In this week's episode, we delve into the evolution of prospecting tools and techniques, while underscoring the timeless principles that drive successful outreach endeavors. Tom emphasizes the significance of cultivating the right attitude, anchoring on a firm belief in the value one brings to the table during prospecting interactions. He advocates for a holistic approach to outreach, incorporating various channels such as cold calling, email, networking, and more to effectively connect with prospects in today's dynamic landscape. Throughout the conversation, Tom sheds light on the optimal behaviors and cadence for prospecting, stressing the importance of striking a balance between persistence and respect for the prospect's time and preferences. Moreover, he explores the role of automation in streamlining the prospecting process, while cautioning against the pitfalls of impersonal, spam-like messages. Join us for an insightful exploration where Tom offers invaluable insights and actionable strategies for sales professionals aiming to excel in prospecting amidst the ever-evolving digital landscape of 2024.    Timestamps  0:14 Prospecting in 2024 with Tom Nation from Sandler UK. 1:21 Prospecting strategies for 2024. 6:51 Prospecting and Assertiveness in Sales. 14:57 Sales prospecting, automation, and cadence. 20:31 Using automation in sales while avoiding spammy messages. 23:30 Prospecting strategies and tools for sales success. 29:53 Sales techniques, mindset, and personal development.   Key Takeaways  Building a prospecting plan and consistently following through with daily and weekly actions is crucial for success. A multi-channel approach to outreach, including cold calling, email, networking, and more, is necessary to reach prospects effectively. Personalization and finding relevant triggers for engagement are key to standing out and building meaningful connections with prospects. Automation tools like HubSpot and ZoomInfo can help streamline prospecting efforts and manage relationships with prospects. Setting aside dedicated time for prospecting and blocking it off in your calendar can help maintain focus and consistency.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================  

This week, tune in as Dr. Courtney McCaslin delves into the intricacies of building the sales force of the future. Dr. McCaslin underscores the critical balance between leveraging technology and data while understanding human psychology and behavior in sales. In this enlightening discussion, she emphasizes that while natural talents hold significance in sales, competencies and skills are paramount in driving success. The episode also touches upon the significance of personalized learning journeys for salespeople. Aligning individual talents and competencies with the broader business strategy is emphasized as a means to maximize sales effectiveness. Dr. McCaslin advocates for tailored training and coaching to address skill gaps, thereby unlocking the full potential of sales teams.   Furthermore, the discussion delves into the art and science of selling, emphasizing the importance of specific behaviors and competencies in driving consistent sales performance. While natural talents are valuable, the focus on developing both natural abilities and learned skills is highlighted as essential for constructing a robust sales force.   Join us for an insightful exploration into the evolving landscape of sales leadership and the actionable strategies necessary to build a dynamic and high-performing sales force. Don't miss out on this opportunity to elevate your understanding of sales effectiveness and drive sustainable business growth.     Timestamps 00:00 - Intro, balancing tech/psych, natural vs learned skills 03:13 - Understanding talents, coaching to strengths 06:18 - Using tech, comparing coaching styles 09:05 - Practice, role-play, winning via talent 12:17 - Inspiring excellence, traits/competencies/talents 15:04 - Leveraging talents, applying skills strategically 18:12 - Aligning team, individualized learning 21:31 - Octus impact, managing communication intensity 24:21 - Seizing opportunities in sales 25:19 - Navigating change, contact info   Key takeaways Selling combines art and science, demanding a blend of innate abilities and learned skills for success in today's market. Balancing natural talents with skill development is crucial for effective sales. Sales leaders must understand their team members deeply to provide tailored guidance and motivation. Tools like Octus IQ offer real-time insights, aiding sales teams in making informed decisions and navigating complex sales cycles. Personalized learning journeys sustain high sales performance by addressing skill gaps and leveraging natural talents through customized training and coaching.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

This week, elevate your nonprofit leadership with insights from Mike Kenny. Discover the essential behaviors and strategies necessary for running a nonprofit like a successful business. Mike underscores the importance of confidence in the mission, effective goal setting, and marketing the organization's value to donors. Drawing from his military experience, he emphasizes the significance of adopting a business mindset to drive sustainable impact. Explore the parallels between the Sandler sales methodology and the strategies employed by Warrior's Ascent, gaining valuable insights into maximizing nonprofit effectiveness. Learn why self-care is imperative for individuals to thrive and make a positive difference, and how embracing failure as a learning opportunity fuels growth. Join us for an enlightening discussion on transforming nonprofit leadership through strategic thinking and actionable practices. Don't miss this chance to strengthen your organization's mission and impact! Timestamps:  00:00:00 Nonprofit growth and mission with Warriors Ascent founder Mike Kenny 00:01:16 Nonprofit sustainability and mission alignment. 00:09:46 Self-care, personal growth, and overcoming comfort zones. 00:14:34 Nonprofit growth strategies and Sandler techniques. 00:19:21 Nonprofit management and success. 00:23:38 Overcoming failures and building resilience. 00:30:55 Overcoming struggles through group support and creative solutions.    Key Highlights: Nonprofits need to focus on both their mission and building structures for sustainability and growth, similar to running a business. Setting clear goals, short-term and long-term, is crucial. Tracking progress helps measure success and make necessary adjustments. Failure is an opportunity for growth. Nonprofits should embrace it, learn from it, and seek help when needed. Nonprofits should adopt a mindset of success, showing their ability to deliver tangible outcomes to attract support.  Nonprofits must prioritize their growth and development through goal setting, planning, and tracking progress. Establishing clear expectations upfront in meetings fosters transparency and alignment. Nonprofits must communicate their impact, outcomes, and use of donor funds transparently to build trust and retain support.   ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining  Linkedin: https://www.linkedin.com/school/sandler-training/  Instagram: https://www.instagram.com/sandlertraining/  Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rd =========================================

This week, elevate your customer service strategy with insights from Karl Schaphorst. Discover the pivotal role customer care plays in driving business success beyond reactive support. Karl emphasizes that while salespeople acquire new customers, service agents are the linchpin for retaining and nurturing existing relationships. He underscores the cost-effectiveness of cultivating loyalty over constant acquisition, making strategic customer care a critical investment. Explore the common pitfall of undervaluing service functions and learn why agents are the face of your brand. Their interactions shape customer perceptions and future opportunities. Gain a fresh perspective on transforming customer service from a reactive cost center into a proactive, revenue-driving force. Join us for an illuminating discussion on elevating your customer experience through strategic service excellence. Don't miss this chance to drive customer loyalty and sustainable growth! Timestamps:  00:00:44 - Defining Strategic Customer Care 00:03:57 - The Role of Customer Service Agents 00:04:50 - The Importance of Showing Customer Appreciation 00:06:03 - The Role of Customer Service in Marketing 00:11:12 - The Value of Proactive Customer Service 00:12:10 - Rewarding Customer Service Contributions 00:12:20 - Behavioral Goals for Customer Service 00:12:31 - The Role of Customer Service in Business Development 00:16:08 - The Importance of Customer Service Training 00:16:19 - Techniques for Defusing Customer Complaints 00:19:20 - Weaknesses in Customer Service Training 00:20:47 - Training Customer Service Agents to Identify Opportunities 00:23:52 - The Importance of Emotional Intelligence in Customer Care 00:24:24 - Techniques for Turning Negative Situations Positive 00:29:48 - The Success of Sandler's Customer Service Training Program Key Highlights: Customer service is a crucial aspect of business success, as it is easier and less expensive to retain existing customers than to acquire new ones. Strategic customer care involves proactive engagement with customers to build relationships and provide exceptional service. Customer service agents should be trained in soft skills, such as bonding and rapport, to effectively communicate with customers. Techniques for successful customer service include active listening, staying calm, validating customer concerns, and asking open-ended questions. Customer service agents should aim to transform customer interactions from emotional distress to intellectual problem-solving. Setting goals and KPIs for customer service agents can help drive proactive behavior and improve customer satisfaction. Incentivizing customer service agents based on their contributions to sales and customer satisfaction can motivate them to excel in their roles. Customer service agents should focus on identifying and addressing the root cause of customer issues, rather than just providing quick fixes. The real problem a customer brings to customer service may not be the initial issue presented, so it's essential to dig deeper to understand their needs and concerns. ========================================= SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment! ========================================= Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr =========================================

  This week, gain insights into the importance of educating prospects and overcoming skepticism in the SaaS sales process. Discover the significance of understanding customer pain points, effective prospect qualification, and navigating complex decision-making processes within organizations.   Join us for an enlightening episode as Josh Shirley delves into the intricacies of selling SaaS (Software as a Service) solutions. In this episode, Josh emphasizes the nuances of selling SaaS, highlighting the crucial differences from selling tangible products or services. Addressing common myths and misconceptions about selling SaaS, Josh sheds light on effective techniques and attitudes required for success in this domain.   Don't miss out on this episode packed with invaluable guidance for mastering the art of selling SaaS solutions! Timestamp  0:16 - Introduction to the topic of selling SaaS and its challenges 3:07 - Common myths and misconceptions about selling SaaS 5:19 - Importance of understanding the problem and building value with the service 8:16 - The need to qualify the prospect and their pain 12:23 - The temptation to focus on technical details instead of addressing the real pain points in software sales 20:21 - The need to address the cost beyond the monetary investment in software 25:54 - Tips for approaching decision questions in software sales Key Highlights   Selling SaaS requires educating customers about a product that may be unfamiliar to them, overcoming skepticism, and resistance to change  It is crucial to focus on the customer's pain points and the value the SaaS solution can provide, rather than solely relying on product demonstrations. The decision-making process in SaaS sales often involves a wider range of stakeholders, including legal, compliance, and data security teams. SaaS products are intangible and may be unfamiliar to potential customers, requiring sales professionals to focus on educating customers about the benefits and value of the product. Successful SaaS sales involve understanding the customer's pain points and how the SaaS solution can address them. Sales professionals should avoid getting caught up in the technical details of the product and focus on the impact the SaaS solution can have on the customer's job. Selling SaaS often involves a complex decision-making process that includes a wide range of stakeholders, requiring sales professionals to be prepared to address the concerns and requirements of these different stakeholders. The decision to adopt a SaaS solution often requires behavioral change within the organization, and sales professionals must address the challenges of getting the entire team to embrace and effectively use the SaaS solution.  =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

This Week, discover the positive aspects of selling in the fourth quarter and gain practical tips for success. Uncover the "four gifts of sales success": prospecting, creating an ideal client wish list, achieving clarity and confidence in the sales process, and mastering effective negotiation techniques.   Join Mike Montague and Lisa LS in a compelling discussion on the challenges and opportunities encountered by salespeople in the fourth quarter. In this episode, the hosts delve into the reasons behind salespeople's struggles during this period and offer invaluable insights to overcome common obstacles.   Tune in to learn how to equip yourself with these invaluable gifts and position yourself for sales success not only in the current year but also in the future! Timestamp  1:29 - Discussion on the challenges salespeople face in the fourth quarter 9:15 - Positive aspects of selling during the holiday season 14:23 - Positive beliefs for sales success during the end of the year 16:40 - Embracing continuous learning and building trust with customers 17:36 - Confidence in oneself and the offering 20:17 - The gift of prospecting and filling up the calendar 22:50 - Creating a qualification list for ideal clients 23:48 - Qualification criteria: pain, investment, and decision-making process 26:43 - Importance of open and honest communication for building trust with clients 27:15 - Gathering information about clients' personalities and tailoring communication styles 29:13 - Utilizing previous connections and allies in organizations to build relationships 31:20 - The complexity of decision-making processes in sales Key Highlights   Challenges and opportunities faced by salespeople in the fourth quarter. The importance of continuous learning, especially in the fourth quarter, to prospect and fill the pipeline for the upcoming year. The significance of clarity and confidence in the sales process for both buyers and sellers. A well-outlined path builds trust and guides buyers through the process. Prospecting, creating a wish list for ideal clients, clarity and confidence in the sales process, and effective negotiation techniques are identified as the four gifts that can lead to sales success. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================

This week, we have an insightful conversation with Hannah Ajikawo as we explore the fundamental stages of awareness, consideration, decision, and post-purchase, shedding light on the complexities beyond the traditional "funnel" analogy. Hannah Emphasizing continuous value delivery and adaptation to changing buyer behaviors, Hannah provides valuable insights for maximizing revenue funnel effectiveness.   Join us for an insightful episode as Hannah Agico delves into the intricacies of revenue funnels. In this episode, Hannah dispels common myths and misconceptions surrounding revenue funnels, emphasizing the importance of aligning marketing and sales processes for a seamless buyer journey. Gain practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement.   Don't miss out on this episode packed with actionable strategies to enhance your revenue funnel mastery!   Timestamp  0:13 - Introduction and Defining the Revenue Funnel 2:40 - Critique of the Funnel Metaphor and Misconceptions  4:42 - Importance of Alignment and Behavior Change 8:19 - Steps for Building a Revenue Funnel and Commonalities 11:20 - Structuring the Revenue Funnel and Conclusion 12:20 - Sales and Marketing Integration, Targeting, and Fundamentals 22:34 - Final Insights and Metrics in the Revenue Funnel   Key Highlights   Integration of marketing and sales processes into a unified revenue funnel, reflecting the buyer's decision-making process. Misconception of separate funnels and handoffs between departments, highlighting how these hinder the buyer journey and create bottlenecks. Fundamental stages of awareness, consideration, decision, and post-purchase within the revenue funnel are underscored as essential components for success. The importance of continuously delivering value to customers and adapting to evolving buyer behaviors to ensure sustained success. Practical tips for executing a revenue funnel, including focusing on sales fundamentals, leveraging data insights, and investing in training and enablement to align with changing buyer behavior =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================  

Join Mike Montague and Daniel Murray as they delve into the world of marketing millennials, discussing the attitude, behavior, and techniques needed to climb to the top and stay there. In this episode, Daniel reveals the common misconceptions about marketing, emphasizing the importance of authentic and consistent engagement with your audience.    Tune in for a deep dive into the mindset of a successful marketer and discover why creativity and human connection will be more vital than ever in the evolving landscape.  Timestamps:   0:00:08 Marketing mindset and attitude with a focus on helping the audience. 0:04:08 Marketing consistency and millennial mindset. 0:11:31 Sales and marketing alignment, AI's role, and creativity's importance. 0:18:26 Marketing channels and their effectiveness. 0:22:14 Marketing, creativity, and success with Daniel Murray. Key highlights: Showing up consistently helps in building trust and staying top of mind for the audience. Authenticity builds a stronger connection with the audience and fosters trust. The level of content produced needs to be higher than before to break through the noise and grab the audience's attention. Adding a personal touch, being creative, and understanding the human aspect of marketing are essential for success. Building and maintaining an owned audience, such as through podcasts and newsletters, is powerful. Success is defined by continuous improvement and adaptability.  Facilitating interactions within a community, whether through events, webinars, or meetups, is a valuable aspect of marketing.  Video content is becoming increasingly important.  Competing against oneself and striving to be better each day is a powerful metric for success. =========================================   SUBSCRIBE: https://podfollow.com/howtosucceed Don't forget to subscribe and leave us a comment!   =========================================   Follow Us:  Twitter: https://twitter.com/SandlerTraining Linkedin: https://www.linkedin.com/school/sandler-training/ Instagram: https://www.instagram.com/sandlertraining/ Facebook: https://web.facebook.com/sandlertraining/?_rdc=1&_rdr   =========================================