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We feature the brightest minds in B2B sales and marketing, sharing secrets to driving greater volume, velocity and conversion of sales pipelines in any industry. We cover the entire pipeline– demand generation, lead management, sales effectiveness, technology and more– all focused on helping you find, manage and win more business.
Episodes
Tuesday Sep 13, 2016
Tuesday Sep 13, 2016
Jim Obermayer sitting in for Matt today with guest, Ken Thoreson, of Acumen Management Group. Their firm is focused on execution, discipline, accountability to the sales organization.
He has just published his fourth book in a series:
The other three in the series are:
Some of what is covered in the book includes:
- How do you on-board a new sales manager? Within 6 months, new sales managers are usually slammed.
- Leadership and management skills playing together don't usually get taught.
- Lifespan of a sales manager is about 18 months.Marketing will go back and write a new plan, but the sales managers get fired.
New sales managers seem to focus on micro issues, tracking numbers and activity, and forget they need to have emotional leadership and inspire people to execute. It is the manager's job to instill work ethic, intensity, high levels of performance and interest in creating high levels of results.
The sales manager typically will ask, "What are you going to do today? What are your goals for the day?"
The stunned sales person stammers a defensive reply, "I'm going to get on the phone...I'm going to call prospects.."
At the end of the day, what determines the level of success you had for the day?
On AcumenManagement.com there are a ton of free tools, including, Top 40 actions a sales manager must activate to create predictable revenue."
Jim asked Ken,"What is the biggest challenge you see a new sales manager has in the first 2-3 months?"
First, you have to set priorities based on the situation.
Assume you are walking into a turnaround role - sales are poor...observe, reflect, make a few changes so the team sees that things are getting fixed.
Then you go about setting priorities, goals and then expressing your vision of what you want to achieve over the next 90 days to 6 months.
Most act too quickly or chew off more than they can achieve.
If you are walking into a role where you are replacing someone successful. Then it's sitting back again and understanding the players, building trust first.
Ken finds that there is a lot of talk in struggling organizations about "them" and "us" or "those people." There is a line between WE as a team. That line needs to be broken down immediately for the vision, direction and belief of where you are going. This is building culture.
Listen to the full episode to get more insights.
Wednesday Sep 07, 2016
Wednesday Sep 07, 2016
Content Marketing, the term didn't exist 12 Years ago - let's review - We used to create a 10 second TV ad to send consumer to a website to fill out a form. We've evolved into industry, job level, geographic filters, rather than simply send the inquiry to IT.
The precision of targeting has become so much more sophisticated. There is then a splintering of attention. We are talking MICROSECONDS for the initial and ongoing conversations.
"The noise and clutter are at insane levels." NetLine addresses the HUMAN side of business. Problem-solving centric. You speak to the millisecond mindset. Perhaps you convey this with an image that displays the problem-solving you will do for them in the ONE glance to get them to stay and read more or take another action.
As you've grown in NetLine, what have you learned?
"DELEGATION is key. People take it for granted that it's easily done. This is something that would impede my success if I insisted on controlling all aspects. This includes being more communicative in my team and with our partners."
9:45: Where are you seeing some of these things going - precision of campaigns, splintering, attention span?
"This backs into the stage of the consumer lifecycle. Video is certainly really hot right now, but it's not predisposed to lead generation." He also covered infographics, user expectations that a lot of this should be ungated. eBook success has been huge. If they are done well, they take complicated topics and distill them into humanized value points with more personality." This is the evolution of whitepapers.
To get more "where we were, where we are going" insights, listen to the full episode.
About our guest, David Fortino:
David Fortino, SVP Audience and Product at NetLine Corporation brings a wealth of expertise in developing strategic distribution partnerships. His core strength lies in expanding targeted and contextually relevant audiences through strategic relationships and channel partnerships spanning leading industry marketplaces.
Thursday Sep 01, 2016
Thursday Sep 01, 2016
It starts with the sales managers, and it then goes to the training, coaching and support THOSE managers receive. How can they pass it down unless they know it as they breathe?
Steven Rosen has over 15 years of executive experience. His fresh approach to corporate leadership, strategy development, execution and team-building in the pharmaceutical and packaged goods sectors defined his success. His expertise in aligning sales and marketing initiatives to achieve key business results and exceed customer expectations has continually exceeded sales objectives from his days as a sales rep to his achievements as a VP of sales for Alcon and Biovail.
If you manage sales managers, check out starresults.com and sign up for any guide you can find there, including the The 2016 Managers' Survey:
Key takeaways
- Coaching
- Key performance
- Hiring
- Business acumen
- Leadership
The answer to sales related problems can be an app, a program, a widget - but it may not solve the problem of RESULTS.
- Sales Management coaching drives more sales.
- Managers ranked the lowest on coaching.
- 53% of companies are providing some sort of coaching, training and development.
- Only 44% of companies had a well-defined, well-understood coaching program.
Wednesday Aug 24, 2016
Wednesday Aug 24, 2016
Let's start with her first book, Predictable Revenue. Page 42 - formula in the Predictable Revenue book. Dogear it, bookmark in your Kindle version. This is what you need to focus on.
Her latest book, Predictable Prospecting, is the result of the thesis of page 42. She spent five years developing this book by working with clients in the field to consolidate and fine-tune, grow the formula, scientifically focus to get benchmark of conversion rates and ratios that will add up to a predictable revenue framework.And then honing in on specific pieces, buckets, and components to put this channel in as part of a mutli-channel marketing effort to generate revenue in targeted accounts with the highest likelihood of closing with the highest revenue potential.
Blending the knowledge of marketing, flipping it sideways and pulling out the pieces that will resonate with those at the top of funnel - this is one stream - OUTREACH for large accounts that close quickly.
Premise in Predictable Revenue is the separation of roles. Let's start with
Hardworker = habit, consistency
That is the role of a prospector. They have to make calls, they have to have conversation.
Top of funnel we worry about 5 different levels of awareness.
- unaware
- disruptive awareness
- problem aware - but not sure what the solution is or could be
- found solution
- found where to get the solution
How do we figure out where they are, how do we start the conversation and how do we move them along?
Catch this full replay here.
I’m also co-author of the #1 Bestseller Predictable Revenue. It's sold over 50,000 copies with 250+ reviews (avg. 4.3 stars). And my new book (McGraw-Hill August 2016) is titled Predictable Prospecting: How to Radically Increase Your Sales B2B Pipeline.
I specialize in optimizing top-of-funnel sales process and implementing predictable new sales opportunity engines. My approach walks clients through a 7-point outreach process/framework that is part behavioral, part predictive and part creative (persuasive storytelling)."
Connect with her:
Wednesday Aug 24, 2016
Wednesday Aug 24, 2016
Mark Hunter is here to talk about sales. His new book: High Profit Prospecting, and his best seller give him the credibility that you need to listen in, take notes. We dove right in.
If you have to discount the price to close the deal, that means you are prospecting the wrong people. You can't make a WalMart shopper into a Nordstrom Customer.
Social Media without Social Community is Social Stupidity. It's a conduit. You must have something to share that is of value.
Think about this, too - how to leave an 8-11 second voice mail message. Stop embarrassing yourself.
Matt reminds us that phone and email are NOT dead. The phone is the most valuable tool he uses.
Stop being afraid to prospect and defaulting to social media. Don't hide behind social posts, tweets, likes, and emoticons. PICK UP THE TELEPHONE. It's an amazing tool when used right. You should learn one piece of information about them in the first call and begin to engage them.
Do you have call or prospecting reluctance?
Why? You don't have to close them in the first call. Your objective is to earn the right, privilege and respect to be able to call them again. COLD calling is dead. NOT CALLING, COLD CALLING is dead. You need to know something about them, their industry, their pain.
There are valuable tips in this episode, questions you need to ask yourself and your reps.
Mark Hunter is "The Sales Hunter." He helps companies and salespeople find and retain better customers. He is also the author of the best-selling book, High-Profit Selling.
He is recognized as one of the "Top 50 Most Influential Sales and Marketing Leaders." All of this has him traveling globally nearly 230 days per year, working with companies to help them grow their top-line sales and bottom-line profits.
He is known for his sales growth strategies and consultative selling approach to business. Mark Hunter is frequently quoted in the media and is a keynote speaker at major conferences on the subject of sales and sales leadership. His sales techniques are in use today by salespeople on 5 continents and in more than 100 different countries.
Tuesday Aug 09, 2016
Tuesday Aug 09, 2016
Guest host, Robert Pease went through this pipeline performance checklist. Get your notepad out for this one. A few of the steps included:
1. Understanding our target customer.
What makes the best customer for the product you sell? What makes for the longest term customer?
The goal is to get into the consumption patterns of this optimal customer. You have to be stingy with sales time and efficient with marketing spend. You don't want to reach out to marginal prospects.
2.Knowing what a qualifying customer looks like.
It isn't just the person who has downloaded your most recent whitepaper. They are most likely not ready yet.
06:08
3. The message that you use.
Speaking to your ideal customer profile to attract the qualified leads you are looking for. Understanding their problem and provide the solution they are seeking.
Understand a day in the life, the pressure - LISTEN first.
Be patient with the overall sales process. 07:00
You can't close in the first contact. 07:15
11:15
4. Understanding your Conversion rates. It's not about quantity.
Don't like the numbers? It's either you are not giving them what they expect on the landing page, your content stinks or they were not your target in any way.
5 visits and 3 conversions is better than 100 visits and 1 conversion. This is simple.
17:15
5/6. Follow up and Engaging context.
If you tell someone your going to do it, do it.
If you promised to follow up with information, do it, send it.
You'll need to listen to the full show to get all the tips and explanations.
Wednesday Jul 27, 2016
Wednesday Jul 27, 2016
Reviewing your pipeline, making sure you have your fundamentals in place, taking a look at what’s working and making sure your reps and your team are performing optimally...all are vital to your sales success. Today’s guest, Steve Richard, is a perfect fit for our recent conversations.
Steve Richard is the founder of Vorsight and Chief Revenue Officer of ExecVision. “Chop the dead wood out of your pipeline.”
Sales managers should be identifying what reps could be doing in the field to improve - more isn’t always better. The conversations sales reps have with customers is an asset. Get them into your CRM system.
Get Steve’s advice on how to coach your sales reps and make sure they are taking ownership of their own work - listen to one of your own sales calls per week. Cull the time spent on coaching. Even the best need coaching - continual improvement is the key. Ask yourself: What do my best reps do differently?
This is a powerful episode filled with actionable tips for making the most out of your reps’ sales calls. Don’t miss it!
Tuesday Jul 26, 2016
Tuesday Jul 26, 2016
We’re walking you through some ideas and tactics you can employ right now if you are already behind on your sales pipeline goals; there are things you can do from a marketing perspective, you can take a look at your pipeline and get yourself back on track.
What can you do at the beginning of the sales cycle to set the tone and feel successful? Get yourself positioned to hit your number. What are you doing daily in a disciplined, precise and focused that is helping you close those deals?
Matt covers a few scenarios of salespeople: employees that are doing everything right - focusing on the right things, doing the daily work of moving deals forward - but are not hitting their numbers, and salespeople who are hitting their numbers but not going about it the right way. Do you let them go? Who is coachable? Who is working with the core values of the company?
This is an information-packed episode, and this time you get Shark Week comparisons. Don’t miss it!
Tuesday Jul 26, 2016
Tuesday Jul 26, 2016
What are we really doing to get prepared for the next selling season?
We’re taking a look at why a lot of people don’t hit their number. Any time there’s an end of month or end of quarter, it’s a good time to reflect on what went well and perhaps what didn’t. We’ll take a look at some things companies can do monthly or quarterly to review how sales and marketing is working.
“Everyone has a plan until you get punched in the mouth."
Why aren’t you making your sales goals?
1. You don’t have a plan to begin with - Setting a sales goal is NOT a plan.
2. You don’t commit the resources required to sell - do you understand what you need?
No guest today, but we took live calls, which is a first for us - we tried something new for this show.
Matt covers topics including, “How big does your pipeline need to be?” and “How many qualified leads do I need?”
Don’t miss this episode! It’s basically a free consultation.
Tuesday Jun 28, 2016
Tuesday Jun 28, 2016
Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert.
The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success.
In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned.
Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort.
Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance.
If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674.
About the Author:
Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California.
Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James
Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.