Emerge on Purpose

Pete Oliver / SaleFish, LLC
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Emerge on Purpose

The podcast that helps new sales leaders emerge on purpose.

  1. 26/05/2023

    Emerge on Purpose: Mastering the Art of Sales Enablement

    In this episode, Pete and Lindsay are joined by Roderick Jefferson who is the CEO of Roderick Jefferson and Associates. Roderick Jefferson is an internationally recognized, business-focused speaker. Pete and Roderick Jefferson have a mutual passion for helping salespeople become successful. Roderick talks about how he began coaching athletics due to the symbiotic relationship between what he received and was doing professionally, and how it relates to learning how to deal with other teammates, handle winning and losing, and constantly improve through practice. Join us for a discussion on mastering the art of sales enablement and building connections to provide support. This skill is crucial not just for sales professionals, but for anyone looking to better understand and meet the needs of their customers and colleagues. Watch this episode if you're a sales leader who wants to boost results and team success. Learn practical strategies and techniques to optimize sales performance and reach your revenue targets. Get ready to take your sales game to the next level! Timestamps 0:00:00 - Conversation with Roderick Jefferson: Accelerating Speed to Revenue and Increasing Productivity 0:02:43 - Sales Enablement Professional Discusses Challenges of Assisting Salespeople 0:04:50 - Strategies for Building Rapport, Community, and Customer Service 0:06:33 - Heading: The Impact of AI on Sales Enablement 0:08:55 - Exploring the Impact of AI on Sales: Helpers vs. Sellers 0:12:47 - Conversation on Differentiating Between Sellers and Helpers 0:14:54 - The Value of Hiring Athletes for Sales Teams 0:19:16 - Exploring the Difference Between Managers and Leaders in Sales 0:24:12 - Qualities and Attributes Needed for Successful Salespeople in Today's World 0:29:20 - Critical Skills Needed for Salespeople and Leaders 0:31:00 - Qualifying Prospects and Effective Leadership Key Highlights: - Adjusting to the new virtual environment presents challenges in building rapport with customers and staying engaged in virtual meetings - Importance of finding ways to help customers increase productivity and efficiency while working virtually - Some sales reps were initially resistant to the shift to virtual meetings  - Transitioning to AI may be difficult, but will likely create more productivity in the end.

    36 min

  2. 12/05/2023

    New Quarter, Same Money-Making Behaviors: Sales Activities that Close Deals

    In this episode, Pete and Lindsay break down each quarter and the behaviors, attitudes and techniques involved. As sales leaders, do you know why this particular quarter is important for your team members? Do they have a specific behavior-plan, focused on money-making activities that they can track, tweak and repeat? Do they have the skill-sets to execute to make the most of every opportunity? Tune in for more!   2:20-3:13 BAT Going into a New Quarter 8:29-9:30 Why is this Quarter Important to You? 9:40-10:37 Active Listening is Part of Observation 13:56-15:00 Tracking Leading Behaviors 16:30-17:15 Accountability and Motivation 20:04-21:07 Work Hard. Work Smart. Money-Making Behavior Examples: • Re-capture Reach-Outs • Asking for Intros to Other Departments • Channel Partner Reach-Outs • Tech Partner Reach-Outs • Client Business Reviews • Client Reach-Outs/Warm Touches • Target Account Reach-Outs • Social Networking Time  LinkedIn First Connection Requests  2nd Connection Research / Intro Requests  1st Connection Research Ask yourself: • What is going to be the most effective for you? • What is something you can commit to doing on a weekly or monthly basis • What are your top 3-5?   Reach out to us for learn more about cookbooks and money-making behaviors: https://www.salefish.sandler.com/discovery

    31 min

  3. 17/04/2023

    Emerge on Purpose: 3 Coaching Tips to Turn B Players to A Players

    What's the makeup of your team?  Whether you are new to leadership or inheriting a new team - first things first - we must assess our players.  The A Players - The Super Stars The B Players - Good, Not Exceptional The C Players - Fall below expectations Sales Managers tell us they are: • Unsure how to approach a coaching cadence with the 3 different types of players • Lack the how-tos when unlocking motivation for the C-players • Concerned about how to keep the A-players happy and engaged, so they don't look elsewhere If this sounds like you, tune in: 0:00 Intro More details coming soon!   Pete and Lindsay will discuss 3 coaching tips, specifically, to turn B players to A Players.

    37 min

  4. 27/03/2023

    Top 5 Reasons #5: No Clear Understanding of the Investment Process

    We are often unclear on the client’s process of investing in new products or services. How does this show up within our opportunities? Claim too little budget, wrong budget cycle or release time. Demand pricing early to justify going up the chain. Customer uses words like spend vs invest. What can I do to prevent this from happening? Get comfortable asking about budget early and often. Map out path to budget to avoid late stage hurdles. Leave yourself time for budget solutions. Time Stamps: * :54 - Head Trash around Money Concept and How it Gets In the Way* 11:00 - Clarifying Their Investment Process 11:00* 12:30 - Ask-Bracket-Create (Budget Step) Example* 14:50 - Roleplaying ABC Technique (CIGAR)

    23 min

  5. 14/03/2023

    Top 5 Reasons Deals Don’t Close #4: No Pain No Sale

    If you don't uncover the emotional reason to buy, it is unlikely you will get the sale. Sales reps must ask themselves: "in my discovery process, have I gotten beyond superficial pains to gain a clear understanding of the business impact and/or the individual’s personal impact?* How does this show up within our opportunities? Smaller deals or deals focused entirely on price (this for that) Limited scope deals Lost deals; notably to doing nothing What can I do to prevent this from happening? Build urgency by understanding the difference between ‘symptom’ (what) & pain (why). Design a solution grounded on solving a customer problem / business outcome. Time Stamps: * 1:30 - Pain Iceberg, Why aren’t we getting to impact? * 5:30 - Rushing to the present * 7:40 - Self Reflecting on Your Pain Step * 12:30 - UFC before Pain + Open Ended Questions * 17:40 - Using CIGAR: Amateur Reps and Helping them Climb

    20 min

  6. 28/02/2023

    Top 5 Reasons Deals Don’t Close #3: Underdeveloped Champion

    Have we identified and validated someone who wants us to win? A champion is someone who has access and influence over power and money.   How does this show up within our opportunities? * Doesn’t act as true partner * Wont work with us to sell internally * Wont introduce us to anyone higher   What can I do to prevent this from happening? Better chance of winning if we understand their ... * personal gain & connection to the business * ability to access and influence budget * level of credibility to get it done Time Stamps: * :45 - What is a Champion? * 3:45 - Coaching when a Champion is not yet developed * 5:45 - Champion & Qualification - Pain, Budget, Decision * 9:42 - Two types of Managers - 1 Drives Fear, 1 Drives Comfort * 13:35 - CIGAR the Underdeveloped Champion * 15:30 - Champion Building: Red Light / Green Light Moments

    18 min

  7. 22/02/2023

    Top 5 Reasons Deals Don’t Close #2: We’re Not Talking to All the Decision Makers

    In complex, enterprise selling, we need to branch out beyond the people that we’re already influencing and gain buy-in from all decision-makers. Specifically the Economic Buyer! How does this show up within our opportunities? Contact won’t introduce you to anyone higher Contact won’t work with you to sell internally What can I do to prevent this from happening? You clearly understand the decision-making process and who is involved Gain access to true economic decision makers Time Stamps: * 1:04 - Why is this a Challenge?* 3:03 - 3 Wide 3 Deep Decision landscape* 10:00 Understanding the Decision Making Process & Earning the Right* 17:30 - CIGAR Recap - Strip line + Intro Ask

    19 min

  8. 07/02/2023

    Top 5 Reasons Deals Don’t Close, #1: We Focus on Our Timeline; Not Theirs

    Inadvertently, we tend to apply pressure on our prospects as we’re focused on our own needs, priorities and timelines. We must always put the client first, and do so via discovery of the decision making process. How does this show up within our opportunities? * Opportunity lacks urgency * The close date is dictated by our timeline * Contact is easily stalled, doesn’t do as committed What can I do to prevent this from happening? * Clarify sense of urgency * Mutually agreed upon close date * Avoid deals stalling, pushed or ultimately lost Time Stamps: 1:29 -What’s the Challenge?? 5:15 - How does it manifest? Forecasting: Supervisor vs Coach 8:05 - CIGAR Coaching Matrix Applied to Closing Dates 11:19 - Navigating the Decision Step 13:30 -'Why Now?' Questions

    22 min
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About

The podcast that helps new sales leaders emerge on purpose.

Information

  • Creator
    Pete Oliver / SaleFish, LLC
  • Years Active
    2020 - 2023
  • Episodes
    24
  • Rating
    Clean
  • Copyright
    © Copyright 2020 All rights reserved.
  • Show Website
    Emerge on Purpose

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