Jakub Hon's guest appearances

Jakub Hon

The Sales Evangelist

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John Golden and Jakub Hon examine the problems of closing sales from "maybes" in this podcast. Sales process specialist Jakub explains why deals become trapped in uncertainty, including misqualifying leads and a lack of customer guidance. They stress How does Jakub advocate defining and following a sales process?

John Golden and Jakub Hon examine the problems of closing sales from "maybes" in this podcast. Sales process specialist Jakub explains why deals become trapped in uncertainty, including misqualifying leads and a lack of customer guidance. They stress How does Jakub advocate defining and following a sales process?

Don't be fooled by a bloated pipeline: Focus on quality, not quantity - Jakub Hon

This week we chat to Jakub Hon.  Entrepreneurial heart and mind with more than 10 years experience in sales. Jakub is always willing to help individuals and companies with establishing and improving sales. He sticks to the motto, "It pays off to think before you act."

This week we chat to Jakub Hon.  Entrepreneurial heart and mind with more than 10 years experience in sales. Jakub is always willing to help individuals and companies with establishing and improving sales. He sticks to the motto, "It pays off to think before you act."

226 - Special Episode - Jakub Hon

Midway through the sales process, you might find your deals stagnating because you’re just not talking to the right people. In today’s episode, our host Donald Kelly talks with Jakub Hon about connecting with the stakeholder who can make that final call. We’re sure you’re going to get a lot out of this interview. For more from Jakub, check out  his webinar on August 2nd at 8 AM Eastern!  Recognize the Buyer   The buyer is someone who can say yes, even when the team says no, or vice versa. They have the final say on where the budget is going to be allocated.   If your “champion” at the organization is on board, your next task is to probe them for more information that will lead you to the economic buyer.   Ask questions about the organization’s approval process so you can start mapping it out.   Ask “numbers” questions about budget, revenue, etc. to find out whether your champion knows the answers or knows someone who does.   Stay aligned with your champion all the way through the process – you still want them on your team!   Get Your Prospect to a Meeting   If your champion doesn’t want you to bypass them to talk to their boss, ask questions they’re not able to answer and they’ll direct you to the person who can. If that doesn’t work, be blunt.   It’s okay to give and take. Sellers like to give, don’t forget to ask for something in return! Offer things like demos and free trials in exchange for contact information for higher-ups.   If you reach out to the economic buyer and they brush you off onto someone else, ask for a short meeting with them to discuss their perspective on where the business is headed. This won’t be a conversation about features – let them know that!   Encourage Them to Talk   If there is information out there on the company, you should already know it. Don’t ask the economic buyer about their value proposition. Do your homework.   Start or end the message with questions. Even if they don’t answer the question, it may spark interest.   All communication should be relevant and direct.   Keep your conversation about business and not about features.   “If you’re not aligning with the economic buyer and you talk just to your champion… usually these deals slip from the pipeline, because, guess what? There’s the competition talking to the [other stakeholders] and involving the economic buyer in their sales process. If you’re not in control of the process, there’s somebody else controlling the process.” – Jakub Hon Resources  “How to Sell to the C-Suite” Webinar on August 2nd – Registration Link SALESDOCk.com Connect with Jakub Hon on LinkedIn Sponsorship Offers   This episode is brought to you in part by LinkedIn.   Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data.   Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights.     These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals.   We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator.   Try LinkedIn Sales Navigator and get a sixty-day free trial at linkedin.com/tse. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to thesalesevangelist.com/foundation. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on  Apple Podcast,  Google Podcast,  Stitcher, or  Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

Midway through the sales process, you might find your deals stagnating because you’re just not talking to the right people. In today’s episode, our host Donald Kelly talks with Jakub Hon about connecting with the stakeholder who can make that final call. We’re sure you’re going to get a lot out of this interview. For more from Jakub, check out <a href="https://events.teams.microsoft.com/event/f4be96d0-3d63-4598-af25-38d0d604c8d5@0787384b-2602-47c1-9982-3769ab31360c" rel="nofollow" target="_blank"> his webinar on August 2nd at 8 AM Eastern</a>!  Recognize the Buyer <ul> <li> The buyer is someone who can say yes, even when the team says no, or vice versa. They have the final say on where the budget is going to be allocated. </li> <li> If your “champion” at the organization is on board, your next task is to probe them for more information that will lead you to the economic buyer. </li> <li> Ask questions about the organization’s approval process so you can start mapping it out. </li> <li> Ask “numbers” questions about budget, revenue, etc. to find out whether your champion knows the answers or knows someone who does. </li> <li> Stay aligned with your champion all the way through the process – you still want them on your team! </li> </ul> Get Your Prospect to a Meeting <ul> <li> If your champion doesn’t want you to bypass them to talk to their boss, ask questions they’re not able to answer and they’ll direct you to the person who can. If that doesn’t work, be blunt. </li> <li> It’s okay to give and take. Sellers like to give, don’t forget to ask for something in return! Offer things like demos and free trials in exchange for contact information for higher-ups. </li> <li> If you reach out to the economic buyer and they brush you off onto someone else, ask for a short meeting with them to discuss their perspective on where the business is headed. This won’t be a conversation about features – let them know that! </li> </ul> Encourage Them to Talk <ul> <li> If there is information out there on the company, you should already know it. Don’t ask the economic buyer about their value proposition. Do your homework. </li> <li> Start or end the message with questions. Even if they don’t answer the question, it may spark interest. </li> <li> All communication should be relevant and direct. </li> <li> Keep your conversation about business and not about features. </li> </ul> “If you’re not aligning with the economic buyer and you talk just to your champion… usually these deals slip from the pipeline, because, guess what? There’s the competition talking to the [other stakeholders] and involving the economic buyer in their sales process. If you’re not in control of the process, there’s somebody else controlling the process.” – Jakub Hon Resources <a href="https://events.teams.microsoft.com/event/f4be96d0-3d63-4598-af25-38d0d604c8d5@0787384b-2602-47c1-9982-3769ab31360c" rel="nofollow" target="_blank"> “How to Sell to the C-Suite” Webinar on August 2nd – Registration Link</a> <a href="https://www.salesdock.com/" rel="nofollow" target="_blank">SALESDOCk.com</a> <a href="https://www.linkedin.com/in/jakubhon/?originalSubdomain=cz" rel="nofollow" target="_blank">Connect with Jakub Hon on LinkedIn</a> Sponsorship Offers <ol> <li> This episode is brought to you in part by LinkedIn. </li> </ol> Are you struggling to close deals? Cold outreach wastes the buyer and seller's time at every stage, especially when sellers are using shallow and outdated data. <ol> <li> Your organization can overcome these challenges with technology that translates comprehensive, high-quality buyer data into real-time insights. </li> </ol> <ol> <li> These deeper insights empower sales reps and teams to adopt the habits of top performers, which leads to better outcomes - like more pipelines, higher win rates, and larger deals. </li> <li> We call this Deep Sales. And we’ve built the first deep sales platform with the next generation of LinkedIn Sales Navigator. </li> </ol> Try LinkedIn Sales Navigator and get a sixty-day free trial at <a href="http://linkedin.com/tse" rel="nofollow" target="_blank">linkedin.com/tse</a>. 2. This episode is brought to you in part by TSE Sales Foundation. I think we can all agree that sales should be fun. However, many times, we find ourselves in a quagmire where we’re not progressing and deals are not going the way that they should. This is why we created TSE Sales Foundation. It’s a program designed to help sales professionals just like you master the fundamentals of sales so they can radically improve their sales pipeline and close more deals. To find out more about TSE Sales Foundation and our next start date, simply go to <a href="http://thesalesevangelist.com/foundation" rel="nofollow" target="_blank">thesalesevangelist.com/foundation</a>. Credits As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: <a href="http://thesalesevangelist.com/survey" rel="nofollow" target="_blank">thesalesevangelist.com/survey</a><a href="https://tsesales.typeform.com/to/lc5yAa8P" rel="nofollow" target="_blank">.</a> We’d love for you to join us for our next episodes by tuning in on <a href="https://podcasts.apple.com/us/podcast/the-sales-evangelist/id788738885" rel="nofollow" target="_blank"> Apple Podcast</a>, <a href="https://podcasts.google.com/feed/aHR0cDovL3RoZXNhbGVzZXZhbmdlbGlzdC5saWJzeW4uY29tL3Jzcw?sa=X&amp;ved=2ahUKEwj5kaXI3Pj2AhVKcjABHW5PDVwQ9sEGegQIARAC" rel="nofollow" target="_blank"> Google Podcast</a>, <a href="https://www.stitcher.com/show/the-sales-evangelist-sales-trainingspeakingbusiness-marketingdonald" rel="nofollow" target="_blank"> Stitcher</a>, or <a href="https://open.spotify.com/show/1NjzsFjQwVrgboUfDvbzd5?si=LdQOJDc1T-WBPMxr1h3RsA" rel="nofollow" target="_blank"> Spotify</a>. Audio provided by <a href="https://freesfx.co.uk/" rel="nofollow" target="_blank">Free SFX,</a> <a href="https://soundstripe.com/" rel="nofollow" target="_blank">Soundstripe</a>, and <a href="http://www.bensound.com/" rel="nofollow" target="_blank">Bensound</a>. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

How to Engage Economic Buyers and Get Them to Talk | Jakub Hon - 1690

Sales Growth Tools Mentioned In The Sales Podcast  Hire The Best Speaker for your sales meeting or marketing conference Take The CRM Quiz: get a free consultation with me Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program. The Sales Agenda: take control of every sales opportunity like a pro. Leadferno: Turn lurkers into leads Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it. Send Drunk Emails: ...that get opened and get you paid! Phone Burner: work the phone like a machine so you can be a human when you connect. Sendspark: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months  GUEST INFO:  Guest Site: https://www.salesdock.com/ Guest LinkedIn: https://www.linkedin.com/in/jakubhon/  PODCAST INFO:  Support The Sales Podcast: https://bit.ly/3JOJ6jC Podcast website: https://www.thesaleswhisperer.com/podcast Apple Podcasts: https://apple.co/3PeYzKL Spotify: https://spoti.fi/2nEwCF8 YouTube: https://www.youtube.com/@TheSalesWhispererWes  SUPPORT &amp; CONNECT: Check out the sponsors above; it’s the best way to support this podcast  Support on Patreon: https://www.patreon.com/TheWes Twitter: https://twitter.com/saleswhisperer Instagram: https://instagram.com/saleswhisperer LinkedIn: https://www.linkedin.com/in/thesaleswhisperer/ Facebook: https://www.facebook.com/thesaleswhisperer Medium: https://medium.com/@saleswhisperer 

<a href="https://www.thesaleswhisperer.com/recommended-resources" rel="noopener nofollow" target="_blank">Sales Growth Tools</a> Mentioned In The Sales Podcast <ul> <li><a href="https://www.wesschaeffer.com/speaking" rel="noopener nofollow" target="_blank">Hire The Best Speaker</a> for your sales meeting or marketing conference</li> <li><a href="https://crmquiz.com" rel="noopener nofollow" target="_blank">Take The CRM Quiz</a>: get a free consultation with me</li> <li><a href="http://Donate.TheSalesPodcast.com" rel="noopener nofollow" target="_blank">Donate</a>: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.</li> <li><a href="https://info.thesaleswhisperer.com/the-sales-agenda" rel="noopener nofollow" target="_blank">The Sales Agenda</a>: take control of every sales opportunity like a pro.</li> <li><a href="https://leadferno.com/?_go=tsw" rel="noopener nofollow" target="_blank">Leadferno</a>: Turn lurkers into leads</li> <li><a href="https://founderscard.com/membership?code=FCWES496" rel="noopener nofollow" target="_blank">Founders Card</a>: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.</li> <li><a href="https://www.charm-offensive.co.uk/ref/63/" rel="noopener nofollow" target="_blank">Send Drunk Emails</a>: ...that get opened and get you paid!</li> <li><a href="https://www.phoneburner.com/a/WesSchaeffer" rel="noopener nofollow" target="_blank">Phone Burner</a>: work the phone like a machine so you can be a human when you connect.</li> <li><a href="http://www.sendspark.com?afmc=saleswhisperer" rel="noopener nofollow" target="_blank">Sendspark</a>: Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months</li> </ul> GUEST INFO: <ul> <li>Guest Site: <a href="https://www.salesdock.com/" rel="nofollow" target="_blank">https://www.salesdock.com/</a></li> <li>Guest LinkedIn: <a href="https://www.linkedin.com/in/jakubhon/" rel="nofollow" target="_blank">https://www.linkedin.com/in/jakubhon/</a></li> </ul> PODCAST INFO: <ul> <li>Support The Sales Podcast: <a href="https://bit.ly/3JOJ6jC" rel="noopener nofollow" target="_blank">https://bit.ly/3JOJ6jC</a></li> <li>Podcast website: <a href="podcast" rel="noopener nofollow" target="_blank">https://www.thesaleswhisperer.com/podcast</a></li> <li>Apple Podcasts: <a href="https://apple.co/3PeYzKL" rel="noopener nofollow" target="_blank">https://apple.co/3PeYzKL</a></li> <li>Spotify: <a href="https://open.spotify.com/show/3rOqeGLXnniKOcCj5ZyftX" rel="noopener nofollow" target="_blank">https://spoti.fi/2nEwCF8</a></li> <li>YouTube: <a href="https://www.youtube.com/@TheSalesWhispererWes" rel="nofollow" target="_blank">https://www.youtube.com/@TheSalesWhispererWes</a></li> </ul> SUPPORT &amp; CONNECT: Check out the sponsors above; it’s the best way to support this podcast <ul> <li>Support on Patreon: <a href="https://www.patreon.com/TheWes" rel="noopener nofollow" target="_blank">https://www.patreon.com/TheWes</a></li> <li>Twitter: <a href="https://twitter.com/saleswhisperer" rel="noopener nofollow" target="_blank">https://twitter.com/saleswhisperer</a></li> <li>Instagram: <a href="https://instagram.com/saleswhisperer" rel="noopener nofollow" target="_blank">https://instagram.com/saleswhisperer</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/thesaleswhisperer/" rel="noopener nofollow" target="_blank">https://www.linkedin.com/in/thesaleswhisperer/</a></li> <li>Facebook: <a href="https://www.facebook.com/thesaleswhisperer" rel="noopener nofollow" target="_blank">https://www.facebook.com/thesaleswhisperer</a></li> <li>Medium: <a href="https://medium.com/@saleswhisperer" rel="noopener nofollow" target="_blank">https://medium.com/@saleswhisperer</a></li> </ul>