Bobby Dysart - startup sales consultant, author, and student of intention - hosts quotaless, a show where software sales leaders and professionals share ideas to help you master your mind, your business, and your time.
Remember, when you embrace practice, develop awareness, and align your efforts, you can rise above the deal.
You can live quotaless.
Selling with Love Is an Energy Exchange with Jason Marc Campbell
This episode of Quotaless features Jason Marc Campbell, speaker, author of his own book Selling with Love, and host of the weekly podcast of the same name. He helped launch The Code of the Extraordinary Mind by Mindvalley founder Vishen Lakhiani and continues to host weekly marketing, sales, and entrepreneurship training for them.
Jason shares the life-changing work he did at Mindvalley and the incredible growth he experienced writing his book. He also discusses the practical strategies you can do to market your book to help make it a bestselling success. He then explains how to sell with love instead of fear and gain satisfaction with ethical sales.
Making an impact on the world with Mindvalley
PR strategies to sell your own book
Selling with love and changing the shady reputation of sales
Improve your mindset by listing down positive sales experiences
Jason: "If you're serious about launching your book, you need to spend the money to organize the mechanisms for the system to recognize that you are not just launching a book as a hobby. This is a business. You know you want to make that impact and you're ready to spend to make it. That's how you get to the next tier."
Jason: "If you want to stand for something and you have a message you find as important, there's a one thing you can do that is the domino to every other thing, which is write a book. If you really believe in your idea, write a book."
Jason: "Selling is nothing more than an energy exchange between conscious beings. And when you know what you offer is so much more than what you ask in return, that's what selling with love is all about."
Find more about Jason and get his FREE course on selling with love through these links:
AI Helps Reps Handle Moments Better with Howard Brown
This episode of Quotaless features Howard Brown, a four-time entrepreneur, former clinical psychologist, and Founder & CEO at Revenue.io. He discusses the synergistic effect of applying machine learning to sales processes. Their technology takes the best moments from actual interactions and applies them to future engagements.
This has revolutionary effects, from reducing onboarding time by 72% to recognizing patterns in dealing with specific people to matching people based on personality traits. This streamlining helps reps to get set up for success and ultimately gives back people’s time to them.
Rediscovering the power of face to face interactions
Renevue.io: Helping reps in the moment with augmented intelligence
Drastically reducing companies' onboarding time
The efficiency of machine learning gives people back their time
Howard: "The best salespeople I know, they're helpers not unlike a therapist. They are problem solvers. They try their very best to connect people, bring solutions, and be helpful where possible. And they are incredible, for the most part, communicators and organizers. But the job has become incredibly difficult. Selling struggles are absolutely real."
Howard: "Sales relationships are all about moments. You string together moments. Those moments build trust, they build relationships, they build great outcomes. On the other side, those moments could be disastrous. So what do we try to do? We try to assess what are the most important moments and how do we help the reps contextually."
Howard: "The idea is test and measure everything and then prescribe because if I can help a rep in 65 different ways across how they handle an interaction or an account or an email or a video or a demo, if I could help them just 2%, the impact of that is remarkable. It's the synergistic impact, the 2 plus 2 is equal 12 that we're really getting at here."
Find more about Howard by checking out the links below:
Buyer Enablement Creates Champions with Nate Nasralla
This episode of Quotaless features Nate Nasralla, Founder of Fluint.io. The most important conversations buyers have during a sale happen internally. For this reason, Fluint was born to create champions within buying organizations and make sure that sellers get an accurate and relevant voice during these meetings.
At the center of this is the concept of buyer enablement. In contrast to sales enablement which makes sure sellers are armed with the right tools to sell well, buyer enablement creates an environment conducive for the sale to actually happen.
Nate also talks about his enterprise sales playbook, which he provides ungated and free of charge, and how to utilize languaging, or the ability to use your champions' words instead of your marketing team's to maximum effect.
Fluint as the solution to losing deals and finding champions
Offering an ungated playbook that adds value
Buyer enablement creates the environment for deals to happen
Defining champions, influencers, and coaches
Languaging: Frame requests around vernacular
Nate: "I'm a big believer that you need to earn the brain space that you are taking up in somebody else's day. And, for me, the best way to do that is just to help somebody."
Nate: "All of the moments that have the power to create or kill deals always happen in internal meetings, not sales meetings."
Nate: "When I think about the profile of a champion, there's incentive, like there's something in it for them. There's a personal win that's keeping them tied directly to the outcome of the deal. Second is influence. They have to be able to affect change or push for change to get the deal done. And then third, information."
Nate: "Languaging—the ability to frame a certain request around certain vernacular that others will resonate with in order to maximize the probability that that's approved. And, as a sales rep, you can language the sales process as well."
Find more about Nate by checking out the links below:
Enterprise Sales Playbook: https://www.fluint.io/resource-content/the-enterprise-sales-playbook
Biohacks Innovate The Hotel Space with Raj Singh
This episode of Quotaless features Raj Singh, Founder and CEO of Go Moment, which was acquired by Revinate where Raj stays on as their Chief Marketing Officer. Innovation in the hospitality industry couldn't come at a better time when the world was ground to a halt by COVID.
Raj shares how Ivy Offer became a game-changer for them and how their strategic partnerships ensured a profitable business model even with the crisis. He talks about the positive impact of their biohacks like the 4-and-a-half day work week and their focus on customer experience and success.
The shift from Founder to CMO
Innovating Go Moment's Ivy Offer to thrive during COVID
Align sales and marketing and focus on SQLs
On-ramp and create value for customer success
Bio-hacks: 4-and-a-half day work week and breathing exercises
Raj: "Similar to Go Moment, we didn't just bring a product into the market where four, five alternatives already existed. We created an entire new category of products and that's exactly what Revinate is doing as well, which is bringing in a new category of products into market."
Raj: "We created Ivy Offer. We made it very easy for guests to order food and beverage, limos instead of Ubers, all that kind of good stuff, when they're celebrating and, of course, with the pent-up travel demand. And what we saw is in the first 12 months, which was one of our clients, we drove $15 million of revenue for them with this brand-new product we created during the pandemic. In 12 months of the beta period."
Raj: "Maybe the most important metric in your entire business, assuming your retention and all that stuff is all taken care of, is sales qualified leads because that's where marketing needs sales. If your SQLs are doing well, your business is probably doing pretty well."
Raj: "It's all about the quality of the delivery that ultimately is the best sales tool."
Raj: "We're only a couple of months in at this point. We're about a month in at this point, so it's going great and we've actually seen productivity stay very much steady, maybe even going up in certain cases, and I'd say the other thing that's also been very helpful is just having the kind of team."
Find more about Raj by checking out the links below:
Be A Sales Rebel And Love People with Dale Dupree
This episode of Quotaless features Dale Dupree, Founder and Chief Sales Officer of The Sales Rebellion, host of the Selling Local Podcast, and leader of the Sales Rebellion Slack community. The Crumpled Letter is a prospecting process using, quite literally, a crumpled-up letter that creates undeniable curiosity and lasting impact.
The aim is to create an experience and bring back excellence and effectiveness in your sales process. Dale brings focus to his core love for people and how forgiveness of others brings humanity into the sales process. Bet on YOU, on your authentic self, and trust that your story translates into success!
The Crumpled Letter: Disarming people with a fun experience
The bottom line of excellence is creating relationships
Seeing the world through forgiveness and love of people
Inflect: Lean in and take a risk on your authentic self
The Sales Rebellion believes in community before commission checks
Dale: "People don't have to like you to do business with you. Trusting you though is extraordinarily important. What does a pitch translate in regards to trust? Not much. It's an empty promise."
Dale: "What is our belief and how are we instilling something so much bigger into people through that belief and the actions that we take?"
Dale: "Sales starts with us and deep inflection of our problems because the more that we carry those things around, the more we wear a mask. That mask is not your authentic self. It might be something you'd like to be, but it can never truly be you until you have released yourself from all the other things behind you."
Dale: “Put fellowship in front of negotiations, to put community before commission checks, to put people before products. And when we get to that place and understand that that experience is more powerful than a pitch, something shifts, and that shift becomes an avalanche of success."
Find more about Dale by checking out the links below:
Rethink Quota Targets as the Measure of Success with Andy Paul
This episode of Quotaless features Andy Paul, entrepreneur, sales coach, consultant, LinkedIn influencer, host of the Sales Enablement with Andy Paul podcast and author of the recently released book Sell Without Selling Out.
Andy shares some ways sellers can sell better by performing variables that are under their control. At the same time, he also explores Goodhart's Law, which states that when a measure becomes a target, it ceases to be a good measure.
When applied to sales, this means that quotas should not be the measure used. Instead, companies should measure productivity. This has far-reaching consequences that will certainly get pushback, such as revising managers' variable incomes based on the percentage of reps who hit quota.
Bobby is a great host who asks really powerful questions and gets to the meat of important subjects. I find the episodes really insightful and interesting so far, and although this is a new show as of my review, I’m really excited to see what unfolds over time. I think the show holds loads of promise. Happy to be a listener