Katie Mullen is a professional speaker and founder of MMS Consulting. She has spent almost twenty years in sales, in industries ranging from insurance, to medical devices, to online media and even fundraising. In every industry, she observed that cold calling is very intimidating, even for the most seasoned sales reps, and most of them try to avoid it at all costs. She began to suspect that if we could just start thinking about how customers want to be treated, cold calling would be a lot less scary. If we could get inside their heads, what would they say? This curiosity led to a 3 year research project, where she surveyed customers in over 20 states and asked them the same set of questions: What are your pet peeves? What makes a sales professional stand out? What makes you want to avoid a certain sales rep? She then took the results of this research, combined with her many years of sales experience, and developed a sales training program and became a professional speaker. In this podcast, she will be sharing some important pieces of her training program, including customer research, tips and tricks, and even customer interviews. This podcast will help you gain confidence so you feel more comfortable picking up the phone to make those scary prospecting calls. After listening to this podcast, you will be able to start treating YOUR customers with the Golden Rule: Treat them they way they want to be treated!
Today we are switching things up and having a conversation about the intermittent fasting lifestyle for sales reps. Gin Stephens is the author of Fast. Feast. Repeat. (2020), an instant New York Times and USA Today bestseller, andDelay, Don't Deny: Living an Intermittent Fasting Lifestyle (2016), an Amazon #1 best seller in the weight loss category. Gin has been living the intermittent fasting lifestyle since 2014. This lifestyle shift allowed her to lose over 80 lbs. and launch her intermittent fasting website, four Facebook support groups, four self-published books, and two top-ranked podcasts – Intermittent Fasting Stories, where Gin talks to a variety of intermittent fasters from around the world, and The Intermittent Fasting Podcast, with cohost Melanie Avalon. In this episode, she gives his insights on: What intermittent fasting actually is but why she wishes it was called intermittent eating. Why so many people found the intermittent fasting lifestyle a natural fit until society told them that breakfast is the most important meal of the day. Unpacking why we are not designed to eat breakfast first thing in the morning. How we can take back control of our health with intermittent fasting. My own experience with intermittent fasting while traveling and on the go. How eating so early in the morning can awaken the Hunger Monster and we find we just can’t stop throughout the day. How intermittent fasting has helped Gin lose weight and maintain a healthy weight. First steps you can take when beginning an intermittent fasting lifestyle including her 28-Day Fast Start. You will enjoy hearing Gin's insight as she is basically the Queen of Intermittent Fasting and explains why it’s possible for anyone to follow this way of eating. Be sure to follow me for more podcast updates! Connect with Gin Stephens via: LinkedIn Instagram Twitter Facebook Delay Don’t Deny Intermittent Fasting Support Facebook Group Delay Don’t Deny Advanced Support Facebook Group Links: Drift MMS Consulting (My Consulting company) Contact me by email: kmullen@mms-consulting.com Connect with me on LinkedIn My Youtube channel
In this episode, Katie will introduce you to the world of medical devices, and help you start to learn everything you need to know to get that dream job as a medical device sales rep.
Why should you be sharing video messages especially now in 2020? Discover how video messaging will help you stand out in the competitive world of sales. Morgan is a Director of Execution and Evolution at JB Sales, focusing on delivering training to sales development teams to enhance their skillsets and performance. In his previous role, Morgan was the Sales Development Manager at Terminus where he managed a team of 13 SDRs to help B2B marketers do account-based marketing at scale. Morgan joined Terminus in early 2016 and helped scale the company to become the fastest growing startup in Atlanta. In addition to his role at JB Sales, Morgan produces his own YouTube series, The SDR Chronicles, with more than 100 videos providing SDRs with motivation, advice and tactics. At only 25, Morgan has been named one of the “Top 50 Sales Leaders to Follow” by LinkedIn, and a “Top 25 Sales Development Thought Leader” by Inside Sales. Morgan’s work has been featured in Forbes, Sales Hacker, the Hubspot blog, and the Harvard Business Review. In this episode, Morgan brings his expertise as a Sales Development Manager and gives insight on: His career origin and why he chose the path as a Sales Development Manager. Why you will stand out against the rest of your competitors with video messaging. How to get started with video messaging if you’re feeling intimidated by it. The secret sauce for making a successful video including what types of videos you should make and how long the video should be. Why 5 is the perfect number of videos you should be making a day. Why you don’t need a fancy device or studio to make these videos. His favorite platforms for sharing videos with his audience. Specific success rates he has seen with his sales cycles, emails, and deals. What your video background should look like and what you must avoid. What split and A/B testing are and how to use them to your advantage. His favorite tools to help enhance your video if you want to invest in them. Links Drift MMS Consulting (My Consulting company) Contact me by email Connect with me on LinkedIn Zoom (For virtual meetings) Microsoft Teams (For virtual meetings) Connect with Morgan Ingram via: LinkedIn Facebook Instagram Twitter YouTube
I'll see you after the Thanksgiving holiday!
It’s no secret that many customers end up with funds that they need to spend at the end of the year. What can you do to increase your changes that YOU’RE the lucky one they pick to spend their money on?
Sales reps MUST have a healthy and growing funnel. Are you missing out on a huge opportunity by not doing this ONE little thing?
In this episode, you’ll hear from Tiffany Mullen. She is heavily involved in choosing vendors and medical devices from a clinical perspective, and she shares her insight and advice.
In this episode, Katie gives six great ideas of what to do when the customer starts ignoring you in the middle of the sales process.
In this episode, Katie interviews Julie Hansen, who is an expert on creating the best possible online camera presence, using the right technology, eye contact, and more!
In this episode, Katie explains how to really impress customers – by doing your research and personalizing your first touch.
In this episode, you’ll hear directly from customer Steve Wanty, who will share his insight from a customer perspective on important topics such as virtual meetings and presentations, avoiding pitfalls of the sales process, supply chain pet peeves, and more.
In this episode, Katie will share some customer research to help you give a really good presentation. Or at least how to stop annoying the customers.
In this episode, you’ll meet another customer, Kenny Brown. Kenny is a technical buyer, as the manager of the Biomedical Department at a large hospital, and he shares lots of pet peeves and the ultimate story about what to avoid in sales if you want a customer to like you.
In this episode, Katie Mullen explores an important step in the sales process: getting past the gatekeeper. She shares several strategies for how to get into the C Suite, as well as lower level management, strategies proven and tested over many years through thousands of calls.
Chris continues his insight from the previous episode, including advice for giving presentations, his advice on how to nurture a solid partnerships, pitfalls to avoid, LinkedIn advice, and more.
In this episode, you’ll hear directly from a customer who is heavily involved in millions of dollars in vendor purchases every year. He shares invaluable insight about everything from the initial call, to Zoom calls, to pandemic trends from a customer perspective, to his pet peeves. The information he shares is so insightful, we had to break into two episodes!
In this episode, Katie explores the true “cold call”. That scary moment when you pick up the phone to introduce yourself to the customer for the first time. She share some of the top customer pet peeves. She will also share tips on how to avoid these and ideas on the right thing to say.
Your host, Katie Mullen, introduces the podcast. She explains how in this podcast, you’ll be hearing directly from customers, so you can learn their pet peeves, likes, and dislikes. Katie shares her background and how she can help you every week by bringing you fresh content and sales tips, directly from the mouth of the customer.
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