Accelerate Sales Podcast Paul Higgins

If you aren’t using Linkedin to gain more leads, then you are missing out big time. 
But you didn’t need me to tell you that. 
What you do need is an expert who tells you how to do it. 
Guillaume covers:
Why LinkedIn automation is safer than manual Benchmarks for acceptances and replies and how to get them Linkedin 4-5x more replies than email
Guillaume Portalier is the co-founder and COO of Waalaxy, a Linkedin sales automation platform that focuses on ease of use. 
They've gone from 0 to $6M ARR in less than 3 years, bootstrapped.

Links
446 show notesGuillaume's websiteGuillaume's LinkedIn profileCloud Consultants CollectiveSendSparkJoin our newsletter

Connect With Paul 
On LinkedInOn FacebookOn Twitter: @PaulHiggins555On Instagram: @paulhigginsmentoringEmail: Paul@paulhigginsmentoring.com
 
Thank You for Tuning In!

Hello, I'm Paul Higgins, and welcome to Accelerate Sales solo podcast episode number 445
Today's topic is
Start the year with less 
If it is your first time, welcome. 
I share my learnings from mentoring cloud consultants - typically 10-15min max.  
Check out past shows - search Accelerate sales and try the interview shows.
If you love what you hear, please subscribe.
If you are a regular, thanks for your support. 
Please email me at paul@paulhigginsmentoring.com to let me know if you listen and what topic you would like me to cover for you.  

Before we start, I want to talk about the world's only revenue-focused community for Cloud Consultants.
Get your questions answered quickly by peers  
Less technical - more biz
go to https://cloudconsultantscollective.com to join for free TODAY 

START
You are probably listening to this at the beginning of 2023To be honest - it doesn't matter as what I will share with you today applies to the start of any year You have a break and feel refreshed The first day you clear your emails and easy tasks Then the oh hell moment hits you You ask yourself - do you do all of the work You think to yourself - you must be crazy No wonder you felt so burnt out at the start of the year Well, the good news is - it doesn't have to be that way You have the power to change it

Before I continue, I would like to talk about the scaling blueprint for Cloud Consultants.
Please read it and see what you have right and what is missing
Click here to get it for free 
++++++++++
Back to how you simplify your business - because, lets face it, you only have yourself to blame if it isn't My father-in-law could build anything. One of his masterpieces was a fiberglass camper/caravan. It had to meet a specific weight limit for his Toyota Rav 4. When he went touring, he put a green sticker on everything he used. When he got back, he would remove everything without a sticker. Yes, it helped with weight and fuel efficiency; however, it also removed clutter. Simple and effective. I apply his logic when I return from my summer break (Dec/Jan in Australia)Throughout the previous year, I have accumulated actions in my business. If I don't use them in January, I delete them. It simplifies my business and gives me space to add more during the year. Some examples I was writing a separate newsletter and Linkedin posts. Now write once and repurpose I was sending individual messages for people who downloaded my blueprint - now one video sent by the team I was typing replies to emails - now I record a video I was creating extensive show notes for my interview podcast - now I provide an unedited transcript  

What about you? 

What can you start with less this year? 

Links
445 - Show Notes a...

40-60% of deals are lost due to no decision. 
This is typically after a purchase journey with you, demos, legal - the whole lot, and they still don’t make a decision. 

Taking a large amount of time on both sides.

They have stated the status quo is not good enough, but nothing ends up happening. 

You need 2 playbooks - one for the status quo and one for no decision. 

Too many salespeople dial up the FOMO of missing out. 

84% of the time, using this technique will kill the deal.  

This is why you need a no-decision playbook. 

 

Matt walks us through the three fears of no decision.

Fear of not knowing what to buyFear of not having enough homework You might not see the benefits 

And how to overcome them.  

Laid out in the name of the book - The Jolt effect. 

Judge = Judging the level of indecision. 

Offer = Offering your recommendation. 

Limit = Limit the exploration. 

Take = Take the risk off the table.

 

Matthew Dixon is the Wall Street Journal bestselling author of three of the most important business books of the past decade: The Challenger Sale, The Effortless Experience, and The Challenger Customer. He is also a frequent contributor to Harvard Business Review on sales and customer experience. 

He is a founding partner of DCM Insights, a boutique consultancy focused on using data and research-backed frameworks to help companies attract, retain, and grow their customers. Previously, he has held numerous global leadership roles at organizations like Tethr and Korn Ferry Hay Group, as well as the research firm CEB (now Gartner). 

He is a sought-after speaker and advisor to management teams around the world, including many of those in the Fortune 500

 

 

Links

444 - Show Notes Matt's website Matt's LinkedIn Matt's Book Cloud Consultants Collective SendSpark Join our newsletter
 

Connect With Paul 

On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: a href="https://www.instagram.com/paulhigginsmentoring/" rel="noopener noreferrer"...

If you are doing services and have an idea to productize it, this is the podcast for you. 
We cover:
Change from service to product funded by a client  How to leverage Sales Force to build a vertical solution Changing B2B sales and how to adapt 
Tom Burton has over 30 years of experience helping forward-thinking businesses (ranging from startups to Fortune 500 companies) develop and implement innovative, technology-based strategies and solutions that drive sales and predictable revenue growth.
Today, Tom is an investor and co-founder in LeadSmart Technologies, which has developed an innovative and unique CRM and collaboration platform that enables businesses to visualize what is taking place with their prospects and customers and proactively assist these prospects and customers in reaching the Revenue Zone.
He also serves as a trusted advisor to companies and investment firms that are looking to leverage technology-based solutions to improve their marketing, reach new qualified prospects and achieve predictable revenue growth.
Tom graduated from the University of California, Santa Barbara, with a degree in Computer Science in 1986 and currently resides in Santa Barbara with his wife, Lorin.
 
 
Links
443 - Show Notes Tom's website Tom's LinkedIn Tom's Book Cloud Consultants Collective SendSpark Join our newsletter
 
Connect With Paul 
On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com
 
Thank You for Tuning In!

Is SEO right for your business? Believing that every business needs an SEO strategy is one of the reasons many business owners have a bad experience with SEO. It all comes down to your customer acquisition strategies, sales cycle, and whether your customers are looking for your solution on Google.
Farzad Rashidi is here today to help you figure out if SEO is right for your business and, if so, how to choose the right person for the job. He also reveals the one thing that can make your SEO strategy succeed or fail: Backlinks.
Page rank ​​was basically created as a popularity contest, meaning that the vote of popularity goes to you if other credible websites in your space are talking about you. Getting those backlinks from relevant authoritative websites in your space will help you gain high rankings and build trust and reputation.
 
Links
442 - Show Notes Farzad's website Farzad's LinkedIn Cloud Consultants Collective SendSpark Join our newsletter
 
Connect With Paul 
On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com
 
Thank You for Tuning In!

This is the last solo show of the year, so I want to go through the key podcasts of 2022 and the outlook for 2023. We aired 68 podcasts, so I will only cover my favorites of the year. In these episodes, we had amazing guests and covered topics from LinkedIn outreach, personalized video, how channel partners can grow sales, how to improve your delivery margin, and a few other things.
What’s coming in 2023? I’ve built a great free community, the Cloud Consultants Collective, with more than 150 members. My goal for next year is to hit the 500 mark. I will also be launching a paid membership called Cloud Consultants Pro, where we will have masterminds and exclusive workshops. Lifting up a gear for the Fast Track program and scaling my business is also part of the outlook for 2023.
 
Links
441 - Show Notes Cloud Consultants Collective SendSpark Join our newsletter
 
Connect With Paul 
On LinkedIn On Facebook On Twitter: @PaulHiggins555 On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com
 
Thank You for Tuning In!