Monday Morning Motivator

I’m excited for today because I’m revealing some of my first findings in the study of Sales Musicology - Sales Musicology is the study of the musicality of sales.    How can you harness the transformative power of music to make your wildest sales fantasies come true?    This first experiment is on Volume.     Volume is just one of the many elements of music, but it has an effect on how a song makes you feel. With the same words, chords, and pitches, volume, that is, playing loud or soft, can completely change the mood.    I wondered, what does volume look like in a successful sales conversation versus an unsuccessful one?   So I took three of my reps who all sell the same product and use the same exact script and compared just the volume of their conversations by stripping the audio from their Zoom recordings and uploading them to SoundCloud.     This video will share my findings and then end with a little song as I do.    If you want to try this yourself, you can record your sales call in Zoom (which I recommend doing all the time for self-review and legal reasons if you are collecting payment). Once it’s recorded you’ll find it in “Recordings” in your Zoom.us account. Click on the title of the meeting to open it so you can download just the audio. It should download as a .m4a file. Then go to Soundcloud.com Accounts are free for a couple hours of storage. Click “Upload” and select your .m4a file. Select “Private” and Save. When you’re track is ready you can view it under your profile under “Tracks.”    P.S. Here are two ways I can help you right now with sales: Download my Free Script - It will guide you through the 8 Step Code for Converting Leads to Sales:  freescript.jpmpartners.com Join me on a complimentary Selling Acceleration Audit where I’ll draw your custom Sales Blueprint for FREE. See if you qualify here: audit.jpmpartners.com    

In this week’s Monday meeting we are unveiling the Musicology of Sales! It’s more than just a trick or a sales tactic. It’s a mindset and a movement.  It’s about taking your sales to the next level - where you thought they could never go.  Book some time to find out more about unleashing your rebel artist voice to make more sales: jpmconsult.youcanbook.me I’ll let the lyrics speak for themselves: You’ve got the basics The ABC’s, the Do Re Mi’s The techniques they keep on teaching you But you know it’s not enough ’Cause you’re stuck You just want to put up your fisticuffs You’re just ordinary, following the rules. But extraordinary sounds so much more like you! You need the Musicology, Musicology, Musicology of Sales. It’s the art, it’s the beauty, it’s the creativity, It’s the soul, it’s the rush, it’s the Musicality It’s the bridge from where you are, to where you want to be It’s the Musicology of Sales. If your sales are in a slump, can’t get over the hump You’re getting it ghosted and it feels like you just got dumped You gotta let the basics go, and get into the flow You gotta let the rhythm move you like an Estafan Show It’s a science, it’s an art, it’s from the head, it’s from the heart It’s biology, psychology and human anthropology It’s Sales Musicology, Sales Musicology, the Musicology of Sales So put on your glasses and study with me I’ll take you on a ride to where you want to be Like a song can change your mood Your customers will be subdued.. By the Musicology of Sales!     Have a great week!Jessica Magoch © JPM Partners, LLC   

This week we are joined by Donagh Kiernan to talk about winning over channel partners! Find the answers to these six questions, and more, in our conversation: Why are channel partnerships important and why should we care about them? Are you the right fit for channel partnerships? Are you ready for a partner? Does the partner have the right capabilities? Can they motivate? Do they have relationships with decision makers? Will channels work for you product? Will you proposition help partners meet their plans? If these questions resonate with you, book your Partner Program Diagnostic https://bit.ly/PPDMay20 for 30 mins for a fresh perspective on your Partner Program.   Have a great week!Jessica Magoch   © JPM Partners, LLC 

It’s even more important to get your creative juices flowing now when we face the challenges we have today. Being creative and on your game is important in sales.  My secret is meditating every day for 10 mins. Meditating in the morning enables you to do the following: Tap into your intuition Quiet your inner critic Move into the parasympathetic nervous system - the calm state Check out the video for tips on how to meditate and boost your creativity, intensify your intuition, and develop unsurpassed problem-solving skills & solutions.  If you are not already with us in The Selling Rebellion, join us at https://www.facebook.com/groups/thesellingrebellion/ We take a mind, body, and soul approach to growing business. And if you haven’t already, grab your 8 Step Code to Convert Leads at freescript.jpmpartners.com

Especially in times like these, when we are stuck at home during quarantine, it is even more important to be thankful for what you do have. What you focus on expands, so if you constantly focus on failures, you will continue to struggle. But focus on your wins, even the little ones, you will keep moving forward. This week we go over why it is important to celebrate and how it helps you reach your goals. Find out more in this weeks Monday Meeting. If you are not already with us in The Selling Rebellion, join us at https://www.facebook.com/groups/thesellingrebellion/ We take a mind, body, and soul approach to growing business. And if you haven’t already, grab your 8 Step Code to Convert Leads at freescript.jpmpartners.com   Have a great week!Jessica Magoch   © JPM Partners, LLC

This week we’re talking about how to not come across as desperate in sales calls. This is especially important when times are hard.  Here are some ways to control your ego and let your higher-self do the talking: Put yourself in the right state. Meditate or get your blood flowing. Put the focus on helping the customer. Detach from the outcome and lean into objections instead of being thrown off by them. Do not project your number ahead of time. You never lose a sale because you never had it in the first place. Project outcomes by conversion, instead. And don’t forget, join us in The Selling Rebellion: https://www.facebook.com/groups/thesellingrebellion/   Have a great week!Jessica Magoch   © JPM Partners, LLC

This week’s Monday Meeting is about being wordy. And I am not talking about using too many words - I am talking about how we use words in the English language. Did you know that the English language has 500,000 words? The average person’s vocabulary consists of only 2,000 of them and their habitual vocabulary is made up of 200-300.  So I want to challenge you to see how you can use words to improve sales copy and naming products. Pull out the thesaurus and see how you can say it better. The most powerful words are the emotional ones - after all, people buy emotionally. And don’t forget about literary devices, such as onamonapia, rhythm, and rhyming, to make your language more interesting and appealing. Sometimes all you have is your words Look out for a list of emotional words later this week. Grab my FREE SALES SCRIPT: 8 Steps to Convert Leads to Sales (without being icky or pushy): freescript.jpmpartners.com     Have a great week!Jessica Magoch   © JPM Partners, LLC 

Times like these call for two things: Something longer than ten minutes Fun! So instead of our regular Monday meeting, we are going to have two Virtual Sales Training Parties this week! Tuesday, 2pm: for founders who sell - 5 things you can do without being icky or pushy to increasing closing rates Friday, 12pm: for  founders with sales teams - 5 ways to accelerate your sales during a recession by motivating your sales people and introducing structures so they perform at optimal levels, now. Register here: https://zoom.us/meeting/register/uZAkc-mhpzsrYbQhkYDeSmth47m616P7Ig?fbclid=IwAR0X4Aid_nI-lTlp6XOi3F60bNOO6bIE5G23mzfKHDfCpr3XmuRp1HCusco Don’t forget to bring a beverage of your choice! And for those of you who need something a little more light hearted, here is a music video I put together with my kids - Covid-19 blues: https://youtu.be/Ak49QpciRLY   © JPM Partners, LLC

Can you be making sales right now and what should you be doing? Here are three things to evaluate to navigate selling at this time: Is your product valuable? Do you believe in it? Do you have the right mindset? Are you confident in the value you bring to your clients? Are you keeping up with existing and past clients? Its not just about gaining new clients but retaining existing ones. Want more? I’m opening up my calendar for the next two weeks for complimentary 30 mins strategy sessions to help you navigate the current climate. I usually charge $197 for these but I want to be there for you. If you’ve hesitated to reach out on the past, now’s the time. Just click here to a schedule a Discovery Call: jessicamagoch.youcanbook.me   Have a great week!Jessica Magoch   © JPM Partners, LLC

What are you doing with your two weeks? How are you going to spend your time?  Business is going to be slow, so now is the perfect time to up your sales game. Here are some resources you can take advantage of:  1) Free script with an 8 Step Code to Convert Leads to Sales (freescript.jpmpartners.com) 2) Create an action plan to accelerate your sales (closingblueprint.jpmpartners.com) These are some of the same tools that helped Social Tenacity improve their closing rate by three times, CentralFX improve their face-to-face closing rate to 100% and 75% after discovery calls, and gave Mogul Inc explosive results.   Have a great week!Jessica Magoch   © JPM Partners, LLC 

This week we are honoring Brooke Elder at Social Tenacity, where she has programs to teach people how to excel at network marketing and building a brand. What we’ve accomplished (so far): Tripled the closing rate (from 10%-30%) without spending more on marketing How we did it: - Evaluated the sales team, sales pitch, sales process, and accountability standards -Consolidated the sales team from six to three salespeople (sometimes less is more) -Added visual elements to the presentation (originally all over the phone) - Moved calls from phone to face-to-face over zoom.  -Ensured six minutes (10%) was spent building rapport during every meeting -Added in a pre-close  -Adjusted qualifying questions; based on 5 elements needed to qualify and created an environment for them to say yes after the presentation You can find out more about Brooke at socialtenacity.com and don’t forget to grab your free 8 step code to convert leads to sales from me at freescript.jpmpartners.com  Yes, it’s the same framework we use for Social Tenacity’s team!   Have a great week!Jessica Magoch   © JPM Partners, LLC

I love sharing systems and building a sales machine, but today I want to share with you something that kept coming up in coaching calls this: Overselling. Here are some of the key takeaways from this week: -You don’t want your sales presentation to plant objections in your customer’s mind. Information intended to overcome objections before they happen can cause the very doubts you are trying to prevent. -If the client has said yes to the sale, advance to the close as quickly as possible. -If you have made the sale and gotten a “yes” from the customer, proceed with the closing process, such as an application. Don’t wait for the client to tell you what the next steps are. Questioning if the customer is ready to proceed is inviting them to doubt their decision to move forward. -The bigger question to ask yourself is, “Why am I overselling?” What doubts to I have that I’m assuming my clients will have? What work do I need to do to be more confident selling this product?”  If you have doubts about your product, the first person you need to sell is yourself!   Have a great week!Jessica Magoch   © JPM Partners, LLC 

This weekend I earned my Second Degree Black Belt, so I thought I’d leave you with some lessons from karate that translate well to sales: Practice - How are you training to accomplish your goals? Don’t experiment with your client. The best feedback is getting hit in the face. In other words, the best feedback you can get is a client’s reaction. You need to be aware of it to refine your process.  Protect yourself first, so you can deliver the best service to your client.   Have a great week!Jessica Magoch   © JPM Partners, LLC 

You have your scripted strategy and your playbook. Now it’s time to get some salespeople on board. Here are four things to look for in sales people: Character: Who are they as a person? Do they have the moral and ethical values that match your company? Personality: If this someone that you’d hang out with? If they can’t convince you of that, how will they build a relationship with your clients? Work Ethics: How long did it take them to respond to messages? Did they show up early? Did they use correct spelling and grammar? Emotional Intelligence: EQ over IQ. Sales is about making an emotional connection with the client’s problem. Even more so for complicated products, the salesperson’s job is to simplify the messaging and connect to pain points. To find out more about our sales assessments, contact:  jpmpartners.com/contact

We all know the dreaded feeling of call resistance - that innate fear of picking up the phone; of being rejected. Here’s a step-by-step plan to get you into action: Schedule it in: Put it on your calendar! Get yourself in the right mindset: Get over that fear of rejection by visualizing a positive outcome. Remember you’re there to help people! Prep ahead of time: Make as many calls as possible without putting the phone down.  Batch your work: Get your calls over within a certain time period Move your body around:: Keep that energy and positivity going, and your clients will hear it! Call people you know aren’t going to answer first: Get in the groove. Be very comfortable with your script: Get comfortable with your script so you don’t sound scripted Give yourself a time limit: don’t do anything else until you are finished; shoot for little chunks with breaks in between. Turn off your mind & take action: just do it! Reward Yourself!     Have a great week!Jessica Magoch   © JPM Partners, LLC   

When I started JPM Sales Partners, I wanted to build commission-only sales teams for start-ups. Instead, I was helping with general recruitment and sales strategies. These were all things that aligned with my skill-set and know-how, but were not in the direction I wanted to go. People were telling me I should say no to these opportunities and keep my eye on the prize, BUT: -Go with your first instinct - if it is to say yes, go for it! -Even if you know where you want to end up, you don’t always know what is going to get you there -Even if you aren't going in the exact direction you wanted, it‘s probably somewhere good -The more opportunities you say yes to, the more opportunities will come your way (say no enough and opportunities will skip you over) Start saying yes to things that fall into your lap and see what happens. After all, that‘s how I got here, and I would say it‘s pretty great!   Have a great week!Jessica Magoch   © JPM Partners, LLC

It’s been a year of Monday Morning Motivator Meetings an its time for a recap: This year we made fifty-two, yes FIFTY-TWO videos That‘s five hundred twenty pieces of content across social media channels to help eager sales managers looking to improve skills and learn We reached countless viewers and generated content for potential clients to learn about JPM Sales Partners But it's more than that! It was a commitment to making one video every week on Monday morning. So this week‘s Monday Morning Motivator Meeting is about being present - being on time. Being on time is the first sign of a good team member. It shows respect and commitment to the aims and goals of a sales team. And it is part of the first impression that you make to a customer. So don‘t forget: fifteen minutes early is on time, on time is late, and five minutes late you are forgotten! And here is the position I mentioned: https://www.linkedin.com/posts/jessicamagoch_a-very-reputable-company-in-my-network-is-activity-6625157980239257600-JC0T   Have a great week!Jessica Magoch   © JPM Partners, LLC 

Heyyy!!  This song was requested again so I thought it was time for an updated version. Cheers to 2020 and reaching your sales goals!   A New Year’s prayer for the females and males  In the honorable, ne’e ornery profession of sales.   CHORUS: This is my vision for you: That all your dreams come true.  Happy New Year to you.    It is my mission to get you more commission  to decrease your attrition, make your dreams come to fruition.  So, let your suspicion go,  permission given to Musician erudition in this holiday rendition.   May you bleed the A leads and forget all the B’s After all this year you’ve done all of those good deeds.  May your prospects treat you with the utmost respect.  May you connect and resurrect even those that were X-ed.    CHORUS    What will you do when you reach your quota? Take a trip to Sarasota? Buy yourself a new Toyota?What? You don’t care one iota?  Banish thee to the cold-calling corner!   May your bonuses come with no slownesses Your renewals like jewels without cruel duels.  And your increased revenue make you scream Yahoo! In your kazoo that you bought down in Kalamazoo.    CHORUS   Let me reinforce: There will be no buyers’ remorse They’ll ne’er endorse to outsource like a painful divorce. And chargebacks, like a hack to your back a full blown heart attack,  They’ll steer clear of your rear in the coming New Year.    CHORUS   Beat by:  Chuki Beats http://www.youtube.com/user/CHUKImusic   Have a great week!Jessica Magoch   © JPM Partners, LLC 

Happy 2020! I got so many requests for a tutorial on how do I build my beautiful vision board on Canva that I decided to share my screen with you and show you exactly how I did it!  A vision board is a visual representation of your goals, objectives and intentions.  You can call it whatever word works for your mindset, but the purpose is the same: If you don’t define your future, someone else will. So decide what you really want and create a visual vision board to see it every day.   The wonderful thing about vision boards is that as soon as you create an intention, you actually send out vibrations to make it happen. Call it woo-woo, it’s woo that works. I shared my vision board last week and already 3  things are checked off because people saw them on my list and knew they could help! You do not have to know HOW to get to your goal to put it in your vision board. Unlike a professional business, you do not HAVE to have a plan to get there. Sometimes you won’t be able to predict how visions come to reality, but that doesn’t exclude them. If you have a vision and you know how to get there, you can include more actionable tasks under your goal. For instance, if I want to gain 10,000 email subscribers, and I know my conversion rates, I can work backwards to know what my ad budget needs to be to get to that annual goal.  Here is a link I have for you to try Canva. I get rewards for sharing it and it’s my favorite tool so of course I will! https://www.canva.com/join/bistro-variety-ping   Have a great week!Jessica Magoch   © JPM Partners, LLC 

Well, 2020 is upon us and it’s time to start getting better results in your sales.  Here are 5 things you’ve just gotta stop doing in 2020 to watch your sales soar:  Sending generic LinkedIn Messages - If your LinkedIn message can apply to anyone besides the person receiving it, it will get deleted.  Sending generic emails: If your prospects are getting inundated with emails, what makes yours different? Missing the UNIQUE in Unique Value Proposition: What is unique about you? What do you have that your competitors can’t claim they have? Impersonal cold calls: The first step in cold calling is making it warm. You do that by starting a personal conversation with your prospect that they care about. You find out what they care about by researching them first.  It’s an upfront investment that brings more deals later.  Surprising your customer: This happens when you give unqualified presentations. Make sure your customer is qualified for your product and that they can say yes after the presentation. Otherwise, you end up in the fatal follow-up funnel. Good luck with that lol.   I guess my point to all this is, don’t do things that seem more efficient that cost you results.  In the end, it’s the results that matter. Be professional. Make every prospect the most important prospect of your life. Your bottom line will thank you for it.   Have a great week!Jessica Magoch   © JPM Partners, LLC 

Argh! I’m sharing something today that has me all kinds of riled up! It’s a method of amateur selling  - taking shortcuts; choosing “efficiency” over “profit.” It goes back to a mantra my dad used to repeat to us five kids growing up: “ A shortcut isn’t always a shortcut.” Meaning, there are times for automation, and there are times when automation will bite you in the butt.  At the end of the day, all that matters is results, so if your results are average or less than average, it’s time to step it up.  Let me frame this with most average sales organizations are taking short cuts, so this method is not popular.  Most people will disagree with you. And most people are average.  But when you invest the time to do things right, you’ll reap more profits later. The five minutes you spend to prepare a cold call or cold email is going to slide you to the top of the other 100 messages they’ve received that day.  I’ve shared a few of my best tips in here so you can stop being an amateur and transition to a world-class sales team.     © JPM Partners, LLC   

People often ask how I think an art background helped me in sales.  Then I thought about all the artists, graphic designers, fashion designers, musicians and actors I’ve known that are highly successful salespeople.  So today we’re going to take a break from the process of selling, which is valuable in itself and move into the art of selling which is much more interesting, authentic, and will bring some joy back into selling this year.  Think about some of your favorite songs and movies. They all moved you or changed you in some way, even in a short period of time.  Selling is similar; when you get someone to take action, it’s because they’ve changed in some way, and you are the catalyst for it.  So, similar to a song or a story, there is a structure that will help you, which I’ll talk about today.  Finally, we’ll touch on the importance of silence in selling as well as sales. I challenged myself to 52 weeks of live Monday meetings, and we have just 4 left!  Going forward, I’ll be jumping in live at will and on a whim, so you’ll need to subscribe to my YouTube channel and/or join one of my Facebook Groups so you can get notified when it happens! Have a wonderful holiday!Jess   © JPM Partners, LLC 

There is an epidemic sweeping the nation.  Every entrepreneur or salesperson I coach who is having a challenge leveling up is because of one thing: dreaming too small.  They’re satisfied with the status quo. They’re satisfied with goals like, “Be debt-free.” “Buy a house.” “Save for retirement. Send my kids to college” Who cares?  Yes, those are minimum necessities.  A house. A car. Food. Education. But the only person who cares about them is you.  Your clients don’t care. Your friends don’t care. The universe doesn’t care. Guess what? I’m pretty sure you don’t care that much, either.  If you have to wait another year to pay off your debt or buy a house, who cares? How much is it really going to hurt anyway?  That’s exactly why you’re stuck in the same rut over and over again: your dreams are small so you’re playing small.  No one is going to play big to reach small goals. Makes sense, right? No one’s going to make one more phone call, start one more conversation, send one more email, for small goals.  Do you think big goals just fall out of the sky onto people who were dreaming small? Nope. Cause even if they did, they wouldn’t recognize it was for them and would turn the other way. So this year, it’s time to LEVEL UP. You are not serving ANYONE, especially YOU buy playing small in 2020.  We need you to bring ALL of you to the game. I’m taking one 1-1 client for February. If you want in, we need to start talking now. jessicamagoch.youcanbook.me   Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The TechSellerator © JPM Partners, LLC 

I love this post I saw on Facebook about how Marilyn Monroe helped Ella Fitzgerald in her career. It’s an example of how successful people help others freely and that success is not an independent journey… This Thanksgiving and Holiday season is a balance of giving and receiving.  If either is out of balance, you will feel depleted, sick, depressed and anxious. My yoga teacher used to call it “emotional constipation or depletion.” We’re either giving too much and feeling depleted because we’re not open to receive, or we’re taking more than we’re giving, which leads to emotional constipation of sorts.  It’s a great balance to be aware of this season to stay healthy physically and emotionally but also applies to sales. If commissions and sales are the gift, the part we receive, then the sales consult and sales process has to be in the spirit of giving. If you think of prospecting, following up, and selling as giving, rather than asking for something, you’ll feel less anxious and more available to listen and advise.    People who say, “I hate selling,” are really saying, “I hate asking people for money.” They have missed the part about helping and being of service. They are simply approaching it with the wrong mindset. Don’t sell, help. And never sell something you don’t really believe in.    I also share a great exercise to do with your team called $100 bills to practice this mindset. 

A CEO Mindset isn't just for CEO's: you can be an employee and operate at a world-class level with a CEO mindset, or you can be struggling CEO because you're still operating with a status quo mentality. This exercise will develop your own world-class standards of performance:   Below are mindsets typical of the status quo, and thus generally accepted as true in our society.  Next to each, write how you think the “world-class” thinks or behaves differently. The answer is not always the “opposite;” you need to think outside the box. There is no correct answer.  These are the standards you are creating.   Share these Standards of Performance with your team so you can work toward the same vision by creating a visual representation at wordclouds.com Salary = Security Work for $$ Work happens M-F 9-5 Save for the future Own a home Be a millionaire Little Risk = Little Gain Failure = Defeat Task-Oriented Follows Systems Limited by Time, $$ Follows Rules Works Hard Boss determines income Institutional Education Plans for next week, month or year Minimum Standards “Money is the root of all evil” “Every man for himself” “I can’t afford it”  “I don’t have enough time” “I can’t” Successful people are lucky Rich people are greedy Work 30 years and retire at 65 Have you grabbed my latest freebie yet? It's my very own high converting sales script: The 8 Step Code to Convert Leads to Sales. You can get it here: freescript.jpmpartners.com     Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code © JPM Partners, LLC   

How good are you at listening? I’m going to give you a little test to find out. Grab a paper and pencil and join me now!  Instructions:  Draw a horizontal line from left to right.  Draw another horizontal line from right to left either above or below the first line. Draw a vertical line from top to bottom connecting the two horizontal lines. Draw another vertical line from bottom to top.  What did you come up with?  If your instinct was that you needed to ask more questions to get the right shape, then your instincts are correct.  But then why don’t salespeople follow them in sales meetings?  Often there are just one or two questions asked and then, boom! here comes a 30-minute demo.  When you ask the customer questions, lots of questions, you have all the information you need to sell them what they want to buy, so that you can actually keep your demo to just five minutes of totally relevant information.  (You’ll notice that customers never ask “How do I log in?” which is how most demos start… ) This also helps tremendously when getting objections so you address the correct question or concern. Customers will often surprise you with the answers to your questions. What was the biggest surprise you’ve had?   Have a great week!Jess © JPM Partners, LLC 

What is a Signature Selling Style Guide?  It’s something I developed for my students to help bring more authenticity to their sales process.   It can be difficult to take all the bits and pieces you receive about how to sell, how to overcome objections and how to close and align them with you are you so that you can be a powerhouse sales closer without sacrificing your integrity. .   In this week’s video, I take you through how to Create your Signature Selling Style Guide in just under 10 minutes...  It’s something you’ll have for a lifetime that will guide you on how to sell in a way that aligns with you and your values… Everyone will have a different style guide, so it would be unfair to me to dictate what authentic selling is…  It’s just that AUTHENTIC …  Which means UNIQUE to you.  Jump into the video and then share your results in the comments to declare the kind of entrepreneur or salesperson you REALLY are! Resources mentioned: https://www.wordclouds.com/      © JPM Partners, LLC   

Melinda Elmborg of StartupAction.co is here for the last segment of our series!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #3:  Broken Metrics and OKR’s You need to make sure that your users are doing what you want them to do. Most companies have massive amounts of data but don’t know what to do with it. Good metrics help you make good investment decisions.  Melinda explains how to automate your metrics with her favorite tools and filter and focus them across your entire team to have key results and objectives (OKR’s) RESOURCE: > Measure What Matters

Melinda Elmborg of StartupAction.co is back on the show today!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #2:  Going to Market without Product - Market Fit Sometimes when startups have too much money, they will launch sales and marketing and, without product-market fit, will keep putting money in the wrong place.  Like a bucket with holes, you won’t be able to get conversions with more ads or more sales meetings.  Melinda explains how to make sure you have product-market fit and shares a great story about how a company learned this the hard way! You can grab some of Melinda’s free resources and find out more about her accelerator here:  Resources.startupaction.co Stay tuned for Mistake #3 next week!  And if you missed mistake #1, you can grab it here.     Have a great week!Jessica Magoch CEO, JPM Sales Partners © JPM Partners, LLC

So delighted to have Melinda Elmborg of StartupAction.co joining us today!  Melinda is a former VC who was frustrated and tired of saying “no” to startups she knew she could help.  So she started a virtual accelerator, Startup Action, to help startups get the launch they need, even without outside funding.  Today she shares Mistake #1:  Innovator’s Bias Innovator’s Bias is creating a product with blinders on and not consulting with customers. When you refuse to listen to the market or try to hide your product until its ready to launch, you run the risk of building something innovative that no one needs.  Melinda explains how to speak to customers in a way that will get you the information you want and share a neat story about Zapier’s model to address this.  Though this step may sound obvious, it’s the #1 often missed when she interviews startups for funding. If done properly, it will also tell you exactly what your market needs to hear in order to buy.  You can grab some of Melinda’s free resources and find out more about her accelerator here:  Resources.startupaction.co Stay tuned for Mistake #2 next week!     Have a great week!Jessica Magoch CEO, JPM Sales Partners © JPM Partners, LLC 

Hiring a new rep can be very expensive...up to $30k when you consider recruiting, training and onboarding costs…  But sometimes it’s not the salesperson that’s the problem…  So before you fire or hire your next salesperson… watch this and ask yourself these questions: Accountability and Activity Standards:  Are there clear activity standards? Is there accountability to those standards? Do my reps know exactly how much activity they need to do on a daily basis to get results? Are we following up at least 12 times with each prospect? If nothing else changes, more activity yields more results. Sales Process: How do my closing rates compare to industry standards? Is my team averaging 50%? Are my top performers at 80%? If not, then there’s room for improvement in my sales process.  Coaching: What kind of coaching are my reps receiving? Are they being challenged on mindset hurdles? Are we providing training AND coaching?  Compensation plan: Does my comp plan reflect our goals? Does it give top performers a reason to stay long term? Salespeople learn to game the comp plan early on, so make sure yours is designed to be win-win and get both of you where you to go…  The fastest way to get an answer on these is to hire an expert like me, who can diagnose the problem and make recommendations.  Reach out at http://jpmpartners.com/contact to start a conversation.      Have a great week!Jessica Magoch CEO, JPM Sales Partners © JPM Partners, LLC

Most software demos are long and boring. After studying hundreds of demos, I’ve found you only have 5 minutes to prove you can solve their problem. Here are 5 tips to help you do that: The demo is not a tutorial: Save that for on boarding.  This is not the information they need in order to buy, and you’re missing the parts that matter to them.   The Demo is part of a larger presentation: Your presentation should be a story that brings the buyer on a journey from their problem to your solution and the demo is simply the culmination of that. Keep it simple: Even if it’s a complex product. Highlight their 3 biggest pain points and how your software solves them. Only sell your customers what they are buying right now.  Use Screenshots instead of a live demo. Don’t be afraid to use screenshots. They serve the same purpose and perform faster.  You can always pull up a live demo during the Q&A if they ask to see something outside of your planned presentation.  Leave plenty of time for Q&A: A 5-minute cap on the demo will ensure that you have plenty of time for Q&A. Show the customer the parts of the program that are most beneficial to them, and then let them guide the rest of the demo with their questions.  This is one of the many things I teach you how to do in my coaching program.  Send me a message if you’d like to learn more!     © JPM Partners, LLC   

Goal setting is a farse. It sounds logical, but success is illogical.  The reason why income goals don't work is because they’re all about the money the person is making and not about the problem they're solving or the people they're helping. Success requires many people working toward your vision and if your vision is just your personal income goal no one else is excited about that except you.  Goals inherently make us focus on what we DON'T have which attracts more of that (lack). When someone obsesses on an income goal they're constantly reinforcing that they don't have it.  And if you don't believe you are already capable of achieving that goal, it doesn't matter what effort you make, your outside world will always be a reflection of your inner world. We create our own reality based on what we believe. Even if you gain money it will escape you because you don't think you're worthy of it. However, if you set an objective that goes beyond your own desires and needs, other people will rise up to help you achieve it and the money is a byproduct of achieving your objective, not the end goal.  It's like the limit in calculus (this is the only real-life application of calculus I've ever used! ) X and Y can approach the limit, but the limit can never actually be reached. I see goal setting as the same thing. As soon as you set the goal, you are establishing your limit.  So, call me crazy, but I might be the first sales coach that ever told you to stop focus on closing sales. (Don’t mistake that for not asking a closing question!). Focus on your big mission, your big goals that go beyond your personal income and the income will be a byproduct of you achieving that goal is larger ways you could have imagines yourself.   When you're ready, come join me for a custom closing blueprint, for just $1: closingblueprint.jpmpartners.com

I was Dean at the #MogulX Conference, the largest conference for millennial women and here’s what I learned: COMMUNITY: Craving independence and the transition from university life can be lonely, leading to depression and anxiety, so women are craving connection and community. They find that mostly on social media which can have its own challenges like…    AUTHENTICITY: On social everyone’s putting their best foot forward, which isn’t inherently bad, but can make the world feel even more lonely as people are hesitant to talk about their real problems publicly.  They crave authenticity from influencers but at the same time are tempted by the newest beauty tutorial because balancing authenticity with outward expectations is challenging.    PURPOSE: Millennial women are multi-passionate which can lead to confusion as to what they were “meant” to do. Phrases like, “Side-hustle,”and, “Passion-Project” imply purpose is something you do outside of the regular workday, which is why work is stressful and anxiety producing.   Balancing it all seems impossible when they’re seen as independent of one another..   -Strive to find work that aligns with your purpose or find purpose in your work.  -To find authenticity, find it in yourself first.  What feels right for you?  -And finally, find a supportive community. OnMogul is a great place to start. Then be the voice of what you want to hear more of in that community.        Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code

Robert Kellner joins me again to talk about his groundbreaking new method for generating leads, Karma Calls. You can learn more about Rob’s story and what Karma Calls are all about in Meeting 33: jess.tips/33 In Part 2, Rob reveals his 4 step method for Karma Calling.  He’ll explain how you can break down barriers and connect with people immediately with these four steps:  Gratitude  Curiosity Empathy Energy We have two more lessons where we dive deep into these concepts and help you script our your Karma Calls for the members of our Sales Launch Code community. You can find out more here: www.saleslaunchcode.com Let me know what you think and if you want to hear more from Rob! You can connect with him directly at roberkellner@live.com or https://www.linkedin.com/in/robert-kellner-a5310a/ to work with him one-on-one. Have a great week!Jessica Magoch   © JPM Partners, LLC 

I’m so fired up to have Robert Kellner on my show to talk about his groundbreaking new method for generating leads, Karma Calls.  Rob and I connected on LinkedIn and I immediately knew he was different.  Turns out Karma Calling and The Spirituality of Sales are all you need to bring in the right clients in an authentic, predictable way, so we make a great team! Do not miss this one!  In Part 1, Rob answers “What is Karma Calling” and how he came to develop the method as an Uber driver.  It’s based on some of the Laws of the Universe that are already working for you, even in sales, if you have the right intention.  Let me know what you think and if you want to hear more from Rob! You can connect with him directly at roberkellner@live.com or https://www.linkedin.com/in/robert-kellner-a5310a/ to work with him one-on-one. In the next meeting, we’ll dive into exactly what the four-step method is. Stay tuned! Have a great week!Jessica Magoch   © JPM Partners, LLC

Two weeks ago I talked about the 6 Pillars of Sales Management and promised I would show you how to automate 5 of the pillars so you can spend more time coaching or more time with customers, which only you can do. These hacks are guaranteed to put more time on your calendar. Check email 2x per day - I first learned this from The 4 Hour Work Week  . I recommend Noon & 4pm; Avoid using your email as a task list. Unroll.me - Rolls up subscriptions and unsubscribes easily Youcanbookme.com - + Doodle  - For calendar-booking to avoid the back and forth of scheduling.  Boomerang - Sends back and email for follow up after a given time so prospects don’t fall through the cracks. Google Tasks  - Get your life in order and add tasks on the go. Create tasks from emails. Prioritize. I like to add the time it takes to complete so I can easily fill gaps in my calendar & use my timer to stay on task. Zapier - Create zaps to automate what you do manually, like sales reports.  I have mine on a google form that automatically populates to a spreadsheet that I zap to the people who need it.  Hire a VA : For everything you can’t automate, a VA can fill in the gaps. I found mine on upwork and we’ve been working together for 7 years! I recommend starting out with small tasks and building up trust. You can also use HelpScout to allow people to manage certain emails without letting them in your account. Disclaimer: Sometimes I get paid for stuff I recommend.     Have a great week!Jessica Magoch © JPM Partners, LLC 

In The Science Behind Why People REALLY Buy, I reveal the BEST sales advice I ever received that launched our sales to over $100M in three years.  And, once you understand the philosophy behind my work, I'm extending an invitation for a limited time to join me in a custom closing blueprint reveal session where I'll draw a custom Closing Blueprint, specific to your business for just $1.  You can get all the details here: closingblueprint.jpmpartners.com

Last week I talked about the 6 Pillars of Sales Management: Recruiting, Training, Motivation, Accountability, Coaching, and Management.  I promised I would let you know how to automate 5 of the pillars so you can focus 80% of your time on coaching. Once we make time on your calendar for coaching, we’ll talk about how to coach, which is different from how to train. Ok?  SALES RECRUITING ON AUTOPILOT: You have some options when it comes to automating recruiting, including outsourcing it. If you have the funds to pay $10-15k per hire for outsourcing, go for it! But if you’re hiring 5  new people a week consistently, that cost can get prohibitive. Salespeople pay for themselves, so if you know how to train and coach them, there should be nothing holding you back from hiring more.  Define your Ideal Recruiting Avatar Develop a Compelling Recruiting Message Be everywhere.  Do fairs, ads, boards, etc.  Test the paid ones, but don’t ignore the free ones. Use IG and FB ads. Application Remove yourself Phone Screen  Group Interview One-on-One Interview Live Presentation Assessment Wait.  Offer Onboarding Meeting, Set Expectations VIP Dinner/ Party for Significant Others Training Elimination Repeat Happy to answer questions about any of these steps below.  RESOURCES:  There a full 1-hour training on this here: http://jess.tips/5  And here’s the link to StealthEQ, the only undercover sales etiquette assessment:  https://www.saleslaunchcode.com/p/stealtheq   Have a great week!Jessica Magoch CEO, JPM Sales Partners © JPM Partners, LLC 

As a sales manager, you have many roles, so I wanted to break them down for you in this Monday Meeting.  Which one of these are you working on right now to master? ONE: RECRUIT. Attract and assess the right people for your team. Without a great team in place, you’re climbing an uphill battle.  TWO: TRAIN Everyone gets trained regardless of experience. You have serious market advantage if you can train green salespeople effectively.  Sales training is not product training.  THREE: MOTIVATE Pump your team with positive energy on a daily basis to create a positive selling environment FOUR: ACCOUNTABILITY Clear standards of daily, weekly, and monthly performance expectations. Weekly reporting to you and peers.  FIVE: COACH Work one-on-one with reps to uncover their personal goals and desires and the limiting beliefs that have kept them from achieving them thus far, which directly correlate to their success in sales.  Spend 80% of your time here. SIX: MANAGE Manage all of the above systems.  Create systems to automate and manage those: funnels, playbooks, training systems, reporting, crm, text, broadcasts, reporting, etc.   Next week: How to automate these pillars so you can spend more time coaching!   Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code © JPM Partners, LLC 

I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Now that you have a strategy and you know where to post, how often and what should you post?? STEP THREE: Know what to post and when Go back to your Ideal Client. What are their pain points? Look at frequently asked questions. Have the answer in your post because posts without links rank higher for all platforms. But ideally, you want to send them back to your website where they’re more likely to take additional actions. Tracking: What is the goal? Likes and comments don’t mean anything unless you’re getting leads. When to post: What is your ideal client doing during the day? When do they hang out on Social Media?  That’s when you want to schedule your posts. Know the lifetime of a post for your platform.  For instance, a Tweet only lasts 9 minutes, so you need to post multiple times a day!  If you don’t have valuable content, however, don’t post anything. Take once a week to schedule out your posts for the week.  Beverly recommends Facebook 3x week, Instagram 3x a day, LinkedIn 3-4x a week, Twitter 3-5x a day. Whatever you do, don’t connect with people and then try to sell them something right away. Yuck. You can catch up with Beverly at hellobeverly.com and follow her all over social for more great tips, updates, and advice at  @hellobeverly P.S. Catch the bonus lesson in The Sales Launch Code, one of the many resources available to sales leaders and serious salespeople in our All-Access membership program. Find out more here: 75off.saleslaunchcode.com     Have a great week! Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code     © JPM Partners, LLC

Back with social media expert, Beverley Theresa, to talk about how to generate leads from social media for your B2B sales team.  Leads, leads, leads!! Today we’re talking about where on social media you should be posting.  STEP TWO: Choose the best platform for you  Define your ideal client.  This is who you ideally want to work with.  Find out where your ideal clients hang out (Hint: you can find user demographics for each social media platform). You also want to make sure they are using it for business and not purely personal. For B2B you should be on LinkedIn.  Facebook Ads has the best data, so don’t write it off.  Facebook page posts only reach 2-3% of people who follow your page. So supplement with boosting or paid advertising.  Choose two platforms to start and go full force, and see which ones generate qualified leads that are likely to close.  Cross-post and from LinkedIn to Facebook. Pull emails from LinkedIn connections and then create a customer list on Facebook to target them.  Catch Step Three, What to Post and When in Meeting 29! Catch up with Beverley at hellobeverley.com and all over social at  @hellobeverley P.S. There are multiple tools to find email addresses on LinkedIn, however, I never recommend something I haven’t already used and love, so I can’t verify any of these tools, but if you search “chrome extension LinkedIn email” in Google, you’ll find multiple options!   Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code © JPM Partners, LLC   

I’m happy to have on my show social media strategy expert, Beverley Theresa, creator of Social Media Throwdown, to talk about how to generate leads from social media for your B2B sales team.  Lead gen is the lifeblood of your marketing funnel, but tracking results from social media efforts can be challenging. STEP ONE: Create a Measurable Marketing Plan What are your goals? What do you want to accomplish, besides just getting leads? Considering hiring goals, promotions, etc.  Measure your results: How many leads are coming in from each channel? Increase activity where you’re getting results. UTM links will trackback to your post so you can track them.  Create a calendar leading up to events and milestones. Make marketing proactive by planning out 6 - 12 months in advance.  Catch Step Two, the best social media platform to be posting on right now in Meeting 28! You can catch up with Beverley at hellobeverley.com and follow her all over social for more great tips, updates, and advice at  @hellobeverley P.S. There are multiple tools to find email addresses on LinkedIn, however, I never recommend something I haven’t already used and love, so I can’t verify any of these tools, but if you search “chrome extension LinkedIn email” in Google, you’ll find multiple options!     Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code © JPM Partners, LLC   

Not hitting numbers, office politics, irate customers, failing salespeople…Sales leadership is an intense role so I’m sharing what I do to overcome anxiety in case it helps you... Stop & Reboot: Thoughts stem from beliefs which are created in childhood. Yes, being worried about that meeting with your boss tomorrow can be tied to being made to feel you weren’t good enough as a child.  Choose your belief: The Yin Yang philosophy states life is equally balanced positive/negative.  When you’re anxious you’re only seeing the negative. The more you choose the negative, the more you see the negative, and the cycle gets stronger and more difficult to escape.  Force yourself to see it another way, even if you have to fake it: You choose which side of the Yin Yang you dwell in. This is difficult because your fears are also there to protect you from danger. But those fears also be the things that strengthen you if you don’t run away.  Prove yourself wrong: Look for evidence that your new positive outlook is true and prove the negative chatter wrong. That chatter is not “You,” it is your ego trying to protect you from change, rejection, hurt or loss.  But you decide when to listen to it. Over time you can retrain your brain. What could you accomplish if you didn’t have anxiety holding you back?  Disclaimer: I am not a medical professional. Medication is there to help temporarily but challenging your ego in this way has long term benefits.   Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code P.S.When you’re ready, here’s how we can work together:  Work with me and my expert team in The Sales Launch Code for the intro price of $97/month (no commitment) with this link. Enrollment is now open CLICK HERE for more info and to unlock the code right now with your promo rate (first 100 students only) Get a Custom Closing Blueprint Reveal Session for just $1, where we’ll draw a custom closing blueprint specifically for your business right in front of you. Pay $97 after the meeting only if you’ve received value. Plus, for a limited time, you’ll unlock the Sales Launch Code for FREE. Get all the details here.  Let us build your Sales Playbook side-by-side with you, or totally done for you. Click here to book a 30min Discovery Call and see if we’re a good fit (Prices range from $997-$15k depending on needs and options)  Until then, you can continue to receive all my best free resources in my Monday Morning Motivator Sales Meeting, which you watch live every Monday at 10 am EST. Subscribe to any of these channels to get notified when I go live and you can ask me and my guest questions : YouTube Facebook Instagram   Or watch later on: LinkedIn  (connect with me while you’re there) iTunes Podcast The JPM Blog © JPM Partners, LLC 

While a traditional corporate sales structure is feasible if you are part of the lucky 1% that gets VC backing, it can hinder growth dramatically at a time you can least afford it.   A commission-only model, designed and executed well, is the key to a scalable sales model that dominates the market and makes competition irrelevant. However, it’s not right for everyone, it requires a new skill set, and it’s not free.   Here is a checklist to follow to make sure you have the necessary structure to support a professional, highly productive, scalable commission-only sales team: A short sales cycle: You must have an entry-level product or market where deals close within 1-4 weeks of a lead being generated.  For instance, reps might focus on closing SMB’s while working on larger accounts.  Qualified Free Leads: If a rep is expected to generate their own leads from Day One, you will lose them before they become productive. You must provide 7-10 qualified leads per week, at least for three months, whether provided by an in-house SDR team or outsourced.  And don’t charge for them, your reps are already investing their time and base salary into your startup. Accountability & Rewards: Just because reps are independent does not mean they should not be held accountable for weekly activity and reporting.  Likewise, rewards trips and bonuses are key to keep them motivated.  Self-Guided Bootcamp Style Sales Training: You must be able to get new reps fully trained and selling within a week. A self-guided online sales training program or Digital Sales Playbook is key to achieving this. Reps can’t wait to fit into your schedule to be trained. This also allows you to train entry-level reps which is a huge advantage in the recruiting market. Experienced Leadership: Sales leaders are primarily there to motivate, inspire, and re-sell the rep every day on why yours is the best sales opportunity in the market right now. They also handle accountability, rewards, and recruitment. They should be paid an override on reps sales and not be expected to sell except initially. You’ll need to promote one salesperson per 10 new sales reps to leadership. The best compensation plan on the market: An at-plan commission-only sales compensation plan has to be far superior to what others are offering with a base salary.  It must also include life-time residual income, advances on commission so they can work for you full-time, profit sharing / stock options, bonuses, promotions, and incentives.  All these work to over-compensate for the time and money the rep is investing in you.  Full-Time Reps: If you satisfy the above, you can attract full-time reps.  Part-time reps produce little to no results. You must create a model where they can feasibly work full-time and pay their bills quickly. A proven sales model: Commission-only reps should not be used to test a product or market.  They should only be brought on with a proven sales process, strong systems in place to handle the increased business, and to scale a strategy that is proven to work. A scalable product: If your product or service is not scalable, you don’t need a scalable sales model. By scalable, I mean, you don’t have to add more people to provide the result. An example would be consulting services where the sales potential is limited by the calendar of the consultant.     If you’re wondering exactly how to build the best compensation plan in the market, I have training we did on this with Vincent Roazzi, the master compensation builder. You can grab it here with a promo code for 20% off for watching this video: https://www.saleslaunchcode.com/p/sales-compensation-planning/?product_id=236649&coupon_code=20OFFLIVEPOST Have a great week!Jessica Magoch CEO, JPM Sales Partners Custom Sales Playbook Designer and Creator of The Sales Launch Code P.S. When you’re ready, here’s how we can work together:  Work with me and my expert team in The Sales Launch Code for the intro price of $97/month (no commitment) with this link. Enrollment is now open CLICK HERE for more info and to unlock the code right now with your promo rate (first 100 students only) Get a Custom Closing Blueprint Reveal Session for just $1, where we’ll draw a custom closing blueprint specifically for your business right in front of you. Pay $97 after the meeting only if you’ve received value. Plus, for a limited time, you’ll unlock the Sales Launch Code for FREE. Get all the details here.  Let us build your Sales Playbook side-by-side with you, or totally done for you. Click here to book a 30 min Discovery Call and see if we’re a good fit (Prices range from $997-$15k depending on needs and options)  Until then, you can continue to receive all my best free resources in my Monday Morning Motivator Sales Meeting, which you watch live every Monday at 10 am EST. Subscribe to any of these channels to get notified when I go live and you can ask me and my guest questions : YouTube Facebook Instagram   Or watch later on: LinkedIn  (connect with me while you’re there) iTunes Podcast The JPM Blog   © JPM Partners, LLC

Can you train a new salesperson in a week? Heck yea! Can they make their first sale in a week? Heck yea! Before you say, “Not with my product… “ here’s what you need to know:

Hey, I need your help and yes, it involves Doritos (more about that later)... The Sales Launch Code is off to a great start, with:  29 students, already doubling their closing rates with deals in the millions (with big names like PepsiCo)... They’re mostly B2B Tech founders and salespeople selling new products with no sales experience and with a natural aversion to selling (which actually makes them really good at selling)… An extremely high-caliber group of smart, sophisticated entrepreneurs, supporting each other’s sales goals... It uniquely takes a mind/body/soul approach to selling with a step-by-step method, the same accelerated training I gave all my new salespeople that launched us from $0-$100M in three years…  It’s the ultimate group coaching program for B2B and High Ticket Direct to Consumer Startup Founders and Professional Salespeople…. I’m sharing the exact formula that worked for us, so you can just duplicate it for your business and get massive results, too. I never imagined being a sales coach, but these results are truly addictive… and every time I save the world from another boring sales demo I get reinvigorated to complete my mission… But… I need your help to reach our launch goal… Our introductory rate of $97 per month (75% off) is available to the first 100 students only, after which the price will increase incrementally for new members. As part of our launch phase, I’m continuing to offer some insanely delicious bonuses so keep posted on those… They’ll come with short notice and expire quickly.  But (here’s where the Doritos comes in)... I’m not totally motivated by money... I literally could live in a shack on the beach and be totally happy… But I AM motivated by FOOD... and the 7 pounds I’ve stacked on since launching has me moving in slo-mo in karate… So I’ll be going on a cleanse until we reach 100 students.  Which means no Doritos!  I figure, every time I want Doritos, I’ll just put the energy into promoting the program…  So there are a few ways you can help get me closer to Doritos and reach our launch goal of 100 students: Share this link or join me in a live (yes, really live) FREE training Wednesday at 2 pm EST.  Livetraining.jpmpartners.com The Science Behind Why People REALLY Buy: The best sales advice I’ve ever received that launched me to 9 figures… and the same training I’m invited back regularly to teach at Wharton Startup Accelerators. I’ll be running it every Wednesday LIVE until we reach our goal. If you’re an an entrepreneur or salesperson selling B2B or High Ticket Direct to Consumer, and you feel like you’re on a launchpad, with your engine revved up and ready to skyrocket, but you just need someone to unlock the code to launch your mission, join me in The Sale Launch Code and to secure your $97 intro rate: 75OFF.Saleslaunchcode.com (link expires at 100 uses) Comment, like, and share our social media posts (it really does make a difference) Next week I’ll be hosting a 3-hour Sales Playbook Workshop, where we’ll kickstart your Sales Playbook (think of it as a step-by-step sales manual for your salespeople) together, side-by-side. Stay tuned for more details at the end of the week but you can save the date for next Wednesday at 3:30-6:30 EST... it will be capped at 20 students so I can be available for questions. Thank you so much in advance for believing in The Sales Launch Code and helping us reach our mission of helping you! Xo Jessica If all this talk of Doritos has you craving some, I want to thank you for referring members to the Sales Launch Code with the Doritos The Ultimate Summer Snack Selection Box … Yep.. you read right. To claim yours, you need to let me know the name of the student you referred who enrolled.  Oh gosh… I’m getting hungry already.  Let’s Lunch! I mean..  LAUNCH!!! Have a great week!Jessica Magoch CEO, JPM Sales Partners Creator of The Sales Launch Code: Six weeks from startup to conversion machine © JPM Partners, LLC

Take notes! I’m sharing the three biggest and most common mistakes I see in Sales Playbooks (the biggest would be not having one, but assuming you do or plan on creating one…read on :) Whether you already have one or are about to put one together, this episode will help you avoid the three biggest mistakes I see in sales playbooks (so your salespeople will actually use it!). In this week’s Monday Morning Motivator... Sales Playbooks are a big investment in time.  A well-done, comprehensive one will be around 60-80 pages long if written or 16-20 modules if done by video.  It’s essentially a training manual for new salespeople and a reference manual for all salespeople.   I remember the day I realized I needed a sales playbook or I was going to fall apart… fast.  I was training 3-5 new salespeople per week and I couldn’t be in the classroom all day. If I pulled my managers out of the field I’d take a hit on my best producers’ sales.  But it was very important to me that my new salespeople, who took a risk to come on board and start selling for a startup,  get the same comprehensive step-by-step training I gave all my other salespeople to this point… so comprehensive it took 12 hours to deliver and was unstainable at the pace we were growing.  I later realized that I didn’t have to wait this long to create it! But no one told me I needed one, or even suggested it.  My mentors had all done this face-to-face and, while I didn’t want to lose that 1:1 time building relationships with new salespeople, it was going to stunt our growth if I couldn’t scale my training program and we didn’t have time to spare.  It turned out that by “outsourcing” the repetitive parts of training to a sales playbook I was able to scale faster than any of my mentors had because I could focus on the part of launching new salespeople that only I could do: develop a personal relationship and gain their trust. I could do that more effectively because I wasn’t under pressure to cram in twelve hours of material into our time together. You can see why I’m excited to share it with you now so you can have the same results.  Sales Playbooks are known to increase closed deals by up to 60% just by having one!  But, if not created correctly, your salespeople won’t use it and, though you’ll still benefit from the process of creating it, you won’t see the impact that a great playbook can have on your team.  Here are the 3 Biggest Mistakes to Avoid in Sales Playbooks:  Mistake #1: Not being comprehensive enough Create an expert in one week or less: Your sales playbook needs to make your salespeople an experts in a short period of time so they can serve your customer. That means they need to understand the problem, the solution, and the competitors  better than your customer.. Make sure the playbook includes a full background on the customer, the problem, the universe of solutions, your category of solutions and how you sit amongst your competitors. It can be embarrassing to a salesperson to be in front of a prospect and not know how they stack up against a big competitor when asked. A one-stop-shop: In order to be a reference manual for new and existing salespeople, it needs to be up-to-date and have everything housed within it, including links to other places. If it’s not, they’ll lose trust and still feel they need to ask you every question, instead of referring to the playbook first. So, no more multiple folders with bits and pieces all over the place. One spot. Whether a video playbook or written, you need to make a commitment to keep it up-to-date so you can launch people quickly and make it easy for them to find the resources they need.   Mistake #2: Not providing word-for-word written scripts - Often I see short slide-deck versions of sales playbooks that don’t include word-for-word scripting of how to conduct a discovery meeting or sales presentation.  Why scripts are important: Scripts are important because they take the guesswork out of choosing the right words for new salespeople.  Often the first question you’ll be asked is, “But what do I say???” They want to know the words, so give it to them.  Scripts save the time of trial and error: Scripts are not intended to be read in front of customers, but to be practiced and rehearsed so thoroughly that they become natural for your salespeople to deliver.  If your sales strategy is already closing deals consistently at 60-80%, then you have already created a script through trial and error. The purpose of the playbook is to save new salespeople that trial and error and get them launched quickly.    Time-saving Tip: If the thought of writing out your whole sales process word-for-word is overwhelming, then record your next demo or presentation with a client. Record all the conversations leading up to it as well (if you’re doing face-to-face presentations you can record it in your pocket as long as it just for internal use). Then upload them to YouTube as private (only you can view) or Unlisted (only people you share the link with can find it), and after about the time it takes to watch the video, YouTube will automatically generate transcriptions.  You can find them by clicking on the three buttons under your video when you’re viewing it logged into the owner’s account. Then copy and paste them into a document so you can edit them. You’ll want to share both the video and the script in your playbook.    Mistake #3: No Video or Audio Samples: The last one is there are no links to actual videos or audio examples of the playbook in action.  Why this is important: The more you can provide on this front the better. Especially if you have recordings in front of live customers.  This helps bring what’s on paper to life for the salesperson so they can appreciate not only the words, but HOW they’re delivered. As we know, 90% of communication is non-verbal, so your salespeople have to see you in action to watch the 90% of how the sale is actually made.  Time-Saving Tip to Keep your Videos Up-to-date: If you have a written sales playbook, include a link to an unlisted YouTube video of your demo.  Create a sub domain for your demo, like salesdemo.mycompany.com, and forward it to the current demo on YouTube. Whenever you upload an updated version, just update the forwarding link and wherever you’ve already shared the sub domain, it will always be redirected to the most up-to-date demo.  If you have a video playbook, you can use an embed code from a video hosting company like Wistia that allows you to update the video without changing the embed code or links, so you never have to worry that your salespeople are looking at outdated material again! If you start applying these tips to your sales playbook right now, you get to see the massive impact that your sales playbook can have on the growth of your sales team and your sales. For us, that meant generating over $100M in revenue in three years.  What might it mean for you? Remember, I’m always here to help so make sure you check some of my free resources and ask how I can help you create your sales playbook side-by-side together!   Have a great week!Jessica Magoch CEO, JPM Sales Partners Creator of The Sales Launch Code: Six weeks from startup to conversion machine © JPM Partners, LLC

Ever have a customer go completely dark on you? You had a great meeting.. They were all ready to go, and when you go to follow up… Crickets. Even though they said they were, “Definitely going to move forward with this… “ Even though the person they said they had to get approval from usually approves whatever they bring to the table… And they really need to get this problem solved quickly… Were they lying to you? When customers go dark, you really only have one option… In this week’s Monday Morning Motivator you’ll get: When customers go dark… the only option you really have is to continue to follow up with them forever… Or give up. But you can always learn from every sales success and failure… And the root of the problem here goes a lot further back than whatever crafty language you include in your follow up messages… The root of the problem is that you didn’t create an environment where they COULD say, “Yes!” at the time they are most likely to say “Yes!”   So let’s diagnose why this happens and I’ll give you a simple solution to avoid it happening again in the future…   Have a great week!Jessica Magoch CEO, JPM Sales Partners Creator of The Sales Launch Code: Six weeks from startup to conversion machine © JPM Partners, LLC

What if your definition of success doesn’t match what is being put out there by other success gurus and sales trainers? What if you don’t WANT a private jet, a Lamborghini OR a Ferrari? If that’s you.. You need to pay attention to this post ‘cause I’ll show you how some of those thoughts can actually be getting in your way.. And how to overcome them, even if the “gurus” never change their teachings… In this week’s Monday Morning Motivator you’ll get: I had this thought when my son mistook my Aunt’s white Mercedes convertible with a beat up grey Hyundai… What if we still saw things as we saw them as children? Before our man-made definitions of success were created and sold to us? I have never personally been motivated by these things… and at one time it hurt my chances at success… because subconsciously, I didn’t want to be associated with the gas-guzzling, environmentally unfriendly version of American-made success… These portrayals are actually very dangerous and detrimental to the possibility of moral and rich being used in the same sentence… So I decided we should talk about that today.. Would love to know your thoughts..   Have a great week!Jessica Magoch CEO, JPM Sales Partners Creator of The Sales Launch Code: Six weeks from startup to conversion machine © JPM Partners, LLC

Someone had asked me the other day what I had to do differently from my mentors in order to achieve success… One of my answers was that I had to learn how to translate what I was learning from male leaders into a more feminine way of leading since I am, um, female…It was actually not the same.  Sharing what I learned in Corporate America and how I had to adjust to help other women moving up the ranks, and men who are developing female leaders… Some of what I’m sharing in this week’s video is controversial (maybe) but it is my observation and what I had to change when I moved to a VP level leadership role… When I modeled the male role models ahead of me (the leadership team was all male), I was not getting the same reception… so I changed some things to be heard, respected and, ultimately, effective when I was leading large teams… In this week’s Monday Morning Motivator you’ll get: [Intro & Intention] If you can’t answer the question “What is your big why?” Immediately, I challenge you to figure out, verbalize and commit to writing what that big why is today… [Metrics Minute]  Leadership is a balance of motivation and inspiration on one side, and accountability on the other.  If either is lacking, results are weak. [Marketing Minute] My one tip of what’s working for me this week… building an email list, yes, still, building an email list.. An audience you own and have permission to market to.. Now more than ever, if you can get someone’s trust to add to your email list, or better yet, phone number to get text alerts, they are really hot prospects… treat them that way. [Motivation Minute] I’m sharing some tips on what I had to adjust as a feminine leader in the 21st Century, and I’m sharing them with you here.     One thing I’d like to add that I didn’t fully cover in the video, was the strength of your intuition as a female.  If you believe in intuition then you are already in touch with your strongest sense… The yogis claim a female’s intuition is 10 times stronger than a male’s, so it makes sense that a male would not rely on his intuition to make a decision, or trust the decisions of those who do. However, as women, we know how strong our intuition is and what happens when we don’t listen to it… The trick to to balance out your strong intuition with the logic to justify it so that you are calling on your intuition without it being your sole argument… Perhaps if you were justifying an intuitive decision to another woman who also believes her intuition is strong, you can get away with it.. But likely you will need to justify your decisions to people who don’t believe in intuition, or don’t trust their own.. So in order to be heard and respected, you need to meet them where they are, not where you think they should be. Resources: The Girl’s Guide to Being a Boss (without being a bitch): https://amzn.to/2Mreuuq Have a great week!Jessica Magoch CEO, JPM Sales Partners Creator of The Sales Launch Code: Six weeks from startup to conversion machine © JPM Partners, LLC