when he hired me for a sales position. He's been my boss, my friend, my mentor, my coach and my business partner. I ask him the standard three questions:
How did you get into sales?
What do you love about sales?
What do you think the biggest mistake(s) to avoid are in sales?
Then I ask him custom question on how he interviews, how he gives people the hard feedback. It's a good informal talk on some solid sales concepts.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
The Corona Virus and how different people are reacting to it differently is a powerful moment in sales learning. Everyone has different "tripwires", or tipping points. Just look how some people panicked early, and some have yet to really react at all. That's a great observation to apply to your sales game.
Show music courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
Show Producer Steve Corda and fellow sales professional Steven Davis join me for a discussion around the fundamental beliefs and clear thinking necessary for success in sales. Believing the myth that sales people are an intrusion and that customers will find what they need without sales people is the first land mine not to step on if you want to be in sales.
We reference the classic and seminal sales book "The Sandler Rules" by Dave Mattson during the show. Highly recommend it if you make a living in sales.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/
What is the intent of a prospecting call? Many people make these calls with the intent of making a sale, but that's skipping a crucial step, and causing many prospects to freeze up or cut you off, because their most precious commodity isn't money. It is time.
Show Theme Song courtesy of Incompetech
Edm Detection Mode by Kevin MacLeod
Link: https://incompetech.filmmusic.io/song/4987-edm-detection-mode
License: http://creativecommons.org/licenses/by/4.0/