30 Burst results for "Jack Wilson"
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips podcast and i'm your host scott ingram today. Jack wilson is back and since you last heard his voice. He's joined the team at seismic working on the team of enterprise all stars. That david weiss his belt here he is hey. Their daily sales tips community feels. Like it's been a minute. But i'm back with another tip for you. Let's talk about the coulda shoulda woulda is and how to take control them for many of you look back at the week and think i did what i could. You know what activities you have to balance and you did your best to organize them all and fit everything he could into your busy schedule. Doing what you can is the baseline for finding success. The next level of execution is covering the sugars in addition to doing what you coulda. We all know the things we should do. These tasks are often the things we need to make time for making sure. You've done the necessary. Prep before meeting preparing outreach strategies. Planning the week ahead even taking time for personal and professional development at the pinnacle of performance. Stand those who don't spend much time thinking about what they would have done because they did it and this is the most challenging part. If you thought making time for the things you should do is hard than what happens when you think if what you would do if you had the time or a plan to get them done fear. Not you've got this tip before he can work to change something. You've got to understand it fully your schedule in your time is no different. I start by measuring where you spend your time. Not the most not where it's wasted just where it spent in. How just in general do this easily by color. Coating your calendar take some time to review the last two or three weeks and break the activities you. In common sense categories. It could be prospecting. Researching client meetings internal bs meetings. You get the gist. Once you've created the categories assign them each a unique color in your calendar. Then take the time to go back those few weeks and label everything appropriately. Color coating helps you get a quick visual of how your time spent without doing an actual count. You'll probably start to notice some undeniable patterns. Once you've done this. It's time to look ahead. Start to color code upcoming activities for the week ahead. Begin taking a tally in each category. As your week progresses you're gonna create your own activity ratios after the next week has passed go back and create a ratio of each category over the total amount of activities. You did for example if you did ten client meetings out of one hundred total things you've got a ten percent client meeting ratio easy right. Do this for each category. you create it. You'll notice you can only have one hundred percent. Sorry give it a one hundred ten percent editors. It's just not a thing it's math now is being spent. It's time to do the real reflective work. Where do you think it should be spent. And where can you start making. Trade offs create a target ratio for each category. And use this as your benchmark for planning your week and reviewing how well you spend your time. This isn't easy. And yes it will take some of that precious time but if you do this consistently over the next few weeks you'll start to notice you feel more driver's seat of your time for more about jack wilson to connect with him on linked in.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips podcast and i'm your host scott ingram. Today's tip comes from jack wilson and is the final tip in his great expectations series. Here it is. Hey their sales tips community. You've made it to tip five of five. I'm proud of you but if you're here it's no coincidence. It's probably because. I set great expectations. About what you would learn if you listened in what that journey would look like. Well either that or it's that you just listen to a bunch of these anyways either way good for you tip five puts the tea in great and that represents timeframe much like setting smart goals. The last in most oft forgotten aspect is establishing a hard and fast timeframe when we consider the time aspect of a sales process. We often take an acute view of what that means. We usually attributed to one thing. When is the deal going to close. But there are several different timeframes. You need to focus on. If you're going to set great expectations and ultimately moving opportunity across the finish line. I like to focus on three specifically what now what next. And what's the end game. What now focuses on the timeframe at hand whether it's the initial call discovery demo or you're at the closing table your prospect is always thinking. How long is this going to take. Make sure that at the beginning of each conversation you're laying out the timeframe for the call or tasks associated and you're getting feedback and better yet by. This is so simple but often we blow right past it. You should always be saying something along the lines of hey germain. I know we've got thirty minutes on the calendar. Is that still good. If we go along do you have extra time or is our stop a hard one. Once you've completed the current step on time. Hopefully it's important to let your prospect. Not what's next always always always set. Concrete mutually agreed upon next steps. That means a date a time in a purpose that all parties involved are available for agree to an have committed to participate in. Did i say always. Because i mean it even. If it's you're just checking in call which. I wish we'd eliminate from our vocab have purpose get agreement and schedule it. There's magic in the relationship between what's now in what's next the more you set the table. Accordingly deliver as promised and continue to do so at every step. The more prospect grows to expect it. They will thank you for keeping them organized and if they ever ghost you your in the driver's seat to hold them respectfully accountable. Lastly actually firstly is making sure that everyone knows the game. Think about trying to run a marathon without knowing where or how far the finish line is the mental anguish of running just to run seamlessly without an end is no different than what your prospects feel when they have no idea when the deal should be ready to move forward set a deadline one. That's reasonable wink. Wink to inconstancy. Check in to make sure your pace if you're not i. Hard for unmet obligated by prospect before kicking the deadline down the road otherwise it was a pointless deadline to begin with. I hope you think this series has been great. All jokes aside if having problems with longer.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips podcast and i'm your host scott ingram today. Jack wilson is back to continue his series on great expectations. Here he is. What if the potential outcomes of your sales process were a yes or a yes. I'm pretty sure you'd prefer that so. Let's help make it a reality. I'm jack wilson. I'm back with tip. Four or five on setting great expectations. If you've been following along so far then you've set granular reasonable expectations. And you've provided an explanation as to why you've taken the steps you have the next. Most important piece of the great framework is the a or alternatives. What happens when your best laid plans. Don't come to fruition. After all life happens and it doesn't care about your priorities timelines quotas order upfront contract. So what then. How do you make sure your deal stays on track in at your prospect. Has the best possible experience. One way is to anticipate the myriad of ways things can and maybe have in the past gone off. Course apply these experiences to your current opportunity in outline alternative routes to close if and when these challenges present themselves. I'll give you a simple example from my experience selling payroll services to snb's with my time at paychex. One of the biggest challenges i faced was accurately collecting year to date payroll data on prospects were making switch made year as a full cycle seller. This was directly my responsibility to collect and process in order for my customer to run their first payroll and for me to get credit for the deal and get paid my commission. Well here's the rub. Chances are the business owner who outsource the payroll. They did it because they didn't have the time or capacity to pay attention closely enough to themselves in turn. They often had no idea how to give me the information. I need it the more and more. I experienced this the more. I could anticipate it was going to happen. I began using this as an advantage. I created guides and resources to help. Customers understand the reporting they needed. I even created one pagers to help them identify imprint reports from our competitors to make the process easier for them so take a moment to consider times like these or other areas of your prospects buying journey that frequently get thrown off. What alternative solutions were paths. Can you offer to move things along. Like a gps. There's always many different ways to get to your desired destination. But don't forget there's no alternative to making sure that you said great expectations for more from jack wilson. Connect with him on lincoln. You'll find a link to his profile and more at daily sales dot tips forward slash seven fifty five once you've done that. Be sure to come back tomorrow for another great sales tip and next friday for the next tip and jack series. Thanks for listening..
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips. Podcast i'm your host scott. Ingram today jack. Wilson is back to continue or more likely to officially start his series on great expectations. Here he is. What's going on daily sales tips community. I'm back with tip. One of the five part series introducing the concept of great expectations before we dive in. It's important understand exactly why setting great expectations is so important. Many of the reasons are pretty obvious like providing a good customer experience increasing customer satisfaction more closed opportunities in others that quickly come to mind it's in the nuance however that you'll find even more compelling reasons for example. Have you ever ended up. In what i call pending. Hell that place between when a customer tells you yes and the deal is actually closed or have you had opportunities that closed on time. That fell off shortly during or immediately following onboarding longer term. Still do you struggle with renewals. If it's something that you're tasked with in your particular role many times we ended up in e situations because of dissonance. Now i talk with my hands so picture this my left hand is up in the air to my left leg a book and that represents your prospects expectations. My right hand is on the other side in the same manner. That hand is reality. The distance between my two hands expectations and reality is dissonance. In that gap lives uncertainty ambiguity dow and mistrust by following the first principle of great expectations. You begin to close that gap. The principal is granular at the beginning of a cold. Call we ask if we can share why we're calling at discovery. We lay out a verbal agenda outlining the process but at the closing table. We tend to use generalities like we'll just need a few pieces of information or i'll send you some documentation to look over. We all know that there's at least one part of our closing process that tends to hang us up or that. Our customers muddle through. This is your opportunity to be much more. Granular in your expectation. Setting if you're closing package consists of three documents. Don't just say you'll need a few be more granular in your description for example in the next forty eight hours you're receiving emails from contracts at my company dot com attached to that email will be a contract that will require signature. A billing form that you'll need your accounting team to compete in return and a scope of work for you to review sign return. This might seem simple. Maybe even a little bit obvious but a majority of sellers get sloppy toward the end of the process in the impact. This has in your prospects. Mind is huge not to mention one of the biggest reasons. Sales has developed a bad rap which is due to sail setting the wrong expectations. I'll leave you with a story to explain it a little bit better. After a long and successful career in sales a sales professional arrives at the gates of heaven and she's presented with choice. She has the option to choose where she will live out eternity. The only condition is that she must demo each. I an elevator appears. And she begrudgingly descends to demo. Hell i when the doors opened. She's pleasantly surprised. The devil greets her in a pin straight soup and wingtips she around and sees rolling fairways of endless golf. Most of our sales colleagues of repast are there as well as some of our managers and pretty much oliver friends from college just as she began to warm up to it the demo had ended and it was time to check out heaven. Heaven was beautiful in its own right wing clouds. A city pleasant stream of harps played. She recognized her family. A few of friends. Great historical figures like mother teresa and quickly that demo ended as well. It was time to choose. She never imagined herself saying this but her choice was in and she chose hell. The demo showed her that it wasn't anything like she expected and she could really see herself being there forever onto the elevator. She went except this time. When the doors open it was hell fire and brimstone. The devil greeted her with giant horns and flames dancing around him. What did this. She said it's nothing like the demo. Well the devil said that was the sales pitch now. You're a customer for more from jack wilson. Connect with him on lincoln. He is a consistent daily poster and as always. We'll have a link for you at daily sales tips forward slash seven thirty four once. You've done that. Be sure to come back tomorrow for another great sales tip and next friday for the next tip inject series. I have a feeling it's going to be pretty great. Thanks for listening..
"jack wilson" Discussed on Daily Sales Tips
"Your host scott ingram. Today's tip comes from my friend. Jack wilson here he is. What's up daily sales tips community. I'm back with another series of tips in. It's going to be great seriously. Not just because. I think they're awesome. But because i'm going to break down a framework for providing great experiences for your prospects and customers alike. Let me explain. Well my wife. And i were expecting our first child. We had to stay overnight at a hospital for a false alarm. Worry she's fine. They both dr during her. Stay though we experienced what. I'm sure many of you have when going through something similar. We were frustrated. Often left wondering questions different questions that we had about what the next step were. What exactly was the plan in. How long were we going to be there for. The most part remained unanswered for long periods of time and this causes a lot of undue stress. Worry in doubts. Got me thinking. How often do we do this. To our prospects or customers in sales when we set goals we try our best to make them smart by having specific measurable action oriented goals. That are realistic. And time based were able to better control our controllables as a result achieve at a more predictable rate while minimizing the stress and anxiety that leads to burnout but often do we extend the same courtesy to others specifically when we happened to be in the driver's seat with some of their controllables. Do you think that your prospects ever have questions like my wife. And i at the hospital or have you set the proper expectations. Introducing great expectations like smart for goals. It's a framework for setting expectations. That lead to best in class experiences. Whether you're walking a prospect through the buyer journey on boarding or you manage a book of business in your tasked with nurturing relationship setting the proper expectations can set the table for a long and fruitful relationship over the next five weeks. I'll breakdown each aspect of great expectations. They are g granular. Are the expectations. Granular enough detail are reasonable. Are the expectation set reasonable and achievable. E- explanation have you broken down the house watson wise of the plan a alternatives. Have you provided alternatives. If the best case scenario doesn't pan out and lashley t timeframe. Have you provided a time range. That you've mutually agreed on that can be met for both the concrete next steps as well as the process on the whole. So stay tuned to the daily says Podcasts or alternative. You can follow me on lincoln where i'll be breaking down the concept and looking forward to hearing your feedback and learning how you create great expectations. Do yourself a favor and make sure you get connected with jack on lincoln. Not just a follow along with this series but to see some of his other posts as well. He is consistently sharing some great insights for a link to.
Dallas-area church shooting, one year later
"That two members of the Gateway Church of Christ and White Settlement were gunned down during the Sunday service. Seconds after the gunman opened fire inside the terror county church. He was shot and killed by volunteer security guard Jack Wilson. Today. Governor Rabbit acknowledging the lines lost during the tragic shooting, saying the hearts of Texans remained with the victims and their families. The governor eternally grateful for Wilson and his heroic actions that police say saved countless lives. Like Nevil,
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales, tips, podcast and I'm your host Scott Ingram today? Jack Wilson the guy with icky guy is back to talk more about icke Guy in part four of his six part series here he is what's going on daily sales tips community. I'm Jack Wilson. I'm back with part four of defining your ego. So far we've covered a high level overview of the framework. We've laid the groundwork for identifying what you love and what you're good at. If you need to get caught up. Check back in on tips. Five, thirty, one, five, thirty, eight and five forty five. Today we moved to the bottom circle of iggy Guy, which is what can you be paid for? This component is often cause for consternation contrary to popular belief. Money is not a motivator. In fact, money isn't even a satisfy her. There have been countless studies show around a two percent positive correlation to motivation when a financial incentive was promised, whereas there's shown to be a twenty five percent decrease in motivation when expectations around those incentives were not met. This is all just a fancy way of saying more times than not money can be a de motivator. For this reason, it's important to understand that we ask ourselves. What can you be paid for as opposed to? What am I being paid? From time to time, we make lateral moves in both title and salary. Other times we might even take a step back and accept less all of this typically done of course with the promise or the path to improvement. By asking what you can be paid for. It allows you to evaluate your current circumstances through that Lens. Are, you happy or unhappy with your current pay. If you're unhappy, that might be okay. As, you're confident that you have the skills the past and the opportunity to improve that within your current position. If not maybe it's time to reevaluate or in the least to communicate that with your leader to help them better define that path ahead for you. Money talk doesn't always just cause a stress. Because it's a de motivator, it causes stress because of the way it makes us feel. We live in a world that much of how we define ourselves in our worth boils down to our take home pay. Much like when we considered what we were good at. We tend to compare ourselves to others. We look at our friends. Our neighbors and others in our line of work and we try to stack ourselves against the competition. If you do tend to compare yourself to others. Try to make it as objective as possible. Seek out salary data and Statistics on free resources like link Dan and glass door, or even consider joining a peer group like the revenue, collective or rev genius where members share information freely with one another. It helps you to compare yourself to a broader sample size, and to make sure your expectations are more realistic and objective. But what if money wasn't the matter and it was just a means? Try to reposition. You're thinking about what you can be paid for in relation to what it provides for you. Some people are driven by material possessions Big House the luxury car status symbols. Others are more concerned with lifestyle like travel or the freedom to work less hours and have a strong work life balance. For some, it's the bear necessities just making ends meet. What is it for you specifically? What is it that you want money to provide? What does enough look like? All of these questions are important to ask yourself because in order to take action or to seek change you I have to understand truly what it is that you want and why. Just, think we haven't even started. Overlap the different pieces of Iki guy yet. For example, what if there's something you love that you're really good at? A perhaps you'd have to take a little less pay than the.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to daily sales tips podcast I'm your host Scott Ingram today? Jack Wilson the guy with Iggy guy is back to talk more about Iggy guy here. He is hither daily sales tip community. I'm back with part. Two of six tip series on defining your iggy Guy. If you haven't let yet listened to part one check back in on tip number five thirty, one for an overview of the guy framework. Today's tip will focus on the first of four components. What do you love? Before we dive and let's make sure you grapple with the word love. Many of you are comfortable with using hearing the term love as pertains to your profession, while others may tend to resist it feeling that keeping it professional means, there's no place for emotion in the workplace. While that's a debate for another time. Let's focus in on helping you answer the question what you love in the context of finding a reason or purpose a don't expect to help you find the answer in five minute tip. Instead when I want to provide you with is a scope scope that you can seek the answer for yourself, so let's use loved as an acronym. The L. stands for lose yourself. To determine what you love, reflect on tasks, activities, or work that you tend to lose yourself in. You know those things that you sit down to work on, and it feels like ten minutes later, but an hour has passed. That's a key indicator that it's something you love to do. Take Sdr's for example. You may say to yourself that you love prospecting. But when you reflect deeper, you find out that the phone feels heavy and you hate projection, but when you're researching your prospect, it takes you an hour instead of the thirty minutes that you've allotted. That's because you love feeling like a sales detective that might be a sign that being in eight years in your future, because you love to understand your customer and doing discovery. The Owen love is for obsessions. If you're feeling this way in a relationship. Stop right here because that's not love when it comes to your work, though listen to that voice when you obsess, it means you're preoccupied, or your mind is filled with thought of something. That something is your subconscious screaming to you? What it feels is important. When you spend time, not partaking this activity, you may become worried that you should be doing more. It's important to distinguish between guilt, driven and desire driven obsessions. Move Away from behaviors that you feel like you should be doing. Toward those that you want to be doing? Devean law represents your values. Losing yourself at obsessing over something can actually be unhealthy unless you're able to benchmark feelings against a meaningful rubric. The rubric should be your values. Despite the constant push and pull between working life, there's no trade-off when it comes to your values. It's important to understand that your own moral compass. Is. What drives you and if you apply that to the work that you choose to do? That will help line your purpose after all understanding your guys about aligning your reason in order to do your best work, so consider a time when you've been pressured to act in a way that contracts with your beliefs a bit. You weren't feeling overly motivated at the time where you. Take the time to understand your values. Write them down. Discuss them with close friend or a colleague. Lastly we come to e or experiences? One of the best ways to identify the things you love is to reflect on the experiences in your life. You've enjoyed the most. Our brains have away of constantly reminding us of the most memorable things we've experienced. Some of those memories are to reinforce fear in order to help us move away or read those situations. But equally pronounced are the good times. Remember the experiences you've had in your career that have brought you the most joy, the biggest feelings of accomplishment if there's a common underlying thread in the work that you're doing, that's probably something that you love the most. Now! I don't expect of change your life in a few short minutes, honestly shouldn't even work that way. Instead. Take some time to think about what you love. What type of work do you do that? You.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales, tips podcast and I'm your host Scott Ingram? If you're a regular listener to the show, then you've heard Jack Wilson before, and if you've ever looked at his linked in profile, you've seen that. He describes himself as the guy with Iki guy today Jackson talk about what that means in the start of the six part series where you'll see new installments released once a week. Here's Jack what's going on daily sales? Tips community. My Name's Jack. Wilson and I'm here to kick off a series of tips that I. Hope you find helpful because sales is hard. Sometimes just life is hard, pandemic social issues or economic downturn, notwithstanding as a result you feel any type of way from time to time, and sometimes that type of way is one that derails your progress. Perhaps you feel comfortable in your work, but there's a sense of emptiness. Maybe you're excited about what you're doing, but still you live with a sense of uncertainty. These feelings can be symptoms that your purpose your cause or your reason for what you do. Every day is slightly ajar or off center. So how do we fix? Fix this starts by understanding where that center is, and it's followed by identifying exactly where you veered off course over the next series of tips. I'm going to outline a framework that will enable you to map your reason for being your cause, or what the Japanese referred to as your Iki guy so that instead of just closing arise and thinking real hard, you'll have a tangible model that will allow you to pinpoint wire feeling the ways you are and more importantly where to focus your efforts to maximize your internal motivations. Now if you're thinking, what does this all have to do with sales? Then bear with me because through this series we'll talk through each component of the framework and I'll provide you with challenging questions about your past current future roles that will reflect upon. We'll help you have that. Aha moment needed to propel you forward. So. Let's start by introducing the principle I. Want you to picture a plus sign and at each of the four corners large circles that overlap in the center. At the center is your Iki. Guy Or reason for being each of the four circles represents a component that you'll need to explore deeper. At the top of the plus sign that circle represents what you love if that sounds too touchy feely for you will get over it because whether you like it or not. The psychology behind how you behave each and every day as much to do with the activities, feelings, people, principles, and other things in your life that you both consciously and subconsciously care about when we dive into this component will work to understand what stories you're telling yourself that you care about as well as what yourself is subtly telling you that you actually care about. Is it the big payday? Is it the recognition, or maybe you're an all truest, and you truly just want to help your customers. To the left of that plus sign is what you're good at just like the things you love. We often believe we're good at some things. But how often do we seek to evaluate just how good we are better yet? How good we can be remember when you were new to that company or that role. How uncomfortable do that feel? It's because you weren't good at it yet. It's human instinct to pursue more. More of the things we excel in and avoid those that were not one way we fall out of alignment is by finding ourselves in a role that we say we're good at because of the results getting, but internally we struggle with the frustration of feeling like we could do so much better at the bottom of our plus sign lies a pretty loaded conversation piece, and that's what can we be paid for? It's much more than does that job. Pay Enough for me to want it. It also dips into. What am I worth? What do I feel I deserve? What do I wish I was making our feelings about money are some of the most complex that we have? It's probably why one of the biggest stressor cited in marriages happens to be money issues. Will Your job and your relationship with your leader in your company face similar conflicts, making sure you understand where you land on the issue of money is critical. And last, but certainly not least is what the world needs. An ever-growing percentage of professionals cite the need for work that aligns with their values or working for a company that aligns with their values. This can manifest itself in so many ways, the internal culture of a company, the end product or service, the company's ethos, or even what customers they serve. Not many people do a self audit, though before they choose a landing place. Some of us even think we don't have that luxury. No matter the case you have the ability to discover what you believe, the world needs, and you also have the ability to listen to what the marketplace is telling you. So now that we have a fifty thousand foot view, stay tuned to the next tips in this series.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram today. Got Another tip for you from Jack. Wilson Jack is the director of Franchise Development Cinch. It and a sales rebellion coach. Here he is. Hey their sales tips community. I'm Jack Wilson with Cinch it. I'M HAPPY TO BE BACK HERE. Sharing another tip with you today so today. I WanNa talk about technique that you can use whether it's with your teams that you lied or even just with your peers in your organization to help each other improve your game every single day a lot of us have heard about having an accountability partner. Somebody that you talk with on a regular basis to hold you accountable to your goals to share your progress in your struggles and to help each other sort of improve in the long run while we do the same with our cold outreach. Whether it's a cold call on the phone or if it's an email here's what I recommend you do within your organization if you use a communication channel like a teams a slack or another type of Cross Organization Communication Channel Create a group where you can share content with each other back and forth if you don't have teams or slack consider using Lincoln and creating a group message where you're adding all of your colleagues and peers who want to participate. Once you've established a group send out a version of your own audio or better yet video of you using some of your word tracks now. I actually hate scripts and word tracks instead. I like to call it. What your approaches. So share with each other. What your typical approach openers for conversations with your customers look like now your peers. Responsibility will be to view or listen to what you shared and then to send back version of their own. The more you do this back and forth the more you get to borrow style techniques phrases knowledge and information that worked for each other and help each other improve your outreach. The more and more that you practice. It's important that you make this a two way street and keep each other engaged. This is going to help you practice on each other rather than practicing in a prospect and then in the end definitely make sure to use the same communication channel to share your successes in your victories so we can all keep pushing ahead and keep a positive attitude. Thanks for sharing this with me today. Good luck out there for more about Jack Wilson Cinch. It and the sales rebellion click over to daily sales dot tips forward slash four eighty five. Then.
Practice On Your Peers Not Your Prospects - Jack Wilson
"Hey their sales tips community. I'm Jack Wilson with Cinch it. I'M HAPPY TO BE BACK HERE. Sharing another tip with you today so today. I WanNa talk about technique that you can use whether it's with your teams that you lied or even just with your peers in your organization to help each other improve your game every single day a lot of us have heard about having an accountability partner. Somebody that you talk with on a regular basis to hold you accountable to your goals to share your progress in your struggles and to help each other sort of improve in the long run while we do the same with our cold outreach. Whether it's a cold call on the phone or if it's an email here's what I recommend you do within your organization if you use a communication channel like a teams a slack or another type of Cross Organization Communication Channel Create a group where you can share content with each other back and forth if you don't have teams or slack consider using Lincoln and creating a group message where you're adding all of your colleagues and peers who want to participate. Once you've established a group send out a version of your own audio or better yet video of you using some of your word tracks now. I actually hate scripts and word tracks instead. I like to call it. What your approaches. So share with each other. What your typical approach openers for conversations with your customers look like now your peers. Responsibility will be to view or listen to what you shared and then to send back version of their own. The more you do this back and forth the more you get to borrow style techniques phrases knowledge and information that worked for each other and help each other improve your outreach. The more and more that you practice. It's important that you make this a two way street and keep each other engaged. This is going to help you practice on each other rather than practicing in a prospect and then in the end definitely make sure to use the same communication channel to share your successes in your victories so we can all keep pushing ahead and keep a positive attitude. Thanks for sharing this with me today. Good luck out there
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips podcast and I'm your host Scott Ingram. I thought I was going to have to do a big long intro to explain a bit of a shift that you might here in the podcast over the next few weeks. But my friend Jack Wilson from cinch. It basically did that for me as an inclusive part of this tip. Check it out. Hey their sales success community. I'm Jack Wilson back with another tip and this time it was prompted in vintage Scott Ingraham fashion. See when you listen to this. Podcast you become a part of a broader community and like most communities. This one has a set of values one of the most important of which is value itself in email to regular contributors. Scott asked us a question that gave me pause. He asks not what should we be doing? But what are we actually doing to be helpful to our prospects and customers right now talk about value. He asked us to go deeper. And outline the tangible and actionable steps. We're taking in the hopes that others can follow in our footsteps so right now. I'm walking the talk that I've believed in for many years and you can do the same. I'm taking this opportunity to transcend my job description to forget about my core competence into literally put myself in the shoes of my prospects and customers see. I work in the IT industry but what my customers need more than it support right now is help surviving when you think about it. Their revenue is your revenue because without it nobody gets to execute on what they're best at. So right now my colleagues and I are making sure to verse ourselves in the Nuance of the newly minted. Cares Act who can apply what are the criteria and how can our prospects and customers prepare reports and documentation to act swiftly. This of course has nothing to do with. It but it doesn't mean we can't apply ourselves to quickly become trusted advisers. You've probably seen a multitude of webinars offered by Major H. E. R. Companies in. Your inbox is most likely flooded with newsletters about this. Very topic. Bottom line is the information is out there. No matter your field more importantly realized that your customers might have the time or the mental clarity to do the same so curate. The information for them and deliver in a concise and actionable manner when the dust settles or the smoke clears or whichever cliche applies best to a pandemic finally subsiding. How will your prospects and customers remember you if you do this and the answer will be? You're the one who helped them survive better yet. Hopefully you help them. Thrive if you haven't yet listened to it switch over to the sales success stories podcast in the most recent bonus episode. There is shared Jack's presentation from last year. Sales Success Summit on moving your margins the impact of minimum viable habits. It was the most highly rated presentation by those who were in attendance. Check it out. We'll have links for you. As always at daily sales dot tips forward slash four forty seven. Then be sure to come back tomorrow for another great sales tip. Thanks for listening..
"jack wilson" Discussed on Sales Success Stories
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"jack wilson" Discussed on Sales Success Stories
"Fm You'll be offered the single video of your choice. Now when you get that message just reply and I will set you up with access to all of them. That's over thirty videos. And something like nineteen and a half hours of content. To help you sharpen your skills and the number of those presentations really focus in on mindset. Which I think is critically important right now. One of those presentations that I'm going to share with you. Today comes from Jack Wilson and is called moving your margins. The impact of minimum viable habits. This was the most highly rated presentation by those in attendance at last year. Summit though that might be because he started taking his clothes off at the end which is what's going on when you hear the music playing this is just the audio though so to get the full effect you're going to need to watch the actual video again to get access. Just join the listener list at top one DOT FM and replied to the welcome email. And I'll set you up. Just be patient with me though because it's a manual process for me to create and send those access codes to you with that. Here's Jack Wilson on moving your margins. The impact of minimum viable habits so. I'm really excited to be here. I'm actually just proud to be part of this community meeting all of you. I've learned so many things so far in the first day and a half. I mean you know from closing deals to mentalities too. What a shoe. We is from my mates down under so I suffer a lot from imposter syndrome. And when I was getting ready for this I thought who am I to deliver this type of content to some of the most successful sales professionals in the industry and as I struggled with that I thought I don't have to be something better or different or above and beyond I just WanNa reach out to maybe one or two of you so I think those things that I've learned maybe not so much issue. He but I hope that I can be one of those things that you take with you when you leave here and you take back with you. Your Life's and you apply to your career in your personal life too because ultimately what I wanna do i WanNa talk about a mindset about sales. We talk a lot about results and sales and how much money we make and how well we're doing but we don't talk about ourselves enough like how do we feel. How are we accomplishing? How's IT impacting? Our lives so what I WANNA do. Is I want to help you move your margins. I'll explain what that is but I want you to move your margins. In a simple way having minimal viable habits a term coined by Scott Ironically when we started conversing about it in the mindset that I want to help you shift is this. Have you heard the free successes made at the margin when you think about? What is a margin we all think like profit margins and like scope? Well that is the margin that thin fine line. It's that knife's edge between something else. The real definition is the border edge of something in for most of US sales professionals. It's that it's the border between success on the one hand and failure on the other and success. We define pretty readily you know. We talk about the expectations. Whether their own they're put on. Us quotas a level of income that we want a personal or professional goal and thinking about the language we use when we talk about success. I WANNA three X my results. I WANNA 10X my results failure on the other hand. It's just everything else. We don't really define failure. It's just falling short of what we desired so I want to change this mindset because this mindset is really limiting and what it causes it causes a lot of stress so at the end of today what I WANNA do. I don't want to teach how to be successful instead. I WANNA help a knee. Will you to maintain success at a high level? We'll also having a high quality of life being happy. So how do we do that? Well I you gotta understand. That stress is a natural part of the sales career. We all know it. Think about it. These are some of the symptoms. When's the last time you were up against quarter the end of the month? The quarter you were over engaged. You were willing to do anything you could get the deal. Done thinking about your your emotional reactions. Your sales ops team or enablement dropped the ball. And you're fired up you're yelling and everyone fired off those emails. And Hey you can't do this to me you're GONNA cost me. Deal emotionally hyperactive. And at the end of the day you lose a lot of energy that anxiety. It's actually physically tolling. You go home and you're tired that's stressed though. And stresses okay. You actually should be feeling stress if you're not. You're doing it wrong or you should be right here telling us how to do it. Because it's amazing. But stresses okay because it's manageable and there's techniques and practices to help you deal with the right levels of stress but prolonged exposure to extreme stress leads to its evil cousin and that's burn out so think about the opposite. Maybe it's now maybe some time in your career but have you ever felt disengaged like no matter what you did. It wasn't going to change the outcome like you couldn't reach those goals. They weren't realistic. Those emotions that were like really strong. Just kinda blunted and distant. It's that proverbial F. It moment right. We've all been there. I think and that kind of state leads to not anxiety but really depressing. It's emotionally tolling as opposed to physically tolling. Where does that come from one of the things that lead to that? Well in two thousand. Eighteen the workforce institute study and they said these five factors are the top contributing factors to burn out. Some of them are obvious lack of control. Feeling like you can't impact. The outcome unclear expectations. I we actually do a pretty good job of that because we send our goals for ourselves. We don't wait for our leaders to schools interpersonal dynamics. I love that we love everyone right we. We'll have every single customer we've ever dealt with right but the last two to me are really important in its extremes of activity that I wake up at four o'clock in the morning I'm selling till eleven o'clock at night and it's that burning the candle at both ends that causes real work. Life imbalance is balanced thing anymore. I I think we can all agree. It's kind of not the new term is work. Life integration like Scott. Kinda talked about how they how they blend with one another. I believe in work life boundaries. When we were working we not we try not to life too much. But when we're lifing we let work happen still. So how do we set up boundary between those things so that we can join our lives? Let's get into it. So how do we do that for me? The philosophy it's actually a lot of cow guts talked about it's two parts it's having a meaningful and well-defined purpose. And by doing that you're going to align your personal and professional goals in a way that fires up your internal motivation. Motivation cannot be given to you. You could be inspired but motivation is something you either have or you don't and when you have it which. I think we all do to choose this career. You've got to light a fire within you. And how do you do that? The meaningful well-defined purpose. So let's do the work. We talked about our why our purpose a couple times today but it was very vague. Like just let's think about our why well there's actually a principle that can help you work to find out what that why so. She's got a notebook laptop. Whatever it is. I'm going to walk you through an exercise. I want to you engaged. We're going to draw ven diagram for those of you. Who are bad at school. That's a bunch of circles that combined together so we're going to do four circles the first ones on the left and in that circle. I want you to write. What are you good at? You shouldn't think you're good at it. You should probably actually be good at it. So verify that on the bottom. Another circle for what can you be paid for on the right hand side?.
Leading Through Crisis and Chaos with Jack Wilson
"Today's tip comes from Jack. Wilson Jack is the director of franchise development at CINCH. It and a sales rebellion coach. Here he is Hey. Their daily sales tips community. I'm here to give you a tip. About managing through chaos and crisis as sales professionals. Right now we have the rare and unique opportunity to lead and believe me our prospects and our customers. They want a need leadership that leadership starts by understanding that it doesn't matter what your opinion about the current situation is. It's time to react to the reaction. We live in an information age in which reactions and activities and behaviors change based on national sentiment opinion media and social media. Because of this. We have to make sure that we're not allowing our opinions to cloud our ability to see what's going on on the ground it's the Classic Sun. Suu Read the tea leaves. So what does this have to do with leadership? As a sales professional we have the finger on the pulse of many of the industries that our customers live in so use this opportunity to have high level thought provoking conversations with the business leaders that you engage with US prospects and customers instead of asking them the stale questions about. How is this impacting? You do some homework. Be a thought leader and try to anticipate how the circumstances might be changing their business. Not just in the current short
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram today. The new sales fail Saturday feature continues. Thanks to Jack Wilson and his willingness to always put himself out there. Jack is the director of franchise development at CINCH. It and a sales rebellion coach. Here he is with his failure story. Hey their sales success community. I'm happy and beyond excited to be one of Scott's first sales fail stories so here goes nothing it was about two months into my new GIG and like everybody. I wanted to make a big splash and show my employer that they had made a great move lucky for me. The phone rang with an inbound. Lead the company looking for help with their. It was an iconic brand in a staple for my childhood. I was over the moon a booked a meeting. I did my homework. And we're off to the races the first step in selling managed. It services for us is to assess the environment. It's our discovery process. We uncovered an unbelievable amount of ways that we improve their business. The presentation could not have gone better. I secured a real champion within the organization and we had one over every person at the table except for one the existing. It manager his. Vote lucky for me wasn't enough to kill the deal and we collectively decided to move forward. At least that's what I thought. Shortly after the close we started planning the implementation and for some unknown reason. The progress was slow days turned into weeks and my champion was making promises that I started to realize. We're failing because they weren't his to keep he needed to rely on his internal team and those relationships were not the strongest. My failure here was that I had focused my relationship with each of the contacts on a one to one basis within that prospect but I'd been completely oblivious to the rift between my champion and the IT manager to make matters. Worse had completely waxed over a story that the CEO shared about how he personally hands out. Bonus checks to each and every one of his more than one hundred employees which means he cares about his people and how they feel long story short. My champion ended up gone and the it manager was left in the driver seat. Needless to say my closeness with his former nemesis was enough to spend me into deal purgatory and ultimately won in the loss column. Mikey takeaways from this sales fail. Don't just take the time to build one to one relationships and learn each team member's role within your prospects organization but go deeper strive to really understand the interpersonal dynamics between cross functional team members within your prospects and then be careful not to align yourself too closely with your champion because when the unexpected happens you want to be the last man standing. Do yourself a favor and go connect with Jack. Right now if you haven't already we'll have a link to his Lincoln profile and more at daily sales dot tips forward slash four. Oh six then helped me keep this series going either. Send Me Your own audio or if you WANNA send an anonymous story along with your lessons learned. Send me an email to Scott at top one DOT FM. And I'LL BE HAPPY TO NERI EAR story for you. Thanks as always for listening and telling your friends and sales about this show. Then be sure to come back tomorrow for another great sales tip..
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram. Today's tip comes from my friend and birthday buddy. Jack Wilson. Jack is the director of franchise development at CINCH. It and sales rebellion coach. Here he is with today's tip. What's going on daily sales tips community? I want to share with you a practice that I find really helpful in actually establishing a baseline for empathy when it comes to prospecting or even dealing with current customers we all talk about having empathy and practicing empathy as one of the most important characteristics of a successful sales professional and honestly in twenty twenty. I feel like empathy has become one of the biggest buzzwords but as much as we talk about it. How do we practice it? How do we learn to be more or have more or to practice more empathy? So I'm going to walk you through a really quick exercise it you can do with any of your prospects or customers to understand how to be more empathetic so for the practice. I whether it's in your mind or on a piece of paper. I want you to draw a circle and above that circle. I want you to put a title of you. This circle represents what it is that you care about the most so for a sales professional as you're dialing as you're creating your outreach think about what you care about the most in most cases it's going to be what it is that you sell so. I'll just use myself as an example. I'm in a managed service industry so inside that circle is it's my professional expertise. Now I want you to next to that circle to draw an even larger circle and above it. I want you to put the title of the Persona. You're reaching out to so for example sake. Let's say you're calling on. Cfo's like in my shoes many times the CFO has decision making power. When it comes to it services now your circle was one hundred percent contained with it or your product or service but what slice of that larger circle for the CFO represents it or your product or service. I want you to draw that slice and then for the rest of that circle for the CFO. I want you to fill in the other pieces of the pie so for a CFO. It could be audits budget's revenues and expenses tax filings or. Just think now is the time of year when they're doing year end financial statements. So as you start to look at these two circles next to each other juxtaposed. How much of your pie actually occupies the mind of that. Cfo and you can start to empathize. What they care about as you're calling on them so most people stop here when it comes to practicing empathy but we need to remember that it takes yet another step so draw another circle still a larger circle and above that circle right the person the man the woman the father the mother of the CFO rather so that person outside of their occupation so you take their circle all the slices of their job pie. How much their life circle does that occupy dry? That draw that small slice and then start to fill out the rest of the pieces of that pie. So you've got their job their occupation their family bills interests friend hobbies a number of other different things that they care about or they're concerned with as you start to look at these three circles. You'll notice that there. You are all the way to the side the smallest of those three circles. So as you call in your prospects or you call on your current clients use this imagery to consider the other things that are on their mind whether occupying more of their brain space. If you want to do a really great job at reaching out and connecting with them start to communicate your point of view to them as it relates to those other pieces of their pie not just as a professional but as a person as well so I hope this helps you get out there and practice better empathy. Now if you want an easy way to practice better empathy think about what Jack might want right now. I bet he loved to connect with you on Lincoln and here that you listen to this tip and what you thought about it..
Practice Empathy - Jack Wilson
"Today's tip comes from my friend and birthday buddy. Jack Wilson. Jack is the director of franchise development at CINCH. It and sales rebellion coach. Here he is with today's tip. What's going on daily sales tips community? I want to share with you a practice that I find really helpful in actually establishing a baseline for empathy when it comes to prospecting or even dealing with current customers we all talk about having empathy and practicing empathy as one of the most important characteristics of a successful sales professional and honestly in twenty twenty. I feel like empathy has become one of the biggest buzzwords but as much as we talk about it. How do we practice it? How do we learn to be more or have more or to practice more empathy? So I'm going to walk you through a really quick exercise it you can do with any of your prospects or customers to understand how to be more empathetic so for the practice. I whether it's in your mind or on a piece of paper. I want you to draw a circle and above that circle. I want you to put a title of you. This circle represents what it is that you care about the most so for a sales professional as you're dialing as you're creating your outreach think about what you care about the most in most cases it's going to be what it is that you sell so. I'll just use myself as an example. I'm in a managed service industry so inside that circle is it's my professional expertise. Now I want you to next to that circle to draw an even larger circle and above it. I want you to put the title of the Persona. You're reaching out to so for example sake. Let's say you're calling on. Cfo's like in my shoes many times the CFO has decision making power. When it comes to it services now your circle was one hundred percent contained with it or your product or service but what slice of that larger circle for the CFO represents it or your product or service. I want you to draw that slice and then for the rest of that circle for the CFO. I want you to fill in the other pieces of the pie so for a CFO. It could be audits budget's revenues and expenses tax filings or. Just think now is the time of year when they're doing year end financial statements. So as you start to look at these two circles next to each other juxtaposed. How much of your pie actually occupies the mind of that. Cfo and you can start to empathize. What they care about as you're calling on them so most people stop here when it comes to practicing empathy but we need to remember that it takes yet another step so draw another circle still a larger circle and above that circle right the person the man the woman the father the mother of the CFO rather so that person outside of their occupation so you take their circle all the slices of their job pie. How much their life circle does that occupy dry? That draw that small slice and then start to fill out the rest of the pieces of that pie. So you've got their job their occupation their family bills interests friend hobbies a number of other different things that they care about or they're concerned with as you start to look at these three circles. You'll notice that there. You are all the way to the side the smallest of those three circles. So as you call in your prospects or you call on your current clients use this imagery to consider the other things that are on their mind whether occupying more of their brain space. If you want to do a really great job at reaching out and connecting with them start to communicate your point of view to them as it relates to those other pieces of their pie not just as a professional but as a person as well so I hope this helps you get out there and practice better empathy.
Connecting the Dots: Human to Human
"Today renting something just a little bit different I am joined quote unquote by Jack Wilson. And for Jack and I today is her birthday. Happy Birthday Jack. Happy Birthday Scott. So we're going to talk today. A about connecting the dots human-to-human and and this birthday discovery. The the fact that we share a birthday was kind of a surprise. Both of US given that we've known each other for over a year and have collaborated on a lot of things. Kind of came out accidentally. So maybe I'll let you tell that story and connect the dots to our tip today. You would think we know each other and we would tell other people that we know each other fairly well but then to be surprised when you were sharing sharing with me about your goal on running you know. What was it. Three times iron man's this year and to have the ten times and then to have the first one done by your birthday and you you said your birthday was February third and that's how I had the Aha moment. Wait a minute. That's my birthday and it instantly. Got Me thinking why. Why do us who he claimed to be these great sales professionals. Who Care Deeply? How did we not know that man that Kinda prompted me to reach out and say let's talk about that. Let's let's give a tip hip about creating better personal relationships and sales professionals and not just better relationships with your prospects but with your customers with your network work as a whole and I think one of the ways we could do that. It's such a simple little thing but remember the last time we sent out an email that you're like. Hey Hope you had a great weekend Scott. Well if you hope that bad find out stop hoping and just ask so. Try this small little adjustment in your outreach. Instead of saying I hope you had a great weekend to try Scott. What did you do this weekend. Or how did you celebrate your birthday in. Those questions are going to get more specific answers. That will help you drill down into knowing that person person more deeply and it's that information and that can activity that allows you to add a real differentiator to your work and I actually hate the word differentiator because I think think it's more of a difference maker because you start to make a difference in their experience both professionally and personally and you make a difference in your whole self and how you present yourself as a sales is professional. Yeah it's amazing. The things that you find right when you get into these real human conversations the post that. I put up a week ago Monday. A about Kobe. Bryant after getting up at four am connected with with a lot of interesting folks in that and one gentleman who reached out he was living in Seattle and we discovered discovered again that we were just meeting each other. Through this experience we found out. We grew up two miles from each other and in Fountain Valley California. You know you you never know. The the world is so small we have all these really really unique connection points. And it's so much fun to find those and they become memorable and I love your suggestion and about asking what somebody did on their birthday. I hate and I think I probably railed against this in in my birthday tip last year. I hate the quote unquote social media. Birthday first day right that generates hundreds of generic. Happy Birthday wishes like that doesn't mean anything instead generate a real birthday conversation. I you know. What did you ask a question right. Actually actually care and find something out and find that connection points. It's so powerful. When you develop develop this this level of depth in your relationships and go beyond just the super high level superficial level you know without linked in or facebook book or Insert Social Media Platform hear. How many people's birthday do you actually know without getting the reminder and you go oh no I forgot I. I should probably send them a note so like do better at keeping your own personal internal Rolodex about when important dates are important information. I'll share a really quick story. Worry with you when I was in banking. I had a ride along with a manager and I was always terrified of ride alongs and my boss set me up really good because it was a skip level ride along and he said he's going to ask ask you about your best customer. So do your homework and I met with that director and had all the details in the stats about the relationship. So he said why are they your best customers at all. I I love the contact. There we get along so great. We've got a great relationship. He said great to have kids. I said Yeah two kids. Well how old is like ten ten and twelve. What are their names. Oh Man I don't know their names. I guess I didn't know her that well. And that was kind of a real awakening moment for
Virginia Governor Declares State Of Emergency Ahead Of Gun Rights Rally
"We begin the news with the pro gun rally plans next week on Monday in Richmond prompting serious safety concerns this morning from law enforcement as well as Virginia's leader the governor says he's taking precautions because of credible threats governor of North Ms declared a state of emergency around the capital from Friday night through Tuesday banning guns and other weapons there after what Virginia state police superintendent colonel Gary settle says is credible intelligence about threats including from white nationalist militia groups threatening to storm the capitol in conspiracy theorist focused on false information online the culmination of that entail into potential threats associated with this particular van do calls plus concern as a unified command Virginia capitol police chief Anthony pike says there's big coordination along with the physical security plan and metal detectors Monday around capital square to insure the safe outcome maximus WTOP news I'm Michelle bash with Republican reaction house minority leader Tom Gilbert says there are legitimate concerns of a few bad actors hi jacking the rally but in a statement he adds that the state of emergency will impede the ability of people to exercise their second and first amendment rights Senate minority leader Tommy Norment and two other Senate Republicans released a joint statement saying the governor's move may heighten tensions instead of easing them and in his statements Republican Party of Virginia chairman Jack Wilson calls the temporary weapons ban a direct infringement on the right of the people to keep and bear
Texas church shooting 'protector' Jack Wilson receives first-ever Governor’s Medal of Courage
"I got it says Jack Wilson is the kind of person others should emulate because of his willingness to protect others Wilson is the man who shot a potential mass shooter to death inside the North Texas church last month governor today presented Wilson with the metal of courage outside the Texas capital he cares deeply about the safety of his community that's why he volunteered to provide security at the church knowing that one day he may be called upon to step up and risk his own life to church members were killed in that shooting best years of say Wilson's action stop what would've in further loss of
Gov. Abbott To Present Jack Wilson, Man Who Killed White Settlement Church Shooter, With Medal Of Courage
"Governor Greg Abbott is going to be honoring the North Texas security guard who shot a gun man to death at the west freeway church of Christ in white settlement last month the governor's office said Jack Wilson will get the governor's medal of courage on Monday the medal is the highest award given to civilians by the
Trump praises ‘brave parishioners’ who confronted gunman in White Settlement shooting
"In Texas the suspect in that North Texas church shooting has been identified as Keith Kanoon two people inside west freeway church of Christ in white settlement were shot in Texas and canoeing and was killed by a security guard now identified as Jack Wilson Kinnunen believed to be homeless had a history of violence though a motive has yet to be released now president trump active on Twitter over the weekend he checked in on both of these cases via Twitter and regarding the New York stabbing trump is calling for unity to fight the evil scourge of anti semitism following the attack now as for Texas trump is praising the actions of those who stopped the gunman the president noting that the attack was over in seconds thanks to what he called brave parishioners who acted to protect more than two hundred others he says lives were saved partly because of Texas laws allowing them to carry
Firearms instructor took out gunman at Texas church service
"A Texas firearms instructor who shot and killed the gunman inside a fort worth area church Sunday is being hailed as a hero for protecting the congregation security trainer Jack Wilson says he saw the gunman inside the west freeway church of Christ and felt something was wrong he had on a fake beard and a fake wig he tells KDFW TV he saw a parishioner with the collection plate targeted and fatally shot and an armed volunteer also fell the seventy one year old Wilson had to wait for a clear shot because two hundred forty congregants were scrambling for safety I don't see myself as a hero I see myself as doing what needed to be done to take out the evil threat president trump tweeted his appreciation for Texas gun laws that allow concealed weapons in churches but for the grand son of the slain church deacon Tony Wallis tell me everything so and I'm not gonna miss him I'm Jackie Quinn
"jack wilson" Discussed on Daily Sales Tips
"You're listening to the daily sales tips podcast in your host Scott Ingram. Today's tit comes from Jack Wilson of Cinch. It on a topic that we probably haven't touched on enough on the show so I'm glad Jack decided to go in this direction here. He is as a full cycle sales rep. There's no shortage of ways to source new business. We hear the most about cold calls cold emails and social selling but it's not often that we hear techniques and advice around networking in referral partnerships by seeking seeking out other professionals in your market and expanding your personal and professional network agreeable to scale your reach. Damore each more prospects the more reach the more members of your network now. We're pretty vague term. It can meet a lot of things in a lot of different scenarios. Try Thinking about networking as prospecting for partners. A partner in this case is anyone who can make valuable introductions to you to keep part of networking is work many of us treat networking as an ancillary sales activity or as a social function but if you WanNa truly magnify your sales efforts make networking immeasurable and repeatable activity start by understanding who oh you want to network with and why for example I label partners as tier one partner if their customers resemble my ideal customers and there's a high likelihood that my services can and will come up conversation while they're pitching their own. I'm in the IT space for example so many of my customers are looking for unified communications. I'd be a perfect tier one partner for someone selling voice over Ip once you identified a good partner how many of you have a structured process to follow to to ensure the relationship develops and maintains changes. Are you loosely keep in touch and get together every once in a while once in a while might feel like just a few weeks but the reality reality of it. Is that oftentimes. It's a month or more how many potential referrals has met with in the meantime. Are you still top of mind if we've identified these partners partners as being important and valuable members of our network that it's important that we communicate in deliberate and systematic way use your crm tool to schedule a cadence or regular other outreach just like you do with your prospects be sure to add some sort of value at each contact instead of just checking in by doing this consistently. You'll always as remain top of mind with your partners a lot of times. You'll start to notice that you're partners. Reciprocate this as well lastly when it comes to networking and referral partners don't limit your value value by setting the Ryan expectations so many times I've witnessed a relationship begin with one partner making big promises like man. I can bring you a ton of deals. Then thirty thirty to sixty days in each of the partners begins to sour because the flow of opportunities is slow if not non-existent think about how many prospects your partners meet within a month how how many of them do they actually close for themselves. How many of those clauses are actual opportunities for you. Play the long game developed a strong relationship by positioning yourself as a valued partner that will do the right thing by the referrals when they do come to you and not someone who just sits there waiting for opportunities to come their way think think about who you partner with the most when's the last time you met with him or spoke with them. Start developing a routine today and follow it for the next few months and watch your partnerships ships transform for more about Jack Wilson and cinch. It just click over daily sales dot tips forward slash to forty nine where you'll find the links you need and probably a little more than come on back tomorrow for another great sales tip. Thanks for listening.
"jack wilson" Discussed on Daily Sales Tips
"You're listening to daily sales tips podcast. I'm your host scott ingram today jack wilson from cinch i._t. Is back with disc gold nugget of knowledge if you're listening to this than it probably means rope into the idea that you can be better in the same breath that means that you admit you're not perfect. Have you told older manager that do you have the personal courage and self awareness to allow yourself to be vulnerable. You should recently. I've been mentoring a close friend of mine. Who's had a long long and winding journey of his sales career. Unfortunately for this friend that journey has had a reoccurring theme he'd started a new challenging role play the new guy game then hit the field feel like he was good enough to make things happen. He saw some early results but then usually around a year in his numbers would dip they'd fall below average or even be average at at best but he'd struggled through and ultimately he ended up looking for a new opportunity and not voluntarily his problem wasn't that he lacked will an effort or even that he was missing fundamental sales skills in fact. I consider him one of the best sellers i know. Instead the big obstacles standing between average and excellent was himself after each exit at hear him say things like i didn't get enough training on x. or my manager barely even talked about why my friend emplaced part of the blame on poor leadership and he was right he was exhibiting poor self leadership you see he was waiting for his manager to come to him identify all of his problems and then give him the training to fix them. All this story demonstrates the extreme case but this can happen to each of us rudder sales journey what we all need to do at times to go seek the leadership. We know we need. It's easy to listen to a podcast read a blog post or consumer sales book to learn new techniques meeks but it's hard to hear it face to face and to admit we have laws to be vulnerable is to go against our own human ego but it isn't week to be vulnerable and seek leadership is courageous and chose true strength above all it demonstrates our willingness to improve and our desire to be the absolute best version of ourselves. Most successful sales professionals will site and impactful leader as one of the keys to their success but this isn't always the case. So what do you do when you find yourself feeling like you need more more training more guidance or just more reinforcement of your efforts. If you're not getting it from your leader don't place blame and sit around hoping that it will change instead manage up do the work of being self aware be brutally honest with yourself about the areas as you need to improve the most and then respectfully take over your next one to one and proactively seek what you need. Not all leaders are created equal but just like career as an individual contributor there consistently involving expressing your own vulnerability or the door for them to reciprocate it might sound like it but tip isn't just helpful for those of you who might be facing challenges top performers often suffer the same fate once we achieve at the highest levels. It's easy to become complacent isn't even though we're always looking to improve our skill sets. We sometimes grow apart from seeking leadership because we think we can go it alone. My challenge for you. Today is twofold old. I developed a process to become more self aware personally. I take fifteen minutes every friday to reflect on my week and i write down a few key the areas where i know i could have done better second. Take that feedback to your leader or your mentor and go proactively seek leadership. Do you know somebody somebody that really needs to hear jack's tip share this episode with them. Share this podcast with them. As always you'll find the transcript and links to more about jack jack wilson at daily sales tips forward slash to twenty six then come back tomorrow for another great tip from jason bay. Thanks for listening and thanks for sharing.
Moving Beyond Passive Engagement
"To podcasts. Tends to be a very passive activity. It's probably not the only thing you're doing my guess. Is that most of the time you're driving flying or otherwise commuting? Maybe you're working out in some way, shape, or form. What did I miss when do you listen to podcasts? If you click over to daily sales dot tips, forward slash one thirty four, you can even post a picture of yourself listening to this show in the comments. In any case, there's a pretty good chance that you may not be in a position to take some of these actions because your body is otherwise busy, or it might even be dangerous or legal, if you're driving, or something like that. That's what makes the activity passive. I'm going to suggest that you think about ways to make it active should you be actively engaging in the content you're consuming would it make sense to take a quick note with your biggest lesson, learned or take away from each episode? You listen to should you capture an action item based on something you heard that you wanna try. No. You don't necessarily need your hands for this take advantage of the voice assistant on your phone and say, hey, Siri, take a note, or okay? Google created note, just my own note here. This is my second attempt at recording this, because the first time, of course, triggered my own iphone. You can also create reminders and tasks as well. If you click over to vis tips, page, I've included some. Links. With more details on various voice assistant, prompts for both apple and Android devices. The other thing you can do that. A surprisingly small percentage do is to reach out to the guests and the hosts of the podcasts. You listen to, if you got something out of an episode or otherwise interested in someone you just listened to reach out to them. You've got one of the greatest opening lines ready to go. You just have to say, hey, I heard you on the daily sales tips, podcast and would love to connect, or ask a question to go deeper into the topic. Whatever I'd be willing to bet you'll get a response more than half the time. I have a few regular listeners who are masters of this. I'm talking about you. Kevin picket Davidson, hang, and Jack Wilson, they will regularly reach out to people that I've interviewed, I know Kevin will sometimes set up short conversations and I believe Davidson has even brought a few of them together in person in New York City. This is such a huge overlooked opportunity, people who are on podcasts or who host podcasts. Love hearing from people who've listened to them. They want to know what you thought and what you found most valuable or interesting so they can double down on what resonates most in their next interview, based on my experience over the last couple of years of hosting these podcasts. It's probably just one to two percent of listeners who ever take this kind of action. So don't think, oh my gosh. They're being overwhelmed. Everybody must be reaching out to them. It's just not true. Now, this is also true for authors and other creators as well. Anybody who's putting content out there wants to hear what people think so reach out. Connect start conversations right reviews. Don't be passive like everybody else, actively engage. And you'll be amazed at what
How to Add Value to Your Prospects
"A lot of talk about adding value in sales these days whether that be in the way that you're prospecting or how you're following up throughout the sales process now over on the sales success stories podcast today. I shared a story from the BBC sales mentors book from Jack Wilson called the real value. Add in sales, I would have shared it here. But it would have broken the ten minutes or less per episode rule that I have so you'll just have to switch over there to listen to the whole thing initially, he talks about how adding value doesn't count unless it's perceived as valuable to the recipient so sending over stats and studies tobacco the need for your solution that they were likely already well aware of doesn't count the story. He goes on to tell the illustrators point is incredible. And the level we should all strive to achieve. Leave if we're going to really call ourselves professionals. So go check that out the one thing I'll add here to the value discussion is that as much as you can you should try to find ways to be yourself. You look at a guy like Jeremy Levy at lead IQ, and there's links and the show notes at daily sales dot tips forward slash one eight if you don't know who Jeremy is yet he is the master of self deprecating humor and making his prospects smile and laugh now, that's value. There's also this thing they call the curse of knowledge and one version of this curse is the idea that there may be something that, you know, a lot about and because you know, so much about it. It seems easy and second nature, and you may not recognize how valuable that knowledge can be to other people for me that might be podcasting or publishing books. Not that big of a deal, but to somebody that's never done those things that wants to what I know. No could be really valuable. My point is think about the things that you know, a lot about and these don't have to necessarily be related to your profession or industry, even but things that may have unique value to those you're interacting with because of your depth of knowledge are there ways that you can make some of that experience relevant and valuable to your prospects.
"jack wilson" Discussed on KNBR The Sports Leader
"Happy Friday to everybody getting ready for Easter weekend. You get some good plans. Weather should be good except in Pittsburgh where the game tonight could be rained out. We'll find out and I was just telling Mark at the commercial that Jack Wilson the former pirates infielder, I didn't interview within the clubhouse in the early two thousands. And he's a Westlake village. Southern Cal guy, and he's like where are you from the right here? I'm from San Francisco, he said, I'm from L A years. I'd never had any idea. Rain this much in Pittsburgh. I just figured rain was like a Seattle thing. He's like it rains every GD day. And all these guys in the clubhouse her laughing is they're playing cards. Anyway, Sean is joins us NBC sports bay area. Giants analysts and one of the giant broadcasters. One of our favorites and ESTES. Good morning. Shawn. We appreciate you making some time for us rain in Pittsburgh. Nothing new I guess not going to Jack Wilson Jackie. I hadn't played there enough to to know that I don't recall all our rain out being Pittsburgh. I mean, you'll have some. I remember flight out of Pittsburgh one night, though, it actually turned it poor after the game. And we we had a getaway day, and it was by far the the worst flight I've ever taken. It's still this day when you charter flights near going. You know, I think they grounded all the commercial flights that they let us go some for some reason and getting out of out of that storm was was the scariest thing I've ever gone through. I mean, we were balancing around and knuckling, and it we were trying to play cars to just try to take our mind off of it. Everybody's sweating bullets. We thought we were going down. But that was that was the only time I can recall ever in Pittsburgh have any rain issues. I'm sure that it happens more often than than on talking about. But we must have been pretty lucky give it it. It's a better count now. So if you do have a rain out there's more to do. So it's not one. I remember it for one of those when I first called the big leagues. It wasn't a great town to have fun in. And now, it's it's it's gotten to be a pretty pretty cool down from what I've heard it's a beautiful stadium. I think it's one of the more picturesque venues in the big leagues if you can believe it right there on the allegany giants, Sean or one of their major league baseball's only team here. We are. What's the date today may or April nineteen April nineteenth giants are the only team? Let's yet in the big leagues to score a run in the first they're six for sixty three in the first ninety five. Let's hit this from both angles. If you're looking at the scouting report and your Jordan Lyles the pirates pitcher tonight, what do you what do you do you do anything differently? When a team is a knee MC like.
Virginia governor says he'll serve out his term after racist yearbook photo emerges
"In Virginia calls for democratic governor. Ralph Northam to resign are growing with fellow Democrats and Republicans demanding he step down after a racist photo in a yearbook years ago surfaced north issued an apology last night, but says he will serve out his term ABC's Zachary quiches in Richmond and says there's more democratic governor wealth north whom was viewed by some as a rising star. But this morning folks on both sides of the aisle are calling on him to resign Virginia. GOP chairman Jack Wilson appearing on CNN to address the issue if he is in the statement or in the in the photograph either in black face or KKK, Dr he needs to resign. The photo appeared back in nineteen Eighty-four in what's being described as a student produced publication while northern was studying to become a doctor at eastern