Salesman Podcast's guest appearances

Salesman Podcast

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Best in Business: A Collection of the Best Business Podcasts

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PaleoJays Smoothie Cafe

Aaron Ross

Will Barron

Andy Paul

Victor Antonio

Steve Benson

Tim Riesterer

Richard Harris

John Barrows

Andee Harris

Viveka von Rosen

Mario Martinez

Alex Berman

Todd Caponi

Ralph Barsi

Deb Calvert

OwlTail

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more! If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn. Social Is About Warming Up Prospects Before The Phone Call We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them? I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact:  Follow the prospect on LinkedIn Pay attention to when they look at your profile Engage with their posts in a meaningful way Next, request to connect with them via LinkedIn Continue to engage with their content, share their content, tag them Send an email Send a personalized video THEN make the phone call  And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response. Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make:  The average response rate on cold email outreach is less than 3% The average response rate on cold calling via the telephone is less than 3% 62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41% When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61%  Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations. How You Can Know If Your Social Selling Efforts Are Working? It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand... The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time. Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities. What Is Keeping You From Converting Connections Into Conversations? So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments.  Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers.  Outline of This Episode  [1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast” [2:10] A better way to carry out sales calls in the internet age [9:09] Data-based best practices for outreach and prospecting [15:28] Is the issue reaching or getting a response from individuals? [20:56] How do you know if you’re doing a good job at modern sales prospecting? [27:08] The right way to use social profiles to set yourself up as the expert in your field [34:12] How long does it take to leverage social cadences properly for modern sales? [39:58] The next trend for sellers to get their heads around: AI [43:16] Mario’s advice to his younger self to enable him to sell more  Resources Mentioned  Will Barron’s “The Salesman Podcast” LinkedIn State Of Sales Report CSO Insights “Sales Performance Report 2019” LinkedIn’s SSI Score: www.YourSSIScore.com Calendly Time Trade Viveka von Rosen Soapbox by Wistia (free tool) Crystal Knows (free and paid) Modern Marketing Engine Podcast - Bernie Borges  Connect with Mario!  www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn  Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social <a href="https://itunes.apple.com/us/podcast/selling-social-sales-social-selling-social-media-podcast/id1193697353?mt=2" rel="noopener nofollow" target="_blank">Apple Podcasts</a> | <a href="https://www.stitcher.com/podcast/selling-with-social" rel="noopener nofollow" target="_blank">Stitcher</a> | <a href="https://play.google.com/music/listen#/ps/Iyzkhh4nhox6hjtnjxhvzcvgeau" rel="noopener nofollow" target="_blank">Google Play</a> | <a href="https://www.google.com/podcasts?feed=aHR0cDovL3NhbGVzY2hhbGt0YWxrLmxpYnN5bi5jb20vcnNz" rel="noopener nofollow" target="_blank">Google Podcasts</a> Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more! If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn. Social Is About Warming Up Prospects Before The Phone Call We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them? I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact: <ul> <li>Follow the prospect on LinkedIn</li> <li>Pay attention to when they look at your profile</li> <li>Engage with their posts in a meaningful way</li> <li>Next, request to connect with them via LinkedIn</li> <li>Continue to engage with their content, share their content, tag them</li> <li>Send an email</li> <li>Send a personalized video</li> <li>THEN make the phone call</li> </ul> And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response. Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make: <ul> <li>The average response rate on cold email outreach is less than 3%</li> <li>The average response rate on cold calling via the telephone is less than 3%</li> <li>62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially</li> <li>When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41%</li> <li>When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61%</li> </ul> Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations. How You Can Know If Your Social Selling Efforts Are Working? It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand... The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time. Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities. What Is Keeping You From Converting Connections Into Conversations? So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments.  Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers.  Outline of This Episode <ul> <li>[1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast”</li> <li>[2:10] A better way to carry out sales calls in the internet age</li> <li>[9:09] Data-based best practices for outreach and prospecting</li> <li>[15:28] Is the issue reaching or getting a response from individuals?</li> <li>[20:56] How do you know if you’re doing a good job at modern sales prospecting?</li> <li>[27:08] The right way to use social profiles to set yourself up as the expert in your field</li> <li>[34:12] How long does it take to leverage social cadences properly for modern sales?</li> <li>[39:58] The next trend for sellers to get their heads around: AI</li> <li>[43:16] Mario’s advice to his younger self to enable him to sell more</li> </ul> Resources Mentioned <ul> <li>Will Barron’s “<a href="https://www.salesman.org/" rel="noopener nofollow" target="_blank">The Salesman Podcast</a>”</li> <li><a href="https://business.linkedin.com/sales-solutions/b2b-sales-strategy-guides/the-state-of-sales-2018" rel="noopener nofollow" target="_blank">LinkedIn State Of Sales Report</a></li> <li><a href="https://www.csoinsights.com/wp-content/uploads/sites/5/2018/12/2018-2019-Sales-Performance-Report.pdf" rel="noopener nofollow" target="_blank">CSO Insights “Sales Performance Report 2019</a>”</li> <li>LinkedIn’s SSI Score: <a href="http://www.yourssiscore.com" rel="noopener nofollow" target="_blank">www.YourSSIScore.com</a></li> <li><a href="https://calendly.com/" rel="noopener nofollow" target="_blank">Calendly</a></li> <li><a href="https://www.timetrade.com/" rel="noopener nofollow" target="_blank">Time Trade</a></li> <li><a href="https://www.linkedin.com/in/linkedinexpert" rel="noopener nofollow" target="_blank">Viveka von Rosen</a></li> <li><a href="https://wistia.com/soapbox" rel="noopener nofollow" target="_blank">Soapbox by Wistia</a> (free tool)</li> <li><a href="https://www.crystalknows.com/" rel="noopener nofollow" target="_blank">Crystal Knows</a> (free and paid)</li> <li><a href="https://itunes.apple.com/us/podcast/social-business-engine-enterprise-podcast-on-social/id700914859?mt=2" rel="noopener nofollow" target="_blank">Modern Marketing Engine Podcast</a> - Bernie Borges</li> </ul> Connect with Mario! <ul> <li><a href="https://vengreso.com" rel="noopener nofollow" target="_blank">www.vengreso.com</a></li> <li>On <a href="https://www.facebook.com/GoVengreso" rel="noopener nofollow" target="_blank">Facebook</a></li> <li>On <a href="https://www.twitter.com/M_3Jr" rel="noopener nofollow" target="_blank">Twitter</a></li> <li>On <a href="http://bit.ly/VengresoYouTube" rel="noopener nofollow" target="_blank">YouTube</a></li> <li>On <a href="https://www.linkedin.com/in/mthreejr/" rel="noopener nofollow" target="_blank">LinkedIn</a></li> </ul> Subscribe to Selling With Social <a href="https://itunes.apple.com/us/podcast/selling-social-sales-social-selling-social-media-podcast/id1193697353?mt=2" rel="noopener nofollow" target="_blank">Apple Podcasts</a> | <a href="https://www.stitcher.com/podcast/selling-with-social" rel="noopener nofollow" target="_blank">Stitcher</a> | <a href="https://play.google.com/music/listen#/ps/Iyzkhh4nhox6hjtnjxhvzcvgeau" rel="noopener nofollow" target="_blank">Google Play</a> | <a href="https://www.google.com/podcasts?feed=aHR0cDovL3NhbGVzY2hhbGt0YWxrLmxpYnN5bi5jb20vcnNz" rel="noopener nofollow" target="_blank">Google Podcasts</a>

Modern Sales Prospecting Dos and Don’ts - Mario On The Salesman Podcast With Will Barron, #122

Should every sales person be a thought leaders? What role should content play in sales? Will Barron leads the Salesman podcast, the largest B2B sales podcast in the world and he's one who has mastered the idea of content. In this episode, Will discusses his rise to fame and how he thinks sales people should think about giving value to progress the sales process. Links and Resources Mentioned in This Episode:  Will Barron on LinkedIn Salesman Podcast The Definitive Guide to Sales Cadence  In This Episode You'll Learn:  How can content help a sales rep become a thought leader The purpose of giving value to get value when selling Key learnings when creating content to help you sell

Should every sales person be a thought leaders? What role should content play in sales? Will Barron leads the Salesman podcast, the largest B2B sales podcast in the world and he's one who has mastered the idea of content. In this episode, Will discusses his rise to fame and how he thinks sales people should think about giving value to progress the sales process. Links and Resources Mentioned in This Episode: <ul> <li><a href="https://www.linkedin.com/in/willbarron/" rel="nofollow" target="_blank">Will Barron on LinkedIn</a></li> <li><a href="https://itunes.apple.com/us/podcast/salesman-podcast-worlds-biggest-b2b-sales-business/id1007344621?mt=2" rel="nofollow" target="_blank">Salesman Podcast</a></li> <li><a href="https://www.insidesales.com/ebook/guide-to-sales-cadence/" rel="nofollow" target="_blank">The Definitive Guide to Sales Cadence</a></li> </ul> In This Episode You'll Learn: <ul> <li>How can content help a sales rep become a thought leader</li> <li>The purpose of giving value to get value when selling</li> <li>Key learnings when creating content to help you sell</li></ul>

How to Use Content to Sell w/Will Barron @The Salesman Podcast

Will Barron is the host of the Salesman Red podcast. Its goal is to help sales professionals close more deals but also to tackle the unspoken issues within the sales industry such as high levels of stress, the negative stereotype of the salesperson and long term success. Will doesn’t consider himself an “expert” or Guru”. Will is firstly and firmly a sales professional and asks the questions his audience wants to hear because he personally wants to know the answer too.   This show is sponsored by Experiment 27. Get the discovery call script &amp; questions template HERE.   In this episode you'll learn:  [02:30] How did Will get in sales with a background in chemistry? [04:05] Why did Will start a podcast for salespeople? [05:34] Is Will more of a salesman or a content creator at the moment? [07:35] Why is sales content usually boring? [08:33] How to tell if someone doesn't have the necessary sales experience when talking to them? [09:20] How does Will sell advertising for his podcast? [10:46] What role do Facebook ads play in the sales process?  [12:30] How many listens does Will get on his podcast? [13:03] How small was Will's podcast when he started selling ad space? [15:00] How did Will sell his first ad spot? [16:45] Scripts Will used to reach out to companies [17:32] What you need in an email to grab attention? [18:28] Why mostly men listen to sales content? [21:10] What is needed to sell advertisement? [22:00] Why is consistent work ethic necessary to succeed in anything? [27:10] What's Will's new podcast "Excited Science" about?  Links mentioned:  Salesman.org     Brought to you by Experiment 27. Find us on Youtube here.   If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on  iTunes and leave us a review for the show.

Will Barron is the host of the Salesman Red podcast. Its goal is to help sales professionals close more deals but also to tackle the unspoken issues within the sales industry such as high levels of stress, the negative stereotype of the salesperson and long term success. Will doesn’t consider himself an “expert” or Guru”. Will is firstly and firmly a sales professional and asks the questions his audience wants to hear because he personally wants to know the answer too.   This show is sponsored by Experiment 27. Get the discovery call script &amp; questions template <a href="http://experiment27.com/discovery/" rel="nofollow" target="_blank">HERE</a>.   In this episode you'll learn: <ul> <li>[02:30] How did Will get in sales with a background in chemistry?</li> <li>[04:05] Why did Will start a podcast for salespeople?</li> <li>[05:34] Is Will more of a salesman or a content creator at the moment?</li> <li>[07:35] Why is sales content usually boring?</li> <li>[08:33] How to tell if someone doesn't have the necessary sales experience when talking to them?</li> <li>[09:20] How does Will sell advertising for his podcast?</li> <li>[10:46] What role do Facebook ads play in the sales process? </li> <li>[12:30] How many listens does Will get on his podcast?</li> <li>[13:03] How small was Will's podcast when he started selling ad space?</li> <li>[15:00] How did Will sell his first ad spot?</li> <li>[16:45] Scripts Will used to reach out to companies</li> <li>[17:32] What you need in an email to grab attention?</li> <li>[18:28] Why mostly men listen to sales content?</li> <li>[21:10] What is needed to sell advertisement?</li> <li>[22:00] Why is consistent work ethic necessary to succeed in anything?</li> <li>[27:10] What's Will's new podcast "Excited Science" about?</li> </ul> Links mentioned: <ul> <li><a href="http://salesman.org/" rel="nofollow" target="_blank">Salesman.org</a></li> </ul>   Brought to you by <a href="http://www.experiment27.co/" rel="nofollow" target="_blank">Experiment 27</a>. Find us on Youtube <a href="https://www.youtube.com/channel/UCAr7M4Pz-c1WCpIz3YAJQeQ" rel="nofollow" target="_blank">here</a>.   If you’ve enjoyed the episode, please subscribe to the Digital Agency Marketing Podcast on <a href="https://itunes.apple.com/hr/podcast/digital-agency-marketing-1/id1200614219?mt=2&amp;ls=1" rel="nofollow" target="_blank"> iTunes</a> and leave us a review for the show.

How One Of The Biggest Sales Podcasts Sells Online Advertising? w/ Will Barron (The Salesman Podcast)