34 Burst results for "Sales Training"

Invest in the Stack With Justin Michael

Daily Sales Tips

02:08 min | 5 months ago

Invest in the Stack With Justin Michael

"Though cyberspace. Scott ingram asked me to come on this show and talk about tech stocks. What are the myths really most sales leaders. Sierras i speak to. They're trying to cut their tech stack. But it's actually a paradox. You should be investing in higher quality. People do the open. Then you need to invest in tech stacks and only fifteen percent of high growth. Companies are even using a sequencer. Then you need to invest in training on the tech stacks then. You need to invest in strategic sales training. So you're looking at me and thinking. Wow all right daddy warbucks. Are you going to fund this thing. Let's think about it if you could take a team of five and give them the output of one hundred. Would you do that. Is it sensible to write single emails in twenty twenty one. Is it sensible to dial the phone one. At a time. I was doing an exhibition of a parallel system. Dialer knows able to call two hundred numbers in a couple of hours. Connect live twenty times. Get six referrals three points. I was able to do the work of to our days in two hours. Well after twenty consecutive hours. I was able to bring in one point. Two million dollars pipeline. So do the math. I'm willing to prove it out with the tech folks. It's a lot like the navy seals. You have to invest in the drain and invest in the armor. That's what i can tell you about. Rev ops and tech stocks your tech stack avoidance. You have to become you know. High technology quotient released his term. It's from psychology today. It could be a cue adaptability caution. Not huge acknowledged quotient. It's your ability to fuse. Human and machine and the first step is just curiosity right. If you're using outreach or sales lofter's zandt go look at the university. Go online and learn a bit. Like excel in you. Use about five percent but imagine a few used fifteen percents.

Scott Ingram Navy Zandt
How to Become a Better Salesperson Without Losing Authenticity

The Playbook

02:32 min | 6 months ago

How to Become a Better Salesperson Without Losing Authenticity

"How do you become a great salesperson without becoming someone that you're not practice you know. Tony gwynn was my inspiration to be a great salesperson because naturally which i possessed as a salesperson naturally he's to me the greatest all hitter in the world and when i was twelve years old he owned the school baseball and it used to just amaze me not only would he take the time to give back in. Tell me that by helping me. He was learning more about what he was doing but more importantly he would study. The old betamax green screen to see where this release it hours practicing is he. Practicing base is practicing this so much. the greatest hitter. He better three ninety four last season. I couldn't get it. And then when i got a law. School became a salesperson in the stigma. That was related to the salesperson. All the things that naturally were inherent in that stigma of overselling back in selling lying manipulating cheating. I learned that. I had to fight my natural ability by being professional by practicing being open minded practicing being open minded. It's different than seeing everybody's a gatekeeper. Which is initially old old so this is ninety s early ninety sales training solution selling even though they called solution selling was how to overcome things and for me it was ascertaining having an open mind and practicing having an open mind. What does that mean that. There's actually a template number one of denna fighing. i only want to do business with open minded people. Why because i wasted so much time trying to convince close minded people of something reengineer a vision of somebody who has closed mind it takes a thousand times the energy to reengineer or to overcome a closed. Mind that it does to convince her to engineer an open mind and today as i'm an old man like i said because i am in the social realm where before when i was looking for help write something that takes radical humility and open mind. What was interesting is there's two or three people that somebody new that could help me see the math alone of having a thousand people on average that you can help me with so i started realizing the first step in being a great salesperson was finding people with open. Mind having one yourself in practicing having an open. Mind because you're going to attract mines

Tony Gwynn Baseball
"sales training" Discussed on Journey to $100 Million

Journey to $100 Million

04:14 min | 7 months ago

"sales training" Discussed on Journey to $100 Million

"Or new investment into sales training. Pay their i'm kevin daisy and i'm eric olson. Join us on our journey to building a one hundred million dollar companies. What's up everybody. This is kevin daisy here. So as we move further and deeper into our sales journey here that Digital and for rival. Eric and i have recently invested in sales training we actually purchased cardona university so we got the online sales training university along with a weekly coach so we have a call with coach from cardin each week. Now why do we choose cardin. Honestly we kind of like some of the style that he brings. Celery sold a great book to next book. I love aussie. i don't. I don't know if it really matters. I think we can choose any sales training in. It would be way better than not having any sales training. I think you know my team would all agree that you know the videos and the training that we watch all the they are helpful and motivational. And get you thinking and you might pick up some new things of course but when we apply it in discuss it together as a team and how we can apply it and how we can use it in our meetings in our process. That's where the power is and we can collectively came. Come together and try to see what we can do with what we learned that morning so the sales training is something that is brand new. We actually have brought. In the sales team from array digital including myself in eric as well as rival digital or other agency focused on h. Fac president of that company. Art thomas in austin. Who's our salesperson over there so raw meeting every morning which i will talk more about in a different episode but the sales training is just an extensive library of different courses. That you can take so right now. We're starting with the very basic ones would win two videos poor mourn so every morning. Everyone's gotta do videos. I'll tell everyone what the are at the end of each day and before our meeting in the morning if had to complete those two videos and they also have quizzes at the end so you take a video watching video. Gotta take a quiz. You gotta pass it sir. Looking for two those a day every single day of the workweek and our coach which will come into play. Starting this week actually will be a sign videos out for different tracks in courses to our team in addition to the video so also coach that we got. We can do things like role playing. But they're going to be there to push to guide to coach role. Play all those things. So i think it's going to be really powerful wants. My whole team gets on a call with the coach in. It's not just eric. And i that once the team to do this. They have a coach as well for accountability. So are you invest in training. We never really have. We never have We've got proposals in the past. We've talked to people in the past. It's nothing we've ever done. I'm really excited about it. It's not a small investment. But i know this can make have a huge payoff to me. Well worth it. And i'm looking forward to learning more myself in training and being part of it and just excited that we have made taking this step in the right direction. So hey there. Eric j olson. I wanted to let you know about my book. Million dollar journey how to launch a seven figure business. This is the story of what it took for me to go from freelancer with no clients. No employs revenue to growing a million dollar business. It took me eight years. And i made a lot of mistakes and all of those mistakes and more importantly lessons learned are in this book and we have chapter takeaways five to fifteen takeaways and you.

Eric j olson Eric eric olson kevin daisy eight years five two Celery cardona university austin eric each week Art thomas fifteen takeaways two videos this week each day seven figure one hundred million dollar aussie
"sales training" Discussed on Journey to $100 Million

Journey to $100 Million

05:55 min | 8 months ago

"sales training" Discussed on Journey to $100 Million

"There. I'm eric olson seventies. Join us on our journey to building a one hundred million dollar company. What's happening it's eric. J all sin. We have several sales people here at this point. So at a rate digital we have glen. Joe and kevin and then over at rival digital we have also have four full-time sales people and we don't have a training program. We have guidelines. We have some documents that someone may have looked at once and forgotten about and we have kind of a way that we do things but we've never actually put in the effort to create any kind of like a sales training program. There's a couple of different things that you should think of. When it comes to sales training programs one is it needs to be a system that certainly has buy in from the top so it needs to be a process that as an example here to ray digital anna rival digital kevin. I believe in so you know we have some fundamental beliefs when it comes to sales about things like a short sale cycle being very direct with our prospects about what they need and how we can help them and showing them the price as a matter of fact the the sooner the better you know some sales people to wait until like maybe never to actually talk about. The prices is taboo. And i was like that. When i first started selling as matter of fact i would have five or six meetings with the prospect and i interact with their teen and i would take them out to lunch or dinner drinks. I mean like a lot and then at the very end it was time to talk about price. And i was like i was nervous. You know and so. I would tell them the pricing as well. I have the time to deal with just fall apart so very very quickly. I learned that. I need to ask a prospect budget like immediately because if i'm thinking that what they're asking for is going to cost five thousand dollars in their thinking is five hundred bucks. We are not on the same page. Not even close now if i think five thousand and four thousand or they think six thousand. We're close enough where we could probably make it work right but so even in the earliest days. This is like eight years ago. When i was just myself selling. I started to ask budget very very quickly. And it's something that a lot of sales people or people. Doing sales are uncomfortable. Doing but i've since learned over many many years and It's been fortified by many sales experts. Say you need to get that elephant like exposed. So you need to like tell tell you prospect the price very quickly so i know i. Grand cartoon cartoons. Philosophy is within thirty minutes which we tell them the price. I think it should be even quicker. That so if you have slide deck. I would think it'd be within two or three slides. You're of them know. Hey this is offering and then you can go into more rationale as to why that is but just get it out of the way and then you can talk about the actual solution. So i went on the deep end. I guess it'd be into the deep end on that particular points when it comes to sales training but you know that that's my philosophy so i wanna make sure that any kind of program and put it in place actually adheres to that philosophy. So there's we have to have a belief in the actual process. The second thing is that we have to have time or we have to buy a way of training people and we don't have the time right now to figure this out like we're all selling and so like we just can't stop for a month or two months or whatever it takes or you know five minutes here ten minutes there and it's going to stretch out for year decreasing sort of a process. That's just off work for us so right now we're going to buy instead of build it and another thing that's really interesting about the car. Don'- philosophy in their training system is it comes with a coach so it's not just like a whole bunch of videos or blog posts that you have to read which is a tour once a week. We're gonna meet with the coach and they're going to walk us through exactly what we need to do. And we're going to role play and it's accountability. So if one of our salespeople says yeah i was gonna call hundred people today and then the next week when they meet with the coach coach. It'll be like how did you call that day. Twenty why. I was busy with what stuff like what i don't know i just didn't call okay. Why why didn't you call. And they're gonna dig dig so we all knew that right. We all need to be held accountable for doing what we say we want to do. So there's a lot of pros to bring someone from the outside in to help with the sales program and i followed grand cartoon for many many years. I'm a. I'm a fan of his. You know some people don't like him or his style he's aggressive but and i get it. We're not turn into a little mini grants. But i want a lot more of that kind of philosophy and ambition in a non aggressiveness but confidence and Speed urgency you know one of our core beliefs here. Our core values is urgency. And i want these sales processes that opportunity to happen quicker. So they're going to help us get to that point and the whole goal here is that we close more business are sales people will make more money because we can close businesses faster if the training know if they apply the training ville make more and commissions will make moore's company will grow faster. I want it now. But if i can't have a now as close to now is possible. I don't want this to take fricking forever. Let's get this going. How much more successful would you be if you could harness the experience of a group of successful business owners. Well that is the exact group of people that we have in our business growth masterminds. Check out more information at array mentor dot.

six thousand kevin five eric olson five thousand next week ten minutes five minutes five thousand dollars Joe eight years ago two months Twenty five hundred bucks today hundred people four thousand a month one hundred million dollar rival digital
The 3 Stages of your Selling Skills Development

Ag Sales Professional's Podcast by Greg Martinelli

09:35 min | 11 months ago

The 3 Stages of your Selling Skills Development

"Today we're talking about the three stages of developing in sales specifically selling skills and most salespeople stop at either stage one or they fall victim to stage three point five in previous articles we cover the journey segments of a sales career in a four part series. I went through the life and times of the early years all the way through to the later years of a sales career. He can go back and look for the blog titled the life and times of an egg sales professional their early years and so on so forth. Today we cover the selling skills development stages these are how you learned to sell learn to manage a territory learn to become a positive brand new. Your customers and ultimately remain top of mind as the go-to salesperson in your market will stage one. Is the basics this. This is hard skills. It's the beginning the bread and butter the basic training course on sale. This is getting your bachelor's degree in selling skills in the stage you learn how to connect with customers. Ask questions present on your products and finally asked for the sale. Most of us have been to one or several of these courses. They are engaging for sure for the new salesperson as they find out that there's an actual process to selling which they can go through to help them. Sal now the majority of this development stages designed around what to do rate when you get in front of a customer and that's pretty important you got to know that in order to continue to sell. Everybody knows how to drive their vehicle out to the customer and meet them now. You need to know. What do you do from the minute you get out of your truck and start talking to your customer. When the last thirty years. I've been through about a dozen of these programs and a facilitated hundreds of them they're great. They're a requirement while engaging for a newcomer they can seem repetitive to an experienced sales person especially the person as an instructor but they are a great refresher each time. You go through them. And you hear new ways to understand the old basics. Here's an interesting thing. Often sales people think they will attend a course like this and learn some revolutionary way. That no one else knows no one else out. There knows the trouble is that selling steps are a fairly old concept. And they're all based on the same or similar staps. This stage is really the you gotta look at this. Stage is like the anti-gay it into the selling game. I'd like for you to look at it as just as described. Bootcamp your bachelors. Do your stage one in your development now if you want to be just a little better than the average sales person out there tune in to stage one point five and that is time and territory management. I've written a couple articles. Call the number one and number two salesperson killer and you can go in there and google and you'll find those articles they're great. The number one and number two sales person killer is not the steps of the selling process. It's disorganization and calling on the wrong accounts. Both of these are fundamentals of time and territory management and the problem is that few sales training courses ever discuss these topics as a salesperson. We are left to figure it out on our own. Give us the keys to the territory so to speak to a pick and keys to a territory or the assumption is that we will interrupt our very busy sales manager and ask her. Hey what should i do next. Or who should i call on today. You know that's just not going to happen. We're not gonna stop and ask for help like that. We office from our homes even more now since the pandemic so we wake up take a guess as to who should go see and then turn right or turn left out of the driveway for the day and i know many of you just like i did got to. The top of the drive win said flip a coin. I don't know let's go right today or we go see the accounts we haven't been to in a while or the accounts that have been complaining recently. Kind of the squeaky wheel. Well let's move on to stage two and that is what we call the soft skills and i like to call him the essential skills to that sounds better. We're getting now into the best part of selling and developing yourself in your role. The essential selling skills are often mislabeled. Like i said as soft skills as if their easy the soft really means that they don't have hard and fast measurements however they are the most important for long term success in your agribusiness territory. These skill separate the sales person from the day to day weekly or monthly selling process to that of the trusted adviser very important. Step the salesperson. Who goes out and does their job of asking questions and presenting on their products and then closing sale. Will they'll have success. you know. rinse and repeat. Keep doing it keep doing it. Keep doing it. You'll have success however they will also get price shopped and they're gonna fight the feature benefit comparisons that customers are constantly doing by applying the essential selling skills. You can begin the transformation from vendor to trusted adviser now. This doesn't remove all price resistance nor does it combat all objections however it does tip the scales in your favor. A question is how much or how many dollars connect charge from my tractor versus the next competitor. Mike seed variety versus the next competitor. Well that's a great question. One that i spent a lot of time discovering with sales people in workshops and coaching discussions and as always it depends. It depends on how much you can differentiate. How much value do you bring. Your customer and value is in the terms of dollars time or emotional impact. That's the only three things that you can provide of value to your customer. It's either you save a money making money save time make them time or you have a emotional impact. You reduce frustrations you increase Happiness or you reduce risk. Whatever the case is so what are some of the essential selling skills out there that you need to develop communication empathy teamwork interpersonal skills work in problem solving flexibility continuous improvement and finally leadership. There's others i'm sure. But those are some of the key ones that i like to think about as i work with developing sales people and how to go from vendor to trusted adviser as you can see. They're tough to measure and tough to determine how important any one of them is over the other however they are learnable and they developed over a lifetime career in sales the struggle is that nobody really teaches them specifically and speeds up that learning process. So that's what i want you to do. Speed up the learning process on the essential. Selling skills will you can also of see that no matter how good you are at asking good questions inclosing or using the right words in your closing the hard skills if you lack some of these essential skills. You're not going to sell customer for very long. You might get a sale but it might be the last one you get ultimately these to develop in stages lead to you becoming a brand so stage three. Is i want you to think about your development as you becoming a brand in a recent training session a salesperson in the group i was talking about prosperity. He stated that if the prospect doesn't buy from him on the first call he moves on and does not return. What i. I had a lot of doubts on this and i started a challenge. Does that's not normally the case. We have to call people out no three four ten twenty times sometimes in order to get them to buy from us so some discussion. It turns out that this sales person has been selling in his market for over twenty years the customers he works with have some of the highest production yields on their hurt so this salesman's local brand image is so high that he only works with the big herds who know him you know. He is filled the his territory and only takes on a few new customers. So if you are a prospect and you wanna work with him you need inside pretty quickly now. This is a unique situation. And i had to challenge that you know. It's it's an example of the highest form of a personal buran. He is very well known and people prefer to work with him. I'm sure it didn't happen. Overnight in this salesperson goes above and beyond for his customers and the reward comes in the form of excellent referrals and customers who value every chance to work with him to important concepts to keep in. Mind when you think about your personal brand number one. You do have a personal brand. Yes you have a company brand and a you know maybe a manufacturer's brand but you also have a personal brand to your customers. And i describe it as what it's like to do business with you specifically you your customers form this brand of you in their mind over the years as they work with you. Let me share a few personal brand images of sales people that might be out there first of all helpful to talkative. See him when there's a sale stops by with no real purpose driven to do what's best for me well connected in the industry. She's my go-to person when something goes wrong. Talks and talks but never delivers on the talk old school. But we've done business with him for so long. Those are some examples of brand images that customers may have of you. Secondly it's important to keep in mind that your customer owns the brand of you. Yes that's right you can. You can and you should do allow positive steps to develop your brand. But they actually own their

SAL Google Mike
Accelerate Revenue Growth with VIP Guest Darrell Amy

Secrets to Win Big With Arjun Sen

09:17 min | 11 months ago

Accelerate Revenue Growth with VIP Guest Darrell Amy

"So let's talk about. Because i said this out about you. Being that super expert at help businesses grow. So i wanted to warn dokie different angles. I wanted to ask what gets you excited. Have businesses grow. Yeah and get excited. When you walk into a business you can usually tell what kind of business you're walking into either your walking into business where there's growth which means people are excited. They're energetic you can just feel it inside a business whereas if you go inside businesses not growing you can feel that vibe as well and i get excited about going into businesses. That are growing. Because i know that what's going on. There is two things first of all they're creating meaningful jobs and right now you know especially right. Now we need to create more meaningful work in company grows able to create meaningful jobs. And the thing. I'm most passionate about is nonprofits. I serve on the board of of two different nonprofits and i've noticed people that moved the needle. The most our businesses business leaders that are generous. And so i know when. I'm going into a growing business that the fruit of that business is not just meaningful jobs. It's also the giving that happens back into the community and in all of that adds up to make the world a better place so when it comes to growing revenue i get really excited about helping companies grow because the impact. Those organizations are able to have on the world and write ray girl what you shared. Is your excitement conferencing the impact. And i think that was great wisdom immediately at the beginning itself. Show it's not the revenue generated for the brands. You work with would how the trickles to other nonprofits and other areas in brexit community and the dubs. I really think to do it is it is and you know if you look at at where we are right now. Who's going to move. You know in so many ways. We're facing unprecedented challenges in our world and our countries who is going to solve their problems. What's going to solve those problems. It's businesses driving forward in helping nonprofits come along Behind them and all of that we're going to create a better world back. Gets me excited. Nunca a bitter and now before we go to the beker. The i want to come to nonprofits few cents. I wanted to go to the revenue growth. The core promise of your book. I just want to understand. What the real uniqueness what you've done to help. Businesses accelerate the revenue growth in this key areas that you held businesses focused to achieve this. So what things that you can share. The secrets for garros accelerated revenue growth. Well yeah thank you for asking either way and and i you know there are. There are several secrets. I wanna start with two today. That are are really really critical. When it comes to growing your company the first has to do with goal setting and when it comes to setting revenue growth goals were in a challenging time right now because a lot of conservative companies i found set goals based on what they've done historically may say well we've experienced this percentage of growth over the last three years so our goal next year is going to be that same number again ten percent whatever that number is however. That's real challenge. Right now is for businesses. Some businesses obviously have seen a sharp decline. So don't have a trend to work on their. That's very useful. Other businesses are exploding. They've had you know whole new areas of opportunity open in front of them in and so in either case. How do you set growth goals. What i found is the most powerful way to set realistic growth goals. I call them aggressive but realistic goals is to look to drivers of revenue growth. And if you oil it all down. I believe there are really only two ways to grow a company fundamentally you either get more net new clients or and or you grow your revenue per client and when both of those things happen at the same time arjun exciting things begin to unfold If you can accelerate your you can accelerate your growth if you can show reasonable growth in number of clients and simultaneously show reasonable growth in your revenue per client. When you add those two things up You see some really exciting results. I call it the law of exponential revenue growth for example a company that grows their number of clients by twelve percent. Simultaneously grows their revenue per client by twelve percent. They're actually able to double their revenue in just about thirty six months. Which now. I've got some things. I can really set some goals around. Not just setting the overall revenue goal setting the goal in terms of number of clients revenue per client. That's the first thing i would say is think about your revenue. Not just in terms that bottom line numb our top line number but in terms of what are the two factors that drive it. And how can we get more clients in selma current clients. And this is you make it so simple to me. Back to my beginning of my career in the b. to seaworld i remember What listen i losses. Amazing human being. She started as an admin and then she grasped the business and she learned. Explain to me the way you are explaining restaurants fix restaurants to convey simple vase. He said your sales depends on. How many guys you open the cash register how much you put in every time. Not that smart arjun. You could make thousand dollars. Yes one time putting thousand in a thousand times putting one in or something in between and based on that your strategy can be there. So i really love the simplicity as you start going through so as you have come here i just have to ask this question as a friend to understand how daryl get here like was. He warned that smart or not. Get in this journey. Get here well. the. I don't know that was a a that that smarter that i was certainly born this smart but but i did I think like a lot of us Most of what i've learned was has been in the university of hard knocks along the way. And i spent I've had a unique perspectives in that. I've spent half my career in sales in half of my career in marketing For the first twelve years of my career. I was in b. two b. technology sales sales management And then ended up ultimately starting a sales training company in the space. When i started that sales training company the fun part of my story was my very first came to me and said hey darryl everything you taught. Her team is fantastic. However our website doesn't say anything about it do you build websites and of course being my first client. The answer was yes sir. We build websites at actually built several for nonprofits. But it put me now and this was seventeen years ago when this happened over the seventeen years of had the unique perspective of having one foot in the sales world doing sales training consulting with companies about sales even helping some fortune five hundred companies build sales. Training programs have been very involved in that mad at the same time. I've also been on. This journey in the digital marketing space. So that first website turned into managing digital marketing for companies across north america and australia search engine optimization social media management inbound marketing now account based marketing. And so all of it. You know what i noticed was number one. There wasn't a lot of alignment in companies between sales and marketing. In fact i think that's an understatement. He knows it's kind of like your car. When you're driving your car in its non-aligned one wheels pulling the left. The other wheels pulling to the right and the poor driver is just trying to get to work. down the freeway Not only is. They're not allowed of alignment really. There wasn't even a common language between the two sales You know has their focus Marketing has their focus and there are a lot of finger pointing back and forth and where the lights came on for me. Arjun was when i had realization. That was actually getting ready to speak at a conference And had a realization. As i looked out over that that room of marketing professionals sales leaders in business owners realize this isn't about sales. It isn't about marketing. Those are just means to an end. What's the end. The end is revenue growth. And so when we started. When i started looking at things that way everything on this journey that i'd been on in in the sales world in the marketing world started to come into focus and out of that is where the revenue growth engine model emerged.

Dokie University Of Hard Selma Daryl Darryl North America Australia Arjun
Practical Wisdoms for Sales and Leadership With Lynn Whitbeck

Trina Talk

05:15 min | 1 year ago

Practical Wisdoms for Sales and Leadership With Lynn Whitbeck

"Welcome lynn torino talk. Oh three nine thrilled to be here. Thank you well. I am happy to have you. We connected on linked in. And i feel like i know you. We've had some conversations back and forth so i'm just so happy that you're on the show with today. I know i know that's a wonderful thing about link then is it can be such an incredible way to connect genuinely connected with people but you know so. Many people do it wrong. I mean let's like totally back. I won't say it wrong. I know what you mean. Because that's how i feel too. Yes i know. But we're going to just talk about you today. And i was so excited to talk with you because i am a leader and i love leadership and that's like your superpower right leadership and i just i'm looking at your your bile and you you know you help. People provide sales and leadership To move faster to grow faster and achieve their goals and you were an executive in corporate. So tell me about yourself. What made you decide to start doing this on your own. Yeah so I a little bit about myself. I began my professional current sales. And i believe that everyone should have sales training because sales is leadership. You learn everything you need to know to be an incredible leader through sales So i'm really stand really firm believer in sales training for everyone. It doesn't matter if you're trying to sell yourself to get a new job or you're trying to sell your idea to for a process improvement. You know to your boss. I mean whatever it is or a solution to the board that you want to invest in for the organization so everyone is selling in fact heck we sell to our kids about what they're going to have for dinner at night or two hours significant other about what we're gonna watch on netflix. So you're selling or negotiating all the time and so about me. And how i got into this so i was sort of at a turning point. A number of things occurred at the same time in my life so a startup. I had in the coo was failing And my husband was diagnosed with terminal cancer. And so i had this moment and my daughter was going to be going becoming a senior in high school and outside my two nieces one was in graduate school and the other was an undergrad. So a sort of all these things. That are happening. This convergence and i took that moment after my two week. Pity party To say what. Do i want to be doing moving. And you know what is going to really fill my life with passion and know be able to do something that matters. And that's when i decided to create My business t to queen and spent a year working on the book putting everything together We also spent the year with my husband's health condition. And you know really being becoming his advocate and being very aggressive his treatment so his original six months to one year diagnosis ended up three years. Delivered for three years and So it was know really at some ways. It was a really difficult time but it was also a time for me to really refocus my energy and look forward. Wow thank you for sharing that story with me and my condolences about your husband but you know you were able to get more time with him so that that's what matters so just diving into that. You know you were a ceelo for a company and all these things started happening and it's nothing like having all hell to break at the same time to make you say okay. I gotta do something differently you know. Is it always seems like it happens that way. But i'm looking at like petit first solo petite to queen. I love that name. Tell me how you came up with that. I love it. Well you know. Because i wanted a name to represent that i don't care if you have purple hair. I don't care where you worship. I don't care you know what you love or whom is all about. You know you as an individual as a genuine person. And how do we celebrate all women and and of course all people but i especially wanted because of the three young amazing women in my life. I wanted to be there to help. Women move forward instead of you know coming to the equation out of college and all the training we get. We still have been so trained to be quiet to be polite and sit in the backseat and we have to learn. All new skills to be successful in the workplace

Lynn Torino Terminal Cancer Netflix Petit
"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

04:10 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"You shouldn't have one person managing a cap. The account you will have someone who is more business savvy who can have those business discussions and talk about the potential business outcomes of expanding their deliveries where you have the kind person who's the customer success retention bersin out so you have to look at it. That's a team. Sport awesome awesome. Okay so what metrics You know when you guys customers using membrane what are the metrics that you're trying to try to make them look at it and pay attention to that you guys have found leading Success in sales enablement as we talk a lot about south effectiveness. And really you have three things to improve you can increase. Lean rates can increase deal sizes and you can quick Or speed up your your sales cycle pipeline management. That's that that's what we want them to look at. How do we become more effective in the sales function that said we it can sometimes be quite difficult To get them to measure these things because they haven't done when they haven't done so in the past you don't have a good starting point because a lot of times when we get into customers and we ask them. What's your win rate. It's like i don't really know. So how can you not know. Well depends you know. This person's starts puts opportunities in the pipeline as soon as they hear about them and this other person put the main the day before they send out a quote so that the discipline when it comes to opportunities in pipeline management is generally quite low. Yeah we'll say many companies we have to start from scratch and let's introduce this structure and sure that we continually just improve sales effectiveness. Yeah i i agree there. The discipline on opportunity management is all over the place but being disciplined goes a long way. I think so. okay georgia. Is there anything else that you know you. I should've asked you that. You would like to like to speak to before we Before we break well. I think one aspect that that i talk a lot about. Is the importance of coaching right. I i mentioned that. I sucked at it in my previous company. And it's it's being talked about a lot but i still think that too many frontline sales managers don't either have the time to do it or don't really know how to do to don't have the mindset to do it well and if you really spent time coaching your sales people in a good way. It's just makes all the difference. Jeff and then you need the right. I mean that in order to do that well. Of course you need the kpi send the insight and the and the data that becomes important as well but.

Jeff georgia
"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

05:05 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"You're not really as an account manager may be compensated for growth so you just try to protect everything you have. I see that with our account managers. Sometimes where you know like they're compensated. One of the metrics is just retention of customers. So there's they get so worried. And i don't want to piss them off by saying like. Hey you should look at this or we could do this for you because of their happy. And i wanted to just you know. Get them to renew even though they they still get bonus doubt on the on the expansion they're more concerned with just retaining what they've got I think i mean it's so hard to get them to say okay. This is how you can politely suggest things without being pushy but we can really help them in these ways. If they're they're willing to do a little more. Yeah but it's that conflict right a few protecting something you need to preserve the status quo wanna grow something that actually means you're going to mess up the status quo and produce change for sure make you very afraid because we didn't want to retain them so yeah. I think that's a conflict of interest that needs to be at thought about another one is of course inside out thinking so you're thinking about a. We want to grow this account and written a blog post on on the just calling them accounts. I don't know. I'm not super happy with the term account because i it's almost like you think of your customers as a bank as bank accounts like you withdrawal stuff from your account. You should really look at them as something you nurturing grow and i've used the sunflower as a metaphor for that. We need to grow the accounts. Not just with jaw. So the the terminology we use. Sometimes i think can can Be a problem. Like how do you get more share wallet. Like it's like the opening someone's wallet and taking money out of it. That's that's not the right feeling to have so the instead of thinking. How do we get more money from them as we have to think how can what do they want to get looking at this from their perspective. What are they want to do the next year or three years. And how can we align with what they want to accomplish and help them get there so we grow with them so really engaging the customer much more and asking the customer which goes back to the fear right. I think a lot of times account managers are fearful to actually ask a higher level up to say to ask and see. Oh maybe like what's the type of relationship your.

account manager
"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

05:57 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"Because we all as salespeople there's always something you're like man. I don't know that really well. And you have to address it but you kinda don't want to and you hope it just other you know whether it's hey contract has this this thing that not every attorney's gonna love but there's a reason for it and i don't wanna talk about that and i hope the attorney just misses it. You know where it's better better to just say. Hey you know our contract has this in this. Why because it actually is going to benefit you and get out ahead of it. But i could see how that would that would hinder the sales if they weren't Weren't help ninety so let's get into membrane. And so that's part of your solution is member in so tell me a little bit about membrane and how. It's different from other solutions. So what i what. I visualized that the point was eight. Nine years back was a tool. That was very visual. And it guided the salespeople through the entire process and i to say sales process. I'm thinking about b. two b. complex sales cycles right a month or longer month to a few years maybe sometimes multiple stakeholders multiple milestones. One example was the one with the stakeholder by that was an obvious thing that sales people were missing in the sierra. There was nothing really saying that. If you skip this. So the visualization of the process was really my main focus in the beginning so member and i would say the a differentiator is that we. We've we create sort of a checklist on steroids so you can see not only your stages but also milestones since actions steps that you have to do and inside of those milestones. You'll we can also put educational content so sales enablement content like okay. Let's say the first step is a a research step. What does that mean like in your previous company of meant one thing but in this company might mean something else right. We want you to do research like this. Abc etc so you can have the sales leader in that step in a video. Explaining this is why we do research this way. This is why it's important and these are the main things you need to figure out unless you already know them. Really guiding Guiding is a keyword for us when we develop the each view needs to be visual and have guidance for the sales person. Stop you so you've built in a lot of the coaching and the training Kind of right into the product for your customers. Yes although we don't really built in so it's not like membrane has it all. I mean cookie cutter ready for you but we make it very agnostic of the customer or the customer sales coach or sales trainer will put that type of content inside of the tools we make the tool. Various economic methodology pulses but just enabling that content to be at exactly where you need it at the right points today. I think you're doing sales training. And then you'll get access to an lms like learning management system on the side after the training. Nobody goes there anyway. So you need to have it right in your face when you're working near deals.

sales training sales trainer attorney Abc
"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

02:58 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"Let's get into membrane. And so that's part of your solution is member in so tell me a little bit about membrane and how. It's different from other solutions. So what i what. I visualized that the point was eight. Nine years back was a tool. That was very visual. And it guided the salespeople through the entire process and i to say sales process. I'm thinking about b. two b. complex sales cycles right a month or longer month to a few years maybe sometimes multiple stakeholders multiple milestones. One example was the one with the stakeholder by that was an obvious thing that sales people were missing in the sierra. There was nothing really saying that. If you skip this. You're gonna kill the deal. So the visualization of the process was really my main focus in the beginning so member and i would say the a differentiator is that we. We've we create sort of a checklist on steroids so you can see not only your stages but also milestones since actions steps that you have to do and inside of those milestones. You'll we can also put educational content so sales enablement content like okay. Let's say the first step is a a research step. What does that mean like in your previous company of meant one thing but in this company might mean something else right. We want you to do research like this. Abc etc so you can have the sales leader in that step in a video. Explaining this is why we do research this way. This is why it's important and these are the main things you need to figure out unless you already know them. Really guiding <hes>. Guiding is a keyword for us when we develop the each view needs to be visual and have guidance for the sales person. Stop you so you've built in a lot of the coaching and the training <hes>. Kind of right into the product for your customers. Yes although we don't really built in so it's not like membrane has it all. I mean cookie cutter ready for you but we make it very agnostic of the customer or the customer sales coach or sales trainer will put that type of content inside of the tools we make the tool. Various economic methodology pulses but just enabling that content to be at exactly where you need it at the right points today. I think you're doing sales training. And then you'll get access to an lms like learning management system on the side after the training. Nobody goes there anyway. So you need to have it right in your face when you're working near deals

sales training sales trainer attorney Abc
Critical Practices Your Sales Team With Membrain Founder & Ceo, George Bronten

Digital Conversations with Billy Bateman

02:58 min | 1 year ago

Critical Practices Your Sales Team With Membrain Founder & Ceo, George Bronten

"Let's get into membrane. And so that's part of your solution is member in so tell me a little bit about membrane and how. It's different from other solutions. So what i what. I visualized that the point was eight. Nine years back was a tool. That was very visual. And it guided the salespeople through the entire process and i to say sales process. I'm thinking about b. two b. complex sales cycles right a month or longer month to a few years maybe sometimes multiple stakeholders multiple milestones. One example was the one with the stakeholder by that was an obvious thing that sales people were missing in the sierra. There was nothing really saying that. If you skip this. You're gonna kill the deal. So the visualization of the process was really my main focus in the beginning so member and i would say the a differentiator is that we. We've we create sort of a checklist on steroids so you can see not only your stages but also milestones since actions steps that you have to do and inside of those milestones. You'll we can also put educational content so sales enablement content like okay. Let's say the first step is a a research step. What does that mean like in your previous company of meant one thing but in this company might mean something else right. We want you to do research like this. Abc etc so you can have the sales leader in that step in a video. Explaining this is why we do research this way. This is why it's important and these are the main things you need to figure out unless you already know them. Really guiding Guiding is a keyword for us when we develop the each view needs to be visual and have guidance for the sales person. Stop you so you've built in a lot of the coaching and the training Kind of right into the product for your customers. Yes although we don't really built in so it's not like membrane has it all. I mean cookie cutter ready for you but we make it very agnostic of the customer or the customer sales coach or sales trainer will put that type of content inside of the tools we make the tool. Various economic methodology pulses but just enabling that content to be at exactly where you need it at the right points today. I think you're doing sales training. And then you'll get access to an lms like learning management system on the side after the training. Nobody goes there anyway. So you need to have it right in your face when you're working near deals

ABC
"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

04:36 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"I was doing probably everything wrong. So i studied like a maniac when about selling what is sales. How do you get someone to buy. What is buying. How do we make decisions. So i did. A lot of reading went to law courses and that all ended up in me as a software guard thinking about sort of a product that could help the sales people to do the right things at mind with right people and be guided and trained in the tool while doing so so that was sort of the the spark that went off in my head. I didn't think about launching a company at that point. I just wanted to this to work rise in upstream so i went to my crm at the time. So hey i have this idea. What about creating a visual checklist with integrated training and should it will be awesome. And they're like well you know we haven't really designed the product like that so but you can. Maybe you can go to an integrator. And have they then customized for you and having been in software for twenty years. We know what that means is like. Okay go dig this hole until all the money into that pit. Once we release a new version it's all going to be broken anyway. So that's when membrane was founded. Like i need to build this to myself because there is no really good tool that enables in guides and coaches sales people in a complex sales environment in a proper way. Let me long. I yeah no no. That was really great. I have a couple of questions of the biggest one being you talked about. I hired these sales people at membrane and at upstream and it didn't work And i was the problem. So what we're we're some of the things is you looked back to see. Okay what did i do wrong to. Not enable them to have success. We're a few of those things that you're like. I should have done this different. Yeah great great. Great question so the main things i i realized was that i had been making a lot of faulty assumptions. Like i was assuming that. I was almost assuming that sales people is something that you born to become born. A salesperson and i was also assuming that sales people who were born salespeople also had some kind of discipline and would just go out and do everything to get to hit that target that i set up for them without me really training them in everything that was necessary so i train them in the product..

"sales training" Discussed on Digital Conversations with Billy Bateman

Digital Conversations with Billy Bateman

03:32 min | 1 year ago

"sales training" Discussed on Digital Conversations with Billy Bateman

"All right. Everyone welcome to the show today today. I have the pleasure of being joined by. George brown tiem. Ceo and founder of membrane. George thanks for joining me today. Thanks for having me nice to be here. Yeah i'm excited..

George brown Ceo founder
"sales training" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

Ag Sales Professional's Podcast by Greg Martinelli

06:04 min | 1 year ago

"sales training" Discussed on Ag Sales Professional's Podcast by Greg Martinelli

"Hello, and welcome. My name is Greg Martinelli and this is the egg sales professional podcast. The purpose of this podcast is to make you the best salesperson or sales manager possible in agribusiness. Hey today, we are talking about three ways to get more from your sales training and three methods to improve long term learning want to get more out of the next training program you. Attend even if you think you know everything the instructor is going to talk about you can still get more out of any program you attend. In many cases, you can be the one that helps guide the training session to make it a even better event as an attendee. Here are three ways you can get more from your next training session number one. Yes that's right. Attend and sit in the front row university studies done on what it takes to get better grades found. There were two critical steps that getting better grades in college attending class was the first criteria that means showing up seems obvious but in today's cell phone society that also means attending class and I repeat and paying attention we're addicted to our phones and their immediate accessibility Twenty, four seven. If you're going to take the time to go to training then attended, it was also discovered that sitting in the front row, reduce distractions between the instructor and the student again in our virtual world and cell phone era multitasking is at an all time high turn them off pay attention and get more from your training another advantage of sitting in the front. Row is higher engagement with an instructor. When working with a team I can tell you from much experience those attendees that ask questions that reach out before and after workshops will always get more out of their training experience those that do the bare minimum on pre work lack engagement and run out right at the end of the workshop get far less than their peers most. Instructors are willing to help. Clarify confirm even provide some impromptu coaching to those willing to ask there is nothing lost by asking and much to gain well, the number two way to get more for your next sales training is number to get an accountability partner. It's estimated that just the act of measuring will increase training retention by twenty-five percent having someone who will help you. Hold yourself accountable to the changes you need to make increase your commitment to that change. I find this to be a powerful impact tool in training sessions. I will actually have attendees perr up and set a follow up call with each other make him pull out their phones and schedule it right there on the outlook calendar as a reminder to call their accountability person then. We follow that up with a web session to discuss how those calls went. This double accountability action step ensures at for at least the next three to four weeks. Their new behaviors are a priority for them without this step. The pace of life as an egg sales professional is just too busy and we just slipped right back into our old ways well, the number three way. To get more out of your next training is get rid of your to do list and schedule it on your outlook calendar. This is big. This is a huge way to increase your productivity. You need to have some way of leaving that training session with action items. You will actually implement often go to training get a nice binder or workbook take a lot of notes. In it and then store that binder on a bookshelf never to be opened. Again, knowing this, I implemented a glorified to do list that workshop attendees fill out as they go through the sessions at the end we discuss and reflect on those lists to determine which are most important. Well, this is better than a nice binder on your bookshelf it needed one more step to. Get. Real action. Now we add action stuff to their outlook calendar. Some of the items on the two of us were just too big for one action step gain a ten percent market share and making county is an awfully big item to do in one step but polling on one new prospect in making county next Tuesday is certainly easy to actually do put on your. Outlook calendar and you're most likely to do it. Here are a few additional training elements that I found increase engagement enjoyment, and retention of the material. The first thing that I found useful a pre-test testing often strikes fear in the hearts of many. However, a pre-test is not usually feared as we feel less pressure before we actually go through the training, the added benefit of A. pre-test is to give the attendee an idea of what the course will be about. They are better prepared for the course before they even arrive. The second area that I found helpful in preparing instruction is to do spaced implementation. You really can't cram for long term retention think back to any test you ever crammed for for most that's back to our college days for me. It was my series three and thirty modernity training certification tests I crammed day and night, and I had the help of a great shooter by the way. Thanks Jeremy did I pass of course do I remember it very little the same can be said for sales turning but let me give you one more analogy. Imagine you're wanting to learn how to play the guitar you. Search online and find a course that promises you the ability to play guitar after their eight. Hour workshop now is that realistic course? Not You could jam or cram for eight hours and be a little better that doesn't mean you know how to play a guitar. The same goes for the complicated skills of sailing by spreading the material out over time I found retention of. The training higher among attendees with the increase virtual capabilities of everyone. This is easier than ever. Well, the third way that I think you can add to your sales training program is to implement a follow up. This is one of my favorite components of a great training program doesn't matter if it's as simple as an email, a post test survey, a Webinar or an actual live. Every intense in-person workshop needs to have a follow up within several weeks. Of course this simple step does two things first as mentioned increases accountability to implement the actual training activities that we trained on. Secondly I uncover what the best or most important materials to each group..

sales training instructor sales manager front row university Greg Martinelli partner Jeremy
3 Ways to get more from sales training

Ag Sales Professional's Podcast by Greg Martinelli

05:38 min | 1 year ago

3 Ways to get more from sales training

"Hey today, we are talking about three ways to get more from your sales training and three methods to improve long term learning want to get more out of the next training program you. Attend even if you think you know everything the instructor is going to talk about you can still get more out of any program you attend. In many cases, you can be the one that helps guide the training session to make it a even better event as an attendee. Here are three ways you can get more from your next training session number one. Yes that's right. Attend and sit in the front row university studies done on what it takes to get better grades found. There were two critical steps that getting better grades in college attending class was the first criteria that means showing up seems obvious but in today's cell phone society that also means attending class and I repeat and paying attention we're addicted to our phones and their immediate accessibility Twenty, four seven. If you're going to take the time to go to training then attended, it was also discovered that sitting in the front row, reduce distractions between the instructor and the student again in our virtual world and cell phone era multitasking is at an all time high turn them off pay attention and get more from your training another advantage of sitting in the front. Row is higher engagement with an instructor. When working with a team I can tell you from much experience those attendees that ask questions that reach out before and after workshops will always get more out of their training experience those that do the bare minimum on pre work lack engagement and run out right at the end of the workshop get far less than their peers most. Instructors are willing to help. Clarify confirm even provide some impromptu coaching to those willing to ask there is nothing lost by asking and much to gain well, the number two way to get more for your next sales training is number to get an accountability partner. It's estimated that just the act of measuring will increase training retention by twenty-five percent having someone who will help you. Hold yourself accountable to the changes you need to make increase your commitment to that change. I find this to be a powerful impact tool in training sessions. I will actually have attendees perr up and set a follow up call with each other make him pull out their phones and schedule it right there on the outlook calendar as a reminder to call their accountability person then. We follow that up with a web session to discuss how those calls went. This double accountability action step ensures at for at least the next three to four weeks. Their new behaviors are a priority for them without this step. The pace of life as an egg sales professional is just too busy and we just slipped right back into our old ways well, the number three way. To get more out of your next training is get rid of your to do list and schedule it on your outlook calendar. This is big. This is a huge way to increase your productivity. You need to have some way of leaving that training session with action items. You will actually implement often go to training get a nice binder or workbook take a lot of notes. In it and then store that binder on a bookshelf never to be opened. Again, knowing this, I implemented a glorified to do list that workshop attendees fill out as they go through the sessions at the end we discuss and reflect on those lists to determine which are most important. Well, this is better than a nice binder on your bookshelf it needed one more step to. Get. Real action. Now we add action stuff to their outlook calendar. Some of the items on the two of us were just too big for one action step gain a ten percent market share and making county is an awfully big item to do in one step but polling on one new prospect in making county next Tuesday is certainly easy to actually do put on your. Outlook calendar and you're most likely to do it. Here are a few additional training elements that I found increase engagement enjoyment, and retention of the material. The first thing that I found useful a pre-test testing often strikes fear in the hearts of many. However, a pre-test is not usually feared as we feel less pressure before we actually go through the training, the added benefit of A. pre-test is to give the attendee an idea of what the course will be about. They are better prepared for the course before they even arrive. The second area that I found helpful in preparing instruction is to do spaced implementation. You really can't cram for long term retention think back to any test you ever crammed for for most that's back to our college days for me. It was my series three and thirty modernity training certification tests I crammed day and night, and I had the help of a great shooter by the way. Thanks Jeremy did I pass of course do I remember it very little the same can be said for sales turning but let me give you one more analogy. Imagine you're wanting to learn how to play the guitar you. Search online and find a course that promises you the ability to play guitar after their eight. Hour workshop now is that realistic course? Not You could jam or cram for eight hours and be a little better that doesn't mean you know how to play a guitar. The same goes for the complicated skills of sailing by spreading the material out over time I found retention of. The training higher among attendees with the increase virtual capabilities of everyone. This is easier than ever. Well, the third way that I think you can add to your sales training program is to implement a follow up. This is one of my favorite components of a great training program doesn't matter if it's as simple as an email, a post test survey, a Webinar or an actual live. Every intense in-person workshop needs to have a follow up within several weeks. Of

Sales Training Instructor Front Row University Jeremy Partner
Microsoft decides to shutter its retail stores

Daily Tech News Show

02:08 min | 1 year ago

Microsoft decides to shutter its retail stores

"Announced it will permanently close almost all of its Microsoft store retail locations stores in London New York City Sydney and Redmond will be converted to Microsoft, experience centers. The company plans to focus on using Microsoft dot com, poor customer support for sales in for training. The company said retail store team members will continue to serve customers from Microsoft corporate facilities and remotely providing sales training and supports. Yeah, nobody seems. Seems to believe whatnot nobody I see a lot of people like so, what is really going to happen to the store employees? But it sounds like Microsoft is like we're just GONNA. Keep them on support. Everybody's working from home anyway so we might as well if we're going to be paying them, pay them to do customer support and sales that they're trained for in the store. Just do it for online store and. It does sound like this was in place to happen. Before Covert Nineteen Microsoft definitely closed their stores like everybody else do the virus but all of the sources seem to indicate that Microsoft was looking at doing this anyway. And if it was because of this, they might have done it at a different time. I don't know but It sounds like they're just realizing that they don't get enough sales out of these stores and the ones that they do get a benefit from. Don't really get a benefit in actually selling units get a benefit in exposing people to their products, and that's what they're going to do with these experienced centers. Imagine? If apple was like. Yeah, we're closing all of our retail stores, but we wanted to anyway before the criminal buyers. That would be a huge deal Microsoft doing this. You kind of go at. The most of the sales was probably online anyway or at least somewhat lacklustre. Foot traffic goes, and and maybe there is no real expansion plan and the fact that they are going to keep some flagship stores in a few major cities were Microsoft has a good president as experienced centers means in. It's not as if they don't think. Can benefit from a hands on experience where you know getting a little bit more information about what the company's got going on, but this. Yeah, this sounds like the the whole pandemic part of this may have hurried some plans that had been in place for some time.

Microsoft Sales Training Redmond London Apple New York City President Trump Sydney
"sales training" Discussed on Thrivetime Show | Business School without the BS

Thrivetime Show | Business School without the BS

06:13 min | 1 year ago

"sales training" Discussed on Thrivetime Show | Business School without the BS

"Or not for I make it convenient for myself to make those happen, because if it's a struggle for me whatever time today then I won't do it, so if I just put it convenient for me. Make everyone there and. And then it makes for me, and then that's I do it, but usually I see people all the time. You said something profound a lot of times we'll cancel the sales meeting I. Don't do this anymore ever, but a lot of people do this. I remember being a young entrepreneur. My I I started my first business sixteen. I. Remember Being Twenty Years Old. Going who we've got a whale of a deal right here. We'll go ahead and cancel this meeting you know. And I did that crap for about three to four years in a row before I. Realized. That's the key to poverty. In order to be successful, you gotta say no to the good deal to say yes to that great training. In the moment it's easier said than done, but but again you can't. Cancel your sales meeting. For that whale of a deal now matt removed number three. Here as we're talking about. Stop complaining and start doing ongoing sales training. You got to role play until the team can't get it wrong. You know you gotTa have a culture where you role play. It's one thing to hand your guys Emmanuel. And to give them a dissertation. You've got to role play. You GotTa role play and listen to those calls until they get it wrong. Matt Talk to you about the importance of role playing in the OXY, fresh call center, or listening to calls I mean. What kind of impact does that make when the team actually has their calls listened to. Yeah well, you gotTA, check and balances so I you you really kind of grading yourself on their ability to fall script and make sure that what you train them on. They're capable in doing at the time that they're doing it. But if you don't have a stripped and you just want someone to book jobs for you for instance. It's going to be pretty hard for them to get something that is going to be repeatable where they can get better at it. Every single call difference and they're saying different things. They're never going to get a rhythm. They're never going to get good at what they're doing because they're. They don't have the script again followed anything. They're not actually getting better at one or two things. They're just going willing to bet you. People can make that successful any, so you need to be able to have scripts follow at role play. You know it's like our university. We have an Oxford University. You must pass that university. The ninety percent scored and even be able to actually open a schedule the. The reason we do that is if the check bounces if you aren't capable of understanding what you're actually doing before you go into someone's home, your liability if you don't actually can actually speak the language of carpet, cleaning for instance or just how he took a job how we voted how we actually price it then you're going to be a detriment to the company. So all those things have to be in place before can actually go to the public and Be Realistic Company that people want to utilize you. Know for elephant in the room and for the office here at make your life epic and all the businesses we do a sales training every Tuesday morning at seven am and. After Matt I hop off. I'm an queue up the audio from today's sales training. Because so many people ask me. What do you actually say in the meeting? I mean what's it like and it's very similar format every time, and so I decided record today's meeting and let people here what it's like to train Andrew in that meeting, you've probably walked in that meeting before. You're no longer in those meetings because you are working with clients. The. Conference Room just probably. What twenty twenty people in that in that room? Oh Yeah, twenty people and making sure everybody's getting involved were there? We're all following documented scripts, so step one. We got the documented processed document proven process step to its regular. It's every single Tuesday at seven am every Tuesday now Andrew with Iran at by the team and I said Guys Wendy. Wendy you. All think is the best possible time to meet winwood. Would that time I think you would have twenty different times right so you've just got to schedule it even though it's not competing for everybody right now. Move Three role play. When you listen to my sales training today, you guys will hear audio of Meat Training my team and will made huge improvements today. Yeah serious quantum leaps. You know sales. Reps can talk too fast by default just too fast. Too Nervous. This guy went from going ninety an hour into like medium pace. When you're doing a sales presentation at a medium pace, it is awesome. I'm serious. What I mean, you know you know what I mean when you're. A new sales guy and you talk too fast met. What does it say the potential? And we're big. Shout out to will the thrill though he got it done now, step four. You gotTa track or your. Team Start to slack. Matt Talk to me about this this whole in Christianity. We've talked about backsliding backslide and we're like. Clay gave his life to the Lord. Now he's. Smoking out there in front of the building again he backslid at a service just ended thirty minutes ago. What's going on? That Klay man he gave his life to Christ last week. And now he's outside, pulling the wings off of lies in watching horror movies, man that guy, back. It's easy to religion. People talk about backsliding, but I see in sales. There's a lot of backsliding this regression. Actually get worse, the more you practice something wrong. Talk to me about tracking, and while your team will start slacking if you don't track those key performance indicators. Yeah, but you can't train on them. If you're not tracking the calls, you're not tracking your performance and you can't make any manager all decision. You can actually put in place to make that Khloe better. You can't actually be able to say hey. You are talking too fast. No, you're losing people in the first five minutes not that it's not interesting content that they can't actually understand what you're saying right if you don't track those things. Don't have any points to to train on. You're making your life so much harder. Because every conversation is going to be a different one right, you might walk by the office and hear them in in a in a conversation, but you don't have any context behind it, and you start training them on that one piece you walk by fifteen minutes late and you hear something else you don't like and you train them on that piece very confusing for your employees, but equally hard for you to actually get any traction with what you're trying to accomplish, so if you can start to track things, you can start to see.

Matt Talk sales training TA Andrew Wendy Be Realistic Company Khloe Oxford University OXY Klay Iran Clay
the Transformative Power of Yoga

MedTech Talk Podcast

04:19 min | 1 year ago

the Transformative Power of Yoga

"Is My pleasure to have Mike Huggins. Join US on this episode. Mike and I go way back. To when I first joined sympathies in the late nineties. Mike was cheap operating officer at the time. Then Ran Cynthia spine. And went on to become CEO at scientists another spine company. However. His life took a dramatic term when he was convicted on a misdemeanor stemming from alleged. Marketing of Norian. A company which sympathies had bought and marketed a bone graph substitute. Mike went to prison, but along the way found a whole new path for his life, he now actively works with companies on issues of reputation in crisis, management, ethical and responsible leadership in mindfulness among many other things. He's also the author of going on a CEO self-discovery behind bars. Mike it is great to have you here and welcome. Thanks Jeff. It's really great to be here and a great to connect with you. Both terrific and we want to cover a lot of different things in Gosh you're. You're experienced through, you know. Really all your life, but the particularly last two, twenty, five or so years. I mean there's so much that's come out of that, but maybe we pick it up at at sympathies and You know I don't think a lot of people really understand what was behind syntheses success as a medical device company. Really what a special company was and would love if you could just talk a little bit about some of the things that you experienced empties, and and and the things that really turned it into a really dominant company within orthopaedics and trauma. Be Happy to do that. Gosh looking back at that time period. It's really hard to Appreciate back then just what is essential company `Sundays was. For, so many reasons, but I think that the primary reason was that there was the sense of trust I would say between the employees, the management, the management with our our sales reps. our sales, consultants sales consultants would surgeons. And we were all tied together by this common bind or bound of a patient care, and is truly what drove the organization from the outside from delivering sales in products and services to our surgeons, but probably as importantly that was the culture inside the organization, a quality continuous process improvements. Being aware at the end of the day that we were patient driven and I know those sometime sound buzzwords in people. We always companies always talk about that as far as their mission vision. But isn't as I really believe we truly had had that culture ingrained in us. And many reasons that happened. We can get into some of those, but I think that's probably what the biggest. Piece for me was as just being a special organization that we all were on the same page. It's funny I. Mean You mentioned Sales Consultants in? It's one of the things that I remember. When I first got there is these were not reps, right? These were really people who were part of the team in the, or and and it was you know it's harder to do nowadays, but but that was the way they were viewed within the hospital. And we in an internal, they were called not even sales consultants. Abe called Consultants even though that I know that caused some confusion because they were employees of the organization, but they were consultants and I. Think you know Jeff Having seen some of the training they did that. There wasn't a lot of sales training provided to the a our our consultants, it was a almost always technical training about a procedure, a process or technique of of using product less so about a sales approach or sales style I think that may be changed later on, but in your early days of my tenure there. Certainly, that's what it was driven on.

Mike Huggins Sales Consultants CEO Sales Training Jeff Cynthia Spine Norian Mike Officer ABE
"sales training" Discussed on KLBJ 590AM

KLBJ 590AM

06:39 min | 1 year ago

"sales training" Discussed on KLBJ 590AM

"Alone sales training yeah they're more like branching out and getting dry probably about a third of my own already and we're doing fine so I'm not sure what to do about that okay generally speaking mountain laurels are pretty industrial they have very few things that bother them that are deadly to there is a disease generic name here because there's a disease for each and every plant doll has the basic the fact it's called tip dieback it can affect the outer leaves of some branches and then starts to work its way it's usually in a bacterial family type disease and one of the nice things about it is is it can be easily controlled by removing the bad part of the branch and letting the new part produce new leaves for you so if you're looking at a branch in the outer leaves of it are starting to dry up and turn brown look at that branch work your way in towards the centre trunk and find a spot where you've got a good clean would that still looks happy and healthy and is doing well you want to cut that bad part of the branch out of there if you can you know sometimes it's like there's nothing good there left to cut but it if your arm it was the branch with the problem in your fingers were the leaves that are turning ugly you'd like to cut it maybe your wrist maybe maybe the middle of your forearm so that you're sure that you're in good clean would that you're taking the best chance of removing the nasty disease that's going on and what will happen is the plant should reproduce M. and put out new growth for replace what you're cut off now having the same plant a whole bunch of them and one of them is bad and the others are good sometimes that happens you gotta see that wasn't the healthiest but I think that you are getting affected by stuff that is pretty normal for affecting the crate are affecting the mountain laurels try cutting out the ugly first keep treating everybody the way that you have been and see if it doesn't put on new growth after you remove that bad spot okay that was a very good explanation I understand what you're talking about numbers at your house yes Sir and good luck because that's usually a really healthy mount laurel when you raise one from seed and take care of it it's going to be a long lasting one for you and makes a beautiful plant so good luck with those thank you let's go to this is Steve good morning Steve what can I help you with good morning Jeff yeah I do so the year is out septoria leaf spot on my chin eight hours but I can't find it in the morning news release I called around and they say they're not caring it or can't get it do you know what happened and it was really big similar to that that's replaced it sure serenade contain the bacteria bacillus subtilis was pretty effective it does kind of bacterial and fungal diseases the company that made it pulled it from the market now I'm not exactly sure why because it was a profitable product but now you can't get it unless you're talking you know in the hundred gallon tank for your big tractor sprayer to spray you know several hundred acres of soybeans or something so right it's not the home gardener anymore there is a replacement for a number of years there is a bacteria that everybody thought was still the bacillus subtilis and after a lot of diagnosis DNA work things like that they come to found out they have a new bacteria Amy look quo Fisher and yes I slaughtered the Latin it's kind of a twin of the bacillus subtilis but they found that it's actually more effective it LC it breaks down and produces antibiotics on the leaf which is really effective in stopping the diseases this bacteria is now commercially available in a product called Monterey complete disease control now I'm sure if we dug we could probably find another company making it but that is a product made by Monterey Monterey complete disease control Roker you can find that commercially you can find that on the web ands it's been really promising it also has some neat trades about it that when used as a soil drench it improves the plant's ability to take up nitrogen and that's never a bad thing so that Sir current replacement it's just it's safe it's probably more effective and easily commercially available what did you say a judge should or is it that players play yes you can do either way and there's some discussion about it on the bottle okay is just one way better than the other you know it kind of depends on the application it when I'm treating leaf diseases I'm gonna find that the foliar feed is going to be the most effective way to treat him because you're covering the surface that's being infected but there are some root diseases like rise Oct Rhizoctonia manned I'm sorry can't think of the name for the one it causes damping off disease this would be affective soil drench to help prevent that too so it can be used either way and its safety numbers are really good and it's actually reasonably priced comes in a small concentrate and you can find it really like the products from Monterrey so you can start there you should be able to find that out to your local independent nurseries so that's what I needed thank you very much thanks for the call folks Cynthia Julie I see you there can you hang on we're coming up against her first break this is gardening naturally you can give me a call the numbers five one two eight three six zero five ninety we'll be right back when you're living with polycythemia Vera.

sales training
"sales training" Discussed on OC Talk Radio

OC Talk Radio

15:10 min | 1 year ago

"sales training" Discussed on OC Talk Radio

"Your host here at the Business Growth Cafe and thank you for joining us today at the cafe. I'm excited to have Scott. Failing a season Sandler certified trainer in the Western Region with over twenty five years of service to discuss how sales training gets sales organization working from the same playbook using the same communication system to drive business growth. Scott Welcome. Thanks for having me Angel. I appreciate it. Yeah absolutely before we get started. Why don't you tell the audience about you and about Your Business? While I've been a business as Nineteen ninety-four is actually twenty six years. Now say twenty. Five time keeps passing regulation. And you might need to update something picked up four somewhere. I know so. I was originally coming out of college. I was a biology major with plans to go to a Professional Scorpion. Optometrist of precisely in decided detri- sales to earn money to get into graduate school and back in those days or mystical companies. Healthcare companies. Were hiring biology majors because we could talk to doctors so fast forward. Twenty years later I found myself having enacted sales enjoying a very profitable career. I worked for a major kidney. Dialysis company managed the territory in Southern California and actually became number one sales at age forty two after many many years of kind of bumping around and being in the top three that kind of thing and now I'm number one and realize that I wasn't going to be going back to professional school. I was a career sales person but there were some gaps in my sales process as good as I was. I knew I could be better. I couldn't figure out what it was like. I had blinders on so I I'd heard about the sand selling system which was Was An article in selling power magazine. The publisher interview demanding David Sandler hence the sanders system any tagged at the best kept secret in sales training. So I saw the sandler coach and Got Involved in the program on my own dime did as my company to pay for it and and really rebuilt might soft as a mid career into a new type of Salesperson Lasalle impressed by what it did for me that I bought a franchise and that was nineteen ninety four so we've been continuously operating. I'm currently the longest continuously operating Franchisee in the in the western region for Sandler people right behind me. But I claimed that space right now okay so before we kind of get into conversations said something. I WANNA GIVE. A little clarity too. So this is a franchise who are there other folks in this territory that you compete against? I mean I know in some you know. Typical restaurant franchisees rights other certain distances. But in this situation I mean are you. Orange County Southern California you all California. How does that work? I I am supposed to market myself in the state of California. When you buy a franchise you you. I happen to be in Irvine so I can market myself anywhere in California directly but I could take a referral for example. Let's say you have a brother. In Cleveland who owns a company that heats sales training refer me to him than? That's that's not considered any problem at all or I could refer to a sandler trainer. We currently have close to three hundred offices all over the world. How many languages but in California specific I think there are twelve franchises. Give or take twelfth. Okay all right. We don't consider ourselves competitors. We consider more more. Here's each other out on Orange County. What three point two million residents? There's tons of business here. Yeah opportunities owners lots of commerce so I asked them consistent questions of all my gas someone ask them of you. The first one is when it comes to growing your business. What keeps you up at night. Oh Man for right now right now. It's going to get my next business but you know I'm I'm blessed right now that I I have lots of historical clients that keep hiring sales people and it's just staying up with technology. I'm from the old school. Learning learning technologies like zoom which we pivoted to. I'm not perfect data about I'm learning. I would say that's that's pretty much my area right there. In as a sole proprietor at this point I have a marketing person which I mentioned Personna the system but right now my is just me and And what I can do for myself and my client decided to just make the select style business at this point. I don't want to grow that. Big A WANNA hire associates. It's just me or is the ride this thing out. Yeah I think that's important. I think I'm at a fractional chief marketing officers. You know in this so I started this and run at the end of two thousand thirteen but in always have to make conscious decisions. Do It wet level. Do you grow to you know or continue on when I when I had actually the original Ponzi group which was a marketing agency. It and I always as it grew. I would question how big I wanted to get. And every time I was a tough decision to say I'M GONNA go to the next level. I'm going to the next level because it changes the dynamics expenses and all those kinds of things so I certainly understand that conscious decision of how big are are small. WanNa stay so the next question is what is the best business advice you've ever given and or received if it's different well it wasn't real. I'm not sure it was business advice and I wish I could remember who told me this. An it's a very very simple rule as most really good advice is it's very simple and I've used it in business in my personal life. It's called the three by nine role and what that means is picked the three most important things you have to do for the day and do them by nine. Am every day. And I followed that I take you. I wish I could give it credit to talk but now you could modify you'd call a five by eleven but but I work with that and one of those. Three things for me is exercise. That's always in the top three. It always always because I could make the case for of all the things that are important in life like family kids grandkids. All that stuff. Our spouses significant others. I could make the case that your health is probably the most important thing that'd be taken care of that you exercise and I do too so that's one of those top three every day that I really like. I wrote it down. I'm GONNA use it. I won't take credit for but I'M GONNA use your credit now hockey critic. I probably throw it out and come up mic shows. When I hear good things I tend to repeat them. A good credit where credit is due. Isn't it simple though is so simple? It is very simple. It is very simple. Yeah I like it so the last question if not the last question of the interview the last question of mine if Your Business or your journey as a business owner was a book with the title be. How did this person get there? I as a sales trainer in career salesperson. I was probably the last person that you could have imagined to be in sales. I am a flaming in pervert and I break all the rules about you. Know you have to be extroverted. The cell that is absolutely not true are namesake. David Sandler was a flaming I chose a career in sales. Not because it was easy but because it was hard and I didn't WanNa to take a route. That look back on. Current ahead was pretty easy. I wanted to own a get up every day in. You know. Be Proud of the fact that I conquered a fear. Fear of public speaking Spinning few years toastmasters to get over that so and I remember telling my grandmother that I wanted to try out sales and I thought she was going to faint. Is We didn't send you to college. Tabby become a salesperson so a all those rules in a proven over time I've trained every imaginable Piper personnel from every industry and if sales is something if you just focus on it and it's something you really WanNa do. It could be a great career for many people and as a small business owner which you are. You're a sales person while everybody's person at some level even if you're an attorney you probably sell juries right and so making for sales call. I was three years old. I selling my parents wanted for Christmas The Sandler selling system has proven that selling is a noble profession in week. We treated us at such right. Well if you think about it yeah I mean I would not come neighbors doors and hey can cut your grass or shoveling snow. It's I'm from the East Coast routes selling early on and in my stories that I do tell I tell about my father. Who was an entrepreneur in about age twelve? He would send me out to do collections forum and I was. I was shy. I mean it was until in my twenties before I could actually stand up and talk in front of people and those kinds of things and man. It was a great learning lesson but boy I'm sure he had an ulcer from that. But you talk about Sandler. So let's let's go thirty thousand feet and I'm going to go to down the rabbit hole a lot of questions but give kind of overview in a context of the Sandler system will appreciate that on. Sandler's a difficult process processor concept to describe but like Disneyland would be for example was most right now but Disneyland is an amusement park right but it it has vast differences from carnival even though they share a lot of the same characteristics. What Sandler is it's A. It's a system that's put together based on psychology. It is not a one. It's not a quick fix program it's more like working out so the program Starts off with a two day orientation or boot camp and builds on that so. There's no end to SAMBA. Because it's wide it's deep whereas most sales training is delivered in a one or two day. Seminar Sandler is continuous. Lifelong learning you never learn everything. David Sandlin was assume psychology and discovered certain principles of psychology that would apply directly to to the sales process. And that's what it is and It's all introduce trump called pattern interrupt. So what we do. Is We break the pattern of the interactions that that happened between a typical buyer seller? Dance if you will or interaction and so we. We teach sales people to do literally the opposite of what other sales people do. So we don't change closing tactics because we believe that when our system issues properly that the prospect will close him or herself so all the we take everything that most sales people have learned and we turn it upside down. But what happens is when you interact with the buyer. The buyer becomes confused in a positive way. More not there to confuse people. They can't figure out what's going on. Because you know the the perception is you know what? How do you feel when when a salesperson approaches you right? Most of us don't like to be sold. So we haven't set of principles one of America's People love the by but they hate to be sold so good. Salesperson knows how to get out of the way in lead the buyer to the correct decision for them ethically and morally authentically. But it's not a program that you could pick up on a couple of days. That's how we begin people but in order to really bake it in it could take as much as a year for. If you're highly trainable. Highly coach -able. You might get three or months in all candor to really benefit out of it well because of the system there's a lot of retention and reoccurring revenue for you as a business owner. This another way I explained it. Us is like imagine you were on a sales caller important sales call and you. You had the winning lottery ticket in your pocket. They were GONNA go cash right after the Sales Paul. How would you begin to feel that sales? Paul I mean would your odds increase or decrease of walking away with contract. Most people agree that your odds of increase of closing that selby much higher with the winning lottery ticket in your pocket. That's what Sandler's helps us to thank not be attached to the outcome. Were most salespeople are asking for Yes right unsettling for over. What Sandler is the opposite of that pattern interrupt? We asked for no right to limited. Think over's but when we asked for no right which breaks the pattern of what a prospect is expecting. We'll often get yes will often get yeses. Almost like a flip flop. I mean I think John. What what what would be logical in that disruption if you will as you're gonNa tell me yeah this is the way you you would normally do. But don't do it that way and it's like well that's not logical to me right. I WANNA get to the sale and I agree that too. Many Times salespeople and end win selling I mean I can admit I certainly done this past I. Try Not to is is being a little too aggressive trying to get to that conclusion. I told somebody the other day that were looking to for a job and they said I need this job. I had to get this job. I know what you really need to do. First is get the interview. You don't get the interview I you're never going to get the job right so you can't go for the Gusto. You gotta get what's going to be. How do you emotionally connect to the person on that end? Same thing in sales. How do I mostly connect to? They understand the value in what I do is try to lead them to the conclusion that you need to do this because of the value. GonNa receive in in. I think probably not exactly what you do but I try to not take that direct hard selling approach at as successful as I was pre sandler and I was very successful. I couldn't get to number one out of thirty people if I wasn't literally got there by seat to the panting it by winging it and you can only get so far by winging it and when you implement a true system and this applies not just selling to anything. You have a lot of advantages when you have a system right. Systems proven their predictable reliable instead of just winging let's follow a process most sales people wing it..

David Sandler sales training business owner California Orange County Western Region Sandler sales trainer Scott selling power magazine Angel Irvine Salesperson Lasalle Cleveland Southern California old school David Sandlin hockey publisher
Resume Hacking - Amanda Peer

Daily Sales Tips

04:28 min | 1 year ago

Resume Hacking - Amanda Peer

"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram. Today's tip comes from Manda. Peer a field sales rep from SAS as we continue to bring tips to serve those who find themselves in need of a new sales role. Here she is. I heard one many demanded here. I am a software. Sales Rep precise. I've been selling software for a little bit over six or seven years now and have worked at both early stage. Startups and enterprise companies like Oracle. The sales to focus on today is basically had a hack your resume to get interviews so the entire concept is have you maximize your chance of being selected in a pool of resumes to get a door and interview for the companies you want to work for. There's a few different areas I'm gonNA focus on but the first point I need to make is you're not being. Henry picked early cherry picked by a recruiter. Technology is picking you so when you think about the evolution of attack across various business operations recruitment is one of them that has of all to have not only more sophisticated applicant tracking systems but each are As a whole so when you think about the application process actually applying for a job whether it is on limiting or a third party recruitment site or directly on their website through their applicant tracking system. There's a variety of different things to consider when it comes to evaluating that Resumes so you need to build your resume for a robot because robots skin. The resumes not recruiters. A human is not going to sit there and go through two thousand applicants. They're gonNa go through the applicants that the scoring techniques recommended that they do and depending on the platform that's GonNa differ from Lincoln to Angeles or whatever else you're gonNA use but it's also going to differ from company to company and what they're specifically looking for in hiring for that role so in building your resume for a robot in not a human it's all about keywords. It's all about four matting and it's all about making it easy for a robot to read so resumes that are one page usually sexy for that scanning technology resumes with the right key words so anything that you could add your skill section that is relevant to the job. You're applying to so if it is an engineering job you probably WanNa list the languages you could program for sales jobs. You WanNa put that. You have experience with salesforce dot com. You WanNA put outbound sales. You WanNa put prospecting you WANNA put any certifications youth Gotten mothers sales training with Sandler sales training. All of those things are key words. That are super important. Actually serve your resume a little bit like it's a lot more important than people think it is and you have to treat it like. Seo for a resume just like on Google when you're searching for editor of sneakers on that first page of results you're GonNa see a Dita's you're gonna see Nike and the reason that they're on those pages because there was a match with the keyword research to end. They did a really good job at making sure that they got to the top of the results with an SEO strategy. So I will be talking to you all about an SEO strategy for your resume and different tips and tricks to make sure that you can increase the odds and get in the door at any company. You wish to work

Sales Training Scott Ingram SAS Google Nike Oracle Lincoln Henry Editor Sandler
Fred Lanosa:  Welcome To The World Of Franchising

The Nice Guys on Business Podcast

09:37 min | 1 year ago

Fred Lanosa: Welcome To The World Of Franchising

"I want to take a dive into the world of Franchising today with Fred Linosa. Fred has sold over one hundred franchises and I would consider that an expert in the space. Fred is the author of points life. Not your grandma's timeshare and also the creator of an e book more specifically what we're going to focus on today. The twenty one page Franchisee Book for Lead Generation and sold one hundred twenty four franchises from it within twenty four months to launch his own Realistic Estate Franchise Organization. Oh Yeah just what we like here on the Nice guys fast smart and productive Fred Linosa. Welcome to the Nice guys on business podcast. We'll thank you great to be here. Hey I'm happy to have you a nice guy community if you wanna take a moment head over to after. This interview is over. Head over to the business podcast. The other show that we also produce and listened to Fred's over there. We take a little bit deeper dive into Points and the whole world of timeshare so you might enjoy that as well and I'll put a link in the show notes here for that as well so fred. How did you even get interested in the world of franchises? How did you create this e book? And how the Heck? Just one hundred twenty four franchises in twenty four months. All of those questions you pick them in whatever order. You want you by. That's that question would take. That was a twenty four year. His question right there basically I got into franchising very early in my real estate career was in the early eighties. And I purchased the franchise. So I was a franchise. E I purchased franchises. I've actually owned three different franchises over a about a twenty five year career. So that was really my introduction of Franchising. I was very young real estate broker at the age of twenty four. I I honestly did not have two nickels to rub together but had a lot of energy. I was a good a good student. I knew I wanted to open up a real estate company in my home town in Connecticut so I started researching different franchises because of franchises really of business model. That's already proven so I figured being a young guy. I didn't have a whole lot of money to waste. And so I came across some franchises that were available made contact. They came out and interviewed me. And I purchased a franchise. Believe it or not on a mastercard. Because I didn't have all the money all the money to even buy but they believed in me and I became a student of systems. You know I was the first time I was introduced to business system's very enthralled with that intrigued with that so I was a good student and I was able to build a very successful career in the real estate business using a franchise model. So what what makes for a successful franchise in before you answer the question. Let me just share. You know we all think of or maybe I think of I automatically go to you. Know the system and the franchise of McDonalds to all be patty special sauce lettuce cheese pickles onions on sesame seed bonded and I keep thinking it's a system that's in place to do the same thing every time predictable results and it's almost like you're buying into that winning system. Is there anything else outside of the system that you're buying into when you buy into a franchise? Well yeah of course you're buying it to a proven model you know and it takes someone. That's proprietary years to develop that MODEL. You know at the stroke of a pen. You could purchase someone their subject matter expertise. They may have been doing that for twenty. Five years You step into their life. The minute you stroke that pen and then really what you need to do is is be a good student or advocate of what made them successful hopefully as a franchiser zoar. Which is that is the person that owns the franchise that they have packaged their subject matter expertise so that it could be duplicated in other models and that's what you buy you buy that model and you just become a good student and do what they tell you to do. Nowadays in the in the digital world and the online space are there franchises that you can think of or that you've been involved in our no of that That involve a little bit of of You know not as much big box or physical structure. But more just buying the system in the model that they have in place but doing it online. Yeah there's in fact the whole industry kind of revolved into that direction. As as sales people in in company representatives become more remote they would work from a home based office in so yeah. There's a lot of franchises that are in the service space sales space. You know Providing certain subject matter expertise guidance coaches counselors a all have franchise -able models and so that particular type of service or product could be replicated from someone who wants to work from home based office so yeah and those. Those types of franchises are are less money than the brick and mortar branches. What I think you're referring to and and people are more you know. Look what Amazon is not that it's a franchise but it's it's pretty darn near a perfect remote model which funny about Amazon. I'm here in Palm Beach actually going into a brick and mortar store which is which is the reversal of what made them so enormous. You Know Yup Yup and I can remember. I grew up in the sixties and seventies in as a little kid I can remember. My Dad created a franchise and I didn't know what to call it at the time but He created a sale system sandler sales. And this was probably in the early seventies that my dad created that system and I can remember just the first time he was talking about trying to explain it to me. I couldn't understand at what we'RE GONNA do is. We're going to sell the idea that we created and sell it to somebody else. That will use the idea and do the same thing that we've done. In every time I would start either a business or come up with an entrepreneurial idea you would always say document document document. Keep it you make sure you know what you're doing so you know all the screw ups just as equally as you know all the successes and you're going to build a business to intern be able to sell that business or sell the idea in that system. Does somebody else to is that kind of what you did with real estate or did you go in a different direction knowledge. It's funny you should say Sandler sales because I've been in sales and marketing since the early eighties. I remember that name. I do remember that name. It sales I don't know if it was your dad's franchising out but I do remember Sandler sales because I've been involved in it for so many years that you become a student of selling on the flip side which is selling points in time share real estate which is really a specialty real estate so my career is evolved the win from general real estate into franchising real estate companies and then into resort properties and timeshare. Which is a global type of system? When you talk about what? Your Dad said about documenting everything you do to establish some kind of a track record. That's exactly what I did in the resort timeshare business for the last eight years. I documented every tour every sale every objection every obstacle. I recorded notes after sales that I've made I've recorded notes on sales and I didn't make and that's the basis for operations manuals in Sales Training and coaching programs. So you're debt was kind of ahead of his time. That same methodology is prevalent today in. So so that's exactly what I have been doing. In fact very close to to launch a franchise index rates into the sales training space. Correct for the for the resort properties. Yeah points business. I think it's a great business and look at it this way. Also the closer that you niche the more you'll get rich so if you're if you're looking specifically into the timeshare or real estate world and teaching either real estate agents or timeshare sales people how to do what they do man if you're good at it and you have the track record of selling X. amount of franchises of that or whatever you do man that's a that's a again a formula for for success and just keep Keep keep trucking on that idea. I think it's a great idea. Thank you yeah. I'm excited about it for sure. So let's go to the to the customer facing side. Somebody actually looking to be a to become a an owner of a franchise rather than the creator of franchise. Tell me a little bit about. Who would be a good candidate for the world of Franchising? Always the people that can follow instructions and that can that can stay in the lines. Get COLOR WITHIN. The lines are probably good at that. And I would probably never be good franchise because I'm like. Nah I don't want to do it that way. So who's good for a good candidate? You actually answered the question of a person that would be a great franchisee would be someone. That has an appetite to learn And really the antithesis to that would be an entrepreneur. Entrepreneurs are forever tinkering. I was actually a good franchisee for a moment but then I would start embellishing on a lot of the systems that were there. Because you know you that's just the nature of an entrepreneur there forever tinkering trying to make it better in this in that. That's actually not a great candidate for a Franchisee. That's a better candidate. For a franchise ore but a franchisee somewhere nets looking to get into business. If you really WANNA up. The percentages for success is to buy a franchise. Do your research be willing to learn assists. Naturally you have to have some resources just because someone has a successful system. That's kind of like having a Lamborghini. You could buy Lamborghini but you've got to be able to put gas in. It doesn't go anywhere right so you have to be a good student and listen and be coach. -Able I would say would be the criteria that would be the beginning.

Fred Linosa Lamborghini Sales Training Mcdonalds Amazon Sandler Zoar Connecticut Palm Beach Intern
How NOT to get Discouraged After Getting MULTIPLE "No" Responses On Sales Calls

Change Lives Make Money

10:07 min | 1 year ago

How NOT to get Discouraged After Getting MULTIPLE "No" Responses On Sales Calls

"Right so one of my clients message me recently. Actually this happened last week when my clients went over seven on his sales calls over seven so literally call after call after call. It was like he would ask them to enroll. They said no seven times in a row and I don't know how many of you guys have ever gotten on seven calls in a row begotten seven nose in a row but you can imagine how discouraged was after getting seventy dollars like he messaged me and he was like do like screw. This man like I'm so done with this. Bs like just another person. Say No to me on the phone. I just had another person said that they don't have the money. Everyone's broke February sucks. It's not a good month people. Just don't have the money right now. I just keep getting these broke ass people on the phone and so for me like I get it like I've been there so like I let them ramble and I'll just let 'em ramble and Rambo and Rambo but how like it sucked and then I was like dude. Okay okay enough like stop. I was like Bro. Like guaranteed guaranteed. You're saying something on these calls that's causing them to say no right guarantee. There's something that you're saying on these calls with potential prospects that's causing these people to say no and I absolutely guarantee that if we fix that problem in the process you're going to start to get some yeses so I made them role play with me amid him. Get on the phone and like sell me as a client and we role played where he was selling as a coach and I was pretending to be the client and we did. He was doing a few things that I talked about in a previous episodes. If you guys really want upper sales game and you'd want the practical step by step go watch three golden nuggets to your sales game but we fixed those things and on the next eight calls. He went eight for eight. So after going over seven and getting zero calls or zero sales and seven calls he went eight for eight and thirty six hundred dollars so guys. I want to give you guys three practical mind shifts three Paktika like absolute necessary mindset ships. That need to happen so that you guys never get discouraged on your sales calls because discouragement is the enemy of you growing success business. Like if you're like not book and cause because you're feeling sorry for yourself or people keep saying no like that is the enemy of your growing business. So I'm going to be three practical mind shifts. That never get discouraged on your sales calls so number one practical mindshift number one. Everyone is going to have objections. Everyone is going to have objections. First of all on my fitness coach. Every single person that you're going to get on the phone with is going to have an objection about whether or not they can take action a Finnish course. The reason that most people are struggling in their fitness goals in the first place is because these people have been making excuses for their fitness journeys for the last three five seven. Maybe twenty years. They've been saying themselves. It's not the right time you know like my kids are in school or I don't have the money or focused on other things. I gotTA CHECK WITH MY spouse like most of the clients that you guys get on the phone with been making excuses their entire life so just because they're interested in transforming their body and they're interested in your almond. Coaching program does not mean that they're ready to take out a credit card. And commit to you. So all my fitness coach. The first thing that you need to understand not to get discouraged on your sales calls is everyone is going to have an objection. So you need to expect objections. I think a lot of finished coaches. I think it'd be reasonable. Why do you guys are getting discouraged is because you just expect people to fall in your lap? Like I'm just GONNA get on a call with the client and they're just going to pay me the money. I'm just going to run through the script. And they're just GonNa pay me the money guys people are GonNa have objections. That's why they're stuck in their current situation. So if you understand that everyone's going to have an objection then you won't take it personally when they have an objection like Oh. I don't have the money like I kinda thought you were going to say that. So let's talk about it and then you have a conversation instead of saying like. Oh I don't have the money and you're like okay. You can go about it and I'll talk to you in like a week. People are going to have objections. So you have to expect that. Everyone's going to have an objection. Just come with that expectation and then be willing to have a conversation with them all right so key number one mindset shift that you guys need to understand if you guys are tuning in right. Now it'd take some notes. Write this down. People are going to have objections. Stop expecting people to fall in your lap. Everyone's going to have an objection. Okay all right. So the mindset number one people are going to have just like understand that okay mindset number two mindset shift number. Two guys need to go through in order to never get discouraged. On your sales calls is sales is a learnable. Skill sales is a learnable skill. I think that too many people take rejection. Personally I wanna Kinda hit you with this one and let me know if this kind of hits home for you. Have you ever gotten rejected on a call? And you just feel like you suck as a coach. Have you ever gotten rejected as calling you like on man? I suck at this if you guys are like that like somebody says not on the phone yourself. This sucks I suck at this as ever said that. I'm not good at sales. I've always been terrible sales. Getting a no on the phone doesn't mean you suck as a person getting a no on the phone. Means you're sale skills might suck straight up getting on. The phone doesn't mean you suck as a person getting in on the phone means you're sales skills might suck straight up. I just WanNa be straight with you guys. I don't WanNa be guys but let's talk about doing squats because we're all night coaches. We understand squats right. So do you guys remember the first time you did a squat like the first time ever walked into a gym and you got under the bar and you did a squat right do you remember how terrible terrible like the first time. I did like a full body so I was like terrible I do. I was horrible. I squad was terrible but the more that I went into the gym and the more that it had squats the better I got at them. I actually hired a personal trainer so I had an in person training for like a year and a half two years so that they can educate me on the proper form. Get better squats. He helped me improve my form and so the more that I practice the exercises that the personal trainer gave me right the more that I practice mobility in a form etc etc. The better my squad get guys. Sales is the exact same thing. If you're getting a no on the phone stopped crying and bitching about it and do something about it. Study sales sales is a learnable skill. You can get better over time. You will get better over time. If you don't get discouraged discouragment those the enemy of progress because you're GONNA get discouraged. Me Man Suck at this. I'm terrible at sales. Nobody says yes to me. Nobody has the money everyone's broke. That's like all bs all of it. People saying they don't have the money for your program as a signpost for me that your sales skills need work. Nobody has the money to hire finish coach. Somebody wants to take three hundred fifty dollars under the bank account and pay you for monthly service. Somebody wants to give you a thousand dollars for twelve week. Nobody wants that but if you practiced in the art of enrolling them into your program and you are good at getting people to say yes people will see ask because I want to commit to their goals. Sales is a learnable skill. Getting knows on the phone stopped crying about it and start doing something about it. Steady sales literally go to youtube and wash them Denmark videos if you go to youtube study. Dan Lock democracies sales wizard. He's an expert watch videos. You could watch them all day study sales. I'M GONNA start with my clients right now because I know a lot of my clients. Listen this if you're in my course right now and you're getting knows on the phone. You better be at savage sales every Thursday when we post the training straight up. And if you're not at savage sales and you're not studying sales and you're complaining about the sales game I don't care straight up like sales learnable skills so if you're getting no's on. The phone studied the art of sales better over improve. Make sure you're holding. Your skill set makes getting better over time. Ask for feedback from coach. If you're in my course. Please ask me for feedback. It's like I'll accept you complaining a little bit and then I'll say how do we get better from here? Watch youtube videos. You don't suck as a person. Your sales skills might suck okay. There's a difference. So if your sales sales suck make better right so sales's learnable skill that's number two. That's the second mindset shift that we need to go through okay now mindset shift number three mindset shift number three. This is the most important once. You're taking notes please. This is the one you need to write down. I'M GONNA say it's slow to get every no is one step closer to yes. Every no is one step closer to yes straight up. I actually like it when people say no to me on the phone. It's weird like I actually like it. Maybe if I got seven or eight and relegate kind of Pissy but anyways I kinda like it when people say notably phone I actually do because when somebody says not me on the phone. That means that I'm one step closer to somebody saying yes. This is actually a game that we play my circle to my circle of close friends. That are all in the business like if one of us starts getting a bunch of knows on the phone. We always recycle that Bourbon factory. Where we're like every knows one step closer to yes guys. Although sales is a learnable skill people are still going to say no to you like even the best sales people in the world still get knows it happens and guys if you don't have the skin and for somebody saying no to you like you're just not in the right game. This isn't for you. Understanding that sales is a numbers game. And you can get better at sales. But you'll still get nose on the phone will allow you to improve your sales over time and get better and progressively move into the next call's enthusiasm. I think we can kill your sales game and kill your enrollment game is if you get into this mindset where you're like getting discouraged because you're on calls and people are saying no to you and then you start thinking yourself like on. Nobody has the money in Boban. Maybe I'M NOT CUT OUT FOR THIS. And then you get on the next call in the next call actually want to buy from you but because you're in such a negative head space you push them away right so every no is one step closer to yes is a mindset that will allow you to show up to calls with enthusiasm it will allow you to show up to potential calls with clients with like energy and enthusiasm because you know you. Just gotTa know. This might be yes. That's the way that I view it so I actually like when people say no to me every no is one step closer to yes. So if you're an online fitness coach this is like a great closing rate so a great closing rate is one and three calls. If you're closing one. Three calls absolutely phenomenal. If you've been on five caused and you've only close one you need to work on your sales game. You need to be closing one in every three calls or getting on if you're not you need some work to do you decide sales. Go Watch videos on YouTube. If you're in my course you better be at savage sales every Thursday. We have a sales training every week right. So Great. Closing rate is one of three. If you're under one and three you need to work on. Your sales gain a phenomenal closing rate. Like if you're doing really good is two and three calls if you're closing every two and three calls your savage you're amazing you need to give yourself pat on the back. It's doing good if you're closing every single call you get on. You should probably increase your prices because that's saying like your program super high value and everyone's like Oh my God. I can't believe it's cheap. You should probably increase prices all right guys when you get. No I want you to get excited because every no is one step closer to a yes.

Youtube Fitness Coach Sales Training Rambo Boban Dan Lock Denmark
Qualifying Agreement - Rajiv RajNATION Nathan

Daily Sales Tips

02:50 min | 1 year ago

Qualifying Agreement - Rajiv RajNATION Nathan

"Today's tip comes from Rajiv Nathan otherwise known as Raj Nation. Raj Nation is the founder of startup. Hype man where he helps. Startups not suck at how they pitch and tell their story so they stand out to customers and stand apart from their competitors here. He is with today's tip. Let's talk about qualification. In the pre sale process. One thing that many salespeople are pretty good at is qualifying a pain point. So if you're at least a little bit experience in sales or done enough sales training minimum amount of sales training yourselves than you know that when someone expresses a challenge or an issue or a pain you WanNa do is explore that deeper you WanNa dig a little further to uncover like the root causes of that pain. The root cause of that challenge. And that's how you start to walk them towards a solution when they are able to see the significance or impact of their challenge. One key aspect that most salespeople overlook though is qualifying the agreement typically in a buyer seller interaction. Let's say for example you are demoing your product and you've got a screen share pulled up and you're showing them some features of your software. Let's say they pointing out and they say oh. Wow that's pretty cool that it can do that. Typically the response to that is pretty cool. Yeah thanks for saying that and then moving onto the next thing. This is a fatal error. However this is an opportunity to uncover more most times we hear them agree with something and we just move on. We say Yeah IT IS BRIANNA. We do that or yeah. I'm glad you liked that. We move on. But here's an opportunity to qualify not qualify pain but qualify agreement. If they say that's pretty cool it can do. That's pretty unique. That's interesting a good response is yeah we like to tell me. What about that is interesting to or yeah? That is interesting. How do you see that working for you right? These are ways you can advance the conversation. Don't just qualify a pain point. Qualify the agreement. This will help you draw. Closer towards in ultimate decision will help you better understand. Where are they at in their buying process? Today it's going to help you. Better qualify the overall opportunity which enables better forecasting

Raj Nation Sales Training Rajiv Nathan Founder
Bonding and Rapport through Content Marketing

Content Matterz

03:57 min | 2 years ago

Bonding and Rapport through Content Marketing

"This is an audible style. BLOG FOR CALCIUM DOT COM website. The title of this article is content. Marketing is a form of bonding and rapport. Nothing replaces interaction with a person. Ideally face to face but direct interaction can happen other ways to from talking on the phone to video messaging but whatever the medium idiom these interactions start with something and introduction and impromptu moment or a piece of content content marketing is all about starting that direct interaction. Yes some people use content of one kind or another to manipulate to get that engagement no matter what but that's not what we're talking about. We're talking about a different kind of marketing. Being a marketing that is genuine real and they give something to the people who choose to engage with it a kind of marketing that bonds with the reader and builds rapport. Let me tell a quick story about an e mail and phone interaction. I had with a longtime client and friend. We've sent out an email to our list. This email did not ask for any business whatsoever. It did include the first several paragraphs of an article titled This stuff works as well as the option for interested people to read more. That's it just a little information about what we do do. And why and an invitation to read further so this longtime client called me up. He had read the article and had an epiphany he had realized that this type of content is a form of bonding and rapport. He had been in sales a longtime he had a lot of experience and had been through the Sandler sales training school. A well known program used by many people including my business his partner Shane snively part of what the school teaches is that there is a flow to sales a progression of steps that starts suspects then prospects and then binding and rapport for after that you gain an upfront contract. The sales flow ends at the ten step. which as you might have guessed is the close in this flow of a sale? You cannot skip ahead. You cannot go from prospect to up front contract. Because that bonding report wasn't done. You didn't earn the necessary. Trust the prospect doesn't know who you are or what you're about yet. So why would they give you their business so this client of ours realized that content is one way to start earning trust by showing the reader listener. Viewer let's call them users who you are in what you're about bonding and rapport. And it is a two way interaction even with users you've never met because the user always always has a choice they can opt out or unfair follow or flat out say they don't like it. Content is always a team effort between the producer and the consumer content creation. Asian can't replace in person interaction but it is part of the picture in the in person component often starts when readers reach out to talk about content. They liked my. My friend inclined not only noticed how content works as a kind of rapport but he also experienced it. We didn't force them to read what we put out. We didn't try to manipulate him into you. Having certain thoughts or feelings about what he read and yet he kept on reading something allowed us to stay in his newsfeed then one day. He had his unique realization he. He saw something in our content. That meant something to him. Because of his experience in sales and his sandler training background someone else might find that something different jumps out at them. Am every individual comes to their own unique conclusions and there's no way to predict that or force that but if you're real if you keep putting yourself out there it will will happen. It happened to this individual in when it did he understood more what we were talking about what we believe and he felt more comfortable than ever with the story. We're telling he felt the the content bonded with him and he reached out to us to say he wants to do the same thing for his business create content that bonds and build rapport with his prospects and clients. It's impossible to talk with or meet face to face with everyone. You really have to use your time wisely but you can connect with individuals you don't know and haven't met through content you you can get. The conversation started content. Marketing is a lot of things. Bonding poor is one of the major

Sandler Sales Training Shane Snively Partner Producer
Nurturing Talents

The B2B Revenue Leadership Show

09:53 min | 2 years ago

Nurturing Talents

"So it was interesting engineering business since we worked for insurance we really crossed all industry verticals I mean I've worked cases in Nolan gas or cases in math in healthcare where cases and financial services really across the board what you find is the process same regardless of the industry and there's only a few different nuances as you as you get into it so I I like to say industry agnostic but there's definitely some places I've got more depth of knowledge and others for sure cool and what's your focus today are you consulting or training them yeah I'm working with a really good friend of mine here in San Antonio she's got a it's a major consulting and technology shop so were you know were basically helping people get more efficient leaning on technology obviously to these as the talent pool is shrinking and so figuring out how we can leverage technology not necessarily people and then also the management consoles the changing of the business processes result of that so and what got you into sales oh man playing golf really yeah yeah I was a I played college high school and College Golf and NFL professionally for a couple of years after I graduate school and was working part time at a club down in south Texas and got to know a member pretty well and he said he found out about a business marketing degree and he said I want to hire you into my engineering company and then I want you to learn what we do and then I want you to go sell it I said I'm Professional Golfer man forget all that business stuff and he just kept Africa back about six months later I finally caved and you know it's been a whirlwind ever since and what do you like about it you know I mean I love the business world because I ended up getting into the NBA at night when I was working full-time And so everything I look at now look at like a case study and so it's just I I look at everything objectively from Santa what in years broken what could be improved on what can we do to make people's lives better and then I just actively worked every day to try to make that happen and so it's fun for me because you know businesses really today it's all about the people and I think what I've found in my life is that there are too many people that just exists and they don't actually ever strive to achieve anything really special and I think what what it is incumbent upon us as leaders is who identify what's really cool and special about a person and build an environment where we can nurture and develop that talent to come out of it you know my favorite story is I I hired a guy at a curved it was a fire Marshall and that's all I can make you a Rockstar in Latin America and he didn't see for himself at the time but it took me about three and a half years and he's actually now my old CEO's when I sold I made him CEO by Mexican Company and so take a guy that was making thirty five thousand dollars years are Marshall impervious to now you know being the CEO of major international operation on a Mexico making a buck five that changes his world forever and so I believe that you know as a from a leadership perspective if we can have that sort of impact on people's lives they were be were blessed to be a blessing well we'll take us through that journey how did you get him from even probably not believing that he could do it too normally believing he could do it to doing it so I think first and foremost our I always relate to the idea of developing employees to just like raisin kids right so I've got the he was two at the time when we sold a now he's six I gotta level in like crazy they they have no that they can trust you they have to know that you have their best interest I parts and they have to see what you do every day in your actions that are designed to promote them and take them door they also wanna go and so you know my job was really just the cheerleader early on guys guys we got this incredible opportunity in Latin America it's untapped it's taking we gotta go is going to do it if you're willing to go with men I will I will make it happen for us and so it was never made saying hey you go get it done it was me saying hey guys let's go and I would fly down there with them we go meet with prospects early on absolutely we didn't have that much work yet we beat the drum we tell everybody you know here's what we're doing here's our here's our doing it and we started to pick you know we started generate some interest a lot of teaching and training early on because technologist on them that they need in Latin America but they don't have and frankly you know timing always works in mysterious ways now say got as planned for everything so I was down in Monterrey Mexico in the stories are right about my notebook is as meeting with this Rico which basically is a staff attorney for the large insurance company down there and he I was explaining to him back then it was in broken Spanish because I didn't speak Spanish very well back then he's doing what we do and he succeeded forensic Tana said yes sir said hold on a minute he comes back out with his file he shows me these pictures of this deadly and he says here's the story so we had this guy that divorced twice married a secretary bought a two and a half million dollar license insurance policy on her ten days later she slips falls and dies in the bathroom were the insurance company and of course we're suspicious with the medical examiner's report says the cause of death is undetermined so now we're on the hook for the two and a half million dollars can you help and I said you know I said it's really funny answered that's normally not exactly what we do said but I just happen to hire a guy that's a Puerto Rican orange near out of two million university in Louisiana and he speaks from Puerto Rico and I think we can probably work you know help you out on this thing so we fly down to Monterey we measure the bathroom we build reading model we start analyzing all the marks body and put them in you know where where he basically beater in the bathroom and so fast forward we testify and Mexican court that he killed his wife the judge rules in our favor which means insurance companies don't have to pay the policy the governor of New Wave Leone which is a state around Monterey reopened the criminals association and the Guy In jail so this all the newspapers in Mexico and we became almost celebrities overnight in the interesting because the insurance companies never win those kind of cases down there and so when I went to Mexico City a few months later they're like oh you're that guy and so we started this started this whirlwind for us and you know I was down there in Juneau five and October Hurricane Wilma hits Cancun and so the property Vice President calls me and says him what you know about segregating hurricane damage from pre existing damage because as everybody knows in the insurance business you know you'd let your property you don't do preventive maintenance on him you let him you know Kinda K into form and then when a bigger incomes you wanNA completely remodeled upon insurance money and that's not exactly how politics listen work and so he said well what do you know about separating out these types of they haven't Jessica what he said we'll come on down to Cancun so then we spent eight months in Cancun and so that started just our whirlwind journey back you know five of you know a bunch of were all over Latin America all through Minnesota. RT Colombia Chile I mean we did we did earthquake in Chile in twenty eleven on we did a bunch of other one off projects refineries in Uruguay and so it was just so much fun for me with the guys that are hired it really put them in the best position for them to be successful like the guy from curb ill- because he his family is actually from just outside a month today so he was perfectly bilingual and it really put him in a position we could maximize his talents and skills always say that for everybody just like in sales wherever your passion skills in profitability meat that's an ideal situation where you can draw circle around it and so that's what I try to do with people every they is what's really cool and unique about you and happen we build an environment and put you in a position to get you ultimately where we think you could be of most effects and what do you look for in people the people that you work for and work with well the nice thing about you know now being retired you know the pressures off so you can be very choosy I'll look for you know there's a there's a popular performance management out there that says the vast majority of people give eighty five percent oh they're hypotheticals I like people that are wanting to do something more than they are doing today that are willing to stretch and they're willing to be adventurous rightly said I had those guys went down a Latin America that was protein to build a company down there the unknown I mean you hear all the stories about kidnappings and how dangerous is down there and here I am six foot That speak Spanish you know going into a lot of these places so everybody always asks well we're scared it's like well no it was more for me it was an adventure I mean I had a bunch of life insurance on me and I had a five million dollars in policies. I really didn't have to worry about anything but it was like go down there and get it done you know I look for people that are adventurous in their soul in wanted wanted US something that they haven't already got you know when you're selling to clients what's your approach well you know it's funny I've taken probably he sticks or seventy oh sales training curriculums of course years the Challenger sale and spin sale ending and you know Barry Ryan selling to curiosity and you know Miller hyman method and all that good have to develop enough credibility where they're like okay you obviously know enough about our world that I can tell you what's really going on here so once you get to the truth of the matter you find that there's opportunity to this every day probably ninety four out of five that that beat something I can do for and so it just a total rethinking of how the how the sales engagement really should work but that's just the way that I believe well I I think it's good if you have that right and

Latin America Nolan Gas Colombia Chile United States Uruguay Sales Training Barry Ryan Miller Hyman Challenger Thirty Five Thousand Dollars Five Million Dollars Eighty Five Percent Million Dollars Million Dollar Eight Months Six Months Six Foot
"sales training" Discussed on OC Talk Radio

OC Talk Radio

03:41 min | 2 years ago

"sales training" Discussed on OC Talk Radio

"Would you take out of that. That actually adds to your knowledge base that you can reuse and so that's a lot of the work that we do is teaching organization sales organizations how to really fine mm tune their engagement so that they got first off a lot more conversations going lot less sales resistance a lot less prospects going quiet and how to do the right thing so that you can't get in front of your prospects and that they will have that conversation precision with you so i think it's like the art of magic you know. You don't see people doing magic tricks anymore because it just not amazing enough when you see it in person. Maybe it's amazing but when you see it on t._v. Azazel rabbit other head home so what i and i think it's kind of that same thing. It's a magical skill that takes mastery you. You can't just say well. You stick a rabbit and you pull it out of the bottom had got it. Everybody go out and do it. It's not that easy to do the trick. It takes some skill training yeah. It's definitely a it's something that you have to deliberately put effort into to develop those skills so that you you are able a to gain access to executives a lot of the a lot of the complaints that i hear about people don't talk to you and people won't take 'cause it's like they do take calls. They just don't take bad call exactly. How are you not being a bad call for them so that you can have a conversation. I'll give you the classic again after i was a sales rep p._r. For twenty years and i'm old school you know nowadays they just flood you with emails and hope one of them gets through the noise here and you call them back but i found was. I was trained to do it old school. We got him on the phone. Not no reporter in the world wants to be called fifty times a day from fifty publicist pitching story so right away you know you're intruding and they're trying to write a story and we we would work on how to pitch them in like sixty seconds. It's like v. He sees when you go pitch a v._c. On your funding your company you got sixty seconds to get their attention and for them to decide whether or not to continue the conversation. I think so many eight people miss that there's a speed to this as an urgency when you've interrupt. You only got a few seconds of somebody's time. Don't waste it right yeah exactly well. I it's never a waste sitting with you because you definitely <hes> reinforce what i've always believed there is still an out born outbound opportunity. I think to many just giving up on it because it's too easy to just hit that button an email and send on a million of them and hope one of them hits. How did they reach you. If they want to learn more about how you do this this magic art find me on link. Dan of the website is vanilla group dot com follow me on twitter at vanilla group but don't send you a twenty page lincoln request the r- ends with let's have coffee together yeah exactly all right well. We'll look forward to hearing more. I'd love to hear some specific example. I still challenge you one time to try and we should almost do real life example of what a an outbound call all sounds like because i think there is an art to it. I know this art to it. I recognize it when i see it when somebody does come call me for example of somebody something and they do it right. I find myself eagerly engaging with them when they do it wrong. Which most of them do i can't wait to hang up all right well. I can't wait to hear more. Thanks for joining joining us and we'll look forward to more of these confrontations and maybe one day having you demonstrate some of this these soft skills on the air here

Dan reporter twitter vanilla group lincoln sixty seconds twenty years one day
"sales training" Discussed on OC Talk Radio

OC Talk Radio

03:48 min | 2 years ago

"sales training" Discussed on OC Talk Radio

"Don't want what i go in and work with organizations <unk>. I i'll ask them like what are some of the challenges. They're dealing with 'cause. Everybody doesn't have the same problem. Some people are really good with prospects. It's once once they get them. But how do you engage them and i find that engagement piece is one of the most difficult because it really takes like i said those socks skills you gotta understand how to get through barriers how to navigate these accounts landscapes gapes and how to get a meeting with the right person to know who the right person is so that you're not wasting your time and how to how to start conversations it really is that yeah and how do you interpret the information that you find on your prospect so i know a lot of the work that we do is teaching teams. You know how to read between the lines of what you discover on prospects how to pull something substantial stansel your research that you're doing than those minutes before your calls <hes>. How do you introduce yourself in a way that you're coming off his appear and they're not they're not automatically shutting you down. Because you opened with an apology or you know some something that it isn't getting you the type of access timewasters they all wanted to. They want you to give him twenty minutes and i'll give you a classic example unlinked him in our new. Everybody wants to reach me reach people so they send these little linked in things and it's all like hey this generic sounding thing i you you know really love what you're doing. The flattery you know kiss kiss kiss love to get to know you and let's have coffee. If i had i would drink a million cups of coffee. If i accepted every one of these things i'd be so wired and i couldn't get any my work done as if we all just have endless insure. Let's just get together and spend an hour together now. Tell me why cut to the chase. I just would like to see people get to the point quicker and then we can decide decide. If there's we should go forward but they they wanted to do these exploratory <hes> get to know you. How are you stuff and i just kind of step. Steph is really annoying and i was speaking at lincoln live about once and i used one of those emails about example of engaging with osama. Could somebody sent me this long email and it's it's like you still don't know what they want me to block off time with them and so somebody from the audience said well look at they got you to read. It wasn't that point. I know it. I'm using it as a bad example. So is that a success you know i. I don't thinks i'll give you another example. We whether in podcasts are videos or youtube or elvis sticking in these ads these messages trying to get you to pay attention to us and how many of us really find social saying stop stop. Stop stop. Stop 'cause rant frank. I'm searching for how to change my tire and here's an ad about toilet paper. It has nothing to what i'm looking for us so it it comes down to how to how to develop your thoughts skills how to make sure that you're doing something to develop those every day. How do you not only when you have a an interaction and a conversation with a prospect. Would you take out of that. That actually adds to your knowledge base that you can reuse and so that's a lot of the work that we do is teaching.

youtube Steph osama lincoln twenty minutes million cups
"sales training" Discussed on OC Talk Radio

OC Talk Radio

04:04 min | 2 years ago

"sales training" Discussed on OC Talk Radio

"That's really relevant to bring up so you wanna be able to make that connection. Also also you need to know about the company. So what are the recent press releases like what kind of stuff or they'd be on with just as an organization that would be interesting to to to mention or just to factor into how you talk about something and then the industry so are there changes in the industry there things happening in the industry that that are relevant to this conversation. Is there some compliance issue coming up or some regulatory compliance that they have a deadline around that you could aggressor whatever that might be. I'll give me an interesting parallel. You obviously produce a podcast here. Now and many others do the process of purposing podcast. Is you gotta do some background and some preparation. You gotta have some questions in mind you know who you're talking to and find in doubt what they want to talk about and find out what you wanna talk about but so many sales reps who are in effect going to go in and interview somebody and see if there's an opportunity have no clue who they're talking to their just shooting from the hip and trying to start a conversation. Hey how you doing what's going on. Hey guys just wanted to follow up the famous. I'm just following up. Yeah and it's not like there's some reps that are awesome. I mean i've i've certainly had experiences working certain people in organizations it's break but i also get a tremendous amount of that outreach and it isn't getting any better and people complain complain about it like oh all the all the spam that happens on linked in now and all the things that were going on that don't work that seem to be increasing <hes> how how do you stand out from that and you really do that from having a really quality the interaction with your prospect so i mentioned hiring on one of the things that i know a lot of companies are doing now is kind of marva marva a real world test of giving them an assignment and give them something give them a task and see how they complete. It see see how they problem saw. <hes> you know that gives you an idea. I know that there's <hes> an assessment that i often do before talking with people all where we take them through a series of questions and just kind of your what what is an accomplishment there really crowded and you can get an idea of how people thank and how they problem solve. What's what is the problem that you solved for a client before you know that gives you an idea of first off what they think of and and then how they solved it and so that gives you an idea so i think it's coming from a from a hiring standpoint. You can start started off right by making sure that you have somebody with the right mindset of going in want to help your client want to be able to problem solve want them to learn as as they go and develop their skills they go and you've got to find the person now already naturally does that versus you know i. I need a job right. I'm eager. I'll do anything well. I wanna take a moment. Let everybody digest that. Let that sink in and and then we'll do a commercial and come back a couple other questions. About when do we start this. And how do we start this because i think leadership is just with that kind of churn and burn. I think they're just just hiring a lot of people in thrown them out and hoping some of them succeed. I don't think they give them a lot of product knowledge. They give them a lot of sales basic training but i don't think they i teach them how to get in the door and engage with people as you say. I just don't see it. Maybe it's changed. Maybe i'm missing it but based on my interaction. The other end people salespeople approaching me. I don't see a lot of good outreach so let's take a break and we'll come back and see if you can give us some tips about when this should start and how it should start right after this <music>.

marva marva
"sales training" Discussed on OC Talk Radio

OC Talk Radio

04:27 min | 2 years ago

"sales training" Discussed on OC Talk Radio

"To hire for these skills well so you know it's interesting because i find that some sales people are good at selling themselves for the job is great eight at developing and and <hes> you don't get getting in gaining access to accounts in their territory and on what that has to do with are a few things is i. I see this quite a lot is organizations kind of assume that wraps apps bring this kind of system of operating with them like how do you work your. How do you work your territory. How do you make sure you have equitable coverage of your accounts. How do you do this so organizations need to get really granular about what is the work structure. Look like so so not assuming that people know how to do that but saying okay. This is how this happens. This is what happens when you get this outcome. When you get this result yeah so you give them this framework and it enables them to not have to create something that maybe is inconsistent with what other people are doing like a lot of times. I noticed that they'll start people and say okay. Here's your here's your database. Here's here's your sales intel platform. You know here's all your logging information sales. Training is a lot about products and about you know the battle card. I've okay you're if they're doing this. Then you can do that and here's these product features and here's these weaknesses and this is what we want to sell into and all that but there's i this whole like critical thinking engagement piece of it. That isn't even dressed often. I think you really hit on something there in ongo even deeper. I don't think there's much training or methodology behind <hes> territory management so many of us i was i was a sales sales. <hes> rep in my youth for a couple of different companies. I was part of that churn and burn mentality. They just hired a bunch of us and through us out and some of succeeded in most of us failed and then i went and got another job when i failed at another company and failed for them as well because they just said they taught me about the product but but they didn't tell me about the process. Nobody taught me how to go out and knock on doors. Nobody taught me how to engage with people on the phone. That's all we had in those days days and now you've got to do social media and you gotta do email and and twitter and other things that potentially as well who teaches you that do they even know how to do that or are. They just expecting you to figure it out. It's just it's just kind of how things have been done and so it's about selling ling is about knowing the product in on you've got to be able to map certain requirements that the prospect has to certain ways as to uncover that they have that problem would so however you have that conversation in that that part is that's a given like we know what what these features are gonna address. Are we know what the results are but the thing that really needs to happen is what happens when you you want to have an a one on one just pure level conversation and how do you steer and navigate that and how do you started and then. How do you navigate aided quickly to get where you want to go to many. I'm just wander round hoping that they'll pick up on some buying signal or some opportunity. Here does interesting. I was listening to a podcast yesterday and they were talking about account planning and planning before you go into accountant. I mean that's something that's just a given. If somebody is missing out on that opportunity to research there's three things you need to know. They need to know about their prospect. They need to know about that company and they need to know about that industry so it does take you know ten minutes or however. It's gonna take take to get that information information when you get on the phone so you know do a quick link din. Where's this person from it. Is there any overlap with anything that you could mention inches so maybe they worked at a previous customer of yours or you know. Maybe there's something that they did..

intel ongo twitter accountant ten minutes
"sales training" Discussed on OC Talk Radio

OC Talk Radio

01:47 min | 2 years ago

"sales training" Discussed on OC Talk Radio

"Function so it it definitely league is a critical component to identifying opportunities and there's really a unique element to having those conversations and outreach outreach is you're. You're able to see where your prospect is in the planning cycle so it's not a bunch of guesswork and scoring based on you know while that's valuable. I'm i'm not saying that it's not valuable to track the digital interactions that your prospects have but you can also glean a ton kind of information just from conversation and then that can enable you to put your prospect in exactly the right content stream of so. You're doing the right thing at the right time so that you're in the right place at the right time when they're gonna start making those final decisions on what they're going to buy and you you know a lot of that. I find is not something that is really taught in sales training and it's a lot of soft skills well. That's really the point of today's. They show is what you didn't learn in sales training and i think there still is a lot of sales training out there. You can certainly go see it online. You can certainly take seminars to read books but i would suspect all the big companies still have like they had a million years ago. The kind of xerox or ibm training sales schools the training process. They want you to follow but what don't they teach you teach you how to close. They teach you how to prospect. They teach you how to ask qualifying questions but i know i know that they teach you a lot of things. You're talking about yeah and when i say soft skills it's more you know. Do you understand the psychology of engagement gauge meant and what happens when you call someone. I had a client wants..

sales training xerox ibm million years
Box plummets on revenue miss and weak guidance

CNBC's Fast Money

01:37 min | 3 years ago

Box plummets on revenue miss and weak guidance

"Back to pass when we've gone earnings alert on box getting crushed in the after our session. Josh San Francisco with more. Hey, Josh, so Melissa reach out to some analysts from quick street reaction to this print spoke to Rashid jewelry from DA Davidson listening says billings fell way short the revenue Atlit was not just below the street, but represented a significant deceleration rish. Making the orchids me that box is still a company with good technology to hinge, this looks like the extended sales execution issues and the bottom line says that turnaround in sales and a reacceleration in growth could take significantly longer. He told me that investors had I expected Brian Peterson over Raymond James. He's telling his clients if you try to look for silver lining. Well, there were solid cost controls in the quarter. But bottom line for him prior indications of growth, accelerating in fiscal twenty clearly in his words off the table. I did the chance to check in briefly with CO Aaron Levy about the corner. As to the guidance weaker-than-expected, he made the point which is making right now in the conference call to that he would point to two broad points of weakness. Few seven figure deals he says did get pushed out in terms of geography told me they continue continued weakness in a mea. He's focused on new sales training and new sales leaders. I did ask him to about competition from dropbox. Remember dropbox drew Howson was just on CNBC last week. He told us he's taking customers from box did ask air Levy about that. He says, that's unreasonable that certainly dropbox desk compete with customers especially in the small business category. But in his words, he is not seeing them show up in the enterprise

Aaron Levy Josh San Francisco Raymond James Sales Training Howson Brian Peterson Cnbc Rashid Atlit Billings Melissa
How to get your ideal client's attention

The Nice Guys on Business Podcast

24:00 min | 3 years ago

How to get your ideal client's attention

"To capture your ideal clients attention, whether it's online on your website on social media, or if you're at a business of dent and you're meeting people, who are your potential clients, you want to use language that is their language. You want to describe. The things you help people do because most entrepreneurs you either help. Someone solve a giant boulder of a problem, right? That's blocking them hats, the rest of their life, right? Or you help them chief this giant dream. That feels like it's as far away as Mars. So when I ask people to get clear on their ideal client, it's really getting down to it's even more than a niche. You've got a target market, you think of his beach fall right now, then you think of a niche market? Well, that's a medicine ball, like a workout, all of its smaller, and that's that's a good start. But I like to say, go further drill down to the diamond in the centre, your perfect ideal client and get to know them better than they know themselves get to know them. Like, you know, your family journal. I recommend journal some people like to write your computer, asked yourself everything about them. Sure. You saw problems for him, that's that's just the beginning. Why do they want to solve the problems? What are their emotional drew. Drivers? What gets them up in the morning? You start with what are they wake up at two AM going God. If I don't fix, you know, ABC problem a my life and my businesses over, right, we'll hold on to help clarify for second because I think you crossed over into a separate area and I want to make sure that I haven't lost anybody that's in our community. We started by talking about things like marketing, and then we started to develop a maybe an idea that might be sales or or there's definitely difference between sales and marketing. So how is it that we can teach ourselves? We have to understand what our market wants, but we also have understand how to present it to our market so that when they come to us as result of our great marketing that we're about to go into, we don't feel like we are being to sales a, you're too pushy for them because isn't that one of the issues that many people have factly feeling. They don't want to throw in horn. They don't wanna feel overly self promotional, but the way around that is to think about marketing number one, you're being of service when you're telling potential clients how you help. Others just like them. You talk about the outcomes. You shove very brief stories about how you help people just like them solve problems just like they have. It's interesting because it's almost like you're educating the people that are coming to you as to the things that you've done that have been good in the past with other clients and all your basically doing sharing the other client story about how you were able to solve their problem thinking. Maybe there's some crossover if you've done it. Right. And your only marketing to a specific niche market, they probably have very similar problems. They probably have the same questions at many. Your other clients have an all you're really doing is solving the problem through sharing the story of how you solve the problem for somebody else.

Cynthia Trevino Partner Pain Lincoln Steve O'brien Marys Consultant Cain Sales Training VAN Diaghilev John Steven Brian Chipper Editor Oliver