Professional Sales Tips you'll learn today on The Sales Podcast... Co-founder and CEO at Leadferno He's a starter Self-taught himself how to build a website Microsoft Front Page Moved into SaaS development 8-9 years ago There are lots of gaps as you grow that you must find and fill Requires self-awareness Related episodes and posts Hear How Brandon Bornancin Started Seamless.AI Hear How Jon Ferrara Started Nimble CRM Are you willing to get burned and recover and rebuild? Digital helps him be creative and express himself You can build and fail fast and start over quickly with digital Leadferno focuses on SMS He's all about conversions, which means having conversations with web visitors Offer your customers multiple channels to communicate with you Funnels and lead capture can be crazy The power of choice is huge His goal is to help you start a conversation He's seeing people are more resilient now after getting tossed around during COVID They know they must be connected to their customers Content creation is hard, especially for small businesses He likes to write longer form content The power of choice is huge. Give your customers options." Sales Growth Tools Mentioned In The Sales Podcast Visit Leadferno for your free trial
Professional Sales Tips you'll learn today on The Sales Podcast... PhD Organizational Leadership Former professor Was in sales before he got into scholarship Did well in sales for 12 years He wanted to leave a legacy, so he switched from selling to scholarship Are you a sales professional or someone who sells? "It's all my fault." That means I own the solution. If it's all "their" fault, then they own the solution, so I'm trapped and I've smuggled away the solution to my problem. Related episodes and posts Dr. Mark Goulston Says You Should Never Split The Difference The Insurance Doctor Will See You Now "If you think we are too expensive then I have done a terrible job of explaining the value we offer." (Or the customer doesn't need what I'm selling.) 100% of the time I have an action to take. We feed our negative feelings too well If you're not making quota, you're probably not going to get into a sales leadership position Bring in an outside person as a manager if you want to change the culture Your organization is thriving if the top salespeople are earning more than the manager Stress the emotional part of the sale, especially in real estate Go see their current home Go room to room Ask them questions about their current home and the layout and their feelings about each room Get better at discovery calls Get to the emotions Understand their motives People get wound up on the answer when they're shopping Don't say, "What is it that you hate?" Ask, "How did you come to that conclusion?" 91% of all job separations are due to cultural issues 9% are due to skills Too many people interview their new hires on the 9% His past sales manager would ask salespeople who had expensive hobbies Sales Growth Tools Mentioned In The Sales Podcast Visit Sales Conservatory
Professional Sales Tips you'll learn today on The Sales Podcast... SaaS founder Elite marketing Built on WordPress AI WordPress powers about 34% of the entire internet WordPress is a technical platform that requires hosting, plugins, tech support, etc. It was tough and slow to get customers up to speed on WordPress He was duct-taping things together for his clients ClickFunnels loads too slowly and their URLs are redirects so it can hurt your Facebook ads and it's tough to rank with ClickFunnels Related episodes and posts How to Launch and Grow Predictably Launch and Scale Your New Idea Use whatever tool can help you win at whatever stage you are in your journey He's clear on what he does well He's not an ActiveCampaign or MailChimp He can send from your GMail to get 90% open rates He's not an affiliate marketing platform He's the best marketing platform...period! He serves solopreneurs and small businesses 34 now and DropFunnels is about 2.5 years old If you can survive your sophomore year you can probably make it He's had many jobs, including sales Scraped together about $20,000 Employees 15-20 people, depending on seasonality Just launched another business and had everything built in a day There are a lot of goo-roos shouting from the rooftops Social media makes us feel inadequate Many do nothing because they're getting conflicting messages Keep the main thing the main thing We're always searching for more, which is a blessing and a curse as an entrepreneur Everyone else's business is not your business Keep things simple Go to an existing audience using something but they're not satisfied or get beta users that are grandfathered in at great pricing September 2019 he started coding and getting beta users Go make a lot of offers to launch and grow Was using ClickFunnels and Learndash and WordPress so he had an audience of people that he was engaging with daily As hard to go from 0 to 1, as it is to go from 1 to 10 Help people achieve something they already want to do What are you excited about? People only buy their way out of pain Even status is escaping the pain of feeling inadequate Be willing to show up for only one person at a time Do some news-jacking His dad's a pastor, his mom's a teacher, and they had five kids None were entrepreneurs The silver spoon they had came from Goodwill There are no worse problems, just different problems Sales Growth Tools Mentioned In The Sales Podcast Get a free trial of Drop Funnels
Professional Sales Tips you'll learn today on The Sales Podcast... He wants to help people make more sales He gives a Gold and Platinum album for sales success He was selling for IBM and had the worst boss No training Killed online gambling in 2007 and he was making millions Failed with SMS (lost millions and went bankrupt) Related episodes and posts Brandon Bornancin's first time on The Sales Podcast The CRM Quiz Had a massive quota at IBM He had bigger and bigger quotas piled on his desk He launched Seamless AI to help salespeople get great lists He gives these awards to anyone using his software Hit the gong in the app to document the sales and income you're generating He wants to generate $100 million in ARR He wants one million President's Club Winners Played in Canada before he was 21 Outbound is a lot more productive than inbound marketing More people need to think about it More sales are being extended More people need to talk to more people about buying Everything is setup to beat you down Outbound prospecting is a lot more productive than inbound marketing." Sales Growth Tools Mentioned In The Sales Podcast Get Seamless.ai for free and mention The Sales Podcast for $500 in free credits Visit
Professional Sales Tips you'll learn today on The Sales Podcast... It's not how much you make but how much you keep Bring in a fractional CFO once you're around $1 million in sales to make sure you're squared away Around the $1-$3 million point, things start breaking Get things optimized and automated Get the information the key people need to make better decisions Dues and subscriptions are usually killing you They order something for someone who is no longer there and they're not longer using the tool Don't jump too quickly into having custom projects started Doing your own payroll and accounting may not be best for you Related episodes and posts "The Lords of Finance" Book Review Wise Words On Money Matters. There is so much waste in so many businesses but since it's not the first language of many founders, it grows until it really hurts you Have that roundtable wisdom She's the "fun CFO" Get the live data to know what is truly going on Stay lean Pay for your items instead of borrow Keep your credit card debt low What are the metrics on the mastermind your want to join? Have money to pay your taxes It's an addiction to think the answer lies in some outside mastermind community What will move the needle for your business? Invest in that. Do you know how to read a P&L? It's hard to lead if you don't know where the money is coming from and going What is your cash runway? What will move the needle for your business? Invest in that." Sales Growth Tools Mentioned In The Sales Podcast Visit Jen Bro to see about hiring her as your fractional CFO
Professional Sales Tips you'll learn today on The Sales Podcast... Sales leaders and operations are afraid to take away anything from salespeople They complicate their commission plans Companies get new funding and start to change things up "Million dollar home page" Every pixel cost a dollarand he made $1,000,000 in a week in 2003 Then Calm.com ControlTheBuzz.com Then he started Trend Kite, a PR company Was based in Austin, TX Grew it to $30 million in 3.5 years and about 150 people His sales reps always had questions about their comp plans So he created the commission plan software he needed Related episodes and posts How to deliver great prospecting lines Is cold calling dead? Sold Trend Kite to PR News Wire About 500 customers now HubSpot Ventures is an investor 70 staff Half in Austin, some in Philly, and remote Lessons learned Build for the end-user Build for retention End-user delight was something he thought about He thought about the brand "Is cold calling dead?" is not the right question Making outbound calls helps you understand the needs of your customers Build for the end user. Build for retention." There's a lot of noise in the world today His job is to provide a path for his staff His role is to provide security for his staff Economics major His uncle told him to get into sales Kobayashi Maru Crushed his first quota Didn't sell anything the next three quarters He learned to stick to the script and he grew Create the sales methodology Create the pattern match His job is to provide a framework for success for his staff. We're not lazy, we're just delaying adulthood WOW and shoutouts: Wins of the Week Sales Growth Tools Mentioned In The Sales Podcast Visit Quota Path Listen to the Value Props Podcast
Professional Sales Tips you'll learn today on The Sales Podcast... Lessons from billionaires They all have a process They have a startup they bootstrapped They threwthemselves into their businesses for 12+ hours/day for 2-7 years Focused on customer acquisition Followed "The E-Myth" They saw themselves as the entrepreneur from the beginning They are visionaries Their explicit goals were to build a business so valuable they could sell it They do three things Does something better, faster, cheaper than the competition Makes people feel better,easier to use, less frustration Quicker ROI Earning more than they spent Related episodes and posts The E-Myth Copywriting 101 They sell once they build a solid business Transition into being a meta-entrepreneur Now they buy and run multiple businesses in the same space and has one acquire the other Buy a business run by an owner/CEO who runs it like they are an employee They are excited, fast talkers They are not doing things that keep them stuck They are not answering customer support emails They are not filling out paperwork They are not tweaking the logo Legacy, emotional value About 85-90% of us "have a book in us" Gain "first-author advantage" Become the expert, the authority, the expert Mail an autographed copy of your book to your ideal prospects People have good attention spans for good content Books that get finished can become best-sellers Create flow Get the headline right Open the loop, open another, open another, close the most recent, then the second, then the opening loop Gain first-author advantage." Be leery of tactical advice...it loses context Functional, emotional, economic Get 100% clear on your promise of value Title Subtitle Make a bold claim Overwhelm readers with functional value despite making a big claim Cultivate the feeling of overwhelm in the reader Offer them a CTA to learn more or get additional support or hire us Existing customers are much more likely to buy from you than a new prospect When they buy your book they have self-identified as someone who invests in their own growth Make four offers from low to high Book Course, masterclass, guide, community Coaching, consulting so you can engage with my team Done for you "Become Immune to Manipulation," by Noah Revoy Dr. Philip Ovadia, "Stay Off My Operating Table" Sales Growth Tools Mentioned In The Sales Podcast Book a call with Joshua Lisec Get Joshua's courses on copywriting
Professional Sales Tips you'll learn today on The Sales Podcast... Is sales dead? Is closing dead? For higher ticket sales, you need great salespeople MDR, SDR, AccountExecutives SDRs are reaching out cold (SalesDevelopment Reps) MDRs reach out after you opt-in for something (MarketingDevelopment Reps) AEsare the closers Seven beliefs the prospect must have to buy Pain Pain—move away from Unfulfilled desire—move towards Business is about solving problems People exchange money when you show them value But we must start with pain Doubt They must doubt they can do it themselves Why not DIY? Cost It's more costly to stay where they are Tony Robbins and the Dickens process, imagine years from now if nothing changes, and bring it to the present cost/value You must setup these questions It must sound natural Desire The payoff if they fix the problem The compelling future Support Your partners/team will support you in the decision Money They must have the money/budget to invest They must have the willingness to invest the funds Trust Trust in you and the company They must trust your methodology So you must sell them simultaneously on why their current world won't change and it too painful and that your system will work Break down their limiting beliefs Prospects will close themselves when you do this right There are a lot of soft salespeople today Related episodes and posts Close More Sales With the Hardcore Closer Open Relationships Instead of Close Sales With Jeffrey Gitomer There are times to hold people accountable to be in alignment with their words You must learn sales management to really scale your business Ad costs are rising, etc. so you need internal sales teams The business owner must be the leader Salespeople can't perform if they are not inspired Your culture matters Cold calling works great in a targeted industry and you have to reach high up the food chain He goes after founders of $1-$4 million companies He usually gets emails rather easily He gets decent answer rates on calls Data is the biggest thing You need good lists He manually builds his own lists Uses Seamless.ai He can't use their search function He needs a launch point Use BuiltWith to find software they use Find a Facebook Group It's hard to find these people who self-identify Realtors self-identify but use Zillow to see who is advertising so you're not just calling all Realtors Use Seamless to get all of their info Research team customizes the first line to complete the list Then clean the list to have good deliverability If you want to get into sales, reach out If you're not making great money in sales, reach out If you have a service or course or online delivered service, reach out You need to have a way to generate leads You can't just hire a salesperson and cut them loose and tell them to make it work Sales Growth Tools Mentioned In The Sales Podcast Get more Closers on your sales team
Professional Sales Tips you'll learn today on The Sales Podcast... We have a love/hate with social media What is social dynamic selling? He sells seminars Over a decade Lots of direct mail to fill the events High ROI with direct mail, especially if youhave a high-ticket offer Direct to consumer is a great industry for thismarketing model People buy what they want, not what they need Your marketing has to make them realize they want it He has his own insurance agency Related episodes and posts How To Influence 3 Tips To Become an Influencer In Your Space Who do you want to attract? How do you get someone's attention on social media? How do you get someone's attention in direct mail? Your prospect is reading your marketing letter as they stand over the trash can Fishing with corndogs Get your prospects on the hook and into the boat and then feed them healthy food But give them tempting bait Are they interested and conditioned to making decisions? I'm your best source for "more information." What do you need? Hearing "no" early is a win The direct mail to seminar model is the original funnel He has six metrics he tracks in response rates Each metric is a lever he can sharpen and improve You cannot manage what you don't measure There's nothing new under the sun Direct mail still has the best marketing ROI if you're selling high-ticket products or services." He's repackaging existing offers with a slight tweak and going to market The product or service is irrelevant You need to just figure out how to get it to the marketplace Be content but dissatisfied It's a blessing and a curse Initially he sold one-to-one He could sell bigger ticket items and get overrides, but he wanted even more leverage He learned how to sell one-to-many He learned how to leveraged his time There's a different form of influence when selling to a group Became an NLP practitioner, i.e., he attended one course Perception is reality We have to influence and shape perception We have to meet our prospects where they are This is not manipulation or force "No" is an acceptable answer You can't please everyone." Start with broad strokes and topics to get buy-in and then bring it down to brass tacks He's not a rah-rah guy driving people to the back of the room Know, like, and trust is alive and well The law of reciprocity is alive and well Most items for sale now are commodities Why should your prospects do business with you? Speak to the language they best hear The V.A.K. model Motivation vs. inspiration Motivation is external Inspiration is internal, it's "in spirit." Inspiration is internal. It's 'in spirit.'" Coaching vs. consulting Sales Growth Tools Mentioned In The Sales Podcast Get the book, "Intentional Influence" Visit Social Dynamic Selling
Professional Sales Tips you'll learn today on The Sales Podcast... "Never Sit In The Lobby" Stand up, don't play onthe phone, don't be talking, don't show up too early Be ready to engage when the prospect comes out Pay attention Like being a linebacker, keep your head on a swivel Related episodes and posts "Selling To VITO" with Anthony Parinello "The Sales Bible" with Jeffrey Gitomer 57 winning sales factors to grow a business and build a career selling Hired a book publishing coach to guide him through his writing He wrote 2,000 words each weekend because he couldn't do 500 words a day during the week The title matters an his book publishing coach helped him with the title as well The call book factor Always ask for a mini-tour Mini-tours are easy Always show up with something in your hand and something in your mind Always show up with something in your hand and something in your mind." Never fax the facts or ship the shit Greed-based learning Active listening vs. listening to respond Learn and practice empathy vs. sympathy and compassion Don't just be deflecting "Gratitude is a verb" Show your gratitude. Show you are grateful. Don't confuse marketing with selling Never fax the facts or ship the shit." "$10 million in diamonds." Sales Growth Tools Mentioned In The Sales Podcast Visit Glenn Poulos for more sales training tips "Never Sit in the Lobby: 57 Winning Sales Factors to Grow a Business and Build a Career Selling"