revenue harvest podcast

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"

This episode of the Revenue Harvest Podcast with Nigel Green features Lisa Earle Mcleod, author of Selling with Noble Purpose. Leaders must point toward a noble purpose as their true north because the numbers are lagging indicators of the beliefs and behaviors of the sales team.

The great thing is that you can train for belief and behavior. When people have a strong purpose about how to help others, it stops being about themselves and about others. It is from this core that you can build upon sales skills.

To create a reorientation in your salespeople, start by asking the question, "how will this customer be different after doing business with you?" Finding the answer to this question requires sellers to look deeper and realize that making it about others creates true impact which translates to even better numbers.

You can connect with Lisa in the links below:

• LinkedIn: https://www.linkedin.com/in/lisaearlemcleod/
• Amazon book link: https://www.amazon.com/Selling-Noble-Purpose-Earle-McLeod/dp/8126565144
• Purpose-Driven Sales: https://www.linkedin.com/learning/purpose-driven-sales
• Website: https://www.mcleodandmore.com/

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.

P.S. Here are 2 ways I can help you:

1) Check out my book: www.therevenueharvest.com

2) Connect with me on LinkedIn, where I post daily about sales leadership: 

https://www.linkedin.com/in/revenueharvest/

HIGHLIGHTS 

• Teach a noble purpose to make great sellers
• Passion and purpose are two different things
• Ask 'how will this customer be different after doing business with us?'
• Purpose-driven sales: More effective and more job satisfaction
• Share customer impact stories

QUOTES

Lisa: "What we found over time, that first study was the tipping point. This noble purpose is the differentiator for top performers. But, what we found over time, is it can actually be taught to everyone else."

Lisa: "You're looking for that wonderful mix of people who are interested in you, to become sellers for you, because they think oh, this really does make a difference, and also, as leaders, you've got to articulate it and reinforce it on a daily basis."

Lisa: "Sellers with a sense of purpose bigger than money have greater resilience and greater tenacity. And here's why: we human beings are at our best when we know someone else is counting on us."

Lisa: "A customer impact story is different. It's not about your offering and your seller is not the hero. A customer impact story is about how you made a difference in the life of a customer."

HIGHLIGHTS 

• The secret society for success measures success by assists
• Givers and takers: Being other-focused and generous
• The spotlight mindset and chasing after the credit
• The joy is in the journey, not the result

QUOTES

Tim: "There's a different scoreboard that the secret society operates under. We define success as success in the assists. Success in helping somebody else win. So there's some foundational principles; one of those is that idea of helping others win."

Tim: "What if success isn't just your revenue numbers at the end of the month? What if it had something to do with the success that you were able to help unlock or attain for your client? So it's just going one step further." 

Tim: "Givers are a relatively rare breed. They tilt reciprocity in the other direction, preferring to give more than they get. Whereas takers tend to be self-focused, evaluating what other people can offer them. Givers are other-focused, paying more attention to what other people need from them. Their preferences aren't about money."

Tim: "There is no limit to what a man can do or where he can go if he doesn't mind who gets the credit. And, for so many of us, we just want the credit. We want people to see us and recognize us, to look at us as successful as a salesperson or a team leader."

HIGHLIGHTS 

• Lead with empathy: Warmth over power
• Sales as a mom: To-do lists, research, and time management
• Quiara's routine and creating authentic connections
• Connect with stories to hire the best sellers

QUOTES

Quiara: "What are we measuring each other based off of and how do we want to be perceived? Those things really matter and connection is really what matters so much in sales. We do it all the time with clients. If we don't make that connection, we don't get the trust, we probably don't get the deal."

Quiara: "The more honest you can be with people and upfront and create that connection and that vulnerability, the better they're going to trust you. The more human you are, the more human they can be. And now you have that connection."

Quiara: "We have gotten over a lot of these uncomfortable things and we lean into them instead of leaning away from them. When you lean into someone's uncomfortable moment, you created trust. When you lean away, you just created a wedge."

Quiara: "I think that, if we gave people a shot for who they were, what their background is versus what their resume says in terms of jobs they've held, we'd have a lot more top sellers because a lot of the people who are on my team and other teams came from strange places and they're the ones crushing it."

This episode of the Revenue Harvest Podcast with Nigel Green features Andy Paul, sales coach, consultant, host of the Sales Enablement with Andy Paul podcast, and author of Sell Without Selling Out book which was just published recently.

Andy stresses the importance of sales leaders to be intentional in reinforcing positive rather than negative sales practices. This means that frontline managers must be guided that their odds of succeeding are better when they devote time and attention to helping their individual sellers.

For sellers, Andy also says that they must stay in the right situations to ensure that they grow in alignment with their personal values. And in actual selling, Andy explains how cognitive empathy differs from mere sympathy and how practicing this can produce win-win-win situations for the buyer, company, and themselves.

You can connect with Andy in the links below:

• LinkedIn: https://www.linkedin.com/in/realandypaul/
• Website: https://www.andypaul.com/
• Podcast: https://podcasts.apple.com/us/podcast/sales-enablement-podcast-with-andy-paul/id1046045197
• Amazon book link: https://www.amazon.com/Sell-Without-Selling-Out-Success/dp/1989603572

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.

You can also connect with Nigel by visiting the following links:

• Website (Revenue Harvest): http://www.therevenueharvest.com/
• Website (Nigel Green): https://nigelgreen.co/
• LinkedIn: https://www.linkedin.com/in/revenueharvest/

HIGHLIGHTS

• Sellers are losing the human touch of selling
• Organization leaders perpetuate negative practices in sales
• Stay in situations that align with your values 
• Ask good questions with cognitive empathy: Hearing versus listening

QUOTES

Andy: "I think what sales leaders should do is start looking at how do I define and design my selling process so that I achieve the win rate I desire and then scale that, as opposed to doing what we're doing today."

Andy: "Just be calm and relaxed. Take the information and hear it, process it, decide, okay, what's the best choice now for what I should say? And it's not like you're waiting for 30 seconds and thinking about it. You're in the flow but you give yourself that extra beat."

Andy: "What I talk about in the book is called cognitive empathy, and it's not just understanding how they feel the way they do. It's understanding why they feel that way with that information."

Andy: "The problem is too many people think well, this prospect fits our ICP and I'm talking to personas, we got these personas nailed. I got this and not thinking this is a unique human being working in a company at their own unique set of concerns about the problems they're facing and the outcomes they want to achieve. I need to be curious about that instead of assuming I know exactly what they're going to say."