Have you been listening to self-professed sales gurus like myself tell you how to get past gatekeepers? Wish you could hear an actual gatekeeper tell you what works and what doesn't? Wish granted. Listen to Ethan Bull, an executive & Personal Assistant who supports c-suite executives, give you the keys to the gate.
Wish you could get inside the head of IT prospects so you'd know what to say to earn their attention? Wish granted. In this episode of Inside Selling, Tom Wallace, former VP of Information Technology at Jellyvision, talks about the prospecting mistakes he's seen and what it takes to earn his attention.
As salespeople, we have a natural inclination to get things. More, time on prospects calendar and next steps. But making too many withdrawals can lead to prospects ducking and dodging you. In this episode, I dive into a two tactics that will help you make deposits into your prospect's bank account so that your account doesn't get overdrawn.
A few years ago I attended a networking event and asked a CEO what he did. Rather than launching into a 30-second elevator pitch, he had a conversation with me that resulted in a $45,000 sale. In other words, he ditched the pitch. Instead of doing a monologue we had a dialogue. In this episode, you'll learn the four-part framework he used to inspire me to care and be motivated to learn more.
Want to get better at swimming? Hire a swim coach. Want to improve your golf game? Hire a golf coach. If you want to get better at pretty much anything hiring a coach can accelerate your learning curve because you get immediate feedback. Yet in sales, we rarely practice our "golf swing" or get coaching. How do you practice and coach sales? In this episode, Kevin Dorsey the VP of Inside Sales at PatientPop shares his secrets for coaching sales teams into top performers.
Why are cold email response rates so low? How do you stand out in a sea of boring B2B outreach? In this episode, Patricia Mclaren, the co-founder of CopyShoppe.co, shares her tips for improving cold email response rates.
Last week I received 15 LinkedIn connection requests and I ignored all of them because they were what advertising legend Dave Trott calls "white circles". They were all the same. The brain ignores patterns so that it can concentrate on more important things. It's the reason why you don't pay attention to every car on the road while you're driving. To stand out in a sea of white circles you have to be different. In other words, you have to be a red x in a sea of white circles. The concept of the red x is important because your prospects secretly ask themselves four questions when they read your sales message. The first they ask is, "Should I pay attention to you?" And if you're a white circle, the answer to that question is no and you don't get to move to the second, third and fourth question your prospects ask themselves before they decide to take a meeting with you.
That's why I was excited to groove with Rachel Gray, and Account Executive at Proposify.
Want to be a millionaire? Hang out with a millionaire.
Want to be a better cook? Watch a chef cook.
Want to get better at cold calling? Then listen to Jackie Lipnicki on the Inside Selling podcast.
In 2016 Jackie would get pits her stomach making cold calls.
Jackie felt inadequate because she was in an entry-level position calling a decision maker.
But eventually, she had a mindset shift and used an approach she created that helped her crush new meetings targets without feeling intimidated.
Imagine that you've got a great corporate job. Big Salary. Benefits. Free snacks! But the job just doesn't feel good on your soul. Your boss tells you that she wants you to be a white circle in a sea of white circles. To follow the steps. To follow the rules. But you want to be a red X. That's exactly how Alex Grodkin, the COO of Payclub felt we he left his high paying six-figure job to pursue his dream of being an entrepreneur.
The most important trait a salesperson can have is integrity. That's because salespeople have a bad rep. You've probably experienced the telemarketer that calls you during dinner. Or the retention specialist that won't let you cancel your internet service. Or the crazy mall kiosk person that wants to rub lotion on your hand. As salespeople, we have to behave in ways that don't reinforce this negative stereotype. In this episode of Inside Selling Ryan O'Hara, the VP of Marketing at Lead IQ and I groove about the importance of having integrity when selling.
When I was first starting out in sales, I had the good fortune of working with Harry Gottlieb who is a very successful guy. Harry is the creator of You Don’t Know Jack, a quiz based party game that generated 100m in sales. The more time I spent with Harry, the better I became at sales.
And that’s how you get better at anything right? Want to be a millionaire, spend time with millionaires. Want to level up your sales skills, spend time with top performing salespeople. Which is why I enjoyed grooving with Chris Canalas.
Chris has been a top performing rep for 15 years. He's currently at ADP, but prior to that he sold water and alarm system door to door.
One thing I noticed instantly about Chris was his positive mindset.
Chris and I discuss how to avoid the trap of being complacent when you’ve reached the top. How monotony can pay huge dividends. The importance of confidence. Why a deep belief in what you’re selling matters. How to use humor to defuse sales pressure.
And why sincerity is the most important trait a salesperson can have.
"I don't have a budget."
"I don't want an annual contract."
"I'm not interested."
You may have been taught to overcome objections like these. To somehow persuade people into your way of thinking so you can move the sale forward. But that's a very self-centered approach that often causes prospects to shut down or provide you with surface level information just to get you off the phone. In this episode, you'll learn a new approach to defusing objections that reduce sales pressure and opens up conversations.
Most people don't listen very well. Sure they act like they're listening. But they're really just waiting for the other person to stop talking so they can talk. That's not really listening. That's waiting to talk. But people who really listen are the ones we want to continue conversations with. Because it feels good to feel understood and heard. In this episode, Leslie and I will share you'll 3 ways you can become a better listener.
Kevin Ramani has made 20,000+ cold calls, sent countless emails, and closed millions of dollars in deals in his sales career. He's sold to C-Level executives in Fortune 500 companies as well as doctors, lawyers, and even restaurant owners. In this episodes Kevin shares some of the valuable lessons he's learned that you can apply to your business. Pure gold!
Leslie and Josh talk about ways you can use to optimize your time when selling. In this episode, you'll learn how to spend your time wisely by avoiding procrastination, cutting out time-wasters, and working more efficiently.
Jeremy Leveille, the #1 SDR at LeadIQ, shares how he was able to book 69 meetings in 1 month. But as with any top 1% performer, there's more to Jeremey's success than just his tactics. His attitude is off the charts positive. It's inevitable that rejection is going to happen when prospecting. But what I noticed about Jeremey was how he responds to rejection by taking responsibility for it rather than blaming the prospect.
Have you ever listened to someone explain something to you and you had no idea what they were talking about? Or maybe you tried to explain something and they just didn't get you. The ability to explain things in ways that make people care is a great skill to have when selling. Why? Because if people are confused they won't act. That's why I'm super excited to groove with Harry Gottlieb, a master explainer who's best known as the creator of You Don't Know Jack.
Looking for ideas to help you stand out and start conversations with your prospects? In this episode Jennifer Dear and Samantha Plum from D3-NYC share direct mail campaigns they've used to break through the noise and generate revenue.
Whether you love your job or not, you've probably given some thought to your next career move. In this episode you'll learn 3 things that will help you separate yourself from the competition and land your next job.
No matter whom you're pitching—investors, customers, or colleagues— you'll be more effective by tapping the awesome power of narrative storytelling. In this episode, you'll learn how storytelling frameworks from film and other narrative arts can take your pitches and presentations to the next level.
Dale Dupree aka The Copier Warrior, is a top copier salesperson and an expert in making good first impressions. On this episode Dale explains how he creates strong emotional connections with prospects so they feel comfortable having conversations with him.
You've been there. You had an awesome discovery call. Then crickets. Your prospect disappears and you start chasing. Do you follow up forever? In this episode Jessica Watts and I share a few ideas that will help you reduce the number of prospects that go dark.
"Either you've been eaten by alligators or you're just plain swamped." "Don't leave me hanging." "I've tried reaching out multiple times. If I offended you in a way please let me know." Prospecting persistence. What every sales reps is required to have. But how much is too much? On this episode Jessica Watts and I discuss ways to ensure that your persistence does't turn you into a pest.
Learn how Morgan Gillespie is using video to warm up cold calls, book more meetings and even prompt her prospects to write articles about her approach on LinkedIn. No really, you can read the article here - https://goo.gl/fgrtky
Ryan O'Hara is the VP of Marketing for LeadIQ and a complete legend when it comes to cold outreach. He typically gets a 50% response rate on his campaigns. I loved interviewing him on Inside Selling because he brings so much positive energy and creativity to the prospecting process. On this episode Ryan shares a few ideas for how to use humor, imagery and music to stand out in crowded inboxes.
As a sales manager your problem probably isn’t too little data. It’s too much data. Too much data can be overwhelming. And when you’re overwhelmed, you can’t analyze the data, interpret it, and make smart decisions. Leslie Venetz is here to help! She is the Vice President of Business Development at Carpathia Marketing. On this episode of Inside Selling we dive into the most important sales metrics to measure and how to use them to improve rep performance.
On this episode of Inside Selling, Liston and I groove about one of the key concepts of Never Split the Difference: Negotiating As If Your Life Depended On It by Chris Voss, which is easily the best book on negotiating I’ve read.
A powerful tool that many of us overlook when selling is our personality. It positively and negatively influences far more sales than we will ever admit to. But how do strike the right balance between personality and professionalism? Brittni Kinney
has some guidance for you.
Ever wondered why sales training takes a few days for some reps, and some just never get it? Or why it's so hard for it to stick? Simple: the world is a-changin'. Daniel Kuperman reveals his strategy for cutting sales onboarding times by 50% or more.
There's no shortage of sales advice for how to get the attention of crazy busy executives using cold email. But this interview is different because the advice is from a former senior executive at Verizon who was on the receiving end of those cold emails.
Beth Renninger shares plenty of actionable tips in this interview including:
How your companies reputation can work against you (and how you can overcome it)
How to follow up without being annoying
How a salesperson used cold email to win Verizon's business
One common cold email tactic that gets "double deleted"
How to stand out in a "sea of blah"
The one thing you must include in your cold email that increases your chances of breaking through
The number of emails you should send
How to leverage "gatekeepers" as a resource to get meetings
One thing to never do when you pitch
Ready to hear what it takes to land clients at leading outbound software company? Check out what Mark Kosoglow, VP of Sales at Outreach.io, has to say about what they're doing to land meetings and deals.
Ever had a prospect go dark on you? Of course you have! It comes with the territory. Here are some handy tips about what to do next time it happens, and how to prevent it from happening in the first place.
May 2014. I was in the market for a tool that would help the sales team increase call volume and turn more conversations with prospects into meetings.
A quick Google search led me to a vendor who had lots of content aimed at making me smarter about my problem and the options for solving it. So I submitted my contact details in exchange for an e-book. 20 minutes later I got a cold call from a sales rep.
Here's the call:
Marketing did it’s job. They pulled me in. And I had a pain that laddered back to the vendor’s product. But Scott ran into a conversation cul-de-sac because he asked a question that didn’t open up a dialogue about my problem.
Here are the most common “dead end” questions sales development reps ask me after I download content:
“Did you get the e-book?”
“Did the e-book make sense?”
“Do you have any questions about the e-book?”
A better question
Here’s a question Scott could have asked that would have opened up a dialogue about my problem.
Scott: “Hi Josh, this is Scott, with XYZ. I was hoping you could help me out for a moment.” Most people will respond positively to this opener. Why? Because our normal human reaction when someone asks us for help is to offer it. (Hat tip to Ari Galper for this phraseology.)
Me: “Sure Scott.”
Scott: “If our marketing robots are working it looks like you recently downloaded our e-book about the 5 mistakes sales development teams make when cold calling and I was just calling to see if you’d be open to sharing what piqued your interest. ”
Why this works
Uses humor to diffuse sales pressure (“marketing robots”)
Reminds me of what I downloaded (since I typically forget what I download after 3 minutes)
The title of the e-book speaks to my problem so even if I don't recall downloading the content, I'm still leaning forward
Asks a question that naturally leads into a dialogue about my problem
Use incoming cold calls as teachable moments
If your sales team is centrally located, put incoming cold calls on speaker. Have the team listen. Then critique the call. Ask "what worked?" and "what could be improved?"