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The 4-Step Framework To More Effective Remote Selling | Selling Made Simple
The world looks a lot different today than it did before 2020: the masks, the travel protocols, the hand sanitizers. But perhaps the most monumental change is the shift to remote work and remote sales.
A whopping 72% of white-collar workers report doing their jobs remotely these days. If you’re a professional salesperson, you’re probably one of them. And while you may have thought the shift was temporary at first, you’re likely starting to realize that remote selling is quickly becoming the new normal.
But how is remote selling affecting salespeople like you? What does remote selling mean? And how can you become world-class at doing it and learn to thrive from this massive shift?
This guide covers what remote selling is, some remote selling techniques and the pros and cons of this new world of sales. We also detail our four-step framework that shows you how to do remote sales as effectively as in-person ones.
What Is Remote Selling?
Also known as virtual selling, remote selling is selling your product or service to a buyer in a different location from you. It can be done over the phone, through video calls, or even through live chat (though rare).
While salespeople and buyers alike tended to prefer in-person sales meetings, the rise of covid has turned remote selling into the preferred method. Plus, it looks like remote work is becoming the norm for most companies.
Markets are adjusting, and new technologies are making the switch to remote selling easier. Even still, there are both pros and cons to this new medium in sales.
If you’ve not had sales training on how to sell remotely, then keep reading.
Pros & Cons of Remote Selling
As with any monumental change in the sales process, the shift to selling remotely and online meetings has its ups and downs.
* Zero Travel Time – Working from home means no more commute to the office. For you, that means a better work-life balance. On top of that, there’s less time wasted from in-person meetings (waiting for another party to show, navigating around the office, getting coffee, etc.).
* Easier to Coordinate – Connecting with the buyer has never been easier, thanks to remote selling. It takes, on average, eight touches before a lead is ready to buy. And a sizeable chunk of those touches are live meetings. The easier it is to coordinate, the faster you can move them through the sales cycle towards a purchase decision.
* Benefits of New Tech – Don’t be scared of all the new tech! There are plenty of benefits to these tools that you can use to make your job easier. Video conferencing software lets you record sales meetings for reference later or to pass on to the buyer. The digital nature of meetings enables you to patch in subject matter experts during a pitch for team selling and more effective closing. The wealth of your sales collateral collection is now at your fingertips at a moment’s notice. The list goes on, too.
* Less of a “Feel” for the Buyer – Perhaps the biggest downside is that you and the buyer are missing out on some nonverbal communication—often the “je ne sais quoi” of selling. A small scrunch of the brow, tap-tap of their finger, widening of the eyes. They all go a long way towards getting a feel for the lead and knowing how to craft the pitch.
Why "Getting Press" Makes Winning New Business Easier | Salesman Podcast
On this episode of the Salesman Podcast, Dustin explains what it means to “get press” and how individual sales people can use this strategy to build more trust at distance and establish themselves as experts in their niche.
* Free PDF – Getting in the press
* Dustin on LinkedIn
6 Simple Sales Presentation Tips To Close More Deals | Selling Made Simple
The big day is almost here. You’ve built a strong relationship with a mammoth new client. And over the past few weeks, you’ve generated strong rapport. All that’s left is winning them over with an engaging sales presentation.
But you know the templated sales deck your company provided won’t make the grade. And with a game-changing commission on the line, you’re prepared to put in the extra work this time.
This six-step sales presentation framework will tighten up your pitch and share some killer sales presentation tips. With them, you can create a truly valuable presentation that leaves your buyer saying, “Where do I sign?” rather than “what product or service is this dude actually selling?”
#1 Research, Research, Research
The first step to building the best sales presentation is research. Research on the company. Research on the challenges they’re facing today. And research on the audience you’ll be presenting to.
Your research should guide your presentation and uncover insights and angles to use during your pitch.
Below are a few sales presentation tips to guide your exploration of these categories.
* Company – You should have a general idea of what the company does and its industry from preliminary marketing data. But you shouldn’t stop there. Look into their company history. Get a feel for their culture and values. Examine annual reports and build their figures into your deck. The key here is immersion. The more you understand about their business, the more you can tweak your presentation to match it.
* Challenges – Perhaps the most essential part of building your sales presentation is catering to the buyer’s specific needs. Is their industry undergoing a massive shift? Are new competitors breaking into the space more rapidly? And how do these challenges relate to your product? Use these challenges as a jumping-off point to get your prospect listening and give them real-world applications for what you offer.
* Audience – Will you be presenting to a decision-maker like an executive? Hit the metrics that matter. Is it someone that’ll report to a higher-up later (i.e., a gatekeeper)? Provide them with the sales collateral (product brochures, use cases, case studies) to make it easier to get decision-maker buy-in. Protip: You always want to get in front of a decision-maker if you can help it (part of the MEDDPICC sales methodology).
#2 Focus on Their Pain Points First & Your Product Second
Too many salespeople make the mistake of focusing on how great the product is. But you have to remember—you aren’t actually selling a product. You’re selling a solution. A prospect won’t care about how innovative your features are if they don’t see how they solve their problems.
Instead, put the main focus on their problems. This is key when building a sales presentation that is going to have an impact on a prospect. Please educate yourself on the buyer’s pain points and put them in the sales presentation’s spotlight.
The core benefits of taking this approach include:
* Showing you’re informed about your buyer’s problem. The more you understand their problem, the more they’ll trust that you have the solution.
* Gives buyers the opportunity to fine-tune the problem. Your prospects will be able to clarify the situation if you misrepresent the challenges they face. Then you can tweak your approach to match their needs.
* Builds trust. Just 3% of buyers trust salespeople.
How To Create a Winning 30-60-90 Day Sales Plan | Selling Made Simple
You’ve got a job interview for your dream sales job.
You have the experience and a track record of success. The only thing between you and your offer letter is your (hopefully) future sales manager.
Impress them with your exceptional selling skills and expertise, and you’ve got the job.
But the question is: how?
This Salesman.org sales plan template guide will show you how to put together a winning 30-60-90 day sales plan to impress your sales manager with your sales knowledge and expertise and nab your dream sales position.
What Is a 30-60-90 Day Sales Plan?
A 30-60-90 day sales plan outlines the measurable goals for your first three months on the job. Think of it as your personal value proposition that shows your superiors you’re a self-starter and helps you be laser-focused on achieving results.
It expands on what success looks like in the first 30, 60, and 90 days, respectively. The idea here is to lay out your clear-cut plans for measuring a successful transition and keeping everyone focused in the right direction.
Why Do You Need a 30, 60, 90 Day Plan?
Your dream sales job is also somebody else’s dream job. This means you have to stand out in your interview and make sure the hiring manager can see what a great addition you can be to the organization.
The only way to do this effectively is to create a sales plan that shows your vision of the future of the sales territory or customers you’ll be taking over. It should outline your interaction with your sales team, sales strategies, sales cycle, target audience and revenue goals.
Each aspect of your 30-60-90 day sales plan should detail a specific focus, your priorities and goals, and a plan for measuring success. Getting this right will help you maximize your progression into a new role by identifying potential partners to sell two and establishing a general framework for success.
Here’s are the biggest benefits of developing a 30-60-90 day plan:
* Creates a clear focus for your first 90 days on the job, boosting your productivity and maximizing results
* Ensures your goals are set properly in your 30-60-60 day plan, letting you integrate quickly and smoothly into the organization
* Proves you’re capable of self-management and achieving goals and are an employee worthy of development.
If you bring in a well-thought-out plan into a job interview, you’ll have an advantage over other under-prepared candidates, significantly improving your chances of getting hired.
Other Scenarios Where Having a 30-60-90 Day Sales Plan Makes Sense
Putting together a 30-60-90 days sales plan takes time and effort, but the good news is you don’t have to do it often. When you write a sales plan it becomes a sales tool that can be used over and over.
Besides the interview process, you can also use your sales plan for the following circumstances:
Scenario 1: First Week on the Job
You got a brand-new job—or maybe you’ve earned an internal promotion.
Regardless of the circumstance, you should create a 30-60-90 days sales plan within the first week on the job. Doing this will demonstrate your commitment to your new role and give you a well-defined plan to ensure you’re off to a good start.
Scenario 2: New Territory Management Assignments
If your company follows the territory management approach, creating a 30 60 90 day plan for new sales territory is a no-brainer.
Your plan should clearly define geographic boundaries for territories you’re responsible for and the metrics you’ll use to evaluate territory performance. It should include any new business goals, changes in the company mission or types of sales that you’ll be making.
Steps To Create a Winning 30-60-90 Day Sales Pl...
6 Tips To Master Virtual Selling And Crush Your Sales Quota | Selling Made Simple
Remember when the thought of having sales conversations and collaborating from home made your stomach turn?
How do you make a good sales pitch when you’re in your kitchen? What if everyone’s laptops stopped working? Would talking to a prospect through a screen feel weird?
Well, virtual selling became a reality for sales reps when COVID-19 forced the selling workforce to go remote. But now, working from home is welcomed (perhaps even preferred). Case in point:
* 63% of the sales leaders believe virtual sales meetings are equally or more effective than traditional, face-to-face meetings.
* 75% of B2B customers prefer remote sales interactions over traditional face-to-face ones
At first it was a necessity, now the virtual sales process seems like the best way to close deals. So if virtual selling is here to stay, what do we need to do to get better at it, fast?
Read on as we cover virtual selling best practices and tactics to help you master the art of selling from home.
What Is Virtual Selling Anyway?
Virtual selling or remote selling is the process of interacting and converting a lead virtually instead of connecting in person.
The most important part of the virtual selling process for B2B sales teams is “video. ”
Video conferencing tools like Zoom, Google Meet, and Skype have adapted to the virtual sales world. They offer a more convenient way for sales reps to communicate, follow up, and sell without ever having to meet the prospect in person.
At the same time, there’s more to virtual selling than using technology to make sales calls. It’s an opportunity for you to establish trust, build relationships, and convert your prospects into paying customers.
Which Virtual Selling Skills Do You Need to Improve?
Virtual selling skills aren’t different from that of in-person selling. Confidence, fast-thinking, empathy… the personality traits are the same.
The difference is around the communication format.
You need to practice and train with video to iron out any issues and familiarize yourself with this new way of selling.
According to a study conducted by RAIN Group Center for Sales Research, buyers considered the following four factors when asked what has the most significant influence on their purchase decisions when interacting with sellers virtually?
* Leading a thorough discovery of their concerns, wants, and needs (71%)
* Explaining what’s possible on how to solve a problem (58%)
* Listening (68%)
* Making the ROI explicitly clear (66%)
You’ll also find the following four skills helpful to simplify your virtual selling:
* Establishing a professional brand by creating an optimized LinkedIn profile
* Developing and nurturing a valuable online network
* Practicing effective prospecting based on personas
* Engaging with your target audience by liking, commenting, sharing, and serving as an expert resource
While these skills may not come naturally to every sales rep, you can learn them. Of course, you could learn these skills from a href="https://www.salesman.org/the-best-8-sales-training-videos-period/" ta...
4-Step Process To Master NLP in Sales | Selling Made Simple
Any salesperson worth their salt knows using the right words in a pitch means the difference between a monumental win and a colossal failure.
But only the best sellers understand that there’s far more at play here than just words. There are plenty of other ways to subtly nudge buyers towards a yes decision. And using neuro-linguistic programming is one framework for tapping into those techniques.
But what is neuro-linguistic programming (NLP)? Does it work? And how can you use NLP in sales?
This guide takes you through these questions and more. We’ll also look at a proven 4-step framework you can use to sell more with NLP.
What Is Neuro-Linguistic Programming?
First off, let’s define neuro-linguistic programming.
Coined by Richard Bandler and John Grinder in The Structure of Magic I and II, NLP is a framework for explaining and influencing how people think and behave.
Initially, NLP was based on the idea that we operate according to an internal and unconscious “map.” Unfortunately, that map doesn’t always reflect the reality of the world. And by using a system of language, strategies, and subtle behaviors, we can influence and change that map—both in ourselves and others.
One of the most influential aspects of NLP is that so much of our lives are built on unconscious thought and communication. According to Bandler, “The greatest personal limitation is to be found not in the things you want to do and can’t, but in the things you’ve never considered doing.”
Bandler and Grinder also believed that NLP could identify the patterns of thoughts and behaviors of successful individuals. After they were identified, others could then learn how to replicate that same success.
NLP has been applied to everything from improved work productivity and career progression to phobias, depression, anxiety, and PTSD.
NLP has a place in the world of B2B sales too to help influence and build rapport with buyers.
Does It Actually Work?
Research on the use of neuro-linguistic programming for treating health conditions is scarce.
One review of five randomized controlled trials found that only one trial indicated any support. The other four showed the opposite. Another report from the Canadian Agency for Drugs and Technology in Health found zero clinical evidence supporting NLP.
That being said, there’s a growing body of research supporting the use of NLP too.
It seems that, as of now, there isn’t enough data out there to say conclusively if NLP works as a tool for B2B sales professionals. But, as the authors of the first review put it, their conclusion “reflects the limited quantity and quality of NLP research, rather than robust evidence of no effect.”
However, many professional salespeople swear by its application in sales.
How Does NLP Apply to Sales?
The science may still be out on NLP’s effects on health conditions.
But most NLP studies focus exclusively on treating conditions like anxiety and depression. Not for influencing the successful close of a sale. And as you might expect, research on that topic, in particular, is even scarcer.
But instead of thinking of NLP in sales as several specific practices, it’s better to view it as a set of principles.
As a professional salesperson, you know that clinching the deal is about more than just words. Other factors affecting the sale include your:
* Body language
* General demeanor
* And more
A can't miss series of shows for anyone in the sales space! No matter the topic of discussion, I truly learn something every time I tune in. It's a gold mine!
A MUST LISTEN TO SHOW!
Will is a great host who brings on some very knowledgeable guests! I highly recommend a listen!