The Sales Consultant Podcast Derrick Williams

In this podcast interview, Ryan introduces his companies, SuperHuman Prospecting and H2H Method, explaining how they complement each other. We discuss his book, "Trust Call," which rethinks cold calling tactics for human-to-human connection.
The conversation covers the relevance of cold calling today, Ryan's career journey, and how his upbringing influenced his sales approach. We explore principles for successful cold calling, including the "Natural Law of Buyer’s Resistance" and the components of a perfect cold call.

Trust-building emerges as a key theme, with insights on handling common prospect questions. Ryan introduces the concept of "The Trust Umbrella" and outlines his coaching method for cold callers, divided into Gatekeeper Conversation, Decision Maker Conversation, and Objections & Handles.

The interview closes with Ryan's perspective on AI in calls, including AI bots for cold calling. 

Overall, the interview provides valuable insights into effective sales strategies and trust-building in cold calling.

#salesconsultantpodcast #coldcalling #coldcall #salesmanagement #saleseffectiveness 

Time Stamps:[1:00] We start out with Ryan breaking down what Ryan’s company; SuperHuman Prospecting, does, then we get into what his other companyWe ; H2H Method, does and how both of his companies compliment each other.
[3:15] We cover off on Ryan’s new book; “Trust Call: Rethinking Traditional Tactics for Human to Human Connection in Cold Calling”.
[7:15] Is cold calling dead? What does the data say? We tackle Ryan’s view on the topic of using the phone in general as part of a company’s outreach strategy. 
[8:40] We zoom out and get into Ryan’s career journey leading up to founding his companies.
[13:00] Ryan shares a very personal story about his upbringing in a very Evangelical family where he evangelized their religion to the public and how that carried over to his sales journey.
[16:50] What drove him to focus his businesses on outsourced Sales Development.
[18:45] Ryan shares some of the Cold Call principals he holds close and teaches.
[23:05] Ryan explains “The Natural Law of Buyer’s Resistance.”
[24:10] I ask Ryan to breakdown what the components are of a perfect cold call.
[29:10] I read a passage on the topic of “trust” from the book and ask Ryan to expand.
[34:00] What to say when prospects respond with “is this a cold call?” You’re going to love this part. Ryan helps us to really start thinking like the prospect and puts us in their shoes.
[36:50] Ryan describes his concept called “The Trust Umbrella”.
[43:50] I ask Ryan to touch on how they coach cold callers. He shares how they have it broken down into three (3) sections: 1) The Gatekeeper Conversation, 2) The Decision Maker Conversation, and 3) Objections & Handles.
[50:50] Ryan gives his thoughts on AI in calls. An actual AI bot that can make cold calls.

Connect with Ryan:Ryan’s LinkedIn page - https://www.linkedin.com/in/ryanpereus/
Ryan’s book: https://www.amazon.com/Trust-Call-Traditional-Human-Human/dp/B0C9SK1D2J
The H2H Method Website - https://theh2hmethod.com
SuperHuman Prospecting Website - https://superhumanprospecting.com

Connect with Derrick:These interviews are also available on Derrick’s YouTube page - a href="https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw" rel="noopener noreferrer"...

In this interview, Andrew Peterson, the founder of Clozd, shares his journey and the inspiration behind creating the company. The discussion delves into the significance of Win Rate and how even a slight improvement can have a substantial impact. The definition of "Win Rate" is explored, along with best practices for collecting the necessary data to calculate it and ways to segment Win Rate data.
The conversation also covers the question of who should take ownership of Win Rate as a Key Performance Indicator (KPI) within a business. It's highlighted that customers hold the true insights in win-loss analysis, as opposed to salespeople. An illustrative example is provided where a company employed Clozd's services and gained insights that led to a 30% increase in their fees.
The concept of the 'win-loss maturity curve' is introduced, discussing how companies progress from conducting their own win-loss analysis to eventually engaging third-party services. The interview further touches on the reporting integration between CRMs and the Clozd platform, as well as key functionalities offered.
The conversation shifts to how the platform validates lead/source attribution and incorporates AI capabilities both now and in the future. The ideal customer for Clozd and their pricing structure are also discussed towards the end of the interview.

#salesconsultantpodcast #winrate #winlossanalysis #growth #b2b #winloss

Time Stamps:
[:20] We start out by unpacking Andrew’s journey and what led to starting Clozd.
[2:30] Why Win Rate is so important and how a small improvement can make a big difference.
[5:00] How “Win Rate” is truly defined.
[8:00] Best practices for tracking the data necessary to calculate Win Rate and ideas how to parse out Win Rate based on other segments.
[11:30] Who within the business should own Win Rate as a KPI.
[18:00] Why customers are the source of truth in win-loss analysis, not salespeople.
[24:41 An example of a company who deployed Clozd and the insights they were able to get to raise their fees by 30%.
[27:00] The ‘win-loss maturity curve’ and how companies move from doing win-loss analysis with buyer feedback themselves to hiring a 3rd party.
[31:30] How reporting is handled between your CRM and the Clozd platform along with an overview on other key functionalities that they include.
[34:10] We discuss how lead/dead source attribution is validated through this approach as well.
[37:45] Where AI comes into their platform now and in the future.
[41:00] The ideal customer for Clozd and how they charge for the platform.

Connect with Andrew:
Clozd website - https://www.clozd.com
Andrew’s LinkedIn Profile - https://www.linkedin.com/in/andrewatclozd/

Connect with Derrick:
These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/
Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/
Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:
The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/
The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

James Rores is the Founder and CEO of Floriss Group.
In this interview, James discusses the core principles that define him as a person and reflects on his background and life experiences that have shaped his perspectives. Growing up in a 4th generation family business has had a significant influence on his life and career trajectory. James shares his journey into the world of consulting and how he established Flores Group, his sales consultancy. He talks about his approach to acquiring clients over the years.

James delves into how he continually improves as a Sales Consultant, emphasizing the importance of both listening skills and asking insightful questions. He points out common flaws in sales models and introduces the concept of a "reliable sales operating model."

The conversation further explores how businesses can settle on a reliable sales operating model tailored to their specific needs. Additionally, James offers his insights into the role of AI in sales and its potential impact on the industry in the near future.

#salesconsultantpodcast #consulting #entrepreneurship #salesconsulting #opreatingmodels #saleseffectiveness #AI

Time Stamps:[:33] James shares what core principles define him as a person and opens up about his background and the experiences that shaped a lot of his views.
[8:30] We unpack how growing up in a 4th generation family business influenced his life and career.
[11:30] How James got into Consulting.
[16:15] How he kick-started Flores Group, his sales consultancy, and how he has gone about acquiring clients over the years.
[21:20] How James improves as a Sales Consultant.
[27:00] Why listening skills are important as a consultant but the skill of asking good questions is equally if not more important. 
[33:50] James describes the common flaws in sales models and what a “reliable sales operating model” looks like.
[41:00:] How to go about settling on a reliable sales operating model for your business.
[44:20] James shares his thoughts on AI in Sales and what he believes the impact might be in the near future.

Connect with James:The Floriss Group website - https://florissgroup.com/
James’ LinkedIn Profile - https://www.linkedin.com/in/jamesrores/

Connect with Derrick:These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/
Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/
Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:
The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, Derrick talks with Dan Jourdan, a sales expert, covering various aspects of prospecting and sales success. They discuss the best time for prospecting, the effectiveness of hyper-personalized videos, the significance of embracing rejection, Dan's transition into sales coaching, and advice on cold call openers and incorporating humor. They also touch on engaging prospects, handling objections, maintaining a positive mindset, and Dan's prediction on how AI will impact sales.
#salesconsultantpodcast #coldcalling #prospecting #salesbestpractices #salescoach #salestraining #ai

Time Stamps:[2:50] There’s 3 days that salespeople don’t work and if you DO work you don’t have any competition…
[3:20] Why 3pm to 5pm on Fridays is the best time to prospect.
[6:50] We discuss how the biggest thing he’s doing right now with regard to prospecting is encouraging everyone to do hyper personalized videos.
[10:00] Why right now is the best time in the world to be prospecting and a story about what happened one time when Dan ignored a “No Trespassing” sign and proceeded to knock on the door.
[11:50] Dan shares his perspective on “No Goals' and embracing rejection on your way to sales success.
[13:40] Why he chose the path of sales coaching, consulting and speaking after building and selling 4 companies.
[17:48] The best cold call opener ever!
[21:00] Dan’s advice to people who aren’t good at using humor in their outreach.
[25:00] Why asking prospects what they like about their current vendor works.
[26:40] Dan’s advice on how to handle objections. He walks us through his framework.
[30:30] Dan’s 7 magic words for dealing with gatekeepers.
[35:00] How Dan maintains a positive mindset and brings high energy to every conversation.
[41:00] Dan shares his prediction on how AI will change the profession of sales.


Connect with Dan:Dan’s website: https://danjourdan.com

Connect with Derrick:These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/
Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/
Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:
The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast

In this episode, we explore Jason Pearl’s inspiring journey into sales consulting. Raised in an entrepreneurial household, Jason's career path was set early on. Join us as we uncover the story behind the name of his consultancy, Nacre Consulting, and learn about the strategic steps he took to acquire his first clients.
Discover how Jason earned the nickname "the Fixer" within Wells Fargo and gain insights into his experiences starting his consultancy with no pipeline and limited savings while supporting his family. We also delve into his transition from a solopreneur to scaling up his consultancy, including his successful approach to acquiring new clients, particularly through private equity firms with portfolio companies.

Throughout the interview, Jason shares valuable lessons, such as gracefully offboarding clients and pursuing the right fit, along with his perspective on incorporating AI for efficient growth in today's business landscape. Tune in for an engaging discussion that offers actionable insights for consultants and entrepreneurs seeking success in sales consulting.

#salesconsultantpodcast #salesconsulting #consulting #entrepreneurship #solopreneur #consultancy #businessgrowth 

Time Stamps:[:10] How Jason got into Sales Consulting.
[2:35] What it was like being raised in a household where both parents were entrepreneurs.
[6:00] We double click on Jason’s transition into Sales Consulting exploring how his career path set him up.
[11:00] The meaning behind the name of his consultancy and why he named it Nacre Consulting.
[12:00] What he did for the first 6-months to acquire his first clients.
[13:00] How Jason earned the nickname of “the Fixer” within Wells Fargo.
[17:00] I dig into what it was like for Jason and his family with 2 kids in highschool when he started his consultancy with no pipeline and few months of savings.
[23:10] How Jason took his consultancy from operating as a solopreneur to scaling up and bringing on employees.
[29:00] How Jason and his team are acquiring new clients today.. Hint hint.. Private Equity Firms with portfolio companies.
31:00] I ask Jason if he’s ever had to fire a client and he shares a great story that every consultant should listen to where he explains how he off boards clients in a graceful manner. 
[33:20] A story about how Jason chased ‘bad money’ (clients that aren’t a good fit).
[38:00] I ask Jason if he would ever sell Nacre.
[40:30] Jason breaks down The Nacre Growth Assessment which includes taking a holistic approach to assessing a new client’s business when they first engage.
[46:00] How at times they tie their fees to outcomes / back-end compensation.
[50:32] How companies can go about developing better clarity in their Go-to-Market (GTM) strategy so that people can be guided better.
[53:30] I ask for Jason’s perspective on where he thinks we are and what he is seeing in terms of incorporating AI in order to do more with less in this new“Efficient Growth” era.

Connect with Jason:Jason’s LinkedIn Profile - https://www.linkedin.com/in/jasonmpearl/
Nacre Consulting website - https://www.nacreconsulting.com/

Connect with Derrick:These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/
Derrick’s...

Time Stamps:[1:40] The problem that Wissam is helping to solve with Truebase.
[5:00] The golden standard prospecting journey that is happening in most companies and the exact steps reps have to jump through in order to research their leads.
[13:00] Writing a hyper personalized email.
[19:00] We discuss how many hours every week SDRs spend on researching their leads which leads to a discussion about Truebase’s AI platform and how they are speeding this up.
[26:00] How Truebase’s search capability works
[28:00] How Truebase sources their data.
[30:00] Truebase’s AutoPilot feature explained.
[34:00] Operationalizing look-a-like sales motions; the challenge and the solution.
[37:00] We discuss what goes into setting up the Truebase platform.
[40:00] How Truebase’s AI-based Content Generator feature helps write personalized emails.
[46:00] Wissam explains how they help users create personalized sequences for individual leads which he calls “Hyper Personalization At Scale”.
[51:00] We cover how their pricing is structured and how a platform like theres displaces other tools.
Connect with Wissam:Wissam’s LinkedIn Profile - https://www.linkedin.com/in/wissamtabbara/
Truebase website - https://truebase.io/
Truebase ChatGPT LinkedIn Email Generator - https://truebase.io/chatgpt-linkedIn-Email-Generator
Connect with Derrick:These interviews are also available on Derrick’s YouTube page - https://www.youtube.com/channel/UCFfMnGtGWVrzO3BorCimojw

Derrick’s LinkedIn - https://www.linkedin.com/in/derrickis3linksales/
Derrick’s Instagram - https://www.instagram.com/derrickis3linksales/
Derrick’s Twitter - https://twitter.com/derrickis3link

Connect with The Show:
The Sales Consultant Podcast Home Page - https://3linksales.com/the-sales-consultant-podcast/

The Sales Consultant LinkedIn Page - https://www.linkedin.com/company/the-sales-consultant-podcast