sales success

In this episode of Tech Sales Insights, Randy Seidl interviews Richard Harris, the author of the upcoming book, "The Seller's Journey." In this episode, they delve into the intricacies of sales, from the importance of understanding the buyer's journey to the art of respecting contracts. Richard shares insights from his extensive experience in sales training and go-to-market strategies, providing valuable tips for both seasoned professionals and newcomers to the field.

KEY TAKEAWAYS

• Navigating the Sales Landscape: Understand the nonlinear nature of the sales process and the importance of having a clear map and compass to guide your journey.
• Personalization in Sales: Recognize that sales is inherently personal and learn how to effectively connect with prospects on a human level.
• Respect Contracts: Embrace the concept of respect contracts to set expectations, maintain control of conversations, and foster mutual understanding with prospects and clients.

QUOTES

• "There is no such thing as a buyer's journey. It's all about the buyer's experience through a seller's journey."
• "Sales is always personal. Don't pretend rejection doesn't sting; acknowledge it and learn from it."
• "Respect contracts are the foundation of effective communication in sales, setting the tone for productive conversations."

Find out more about Richard Harris through the links below:

• LinkedIn: https://www.linkedin.com/in/rharris415/
• The Seller’s Journey Book by Richard Harris: https://a.co/d/8B9TA9s

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Spotlight: https://www.Spotlight.ai/

Have you ever wondered how a Chief Marketing Officer does it all? Priscilla and I break down all of the benefits as to why every CMO needs a Chief of Staff. 

Priscilla is an executive Chief of Staff to CMOs, with a rich background in the advertising industry. Her career spans significant roles at large agencies such as McCann, Havas, and Ketchum. Starting in production, Priscilla quickly demonstrated her prowess in project management, rising through the ranks to oversee extensive portfolios for renowned brands like Microsoft, Samsung, Exxon, Honeywell, Verizon, and Tiffany and Co.

In her current role, Priscilla plays a crucial function that goes beyond the conventional scope of a Chief of Staff. She is instrumental in broadening organizational awareness, driving rapid decision-making, and ensuring consistent, prioritized communication to maintain the CMO's focus and direction. Her unique blend of skills encompasses orchestration, systems thinking, and aligning with the corporate mission, all of which contribute to fostering a cohesive state of flow within the business. Priscilla's approach is not just about streamlining operations; it's about creating an environment where strategy, creativity, and operational efficiency converge to produce exceptional marketing outcomes." 

Priscilla is on a mission to help CMOs stay in the driver’s seat during these pressing times and thrive. She likes to refer to herself as the CMO’s Secret Weapon: The Chief of Staff.

You can find Priscilla Gravenhorst HERE

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Thanks for listening!

Key Moments:

Introduction to the Golden Rule (00:00:00 - 00:03:00): Doug Mitchell sets the tone for the episode, introducing the Golden Rule and its significance in the sales context.

Building Trust with Clients (00:04:00 - 00:06:00): A discussion on the critical importance of trust in sales and how the Golden Rule facilitates its development.

Practical Application in Sales Scenarios (00:09:00 - 00:11:00): Doug offers practical advice and techniques for incorporating the Golden Rule into everyday sales practices.

Personal Experiences and Successes (00:14:00 - 00:16:00): Doug shares his personal journey and examples where the Golden Rule has been instrumental in achieving sales milestones and customer satisfaction.

Navigating Sales Challenges (00:19:00 - 00:21:00): Insights into overcoming common sales hurdles through the application of the Golden Rule.

Closing Remarks and Key Insights (00:24:00 - 00:26:00): The episode concludes with Doug summarizing the core insights and the lasting impact of the Golden Rule on building effective sales teams.

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

An introvert by nature, Philipp Humm’s mission is to help others discover the storyteller within each one of us.

Prior to starting his own storytelling business, Philipp worked for ten years in various roles, including Product Management at Uber, Consulting at Bain & Company, and Investment Banking at Blackstone.

He discovered his passion for performance arts (acting, improv & storytelling) in his time in NY while completing his MBA at Columbia Business School. Since then, he has honed his storytelling skills at the Mezrab School of Storytelling De Toneelmeester Acting School and Boom Chicago.

In his free time, Philipp shares stories at open mic nights in Amsterdam, moves his hips at regular Bachata parties, and plays Spikeball with friends.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy in an enlightening conversation with Philip Humm, the visionary behind the Story Selling Method. In this episode, discover the power of micro stories, or "connection stories," and how they can transform your sales approach. Learn the art of weaving relatable personal stories into your interactions to build trust, humanize the sales process, and overcome objections. Philip shares valuable insights and practical tips for sales professionals to create meaningful connections and enhance their storytelling skills

KEY TAKEAWAYS

• Connection Stories: Embrace the art of micro stories, sharing relatable personal experiences to build connections.
• Question Crafting: Develop thoughtful questions that prompt the other person to share their own stories, deepening the connection.
• Business Story Integration: Integrate relevant business stories into the conversation to showcase your approach, success stories, and overcome objections.
• Homework for Life: Practice daily reflection to identify and recall personal moments that can be turned into compelling stories.
• Continuous Improvement: Stay open to evolving your storytelling techniques, exploring how stories can be utilized at different stages of a sales conversation.

QUOTES

• "Selling from the heart means tuning into how I can help the customer become better at what they are."
• "Connection stories are not about perfection; they're about breaking the ice, building initial connections, and making the other person comfortable to share a story in return."
• "Tiny moments that touch your heart are incredible moments to share."
• "Homework for Life: Reflect on one moment each day that touched your heart, cultivating a wealth of stories over time."

Learn more about Philipp Humm: 

LinkedIn: https://www.linkedin.com/in/philipphumm/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Mark Allen Roberts is a sales and marketing guru with a 35-year legacy of success at companies like the Timken Company and Frito Lay. He is the author of "Branding Backwards" and has been honored by the National Association of Sales and Marketing. Mark is known for his expertise in human-to-human selling and helping companies drive explosive growth.

SHOW SUMMARY

In this episode of Selling From The Heart, Mark Allen Roberts emphasizes the need for sales professionals to have worthy intent and genuinely care for their customers. Mark shares stories of companies that achieved explosive growth by understanding their customers' problems and providing solutions. He also provides practical tips for sales professionals, including the importance of asking good questions, listening to customers, and building relationships with key decision-makers and influencers.

KEY TAKEAWAYS

• Selling from the heart means having worthy intent and genuinely caring for customers.
• Understanding customers' problems and providing solutions is key to driving explosive growth.
• Sales professionals should ask good questions, listen actively, and build relationships with key decision-makers and influencers.

QUOTES

• "Selling from the heart is about authentically caring for people, serving others, and not worrying about hitting your sales numbers."
• "The more you know about your customers, the more you grow with your customers."

Learn more about Mark Allen Roberts: 
LinkedIn: https://www.linkedin.com/in/markaroberts/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Ever felt like you're pushing a boulder up a hill when it comes to sales? It's time to stop the struggle!

In this holiday minisode, I give you a peek into the secret that transformed my approach to sale this year. Hint: It's not about pressure or persuasion. It's all about coaching. Yep, coaching.

You don't have to act like a used car salesman to make money. In fact, all you need to do is create a comfortable space, ask the right questions, and help a potential buyer a make an aligned "yes" or aligned "no." 

This is the 4th in a series of short holiday minisodes, where I'm sharing the lessons I learned along my own unique journey this year to offer you inspiration for a powerfully untethered 2024!

Join Brilliant Breathwork, the monthly membership offering multiple weekly live breathwork sessions with Jen and other trauma-informed facilitators, an extensive vault of replays, and a supportive community for authentic, creative, and radiant growth.

Other ways you can support:

• Share an episode and tag Jen on Instagram @untetheredjen
• Follow/subscribe to get updates of new episodes
• Leave a review!

Connect with Jen

• JenLiss.com
• @untetheredjen

Music created and produced by Matt Bollenbach

In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, our special guest, Anne Gary, the Managing Director at Force Management, is back again to discuss the intricacies of decision criteria while mastering the role of champions in sales success. Delving into the depths of sales strategy, they explore defining decision criteria, aligning it with customer needs, and differentiating products effectively. John McMahon, John Kaplan, and Anne Gary navigate through the risks of scope creep in Proof of Value (POV) or Proof of Concept (POC) stages, emphasizing the importance of formalizing criteria and engaging stakeholders. Discover the critical role of champions in aligning criteria with business outcomes, understanding customer pain points, shaping compelling points of view, and leveraging their influence to drive sales success. This insightful discussion equips sales teams with actionable strategies and anecdotes to secure customer engagement and ace the sales process.

Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:03:12] Decision criteria are specific requirements and quantifiable metrics used by customers to evaluate potential solutions.
[00:04:21] Aligning product differentiators with decision criteria enhances the chance of winning the validation event.
[00:06:38] Differentiation strategies include unique, valuable, and comparative differentiators, but vigilance is needed as these can become targets for competition.
[00:12:39] Scope creep in decision criteria introduces more risk, necessitating continuous monitoring and alignment with evolving customer needs.
[00:19:06] The process of defining decision criteria begins in the discovery stage, involves scoping and champion involvement, and should be finalized with the economic buyer's approval.
[00:22:28] Challenges arise when criteria change, warranting a deeper understanding of who influenced the change and why.
[00:23:09] Champions need to be prepared for objections in advance to increase the chances of success in complex sales cycles.
[00:26:06] Keeping champions prepared ensures successful meetings and sustains their support for the sales process.
[00:27:02] Understanding and quantifying pain points during discovery and scoping stages are vital for success.
[00:32:50] Summarizing and understanding customer problems helps in overcoming seller deficit disorder.
[00:33:27] Constructing a pain matrix aids in prioritizing and solving identified pain points promptly.
[00:37:41] Adapting to changing criteria by utilizing pain matrices enhances adaptability and customer understanding.
[00:39:36] Champions play a key role in influencing stakeholders and formalizing decision criteria.
[00:43:04] Champions' timely feedback is crucial for addressing challenges and managing stakeholder expectations.

ADDITIONAL RESOURCES

Learn more about Anne Gary: https://www.linkedin.com/in/anne-gary-a054aa96/

Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ

HIGHLIGHT QUOTES

[00:03:00] “I define the decision criteria as a specific set of requirements, standards, and real importantly, the quantifiable metrics that the customer uses to evaluate the potential solutions. And making a purchase decision with that definition, though, the importance of the decision criteria is winning in the proof of value lies in the ability of the salesperson to align to the customer's needs and expectations, you know, with their solution. So, with that, by helping to create the decision criteria with the customer, you know, salespeople can demonstrate the value and relevance of their product and increase the likelihood of a successful POV. And ultimately, you know, they're really going to close the deal for higher price points.”
[00:27:22] "You really need to show up with a compelling point of view, meaning you've done your homework. You understand the customer and their use cases, you know, knowing their use cases gives you the ability to discuss it with the customer in a confident way. I just can't imagine showing up to a call and not really understanding what they do, what they're about, and you almost understand the patterns of what they're looking for."
[00:46:30] "And so if you're listening and you're technically inclined, decision criteria is a great place for you to really help the sales team. What I used to, I love doing when I'd go on a forecast, I'd have the technical people on the forecast as well. I'd ask what the decision criteria is, and then I wouldn't ask the seller. I would ask the, the technical person, I would say, how do you feel about that? Number 1, is that the correct decision criteria? Number 2, can we win with that criteria?"

In this episode of The Revenue Builders Podcast, join hosts John McMahon and John Kaplan as they explore the multifaceted world of sales champions with veteran sales leader and author Richard Rivera. Discover the nuances of champion dynamics, including the often-overlooked aspect of bias for action. Rivera breaks down the four champion tendencies—Complacent, Teaser, Protector, and Transformer—revealing strategies to navigate each and ensure successful deals.

KEY TAKEAWAYS

[00:01:02] Understanding the Bias for Action: Richard Rivera introduces the concept of bias for action in champions, emphasizing its crucial role in sales success.
[00:02:29] The Defining Characteristics of a Champion: The importance of champions not just having power and influence but actively taking action on behalf of the salesperson.
[00:03:36] Dimensions of Champion Tendencies: Rivera introduces a framework with two dimensions—appreciation for innovation and bias for action—to categorize champions into four tendencies.
[00:05:59] The Protector Tendency: Exploring champions who take action but lean towards risk-averse decisions, and how to navigate objections from such individuals.
[00:06:38] The Transformer: Rivera's favorite tendency, champions who prioritize innovation and have a bias for action, but with potential pitfalls. Strategies for dealing with Transformers in the sales process.
[00:08:44] Selling in a Collective Yes Environment: Acknowledging the shift towards collective decision-making and the challenge of navigating the intricacies of multiple decision-makers and influencers.
[00:11:19] Becoming the Protector: When dealing with Transformers, the importance of assuming a protector role—anticipating risks and ensuring a smooth decision-making process.
[00:12:48] Early Challenges with Transformers: Highlighting the risk of Transformers going too early to the economic buyer and losing the deal due to lack of preparation.
[00:14:37] What We Heard Concept: Introducing a mature approach to address potential conflicts with Transformers by referring back to shared understandings and perspectives.

HIGHLIGHT QUOTES

[00:03:16] "If they're not taking action, they are not being a champion for us."
[00:06:18] "Recognize who you have and then fill their gaps."
[00:09:10] "If you can't be with the one you love, love the one you're with."
[00:13:46] "What we heard is a mature way to address potential conflicts."

Here are the links to our full episodes with Richard Rivera: 

Part 1: https://revenue-builders.simplecast.com/episodes/developing-buyer-champions-with-richard-rivera-part-1
Part 2: https://revenue-builders.simplecast.com/episodes/developing-elite-sales-habits-with-richard-rivera-part-2

Check out Richard Rivera’s book here: 
https://www.amazon.com/CHAMPION-SELL-L-I-T-Building-Champions/dp/B0BV415V9M/ref=sr_1_1

Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4

Check out Force Management’s Ascender platform here: 
https://my.ascender.co/Ascender/

ABOUT THE GUEST

From Fortune 1000 Sales to Successful Entrepreneur: Mary Grothe is a masterful, inspirational storyteller. Her Keynotes, crafted effortlessly between her professional and personal worlds, will give listeners an in-depth look into how she achieves worldly success, yet overcomes the dark side of the pursuit of over-achievement.

If asked what problem she solves, Mary would reply, "enslavement", referring to people who worship things of this world: fame, money, titles, and achievements, and lose their souls to gain earthly success. Her words are for the lost, the weary, the lukewarm Christians, and the Christian-curious. 

SHOW SUMMARY

Join hosts Larry Levine and Darrell Amy on the Selling from the Heart podcast as they engage in a deeply insightful conversation with Mary Grothe about her journey navigating professional success while addressing the dark side that often accompanies it. Mary shares her poignant story, revealing how her success in sales was intertwined with personal struggles and the quest for fulfillment. Her recently published book, Destination Remarkable: Surviving the Dark Side of Success, explores these intricate facets, shedding light on the importance of inner healing, spirituality, and separating one's identity from external achievements. The conversation uncovers invaluable insights for high-performance sales professionals facing similar challenges, emphasizing the necessity of inner work for genuine success.

KEY TAKEAWAYS

• Success in sales can sometimes be a mask for personal struggles; acknowledging inner turmoil is crucial for true fulfillment.
• The pursuit of success can stem from a need to fill emotional voids or past inadequacies, leading to an insatiable hunger for achievements.
• Separating one's identity from professional accomplishments is essential for mental and emotional well-being.
• Spirituality and finding a deeper sense of purpose are instrumental in achieving true fulfillment and overcoming the dark side of success.

QUOTES

• "I had destination addiction because no matter how good my performance was, it was never good enough."
• "I was trying to heal inside of myself. And the success became the drug and the addiction and the hit felt great. The high, I wanted it all the time."
• "Our world focuses on the hustle and the grind, and the 'do whatever it takes to win' mentality. That's not transferable to any average person to pick up my playbook and do it."
• "I have been living my life so backward. My understanding of my worth, my North star, the source I'm plugging into. I got right there."
• "There's so much freedom on the other side of that, when we're not tied to that [external success]."

Learn more about Mary Grothe: 
LinkedIn: https://www.linkedin.com/in/marygrothe/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Sales can get complicated, especially for smaller or rapidly growing companies. Your sales process might seem like a maze, and disorganized data only makes it worse. Losing potential customers is frustrating and puts pressure on meeting targets. 

So how do you build or streamline your sales process? Where do you find the right sales talent?  And most importantly, how can you ensure this process becomes the foundation for your long-term success?

In this episode, our guest Dan Fantasia provides expert insights and actionable strategies to conquer these sales challenges head-on. He’ll also help unlock the potential of your sales team to ensure your business's continued growth and financial stability.  

Dan Fantasia has been in the field of sales recruiting since 1997 and founded Treeline in 2001. His exclusive focus on helping companies build world-class, elite sales teams has helped to change the lives of over 3,300 sales professionals. 

We discuss:

03:54 The Need for a Clear Sales Process before hiring salespeople.

06:46 What to Look for When Hiring Salespeople

08:27 Breaking down the 30, 60, and 90-day business plan/roadmap for success accountability.  

11:29 The difference between B2B and B2C salespeople

14:40 Onboarding Your Salespeople to Understand Your Core Customers

15:50 Focus on essential sales skills rather than technology when onboarding salespeople.

25:18 New sales hires should be held accountable to metrics but be flexible because adjusting takes time.

30:19 Prioritizing Sales Pipeline and Forecast Management for New Hires

31:02 Establish a sales process with set rules and accountability to ensure your sales reps are truthful. 

33:39 Actionable step

Resources:

Dan Fantasia, President and CEO, Treeline, Inc.

Website:
https://www.treelineinc.com/

LinkedIn:
https://www.linkedin.com/in/danfantasia/

LinkedIn:
https://www.linkedin.com/company/treelineinc

Twitter:
https://twitter.com/DanFantasia

Twitter:
https://twitter.com/TreelineInc

Facebook:
https://www.facebook.com/TreelineInc

Kathy Svetina, Fractional CFO:
https://www.newcastlefinance.us/

Blog post | How to Hire Top Sales People for Your Growing Business
https://www.newcastlefinance.us/listen/how-to-hire-top-sales-people-for-your-growing-business/

Twenty years ago, a couple, sat with their laptops at their house and launched a business. It was some uncharted territory, but they dove right in.  Who knew where they would be 20 years later. Still happily married, kids grown, business booming, over 60 employees and a strong commitment to community. An absolute success story. 

Jarrod and Alice explore the very essence of Nobel Studio’s sales success due to Jarrod’s focus and determination emphasizing the pivotal role that networking and relationship-building play in the process. It's not just about closing deals; it's about forging meaningful connections.

But that's not all! Jarrod shares the fascinating story of how Noble Studios discovered their niche in the competitive travel and tourism industry. Their journey to becoming an authority in their field is both inspiring and enlightening.

And what sets Noble Studios apart isn't just their business success – it's their commitment to giving back. Jarrod delves into the heartwarming impact of their philanthropic program, Noble Deeds, and how it's not just about profit but also about making a difference in the communities where they live.

This podcast episode underscores the profound importance of sales in fueling business growth. It's also a heartwarming reminder of the value of giving back to the community, making it an episode that's not to be missed. So, join Alice and Jarrod on this captivating journey as they share insights, stories, and the passion that drives Noble Studios to new heights.

Chapters

05:29 Starting the company and background of the founders

10:31 Founder-led sales and the value of effective communication

13:37 Investing in a high-octane sales person to scale.

19:14 Expanding in the Bay Area through referrals and relationships.

22:10 Growth and finding a niche

23:00 Asking what success looks like for clients

26:43 Decision to focus on travel and tourism industry

31:46 Starting Noble Deeds to give back to the community

35:30 CEO's role in sales as the company matures

38:23 CEO's involvement with existing accounts and triggers for involvement

42:30 Importance of proactive CEO involvement

About Guest

Jarrod Lopiccolo is the CEO of Noble Studios, a creative digital performance marketing agency. With over 20 years of experience, Jarrod has led Noble Studios to become a global company with a focus on building digital infrastructure and providing creative and performance marketing services. He is known for his leadership skills and his commitment to giving back to the community.

Social Links 

Connect with Jarrod Lopiccolo on Noble Studios official website:

Noble Studios | Creative Digital Performance Marketing Agency

Connect with Jarrod on LinkedIn:

(99+) Jarrod Lopiccolo | LinkedIn

You can learn more about and connect with Alice Heiman in the links below.

Connect with Alice on LinkedIn:

(99+) Alice Heiman | LinkedIn

Check out Alice’s website:

Alice Heiman - Alice Heiman

Paul Ohls is the Chief Revenue Officer at Sprinklr. He has had a successful career in sales leadership, working at companies like Aerotech, Ariba, NuScale, Zillent, Lattice Engines, Medallia, Fuse, tenfold, and now Sprinklr.

In this conversation with John McMahon, Paul shares his insights on sales leadership and the importance of hiring the right people. He emphasizes the need for intelligent, driven, and coachable individuals who can ask insightful questions and think critically. Paul also discusses the challenges of forecasting and the importance of focusing on the fundamentals. He highlights the value of understanding the customer's pain points and aligning the solution with their objectives. Additionally, Paul emphasizes the need for a strong pipeline and the importance of conversion rates in driving sales success.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:02:11] - Overview of Sprinkler and its purpose
[00:07:16] - Testing for key characteristics in potential hires
[00:24:23] - Focus on testing and optimizing fundamentals in the sales process
[00:30:06] - Enabling the team to have a realistic view of their forecast
[00:35:45] - Considering the stage of new deals and their likelihood of closing
[00:38:56] - Diagnosing reasons for consistently high forecasts.
[00:40:12] - Implicated pain and alignment with decision criteria indicate a committable deal.
[00:42:07] - Differentiating recruiting process through sales manager pipeline generation.
[00:44:35] - Using a simulation exercise to assess candidate skills and fit.
[00:54:40] - Key KPIs for decision-making: leading indicators and conversion rates.

ADDITIONAL RESOURCES

Learn more about Paul Ohls: https://www.linkedin.com/in/paulohls/overlay/about-this-profile/

Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJ

HIGHLIGHT QUOTES

[00:19:38]  "If you've done the right things and you truly are connected to a corporate objective, if you think about the concept of a value pyramid, those handful of things that are at the top of that value pyramid, oftentimes the things that the C level CEO has promised Wall Street, has promised investors. We aspire to go from X to Y. We are making acquisitions. We got to monetize those acquisitions, those acquisitions, these, these big things. If you have started there and your solution is you can make a direct correlation between what you are working with your champion on. To the inability of a company to deliver upon those things at the top of the value pyramid, the CFO meeting should be relative, like a relatively easy thing to do." - Paul Ohls
[00:55:34] “What we ask our leaders to do is we call it sales manager or sales leader PG. So we're asking pipeline generation. For those that don't know what that means. We ask sellers and other people in the ecosystem to dedicate time. To go build their pipeline on future deals, block out the world, spend your time doing this set of work in a defined period every single week." - Paul Ohls

How can entrepreneurs tap into their creativity to become more well-rounded and successful? In this episode, Marcia sits down with Susie deVille, speaker, author and Founder & CEO of the Innovative & Creativity Institute.

Building a business is hard work and Covid certainly didn’t make things easier; deVille offers insights on how to navigate uncertainty, make bold decisions, and build self-trust. Drawing from her own experiences and her book "Buoyant: The Entrepreneur's Guide to Becoming Wildly Successful, Creative, and Free," deVille emphasizes the importance of connecting to one's innate creativity and redefining the traditional notions of hard work. Through practical strategies and the power of inspiration, entrepreneurs can find success and freedom in their journey.

Susie deVille's impressive background in anthropology, publishing, investing, and coaching (just to name a few) is the perfect foundation for her discussion on creativity and entrepreneurship. Having faced personal and professional challenges, deVille has learned firsthand the limitations of the prevalent advice given to entrepreneurs. She challenges the notion that success can only be achieved through constant hard work and hustle. Instead, deVille presents a new approach based on creativity and self-expression.  

In this episode, deVille introduces practical strategies for entrepreneurs to tap into their creativity. deVille also introduces the concept of the five M's: morning pages, meditation, movement, moments of inspired learning, and making something. By incorporating these practices into their daily lives, entrepreneurs can unlock their creative potential, make bolder decisions, and foster success in their endeavors. This episode serves as a guide for entrepreneurs and angel investors looking to embrace their creativity and harness it for greater success and fulfillment in their business and personal lives.

To get the latest from Susie deVille, you can follow her below!

LinkedIn - https://www.linkedin.com/in/susiedeville/

The Alchemist

The Artist's Way

Buoyant Book Trailer

Buoyant Amazon Buy Link

Innovation and Creativity Institute website

Sign Up for Inspired!  (free, weekly newsletter)

The Sketchbook Entrepreneur Masterclass

Sign up for Marcia's newsletter to receive tips and the latest on Angel Investing!

Website: www.marciadawood.com

And don't forget to follow us wherever you are!

Apple Podcasts: https://pod.link/1586445642.apple

Spotify: https://pod.link/1586445642.spotify

LinkedIn: https://www.linkedin.com/company/angel-next-door-podcast/

Instagram: https://www.instagram.com/theangelnextdoorpodcast/

TikTok: https://www.tiktok.com/@marciadawood

ABOUT THE GUEST

Casey is a growth partner specializing in helping entrepreneurs build businesses exceeding $10 million in value. With a wealth of experience, he has founded, acquired, and invested in multiple small businesses, notably turning a $9,000 investment into a $40,000,000 portfolio. His journey wasn't without challenges, as he once experienced burnout when his business became heavily reliant on him. Determined to create businesses that could thrive without his daily involvement, he developed a proven process. Now, he assists entrepreneurs and business owners in scaling their ventures and freeing themselves from day-to-day operations.

Casey's process empowers entrepreneurs to regain control of their businesses, enabling them to focus on their most essential priorities. With over 100 successful case studies under his belt, Casey is a dedicated partner for those seeking to escape the daily grind, boost their business performance, and find more time for what truly matters in their lives.

SHOW SUMMARY

In this episode of Selling From The Heart, Casey Cavell emphasizes the importance of focusing on quality over quantity in sales. He advises salespeople to do less but do it better, rather than trying to do as much as possible. He suggests identifying the ideal prospects and following a targeted process to achieve better results. Casey also highlights the value of having a peer group or coach to challenge and inspire sales professionals. He encourages salespeople to love what they sell and understand why they sell it.

KEY TAKEAWAYS

• Focus on quality over quantity in sales.
• Identify your ideal prospects and follow a targeted process.
• Surround yourself with a peer group or coach for support and accountability.
• Love what you sell and understand why you sell it.

QUOTES

• "Do less better."
• "Don't make a hundred calls, but make 20 calls and make sure they are quality calls."
• "Figure out what sets you apart and have a strong selling proposition."
• "Build trust with prospects before asking for the sale."
• "Have a written plan and review it regularly."

Learn more about Casey Cavell: 
LinkedIn: https://www.linkedin.com/in/caseycavell/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

Mike is no stranger to our podcast, and we're delighted to have him back. As the Regional Sales Manager for Delta Defense, the service provider to the USCCA, Mike brings with him a wealth of knowledge in sales, partnerships, and sales leadership.

Today, we're diving deeper into some essential topics. We'll explore the idea that nothing is perfect on the first try. Success comes from continuous improvement, gaining both confidence and competence. We'll discuss how the path to mastery requires resilience, learning from mistakes, and a commitment to growth.

In this sequel episode, Mike shares his valuable insights on hiring an integrator, a role critical to business success.

So, stay tuned as we delve into these engaging topics with Mike F. Bauer. It's a conversation filled with wisdom, growth, and the pursuit of excellence in sales, leadership, and beyond.

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

Jon is an accomplished author, a master class instructor, and the host of an international comedy podcast. This diverse background demonstrates their deep understanding of sales and the ability to connect with people on a broader spectrum.

In today's episode, we're diving into a crucial aspect of success in sales - the mindset. Jon will share invaluable insights on how mindset can shape your journey in the world of sales. With their extensive experience, they'll provide practical tips and advice to cultivate a winning mindset, something that can truly set you apart in the competitive field of sales.

So, whether you're a seasoned sales professional looking to enhance your approach or someone just starting out in this exciting field, this episode is for you. Jon's expertise and passion for sales are sure to inspire and motivate you on your journey.

Stay tuned as we explore the power of mindset in sales with Jon Sarsone. Let's unlock the potential within you and take your sales career to new heights.

Connect with Jon here:
Saleswarriorinspire.com

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

Welcome back to another exciting episode of 'Building Great Sales Teams'! In today's installment, our host Doug dives deep into the essential aspects of nurturing a positive and vibrant culture within your sales team, with a specific focus on recognition and its pivotal role.

Doug's insights are not to be missed, as he brings a wealth of experience and knowledge to the table. He has a remarkable track record of creating thriving sales teams and fostering a culture that breeds success.

In this episode, you'll discover Doug's tried-and-true methods for building a culture of recognition within your sales force. Recognition is a powerful motivator that can significantly impact morale, productivity, and overall team dynamics. Doug will share practical tips and strategies for implementing a recognition program that truly resonates with your salespeople.

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."

Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.

SHOW SUMMARY

In this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.

KEY TAKEAWAYS

• Sales success comes from being good at selling yourself and building trust with customers.
• Find your unique selling points and focus on your very best prospects.
• Provide value and help customers improve their lives or businesses.
• Be willing to do things that no one else is doing to stand out in the market.

QUOTES

• "Sales success is not the result of being good at selling a product or service, but from being good at selling yourself."
• "You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."

Learn more about Kay Miller: 
LinkedIn: https://www.linkedin.com/in/millerkay/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

In today's episode, Alicia Lewis and I discuss the transition of going from being a successful corporate America executive to starting your own business. Alicia Lewis is currently the founder and CEO of Noble Partners, a Sales Consulting firm designed to work with early stage to mid- level companies to build out and evaluate their commercial sales strategy. Her sweet spot is health and wellness; as she previously helped create and develop the commercial sales business for Styku, 3D Body Scanning and most recently Therabody. Exercise and staying healthy is a personal passion of hers as well and most enjoys being outdoors with her fur family, lifting weights in her garage and taking Barry's classes on the weekend. She loves watching sports with her boyfriend as well as trying new restaurants and wine tasting across the world. 

You can find Alicia HERE

Support the show HERE for exclusive access and bonus episodes!

This is an episode that you do not want to miss!

PS: Interested in starting a podcast? I'm a HUGE fan of Riverside.fm! That's what I use to record all of my podcasts. They have amazing AI that helps me generate my weekly videos and I can't recommend enough. Click HERE to check out

Subscribe HERE for exclusive access and weekly bonus episodes!

Also, if you haven't already done so already, follow the podcast on LinkedIn HERE. I'm adding a bunch of bonus episodes to the feed and, if you're not following, there's a good chance you'll miss out.

Join 1K+ women receiving my weekly newsletter where I help YOU level up your recruiting skills, share market insights also with all the tips on how to recruit top talent HERE

Thanks for listening!

In this episode of Tech Sales Insights, Randy Seidl interviews Jill Harris, the VP of Sales at GoTo, to discuss how Jill leads her sales team with a growth mindset, which means embracing challenges, learning from failures, and constantly improving their skills. They also talk about how they use customer centric selling as their sales methodology, which focuses on understanding the customer’s role, problem, and solution. Jill reveals how they use GoTo as a tool to analyze their calls, get feedback, and improve their performance. She also mentions some of the latest features of gong that they love. In addition, they share some tips and insights on selling to different markets, such as American CTOs versus European CTOs, and how to find the ideal customer profile for their products. They also discuss how they generate leads through marketing campaigns, outbound calls, and partner referrals. Jill also shares some creative ways to get meetings at conferences without having a booth. This episode is full of valuable information and advice for anyone who wants to learn more about sales success in the remote work era.

KEY TAKEAWAYS

• GoTo: Remote and secure work solutions.
• Jill's career journey as a Sales rep to VP at GoTo.
• Growth mindset: Vital for sales success; coach reps accordingly.
• Customer-centric selling: Understand customer problems and solutions.
• Gong tool: Analyze calls, receive feedback, improve performance.
• Selling across borders: Build trust, rapport, solve business problems.
• Account scoring: Prioritize valuable opportunities.
• Lead generation: Marketing, outbound calls, partner referrals.
• Creative conference meetings: Without a booth.

QUOTES

• “This is our profession, and you need to get better each and every day. If you don’t keep working on your skills and constantly tweaking, you’re going to become stale.”
• “A lot of assumptions are made in sales where you think you understand the problem, but you really need to validate that with the customer and make sure that you understood it correctly.”
• “Time is money. It really is. And so you need to do it quickly. And especially for leadership, where you’re trying to quickly dive in and read the high level notes.”
• “80 percent of your revenues come from like 20 percent of your accounts and you need to find out which ones those are.”
• “At these events, people want to talk to people. And so it is only an elevator pitch, getting curious, just striking up conversation.”

Find out more about Jill Harris in the link below:

• LinkedIn: https://www.linkedin.com/in/jill-harris-549b052/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/