On this week in sales Will Barron and I be looking at:
Shadowing a Sales Killer - A company has a 'sales killer', a true master of the art of selling who is OUTSELLING the sum of 10 salespeople. The company calls me to ask if I would shadow this guy named Larry in order to document (think playbook) what he's doing so they can train their existing salespeople and onboard new ones with the process.
To which I asked, "Why don't you just ask him to tell you?" They did and his reply was not satisfactory (see the video).
So, they hired me to do the job of 'shadowing' Larry (aka Sales Killer) so that I could document his sales process.
This is my story...
#saleskiller #salesplaybook #salestraining #behindthewheel
The best way to sell is to orient or transition your prospect so they can understand your value that much more. Find out how.
Here's my quick review of Damon Zahariades' book, The Art of Saying No,....3 ways to do it.
Here's the best inbound lead question you can ask a prospect and what buying signals to look for on this sales influence podcast.
With impatient clients or prospects, sometimes you have to Skip Discover, Just Demo! Here's why!
This week in sales with Will Barron (www.Salesman.org) and myself as we talk about the latest news in sales training, technology and culture.
When a buyer or prospect reaches out (inbound lead) to you after doing their research, there are only 3 things they want from you. #salestip #customerjourney
What are customers looking for in a discussion? For you to control the conversation and guide them in order to help them make a buying decision.
Learn to listen when a client or prospect disagrees. Sometimes they're being agreeable but really disagreeing. This may also be a reason you get ghosted.
Here's another look at why a client might ghost you (i.e., not return your calls or emails) on this sales influence podcast.
If you've ever been ghosted (stopped returning your calls or emails) by a client or prospect, listen up.
In selling, it's all about getting Better, Faster, Stronger. Find out how on this Sales Influence podcast with sales expert and trainer Victor Antonio.
Let me show you how you can sell more by learning how to hug and caress your product on this sales influence podcast with victor antonio.
Learn how you can change a client's priorities when selling while presenting on this sales influence podcast with victor antonio.
On this week in sales we’ll be looking at:
The Women Your Mother Warned Your About talks to Victor Antonio on the Victor Antonio
Victor Antonio, sales leader, keynote speaker and best-selling author, brings his trademark energy and straight-talk to the show. Victor shares some stories from his career and how leaving corporate life taught him to hustle and educate himself. He emphasizes the importance of taking chances, working your butt off, marketing yourself, and that it’s ok to really like making money for it.
4 Steps to Closing a sales on this episode of the Sales Influence Podcast with Victor Antonio when it comes to using persuasion and closing techniques to become an influencer in closing. A great sales tip!
On this week in sales we’ll be looking at:
A recent McKinsey study shows that more than 30% of sales activities can be automated to improve efficiency and effectiveness.
However, lack of awareness of automation’s potential, inadequate tracking, return on investment (ROI) concerns, and delayed delivery challenges are hindrances to adoption.
Companies connect Spiff to their customer relationship management (CRM) platform, business intelligence (BI) tools, or accounting and payment systems to automatically glean real-time sales data.
While its prebuilt integrations include the likes of Salesforce, Looker, Snowflake, Quickbooks, and Stripe, the company also follows an API-first philosophy that opens things to just about any data conduit.
Through the no-code Spiff commission designer dashboard, companies can combine rules, variables, and conditions around commission payments so that when an employee meets certain preset criteria, they automatically receive their dues.
This can support any number of commission structures, including deal splits, ramps, and team roll-ups.
sales emails have now effectively doubled from the pre-pandemic baseline — 106% in March and 94% more email volume in April 2021.
Sales calls, too, trended up. Call events were up 72% and 65% in March and April 2021, respectively (compared to pre-pandemic baselines).
In 2021, we find spending up a staggering 38% in both March and April 2021. The year-over-year uptick is 52%.
However, despite buyers’ preferences for digital sales interactions — 70%-80% of respondents to McKinsey’s research survey prefer over face-to-face — all this activity has not led to increased sales.
The HubSpot data indicates closed-won deals cratered early with the uncertainty surrounding the onset of the pandemic (-9% April 2020) and were underwater (up only 1% to negative) seven of the next 11 months. Things seem to have finally reversed in March 2021, popping 13% above the pandemic baseline.
The big takeaways here are that more activity is generating fewer results and that this hard work, especially in prospecting or awareness-generating activities, is not currently showing signs of reversing course.
Five Ps of sales—purpose, precision, personalization, productivity, and profitability.
Phil Harrell, a vice president and group director at Forrester, says in the report that modern buyers will place greater emphasis on companies’ social and corporate responsibility, and seller candidates will seek more than income when considering job opportunities.
Will, how much consideration do customers (or seller candidates) put on social responsibility before making a buying (take a position with a company)?
According to the reporting, managers at the online retailer intentionally hire people that they know they’re going to fire.
The fact that managers at Amazon might offer someone a job just so they can terminate them isn’t even the worst part of the story. See, managers at Amazon have a target rate for annual turnover.
Managers are evaluated based on a metric, known as “unregretted attrition rate” (URA). They’re expected to lose, either voluntarily or through termination, a specific number of employees every year. If you don’t, you’re expected to make up for it the following year.
Result: Managers are hiring people they otherwise wouldn’t, or shouldn’t, just so they can later fire them to hit their goal.
To be fair, Amazon told Insider that “hire to fire” isn’t a policy and goes against Amazon’s leadership principles, one of which is “Hire and Develop the Best.” From the company’s website:
Here are several ways you can Help Your Customers Buy on this Sales Influence Podcast with Victor Antonio.
Here are 4 ways to change how your customer perceives your product or service.
On this week in sales #25, Will Barron and I talk about sales engagement and news updates on the world of selling.