Amy Appleyard

Takeaways  Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key. Put Yourself Out There: Your network is not just going to build itself. You have to commit time in a given week or month outside your organization. Think about it just like you would building your pipeline. Who are the top 3-5 people you’d like to know? Reach out to them and ask for coffee or for lunch. Be genuine in your reasoning and figure out how you can provide reciprocal value. This effort you put in now will pay off in spades for a long time to come. Own Your Day: It’s been mentioned a few times on this show but understanding your own process and the things that make an impact or crucial to real success. Get organized and plan your day intentionally. Block on time on your calendar to do the things you know need to get done and don’t let the 5-10 minutes between meetings get wasted with goofing off because you can’t get any “real work” done in that short of time. Also, at the end of each day, recap the day and plan for what is going to happen the following.  Full Notes  https://www.salestuners.com/amy-appleyard/  Book Recommendations  It’s Your Ship: Management Techniques from the Best Damn Ship in the Navy by Michael Abrashoff The Five Dysfunctions of a Team by Patrick Lencioni  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Understand How Your Prospect Makes Money: You already know how your company makes money and you already know how you make money once your company makes money. During the sales process, if you really dig in and figure out how your prospects make money, then you can sync your offering with their real incentives. It truly doesn’t matter what you sell if you can figure out how your offering impacts their revenue engine. That’s the key.</li> <li>Put Yourself Out There: Your network is not just going to build itself. You have to commit time in a given week or month outside your organization. Think about it just like you would building your pipeline. Who are the top 3-5 people you’d like to know? Reach out to them and ask for coffee or for lunch. Be genuine in your reasoning and figure out how you can provide reciprocal value. This effort you put in now will pay off in spades for a long time to come.</li> <li>Own Your Day: It’s been mentioned a few times on this show but understanding your own process and the things that make an impact or crucial to real success. Get organized and plan your day intentionally. Block on time on your calendar to do the things you know need to get done and don’t let the 5-10 minutes between meetings get wasted with goofing off because you can’t get any “real work” done in that short of time. Also, at the end of each day, recap the day and plan for what is going to happen the following.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/amy-appleyard/" rel="nofollow" target="_blank">https://www.salestuners.com/amy-appleyard/</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2MJqqnf" rel="nofollow" target="_blank">It’s Your Ship: Management Techniques from the Best Damn Ship in the Navy</a> by Michael Abrashoff</li> <li><a href="https://amzn.to/2lmJR8T" rel="nofollow" target="_blank">The Five Dysfunctions of a Team</a> by Patrick Lencioni</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 095: The Difference Between Cooperating and Collaborating | Amy Appleyard

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent. That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on? Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.   Links  Range: Why Generalists Triumph in a Specialized World by David Epstein https://amzn.to/2QEOIkL Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek https://amzn.to/2QCbslr 

In the last 5-7 years, there has seemingly been an explosion in the number of companies, both tech startups as well as more traditional businesses, that require salespeople. Unfortunately, in that same period of time there hasn’t been any magical creation of new sales talent. That misalignment has led companies to over-recruit, under-train, and honestly… just hope reps “figure it out." I’ve had some sales leaders tell me they’ll hire 10 reps knowing full well only 4 will work out. What in the world is going on? Most sales reps actually know what to do — that has been drilled into them over and over. They need help understanding the why (and even the how) behind the what. Today, I’m talking with Vendition’s Ashleigh Early about this exact challenge and what both reps and leaders can do to fill the void with context and personalization.   Links <ul> <li>Range: Why Generalists Triumph in a Specialized World by David Epstein <a href="https://amzn.to/2QEOIkL" rel="nofollow" target="_blank">https://amzn.to/2QEOIkL</a></li> <li>Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek <a href="https://amzn.to/2QCbslr" rel="nofollow" target="_blank">https://amzn.to/2QCbslr</a></li> </ul>

#CoachesCorner 1 | Ashleigh Early

Jessica McQueen

Takeaways  Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes? Your Questions Prove Your Credibility: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something. Listen: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.  Full Notes  https://www.salestuners.com/jessica-mcqueen  Book Recommendations  Daring Greatly by Brené Brown  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Become a Subject Matter Expert: There have been many conversations on this show that have talked about the need to truly understand who your buyer is. Jess took that even a step farther by suggesting that she actually become a licensed health benefits consultant. Think about that. Are there certifications in your industry that could help you better relate to the knowledge your prospects have? Yes, you can learn these things at a high level likely through your companies sales enablement, but what would it take to be able to truly walk in your customers' shoes?</li> <li>Your Questions Prove Your Credibility: Deals are won or lost in discovery. If the questions you are asking can easily be answered, you’re not asking the right questions. You want your prospect to actually think about what is being asked and that means showing you know their world. Use the words their peers use. Explain what you’ve seen other people like them go through. Then ask a question that makes them shift a bit in their seat. When they start showing emotion, you know you’re actually on to something.</li> <li>Listen: Simply stated, but not easy to execute. Think about your last discovery call. Were you listening to understand what your prospect was trying to tell you or were you really just waiting for them to stop talking so you could advance the conversation. What does it mean to actively listen? It’s the idea of reading between the lines. You hear the words that are coming out of their mouth but know there is a deeper meaning. When that’s the case, repeat some of what you just heard, and ask them to elaborate. Remember, people love to talk about themselves. Let them.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/jessica-mcqueen" rel="nofollow" target="_blank">https://www.salestuners.com/jessica-mcqueen</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2EpqeXY" rel="nofollow" target="_blank">Daring Greatly</a> by Brené Brown</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

127: Jessica McQueen | Building a Sincere Interest in Understanding

Robert Cialdini

In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s Influence: The Psychology of Persuasion. Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our prospects consider all the information available to them before they decide whether to say “yes” or “no,” you know from your own day-to-day experience that reality is quite different. The truth is, we need shortcuts. We need rules of thumb to help us filter through the noise. And guess what… there’s a science to it. And, that science is the evidence-based research Cialdini presents in this book on the psychology of persuasion with six overarching principles.  Principle 1: Reciprocity Principle 2: Commitment and Consistency Principle 3: Social Proof Principle 4: Liking Principle 5: Authority Principle 6: Scarcity 

In our first ever episode of READefined, we’re taking a look at Robert Cialdini’s <a href="https://amzn.to/2VUR2tX" rel="nofollow" target="_blank">Influence: The Psychology of Persuasion</a>. Today, we are all becoming overwhelmed by the sheer amount of information at our disposal AND the choice that comes with that for even the most mundane topics. While it would be nice to think our prospects consider all the information available to them before they decide whether to say “yes” or “no,” you know from your own day-to-day experience that reality is quite different. The truth is, we need shortcuts. We need rules of thumb to help us filter through the noise. And guess what… there’s a science to it. And, that science is the evidence-based research Cialdini presents in this book on the psychology of persuasion with six overarching principles. <ul> <li>Principle 1: Reciprocity</li> <li>Principle 2: Commitment and Consistency</li> <li>Principle 3: Social Proof</li> <li>Principle 4: Liking</li> <li>Principle 5: Authority</li> <li>Principle 6: Scarcity</li> </ul>

#READefined 1 | Influence: The Psychology of Persuasion by Robert Cialdini

Greg Zapletnikov

Takeaways  Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life. Get Your Prospect to Come to Their Own Conclusion: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say. Make the Sales Process as Simple as Possible: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or  Full Notes  https://www.salestuners.com/greg-zapletnikov  Book Recommendations  SPIN Selling by Neil Rackham The Old Man and the Sea by Ernest Hemingway  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Speak a Common Language: As Greg was learning to sell, he was taught baseball idioms like ‘batting 1.000,’ ‘drop the ball,’ ‘be in the ballpark,’ and of course, ‘touch base.’ But to many of you listening, these phrases no longer have anything to do with the game because they’ve been so ingrained into our normal lexicon. What words or phrases might you be using that make no sense to your prospect? Greg gave the example of the literal translation of ‘How are you?’, a throwaway phrase we use in America that would make an Eastern European tell you all about their life.</li> <li>Get Your Prospect to Come to Their Own Conclusion: Think about the last time you felt like you were sold something. I’m not talking about when you last bought something, but truly felt sold. How long did it take for buyer’s remorse to set in? In every sales cycle, you should make it your goal for your prospect to find your value prop on their own terms. I like to do this by turning my statements into questions, where the answer from the prospect becomes what I wanted to say.</li> <li>Make the Sales Process as Simple as Possible: Regardless of the sales methodology you use, whether it be SPIN or Challenger or Customer Centric, it’s important to make the process itself as simple as you can for both you and your prospect. As you adapt the methodology to find your own selling style, you should be able to determine which parts come naturally to you and what needs to be adjusted or</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/greg-zapletnikov" rel="nofollow" target="_blank">https://www.salestuners.com/greg-zapletnikov</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2VO1Itt" rel="nofollow" target="_blank">SPIN Selling</a> by Neil Rackham</li> <li><a href="https://amzn.to/2VYcMEd" rel="nofollow" target="_blank">The Old Man and the Sea</a> by Ernest Hemingway</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

126: Greg Zapletnikov | Breaking the Code to Find Your Own Style

Jenn Etherton

Takeaways  Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how they hold themselves, how they treat customers, and what they do that’s different than you. And these don’t have to just be people in your office. With unfiltered broadband access, these observations can be people you admire online, TED speakers, or even public CEOs by way of their earnings calls and annual reports. Find Gaps in Your Own Skills: It’s hard for people to just tell you everything they know with general questions like “how can I get better?” As you think about the next step in your career, write down the traits or responsibilities you think that role would entail. Then take a good look at your performance and see where you can improve and ask specific questions. In addition, you must be willing to hear and accept their feedback. You may not agree with it, but if you get defensive or act like you know it all, well, that's a surefire way to damage the relationship. Be Transparent: Ready for a truth bomb? No one has all the answers. When you don’t know something, be honest about it. Whether it’s with a coworker, a leader, or even your prospects. Yes, I’ve heard the mantra, “fake it until you make it,” but I’ve found that having a genuine level of vulnerability and mixing that with an insatiable appetite for curiosity leads to the right coaching, quicker career progress, and better relationships.  Full Notes  https://www.salestuners.com/jenn-etherton  Book Recommendation  The Sales Acceleration Formula by Mark Roberge  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Observe the Actions of Others: You may not have the confidence or even opportunity to approach others to ask them about how or why they do what they do, but you can definitely observe their actions. Break down how they speak, how they hold themselves, how they treat customers, and what they do that’s different than you. And these don’t have to just be people in your office. With unfiltered broadband access, these observations can be people you admire online, TED speakers, or even public CEOs by way of their earnings calls and annual reports.</li> <li>Find Gaps in Your Own Skills: It’s hard for people to just tell you everything they know with general questions like “how can I get better?” As you think about the next step in your career, write down the traits or responsibilities you think that role would entail. Then take a good look at your performance and see where you can improve and ask specific questions. In addition, you must be willing to hear and accept their feedback. You may not agree with it, but if you get defensive or act like you know it all, well, that's a surefire way to damage the relationship.</li> <li>Be Transparent: Ready for a truth bomb? No one has all the answers. When you don’t know something, be honest about it. Whether it’s with a coworker, a leader, or even your prospects. Yes, I’ve heard the mantra, “fake it until you make it,” but I’ve found that having a genuine level of vulnerability and mixing that with an insatiable appetite for curiosity leads to the right coaching, quicker career progress, and better relationships.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/jenn-etherton" rel="nofollow" target="_blank">https://www.salestuners.com/jenn-etherton</a></li> </ul> Book Recommendation <ul> <li><a href="https://amzn.to/2JaIuHK" rel="nofollow" target="_blank">The Sales Acceleration Formula</a> by Mark Roberge</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

125: Jenn Etherton | Setting Up a Sales Career Development Path

James Karanasios

Takeaways  Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to you to dig a little deeper and understand the context in which that specific prospecting is using it. What aren’t they interested in? How could the get budget if the found value? When does their current contract with a competitor end? Build Your Own Following: In today’s world, it seems as if there are influencers popping all over the place. I mean, if I see another person at a sacred monument with a selfie stick, I might lose it. But, the reality is, there’s an opportunity for every salesperson to build the community they need to sell into. Whether it be as simple as sharing helpful articles and industry research or recording videos and sharing them on LinkedIn, it’s time to move beyond the seeing social platforms as just for your personal use and leveraging them to build your pipeline. Figure Out What Makes You Tick: All the tips and tricks may help you with some short term gains, but if you want to survive the grind of sales, you have to figure out the ‘why’ that’s bigger than the day-to-day. What’s going to cause you to pick up the phone one more time? What’s going to help you shake off losing a six-figure deal that you were given a verbal yes to? There’s a reason why most New Year’s Resolutions fail within the first month of the year — the change a person is seeking isn’t connected to something big enough to drive the required continuous action.  Full Notes  https://www.salestuners.com/james-karanasios  Book Recommendations  Your Band is a Virus by James Moore Rich Dad Poor Dad by Robert Kiyosaki  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Ask the Next Question: By this point, we should all be used to hearing the word “no.” However, it’s what you do after hearing it that defines you as a salesperson. The word could be a stoplight and completely shut you down. Or, it could be a challenge to you to dig a little deeper and understand the context in which that specific prospecting is using it. What aren’t they interested in? How could the get budget if the found value? When does their current contract with a competitor end?</li> <li>Build Your Own Following: In today’s world, it seems as if there are influencers popping all over the place. I mean, if I see another person at a sacred monument with a selfie stick, I might lose it. But, the reality is, there’s an opportunity for every salesperson to build the community they need to sell into. Whether it be as simple as sharing helpful articles and industry research or recording videos and sharing them on LinkedIn, it’s time to move beyond the seeing social platforms as just for your personal use and leveraging them to build your pipeline.</li> <li>Figure Out What Makes You Tick: All the tips and tricks may help you with some short term gains, but if you want to survive the grind of sales, you have to figure out the ‘why’ that’s bigger than the day-to-day. What’s going to cause you to pick up the phone one more time? What’s going to help you shake off losing a six-figure deal that you were given a verbal yes to? There’s a reason why most New Year’s Resolutions fail within the first month of the year — the change a person is seeking isn’t connected to something big enough to drive the required continuous action.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/james-karanasios" rel="nofollow" target="_blank">https://www.salestuners.com/james-karanasios</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2ZAVagI" rel="nofollow" target="_blank">Your Band is a Virus</a> by James Moore</li> <li><a href="https://amzn.to/2XK3ybX" rel="nofollow" target="_blank">Rich Dad Poor Dad</a> by Robert Kiyosaki</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

124: James Karanasios | The Habit of Success: You Are What You Repeatedly Do

Mark Roberge

Takeaways  Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later. Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online, all before reaching out to talk to a salesperson. In the shifting world of buyer empowerment, you have to provide value in each interaction with a prospective customer. Live Your Buyer’s Job: What does your prospect’s daily job look like? What’s their role in their company? What are their goals? How do they quantify it? What happens if they don’t achieve it? It’s not enough to just ask those questions. When looking at things through their lens, you can really dig into what they’re thinking before they even look to buy.  Full Notes  https://www.salestuners.com/mark-roberge/   Book Recommendation  The Autobiography of a Yogi by Paramahansa Yogananda  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Successful Customers Trumps Revenue: The goal of sales should not be revenue at all costs. It’s our job to find people we can make successful through the value prop we’re pitching. Rather than focusing solely on the signed contract and commission check, make sure the customers you close are going to find value in what they bought 90 days later.</li> <li>Buyers Don’t Have to Talk to Salespeople: 20 to 30 years ago, every buyer had to talk to a salesperson. Today, buyers can watch demos, compare and research alternative products, and even get ballpark pricing online, all before reaching out to talk to a salesperson. In the shifting world of buyer empowerment, you have to provide value in each interaction with a prospective customer.</li> <li>Live Your Buyer’s Job: What does your prospect’s daily job look like? What’s their role in their company? What are their goals? How do they quantify it? What happens if they don’t achieve it? It’s not enough to just ask those questions. When looking at things through their lens, you can really dig into what they’re thinking before they even look to buy.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/mark-roberge/" rel="nofollow" target="_blank">https://www.salestuners.com/mark-roberge/ </a></li> </ul> Book Recommendation <ul> <li><a href="http://amzn.to/2GtZN1R" rel="nofollow" target="_blank">The Autobiography of a Yogi</a> by Paramahansa Yogananda</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 077: Mark Roberge | Why Most Customer Success Issues Originate in the Sales Process

JILL ROWLEY

Takeaways  Share: Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities. Focus on the Customer: Know the buyer from every angle at the company and personal level. Provide Value: Constantly consume and share content that will be relevant to your buyers.  Full Notes  https://www.salestuners.com/jill-rowley/   Book Recommendation   Tribes: We Need You to Lead Us by Seth Godin  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Share: Even if what you share is unrelated to what you’re trying to sell, doing so allows you to show you care, which drives future opportunities.</li> <li>Focus on the Customer: Know the buyer from every angle at the company and personal level.</li> <li>Provide Value: Constantly consume and share content that will be relevant to your buyers.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/jill-rowley/" rel="nofollow" target="_blank">https://www.salestuners.com/jill-rowley/</a> </li> </ul> Book Recommendation <ul> <li><a href="https://www.amazon.com/gp/product/1591842336/ref=as_li_qf_sp_asin_il_tl?ie=UTF8&amp;tag=salestuners-20&amp;camp=1789&amp;creative=9325&amp;linkCode=as2&amp;creativeASIN=1591842336&amp;linkId=4157caee3402280bdbc0bd012004788a" rel="nofollow" target="_blank"> Tribes: We Need You to Lead Us</a> by Seth Godin</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 001: Jill Rowley | Know Thy Buyer in the Social Selling Generation

Cody Lamens

Takeaways  Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there. Preparation and Repetition Always Win: You know what you need to do. You’ve spent time role playing real scenarios. You’ve paid attention in training and during your one-on-one’s. With that, don’t think that your sales manager knows something you don’t. You’re the one facing live fire every time you get on a call. Make sure you’re taking the time to prepare and let the repetition of muscle memory take control. Don’t Wait Until The End: The earlier you ask hard questions, the better. For instance, if you wait until the negotiation stage to start discussing budget, you’ve already lost. You need to be able to tie your value to real business problems without it looking like you’re now just trying to close a deal. Figure out how to show your prospect they’re better off with you, than without you by going deep in the beginning.  Full Notes  https://www.salestuners.com/cody-lamens/   Book Recommendation  When Pride Still Mattered: A Life of Vince Lombardi by David Maraniss  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there.</li> <li>Preparation and Repetition Always Win: You know what you need to do. You’ve spent time role playing real scenarios. You’ve paid attention in training and during your one-on-one’s. With that, don’t think that your sales manager knows something you don’t. You’re the one facing live fire every time you get on a call. Make sure you’re taking the time to prepare and let the repetition of muscle memory take control.</li> <li>Don’t Wait Until The End: The earlier you ask hard questions, the better. For instance, if you wait until the negotiation stage to start discussing budget, you’ve already lost. You need to be able to tie your value to real business problems without it looking like you’re now just trying to close a deal. Figure out how to show your prospect they’re better off with you, than without you by going deep in the beginning.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/cody-lamens/" rel="nofollow" target="_blank">https://www.salestuners.com/cody-lamens/</a> </li> </ul> Book Recommendation <ul> <li><a href="http://amzn.to/2tziBWk" rel="nofollow" target="_blank">When Pride Still Mattered: A Life of Vince Lombardi</a> by David Maraniss</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at SalesTuners.com

Jim asks great questions. As the person being interviewed, he made me think!

Makes you Think

The Best

SalesTuners is an interview where I talk with great sales leaders and high performing individual salespeople about the Behaviors, Attitudes, and Techniques that have made them great. Learn more at <a href="http://SalesTuners.com" rel="nofollow" target="_blank">SalesTuners.com</a>

Sales Tuners

Chris Voss

Takeaways  Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns. Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward. There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity.  Full Notes   https://www.salestuners.com/chris-voss/  Book Recommendation  Barking Up the Wrong Tree by Eric Barker  Sponsors   What if every sales rep inherited the habits of your best rep? With Costello, they do.  The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close. 

Takeaways <ol> <li>Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns.</li> <li>Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward.</li> <li>There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity.</li> </ol> Full Notes <ul> <li> <a href="https://www.salestuners.com/?p=1635&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/chris-voss/</a></li> </ul> Book Recommendation <ul> <li><a href="http://amzn.to/2idpidL" rel="nofollow" target="_blank">Barking Up the Wrong Tree</a> by Eric Barker</li> </ul> Sponsors <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> <li><a href="https://www.salestuners.com/pipedrive" rel="nofollow" target="_blank"></a> The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.</li> </ul>

066: Chris Voss | Negotiating as if Your Life Depended on It

Derek Grant

Full Notes https://www.salestuners.com/grant Takeaways  Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers. Make it Personal: Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it. Email Subject Lines: Using anonymous data across all clients, SalesLoft has determined the top subject lines had three things in common - they were three words or less, they contained some sort of mail merge data, and they contained a question mark. Discounting: While obviously wanting to maximize contract values, there are four appropriate situations where you can provide a discount. Can you get your prospect to sign a longer term commitment? Are they buying the highest version or package of the service? Can they buy higher quantity of the package or service? Are they able to buy today or pay cash upfront for the entire order?  Book Recommendation   Moneyball: The Art of Winning an Unfair Game by Michael Lewis  Sponsor  Octiv - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. 

Full Notes <a href="https://www.salestuners.com/grant" rel="nofollow" target="_blank">https://www.salestuners.com/grant</a> Takeaways <ul> <li>Pleasantly Persistent: Keep pursuing your prospect using personalized messaging while communicating value. Overtime, the relationship will unfold so that you spend your time on qualified and interested buyers.</li> <li>Make it Personal: Although tempting, don’t just use the templated email that you know won’t get opened. Spend the time to identify details about the person you’re emailing and get creative with it.</li> <li>Email Subject Lines: Using anonymous data across all clients, SalesLoft has determined the top subject lines had three things in common - they were three words or less, they contained some sort of mail merge data, and they contained a question mark.</li> <li>Discounting: While obviously wanting to maximize contract values, there are four appropriate situations where you can provide a discount. Can you get your prospect to sign a longer term commitment? Are they buying the highest version or package of the service? Can they buy higher quantity of the package or service? Are they able to buy today or pay cash upfront for the entire order?</li> </ul> Book Recommendation <ul> <li><a href="https://www.amazon.com/gp/product/0393324818/ref=as_li_tl?ie=UTF8&amp;camp=1789&amp;creative=9325&amp;creativeASIN=0393324818&amp;linkCode=as2&amp;tag=salestuners-20&amp;linkId=58a57ef0bb25e32be1a54e71b35384a1" rel="nofollow" target="_blank"> Moneyball: The Art of Winning an Unfair Game</a> by Michael Lewis</li> </ul> Sponsor <ul> <li><a href="https://octiv.com?salestuners" rel="nofollow" target="_blank">Octiv</a> - Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul>

002:  Derek Grant | Finding Success through Personalization at Scale

Takeaways  Set Daily Goals: I know most of you listening to this are the type that set a really big vision for your year. Unfortunately, it’s too hard to see that far into the future. Break down that annual goal and know exactly what goes into it. What do you have to accomplish this quarter? What about this month? What about this week? What about today? The more incremental your goal is, the better chance you have of iterating on what works and achieving the overarching metrics. The last thing you want is to get too far down the road and realize you have no chance of success. You Have the Right to Call Prospects: Unless you’re day one at your company, the reality is, you’ve had more conversations about your product and solution than any of your prospects. What does that mean? It means you have a right to call and reach out to prospects you believe have the problem your company solves. I believe if what you’re offering truly does solve the problem you’re calling about, not only do you have the right, you have the duty to help them. Let Prospects Save You: This is one of my favorite tactics in sales. From cold calls all the way through the sales cycle, the notion of intentionally playing dumb can work to your advantage. Notice, I did NOT say, “be dumb,” I said, “play dumb.” Even when I know the answer to a question, I will find a way to ask it — even going so far as saying, “help me out here, what does X mean” or “how does Y happen.” Your prospects will save you… if you let them.  Full Notes  https://www.salestuners.com/sam-hay/  Book Recommendations  No Easy Day by Mark Owen Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith  Sponsors  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Set Daily Goals: I know most of you listening to this are the type that set a really big vision for your year. Unfortunately, it’s too hard to see that far into the future. Break down that annual goal and know exactly what goes into it. What do you have to accomplish this quarter? What about this month? What about this week? What about today? The more incremental your goal is, the better chance you have of iterating on what works and achieving the overarching metrics. The last thing you want is to get too far down the road and realize you have no chance of success.</li> <li>You Have the Right to Call Prospects: Unless you’re day one at your company, the reality is, you’ve had more conversations about your product and solution than any of your prospects. What does that mean? It means you have a right to call and reach out to prospects you believe have the problem your company solves. I believe if what you’re offering truly does solve the problem you’re calling about, not only do you have the right, you have the duty to help them.</li> <li>Let Prospects Save You: This is one of my favorite tactics in sales. From cold calls all the way through the sales cycle, the notion of intentionally playing dumb can work to your advantage. Notice, I did NOT say, “be dumb,” I said, “play dumb.” Even when I know the answer to a question, I will find a way to ask it — even going so far as saying, “help me out here, what does X mean” or “how does Y happen.” Your prospects will save you… if you let them.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/?p=2091&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/sam-hay/</a></li> </ul> Book Recommendations <ul> <li><a href="https://amzn.to/2NwM4vr" rel="nofollow" target="_blank">No Easy Day</a> by Mark Owen</li> <li><a href="https://amzn.to/2KDZVCv" rel="nofollow" target="_blank">Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale</a> by Paul Smith</li> </ul> Sponsors <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

097: Sam Hay | Breaking Down the What and How of Sales Calls

John Logar

Full Notes http://www.salestuners.com/logar/ Takeaways  Ask For More: If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions. It’s Not About You: Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find your prospects true pain and watch the solution present itself. Leverage Trade Shows: Walk up to the salesmen in the booth sand just start asking questions. Ask them what they have been seeing in the market? What kind of feedback are they getting from customers? What do they think people should be excited about? What are some of the trends people are talking about? As you start to see common themes, you’re likely to craft a better pitch or discovery question set.  Book Recommendation  The Ultimate Sales Machine by Chet Holmes  Sponsor  Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.  Subscribe to SalesTuners

Full Notes <a href="http://www.salestuners.com/logar/" rel="nofollow" target="_blank">http://www.salestuners.com/logar/</a> Takeaways <ol> <li>Ask For More: If you want to be great at what you do, ask for more. Self-attitude, self-belief and confidence only comes when you take action. People tend to stop themselves from achieving all they can because they get caught up in self doubt and distractions.</li> <li>It’s Not About You: Forget about your website. Forget about your business cards. Forget about your PowerPoint deck. At the end of the day, all of those things are irrelevant. Find your prospects true pain and watch the solution present itself.</li> <li>Leverage Trade Shows: Walk up to the salesmen in the booth sand just start asking questions. Ask them what they have been seeing in the market? What kind of feedback are they getting from customers? What do they think people should be excited about? What are some of the trends people are talking about? As you start to see common themes, you’re likely to craft a better pitch or discovery question set.</li> </ol> Book Recommendation <ul> <li><a href="http://amzn.to/2hdF8Gs" rel="nofollow" target="_blank">The Ultimate Sales Machine</a> by Chet Holmes</li> </ul> Sponsor <ul> <li><a href="https://octiv.com/?salestuners" rel="nofollow" target="_blank">Octiv</a> – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul> Subscribe to SalesTuners

014: John Logar | Get Past the Gatekeeper and Talk to the Right People

Carrie Simpson

Takeaways  Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?” Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally. Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.  Full Notes https://www.salestuners.com/carrie-simpson/ Book Recommendations  Reinvent Yourself by James Altucher The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller  Sponsor   What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Overcome the “Send Me Info” Objection: The goal of cold calling is not to just send information, but to get into a conversation. That said, I know every has to deal with the prospect who just says “send me some information and I’ll take a look.” One of the best ways I’ve dealt with this objection is to counter with, “I’d be happy to, but we have 347 different one-sheeters and I have no idea which one I’d send… can you tell me more about what you’re looking for?”</li> <li>Qualify Anyone Who Will Take the Call: What do you absolutely need to know from a prospect before you can move forward? All too often reps focus on titles thinking they can’t get a deal done without talking to the highest person in an organization. If you understand the true qualification criteria, you may realize you can use multiple people in the organization to not only gather that information, but also to build champions for you internally.</li> <li>Be Patient with The Process: Unless you sell a product that is conducive to a one-call close, realize you’re not going close a prospect on your first call. I say that because if you get comfortable with your process, you’ll start to see patterns form in the timing you're able to catch someone, you’ll see patterns in follow-up strategies, and you’ll see patterns in discovery and objections. These patterns can illustrate an opportunity to streamline your goals by practicing patience.</li> </ol> Full Notes <a href="https://www.salestuners.com/carrie-simpson/" rel="nofollow" target="_blank">https://www.salestuners.com/carrie-simpson/</a> Book Recommendations <ul> <li><a href="http://amzn.to/2eS4zdw" rel="nofollow" target="_blank">Reinvent Yourself</a> by James Altucher</li> <li><a href="http://amzn.to/2jjfSk9" rel="nofollow" target="_blank">The ONE Thing</a>: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller</li> </ul> Sponsor <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

054: Carrie Simpson | Pick-up the Phone: Getting Over Call Reluctance

Takeaways  Sales is Change Management: This is especially true when we’re selling disruptive products, but it’s our job as salespeople to change how our prospects view the world and show them how we can help them achieve their desires. Anything else, Mark says, is narcissistic or even psychopathic. Saving Money and Saving Time are the Two Worst Value Props: Both concepts are limited value propositions. The limiting factor of saving money is taking what a prospect is currently spending and lowering it down to zero — whatever the number, you can’t go any farther. With time, there’s no such thing as 100% efficiency, so this proposition is also limited to a finite ending. Maslow Drives all Deals: When you’re selling at the top of an organization, executives are more vision driven than they are pain driven. While I don’t disagree with that, I did challenge the notion that pain based selling is counterproductive in those situations.Mark says once a person has moved past the first few rungs of Maslow’s Hierarchy of Needs they are focused on inventing a future that does not yet exist using methodologies that have not yet been invented and they will partner with companies that will help them get that vision.  Book Recommendation  Tom Sawyer by Mark Twain  Full Notes  https://www.salestuners.com/mark-s-a-smith/  Sponsors   What if every sales rep inherited the habits of your best rep? With Costello, they do.  The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close. 

Takeaways <ol> <li>Sales is Change Management: This is especially true when we’re selling disruptive products, but it’s our job as salespeople to change how our prospects view the world and show them how we can help them achieve their desires. Anything else, Mark says, is narcissistic or even psychopathic.</li> <li>Saving Money and Saving Time are the Two Worst Value Props: Both concepts are limited value propositions. The limiting factor of saving money is taking what a prospect is currently spending and lowering it down to zero — whatever the number, you can’t go any farther. With time, there’s no such thing as 100% efficiency, so this proposition is also limited to a finite ending.</li> <li>Maslow Drives all Deals: When you’re selling at the top of an organization, executives are more vision driven than they are pain driven. While I don’t disagree with that, I did challenge the notion that pain based selling is counterproductive in those situations.Mark says once a person has moved past the first few rungs of Maslow’s Hierarchy of Needs they are focused on inventing a future that does not yet exist using methodologies that have not yet been invented and they will partner with companies that will help them get that vision.</li> </ol> Book Recommendation <ul> <li><a href="http://amzn.to/2hoIwg3" rel="nofollow" target="_blank">Tom Sawyer</a> by Mark Twain</li> </ul> Full Notes <ul> <li><a href="https://www.salestuners.com/?p=1582&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/mark-s-a-smith/</a></li> </ul> Sponsors <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> <li> The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.</li> </ul>

063: Mark S A Smith | 50/40/10: Why Your Product Only Makes Up 10% of Your Success

Greg Freeman

Full Notes https://www.salestuners.com/freeman/ Takeaways  It’s Not Your Money: This remains a challenge for most people in sales, but you have to realize, the amount of money you’re asking a person for has no correlation to your own wallet or your perception of “a lot of money” is. Just because you couldn’t afford to buy something, or just because you’ve never done what you’re asking the buyer to do, doesn’t mean they can’t or shouldn’t.  Overcome the Default Objection: How many times have you walked into a store with a specific intention to buy something and when the store clerk asked if they could help you with anything your default response was, “no thank, I’m just looking.” Pretty much every time, right? Buyers of your product are doing the same thing by saying “they’re good” or “they already have someone.” What are follow up questions you can ask to break through that initial objection in your world.  Quit Thinking, Start Doing: It was General George Patton that said “a good plan violently executed now is better than a perfect plan executed at some indefinite time in the future.” to break that down, simply GET OUT of your own way. Pick up the phone, send the email, just start doing something.  Book Recommendation  Relentless: From Good to Great to Unstoppable by Tim S. Grover  Sponsor  Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.  Subscribe to SalesTuners

Full Notes <a href="https://www.salestuners.com/freeman/" rel="nofollow" target="_blank">https://www.salestuners.com/freeman/</a> Takeaways <ol> <li>It’s Not Your Money: This remains a challenge for most people in sales, but you have to realize, the amount of money you’re asking a person for has no correlation to your own wallet or your perception of “a lot of money” is. Just because you couldn’t afford to buy something, or just because you’ve never done what you’re asking the buyer to do, doesn’t mean they can’t or shouldn’t. </li> <li>Overcome the Default Objection: How many times have you walked into a store with a specific intention to buy something and when the store clerk asked if they could help you with anything your default response was, “no thank, I’m just looking.” Pretty much every time, right? Buyers of your product are doing the same thing by saying “they’re good” or “they already have someone.” What are follow up questions you can ask to break through that initial objection in your world. </li> <li>Quit Thinking, Start Doing: It was General George Patton that said “a good plan violently executed now is better than a perfect plan executed at some indefinite time in the future.” to break that down, simply GET OUT of your own way. Pick up the phone, send the email, just start doing something.</li> </ol> Book Recommendation <ul> <li><a href="http://amzn.to/2gGWkml" rel="nofollow" target="_blank">Relentless: From Good to Great to Unstoppable</a> by Tim S. Grover</li> </ul> Sponsor <ul> <li><a href="https://octiv.com/?salestuners" rel="nofollow" target="_blank">Octiv</a> – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul> Subscribe to SalesTuners

015: Greg Freeman | Staying Consistent by Building Good Habits

Jeb Blount

Full Notes https://www.salestuners.com/jeb-blount/ Takeaways  Protect the Golden Hours: Setting a structure in place for making sales calls has the potential to make or break your business. Make time for what matters, by including blocks of time to make sales calls on your calendar, preferably during the golden hours. Use voicemail blocks to call late in the day when you know you’re not going to reach most people. Plant a seed by leaving a voicemail, but then follow up in an outbound call block the following day. That way, the number is recognized or the call is returned. The same method can be utilized with e-mail as well. It may only take 15 minutes to accomplish something amazingly powerful. Remember the 30-Day Rule: The 30-day rule is a simple formula that comes into play regularly for most B2B salespeople. Generally speaking, any prospecting you do in a 30-day period of time has the tendency to pay off over the next 90 days. Yet this is where the anatomy of a sales slump lays its foundation. This is where a lack of prospecting can lead to no pipeline, which leads to no closed sales. This is where confidence gets shaken. It’s ultimately the decision to stay focused and remember the end game that gets you through. Put the Sales Person Hack to Use: The bane of existence for most salespeople is the gatekeeper. So think about ways to get around them. Instead, leverage your likeness to others like you. Be persistent and talk to someone who understands. Have you ever called on a salesperson in another company? That call is always going to get answered! And guess what? They know your pain. Engage with them. Tell them what happened when their gatekeeper told you no. Why? Because they’ll get it. And they’ll get you where you need to be.  Book Recommendations  How to Win Friends and Influence People by Dale Carnegie  Sponsor  Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. 

Full Notes <a href="https://www.salestuners.com/jeb-blount/" rel="nofollow" target="_blank">https://www.salestuners.com/jeb-blount/</a> Takeaways <ol> <li>Protect the Golden Hours: Setting a structure in place for making sales calls has the potential to make or break your business. Make time for what matters, by including blocks of time to make sales calls on your calendar, preferably during the golden hours. Use voicemail blocks to call late in the day when you know you’re not going to reach most people. Plant a seed by leaving a voicemail, but then follow up in an outbound call block the following day. That way, the number is recognized or the call is returned. The same method can be utilized with e-mail as well. It may only take 15 minutes to accomplish something amazingly powerful.</li> <li>Remember the 30-Day Rule: The 30-day rule is a simple formula that comes into play regularly for most B2B salespeople. Generally speaking, any prospecting you do in a 30-day period of time has the tendency to pay off over the next 90 days. Yet this is where the anatomy of a sales slump lays its foundation. This is where a lack of prospecting can lead to no pipeline, which leads to no closed sales. This is where confidence gets shaken. It’s ultimately the decision to stay focused and remember the end game that gets you through.</li> <li>Put the Sales Person Hack to Use: The bane of existence for most salespeople is the gatekeeper. So think about ways to get around them. Instead, leverage your likeness to others like you. Be persistent and talk to someone who understands. Have you ever called on a salesperson in another company? That call is always going to get answered! And guess what? They know your pain. Engage with them. Tell them what happened when their gatekeeper told you no. Why? Because they’ll get it. And they’ll get you where you need to be.</li> </ol> Book Recommendations <ul> <li><a href="http://amzn.to/2mh9edu" rel="nofollow" target="_blank">How to Win Friends and Influence People</a> by Dale Carnegie</li> </ul> Sponsor <ul> <li><a href="https://octiv.com/?salestuners" rel="nofollow" target="_blank">Octiv</a> – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul>

027: Jeb Blount | The Anatomy of a Sales Slump (And How to Dig Yourself Out)

Full Notes https://www.salestuners.com/25-sales-leaders/ Top Book Recommendations  The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon How to Win Friends &amp; Influence People by Dale Carnegie Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg  Sponsor  Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.  Subscribe to SalesTuners

Full Notes <a href="https://www.salestuners.com/25-sales-leaders/" rel="nofollow" target="_blank">https://www.salestuners.com/25-sales-leaders/</a> Top Book Recommendations <ul> <li><a href="http://amzn.to/2iyB3dK" rel="nofollow" target="_blank">The Challenger Sale: Taking Control of the Customer Conversation</a> by Matthew Dixon</li> <li><a href="http://amzn.to/2ljBs3M" rel="nofollow" target="_blank">How to Win Friends &amp; Influence People</a> by Dale Carnegie</li> <li><a href="http://amzn.to/2mGqPcm" rel="nofollow" target="_blank">Lean In: Women, Work, and the Will to Lead</a> by Sheryl Sandberg</li> </ul> Sponsor <ul> <li><a href="https://octiv.com/?salestuners" rel="nofollow" target="_blank">Octiv</a> – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul> Subscribe to SalesTuners

026: What I Learned from 25 Sales Leaders

Mike Chudy

Takeaways  Learn to Position Yourself: Rather than selling pieces of the puzzle, focus on what the entire puzzle should look like. Doing this helps you become seen as an expert in your field and one that can be a resource or even a consultant to your prospect so they call you when they have questions. If you do this successfully, price will rarely be an issue.   Get to the Root Cause: Let’s be honest, prospects lie to us. Sometimes it deliberate, but other times they just don’t know. Instead of trying to sell to the symptoms or indicators of pain, dig deeper to figure out the root cause of the issue they’re experiencing. This may mean you need to be higher in the organization talking to someone who gets the bigger picture.   Know Your Walkway Point: When entering a negotiation, it’s critical your know your BATNA - Best Alternative to a Negotiated Agreement. Once you know the limit, you’re able to frame the conversation and not be susceptible to low anchors your prospect is likely to throw out.  Full Notes https://www.salestuners.com/mike-chudy/ Book Recommendations  Predictably Irrational by Dan Ariely Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss  Sponsors   What if every sales rep inherited the habits of your best rep? With Costello, they do. The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close. 

Takeaways <ol> <li>Learn to Position Yourself: Rather than selling pieces of the puzzle, focus on what the entire puzzle should look like. Doing this helps you become seen as an expert in your field and one that can be a resource or even a consultant to your prospect so they call you when they have questions. If you do this successfully, price will rarely be an issue.  </li> <li>Get to the Root Cause: Let’s be honest, prospects lie to us. Sometimes it deliberate, but other times they just don’t know. Instead of trying to sell to the symptoms or indicators of pain, dig deeper to figure out the root cause of the issue they’re experiencing. This may mean you need to be higher in the organization talking to someone who gets the bigger picture.  </li> <li>Know Your Walkway Point: When entering a negotiation, it’s critical your know your BATNA - Best Alternative to a Negotiated Agreement. Once you know the limit, you’re able to frame the conversation and not be susceptible to low anchors your prospect is likely to throw out.</li> </ol> Full Notes <a href="https://www.salestuners.com/mike-chudy/" rel="nofollow" target="_blank">https://www.salestuners.com/mike-chudy/</a> Book Recommendations <ul> <li><a href="http://amzn.to/2xcdCyd" rel="nofollow" target="_blank">Predictably Irrational</a> by Dan Ariely</li> <li><a href="http://amzn.to/2wrHmdu" rel="nofollow" target="_blank">Never Split the Difference: Negotiating As If Your Life Depended On It</a> by Chris Voss</li> </ul> Sponsors <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> <li>The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.</li> </ul>

055: Mike Chudy | The Science of Positioning for a Win/Win

Takeaways  Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns. Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward. There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity.  Full Notes   https://www.salestuners.com/chris-voss/  Book Recommendation  Barking Up the Wrong Tree by Eric Barker  Sponsors  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Empathy Saves Time: I know it sounds counterintuitive, but slowing down a sales process can often times speed up the deal. If you lean into your prospect and get a good emotional intelligence read, the empathy you show gets them to open up about their actual concerns.</li> <li>Get to “No": When you are leading your prospect to say “yes," they get worried about what they are committing to and anxiety creates confusion. But, when you get them to say “no,” they feel protected and they have the illusion of control. Once a person says “no,” they’ll likely give you implementable context to move the deal forward.</li> <li>There’s Always a Favorite and a Fool: If you can’t get the scope of your prospect's problem, you need to realize they never envisioned you in that solution. In every deal, there’s a favorite and a fool. The fool is often used to drive down the price on the favorite and expose their weaknesses. Thus, you should be looking for proof of life in every opportunity.</li> </ol> Full Notes <ul> <li> <a href="https://www.salestuners.com/?p=1635&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/chris-voss/</a></li> </ul> Book Recommendation <ul> <li><a href="http://amzn.to/2idpidL" rel="nofollow" target="_blank">Barking Up the Wrong Tree</a> by Eric Barker</li> </ul> Sponsors <ul> <li><a href="https://andcostello.com/?salestuners" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 066: Chris Voss | Negotiating as if Your Life Depended on It

Morgan J. Ingram

Full Notes https://www.salestuners.com/morgan-j-ingram/ Takeaways  Think Big Even If You Start Small: Anyone who’s either lived it before or is living it now knows the truth about being a sales development representative: it’s tough. SDRs are pushed hard, work long hours and go into work every single day knowing they’re going to get rejected over and over again. But, if you can master the art of opening up new opportunities, your career will open up in ways you may never have imagined. The mental toughness of those who persevere, those who thrive, those who live to tell the tale are prepared for anything. Understand Simple Doesn’t Mean Easy: Prospecting is simple, but it’s not easy. The tasks of calling, emailing, and connecting on social media are simple enough on their own. But the actual work and grind of it all is tough. It requires endurance. It means not taking no for an answer. Pushing back when you meet resistance is hard, but you should never be afraid to challenge a person. Dig a little deeper, ask a follow-up question they can’t not answer and stay the course. Break the Pattern: Stop and think for a minute. When is the last time you answered that “how are you” question honestly? The thought is there, but the question is stale. Instead, break the pattern by asking “what did I catch you in the middle of?” Whether you’re making calls, you can’t sound like every other salesperson on the planet. Disarm them by coming out of the gate with a strong question, mirroring their tone and taking the time to have a real conversation.  Book Recommendation  The Law of Success by Napoleon Hill  Sponsor  Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. 

Full Notes <a href="https://www.salestuners.com/morgan-j-ingram/" rel="nofollow" target="_blank">https://www.salestuners.com/morgan-j-ingram/</a> Takeaways <ol> <li>Think Big Even If You Start Small: Anyone who’s either lived it before or is living it now knows the truth about being a sales development representative: it’s tough. SDRs are pushed hard, work long hours and go into work every single day knowing they’re going to get rejected over and over again. But, if you can master the art of opening up new opportunities, your career will open up in ways you may never have imagined. The mental toughness of those who persevere, those who thrive, those who live to tell the tale are prepared for anything.</li> <li>Understand Simple Doesn’t Mean Easy: Prospecting is simple, but it’s not easy. The tasks of calling, emailing, and connecting on social media are simple enough on their own. But the actual work and grind of it all is tough. It requires endurance. It means not taking no for an answer. Pushing back when you meet resistance is hard, but you should never be afraid to challenge a person. Dig a little deeper, ask a follow-up question they can’t not answer and stay the course.</li> <li>Break the Pattern: Stop and think for a minute. When is the last time you answered that “how are you” question honestly? The thought is there, but the question is stale. Instead, break the pattern by asking “what did I catch you in the middle of?” Whether you’re making calls, you can’t sound like every other salesperson on the planet. Disarm them by coming out of the gate with a strong question, mirroring their tone and taking the time to have a real conversation.</li> </ol> Book Recommendation <ul> <li><a href="http://amzn.to/2n37pQd" rel="nofollow" target="_blank">The Law of Success</a> by Napoleon Hill</li> </ul> Sponsor <ul> <li><a href="https://octiv.com/?salestuners" rel="nofollow" target="_blank">Octiv</a> – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.</li> </ul>

029: Morgan J. Ingram | The Power of Persuasion: Give Your Pipeline the Green Light

Full Notes https://www.salestuners.com/keenan/ Takeaways  It’s Not About Learning: It’s about applying what you love and who you are to what you do. While you need to understand your product, It’s more important to know how to sell than it is to know all the technical features and benefits of your offering. Comparing sales to fitness… you can educate yourself all you want about what it takes to get a perfect six pack, but none of that matters until you start applying that knowledge. Application and execution are the most important part of the puzzle. Be You: It’s okay to be inspired by successful salespeople, that likely why so many people listen to this show, but at the end of the day, you have be you. Everyone is different and what works for one person might not have the same impact on someone else. Whatever gives you energy, whatever makes you passionate, whatever gets you going in the morning - use that to build the YOU that you want to be. You have the power to make the choices that will empower you in the long run, so choose to be you from the start and you won’t let yourself down. Compete With Yourself First: Success in sales comes from a burning desire to be the best. That doesn’t by default mean you have to aggressively beat other people, it just means that you are uncomfortable staying where you are. As a result, you put in the work it takes to push yourself in order to move, grow and advance. That has to come from within or nothing is going to change.  Book Recommendation  Execution: The Discipline of Getting Things Done by Larry Bossidy and Ram Charan  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Full Notes <a href="https://www.salestuners.com/keenan/" rel="nofollow" target="_blank">https://www.salestuners.com/keenan/</a> Takeaways <ol> <li>It’s Not About Learning: It’s about applying what you love and who you are to what you do. While you need to understand your product, It’s more important to know how to sell than it is to know all the technical features and benefits of your offering. Comparing sales to fitness… you can educate yourself all you want about what it takes to get a perfect six pack, but none of that matters until you start applying that knowledge. Application and execution are the most important part of the puzzle.</li> <li>Be You: It’s okay to be inspired by successful salespeople, that likely why so many people listen to this show, but at the end of the day, you have be you. Everyone is different and what works for one person might not have the same impact on someone else. Whatever gives you energy, whatever makes you passionate, whatever gets you going in the morning - use that to build the YOU that you want to be. You have the power to make the choices that will empower you in the long run, so choose to be you from the start and you won’t let yourself down.</li> <li>Compete With Yourself First: Success in sales comes from a burning desire to be the best. That doesn’t by default mean you have to aggressively beat other people, it just means that you are uncomfortable staying where you are. As a result, you put in the work it takes to push yourself in order to move, grow and advance. That has to come from within or nothing is going to change.</li> </ol> Book Recommendation <ul> <li><a href="http://amzn.to/2qtRShp" rel="nofollow" target="_blank">Execution: The Discipline of Getting Things Done</a> by Larry Bossidy and Ram Charan</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

039: Keenan | Bottom Line: It's Not Failure Until You Quit

Mary Browning

Takeaways  It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the industry or demographics of companies you’re looking at. Taking those numbers to the next level focuses on the people behind the numbers. What are their common needs? How can you help meet them? When you consider the current marketplace, and the ins and outs of each organization, part of being a successful salesperson is understanding and meeting clients where they are at. Make Your Message Matter: It isn’t just about the numbers. What is the customer’s pain? You need to make it your job to find out, and quick! One of the biggest challenges in prospecting is that you generally have 30 seconds or less to uncover someone’s pain. That’s why it is so important to develop succinct ways to communicate a solution to that pain. Make it count. Consider Your Cadence: Most importantly, how a message is delivered should be diverse. It needs to be communicated through a mix of channels, including phone calls, emails, social media, direct mail or whatever other methods you see fit for your business. Staggering different types of communication throughout a period of time, like two weeks, for example, is one of the best ways to reach someone in the long run. In most cases, a phone call or two just won’t cut it. Qualification Matters: What’s a scenario where a prospect probably isn’t going to move to the next step for you? Understanding that from the first time you take a meeting, allows you to really learn from the conversations you’re having and improve the overall conversion rate. If a meeting is disqualified, use that as an opportunity to grow by digging into why it didn’t work. From there you can structure qualifying questions to ask future prospects making you more knowledgeable and efficient in the process.  Full Notes  https://www.salestuners.com/mary-browning/  Book Recommendations  How Remarkable Women Lead by Joanna Barsh The Power of Full Engagement by Jim Loehr  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>It All Starts With Data (But It Doesn’t End There): Data is the list of people you’re going to call and the industry or demographics of companies you’re looking at. Taking those numbers to the next level focuses on the people behind the numbers. What are their common needs? How can you help meet them? When you consider the current marketplace, and the ins and outs of each organization, part of being a successful salesperson is understanding and meeting clients where they are at.</li> <li>Make Your Message Matter: It isn’t just about the numbers. What is the customer’s pain? You need to make it your job to find out, and quick! One of the biggest challenges in prospecting is that you generally have 30 seconds or less to uncover someone’s pain. That’s why it is so important to develop succinct ways to communicate a solution to that pain. Make it count.</li> <li>Consider Your Cadence: Most importantly, how a message is delivered should be diverse. It needs to be communicated through a mix of channels, including phone calls, emails, social media, direct mail or whatever other methods you see fit for your business. Staggering different types of communication throughout a period of time, like two weeks, for example, is one of the best ways to reach someone in the long run. In most cases, a phone call or two just won’t cut it.</li> <li>Qualification Matters: What’s a scenario where a prospect probably isn’t going to move to the next step for you? Understanding that from the first time you take a meeting, allows you to really learn from the conversations you’re having and improve the overall conversion rate. If a meeting is disqualified, use that as an opportunity to grow by digging into why it didn’t work. From there you can structure qualifying questions to ask future prospects making you more knowledgeable and efficient in the process.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/mary-browning/" rel="nofollow" target="_blank">https://www.salestuners.com/mary-browning/</a></li> </ul> Book Recommendations <ul> <li><a href="http://amzn.to/2pPaTGD" rel="nofollow" target="_blank">How Remarkable Women</a> Lead by Joanna Barsh</li> <li><a href="http://amzn.to/2qLosLc" rel="nofollow" target="_blank">The Power of Full Engagement</a> by Jim Loehr</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

[CLASSICS] 037: Mary Browning | Start Your Engines: Four Keys to Successful Prospecting

Mike Julian

Takeaways  Effort + Execution + Empathy: It used to just be a numbers game. You put in the work, you made your calls, you sent your emails and it produced results. Then everyone started ramping up the volume. Today you have to not only put in the effort, but also apply strategic execution and have empathy for your buyer. Have you done your homework? Do you understand the real challenges they’re having? Do you actually care? Prospects buy from us because they believe we can get them to a place they can’t get to on their own. You Can’t Lose What You Don’t Have: Too many reps focus their energy on everything that could go wrong instead of what might go right. Very similar to Mike’s story, I didn’t come from much. So knowing that I’ve done without before and been fine, I have a different perspective on the world. I’m willing to take risks that others may not because I don’t have a false sense of security. Short Term Thinking vs Long Term Thinking: It’s the difference between “I want to sell to this company today” vs “I want to build a relationship that may carry me throughout my career.” Yes, I know you have a number to hit this week, month, and quarter, but if you put in the work today to build a solid pipeline, you can give yourself the freedom to build lasting value with your prospects.  Full Notes https://www.salestuners.com/mike-julian/ Book Recommendation  The Richest Man in Babylon by George S. Clason  Sponsor    What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ul> <li>Effort + Execution + Empathy: It used to just be a numbers game. You put in the work, you made your calls, you sent your emails and it produced results. Then everyone started ramping up the volume. Today you have to not only put in the effort, but also apply strategic execution and have empathy for your buyer. Have you done your homework? Do you understand the real challenges they’re having? Do you actually care? Prospects buy from us because they believe we can get them to a place they can’t get to on their own.</li> <li>You Can’t Lose What You Don’t Have: Too many reps focus their energy on everything that could go wrong instead of what might go right. Very similar to Mike’s story, I didn’t come from much. So knowing that I’ve done without before and been fine, I have a different perspective on the world. I’m willing to take risks that others may not because I don’t have a false sense of security.</li> <li>Short Term Thinking vs Long Term Thinking: It’s the difference between “I want to sell to this company today” vs “I want to build a relationship that may carry me throughout my career.” Yes, I know you have a number to hit this week, month, and quarter, but if you put in the work today to build a solid pipeline, you can give yourself the freedom to build lasting value with your prospects.</li> </ul> Full Notes <a href="https://www.salestuners.com/mike-julian/" rel="nofollow" target="_blank">https://www.salestuners.com/mike-julian/</a> Book Recommendation <ul> <li><a href="http://amzn.to/2vkUXOf" rel="nofollow" target="_blank">The Richest Man in Babylon</a> by George S. Clason</li> </ul> Sponsor <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a> What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

051: Mike Julian | Humble Yourself: Getting Comfortable with Being Uncomfortable

Gabe Moncayo

Takeaways  Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing ground, it’s your responsibility to remind them of why they’re even in the conversation to begin with. Ask them questions that harken back to the pains they’ve divulged, the goals they’ve shared, and try to dig into the emotional side of their brain. Remember, they are the ones that have the problem, not you. Email Should Not Look Automated: With nearly everyone trying to use some sort of automation these days, it’s very important to humanize your outreach. By that, I mean you should make it to the point that with every email you send, literally no one else could have been sent the same message. Some of the things Gabe mentioned and that I’ve seen work as well are: all lowercase subject lines, super short messages that get right to the point, any kind of personalization, and yes, even misspellings from time to time. Tailor Your Words, Tone, and Body Language: How people interpret you is guided by their social environment and background. What you think a word means could be received completely different by someone who grew up in another part of the country. Additionally, tone, the way you say something, can also change the meaning behind the words you say. It some circumstances it can even change heart rate and body language. These are things to keep an eye on while having conversations with prospects to make sure what you’re meaning to do is received how you’re expecting it.  Full Notes  https://www.salestuners.com/gabe-moncayo/ ‎  Book Recommendation  Secrets of Question-Based Selling by Thomas Freese  Sponsor  Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Remind Prospects of Their Priorities: When you’re talking with a prospect and seem to be slipping or losing ground, it’s your responsibility to remind them of why they’re even in the conversation to begin with. Ask them questions that harken back to the pains they’ve divulged, the goals they’ve shared, and try to dig into the emotional side of their brain. Remember, they are the ones that have the problem, not you.</li> <li>Email Should Not Look Automated: With nearly everyone trying to use some sort of automation these days, it’s very important to humanize your outreach. By that, I mean you should make it to the point that with every email you send, literally no one else could have been sent the same message. Some of the things Gabe mentioned and that I’ve seen work as well are: all lowercase subject lines, super short messages that get right to the point, any kind of personalization, and yes, even misspellings from time to time.</li> <li>Tailor Your Words, Tone, and Body Language: How people interpret you is guided by their social environment and background. What you think a word means could be received completely different by someone who grew up in another part of the country. Additionally, tone, the way you say something, can also change the meaning behind the words you say. It some circumstances it can even change heart rate and body language. These are things to keep an eye on while having conversations with prospects to make sure what you’re meaning to do is received how you’re expecting it.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/?p=2175&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/gabe-moncayo/</a> ‎</li> </ul> Book Recommendation <ul> <li><a href="https://amzn.to/2nZa3bf" rel="nofollow" target="_blank">Secrets of Question-Based Selling</a> by Thomas Freese</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com/" rel="nofollow" target="_blank">Costello</a> - What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

102: Gabe Moncayo | Chess vs Checkers: The Scientific Approach to Sales

Todd Muffley

Takeaways  Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In general, no one will ever buy less because you care more. Finding ways to engage with prospects at another level than simply making a phone call or sending an email makes a significant difference these days. What can you send a prospect to differentiate yourself and show them you really care? Push Your Tone to the Limit: On a scale of one to ten, with one being beloved Fred Rogers and ten being brutally honest Joan Rivers, where do you fall? Being nice is nice and all, but sometimes it helps to step outside your comfort zone. Understanding where you fall on this tonal scale is important, but more important is finding the line of where your prospects sit. What can you say to move them to the edge of emotion and stand out in their inbox? If you upset some people along the way, so be it. It doesn’t make sense to dwell on the one or two people you may have shocked when you see the increased pipeline you’re able to build. Understand the Curse of Knowledge: You know what they say about making assumptions, right? Don’t do it. Why? Because aside from the obvious negative consequences, the knowledge in your head may be harder for others to comprehend than you think. It’s easy to assume that because you have domain knowledge, everyone does. Unfortunately, that’s simply not the case. It’s always better to start fresh and build upon a mutual understanding than to assume you’re already on the same page.  Full Notes https://www.salestuners.com/todd-muffley/ Book Recommendation  The E-Myth Revisited by Michael Gerber  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Nurture Wins: Nurture campaigns are an investment, but they can pay huge dividends in the long-term. In general, no one will ever buy less because you care more. Finding ways to engage with prospects at another level than simply making a phone call or sending an email makes a significant difference these days. What can you send a prospect to differentiate yourself and show them you really care?</li> <li>Push Your Tone to the Limit: On a scale of one to ten, with one being beloved Fred Rogers and ten being brutally honest Joan Rivers, where do you fall? Being nice is nice and all, but sometimes it helps to step outside your comfort zone. Understanding where you fall on this tonal scale is important, but more important is finding the line of where your prospects sit. What can you say to move them to the edge of emotion and stand out in their inbox? If you upset some people along the way, so be it. It doesn’t make sense to dwell on the one or two people you may have shocked when you see the increased pipeline you’re able to build.</li> <li>Understand the Curse of Knowledge: You know what they say about making assumptions, right? Don’t do it. Why? Because aside from the obvious negative consequences, the knowledge in your head may be harder for others to comprehend than you think. It’s easy to assume that because you have domain knowledge, everyone does. Unfortunately, that’s simply not the case. It’s always better to start fresh and build upon a mutual understanding than to assume you’re already on the same page.</li> </ol> Full Notes <a href="https://www.salestuners.com/todd-muffley/" rel="nofollow" target="_blank">https://www.salestuners.com/todd-muffley/</a> Book Recommendation <ul> <li><a href="http://amzn.to/2shxy2j" rel="nofollow" target="_blank">The E-Myth Revisited</a> by Michael Gerber</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

041: Todd Muffley | Waiting to Exhale: Showing Prospects You Care

Takeaways  Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there. Preparation and Repetition Always Win: You know what you need to do. You’ve spent time role playing real scenarios. You’ve paid attention in training and during your one-on-one’s. With that, don’t think that your sales manager knows something you don’t. You’re the one facing live fire every time you get on a call. Make sure you’re taking the time to prepare and let the repetition of muscle memory take control. Don’t Wait Until The End: The earlier you ask hard questions, the better. For instance, if you wait until the negotiation stage to start discussing budget, you’ve already lost. You need to be able to tie your value to real business problems without it looking like you’re now just trying to close a deal. Figure out how to show your prospect they’re better off with you, than without you by going deep in the beginning.  Full Notes https://www.salestuners.com/cody-lamens/ Book Recommendation  When Pride Still Mattered: A Life of Vince Lombardi by David Maraniss  Sponsor  Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do. 

Takeaways <ol> <li>Take Advantage of Opportunity: There is a short window of time to take advantage of every opportunity. If you wait until an opportunity presents itself, it’s already too late. Seek out chances to learn, be more efficient, and give 100 percent from the get-go so you’re never in a position to wonder what might have been. Doors open on a daily basis, but oftentimes they are short and they are small. It’s crucial to take advantage of them when they’re there.</li> <li>Preparation and Repetition Always Win: You know what you need to do. You’ve spent time role playing real scenarios. You’ve paid attention in training and during your one-on-one’s. With that, don’t think that your sales manager knows something you don’t. You’re the one facing live fire every time you get on a call. Make sure you’re taking the time to prepare and let the repetition of muscle memory take control.</li> <li>Don’t Wait Until The End: The earlier you ask hard questions, the better. For instance, if you wait until the negotiation stage to start discussing budget, you’ve already lost. You need to be able to tie your value to real business problems without it looking like you’re now just trying to close a deal. Figure out how to show your prospect they’re better off with you, than without you by going deep in the beginning.</li> </ol> Full Notes <a href="https://www.salestuners.com/cody-lamens/" rel="nofollow" target="_blank">https://www.salestuners.com/cody-lamens/</a> Book Recommendation <ul> <li><a href="http://amzn.to/2tziBWk" rel="nofollow" target="_blank">When Pride Still Mattered: A Life of Vince Lombardi</a> by David Maraniss</li> </ul> Sponsor <ul> <li><a href="https://andcostello.com?salestuners" rel="nofollow" target="_blank">Costello</a> – What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> </ul>

046: Cody Lamens | Strive to be a Sales Professional, Not Just an Account Executive

Jill Konrath

Takeaways  Understand Time to Proficiency: Prior to joining a new sales team, find out the average time it takes a rep there to become proficient. This is usually talked about as time to fully-ramped quota, but whether it’s three, six, or nine months, you need to embrace this time to learn. I know sales people are competitive and typically think they know everything, but make sure you’re using all available resources during this time to map out the sales process. Map Out the Sales Process: Sales is not magic. Obviously, you need to know and understand the product you’re selling, but more importantly, you need to master the buyer’s disposition. Who are they? What are they currently using? What are the issues and challenges they are facing? What are the business implications of those challenges. Mapping those considerations to your own training and content development prevents you from needing to pull a rabbit out of a hat. Do More, Than Less: As a new rep at any company, you need to do more. You don’t have the experience of everyone else on the team and need those repetitions to get your feet under you. You need to make more calls to get appointments. You need to run more first appointments to figure out how to convert to the next step. Once you’ve established these baselines for yourself, then you should make it a goal to do less activities while maintaining the same or better results.  Full Notes  https://www.salestuners.com/jill-konrath/  Book Recommendations  I Will Not Die an Unlived Life: Reclaiming Purpose and Passion by Dawna Markova Your Brain at Work by David Rock  Sponsors   What if every sales rep inherited the habits of your best rep? With Costello, they do.  The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close. 

Takeaways <ol> <li>Understand Time to Proficiency: Prior to joining a new sales team, find out the average time it takes a rep there to become proficient. This is usually talked about as time to fully-ramped quota, but whether it’s three, six, or nine months, you need to embrace this time to learn. I know sales people are competitive and typically think they know everything, but make sure you’re using all available resources during this time to map out the sales process.</li> <li>Map Out the Sales Process: Sales is not magic. Obviously, you need to know and understand the product you’re selling, but more importantly, you need to master the buyer’s disposition. Who are they? What are they currently using? What are the issues and challenges they are facing? What are the business implications of those challenges. Mapping those considerations to your own training and content development prevents you from needing to pull a rabbit out of a hat.</li> <li>Do More, Than Less: As a new rep at any company, you need to do more. You don’t have the experience of everyone else on the team and need those repetitions to get your feet under you. You need to make more calls to get appointments. You need to run more first appointments to figure out how to convert to the next step. Once you’ve established these baselines for yourself, then you should make it a goal to do less activities while maintaining the same or better results.</li> </ol> Full Notes <ul> <li><a href="https://www.salestuners.com/?p=1678&amp;preview=true" rel="nofollow" target="_blank">https://www.salestuners.com/jill-konrath/</a></li> </ul> Book Recommendations <ul> <li><a href="http://amzn.to/2DxX06j" rel="nofollow" target="_blank">I Will Not Die an Unlived Life: Reclaiming Purpose and Passion</a> by Dawna Markova</li> <li><a href="http://amzn.to/2DwKFz5" rel="nofollow" target="_blank">Your Brain at Work</a> by David Rock</li> </ul> Sponsors <ul> <li><a href="https://www.salestuners.com/wp-content/uploads/2017/08/costello-logo.png" rel="nofollow" target="_blank"> </a>What if every sales rep inherited the habits of your best rep? With Costello, they do.</li> <li> The pipeline-centric system is strategically built on a proven selling methodology that keeps teams focused on the only thing they can control in sales – actions that push deals to close.</li> </ul>

070: Jill Konrath | Playing the Thinking Game and Becoming a Sales Sponge

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