Emerge on Purpose: Recent Episodes
Pete Oliver / SaleFish, LLC
In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved.
As sales leaders, do you know why this particular quarter is important for your team members?
Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat?
Do they have the skill-sets to execute to make the most of every opportunity? Tune in for more!
2:20-3:13 BAT Going into a New Quarter
8:29-9:30 Why is this Quarter Important to You?
9:40-10:37 Active Listening is Part of Observation
13:56-15:00 Tracking Leading Behaviors 16:30-17:15 Accountability and Motivation
20:04-21:07 Work Hard. Work Smart.
Money-Making Behavior Examples:
• Re-capture Reach-Outs
• Asking for Intros to Other Departments
• Channel Partner Reach-Outs
• Tech Partner Reach-Outs
• Client Business Reviews
• Client Reach-Outs/Warm Touches • Target Account Reach-Outs
• Social Networking Time LinkedIn First Connection Requests 2nd Connection Research / Intro Requests 1st Connection Research Ask yourself:
• What is going to be the most effective for you?
• What is something you can commit to doing on a weekly or monthly basis
• What are your top 3-5?
Reach out to us for learn more about cookbooks and money-making behaviors: https://www.salefish.sandler.com/discovery
What's the makeup of your team?
Whether you are new to leadership or inheriting a new team - first things first - we must assess our players.
The A Players - The Super Stars
The B Players - Good, Not Exceptional
The C Players - Fall below expectations
Sales Managers tell us they are:
• Unsure how to approach a coaching cadence with the 3 different types of players
• Lack the how-tos when unlocking motivation for the C-players
• Concerned about how to keep the A-players happy and engaged, so they don't look elsewhere
If this sounds like you, tune in:
0:00 Intro
More details coming soon!
Pete and Lindsay will discuss 3 coaching tips, specifically, to turn B players to A Players.
We are often unclear on the client’s process of investing in new products or services.
How does this show up within our opportunities?
- Claim too little budget, wrong budget cycle or release time.
- Demand pricing early to justify going up the chain.
- Customer uses words like spend vs invest.
What can I do to prevent this from happening?
- Get comfortable asking about budget early and often.
- Map out path to budget to avoid late stage hurdles.
- Leave yourself time for budget solutions.
Time Stamps:
- :54 - Head Trash around Money Concept and How it Gets In the Way
- 11:00 - Clarifying Their Investment Process 11:00
- 12:30 - Ask-Bracket-Create (Budget Step) Example
- 14:50 - Roleplaying ABC Technique (CIGAR)
If you don't uncover the emotional reason to buy, it is unlikely you will get the sale.
Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?*
How does this show up within our opportunities?
- Smaller deals or deals focused entirely on price (this for that)
- Limited scope deals
- Lost deals; notably to doing nothing
What can I do to prevent this from happening?
- Build urgency by understanding the difference between ‘symptom’ (what) & pain (why).
- Design a solution grounded on solving a customer problem / business outcome.
Time Stamps:
- 1:30 - Pain Iceberg, Why aren’t we getting to impact? * 5:30 - Rushing to the present * 7:40 - Self Reflecting on Your Pain Step * 12:30 - UFC before Pain + Open Ended Questions * 17:40 - Using CIGAR: Amateur Reps and Helping them Climb
Have we identified and validated someone who wants us to win? A champion is someone who has access and influence over power and money.
How does this show up within our opportunities?
-
Doesn’t act as true partner
-
Wont work with us to sell internally
-
Wont introduce us to anyone higher
What can I do to prevent this from happening?
Better chance of winning if we understand their ...
-
personal gain & connection to the business
-
ability to access and influence budget
-
level of credibility to get it done
Time Stamps:
-
:45 - What is a Champion?
-
3:45 - Coaching when a Champion is not yet developed
-
5:45 - Champion & Qualification - Pain, Budget, Decision
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9:42 - Two types of Managers - 1 Drives Fear, 1 Drives Comfort
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13:35 - CIGAR the Underdeveloped Champion
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15:30 - Champion Building: Red Light / Green Light Moments
In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer!
How does this show up within our opportunities?
- Contact won’t introduce you to anyone higher
- Contact won’t work with you to sell internally
What can I do to prevent this from happening?
- You clearly understand the decision-making process and who is involved
- Gain access to true economic decision makers
Time Stamps:
- 1:04 - Why is this a Challenge? 3:03 - 3 Wide 3 Deep Decision landscape 10:00 Understanding the Decision Making Process & Earning the Right* 17:30 - CIGAR Recap - Strip line + Intro Ask
Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process.
How does this show up within our opportunities?
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Opportunity lacks urgency
-
The close date is dictated by our timeline
-
Contact is easily stalled, doesn’t do as committed
What can I do to prevent this from happening?
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Clarify sense of urgency
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Mutually agreed upon close date
-
Avoid deals stalling, pushed or ultimately lost
Time Stamps:
1:29 -What’s the Challenge??
5:15 - How does it manifest? Forecasting: Supervisor vs Coach
8:05 - CIGAR Coaching Matrix Applied to Closing Dates
11:19 - Navigating the Decision Step
13:30 -'Why Now?' Questions
THIS PODCAST IS FOR YOU IF:
You find yourself delaying action, over-thinking, getting stuck in analysis paralysis, or lacking the “guts” to take action in your career or personal life - this podcast will provide you with tips and tricks to Observe-Orient-Decide and Act in a manner that is consistent with what you want. IF you are always seeking to sharpen the saw when it comes to making faster, efficient and more informed decisions - TUNE IN!
0:00 Intro
1:35 What is the OODA Loop and How Does it Relate to Sell?
3:30 How Decision Making Plays Out on a Battle Field
8:10 The Keys to Observe and Orient to Put Yourself in the Position to Win
10:55 Where we Miss the Mark in Real World Situations (not listening)
13:45 OODA Loop Applied to Leadership
20:00 How to Stay Flexible during Pressure Situations
21:30 Mastering the OODA Loop in Sales Pete, Lindsay and Rich will discuss: -how to prevent analysis paralysis and ACT! -leverage active-listening in sales and leadership roles to be a stronger team -using the OODA loop to promote a culture of continuous improvement -allowing your team to fail forward - you’ll either win or learn!
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
-Are you responsible for building a robust pipeline and hitting a monthly quota?
-Do you feel stuck on how to connect the dots?
We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work. Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
Bad hiring decision can cost you 30% of the individual’s first-year potential earnings!
Hiring Managers tell us they are:
• Tired of acting out of desperation to fill an empty position
• Lacking a hiring template that gives a step-by-step road map for all parties involved
• Concerned as to why their favorite candidate interviews like a rock-star but performs like a dud If this sounds like you, tune in:
0:00 Intro
Pete and Lindsay will discuss 3 'must haves' when hiring top talent, Listeners will learn:
• Specific traits to interview for - that you won't find on a resume or LinkedIn profile!
• The attitudes, behaviors and techniques of winners to ensure you hire the best-fit • How to determine who say they can vs who actually will
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Are you responsible for hiring reps who can build a robust pipeline and enjoy the "hunt"? Do you feel stuck on how to do so expediently, yet thoughtfully? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today.
A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
THIS PODCAST IS FOR YOU IF:
You understand that your leadership role goes well beyond supervisor, you understand that sales coaching comes with the territory and make the time, energy and effort to do it on a consistent basis. Why should you tune in? Suzette will share 4 best practices for sales coaches that are game changers; not only do they involve attitude and mindset but actually getting out of your comfort zone to roleplay! Let's sharpen the saw, shall we?
Listeners will understand how to set a coaching environment, subtle shifts to build a 'fail forward' culture and ensure your people can win, without you. If you're a sales leader - 8 days, 8 months or 8 years in - you will takeaway something from this!
0:01 Why Is Coaching Important?
5:08 How to Prevent Yourself from Rescuing Your Reps (for real)
9:00 What Clear Expectations Really Sound Like (Beyond quotas and territories) 11:28 How To Make Roleplay Less Scary
14:55 Understanding Internal Motivation (what's their WHY? - it may not be $!)
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today.
A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
THIS PODCAST IS FOR YOU IF:
You're an ambitious, driven go-getter....willing to put in the work, get uncomfortable and get into a daily grind BUT are struggling to keep a consistence cadence. "Fires" get in the way, emails/calls/texts are constantly popping up, and your money-making behaviors are constantly getting pushed back due to distractions and solving other people's problems. Pete and Lindsay will discuss time hacks that actually work!
Listeners will understand the mindsets you need to protect your time and simple tricks-of-the-trade, that after 20 years in sales, are proven and reliable. Time is our most precious asset -in sales (and life!) - let's figure out how to manage it once and for all.
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call. Until then – keep climbing.
THIS PODCAST IS FOR YOU IF:
If you find that prospecting keeps getting pushed to the side...your time is filled with client calls, fire fighting, salesforce tasks, but you never quite get to the cold prospecting activity, this is for you.
Pete and Lindsay will discuss 4 'hacks' to stay proactive with top of funnel activity. Listeners will understand how to:
- develop the proper mindset to 'fail forward'
- define money-making behaviors
- calendar hacks and more!
Podcast Outline:
0:00 Intro
1:42 Solving the Riddle of Proactive Top of Funnel Activity
4:34 Know Your Why and Stop 'Shoulding' on Yourself
10:02 Know the Measurables Your Need to Hit Your Number
14:25 Planning Meets Action: Create, Track, Adjust
19:06 Sandler Success Triangle
Sandler SaleFish Excels at Sales & Sales Management "How-Tos"
Are you responsible for building a robust pipeline and hitting a monthly quota? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and roll-out proactive business development behavior plans that work.
Go to salefish.sandler.com/book-a-call.
Until then – keep climbing!
THIS PODCAST IS FOR YOU IF:
If you are responsible for selling large, enterprise deals and struggle to get them through the finish line due to the complex decision making processes with in your target's organizations. There are many factors that come into play when identifying a real reason to do business, scoping out the investment/terms and navigating the decision and procurement processes. It is not just a simple 'check the box' list, there is a grace and finesse of building a relationship and earning their trust.
0:00 Intro
2:20 Mindsets Necessary to Enable Someone's Ability to Make a Decision
4:34 Keys to Coming Off as Authentic (not Salesy!)
12:20 Asking the "How Are You Going to Decide?" Type Questions
22:00 How to Prevent Demo Reliance
26:20 Order Matters When Understanding their Decision Making Process
33:00 Reverse Engineering the Close
40:00 Shifting from Convincing to Discovery
Pete and Lindsay will discuss key elements of navigating complex decision making processes, in particular: what attitudes, behaviors and techniques are necessary to control the sale? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask? How do you prevent going into pitch-mode?
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?
Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.
Go to salefish.sandler.com/book-a-call
Until then – keep climbing.
Brandon Riggins joins Pete today. Brandon is a Partner Manager at a technology company. You've been hearing a lot from the sales manager perspective. Now it's time to hear the experience of someone who is currently in the middle of his climb!
Today I'm interviewing my colleague, Jeremy McDowell, on being a "preparation animal". You'll hear about why preparing is so important and how you can coach your team on how it will help them better execute their meetings with clients and prospects.
Craig Parrish is the Vice President of Sales Development at CrowdStrike, a top security vendor. He's held leadership roles at various organizations over the past 25 years. Today, we're talking about culture and how it can help you find and promote your best managers and leaders.
Your Host, Pete Oliver, interviews Penny Sullivan, a Sales Enablement leader at a top technology company. They talk about the "Identity vs. Role Theory" and how your mindset and confidence may be hindering you from greatness.
Jay Webb, owner of The J.David Group, joins me today. Jay is a technology sales recruiter who spends every day searching for the best sales reps and managers. He has his own point of view on what makes a great manager and what the path from Rep to Manager often looks like.
Cody Manning joins us today to walk through his personal experience of how he was able to transform himself from being the top rep on a team, to the manager of the same team. He talks about how he gained the trust of a team who were his peers just hours prior. And how he led this team, and others, towards overachieving goals.
Michelle Benfer, VP Sales at Hubspot, has promoted over 50 sales reps to a manager role and today she joins me today to share her personal coaching strategies.
Pete Oliver, CEO of SaleFish, LLC meets up with Drew Rutlege, a leader in the cyber security space, to discuss strategies to help your team with the day-to-day while also finding enough time for "on the business" planning.
SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos"
Do you ever find that your prospect’s decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can’t? Do you feel stuck on how to connect the dots?
Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more.
We’ve helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all.
Go to salefish.sandler.com/book-a-call or scan the QR code on your screen. Until then – keep climbing.
Your host, Pete Oliver, interviews George Donovan, Chief Revenue Office of Allego how a "sales manifesto" can help your team gain some intellectual humility.