nigel green

PREPARATION, RECOMMENDATION, COMPENSATION

How do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights by tuning in to this latest episode of Sales Transformation.

Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! 

Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

TRANSFORMING MOMENTS

NIGEL: What to think about when investing in a sales hire

“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”

NIGEL: The best salespeople are not out there looking for jobs

“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”

NIGEL: Compensate your employees fairly for their referrals

“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”

Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

PREPARATION, RECOMMENDATION, COMPENSATION

How do you prepare in investing to a new sales hire? Where do you find the best salespeople? How much do you have to compensate for your employees’ referrals? These are 3 key items that Nigel Green covers today, and you will find out his insights by tuning in to this latest episode of Sales Transformation.

Want to book more meetings and close more deals? Start selling the way your buyers want to buy with Humantic AI! 

Stop sending boring sales e-mails and start sending personalized GIFs and Memes with VIDU.io!

TRANSFORMING MOMENTS

NIGEL: What to think about when investing in a sales hire

“What we need to do is pause and say, if this rep that I'm about to invest all this time and energy into recruiting and training and onboarding, if they're going to be successful in a year from now, what do I need to see in the first 30 days, first 90 days? What do I need to see from them at six months, it may be it's, it probably is a combination of a set of behaviors, a set of attitudes, and then assert a quality quantifiable objectives at certain periods of time.”

NIGEL: The best salespeople are not out there looking for jobs

“The best salespeople don't apply to jobs. And the reason they don't apply for jobs is because they're busy being successful at their current job. They don't need a job. And so if I made you mad, I'm sorry, but it's probably true.”

NIGEL: Compensate your employees fairly for their referrals

“The reason why the employee referral program, why most of them suck is because the bonus isn't worth your employees’ time. If you're gonna go pay a recruiter 20% to 25% of that employee's first-year salary, why in the hell wouldn't you pay one of your existing sales reps or any employee in the company the same amount? It's all at risk. It's meaning that your agreement with the recruiter is contingent, it's contingent on that recruiter delivering a candidate that you deem worthy of hiring.”

Connect with Nigel

Nigel Green | Affirm Health | AffirmHealth.com | Revenue Harvest

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | TikTok

LEFT OR RIGHT, THIS GUY OR THAT GUY, EVERYONE HAS A BIAS

One element of being a human is instinct, and sometimes it’s basic nature for us to use it rather than more reasonable criteria when making a decision. Nigel Green, the author of Revenue Harvest, talks about the battle between biases and instinct versus evidence-based practice when hiring people, and you will learn more by tuning in to this latest episode of Sales Transformation.

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

TRANSFORMING MOMENTS

• Let's talk about hiring with Nigel Green
• Why you should listen to Nigel
• We all have a bias in hiring
• Instincts vs. evidence-based practice

“I think that all of us have a bias, and that's the first reason, we all have a bias. Meaning that we have a bias with our relationship with hiring, meaning we think we're better than we might actually be, and so we tend to do the second part, which is the second most important thing, we tend to rely more on instincts than we do an actual evidence-based practice.” - Nigel: We all have a bias when hiring

Connect with Nigel and learn more about what he’s been working on!

• About Nigel
• About Affirm Health
• AffirmHealth.com
• Revenue Harvest

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

Be sure to leave a comment or review!

LEFT OR RIGHT, THIS GUY OR THAT GUY, EVERYONE HAS A BIAS

One element of being a human is instinct, and sometimes it’s basic nature for us to use it rather than more reasonable criteria when making a decision. Nigel Green, the author of Revenue Harvest, talks about the battle between biases and instinct versus evidence-based practice when hiring people, and you will learn more by tuning in to this latest episode of Sales Transformation.

Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!

Power up your podcast experience by joining our Free Podcast Community!

TRANSFORMING MOMENTS

• Let's talk about hiring with Nigel Green
• Why you should listen to Nigel
• We all have a bias in hiring
• Instincts vs. evidence-based practice

“I think that all of us have a bias, and that's the first reason, we all have a bias. Meaning that we have a bias with our relationship with hiring, meaning we think we're better than we might actually be, and so we tend to do the second part, which is the second most important thing, we tend to rely more on instincts than we do an actual evidence-based practice.” - Nigel: We all have a bias when hiring

Connect with Nigel and learn more about what he’s been working on!

• About Nigel
• About Affirm Health
• AffirmHealth.com
• Revenue Harvest

Connect with Collin HERE or through LinkedIn!

Tune in to more exciting episodes of Sales Transformation!

Be sure to leave a comment or review!

Every business owner and hiring manager knows that hiring and training new talent is already expensive. But what makes it more costly is when you have to do it all again due to hiring the wrong people for the job.

In this episode of the Love Selling Hate Sales podcast, our host Joshua Wagner talks to healthcare executive and bestselling author Nigel Green on why hiring salespeople is the biggest challenge in the sales world today, and what proactive strategies are available for hiring managers today to stop making the same expensive hiring mistakes.

Nigel also touches on the skills and educational background that sellers can pick up to differentiate themselves and give them an edge over their peers. 

HIGHLIGHTS

• The biggest challenge in sales today: hiring salespeople 
• What's going wrong in sales hiring today? 
• Do not forget to do a job analysis 
• Have your interviews reveal the kind of seller that your job applicant is 
• Compete with no one but yourself 
• Be aware of your own hiring biases
• Selling has become more about math than persuasion 
• Sellers are losing because they can't create a business case 
• Where the sales field is going and how sales managers should adapt

QUOTES

Nigel on the proof that we are not good at hiring sellers: "What's going wrong with sales hiring is that most sales managers think they're good at it. If they were in fact good at it, then why is it the case that the average tenure of an account executive, which is a closer or a middle-tier performer in a sales organization, is 11 months or less?"

Nigel's tips for becoming a better salesperson if you don't have a STEM background: "If you're listening to this and you don't have a STEM background, well you should study just economics. Because so much of selling today has become about math, statistics, probability, and not about woo, persuasion."

Connect with Nigel through the links below:

• Nigel's Training Course For Hiring Salespeople: https://www.therevenueharvest.com/hiring-salespeople
• Email: me@nigelgreen.co
• LinkedIn: https://www.linkedin.com/in/revenueharvest/

About Josh Wagner: 

Josh is a growth advisor and the host of the Love Selling Hate Sales podcast. He specializes in helping executives understand modern marketing and sales to drive growth in a scalable way. 

To learn more about Josh and his work, follow the links below:

• LinkedIn: https://www.linkedin.com/in/joshwagneraz/
• Company website: https://www.shiftparadigm.com/
• Personal Website: https:///www.joshuadwagner.com
• Podcast: https://www.lovesellinghatesales.com

Balancing the time and resources we spend on trying to earn a living versus that which we devote to our personal lives is always a challenge. However, it's important that we reassess this balance once in a while to ensure that we are able to live a life and build genuine relationships outside of business or work.

In this episode of the Foundations podcast, sales consultant and author Nigel Green talks to Chris about the ways that he is working towards a goal that he set for himself: to have his passive income outperform his consultancy business and put him "out of work."

About Nigel Green

Nigel Green is the host of the Revenue Harvest podcast. He also wrote a book titled Revenue Harvest: A Sales Leader's Almanac for Planning the Perfect Year that aims to provide sales leaders with a proven, time-tested method you can rely on to create sustained sales growth, regardless of circumstances.

Learn more about Nigel and his work in the links below: 

• LinkedIn - https://www.linkedin.com/in/revenueharvest/
• Podcast - https://podcasts.apple.com/us/podcast/revenue-harvest/id1538095181
• Book - https://www.therevenueharvest.com/

About Christopher Decker

Chris is the CEO co-founder of Salescast, a provider of revenue-first podcasts for entrepreneurs and sales leaders. Along with his co-founder Collin Mitchell, Chris helps business leaders and entrepreneurs find an audience and generate unlimited demand. 

Learn more about Chris in the link below: 

• LinkedIn - https://www.linkedin.com/in/decker-christopher/
• Email -  Christopher@salescast.co

Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

This episode of the Revenue Harvest Podcast with Nigel Green features Alex Griffin, Director of Global Sales Development at Segment. She discusses how they perform their outbound sales and the strategies they use to qualify opportunities and support their SDRs.

Alex shares that cold calling is still the fastest and most effective way to connect with people and that more sellers should be leaving voicemails. She also talks about growing leaders from the ranks of SDRs and what aspiring leaders have to look out for to help ensure their growth in this new role.

You can connect with Alex in the links below:

• LinkedIn: https://www.linkedin.com/in/alex-griffin-8123078a/

Check out Alex's recommendation on Becc Holland below:

• LinkedIn: https://www.linkedin.com/in/beccholland-flipthescript/
• Website: https://www.flipthescript.co/

To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

More about Nigel Green

• Linkedin: https://www.linkedin.com/in/revenueharvest/
  Connect with me on LinkedIn, where I post daily about sales leadership
• Check out my book: www.therevenueharvest.com
  Do you want a best-in-class sales team? In this book you learn how seven timeless principles can 2-3X your revenue and turn your sales team into a sales machine.
• Website: www.Nigelgreen.co

HIGHLIGHTS

• Analyzing SDR's qualified opportunities and conversion
• SDR's autonomy, activity benchmarks, and creativity
• Tip: Learn to leave voicemails
• Coaching is personalized and about good listening
• Preparing SDRs for management roles

QUOTES

Alex: "There's so many content, videos, and articles out there about just personalization. It really is key these days when it comes to outbound. You cannot just do generic messaging and spray and pray. You have to be personalized. You have to know who is it that you're sending this email to, what do they care about, and what company are they with."

Alex: "If you're going to pick up the phone and call people and you expect them to give you time, you better know how exactly you're going to be providing them value when you get the chance to talk with them."

Alex: "We pull our SDRs together weekly to role play and we ask them to practice so that they can be prepared, and so now we're doing that at the management level too. We're going to be coming together and doing exercises where we do have an email exercise and they go into breakout rooms and they practice giving feedback on an email"

Nigel Green is a Sales Team Strategy, Sales Team Design, Sales Leadership Training, and Keynote Speaker. He works with B2B companies looking to invest in sales growth. He is the guide embedded in your organization to build and lead strategic initiatives.

He is also a member of The Board of Advisors at Affirmhealth. At AffirmHealth, we help healthcare practices grow revenue, improve patient experience, and enhance population health with Advance Care Planning software.

Here’s a kindle version of the Revenue Harvest  book by Nigel Green.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

Join Our Sales Motivational SMS list by texting Hustle to 424-378-6966. Please make sure to rate and review the show on Apple.

Nigel Green is a Sales Team Strategy, Sales Team Design, Sales Leadership Training, and Keynote Speaker. He works with B2B companies looking to invest in sales growth. He is the guide embedded in your organization to build and lead strategic initiatives.

He is also a member of The Board of Advisors at Affirmhealth. At AffirmHealth, we help healthcare practices grow revenue, improve patient experience, and enhance population health with Advance Care Planning software.

Here’s a kindle version of the Revenue Harvest  book by Nigel Green.

If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.

Join Our Sales Motivational SMS list by texting Hustle to 424-378-6966. Please make sure to rate and review the show on Apple.

Today’s guest on the Sales Vitamin Podcast is Nigel Green, he’s the author of the best selling book Revenue Harvest A Sales Leader’s Almanac For Planning The Perfect Year.   Nigel is a sales coach, author and consultant to some of the top organizations in the nation.   

As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies.  He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth.    Nigel’s insights have been featured in Business Insider, Thrive Global and Inc. Magazine. 

His book Revenue Harvest is one of the most practical and detailed I’ve read on sales planning and management.  It gives detailed, practical information you can use immediately to improve your sales teams performance.  His analogy of farming and sales results is genius, but simple. 

This episode is filled with sales planning information you can implement immediately.   

Here's what you'll learn in this episode: 

• Green's inspiration for the book.
• The similarities between farming and the selling process.
• The 7 steps of the revenue harvest. 
• The power of restoration (resting). 
• Account Management vs Territory Assignment.
• The "Fire Yourself" concept. 
• Mission - Plan - Vision.
• The "outcome" has to mean more. 
• Selling through the pandemic. 
• Hiring mistakes and processes. 
• The Revenue Harvest One Day Workshop.
• Key sales technology pieces. 
• One sales vitamin. 

Connect with Nigel
Official Website
LinkedIn

Nigel Green has a great mind for sales strategy. His book, Revenue Harvest outlines the 7 necessary steps for a successful sales year with step by step guidelines.

Create Predictable Sales Growth

Is Sales Planning Really That Important?

Is Leadership and Sales on the same page?

Are you promoting the superstar that leaves a wake of issues into a leadership role and expecting great things?

What to do in a 30-60-90 day period in a Covid world?

What is the responsibility of sales reps besides "selling"

7 Steps for a Successful Sales Harvest

Are those in Marketing tied into the Company’s KPIs

Get Nigel's thoughts as how Leaders Sell and Sellers Lead

More about Nigel Green   nigelgreen.co

Be sure to connect with us in our Lead Sell Grow – The Human Experience Tribe Facebook group:

https://www.facebook.com/groups/leadsellgrow

Learn more about our services: 

www.TheGoalGuide.com

Improve your sales and stay connected – Free Gifts Here https://shor.by/TheGoalGuide

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