35 Burst results for "Scott Ingram"

Understanding Business & Delivering Outcomes - Sharleen Vincent

Daily Sales Tips

04:06 min | 2 months ago

Understanding Business & Delivering Outcomes - Sharleen Vincent

"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram Today. A wanted to share another clip from my most recent sales success stories. Podcast interview that we released earlier this week with Charlene Vincent who has worked fronts. Top strategic client executive. Here's what she said. Well you know I didn't know anything about when I first started at didn't really know anything about businesses. I was being taught. Here's the product. Here's the feature. Here's the benefit. Sell the sizzle. Not The steak. You know that kind of thing. I really wasn't being taught about the business. It was just always being taught how to go. Sell my product and what pains it solved. Make someone sicker than they are that you can heal them. You know those kind of things but I really wasn't being taught about business. That really probably started for me when I had that training on a CEO coming in and educating us on looking at an annual report at that point you know you couldn't get all of the information at your fingertips like you can't now but just really going and learning about business. You know at twenty two right out of college in a sales job. You probably don't know a whole lot about it. They don't teach a whole lot about it in college. Least they didn't win. I went you know so unless you've gone on and got your MBA started. I think probably get more experience for meals. Life experience with that too is starting to understand. You know something happened in their business or is happening in their business which is driving why my product may or may not be a fit and then leveraging that and understanding that and understanding why that's going to be important that exec because it's you understand his business. I listen to you to trunk. He said you've got to know their business better than they almost no it. That's probably I think the hardest thing about being an enterprise or strategic account Rep. You know. It's really going in there and saying how can I get in here? And how can I learn this so that I bring value? Because most of emily meet with you. If you're there to one tell them something that they didn't know you know I mean you gotta find that. What is it that they don't know you know they'll pay consultants which we all WanNa be right? We won't be consultation salespeople when you can provide an offer and tell them something that they don't know or give them something they didn't know they needed or maybe they knew they needed it but they didn't have the powerful. Why about you know the benefit or the impact of the outcome. That was going to give them. And that's important and you know. Now it's more about your driving toward the outcome. You're not saying you know what painter you in. Or what's the challenges? It's my first question of people is generally. Why are you meeting with me? What's the outcome that you're looking for? What is driving down from Your C. level because I might not be in front of the sea level. What's driving down? What are they trying to accomplish? Because you know there's really pretty much three main things. Accompanies trying to do. They're trying to increase revenue reduce costs and maybe improve customer satisfaction. So generally everything they're doing is to do one of those three things you know so you gotta try to figure out where that is and then figure out. What are their initiatives? They've put in place. And what are they trying to accomplish? What's the outcome know? Are they trying to increase revenue by two hundred billion or two hundred million or two hundred thousand or they trying to make a process much more efficient so they can reduce costs? It's all about one of those three things generally or they're trying to improve brand customer set yet. So you've got to figure that out and find out what's the outcome and then deliver the outcome as opposed to a feature benefit or solve pain solving. The pain comes with delivering the outcome.

Charlene Vincent Scott Ingram Executive CEO Emily Account Rep.
How To Do A Proper Follow-Up Call - David Milo

Daily Sales Tips

04:03 min | 2 months ago

How To Do A Proper Follow-Up Call - David Milo

"You're listening to daily sales tips. Podcast and I'm your host Scott Ingram. Today's tip comes from David. Milo David is the head of sales at Sauna a startup based here in Austin. Here he is. Hey everyone this is David Milo with your daily sales tip so today. I'm going to be covering the proper structure to do a callback or a follow up call as an SDR account executive. It's amazing to me that a third to half of the calls that you're making on a daily basis schedule an appointment are going to be followed calls the other half or so are going to be your fresh Diaz. But what so interesting about this. Is that most sales organizations. Don't ever actually trained on how to do a proper follow-up so let me give you five very simple key steps to make you a better more effective cold caller to turn more follow calls into points so step. Number one is released simple. Just reintroduce yourself you know your name where you're calling from step to buy time from your prospect purchase time from your what. I mean by this is. Sales is a game of seconds riot just like football game of inches sales of the game of seconds. So you can use a buying time statement for example. I understand. You're busy. Were I'll get straight to the point or hey I might have caught in the middle of something so I'll be brief anything that allows you to gain some more seconds or gained some more time for you to continue to speak step three recap the conversation and reiterate the need so it might have been a week two weeks or even more since you last spoke. Hopefully you've taken some really good notes in that first phone. Call that you had a really good chance that your prospect is not remember at all who you are what you're calling about. And they don't remember why they were even interested enough in the first place to let you not call them back. So some good things you can do to recap that conversation remind them. When did you last speak? Was there a specific reason? Why prospect didn't have time. What were the hot buttons that your prospect brought up? And what were the pain? Points that your prospect brought up on that phone call hopefully again make sure take good notes. The more detailed you can go into these follow up calls the better off you're going to be. You will be seen as more professional person for taking good notes in bringing that up. Step FOUR IS PROVIDE VALUE PROPS. Whatever your value propositions are for the product or service that you are selling. Is it cost savings? Is it better? Technology is whatever you're selling it'll be more effective or efficient is going to provide a better. Roi Whatever product or service. You're selling whatever your value propositions are. Give your prospect a quick twenty to thirty second elevator pitch as a reminder because again more often than not your prospect will not have remember who you were and what it was that they were interested in the first place. So do them in yourself a favor give him a quick elevator pitch in a reminder for why they were interested in the first place and step five. The final step is the assumption close. This just means to progress the phone call forward so this be any number of things progress in the phone call forward could mean that you start to ask some discovery questions so you can start to dig in pain points which will allow progress that phone call to a scheduled appointment or talk past the appointment and go right into the clothes in getting a date and time for your meeting so again. Five steps number one. Introduce yourself number to use some buying time statements number three recap the conversation and reiterate the need step four is provide a high level quick. Hit of the value props that you have to offer and then step five. Some close

Milo David David Milo Diaz Head Of Sales Scott Ingram Austin Account Executive Football
Top 6 Tips from the Last 6 Months

Daily Sales Tips

04:09 min | 3 months ago

Top 6 Tips from the Last 6 Months

"Podcast and I'm your host Scott Ingram. Today I've got something really special for you. Seth does a good job of encapsulating the story in his tip but Seth Gopal reached out to me a full week before the end of January and thanked me for the podcast and attributed to a massive turnaround in his results that had him at one hundred twenty percent of his quota for the full quarter after less than one month. Here's Seth Gopal with his story and some tips for you. I've only been in B. Two B. Sales as a BDR for less than one year two and a half quarters when your peers say there'll be peaks and valleys. They mean it. I mean my first quarter was average. I got ninety percent of quota. Second quarter was a wash achieved only ten percent of quota. I was at the point of almost looking for other jobs. It was that bad but I talked with my training manager and I listened to the daily sales tips podcast every day for thirty minutes at least and started making changes at safety skills by prospects consist of safety professionals. Who if you know anything about them? They're the busiest most no nonsense prospects out there. Just absolutely. Don't have time to talk on the phone or respond to an email longer than a sentence in order to better reach these busy. No NONSENSE PEOPLE. I had to change I. Change made was changed the way I handle their time on the phone if they actually answer the phone I just had to be real and set expectations that it takes twenty minutes to see our safety management system or training content. Whichever better fit their needs. The second thing I changed was making sure that I wasn't going into conversations with the attitude that our product is a perfect fit for everybody. There's no universal solution otherwise they wouldn't be competitors. There wouldn't be a diverse marketplace so not every objection needs to be confronted immediately. That's something kind of learned the hard way because it starts spinning stuff back to prospects and they would just hit hard. Stop and hang up or say no. I'm not interested. Stop calling me. Some of those objections. Just need to be heard and empathized with something. I had to learn overcome and the third change that made was with prospecting and qualifying. It's like dating if the no one to speed things up or slow them down. Some of my prospects loved the idea of what we do and think that we do have the perfect solution for them in one. Jump right into that screen. Shar demos or my low hanging fruit that super easy to talk to them. They're energetic and it's exciting to get them on the phone an indoor solution and really helped them in their business. However I'm sure most of you know that's not always the case most people that you cold call cold email. They WanNa be academic because they have to appeal to their boss nurse levels. There's a organizational hierarchy that you have to overcome in order to be on their radar and get their attention and potentially pitch for their business and part of that difficulty is them having to present the best option to their boss to their company. Because they don't WANNA look bad. Organizational clarity is essential when prospecting to especially if safety people about being there for them when they need you most not brushing them with crafty messaging to try and force them into the buying cycle in our space there ton of contracts that to compete with. So it's not always easy to get somebody to say yes to even just taking a look at what we do most of the time. They're not willing to talk until Q. Three of the third year of that contract being up so the three main takeaways from this that I've learned some of them the hard way and some of them from a training manager and your podcast view their time as the product. You have to make the most of their time number to be empathetic. Don't overcome every objection if it doesn't seem right number three prospecting. Qualifying prospect is like dating. You gotTa know one to speed things up take it slow and a no one to keep long distance and when to go out since of implemented these three things and Mike

Seth Gopal Scott Ingram Mike
Managing Expectations... With Yourself

Daily Sales Tips

02:34 min | 3 months ago

Managing Expectations... With Yourself

"You're listening to the daily sales tips. Podcast I'm your host Scott Ingram today. Let's talk about expectations and know that sometimes these tips are for you and other times there actually for me and I hope that they help you to a couple of weeks ago. Somebody suggested to me that we all need to just dial back our expectations a bit and be more patient with everyone that we're interacting with at this point. Everybody is dealing with a lot and there's probably even more than you know going on behind the scenes. They said that if we expect that there may be sixty to seventy percent as effective as they are normally that will probably be about right and help us to be more patient and understanding. That advice has been really useful to me but more recently. I've started to realize that I probably need to apply that same level of forgiveness to myself. This might seem totally contrary to what you would expect of me and I think the problem has been that. It's totally contrary to what I expect of myself. I probably like you have extraordinarily high expectations of myself. What I'm realizing though is that this whole situation is just really tough lately. I've really been struggling with the fact that I've been struggling and it feels wrong to feel like you're a little bit off your game when others are being taken completely out of the game either. Because they're fighting for their lives or they've been laid off and maybe they're even worried about how they're going to feed their own families in comparison to many of the extremes that we're seeing my issues are virtually meaningless but that doesn't mean that they're not real in that they don't matter mindset is such a core of success and managing your mindset and maintaining focus and staying positive just takes way more effort right now than it usually does. Lisa does for me so I've started to try to be a little bit more forgiving of myself to apply that sixty to seventy percent effectiveness framework. And be all right with that took. Let's be real. I'm an overachiever. I think I'm willing to tolerate. Maybe eighty percent effectiveness and still be okay with it but the point is that we need to just be more patient with those around us and we also need to cut ourselves a little more slack and be a bit more mindful of what we're really going through

Scott Ingram Lisa
The Steps to Take to Get Out of Crisis - Jeff Bajorek

Daily Sales Tips

02:23 min | 4 months ago

The Steps to Take to Get Out of Crisis - Jeff Bajorek

"A you're listening to the daily sales tips. Podcast I'm your host Scott Ingram. Here's Jeff George with another important tip. This is probably not the first time you've heard me say this. This will definitely not be the last time you hear me say this but the steps that you take the steps that you need to take to get you out of any crisis or even just a slump are exactly the things that you need to be doing all along to stay out of financial crisis or stay out of those sales slumps. You need to make sure that you're connecting with people. You need to make sure that you have your fundamentals down so with your messaging. It comes to understanding. What makes you different? What makes you valuable why that matters understanding who that is going to mean something to? Who are the people you can best serve? Why would they buy? Why wouldn't they buy? You're going to need to make sure that you're constantly in front of somebody who can buy from you are you in your sales processes or are you just thinking about your sales processes and when you're in those sales processes are you advancing them forward every step matters even if they're small steps but you need to keep taking steps if you don't take those steps that's when processes stall and that's when you start to scramble and say well what can I do. This person won't act if you have to have a plan ahead of time. Then do that if you don't know what to say right now to your prospects to your customers then don't say anything but get to work and think about what needs to be said. These are the fundamentals that always work. They work in good times. They work really well in bad times. And when we're surrounded by this environment where nobody quite knows what to do and you gotta go back to basics and you gotta sharpen your skills and renew those fundamentals. You remember that those are the things that will keep you going going. Well going quickly bringing in lots of revenue closing lots of new business. Even when things aren't so bad so think about what needs to be done. Use this time to renew your focus on those principles those underlying principles of selling that work all the time when good times bad times anytime that is going to keep moving forward. That's GonNa pull you out of this. The fastest and that's what's GonNa keep you going in the long run

Jeff George Scott Ingram
Resume Hacking - Amanda Peer

Daily Sales Tips

04:28 min | 4 months 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
Discovery Calls Interrogation or Interview - Jeff Bajorek

Daily Sales Tips

02:55 min | 4 months ago

Discovery Calls Interrogation or Interview - Jeff Bajorek

"Your host Scott Ingram today Jeff. Pejorative is back with his weekly dose of Wisdom. Here he is. Can we talk about discovery calls for just a minute? Maybe two minutes. Are they interviews or are they interogations distinction there? An interview is conversation between two people. One of those people typically both of those people at some point. We'll ask questions of one another and no wonder where the answers are going to take them. And then based on where the answer takes them they'll ask another question and out of these this question and answer period this mutual respect. This is a listening this empathy. This knowledge this expertise that is that is shared and exchanged a beautiful conversation happens and beautiful conversations. Happen connections are made when connections are made empathy and vulnerability and all those things come together and hopefully if there is a good fit between the situation that the prospect is in in the solution that the seller has hopefully. There's a good fit there for a customer vendor relationship a customer company relationship maybe even a friendly relationship can grow out of that if you solve enough of the right problems together. Let's talk about the other one. The stuff about the interrogation as talk about the discovery calls. That goes something like ask a question. Listen for the answer. Move Right to the next question without really caring where the answer is you. You ever go back and listen to some of your call so you listen to some of your colleagues calls or if your manager and you probably not spending enough time actually listening to call so you can develop your team but listen to some discovery calls. Does it sound as if the salesperson is actually doing anything with the information that they receive or are they just checking boxes because they asked the question? Got An answer. Are they asking questions that they already know the answer to but they WanNa make sure that there's common ground between the two people having a conversation even though the exchange really doesn't seem to be going anywhere in the answers really don't seem to be dictating the next question? Think about how you develop your connection with your think about how they feel. Sure I know you gotta get your information. I know you've got to be efficient and I know you got a lot of calls to make today and this one's on your schedule and you only have twenty nine and a half minutes because you got another one at the top of the hour and you gotta go go. Go be efficient be efficient. You can't be efficient with people. You can be efficient with everything else. You can't efficient with your relationships. Is your discovery calls. Sound like checklist. Sounds like interogations start making them sound more like interviews notice and recognize what that does with your relationship what it does with your reputation and what it does with your ability to make sales to those people and the next people that you talk to and the people that they will tell because there's a huge

Scott Ingram Jeff
"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

07:41 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"And your company company probably going to get bad mouth and you can forget about ever getting any sort of referrals or having them as a reference. Basically you screwed your future self. The flip side here also known as the right way is all about setting expectations with your future customer appropriately. Be Upfront and honest. Asked about any gaps or shortfalls. They might experience in the sales process. I know this can be super scary but the reality is that it builds massive massive amounts of trust because most people are telling them whatever they wanna hear and they know that's bs so go back and listen to tip number fifty eight from Todd Caponi where he talks about. How transparency sells better than perfection for another example? Heck Todd even wrote a book on this topic and it's no accident that he came out of the same ratings and reviews space that I mentioned earlier. I strongly believe that with this type of an approach. You're more likely he to win. Even though you shared that you have a couple of words and a funny looking more with the big hair growing out of it but the best part is what happens afterwards. Because now they're happy they love you. They love your company now. They're looking forward to hearing about that. Big upsell item. Your team just finished deploying. They're willing to introduce you to their peer so you can create more opportunities and they're glad to get on that reference call to help you win yet another deal. That is what managing expectations is. All about. At least that's my perspective. What do you think I always enjoy hearing from you? And as always he's you can leave a comment and find appropriate links at daily sales dot tips forward slash to sixteen. Now do us both a favor and tell one of your friends Or colleagues in sales about this show set their expectations right. It's good maybe not the greatest thing ever but it's pretty solid than come back tomorrow for another great sales tip thanks for listening. You're listening to daily sales tips. PODCAST and I'm your host. Scott Ingram. Today is Sunday August twenty fifth. And if you happen to be one of the quick consumers of these tips and listened to them right away right now I'm probably either setting up my transitions or or maybe even actually doing my traffic on. I'm pretty sure I shared before that. I maybe didn't adhere quite as closely to my training plan as I'd hoped to but isn't that almost almost always the case. It is crazy hard execute anything perfectly because of well life. There's always stuff that's going to try and throw. Oh you off your game. I think the trick is to just keep going having a bias towards action even imperfect actions is going to get you a lot further further that if you'd throw in your arms up in the air and either quit or decided that you need to start over at the beginning because you weren't perfect in the middle. I think you're GONNA learn more more from going all the way through as messy as it might be having had the complete experience versus just getting really good at the beginning and never knowing what what the end looks like. Does it make sense. I would really love to hear your thoughts on this one. The other angle I thought about taking was talking about how talk is cheap and actions matter more but that felt really cliche and I think what's more important especially if you like me tend to think about this stuff a little too much. It's really better to have this bias towards action because most of the time you're GONNA learn more from actually doing something even if you screw it up then you are lar- from thinking about it a lot now. It doesn't look like there's going to be a really great place for me to share my traffic on whereas with you in the podcast instead. What a plan plan to do is talk about it in the weekly email I send everyone? WHO's on the listener list? If you're not on that listener list already getting those emails than what are you waiting for. Just click over to daily sales dot tips forward slash to eighteen and just drop your name and email into the form to get started then watch for that e mail L. Probably on Wednesday. That's usually when I send them out. Thanks for listening and don't forget to come back tomorrow for another great sales tip. You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram. Are you here looking for that one secret. That's going to tax your results overnight right if so I really hate to disappoint but it doesn't exist. There are no silver bullets. If there were I promised I would have found at least one by now after having interviewed over eighty top one percent level sellers. I haven't finished listening to the session yet but the piece that I I did get to watch of Barb. G among goes sales hacker success summit presentation called banish magical thinking shortcuts in sales. Don't exist was spot spot on if you WANNA watch that presentation. I've got a link for you over at daily sales dot tips forward slash three thirty three. Here's what I think it comes down to and how this show can help you. I hard work is a given. If your desire is to be at the top of the leaderboard and you don't feel you'll like you're working somewhere in the neighborhood of twice as hard as your peers. You're probably not working hard enough. Of course there's also an element of working smart. You have to be consistently doing the right kind of work not just working hard and for the most part that means a heavy dose of prospecting acting even if you haven't SDR team supporting you sitting back and waiting for marketing and the FDR team to provide enough pipeline for you almost almost always spells doom beyond that it just comes down to treating sales as a craft and making small incremental improvements over. We're time and finding your own way. I often tell people in my talks that there is no recipe that just works one hundred percent of the time instead. Dead what I could give you and what you can glean from. This show is a lot of different ingredients. But it's up to you to actually try those ingredients experiment with them. Find what works for you and fits your style your approach and your process then just continue to work. Ricard repeat that exercise of experimentation and improvement over and over and over again and unfortunately this is probably the least inspiring inspiring part. But the reality is that you will never be done the market your industry and your customers are going to continue to change and evolve. And you'll never be perfect but to me. That's what makes life interesting. That's what lifelong learning is all about. It's no accident accident that the true sales professionals that seek out my sales success summit each year are already doing incredibly well and are often often the top performer in their organization already. You'd think that they don't need the help. There are already there and yet they're the first ones to seek out that kind of learning and that kind of knowledge. It's no accident that they're at the top it's because they've done that kind of work their entire career and and they'll never stop so. Please stop looking for the silver bullet instead. Spend a little bit of time every day looking for a way and working on way to.

Todd Caponi Scott Ingram FDR Barb Ricard
"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

02:37 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"Dot tips forward slash to fourteen and share your thoughts or if you WanNa shoot me a note directly. You're always welcome to do that at Scott at top one dot. FM thanks for listening and be sure to come by tomorrow for another great sales tip from Jaffa Jorg. You're you're listening to the daily sales tips podcast and I'm your host Scott Ingram. I had a really interesting conversation over drinks last Sunday afternoon. That got me thinking about just how important. It is to manage expectations to be successful in sales over the long term. I'm GonNa talk about this primarily as it applies to the sales process and the expectations. You set with your future customers but it applies just as much. Maybe even more to the way you manage edge expectations internally with your leadership so you may want to listen to this twice and think about it from that perspective as well or maybe I'll just record another tip in the future focused on effectively managing anyway having once sold for a company called bizarre voice whose primary product is a ratings things and reviews platform that you've very likely seen and experienced on the websites of large retailers in top brands got a unique perspective in view into satisfaction and what drives positive sentiment. It ultimately taught me that satisfaction is a function of expectation. Let's say for example example that you and I both by product and we have the same experience just to make this easy. Let's say that that experience was a seven on a scale of one to ten. Now if your expectation was a five and your experience was a seven year GonNa be satisfied. You're GONNA be happy. The experience exceeded your expectations. Now if my expectation was nine and my experience was a seven. Now I'm dissatisfied. I'm probably upset again. And we had the exact same experience but our level of satisfaction is dependent on what we were expecting now. Let's look at this from perspective respective of our customers if you over cell and promise things that aren't possible to get a deal done you have basically created a future liability ability you set that customers expectation level at a nine or a ten knowing that they are actual experience is going to be a seven. They're gonNA going to be upset if you sell some type of subscription service. It's likely they're not going to renew and they're going to want to switch to one of your competitors you.

"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

02:00 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"PODCAST and I'm your host Scott Ingram. Yesterday my daughters went back to school. Those of you who know me well. No that I couldn't be More thrilled because selfishly. This means that I finally get to get my routine back on track that their summer vacation sends completely out of whack. But I wanted this year. A story from last week that I think is incredibly instructive. My youngest daughter is starting middle school so new school new schedule. The whole bit of course horseshoes feeling a bit anxious but what she decided to do. Last week was absolutely brilliant. She came to me Thursday night and asked me to wake her up at six thirty the next morning running. She wanted to walk through her morning routine and make sure she was going to be on time for the bus. Pickup at seven twenty. AM The result was pretty funny. 'cause she came home and told me that I could wake her up at six fifty and that would give her the time she needed and allow her to arrive at the bus. Stop at least two minutes before pickup. Now I know she felt a a lot better after that exercise because it took away a lot of the uncertainty and put her in a position to control the things that she can control. These dry runs are something that all of us can be doing when we get into new and complex situations. Especially if you've got a big sales meeting involving multiple individuals visuals on your own team going through a similar process to walk through a meeting and make sure everyone is clear on what their roles are. Who's going to answer? What questions Russians? And what you're going to do. Should things get off. Track is critically important. It'll help you conduct a much more effective meeting but perhaps more importantly it helps to reduce the level of anxiety. Now everyone knows what to expect and you can all be more present in the moment rather than having to think through do things that you should have already solved for in your dry run. So here's my question for you today. Windy you do dry runs. Do you find that they help. Are they worth join. The conversation at daily sales.

Scott Ingram
"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

04:08 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"Family and sleep. The answer is in the productivity process. Assess that I've built for myself and have been leveraging and refining for the last ten years or more so that's what my presentation is going to be about. I'm going go into the details of how that process works. And I wanted to give you a high level preview and now I'm going to start using a lot of pe- words words because the title they came up with is the four P. productivity process for producing Prophet perhaps I'll even portray myself as porky pig. Okay I'll stop. Let's walk through this. The I P is for purge. This is about working to eliminate distractions and getting rid of inputs. That aren't valuable to make the second and last stages easier and more focused the second P is process and this is where I'll likely spend the most time in the presentation going through the Nitty Gritty details of my own daily and weekly processes for processing everything and everything in this context is basically all of those inputs emails texts voicemails. What's coming up on? My calendar might pipeline my targets targets. Everything like that. Once that processing is done you should then be in a position to move onto the third P.. Which is actually two peas and and those are plan and prioritize once? You have everything organized through your processing. Step you're then in a position to prioritize based on your goals goals and the most important and impactful things that need to get done than the last P is simply perform. Once you've got everything planned planned out and prioritized. You shouldn't have to waste any time thinking about what you should do next. It's all laid out for you and you can just crank frank. So there's your preview. The full presentation will be forty five minutes and will include a ton of screen shots showing specifically how I managed through through these different steps. Now I would love for you to be in the room when I present this for the very first time and to do that all you have to do do is register for the sales success summit at top one summit dot com once you've registered be sure to come back tomorrow for another great sales tip. Thanks you're listening. You're listening to the daily sales tips. PODCAST and I'm your host Scott. Ingram had an experience recently. That really showed me. That imposter syndrome is a very real thing that affects almost everyone. This happens when you might have some advice or a suggestion to share with the larger audience. But think something along the lines of who might be sharing this. You'd be surprised. How many of the top? One percent level performers rumors that I've interviewed on the sales success stories. PODCAST who think this way. And if I'm honest it affects me as well heck. I didn't really share many of my own thought for the first couple of years of hosting that podcast instead I just focused on other people and their stories and just ask the questions. This show has forced me to share more and more of my own thoughts mostly because I don't have enough tips to exclusively share other people's ideas but I think it's a good thing it's it's important to realize that we all have something of value to share and shouldn't be afraid to share it. We may not be the foremost expert in the world on a particular topic but even if the idea helps just one other person. Isn't it worth it. The process of getting your ideas out there and sharing the things that that have helped you has the added benefit of clarifying your own thinking just like the best way to develop. True mastery isn't just a do something but to teach other how to do it. So if you find yourself thinking you're an impostor no that is super common you're not alone and you should share because it it will help others and you'll help yourself in the process..

Ingram frank Scott
"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

07:01 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"Yourself better and have another tip for you tomorrow You're listening to the daily sales tips. PODCAST I'm your host Scott Ingraham. You'll have to excuse my vegas voice and the lingering effects for my having been Out a conference all week but I ran across a variety of different stories of success beyond just sales this week and noticed another really clear common theme and that is this idea of just sticking with things and persisting very rarely is the road to success an easy road there are always challenges. Orange is oftentimes monumental challenges that have to be overcome before you can achieve what you want to those who are successful. Know that they recognize is that it's just part of the process and they simply stick with it at some level longevity and just sticking with something long enough is a key factor but but I don't think that works in isolation I think it's also about really being obsessed with getting better along the way so let me tie this back back a bit more directly to sales if you commit to a career in sales and just keep pushing through. Then you're going to be a heck of a lot better five viewers from now and better than that ten years from now but the real difference is consciously focusing on improving and continuing to work on yourself. That's the difference. Between the incremental improvement that will just occur naturally and exponential improvement. That comes with real effort and practice. Yes I had the opportunity to keynote a company sales meeting a number of months ago where I further distilled some of these top themes from top performers. But but what I ultimately kept coming back to. Was this idea that if you want to be truly great you have to treat sales as a craft you have to work work to continually improve yourself in your trade. You'll have to find mentors and people who are better than you to help you see what you can't see and grow grow and you have to stick with it. This is a process that takes years. So for the transcript of this tip into sheer your own thoughts. Click over overdid daily sales dot tips forward slash sixty four. Then come back tomorrow for another tip that will help you improve your craft one day at a time You're listening to daily sales tips. PODCAST I'm your host Scott Ingraham. Today I've got a thought for you. This idea may not be fully thought through through because I literally came up with this morning in the shower after a particularly hard workout. This thought came as I was thinking about the level of hard work and focused focused required to perform at peak levels in combination with the training. I'm working through as I build up to a triathlon later this summer. So let's start with the hard work and focus for those of you who are already on the listener list. You saw the word cloud that visually showed the top traits in themes of all all of the top performers. I've interviewed on the sales success stories. PODCAST that I e Mail on May twenty first. If you'd like to see that word cloud just joined the listener listed daily sales dot tips and replied to the welcome email asking me to send you that word cloud the most prominent things in the center of that image. Are the words hard hard work and focus. Now here's the thing if you see that or you hear one of the stories that really exemplifies those traits so Ian Banak for example example. Who is working a strict hyperfocused eight hour day? An outselling the number two performer in his company. By two to one. If you hear that AH decide. I'm going to give that a try. It's kind of like deciding that you're going to get off the couch and run a marathon this weekend and qualify for Boston. It's not gonNA happen putting out that kind of performance takes a minimum of several months of effort. If you already have a strong base and a ton of natural talent Alan for the rest of us. You're probably looking at a couple years of training which brings me to my traffic on training but you can really substitute any Type of endurance sports training the programs are all the same. Typically there's several months long and their primary features are steady building in volume and consistency. There's no magic or secret involve. It just requires methodical execution over time. It's nearly automatic that you'll achieve your goal so let's put those two ideas together. If you want to develop a world class level of work ethic and focus you need to find a way to build up to it and this is where this particular idea starts to fizzle out about. Because I don't have that training plan for you but perhaps it's something we can work on on together. There are now two different ways. You can join the conversation in either case. The best initial starting point is daily sales dot tips forward slash one fifty fifty one. You can leave a comment there or we've started sharing all of these. Tips transcribed video form on the daily sales tips. Page on linked. So we're GONNA start linking those two together on the website but you can also follow tips if you click over to daily sales dot tips forward slash linked in. That's the other place that you're welcome to comment and please follow that page. If you would so how would you devise a training plan to build your work ethic and focus my initial thought here is the interval training. Is your friend. I learning to manage yourself in short bursts. It's been suggested that the most productive work interval is fifty two minutes followed by seventeen minute break. Maybe workup to vet and for me. Just to make the math. A bit cleaner. Perhaps he revert to a forty five minute interval followed by a fifteen minute rest and overtime stack a series of those together. Remember with any training plan rest and and recovery are also key. You can't sprint all the time. That's a recipe for overtraining an injury or in a professional sense. Let's call it burnout out in depression but if you can build up to it you can probably sustain an effort. That's even faster than the speed that most people sprint elite. Marathon runners will run an entire race at sub. Five minute miles. I'll tell you right now. That's faster than I can sprint almost any distance so anyway. That's my I preliminary thought. What do you think I'm really interested in your thoughts on this because I've thought for years about how you might be able to translate a marathon training plan plan that can get just about anybody off the couch to completing marathon into a similar plan that can take an average sales performer to world class class level performance through a simple methodical plan that builds volume in a sustainable way overtime again join.

Scott Ingraham Boston Ian Banak Alan
"scott ingram" Discussed on Sales Success Stories

Sales Success Stories

05:10 min | 6 months ago

"scott ingram" Discussed on Sales Success Stories

"We're going to do something a little bit different. I feel like I've been abusing you a bit with the last couple of interview episodes that have both been about an hour and forty five minutes long. So we'll go a little bit shorter today and the the next interview episodes should be under an hour assuming I get the PR approval in time. I've gotten some feedback lately from fans of this show telling me that they'd like it to hear more from me and about me. The challenge there is that this show isn't really about me. It's about dissecting the mindset the habits that process and the stories of world class sales performers. You might get a short anecdote or story for me every now and then but really. My job is just to ask the questions to help. Uncover the deep insights so. I'm not sure that this show will ever be the place where you'll get to learn a ton about me. One place that I've started to share more more of my own. Thoughts is on the daily sales tips. PODCAST so what I've done for you. Today is pulled together a collection of some of my own tips from that show. Oh ten of them actually. Let's start with those and then I've got a bit more for you at the end after these have played through. You're listening to the daily sales tips. PODCAST and I'm your host Scott Ingram now today. I have the first ever tip for you and I've already screwed it up because this is technically tip number one but we're going to call it tip number two just the numbering works out but that's just fine because today's tip is about learning and the best way to truly learn is to do things and when you do things you're gonNA screw up every now and then that's part of the learning process. So here's your tip. You have to own your own development. Sales is is a really unique environment in that. When you improve the impact on your income is often exponential in the short term if you were to sell L. Say ten percent more this year? I'd be willing to bet that you're going to make at least ten percent more money. And in most cases you're probably going to earn significantly gently more because of accelerators spinoffs and the President's Club trip. You might then be eligible for in the longer term. Your ability to grow in your career is tremendous tremendous whether you're looking to move into a higher earning role or into leadership the lifetime value of the investment of time and money. That you make in yourself self are probably beyond the return of any other investment. You can make the thing is. It's pretty unlikely that somebody else is going to just give you you all of the development opportunities that you need. It's up to you to figure out what you need and then go out and get it. My hope is that this show. Oh really serves as a platform of discovery to help you find the people and the resources that are best aligned with your goals aspirations and your style l.. I think it's super important to connect with approaches that align. Well with you and the way that you think and you operate this show probably. He isn't enough though. Hopefully you'll make this a daily or weekly practice but I hope you'll go deeper as well commit to reading some number of books this year attend to sales conference go out and meet people who were on the same journey as you and most importantly act when I think of development I think of information formation people and action. The information part is obvious. There certainly no shortage of information. You can consume what. I think. A lot of US overlook though is the people people who are you going to surround yourself with who is going to help you get to the next level. This could be your boss. It could be some select peers on your team. Hopefully you're also seeking out mentors and coaches. who were already where you want to be? Jim Rohn said you're the average of the five people you spend the most time with. Apparently he also said income seldom exceeds personal development. Hat tip the Andy Paul for making me aware of that one so think carefully fleet about who you're surrounding yourself with ideas and attitudes are contagious. So it's important to surround yourself with the right people be intentional about that. which brings us to action? All the information and conversations in the world aren't going to do anything for you if you don't act be be intentional. Be Decisive decide what you're going to do and what you're not going to do early in my career. I totally over thought the things I wanted to study and build a strategy. That was perfect before I started execute. Experience has taught me that I was basically wrong. I learned way more from just doing things. It may not be perfect when I start but I'll learn more and faster from the real world results that come from actually doing something. This podcast is a perfect example as you heard at the beginning it's not perfect but I know I'm going to learn a lot more from actually releasing new episodes every day than I am from thinking about the perfect way to do it. That's how I went.

Jim Rohn Andy Paul Scott Ingram President US
I Run Out of Things to Say - Jason Bay

Daily Sales Tips

04:33 min | 6 months ago

I Run Out of Things to Say - Jason Bay

"You're listening to daily sales tips. PODCAST I'm your host Scott. Ingram this is going to be the last time that we get to hear a great prospecting tip from Jason Bay at blissful prospecting for awhile because he's getting ready to launch his own podcast here. He is with his final tip for now cadences or sequences. As they're called with outreach. I Os Platform is essentially a series of touches. That you can use to get a hold of a prospect so there's outbound sequences and Keynes's inbound sequences in cadences. I want to talk to you about outbound. And the reason why this is a really relevant thing is that it typically when we work with companies. I tell them that you need to reach out to the prospect ten to fifteen times over the period of thirty forty five days and usually get a lot of concerns and and number one concern hail rented it things to say. Number two is all. Aren't we GONNA be bugging the prospect and number three is. I don't want to be a spinner and these are all legitimate concerns concerns but the reality is that most sales people might call once or twice send one or two emails and then they give up an avid theory on why this happens and I want to share why. It's really important to not quit after three or four times. Even if you're doing it outbound sequence where the person did not sign up to hear from you. The first theory I have of it is fear of persistence in the best way that I could describe. This is through ad campaigns. And if you think about really popular companies like Nike and whatnot. A lot of the studies that with ad campaigns is that we need to see an ad seven to ten plus times. The rule of seven is a really good one to us but we need to see get seven to ten plus times before acting in. It doesn't matter if it's a well known brand like ninety or bringing that you've never heard of so the takeaway there is that most of us don't have the brand recognition. Shen of accompany length. Thank you for listening to this. So it's not normal for a prospect to respond to your first few touches if you think of your outbound sequence like a highly targeted personalized ad campaign you approach it a lot. Different so now it becomes. How can create enough intrigue for this person to respond to this email ordering answer the phone own. So just keep in mind that if someone doesn't respond they don't respond to ad campaigns from really well known companies. Either see gotta be persistent the secondary theory. I have and this is a lot of what people have shared with me is. Hey I have nothing left to say. What do I say if I got to reach out to the person ten fifteen times so the action and hear that you can focus on is not blowing all of your talking points in bullet point form in your first email. The big mistake I see. Sales teams make is that I.. E Mail has three to five points. And it's all their value props all the challenges they fix. It's this huge long winded email and leaves them with nothing else to say when they follow out. So what you can do is come up with two to three. A strong value. Props are talking points that address. What your prospect wants to accomplish and then challenges. That might get in the way of them doing that and then you're going to spread read it out throughout the sequence sequences and Kane is. There's no magic formula but a way that you can approach. This is if I have three talking points so talking point it is something around saving time and you want it to obviously be more specific than that. But I'm just be something very generic we could talk about saving money and then for us we might use. WHO's the third one might be increasing response rates. Let's say by doing something with your cold emails. So that I talking point that I e mail is only going to talk about the value props associated with saving saving money and then any challenges associated with that. And then you're gonNA call the person and your value prop that you're gonNA lead within the challenge that you're going to talk about is around saving. Money can help people do that. The second email. Let's say the person doesn't pick up or respond to the first couple of outreaches that third touch. So you've already done a phone touch in an email. Touch is at third touch is going to be an email with a really short follow up might say any thoughts or might say hey forgotten which we have a case study with a company. That's very similar two years and I wanted to share for this reason. So That's three touches right there and then you can add a fourth tach connecting with someone on Lincoln and just sending a connection request. So there's four touches this with two emails one phone call in Lincoln a message. All centered around that I talking point sets four touches for for one talking point. Multiply that by three twelve touches with three talking points. So don't blow all your talking points in that. First he most of you have something else to say when you follow up and make sure to spread it out through the cadence and you won't run out of things to talk about.

Ingram Lincoln Nike Scott Jason Bay Keynes Shen Kane
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

04:39 min | 6 months ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips. PODCAST I'm your host Scott Ingram today renting something just a little bit different I am joined quote unquote by Jack Wilson. And for Jack and I today is her birthday. Happy Birthday Jack. Happy Birthday Scott. So we're going to talk today. A about connecting the dots human-to-human and and this birthday discovery. The the fact that we share a birthday was kind of a surprise. Both of US given that we've known each other for over a year and have collaborated on a lot of things. Kind of came out accidentally. So maybe I'll let you tell that story and connect the dots to our tip today. You would think we know each other and we would tell other people that we know each other fairly well but then to be surprised when you were sharing sharing with me about your goal on running you know. What was it. Three times iron man's this year and to have the ten times and then to have the first one done by your birthday and you you said your birthday was February third and that's how I had the Aha moment. Wait a minute. That's my birthday and it instantly. Got Me thinking why. Why do us who he claimed to be these great sales professionals. Who Care Deeply? How did we not know that man that Kinda prompted me to reach out and say let's talk about that. Let's let's give a tip hip about creating better personal relationships and sales professionals and not just better relationships with your prospects but with your customers with your network work as a whole and I think one of the ways we could do that. It's such a simple little thing but remember the last time we sent out an email that you're like. Hey Hope you had a great weekend Scott. Well if you hope that bad find out stop hoping and just ask so. Try this small little adjustment in your outreach. Instead of saying I hope you had a great weekend to try Scott. What did you do this weekend. Or how did you celebrate your birthday in. Those questions are going to get more specific answers. That will help you drill down into knowing that person person more deeply and it's that information and that can activity that allows you to add a real differentiator to your work and I actually hate the word differentiator because I think think it's more of a difference maker because you start to make a difference in their experience both professionally and personally and you make a difference in your whole self and how you present yourself as a sales is professional. Yeah it's amazing. The things that you find right when you get into these real human conversations the post that. I put up a week ago Monday. A about Kobe. Bryant after getting up at four am connected with with a lot of interesting folks in that and one gentleman who reached out he was living in Seattle and we discovered discovered again that we were just meeting each other. Through this experience we found out. We grew up two miles from each other and in Fountain Valley California. You know you you never know. The the world is so small we have all these really really unique connection points. And it's so much fun to find those and they become memorable and I love your suggestion and about asking what somebody did on their birthday. I hate and I think I probably railed against this in in my birthday tip last year. I hate the quote unquote social media. Birthday first day right that generates hundreds of generic. Happy Birthday wishes like that doesn't mean anything instead generate a real birthday conversation. I you know. What did you ask a question right. Actually actually care and find something out and find that connection points. It's so powerful. When you develop develop this this level of depth in your relationships and go beyond just the super high level superficial level you know without linked in or facebook book or Insert Social Media Platform hear. How many people's birthday do you actually know without getting the reminder and you go oh no I forgot I. I should probably send them a note so like do better at keeping your own personal internal Rolodex about when important dates are important information. I'll share a really quick story. Worry with you when I was in banking. I had a ride along with a manager and I was always terrified of ride alongs and my boss set me up really good because it was a skip level ride along and he said he's going to ask ask you about your best customer. So do your homework and I met with that director and had all the details in the stats about the relationship. So he said why are they your best customers at all. I I love the contact. There we get along so great. We've got a great relationship. He said great to have kids. I said Yeah two kids. Well how old is like ten ten and twelve. What are their names. Oh Man I don't know their names. I guess I didn't know her that well. And that was kind of a real awakening moment for me to do better to learn.

Scott Ingram Jack Wilson US facebook Fountain Valley California Seattle Bryant director
Connecting the Dots: Human to Human

Daily Sales Tips

04:31 min | 6 months ago

Connecting the Dots: Human to Human

"Today renting something just a little bit different I am joined quote unquote by Jack Wilson. And for Jack and I today is her birthday. Happy Birthday Jack. Happy Birthday Scott. So we're going to talk today. A about connecting the dots human-to-human and and this birthday discovery. The the fact that we share a birthday was kind of a surprise. Both of US given that we've known each other for over a year and have collaborated on a lot of things. Kind of came out accidentally. So maybe I'll let you tell that story and connect the dots to our tip today. You would think we know each other and we would tell other people that we know each other fairly well but then to be surprised when you were sharing sharing with me about your goal on running you know. What was it. Three times iron man's this year and to have the ten times and then to have the first one done by your birthday and you you said your birthday was February third and that's how I had the Aha moment. Wait a minute. That's my birthday and it instantly. Got Me thinking why. Why do us who he claimed to be these great sales professionals. Who Care Deeply? How did we not know that man that Kinda prompted me to reach out and say let's talk about that. Let's let's give a tip hip about creating better personal relationships and sales professionals and not just better relationships with your prospects but with your customers with your network work as a whole and I think one of the ways we could do that. It's such a simple little thing but remember the last time we sent out an email that you're like. Hey Hope you had a great weekend Scott. Well if you hope that bad find out stop hoping and just ask so. Try this small little adjustment in your outreach. Instead of saying I hope you had a great weekend to try Scott. What did you do this weekend. Or how did you celebrate your birthday in. Those questions are going to get more specific answers. That will help you drill down into knowing that person person more deeply and it's that information and that can activity that allows you to add a real differentiator to your work and I actually hate the word differentiator because I think think it's more of a difference maker because you start to make a difference in their experience both professionally and personally and you make a difference in your whole self and how you present yourself as a sales is professional. Yeah it's amazing. The things that you find right when you get into these real human conversations the post that. I put up a week ago Monday. A about Kobe. Bryant after getting up at four am connected with with a lot of interesting folks in that and one gentleman who reached out he was living in Seattle and we discovered discovered again that we were just meeting each other. Through this experience we found out. We grew up two miles from each other and in Fountain Valley California. You know you you never know. The the world is so small we have all these really really unique connection points. And it's so much fun to find those and they become memorable and I love your suggestion and about asking what somebody did on their birthday. I hate and I think I probably railed against this in in my birthday tip last year. I hate the quote unquote social media. Birthday first day right that generates hundreds of generic. Happy Birthday wishes like that doesn't mean anything instead generate a real birthday conversation. I you know. What did you ask a question right. Actually actually care and find something out and find that connection points. It's so powerful. When you develop develop this this level of depth in your relationships and go beyond just the super high level superficial level you know without linked in or facebook book or Insert Social Media Platform hear. How many people's birthday do you actually know without getting the reminder and you go oh no I forgot I. I should probably send them a note so like do better at keeping your own personal internal Rolodex about when important dates are important information. I'll share a really quick story. Worry with you when I was in banking. I had a ride along with a manager and I was always terrified of ride alongs and my boss set me up really good because it was a skip level ride along and he said he's going to ask ask you about your best customer. So do your homework and I met with that director and had all the details in the stats about the relationship. So he said why are they your best customers at all. I I love the contact. There we get along so great. We've got a great relationship. He said great to have kids. I said Yeah two kids. Well how old is like ten ten and twelve. What are their names. Oh Man I don't know their names. I guess I didn't know her that well. And that was kind of a real awakening moment for

Jack Wilson Scott United States Facebook Fountain Valley California Seattle Bryant Director
Exercising Your Demons

Daily Sales Tips

03:09 min | 7 months ago

Exercising Your Demons

"Listening to the daily sales tips. PODCAST I'm your host Scott Ingram. This tip is fairly closely related to the tip. I shared aired yesterday on minimum viable habits and Mike ten x Ironman. It say it's at least a cousin. Because a couple of the core elements of that tip were around mindset Set an exercise when thing. I've really noticed for myself is how connected mindset and overall attitude are with how frequently. I'm exercising the mental part of sales and the life of a sales professional is something. I'm really committed to spending more time on this coming year. Some of you may have seen my linked within post from earlier this month where I talked about how I was unfunny myself after a particularly down day the reception and the conversation around the topic Vick was fantastic. And I've got linked to that post for you at daily sales dot tips forward slash three forty. Four what I really love. Is that now. The community community is holding me accountable. Andy off go left a really insightful comment about a week later and asked what can you do to avoid the situation going forward forward. Please share your answers with all of us here. So that's partially what this tip is about. I used to suffer from bouts of depression more frequently in the past than I have in the last few years and one of the primary ingredients seems to be around how frequently I exercise in fact when I had that down day that prompted the Lincoln Post I hadn't worked out in three or four days the other phenomenon in noticed about myself as that if I start feeling down I generally. I don't feel like exercise and that's a very slippery slope. I can skip a day. No problem skipping. Today's might be okay but personally I'm probably taking a risk in a perfect world. I'm probably working out five or six times a week to maintain my mental health and at the very least it's an every the other day consistent habit what about you do you have this. Same exercise to mindset connection that ice seem to have I've learned a ton from all the interviews and relationships I've built with top performers through the sales success stories podcast and the summits and when I look at the most common themes I think it's possible. Bowl that mindset trumps. Everything else if your head isn't right. It's practically impossible to achieve the highest levels at least in a healthy th-y and sustainable way. I heard a great quote on the radio. The other day it happened to be in the context of bullfighting but I think it applies incredibly. Well here he. He said that champions train they endure pain and they don't complain met really struck me because to be great in this business of sales you have have to work at it. There are no shortcuts and it's not going to be easy you'RE GONNA be challenged at every turn and in so many different ways but you have to find a way to endure all of that pain and continue to break through again and again and again and you really can't do that if you don't start with the right mindset

Andy Vick Scott Ingram Mike Lincoln
Open your cold calls with personalization - Jason Bay

Daily Sales Tips

04:34 min | 10 months ago

Open your cold calls with personalization - Jason Bay

"I'm your host Scott Ingram today Jason Bay from blissful prospecting is back with his regular weekly prospecting tip here's parents house making cold calls with one of our clients earlier this week in the work for one of the largest shearer 'cause we're we're training them on this right now and the energy a pretty good job of it already but there are some things that came up in the call that we've been working on that that'd be really good to share you're making cold calls and for whatever reason people are getting angry or they might not be interested or you you might just be looking for you might be doing this really well on just looking for a different way of approaching this so I wanted to share a tactic this working really well for them and it's opening up with personalization so hopefully you're already doing research on prospects and you have a reason for reaching out but oftentimes here is that people don't really mention what that reason is and soon enough in the call in get the prospect talking about that in a way that's going to engage them and get them more receptive to meeting with you later so the way that I like to open up cold calls in a lot of this is supported from Gong. AOL is you know. Hey this is Jason Bay with blissful prospecting how have you been in you look the prospect talk that line how have you been lot of evidence in data around that like I said I'll link to the Gong article so you can see more about opening minds but I love that one you get them talking in the personal typically say good you know what's up how can I help you or they might ask you how you're doing in either case you're going to have a really short dialogue there and then you WanNa go straight to the point the reason for my call is in this is where you want to actually answer the personalization so I'll give you a couple of weeks apples here so in the commercial real estate example a lot of times what we're seeing their when they're calling into what's referred to as multi market account with multiple locations we're looking for triggers that might indicate that they're expanding or mergers and acquisitions might be another trigger that they might need some help from a broker Susan Hey the reason for my call is I noticed that you guys are closing down a few of your locations and you mentioned in one of your shareholder us that you're focused on consolidating those locations right now so I opened up with something personal to that prospect and that's going to grab their attention right you're the second thing you WanNa do have engaging question that you can ask and this could be as simple as so how's the consolidation coming along so far hey are you guys having any challenges because sometimes what I hear when consolidating is people deal with this type of challenge is that something that you guys are running up against right now or something that's top of mind for you so personalization have your reason for the call have that personalization and I had another episode about this on daily sales tips that you should check out but make sure that personalization is connected to how you might build to help them and then you need to ask engage in question so I'm going to give you one more example so let's say I'm cold calling for prospecting services which is what we saw prospecting services training that sort of thing you hey tom near the reason for my call all is I noticed that you guys are hiring Sdr's right now and it looks like you guys have added three str's in the last three or four months and I was wondering how do you guys typically handle you know prospecting between str's in as I know that for some companies they want their as prospecting US curious how how does a lot of their own prospecting sometimes they don't etc in asking them a question related to that to get them talking so make sure when you're doing your call calls out that personalization open up with something that actually shows you did your research and then ask engage in question that will get them talking about it if you appreciate Jason's tip six after you've connected with Jason be sure to come back tomorrow for another great sales tip thanks for listening

Jason Bay Scott Ingram Shearer AOL Four Months
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

01:59 min | 10 months ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast and I'm your host Scott Ingram today I have perhaps the most valuable and be sure to come back tomorrow for another great sales tip

Scott Ingram
Are You Participating in Sales Sabotage?

Daily Sales Tips

04:38 min | 11 months ago

Are You Participating in Sales Sabotage?

"You're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from Liz. WENDLING LIZ is a nationally only recognized business and sales consultant and the author of six books live shows professionals how to make a profound difference in the way they sell and communicate both online online and offline here. She is sales. Sabotage is one of the biggest challenges business owners face today. Sales sabotage will never get better on its zone. It doesn't Keel by itself and will never magically disappear only gets better. When you see it you admit it and then you take necessary action to overcoming these patterns and behaviors are so ingrained in your daily activities that they're basically running on autopilot every the day you wake up and these behaviors go to work right along with you? Sales sabotage is a way of being thinking an acting that damages your belief in yourself and your sales abilities and it stops you dead in your tracks. It keeps you from achieving what you say. You want to achieve so basically basically it's the equivalent of all-talk no-action all talk with no results to show for it. It's easier to say what you want but it's way way harder to step up and take the action. It really takes to make things happen in the way you say you want them to happen. Many people talk a big talk. They talk talk about what they want. They declare these big things for themselves in their business but the actions they take to get there make it nearly impossible for them to do so. Oh they're doing a lot more talking than taking action sales. Sabotage is extremely common and it really does affect everyone in some shape or some form and many people come up with some of the most beautifully refined and compelling rationalizations excuses and justifications for not doing what they know they need to do. They spend precious time justifying in rationalizing in coming up with those reasons and excuses why they're I'm not seeing the results and why didn't get around to doing something instead of just spending that precious time doing what they said they were going to do so here. Are Some of the countless countless ways that professional sabotage themselves and sabotage their success. Let's say you know you need to follow up with a few new clients but you tell yourself you don't have the time or you just never got around to it. You say you're going to prospect more and get on linked in a little bit more and look for potential clients but you never seem to get around to actually doing it or you. Start the activity but you allow yourself to get distracted and pulled holdaway. You declare that you're going to be more active on social media but somehow some way. It's one of those things that falls off of your to do list or you tell yourself. You're going to get up early and exercise so that you can feel strong and inspired all day at work but you forget to set the alarm or or you get all the way to the gym but you've got your gym clothes or you say you want to do more webinars podcasts but somehow time gets in the way and it never happens now. I can go on and on and on all the way to you know you're supposed to drink eight glasses of water but you never go near anywhere near the zinc things like that. We say we're going to do something but we never follow through. It takes so much energy to declare all of the things that you're going to to do and then the energy takes to hold yourself back is worse so you have to pay attention to what you're committing to and what you say you're going to do and and then watching yourself not take the action necessary. You have got to stop yourself dead in your tracks and acknowledge here. I am declaring what I I WANNA do but I'm not following through and then take the action now. I know it's easier said than done but the only way to stop sale sabotage is for you to watch how it slowly creeping up and how it holds you down. Only you can stop the sabotage with awareness and paying attention to what you're doing or not doing. You've got to catch yourself in the act otherwise you will continue to sabotage yourself and you will continue to lose sales and opportunities sale sabotage can be overcome but you must watch what you're doing what you're saying and the results that you're producing reducing

LIZ Scott Ingram Consultant
Should I Stay or Should I go? - Amy Volas

Daily Sales Tips

04:11 min | 11 months ago

Should I Stay or Should I go? - Amy Volas

"You're listening to the daily sales tips podcast. I'm your host Scott Ingram. Today's tip comes from amy. Amy is a sales sales. Fanatic turned entrepreneur bitten by the startup bug many moons ago and couldn't imagine spending her time anywhere else she created avenue talent partners owners to help with the tremendous task of growing startups through one of their most valuable assets sales people when she's not working. She's spending time with her cat dog dog and husband in that order. She jokes now. Amy and I did something a little bit interesting here and I'd love your feedback on this. I asked amy about a dozen questions over the course of about forty five minutes that will feature at a pace of about one a month here on the podcast. Here's her first one so the question Shenice. Should I stay. Should I go in. What do I really need to think about before I make a move in so I'm a big fan the of leveraging perspective right so unless you this is your very first job ever it's hard to have ABC perspective but the world that I live in tends to be more on the experience side and I challenge people to do the hard work on themselves of being thoughtful of think about all the things that you've done or the different kinds of roles that you've had or the different companies that you've been a part of or the different leaders is that you've worked for and when you think about how you describe that I recommend that people take a little notebook with themselves so I'm old school with paper in Penn but there are others that have apps for these things when you're talking to a colleague. Your boss your mentor your current boss your husband your wife your friend your partner whoever it might be your colleague when you talk about what makes you happy end what challenges you in what don't you like all of that carries a weight and so I suggest before anybody make the decision of staying or going that they do their own diagnostic pastathon themselves of taking account of when you've been the happiest without looks like all those things that I just rattled off and comparing and contrasting lasting because the grass is always greener on the other side and we live in this world where people make really quick decisions because the economy so good and they make a quick move and then they regret it and so before you confirm or deny whether it's the time to leave or it's not the time to leave. I think you need to understand the the current situation is it's situational. Can it be fixed. Is it just a bad day. Is it just a bad month for those of sales. We have bad quarters. Sometimes sometimes people have bad months bad days in so it can be difficult to see the fourth through those trees I think being respectful respectful and true and honest with ourselves of knowing all of that and putting it through your own internal scorecard and being able to see while way I'm just having a bad month or we're in transition period and there are a lot of things that I don't know but it's not worth it for me to leave yet or you know we've been through all these changes is and I have a new manager and they're a beast and they make my life miserable and it's been six months and I haven't made the money that you know. I've been told that I would make and Mike customers are unhappy and there is no way that I can fix this. I've tried a nothing's working well then that might be time to go. Oh but I think you owe it to yourself to go through that I so what do you think about this. QNA style format does it work. What questions do you have feel free to leave. A comment comment at daily sales dot tips forward slash to thirty seven. which is also where you'll find more about or as always you're welcome to email me directly with your thoughts? What's at Scott at top one dot F._m. Thanks for listening and be sure to stop by tomorrow for another great sales tip.

AMY Scott Ingram Partner ABC Penn Mike Forty Five Minutes Six Months
You Don't Have a Closing Problem, You Have a Discovery Problem

Daily Sales Tips

02:45 min | 11 months ago

You Don't Have a Closing Problem, You Have a Discovery Problem

"And i'm your host scott ingram. Today's tip comes from jeff majora. This is a continuation innuendo of the sixteen part series. That jeff kicked off back in tip to await called. You don't have a closing problem here. He is with today's installment. You don't have closing problem. You have a discovery problem. Yes this is where the best truly separate themselves when i study and work with the top top top top performers the biggest differentiator between them and anybody else's how much time they spent here right here in discovery. This is where it's all about your prospect prospect. It's all about your customer hasn't had anything to do with you. People don't care about your product here. They don't care about the logos that you've worked with in the past. They want to know that you understand their real needs and here's the deal you need to know you understand. Their real needs before you move forward. Stephen covey used to say that before you climb the ladder to success. Make sure it's leaning against the right wall and i get called a good calls. I get emails all the time jeff. Do you know how this tool integrates with at this other tool that you're already using not realizing that i'm not using either of those tools. That's a waste of a message as waste of an outbound opportunity now. I'm sure that's a lot more egregious than the situations. You're finding yourself in on a regular basis but the lesson is still there understand the problem that you're trying to solve as much as you possibly can dan so you can be in the best position to solve it. This is the part of the process where it really pays to slow down. Stop being in a hurry. I know oh that you've got one hundred calls to make. I know that you've got so many meetings. You need to set but who cares if you set the meeting. If it's a garbage meeting think about what you're really trying to to accomplish and those people who spend the most time here i'm going to keep going. This is even more ironic. They don't talk about their product. At all serious. The discovery is not the time to pitch your product. Discovery is the time for you to fully identify what the problem is so that you can go back it to your own drawing-board. Come up with an effective message in an effective campaign to solve that problem at a later date. Your win for a discovery meeting is is to get that understanding. Get that diagnosis and then schedule another meeting where you can actually talk to them about how you can solve it. This is running counter to just about everything you've ever heard and when it comes to selling because you listening to the wrong people but it also is running counter to that urgency that your manager in her manager and his manager above him is his driving on them. Take your time here really flesh out the problem and the rest of the process will go much more smoothly for more about jeff and links to the the

Jeff Majora Scott Ingram Stephen Covey
Don't Use Natural Disasters to Pressure Clients

Daily Sales Tips

05:17 min | 1 year ago

Don't Use Natural Disasters to Pressure Clients

"You're listening to the daily sales tips podcast and i'm your host scott ingram david weiss sent this tip to me over the weekend and i i wanted to get it out to you as soon as i could while hurricane dory and is still relevant but is you'll hear. This tip doesn't just apply to this hurricane good morning sales success community david weiss comanche here with a tip of the day so as many of you know there's a very large hurricane mccain coming towards the coast of florida right now call doria and i am working through a few other partners of mine at at eighty p on a opportunity that we've been working for quite some time and they happen to be located in florida so last tweak a colleague of mine came to me and said david i've got i know you're speaking to them later today. I've got a great idea of how we can close this opportunity on your call and i said hey man you know. I'm all ears. I think we're pretty close but but he got says me let's tell them that the hurricanes coming and that they need to sign with us now because hurricanes coming and if they don't sign with us now they may be delayed d- for a couple of days or even a couple of weeks and that would mess up their timelines and we can you know get working on <hes> everything behind the scenes while they're repairing their business so i thought about this for second. I replied back. I said look there's not a hurricane close technique. I'm going to have a conversation with them and we're gonna you know see where their business is that and their decision process and we'll go from there so i got on the phone with the client and start talking to her and i and and the conversation of course of the hurricane comes up and how she's doing and how their associates are doing things like that and she says david i was gonna cancel this call but i wanted to talk to someone that wasn't gonna talk to me about the hurricane and i start laughing and she's like if i had done a shot of tequila for every single goal time someone said dorian to me today. I would have been asleep by about nine a._m. And she's like i currently have over a thousand emails emam box. No joke in probably eight to nine hundred of them are associated being worried about him and i said are you know oh tons of empathy. Hey preach taking the call really understand where you guys are at and we just kind of had a really empathetic good conversation and it ended with her making a couple of weeks to our agreement and asking me to revise it so i could send her so she get it over legal team in our legal to start reviewing and we left the a call with me saying hey look normally i would during this part of the call just be asking for basic timelines that we both agree to serve on the same page with what things look like moving forward but i'm not gonna they do that to you instead. I don't wanna put any pressure on you. I want you just to go and get your mind right. Help your business. Help your associates. 'cause i really feel for all the structure under an everything. That's you know up in the area. Now it's kind of chaotic and she's like david. Thank you so much really appreciate. It took the call today. 'cause i needed a break. This was a really great conversation. I'll let you know kind of how things play out over the next week them perfect so we leave the call and this kind of comes to the point of the conversation. If y'all haven't gotten it already we weren't at the final close step. Her legal team hadn't even reviewed it and if i put pressure on it to sign it today the this this person person like probably just couldn't it would have been the wrong timing. She probably gonna handle it. She's a professional but mentally speaking her head was not in a. I need to sign a contract with a a vendor. You know i it was. I need to protect my associates and i need to be there for my associates for you know their houses potentially not low longer being there in a week or two so <hes> i shifted towards this part and you know what i want people to take away is there's. There's no magic bullet. There's no such thing as the hurricane clothes unless sure selling products and solutions for hurricane management like batteries in water or sandbags or something along those lines lines don't try in us you know disasters or you know some other major negative events that are happening to your clients to try and get them to do business with you. Have empathy have understanding put yourself in their shoes know where they're at in their journey and be really honest with yourself. You know is a deal closing today or you know or we really. They're in the process for not. Let the process play out or ganic but putting milestones in place that help you kind of get to where you need. As far as you know you wanna be loved by the state were here today. Here are the steps that need to take place between now and then but be empathetic and things are gonna come up so that's all i have today. Hope you have a great week and hopefully this was helpful and i'll come back with more tips in the future. Thanks

David David Weiss Scott Ingram Doria Florida David I Mccain Dorian
"scott ingram" Discussed on Brain Fuzz

Brain Fuzz

11:52 min | 1 year ago

"scott ingram" Discussed on Brain Fuzz

"And culture podcast with joe communes and matthew white his much anticipated follow joe and matthew not again joy artists scott ingram at his home. They get his parting force on his recent exhibition. That was literally demolished by any also john discussed joe the witness the educational industrial complex and debated and scott hints at his next project this it is episode forty eight part two of scott ingram and bigger pond. The i heart was was recorded in the lead up to till the lights go out and so here we are months later lights out. The lax have been out. What were the surprises it kinda windows plan. Did it was shockingly settle yeah yeah. It was <hes> i will. I do have spry. I did have a surprise. The attendance was crazy. It was the attendance was a a down down rocking excitement. Yes board you know yeah yeah yeah it is. It's got to be a nice surprise for you because i mean not that. People don't yeah. I mean he did exactly what i wanted to do. A it gave all all these artists never get the opportunity to show together the opportunity to show together and look great yeah and just the fun of installing that that thing for a week you know that all of that worked out perfectly it was it was really great. The thing i did not anticipate was the attendance i did did not expect to be that good and <hes> the number of people that came back and some of them almost every weekend or like every three other weekend during the run of the show and just spending time in the space the <hes> the number of people that showed up for the talk was really pretty spectacular killoren and rainy more yeah yeah it isn't dog day it was it was a rough day and people came running up umbrellas in the rain. You know it was it was great shit. That was such a huge space and a lot of shows. I always thought you know a lot of people worked the great in such a large empty reflecting off the floor. I mean you actually i think in terms of the artists that you selected overuse of transplant really using that ace suddenly it yeah cavernous well i wanted. I wanted to see if i can create something that was almost an extension of my artistic practice and using the artists as a medium kim. I wasn't thinking about it. In terms of juryman something i was thinking about in terms of utilizing the space in a different way and <unk> originally when lauren. I started talking about it. She offered me the space to do my own just massive installation and i was like i don't wanna do do that like i wanna. I wanna take this opportunity. You know had just been in saint louis with william for his installation it can i was i was like that's what i want i want. I want that part of my community involved and i wanna. I wanna kind of move this thing around in a way that <hes> <hes> gives a lot of people piece of the pie and part of the exposure and i felt like it worked i really i felt like it worked plus. How long would that take if you think about for one artist to really maximize space. That's a years worth of work. When you think the a yeah you mentioned how much it would cost will square footage. What are we talking about. Just just for those who are not eight thousand square eight thousand square not the actual exhibition. The portion of it that we used was about eight thousand square feet massive so yeah it's big and there was you know there's another two thousand storage george space in the back end we had talked about using that but the gallery was still kind of in transition moving into their new space in the whole thing so we it didn't end up using that space is because they we kind of needed a back of house and they were still had storage back there and stuff so we just didn't use it but i thought worked out really well and the other thing i really like is i loved it a power gallery at curated that space and dan just brought in a bunch of people from athens that that was another surprise for me as a as. I'm thinking about it now. <hes> i met some really cool people in and some some people had show a new a majority of my did not and i think it's great because you can go buy space now now. Injustice pieces still up on the wall the building outside just expose expose the element for. I don't know four or five months now and it's just sitting out there in all its glory. It's gonna kinda great so we don't the purpose of our conversations is not provide like a forum for reviews or anything block. We don't do that but i do want to say that. I think that not only was it a good show for anybody. <hes> that the opportunity to view it. I think it was an important show for land. I really do it still <hes> you know when did did it. Come down was only building came down in january yeah so it lives on in what kind of documentation nations while there's video working on. We're still editing footage on a bit because we we use <hes> aitken pros and <hes> in the end <hes> it didn't get filmed the way i thought it would originally because what i was told was going to happen didn't really happen and i was originally told that the you know there would be an excavator waited came in from the south side of the building started ripping out everything right up to our cameras you know and it's not at all what happened because because they had to kind of surgically remove that building from the adjacent building <hes> so most of the demo was done by hand and <hes> and with op cap so it's a very different demo situation than than we had originally talked about thought about and why wasn't privy to that information after all the phone calls a meeting i have no idea but but <hes> this choreography there i mean realistically though when they took the bully did take the building down. That's the way they did it. I you know maybe this was just me as an artist. I didn't ask the right question. Are you going to come in demo by hand for some other thing that has had <unk>. I'm not what they found thinking yeah. We're just gonna tear this. Oh yeah yeah yeah. I think the important thing about the way they did it was it did tie back to the original inspiration show which was <hes> <hes> isis going into museums and destroying stuff with sledgehammers pushing sculptures over and stuff like that so in many ways <hes> it was maybe a little more true to <hes> to the original inspiration so that was kind of nice in a way i guess <hes> but the other thing that's kinda cool about it was <hes> the footage is just so brutal and it's like it's like guys smashing stuff. You know this this amazing footage. They have like this. This guy which is a sledgehammer. He never sets the hammer down. He single handedly destroyed all of my cinderblocks hanging in the middle of the space from the ratchet straps. He just just knock them. All out like one just like a never sets the hammer down. He does even set it down. As done smashing all the blocks he just kind of puts his arms up in the air with a sledgehammer sledgehammer guys like four feet talk. He's the short guy and he just went through it was amazing is performing away. Does he know that the camera he yeah yeah they. They knew the cameras are on us and they didn't they didn't care the cameras were on them and and <hes> he was i think he was a little bit performed but he ended up being a really. They were really cool. Guys komo didn't speak a lick of english but <hes> and we could you know we're just communicating laughing and relaxing them. Do this is the amazing but and they they started handed out actually with my nail polish joined in the back and they just went in and just literally punched holes grab sheets and just ripped it off the wall on what's it's amazing and you know like a lot of the footage to like when they got the bob cat out <unk> but we have a great shot of the bobcat driving through peach soltys. He's drawing on his wall. Drawings dislike right through the wolves ruin. It's great. It's great. It's a really cool stuff but <hes> the dust was getting so bad. Ed and it's part of why we haven't gotten all the editing done yet is because we've <unk>. We've got to figure out this like a thirty second. Video is under you know <unk> win. Let's be yet. We're still working on. What's the takeaway from a creative process standpoint for you. You mean in terms of my own practice or in terms of the future of this kind of thing out for you. <hes> the takeaway was the generosity rossi the artists they all came in and i asked him to do things that you don't ask her to do yeah and they all did did they just creating this putting the effort in in the way that they did in the quality of the work yeah and then just letting me we destroy it and film it. You know an end <hes>. I think that most of them saw that it was a really unique opportunity and <hes> something that's really important in there is a parallel between this thing coming down and the ecology ecology of our art circles our buildings in our spaces <hes> shifting and changing and <hes> i think they all kinda stepped up to that nights. It's really nice to see that yeah i would handle. It doesn't bet <hes> take the pressure off where you know you have finite amount of time and make it the opening such and such day. It's coming down a nursing epic work there. I mean in terms of the there was some there was some and that's part the two. That's what i what i'm saying is known founded like everybody <unk> brother game and i i mean there's some beautiful photographs came to that would have been so easy to go in and do something make a contribution in not the contribution that they owned it as with all brain fuss podcast episodes you can find out more and linked to related material at brain falls podcast dot com.

scott ingram joe saint louis john lauren rossi matthew athens dan wolves william Ed thirty second five months four feet
Moving Beyond Passive Engagement

Daily Sales Tips

03:23 min | 1 year ago

Moving Beyond Passive Engagement

"To podcasts. Tends to be a very passive activity. It's probably not the only thing you're doing my guess. Is that most of the time you're driving flying or otherwise commuting? Maybe you're working out in some way, shape, or form. What did I miss when do you listen to podcasts? If you click over to daily sales dot tips, forward slash one thirty four, you can even post a picture of yourself listening to this show in the comments. In any case, there's a pretty good chance that you may not be in a position to take some of these actions because your body is otherwise busy, or it might even be dangerous or legal, if you're driving, or something like that. That's what makes the activity passive. I'm going to suggest that you think about ways to make it active should you be actively engaging in the content you're consuming would it make sense to take a quick note with your biggest lesson, learned or take away from each episode? You listen to should you capture an action item based on something you heard that you wanna try. No. You don't necessarily need your hands for this take advantage of the voice assistant on your phone and say, hey, Siri, take a note, or okay? Google created note, just my own note here. This is my second attempt at recording this, because the first time, of course, triggered my own iphone. You can also create reminders and tasks as well. If you click over to vis tips, page, I've included some. Links. With more details on various voice assistant, prompts for both apple and Android devices. The other thing you can do that. A surprisingly small percentage do is to reach out to the guests and the hosts of the podcasts. You listen to, if you got something out of an episode or otherwise interested in someone you just listened to reach out to them. You've got one of the greatest opening lines ready to go. You just have to say, hey, I heard you on the daily sales tips, podcast and would love to connect, or ask a question to go deeper into the topic. Whatever I'd be willing to bet you'll get a response more than half the time. I have a few regular listeners who are masters of this. I'm talking about you. Kevin picket Davidson, hang, and Jack Wilson, they will regularly reach out to people that I've interviewed, I know Kevin will sometimes set up short conversations and I believe Davidson has even brought a few of them together in person in New York City. This is such a huge overlooked opportunity, people who are on podcasts or who host podcasts. Love hearing from people who've listened to them. They want to know what you thought and what you found most valuable or interesting so they can double down on what resonates most in their next interview, based on my experience over the last couple of years of hosting these podcasts. It's probably just one to two percent of listeners who ever take this kind of action. So don't think, oh my gosh. They're being overwhelmed. Everybody must be reaching out to them. It's just not true. Now, this is also true for authors and other creators as well. Anybody who's putting content out there wants to hear what people think so reach out. Connect start conversations right reviews. Don't be passive like everybody else, actively engage. And you'll be amazed at what

Kevin Picket Davidson Google Apple New York City Jack Wilson Two Percent
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

01:30 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"I think most people underestimate, how much creativity is required in sales in yesterday's tip. Liz Tolan talked about picking up the phone and getting to the no. And the real reason issues that are in the way. And that's just one place where this creativity has to click in whether it's a challenge you run across in the middle of your sales process, or just a challenge in your life. That's getting in the way, if you get creative, you can find another way, the trick is to stay open minded and to quote Alex shoot men again to see things for what they are, but not worse than they are. Meaning you can't get paralyzed by obstacles instead, you've got to look at them, objectively and then start looking for a way around them. Can you remove the obstacle? Do you need to go through it around it under? It there's almost always a way to get to the other side. Stay, calm evaluate the situation objectively get creative, and find another way.

Scott Ingram Liz Tolan Alex four days
Find Another Way

Daily Sales Tips

01:04 min | 1 year ago

Find Another Way

"I think most people underestimate, how much creativity is required in sales in yesterday's tip. Liz Tolan talked about picking up the phone and getting to the no. And the real reason issues that are in the way. And that's just one place where this creativity has to click in whether it's a challenge you run across in the middle of your sales process, or just a challenge in your life. That's getting in the way, if you get creative, you can find another way, the trick is to stay open minded and to quote Alex shoot men again to see things for what they are, but not worse than they are. Meaning you can't get paralyzed by obstacles instead, you've got to look at them, objectively and then start looking for a way around them. Can you remove the obstacle? Do you need to go through it around it under? It there's almost always a way to get to the other side. Stay, calm evaluate the situation objectively get creative, and find another way.

Liz Tolan Alex
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

01:55 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"Today thought I'd talk about something I'm working on right now. And that is reevaluating some of my habits and routines, generally speaking. I think good consistent actions can serve us. Really? Well, but what happens when they start to get stale? I think it's possible some of those routines turn into a rut or maybe they're just not as effective as they once were might peleton writing is probably the easiest to see example of this right now on Saturday. I finished my two hundred fiftieth ride after getting the bike the December before last. I've ridden pretty consistently all this year, logging eighty five rides in the equivalent of over thirteen hundred miles so far this year. And yet I'm on the top end of the ten pound weight range that I tend to trade in. I'm doing the work. But I'm just not seeing the results I hit expected. So it's time to shake it up and try. Some new things if actually got my eye on a sprint triathlon later this summer. But it's not just my workouts. Some of my work routines feel like they've lost some of their luster as well. So I'm taking a second look at a lot of those things, and I'm looking to see where I can improve and better convert actions to results how about

Scott Ingram ten pound
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

01:55 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast. And I'm your host Scott Ingram today thought I'd talk about something I'm working on right now. And that is reevaluating some of my habits and routines, generally speaking. I think good consistent actions can serve us. Really? Well, but what happens when they start to get stale? I think it's possible some of those routines turn into a rut or maybe they're just not as effective as they once were might peleton writing is probably the easiest to see example of this right now on Saturday. I finished my two hundred fiftieth ride after getting the bike the December before last. I've ridden pretty consistently all this year, logging eighty five rides in the equivalent of over thirteen hundred miles so far this year. And yet I'm on the top end of the ten pound weight range that I tend to trade in. I'm doing the work. But I'm just not seeing the results I hit expected. So it's time to shake it up and try. Some new things if actually got my eye on a sprint triathlon later this summer. But it's not just my workouts. Some of my work routines feel like they've lost some of their luster as well. So I'm taking a second look at a lot of those things, and I'm looking to see where I can improve and better convert actions to results how about you. I would love to hear about your most effective routines that deliver the best results for you as a form of inspiration for myself and for others or if you're feeling stuck and could use an overhaul as well. I'd love to hear about that. Join the conversation at daily sales dot tips forward slash one fourteen. Or if you prefer not to publicly share and just wanna shoot me a note directly. You're always welcome to Email me at Scott at top one dot FM. Thanks for listening.

Scott Ingram ten pound
Re-Evaluating Your Habits and Routines

Daily Sales Tips

01:14 min | 1 year ago

Re-Evaluating Your Habits and Routines

"Today thought I'd talk about something I'm working on right now. And that is reevaluating some of my habits and routines, generally speaking. I think good consistent actions can serve us. Really? Well, but what happens when they start to get stale? I think it's possible some of those routines turn into a rut or maybe they're just not as effective as they once were might peleton writing is probably the easiest to see example of this right now on Saturday. I finished my two hundred fiftieth ride after getting the bike the December before last. I've ridden pretty consistently all this year, logging eighty five rides in the equivalent of over thirteen hundred miles so far this year. And yet I'm on the top end of the ten pound weight range that I tend to trade in. I'm doing the work. But I'm just not seeing the results I hit expected. So it's time to shake it up and try. Some new things if actually got my eye on a sprint triathlon later this summer. But it's not just my workouts. Some of my work routines feel like they've lost some of their luster as well. So I'm taking a second look at a lot of those things, and I'm looking to see where I can improve and better convert actions to results how about

Ten Pound
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

01:39 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast. And I'm your host Scott Ingram today is the last business day of the week of the month end of the quarter. So in going to keep things really quick because you've probably got some work left to do. Here's the thing. There's a pretty good chance that everything isn't going to go exactly the way you hope today. You might have somebody tell you that they're not going to be able to get a deal done today. Now, the key here is not to panic. And I never thought I'd find myself saying this, but I'm going to quote vanilla ice. You've got to stop collaborate. And listen actually that sounds good. But it works even better if you stop listen and collaborate, so I stop and take a breath. If you're not already on the phone with this individual, get voice to voice, you can't listen to an Email. Find a way to get them on the phone and just listened to the issue. Don't try to solve it yet. Listen, ask questions and make sure you really understand whatever is in the way from there. Your job is to collaborate work with them and whoever else you need to that might be your manager. It might be legal could be financed work with them in a collaborative way to find a solution. Again, don't panic here. You've got to stay relaxed and open minded, that's what's going to allow you to be creative. And find a way through you've got this.

Scott Ingram
"scott ingram" Discussed on Accelerate!

Accelerate!

01:40 min | 1 year ago

"scott ingram" Discussed on Accelerate!

"To your point earlier, you're reading you're watching podcast or listening to podcast watching videos. Yeah. Taking care of advantage of resources like sales house. And then you say, well, there's I read something, you know, Scott Ingram's other really really really resonated. With me. I wanna use that. Talk to your boss to hey, I need to take this risk because they'll turn it as yours ultimately us happy, and you're gonna leave. And I think that's that's a sign right? The right there. Right. Do you have that type of relationship with your boss that you feel comfortable having those conversations that you can go do in and try those things because the other thing that I've seen and I haven't this isn't super totally empirical. But it's it's widely anecdotal across all these conversations that I've had which is not a fair. But Jack, I don't think that I've talked to anybody. That's number one. That's absolutely killing it in sales role who is in that position despite their boss, you can't overcome your boss and overcome all of the other challenges that you have so part of what you have to. Kinda qualify for them actually expecting a story. We're already hard at work on volume two of the sales success stories book, and I'm expecting a story about that very thing about sort of finding that boss and hitching your wagon to that. And using that as a way to celebrate your career, but the importance of finding somebody who can be your partner, and that you can develop that level of trust with where they're going to help. You succeed is at the end of the day..

Scott Ingram partner Jack
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

02:24 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast. And I'm your host Scott Ingram. You know, you'll have to excuse my Vegas voice, and the lingering effects from my having been out at a conference all week. But I ran across a variety of different stories of success beyond just sales this week and noticed another really clear common theme. And that is this idea of just sticking with things and persisting, very rarely is the road to success an easy road. There are always challenges oftentimes monumental challenges that have to be overcome before you can achieve what you want to those who are successful know that they recognize that it's just part of the process, and they simply stick with it at some level longevity and just sticking with something long enough is a key factor. But I don't think that works in isolation. I think it's also about really being obsessed with getting better along the way. So let me tie this back. A bit more directly to sales. If you commit to a career in sales and just keep pushing through then you're going to be a heck of a lot better five years from now and better than that ten years from now, but the real difference is consciously focusing on improving and continuing to work on yourself. That's the difference between the incremental improvement that will just occurred naturally and exponential improvement that comes with real effort and practice. I had the opportunity to keynote company sales meeting number of months ago, where I further distilled some of these top themes from top performers, but what I Alta kept coming back to was this idea that if you want to be truly great you have to treat sales as a craft you have to work to continually improve yourself in your trade, you'll have to find mentors and people who are better than you to help. You see what you can't see and grow? And you have to stick with it. This is a process that takes years so for the transcript of this tip into share your own thoughts. Click over to daily sales dot tips forward slash sixty four then come back tomorrow for another tip. That will help you improve your craft one day at a time.

Scott Ingram Alta five years ten years one day
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

02:06 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"This is the daily sales tips podcast. And I'm your host Scott Ingram. We all get stuck. We all have challenges, and we could all use a little bit of help. Sometimes this is something I've slowly gotten better at over. The course of my career early on though, I always felt like I needed to figure out things for myself. It was my responsibility. Ironically, it's in those early stages win, we could probably use the most help, but we don't wanna look weak or unprofessional. So don't make the mistake. I've made and be too proud to ask for help. It's what your manager is therefore, and there's a really good chance that the people around. You would enjoy the opportunity to help you out. You just have to ask. And now I'm gonna practice what I'm preaching just a little bit. This podcast is still in its infancy, which means that it can't really do anything on its own in on occasion, his resulted in some sleepless nights the ambitious I have for this little. Maybe show are pretty huge and delivering a new tip every single day is an easy. So that's where I could use your help. Help me source. Some great tips heck, send me your tip. Even if your brand new and sales. I'm sure there's something that you've learned that's helping you that will certainly help others or even just remind the grizzled veterans among us of an important fundamental lesson. You don't have to be some keynote presenting thought leader to contribute. Of course. Those folks are always welcome. In fact, everyone is welcome hop over to this tips page at daily sales dot tips forward slash twenty eight or just click the link in your podcast player and on that page. I'll have a link to the submission page. With all the details. I need to turn your short little audio clip into some great exposure and personal branding feel free to share this with your friends and mentors as well. Encourage them to talk about a tip that has served you in your own sales journey. Thanks for your. Help.

Scott Ingram
"scott ingram" Discussed on Daily Sales Tips

Daily Sales Tips

03:24 min | 1 year ago

"scott ingram" Discussed on Daily Sales Tips

"You're listening to the daily sales tips podcast. And I'm your host Scott Ingram. Let me ask you something win was the last time you attended a conference. Now, were you an exhibitor at that event and working it or were you there purely as an attendee to learn I'm good and make a pretty educated guess and say that like most sales people you probably go to at least a couple of vents each year. Maybe even a lot of events each year, but it's likely to work a booth or otherwise generate business, do you ever go to an event like so many other professionals to learn and improve yourself? I'm going to challenge you this year to attend at least one live event for yourself for you to work on your craft as a sales professional you'll find that. There is no shortage of great events out there. Just coming up in March and April alone. You've got unleashed rainmaker sales, three dot O and San Francisco that. Asap leadership summit, the Tokyo summit and outbound. So again, no shortage of really great options. And if you'll go to this episode's show notes page at daily sales dot tips forward slash twenty-five. I've created a list for you with all of the dates locations and links to all of the sales focused conferences available for the whole of twenty nineteen including my personal favourite the sales success summit that I'll be hosting here in Austin this October now as you're looking at these conferences, I want you to consider two things first the content who were the presenters what are they talking about? And who is the primary intended audience. You wanna find a really good fit between your role your ambitions and the primary focus of the content. More importantly, though, I want you to consider who's going to be there. And the overall experience you're likely to have as an attendee. While the content is super important. I think who you're going to meet and your ability to build lasting relationships with people like you is even more important if you're able to make some meaningful connections, you can develop a lasting source of advice mentors, and maybe even introductions and future career opportunities. It might just be me. But I believe who is in the audience is potentially more important than who's on stage. For determining the value of the overall experience you owe this to yourself invest in yourself and your craft and attend sales conference this year in the coming weeks. I'm hoping to feature some tips from the hosts of some of these conferences, and some of their speakers, I will also be looking to secure discount codes for you as well. So my question for you today is which sales conference are you planning to attend? And if you've attended others in the past I'd love to read your comments about the. Experience and whether or not it was valuable for you. Join the conversation at daily sales dot tips forward slash twenty five. And remember, I've got that comprehensive list of sales conferences on that page for you there as well. Thanks for listening and check back in tomorrow for Valentine's Day tip from Larry Levin.

Scott Ingram San Francisco Larry Levin Tokyo Valentine Austin