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enMarch 28, 2022

Cold Calling and the Perfect Pitch

hen it comes to sales pitches, most people think of manipulation and persuasion. This simply isn't the case. A great sales pitch is about making a connection. It’s the process of bringing a prospect into the conversation, getting to know their goals, and helping them find a solution to their problem. The best salespeople know that having a well-crafted sales pitch can make the difference between making a sale and losing a customer. How can sales professionals create a pitch that gets prospects engaged?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about cold calling and the perfect pitch. They will speak about what makes a cold calling pitch different from a classic sales pitch, Rusty’s thought process for creating the perfect sales pitch, and how salespeople can be very good at delivering pitches.

Steps to writing the perfect sales pitch:

Acknowledge the interruption.
Validate the prospect’s role.
Do a quick introduction about your company.
State your intention.
Go right into questions.

Enjoy!

In This Episode

01:46 - What makes a cold calling pitch different from a classic sales pitch

03:59 - Ron's first experience with sales and doing a pitch

07:39 - To script or not to script when selling

10:12 - Rusty's thought process for creating the perfect sales pitch

24:13 - How to get prospects to show up after setting up an appointment

27:33 - How salespeople can be very good at delivering sales pitches

Favorite Quotes

32:26 - "Don't become a clone. Don't become your boss. Don't become the top rep on the team. Be you, but be prepared on what you should say and follow these principles. Make sure you master the principles we put down. The principles stay, your personality comes in and it's applied to this framework." - Ron Halbert and Rusty Jensen

08:31 - "The reason that salespeople are in the top earners at most companies is that it requires more. It requires human connection, the ability to connect with other people." - Ron Halbert

15:59 - "One of the things that'll beat down a salesperson is having a lot of negative interactions with people where people are aggressive and mean to you. And if you don't acknowledge that you interrupt them and you don't go right to validate their role, you're at risk." - Rusty Jensen

29:01 - "If your company is not facilitating a situation where you can embarrass yourself and do role plays, facilitate them yourself. Find ways. Get with people on your team, schedule meetings, do pitches in front of them, and allow them to correct you. Take it with a grain of salt and just make yourself better." - Ron Halbert

31:40 - "You've heard us talk about authenticity. You've heard us talk about character. You've heard us talk about communication. All of this is designed to humanize who you are. All of it is designed for you to be yourself. That's why we want diversity in our sales organization because we know that different people are going to connect with different types of people." - Ron Halbert

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The Sales Prescription on LinkedIn

enMarch 21, 2022

Authenticity - The Secret to Successful Selling: Guest Jairus Oliver, Director of Sales Enablement at Replicant

Sales is all about connection. It's about connecting with customers and establishing trust. And the best way to do that is by being genuine and authentic. Customers can see through a fake persona, and they will be less likely to do business with you if they don't trust you. Customers want to connect with the person behind the product or service. They want to feel like they are buying from a real person, not a faceless corporation.

In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Jairus Oliver. They will talk about how Jai developed a sense of reading people, why being authentic matters in sales, and how trust affects a salesperson's ability to sell or enter into a sales process.

Jairus Oliver is the Director of Sales Enablement at Replicant, a company that develops AI-powered technology and provides always-on support to resolve customer issues quickly and naturally over the phone using Voice AI. He created the company-wide sales enablement strategy from scratch along with supporting stakeholders across Sales, Pre-Sales, Product, and Services.

Enjoy!

In This Episode

01:25 - How Jai developed a sense of reading people

03:50 -The Lightsaber scale: What it is and how it can be used to measure people

07:43 - How Jai defines the word authentic

11:38 - Why being authentic matters in sales

16:16 - How trust affects a salesperson's ability to sell or enter into a sales process

23:11 - Why diversity is beneficial for a sales team

24:07 -A real-life example of Jai applying the principles of mirroring and paraverbal communication

34:26 - The key to trust

35:14 - Jai's perspective on using curse words in the workplace

Favorite Quotes

22:32 - "You have to accept this fact, if you are authentic, if you are you, there will be people that do not like you, plain and simple. If you're comfortable with that, then you're comfortable with everything. That's the key, the secret sauce." - Ron Halbert and Jairus Oliver

07:53 - "Authenticity to me is being who you are, but you're never afraid to be who you are." - Jairus Oliver

12:51 - "Trust is the main factor in sales. Because if you can get someone to trust you early in the sales cycle or early anywhere, people are buying the messenger not the message." - Jairus Oliver

13:41 - "The definition of trust is where character and competence combine. If I believe that you are competent, if I believe that you know what you're talking about, then I'm willing to listen to you." - Ron Halbert

34:26 - "The key to trust is to be trustworthy. Just be a good person. Don't try to screw people over. Just try to be decent to people. You can still make millions of dollars and be very, very successful in this world and be a decent person at the same time. You do not have to choose one or the other." - Ron Halbert

42:04 - "Try to be you because people can tell when you're trying to be someone else. It forces them to see you as an entity. It doesn't allow them to see you as a person. So, take some time intrinsically. Think about who you are when you're with your friends, when you're with your spouse, when you're with your family and try to let that come out as you communicate with others." - Ron Halbert

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enMarch 14, 2022

What To Do With All That Money?

It is common for people to think that building wealth is all about earning more money. Although this is definitely part of the equation, spending habits and debt are equally important. These are powerful forces that drain your finances. Too often, making more money is a trap that leads to lifestyle inflation. What can you do to break the cycle and build wealth?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what most salespeople find most exciting about their job, the money. They will discuss how Rusty developed a deep understanding of finance, his wealth-building strategy, and how to break the spending addiction.

Enjoy!

In This Episode

01:36 - What makes Rusty different from other leaders when it comes to financial leadership

04:29 - How Rusty developed a deep understanding of finance

11:13 - How Rusty influenced Ron's financial journey

12:05 - The key to breaking the spending addiction

18:46 - Rusty's advice on managing finances effectively

22:17 - Ron's story about Rusty and his Corolla

26:33 - Rusty's wealth-building strategy

34:37 - Why paying off debts plays a crucial role in building wealth

Favorite Quotes

19:48 - "You cannot out earn a lack of discipline, you cannot. You cannot make enough money to be able to go through and survive this force of taking your money away, you can't. You have to change your behavior. You have to develop discipline if you want to build wealth." - Rusty Jensen

04:01 - "There are too many people who live in a situation where people can't make the choices they wanna make. They can't do the things they want to do because they feel trapped doing a job. They live in this quiet desperation where they have to perform, they have to do this job, they have to do this thing and they can't do what they really want to do. They can't let their passion come out because they're trapped." - Rusty Jensen

12:14 - "This is a powerful principle; we are not spreadsheets. You and me, we are not robots. We are not cold calculators." - Rusty Jensen

12:52 - "If you want to build a great career, it takes time, investment, work, education, discipline, and things that you learn that actually lead to that outcome. It doesn't just happen." - Rusty Jensen

15:53 - "You have this need to be able to spend. You cannot underestimate that force. How do you break that? You have to go through a process, a disciplined process of controlling your money, changing your behavior, and cultivating your psychology to actually be able to influence true control over your money. You have to have accomplishments to build up that strength because you're a human, not a spreadsheet." - Rusty Jensen

27:15 - "When it comes to building wealth, it really is about being able to free up your income, pay off debt, and save." - Rusty Jensen

37:16 - "Use your income as a salesperson that builds your wealth, use it to become great. Use it in the future to be able to do what you really want to do for your family." - Rusty Jensen

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enMarch 07, 2022

How To Stay Motivated In Challenging Times

It can be difficult to find the power to keep going when times get tough. At some point in our lives, whether in our professional or personal lives, we have felt like giving up. It's during these challenging moments that it's essential to keep motivated in order to move forward.

But when it comes to motivation, there is no one-size-fits-all solution. What motivates one person may not motivate another. However, there are certain things that are universally motivating, and knowing your 'why' is one of them. Knowing your purpose makes it easier to stay motivated, and motivation awakens inner strength and power.

Believe it or not, your inner strength is a powerful tool that can help you achieve anything you set your mind to.

In today’s episode, Rusty and Ron are joined by Craig Terry, Director of Medicare Sales at GoHealth. They will talk about the many ups and downs of Craig's personal and professional career, how inner strength can accomplish the impossible, and how knowing your motivation can help you reach your full potential.

Enjoy!

In This Episode

3:33 - The many ups and downs of Craig's professional career

07:06 - What drove Craig to bring himself back to a peak point

09:00 - What you believe is what you will achieve

11:44 - An event that shook Craig's world but never let him down

16:50 - How to become a leader who pushes people to reach their full potential

19:51- Craig's leadership philosophy

25:18 - The power of inner strength to make impossible things possible

27:49 - Success stories about people who were able to tap into their inner selves

31:16 - Craig's advice on how salespeople can tap into the reservoir of motivation and pull themselves up

Favorite Quotes

32:29 - "Always figure out what your motivation is and then just don't give up. Don't let things that come in your way, be in the way. I firmly believe that we can do whatever we want to do. You just have to do it. Just find out that grit, that inner thing that you have, that's gonna separate you from everybody else." - Ron Halbert

06:32 - "Sales career in life is just like a river. Sometimes you're going through rapids and you got to hang on, you gotta face the storm and just do what it takes to make it through. Other times you're floating along, getting a suntan. It just all boils down to what your motivation in life is." - Craig Terry

06:55 - "Life is just a series of ups and downs. And you have to hope that you have more ups than downs. But when you are down, you need to climb your way out. You need to get your way back up." - Ron Halbert

07:47 - "You have to believe that you can do better. You have to believe that you can be in a better spot than you're in right now. And it's that internal belief that I can do better than this. I just have to find a way to do it." - Craig Terry

08:21 - "People don't realize what human potential is. We have the potential to do unbelievable things. But the people that actually show that potential are the people that believe that they can." - Ron Halbert

11:04 - "To get people to become motivated, sometimes they have to dig deep. They kind of have to have grit and they have to dig deep into a reservoir to kind of pull up who they really are. And sometimes it takes traumatic events for that to come out." - Rusty Jensen

18:02 - "There are core things within people that drive them and motivate them. You just have to be able to understand how to lead somebody from within themselves. You can't lead them from outside. You have to lead them from within." - Craig Terry

26:51 - "Human beings can do anything they want to do if they just tap into that inner strength." - Craig Terry

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enFebruary 28, 2022

Outbound Calling Is Dead - What's The Best Way To Reach Customers Now?

Is outbound calling dead? This is a question that has been asked a lot lately. With the rise of new technologies and generational changes, many people are turning to other methods of communication, such as email and social media. Outbound calling used to be one of the most popular ways to reach customers, but is it still a viable option? What steps can be taken to maximize success with outbound prospecting?

In today’s episode of The Sales Prescription Podcast, Ron and Rusty are joined by Derek Keller. They will dispel the myth that outbound is dead and discuss what premier outbound is as well as how prioritization should be done when prospecting.

Derek Keller is the VP Global Business Development at GoTo (formerly LogMeIn), a flexible-work provider of software as a service (SaaS) and cloud-based remote work tools for collaboration and IT management.

Derek is a phenomenal sales development leader. Prior to joining LogMeIn, he has worked at great companies like RingCentral and run sales development organizations at Talkdesk and Weave. So, a lot of software companies that have been very successful are due in part to the work Derek has done.

Enjoy!

In This Episode

02:36 - Derek's perspective on the movement, Outbound is dead

04:04 - What dead means when it comes to prospecting

08:07 - What premier outbound is and how it differs from what is dead

12:47 - Why multi-threaded prospecting is essential

15:10 - How account-based marketing and account-based prospecting can be successful

16:54 - What small companies can do to make a big impression

20:36 - How prioritization should be done when cold calling

26:44 - Maximizing success through a balance between micro marketing and prospecting

29:14 - How salespeople get sucked into the trap of too many leads

Favorite Quotes

32:47 - "Making a thousand phone calls a day to random lists that convert at super low percentages, that's dead and it should be. The idea is, outbound is alive and well when it is targeted." - Ron Halbert

14:46 - "As salespeople, we want to get on the phone. That's the value that we actually provide. It's our ability to talk to people, connect with them, help them feel comfortable, and help them feel that we're competent to help build trust." - Rusty Jensen

18:32 - "Smaller companies that are aggressive when they do a really good account-based prospecting program, it allows them to really show presence in those accounts and it makes them feel like they're really well established." - Rusty Jensen

32:16 - "Phone calls have to be made. You will not be successful as a prospector over long periods of time without phone calls. You can do the spray and pray mentality but that's not scalable. What's scalable is targeting." - Ron Halbert

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enFebruary 21, 2022

The Six Essential Elements of Communication - Part 2

It's no secret that communication is one of the keys to success in any career. The same goes for sales professionals. In order to sell effectively, salespeople need to be able to communicate with their clients in a way that builds trust and rapport.

Have you ever wondered why some salespeople are more successful than others? It may not be entirely due to their ability to sell. In fact, paraverbal communication may play a larger role than you think. This type of communication happens when you use your voice to convey meaning, and it's more than just what you say.

Today’s episode of The Sales Prescription Podcast features the second part of the topic on communication. As Ron and Rusty continue their conversation on paraverbal communication, they discuss six essential elements - volume, tone, smile, mirroring, silence, and subtext. They will explore how these elements play a crucial role in the success of salespeople.

Enjoy!

In This Episode

01:41 - One of Rusty and Ron's favorite high school moments related to paraverbal communication

8:37 - Why the volume of voice matters when trying to connect with people

15:31 - Why doctors are excellent examples of people with an even tone

18:47 - How even tone portrays expertise

19:37 - How the tone of voice can be used to emphasize a product without attacking its competitors

22:30 - The power of a smile

25:49 - The psychology of mirroring and why it is important in sales

30:18 - Why mirroring does not imply manipulation

32:52 - What makes silence important for salespeople

36:30 - How subtext can help you in your sales career

Favorite Quotes

00:01 - "You can hear a smile. And if I'm selling to someone that's in this negative frame of mind, and I bring a smile, I bring positive energy to them and they feel that positive energy, they want to internalize it, and really they're gonna want more of it. And so they're more likely to keep you on the phone. They're more likely to engage you in conversation, but it also helps you come across as a human." - Ron Halbert

9:45 - "When you're trying to connect with another human, they need to see you as they see themselves as a real, authentic, and honest person. And what you're doing when you use that telemarketing voice is you're dehumanizing yourself." - Ron Halbert

13:33 - "Lowering your volume has so much power. In fact, when we talk about public speaking, it carries power as well." - Ron Halbert

15:23 - "Using a lower volume will make you come across as more natural, honest, and genuine when speaking to others." - Ron Halbert

19:00 - "Even tone is what portrays confidence and expertise in what you're discussing because people tie that even tone of conversation to, 'you're an expert, I trust you'." - Ron Halbert

19:50 - "You shouldn't ever talk poorly about your competitors. You shouldn't ever speak negatively about others to a prospect, to a candidate, or anything else. It's important though, that when you talk about the competitor, you can use a tone to emphasize that your product might be better without saying that your product is better." - Ron Halbert

24:36 - "You have the power as a person to make other people happier, to make other people more positive, and to bring joy to someone else's existence. We have that power simply through a smile and simply through being positive with other people around us." - Ron Halbert

28:13 - "This is something that is built into humanity, this desire for connection. We are and always have been a tribal people." - Ron Halbert

33:15 - "I feel like a lot of salespeople are extroverts. A lot of them love to hear their own voice. They love to be the talkative person in the room. And that's what comes naturally to them. But you do need to shut up at times. There are times that you need to just keep your mouth closed and listen." - Ron Halbert

35:12 - "When you're talking to someone and you ask a question or you make a statement, when you use silence, you can actually put the ball in their court and you can actually encourage engagement." - Rusty Jensen

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enFebruary 14, 2022

Communication: How to Build Rapport and Trust in Sales - Part 1

Sales is all about communication. It's the process of understanding a customer's needs and desires and then helping them find the best possible solution. In order to do this effectively, you need to be able to communicate with your customers in a way that resonates with them. This means being able to build a rapport and establish trust.

Successful salespeople understand the importance of communication. Their ability to communicate clearly, confidently, and portray themselves as experts in their field sets them apart from other salespeople in the organization.

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about the importance of communication in sales, its key components, and how learning this skill can help salespeople succeed.

Enjoy!

In This Episode

00:41 - Why communication is extremely important in the sales industry

2:12 - How Ron developed his great communication skills

5:34 - The 3 components of communication

7:02 - The power of nonverbal communication

10:46 - One of the biggest mistakes salespeople make when trying to sell

11:53 - How Ron coaches sales reps to be more effective

14:13 - How paraverbal communication works

20:08 - The essentials of paraverbal communication

23:22 - Why the speed of speech matters in a sales process

26:57 - How intonation affects the receptiveness of prospects

Favorite Quotes

12:25 - "People can feel when you are authentic, when you are real, and when you are raw with someone. People can feel that. And they like it because they want to be real. They want to be with real people. They don't want to see this fake version of the salesperson stereotype of who you are. They want to know who you actually are." - Ron Halbert

1:28 - "When it comes to sales, there are certain cues that are given by salespeople that make people feel uncomfortable. They make them feel like they're going to get sold or they're walking into a trap. There's this stereotype of how salespeople interoperate and how they act." - Rusty Jensen

2:43 - "There's not a lot of great communicators out there in the world. And when you find a really good one that can create connection quickly with people and clients, that is a special person to find. Now what you need to do as a leader is you need to know how to coach communication, how to teach it, and how to make people better at it. Not only is it a learned trait, but it's also something that no one's perfect at." - Ron Halbert

7:21 - "Nonverbal is one of the best and most efficient ways to communicate feeling. And feeling is a huge part of communication and connection." - Ron Halbert

18:34 - "The fear of rejection is why we put on our fake faces. Because if someone rejects the fake version of me, doesn't hurt as bad. But when I'm trying to be real, authentic, and genuine with someone and I get rejected, it's going to hurt because you presented who you are and they rejected that person." - Ron Halbert

23:27 - "Reps are not trying to be untruthful, they're not lying. They're not trying to communicate information that they don't necessarily believe, but it's picked up that way because they talk quickly." - Rusty Jensen

30:00 - "So we would recommend that you end every sentence in a downward intonation when first meeting someone. That will portray confidence, that you know what you're saying, and that you are an expert in what you're discussing. That what's going to help lend the level of trust in you." - Ron Halbert

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enFebruary 07, 2022

Ep 9: Faith is Equal to Freedom with Dr. Julie Shaw

Instagram: @dr.julieshaw

Hello I'm Grieving

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Website: www.helloimgrieving.com

Lead Different Consulting

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enFebruary 02, 2022

What is Highly Effective Sales Culture? With Craig Wendler, Director of Business Development and Lead Generation at LiveVox

When it comes to the success of a company, many factors are at play. One of the most important is the positive culture of the organization. It’s a culture where everybody strives for the same goal, wants everybody to succeed, and celebrates each other’s successes. While creating a positive culture can be a challenge, how can leaders foster this culture at work?

In today’s episode of The Sales Prescription Podcast, our guest, Craig Wendler talks about the impact of positive culture in the organization, how to create it, and why it is important to foster a positive culture in the workplace.

Craig Wendler is the Director Of Business Development and Lead Generation at LiveVox, a next-generation contact center platform that seamlessly integrates omnichannel communications, CRM, and WFO capabilities to deliver an exceptional agent and customer experience while reducing compliance risk. He joined LiveVox for the challenge of creating scalable business development efforts across the organization.

Craig is highly effective at planning, developing, and executing business strategies under challenging market conditions. He is a high-energy leader with distinctive people skills and knows a ton about building a great culture.

Enjoy!

In This Episode

3:19 - How Craig values culture in the organization

4:04 - Why business leaders should hire for culture

5:49 - How Craig defines a good and positive culture

8:12 - What it means to have a healthy and positive competition

14:56 - Craig's hiring process for a positive culture

16:43 - The concept behind the theme 'LiveVox's way'

18:15 - How Craig keeps the company culture strong

20:38 - How negativity breeds more negativity

24:02 - How to break the vicious cycle of toxicity in the workplace

24:55 - How Craig deals with top performers but are aggressively competitive

30:12 - Craig's advice to salespeople on how to contribute to a culture and be a team player

Favorite Quotes

15:40 - "And you look for, is this person gonna be a force for good inside of my organization because we're hiring people that we know can perform, but I'm looking for more than that. What can they do to help the rest of us elevate. High tides raise all boats and I'm looking for those people that are going to drive those things up by really understanding what more can they contribute besides those numbers." - Craig Wendler

3:43 - "It's important to me to create an environment with which people can thrive, where they feel they belong, that they feel like they're important, that they're valued, that their opinions matter and they can actually make an impact on the organization." - Craig Wendler

4:03 - "If you're a leader, it should be a conscious decision for you to hire for culture. You should be looking for people that are great team players. You should be looking for people that are highly recommended by their peer at a former company." - Ron Halbert

5:52 - "A positive culture is one that celebrates success. I think a really positive culture has a lot of healthy competition. A positive culture is one where everybody is striving to the same goal together and they're willing to take everybody with them. It's a culture of wanting to see everybody else succeed. It's a culture of seeing people accomplish goals, get promoted, move up and on. And everybody celebrates those successes." - Craig Wendler

20:48 - "One of the only things in life that get bigger, the more you give it away is emotion." - Ron Halbert

21:16 - "Don't be the person in your organization that brings negativity. There are good things and there are bad things that happen every single day. There's a proper way to handle negative things." - Ron Halbert

24:08 - "The way that I view the problem is, the problem is the problem and people are solutions to the problem. But if you look at the person like that person is the problem, you create a vicious cycle of toxicity that is very hard to back out of." - Craig Wendler

27:01 - "It's your responsibility as a leader to make sure that it (your company) is a safe place for everyone to work and to make sure that the people that work for you can accomplish their goals. And if they're in a situation where they're going to work and they're dreading it because of someone that they work with that brings constant negativity, it's your responsibility to change that." - Ron Halbert

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enJanuary 31, 2022

How To Master the Art of Presentation with Tony Glick, Channel Sales Director at NICE CXOne

Most people believe that they need to be born a natural salesperson in order to excel in the world of selling. This is not true at all. The art of selling is not something that is natural, it's something that people have to learn. Anyone can become a salesperson, but becoming a great salesperson is not something that just happens. What does it take for anyone to master the art of selling?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Tony Glick, Channel Sales Director at NICE CXone, about what it takes to be a successful salesperson, how delivery of message matters in sales, and why delivering a product the right way has no shortcuts.

At NICE CXone, Tony is responsible for the overall direction, strategy, and leadership of the 7 Inside Partner Managers and 8 Sr. Channel Managers. The team covers all partners for NICE inContact in the US and Canada.

Enjoy!

In This Episode

1:35 - The driving force behind Tony's decision to become an entrepreneur

6:27 - What Tony's life was like in Central America

8:41 - The defining characteristics of a successful salesperson

13:48 - How confidence and passion can be translated into sales skills

21:05 - How anyone can become a good salesperson

22:51 - Why 'message delivery' matters in sales

27:35 - Why delivering a product the right way requires no shortcuts

Favorite Quotes

28:37 - "Honestly, what people have to realize is if you believe in yourself, if you have the motivation, doing it the hard way and delivering it the right way is going to bring you better rewards. You're gonna get referrals from that person. There are so many added benefits to doing things the right way that are unforeseen. You can't foresee the added benefits that come." - Ron Halbert

14:02 - "Nothing comes easy. You don't wake up and be a salesperson. You got to read books, you got to study. You got to obsess over the craft to actually earn the right to be confident and have belief in something." - Tony Glick

19:48 - "If you at some point, when you're trying to develop a new craft, and you don't end up dreaming about that craft or you're not pitching inside of a dream, you're probably not working or obsessing enough over that craft." - Tony Glick

21:05 - "I don't think there's anybody that's necessarily born a salesperson. This is why anybody can step into sales. Enough work is put in, you can be great at anything. You obsess over something, you're going to rise at whatever you do. It doesn't matter who you are, what your personality is. You'll figure it out if you put enough time and work into it." - Tony Glick

25:00 - "The biggest mistake some salespeople make is they want the deal closed. They want out. And a lot of times you leave a huge mess if you just think like that." - Tony Glick

31:20 - "Sometimes you get these deals that seem really easy and everything seems right. And those are the ones that end up sometimes becoming a disaster. Some of the best friends that I've developed over the years have been through hard negotiations. The ones that have gone sour usually seem like it was an easy entry. But when time is taken and it's hard and everybody's looking at everything usually develops good friendships." - Tony Glick

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enJanuary 24, 2022

Sales Leadership: How To Get Promoted

Promotion is a topic that comes up often in the workplace. It's seen as the holy grail of professional advancement, and it can be something that people spend their whole careers striving for. Promotions are sometimes considered to be an end-goal or even a goal in itself. However, getting promoted isn't something that happens overnight. How can employees know that they are going in the right direction to get promoted?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk about what it takes to get promoted, how leaders play a vital role in the advancement of their people, and why leaders and their teams alike need each other's support.

Enjoy!

In This Episode

2:10 - What it takes for someone to be promoted

7:24 - How Ron acknowledges performers

8:27 - The role of sales leaders in the promotion process

10:22 - The dark side of some leaders

16:37 - Rusty's advice to sales reps who want to be promoted

23:35 - The challenge of becoming a leader of your peers

26:21 - How leaders can help their people advance

29:32 - How leaders and employees can support one another

Favorite Quotes

22:52 - "Look at Ron Halbert, did he become a leader from when he was a sales developer? No, he was building processes, creating systems, leading people, and developing relationships. When you want to get promoted as a leader over your team, do you know how you do that? You have your team say, 'I want to work for him/her. She's the best. That's who I want to work for because she helps me.' That's what you want." - Rusty Jensen

2:39 - "We do not live in a culture where people are okay in one position for 30 years. It's different now than it was back then. And if you don't realize that as an employer or as an organization, then you're sorely mistaken. There needs to be career progression. There needs to be a career path." - Ron Halbert

8:27 - "Good sales leaders that know how to help their people to get promoted actually are 'as involved' in the conversations and the promotion process as the person who's trying to get promoted." - Rusty Jensen

9:50 - "Don't do yourself a disservice by going to a hiring manager and asking, I want to be promoted or I want to interview for this position. If you're an underperformer, don't hurt yourself." - Ron Halbert

20:37 - "When you create time in your job because you become efficient, use it to build the skills for the next position. Learn what that job is and start studying, learning, and doing it." - Rusty Jensen

26:35 - "You (leaders) need to build programs. You need to build certifications where you are making your reps the best candidate for the next position." - Ron Halbert

30:06 - "Leaders really need people who will line up, follow them, support them, and help them. It doesn't have to be like a lonely position where you're dictating to people. People need to work together, collaborate, and work to accomplish a goal. And as an employee, you've got to be able to get behind your leader, show a high degree of loyalty, support the plan, support the vision, participate in the conversations, really get behind them, and help facilitate it. Genuinely not fake. You're not gonna get promoted unless you get pulled up." - Rusty Jensen

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enJanuary 17, 2022

Pardon The Interruption: Mastering Cold Calling with Matthew Lampros, CEO of Sellemental, Inc

Prospecting is one of the most important tasks for any salesperson, but it can also be the most challenging. Effective prospecting not only gets you in touch with potential clients, but it helps you develop a relationship with them and understand their needs before they know they need something from you.

Today, it seems that dialing is a thing of the past. However, there's still no substitute for a human connection despite the advances in technology. The effectiveness of a live conversation with someone on the other end of the line is unparalleled. How can cold calling effectively help salespeople reach their goals?

In today’s episode of The Sales Prescription Podcast, Rusty and Ron talk with Matthew Lampros, CEO at Sellemental Inc., author of top-selling books at Amazon, and a cold calling expert for closers.

Matt chats with Rusty and Ron about sales development and pipeline generation, his strategy for coaching people, and why calling is still the best way to connect with people. He will also provide great tips and advice that salespeople can use to close more deals.

Enjoy!

In This Episode

2:57 - Matt's strategy for coaching people

6:32 - Why dialing is not dead

8:49 - Mastering the art of prospecting

11:58 - How Matt qualifies prospects

13:25 - How Matt gets people to connect with him

18:39 - The two words salespeople should never use at the front desk

20:19 - The golden hour to make a call

23:56 - How Matt helps reps get people to say yes

28:49 - The number one selling strategy pre-COVID

31:02 - How the tone of voice conveys authenticity

Favorite Quotes

00:01 - "What they're saying is, are you worth my time or are you a waste of my time? If they get even an inkling that you're worth their time that having a conversation with you in the future will be valuable, they'll take the meeting. So your focus needs to be, how do I convince people that I'm worth their time? And when you tell that to almost every salesperson, they immediately make a switch in their approach. They know what to do to tell people, I'm worth your time." - Matt Lampros

3:50 - "From a business perspective, I learned pretty early that a one call close is the best, most inexpensive thing I can do as a company. And that comes from word of mouth or from repeat buyers. When you make your customers really happy, then they buy from you again or they tell other people about you, you have a one call close." - Matt Lampros

7:09 - "I don't think dialing is dead. The number one tool everyone uses for business is the phone, whether we're looking for a connection or not. We've got a hundred years of experience picking that thing up." - Matt Lampros

11:33 - "Every hour you spend on perfecting your list is much more effective than hours asking these questions to individuals on the phone trying to qualify them." - Matt Lampros

18:39 - "Every salesperson says something like 'available' or 'in', those two words are the worst. If you say the word available at the front desk, you will not get through. Get rid of that word." - Matt Lampros

28:13 - "Think the way they (prospects) think. They're not thinking about your company, they're thinking about themselves and whether or not they're going to gain value from a few minutes with you. And if you can approach them that way, I'm worth your time, they'll give you the time and then you can have the door open and then you can go sell." - Matt Lampros

Engage with Matthew Lampros

Matthew Lampros Books on Amazon

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enJanuary 17, 2022

Tips for Effective Prospecting: Customer Profiles

Every business needs to know who their ideal customer is in order to grow. When you have an ideal customer profile, it becomes much easier to make decisions about your marketing strategy and product development. It is a powerful tool that can help guide your business in the right direction.

It can be challenging to figure out who your ideal customer is. But luckily, Rusty Jensen and Ron Halbert have prepared a prescription to help individuals and organizations create their ideal profile of a customer.

In today’s episode of The Sales Prescription Podcast, Rusty and Ron discuss in-depth the key aspects of prospecting from a B2B perspective, why customer profiling is the foundation to effective prospecting, and how the salespeople's success should start at the leadership level.

The key aspects of prospecting:

Market profile
Account profile
Contact profile

Enjoy!

In This Episode

2:16 - Why getting caught up in the numbers game when prospecting hurts salespeople

3:23 - Ron's story about how working hard in the wrong direction is demoralizing

6:04 - How the sales machine is similar to an actual engine

7:34 -The three aspects of prospecting from a B2B perspective

8:38 - The most important aspects of building a market profile

10:55 - What new sales reps need to do to sell their products

13:41 - The power of ‘intent’ when it comes to sales

17:55 - How to decide which persona to target within an account

22:11 - How to determine if you have targeted the right account, market, and contact

23:56 - Why data is important from the sales perspective

27:14 - How ‘the sales prescription' works for both individuals and organizations

Favorite Quotes

9:33 - "So it's not to say that you can't pursue any market. But when you look at your customer base, you'll start seeing these trends of which markets are actually fit. And then one of the things you have to avoid is this temptation that comes from scarcity to try to go after everybody. And you can, you just have to do it in order of priority. That's a secret sauce." - Rusty Jensen

21:51 - "You do not want to be working super hard, running the wrong direction. You're not going to finish the race running in the wrong direction. So you want to make sure that you're directed in the right way." - Ron Halbert

26:29 - "If you don't set your people up for success, you're doing the opposite. And so all this profiling that happens, there are tools out there that can do it. But it should happen at a leadership level. A rep should be able to walk into work and know exactly what market, what account, and what contacts they should be targeting because that should have been built out for them." - Ron Halbert

27:14 - "The sales prescriptions we're writing here, they're for you and they're for organizations. We want you to have the kind of skills where you can be thrown into any pond and you can swim. But what we also want to do is help clean up the pond." - Rusty Jensen

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