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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
Understanding The NEW Buyer Journey (And How To Make The Most Of The Change) | Salesman Podcast
On this episode of the Salesman Podcast, Christian Kinnear (SVP of International Sales, HubSpot) explains how the buyer journey has changed since the pandemic and what you need to do to take advantage of these changes.
* Christian on LinkedIn
* Announcement: HubSpot’s EMEA MD on UK expansion and what it really means to ‘grow better’
8 Sales Philosophies to Simplify Selling and Skyrocket Your Win Rate | Selling Made Simple
Every sales professional has one aim: more sales.
Without sales, growth stagnates—which won’t bode well for your organization’s bottom line. And while securing deals is no easy feat, finding a sales framework that can be rinsed and repeated to ensure scalable, predictable, and measurable growth is entirely different.
To be at the top of your selling game, you need a scalable sales process—a proven sales methodology that best represents your product, values, goals, and market.
But how do you choose the best selling method for you?
This Salesman.org guide will examine eight successful sales philosophies to help you find your perfect fit and skyrocket your win rate.
#1 SPIN Selling
Neil Rackham popularized the SPIN selling philosophy in his 1988 book, making it one of the oldest sales methodologies still in practice today. And despite the decades passed, SPIN is just as relevant (and reliable) today in the B2B world.
SPIN is an acronym of the four elements your sales questions should revolve around: Situation, Problem, Implication, and Need-payoff. Each of these four elements will help you uncover prospect pain points and challenges, making it easier for you to establish a solid rapport with them.
The SPIN Selling model involves asking:
* Situation questions centered around understanding a prospect’s current situation
* Problem questions to get to the heart of the prospect’s problem
* Implication questions that probe the prospect to think about the consequences of not solving the problem
* Need-payoff questions that encourage the prospect to consider how their situation would change after solving the problem
#2 Customer-Centric Selling
No shocker here—Customer-centric selling puts the customer’s convenience, challenges, and goals at the forefront. It’s based on the titular book written by Michael T. Bosworth, John R. Holland, and Frank Visgatis.
This sales process focuses on the customer experience and using it to distinguish your brand from the competition. It encourages you to have meaningful conversations with prospects to understand their needs and pain points and then offer appropriate solutions.
Instead of making presentations, you’ll hold relevant conversations about how your solution can be modified to match the client’s requirements when selling to the prospect.
The customer-centric selling sales philosophy involves:
* Targeting critical decision-makers
* Asking questions to understand their situation
* Aligning their needs with relevant solutions
* Pitching your solution
#3 Target Account Selling
The target account selling philosophy focuses on selling to a select few targeted accounts per sales rep instead of targeting a large number of accounts with less focus.
You’ll select a specific number of clients who match your ideal customer profile following this sales philosophy. You get to know their portfolios in more detail, allowing you to build and nurture a stronger relationship with the prospect.
Target account selling can be a good fit for sellers who work with large enterprise sales accounts with longer sales cycles and specific total addressable markets. However, the selling method isn’t the right fit for broad markets, small-ticket items, or clients with transactional sales cycles.
The target account selling philosophy involves understanding:
* What is happening in this account? (Account Intelligence)
* What is happening in this market? (Market Intelligence)
The Netflix of cars sales? “Inclusive” sales training and more! | This Week In Sales
On this week in sales we’ll be looking at: spaced learning, the Netflix of cars sales, “inclusive” sales training and much more!
CRM Marketing Company Optimove Secures $75 Million
The funding will support continued investment in strategic hiring and M&A, expansion of the company’s Customer Relationship Management (CRM) Marketing platform, and rapid growth.
Optimove’s SaaS technology combines a Customer Data Platform (CDP) with a Multichannel Marketing Hub (MMH) designed for uniquely empowering brands to deliver personalized marketing campaigns to connect and engage with existing customers.
And unlike more traditional solutions that rely on common, rule-based orchestration, Optimove places customer data at its core, layering advanced AI-based campaign orchestration on top.
How 3 college friends built a $1 billion business selling used cars
Carro — a play on the words “car hero” — is a Southeast Asian online auto marketplace designed to simplify car deals using artificial intelligence technology.
In a region with a vast and growing, digital-savvy middle class, price-sensitive consumers were increasingly opting for second hand models.
Expanding middle class combined with low car ownership rates in Southeast Asia were really the main factors that stimulated new car sales.
Carro capitalized on that demand, rolling out its online offering for individuals and wholesale dealers across Indonesia, Thailand, and Malaysia in the years that followed. Meantime, it added end-to-end financial services like loans, insurance and aftercare.
By 2019, inspired by streaming giants Netflix and Spotify, the company launched Singapore’s first car subscription service, allowing users to lease a vehicle for a monthly fee, with tax, warranty, and maintenance all included.
“What we saw was the changing behavior of car ownership. Really the gap in the market was to look for people that want that flexibility. And more importantly, they actually want to try out new cars,” said Tan.
Sales Training: Boot the “Boot Camp” for Spaced Learning
Sales training and return on investment (ROI) have a complicated relationship. While sales leaders generally agree that training is valuable and necessary, it doesn’t always translate to desired results. A big reason for why training doesn’t stick is the way it’s traditionally been delivered and whether it’s reinforced.
Even today, instructors deliver most formal sales training efforts through real-time or virtual workshops. This fire-hose approach of delivering a ton of content at once, or during a few days, covers a lot of information, but most sales reps aren’t able to retain much of it.
SPARXiQ’s Modern Sales Foundations program provides 25 to 30 hours of learning and application exercises, and we recommend consuming the information at the pace of an hour per week.
Employing a virtual version of the flipped-classroom concept, salespeople watch the core content on a topic on their own time before joining together as teams or cohorts to conduct a follow-up reinforcement meeting. These follow-up meetings are best led by the frontline sales manager, who then becomes a continuing resource for the team while also leading by example.
Want Superhuman Sales Skills? Then Try Tech-Powered Sales | Salesman Podcast
On this episode of the Salesman Podcast Justin Michael and Tony Hughes explain how technology fits into the modern sales process and why you need to start leveraging tech sales to win more deals.
* Book: Tech-Powered Sales : Achieve Superhuman Sales Skills
* Justin on LinkedIn
* Tony on LinkedIn
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!