Strikingly Different Sales System

Listen to James, Abbey, and Jeff discuss what it means to be a great sales professional. Learn a little about what you might do and how you might do it. Consecutive activity will keep you climbing the ladder of greatness. Join the conversation by following us on LinkedIn.

CEO's want solution sellers but rarely is a person a solution seller. Why? If the common theme in the market is that solution sales bring success then why aren't more sales professional solution selling?  Listen in as James, Abbey, and Jeff discuss the desire for a solution seller.

Abbey, James, and Jeff discuss a sure way to lose a sell. Join the conversation by following us on LinkedIn.

What is a big deal and how do you prep for it? What amount of time should you take to get the plan together? Abbey, James, and Jeff discuss what is a big deal and prepping for it. Join the conversation by following us on LinkedIn.

Abbey, James, and Jeff discuss how the Strikingly Different Sales book has impacted their sales. They also discuss how they are incorporating the six skills into their sales process. Join the conversation by following us on LinkedIn.

Getting credible with stories of past clients and what they achieved is the principle of flashbacks. Jeff, James and Abbey discuss how to use a flashbacks and what it does to progress the client conversation. Join the conversation by following us on LinkedIn.

What is the most important marketing tool for movies? You guessed it, the movie trailer. The movie trailer business is a multi-billion dollar business and there is a formula to make a great movie trailer. Abbey, James and Jeff discuss the principles of Strikingly Different movie trailers. Join the conversation by following us on LinkedIn.

When driving down a busy freeway do you see billboards? What is it about the billboard that draws your attention? What are the principles of an effective verbal billboard? Abbey, James, and Jeff discuss the ins and outs of Strikingly Different Billboards. Join the conversation by following us on LinkedIn.

Jeff, Abbey, and James discuss ending the year strong and starting out with flying ahead of the sales airplane. Getting ahead of your year and seeing where the gains and gaps may be is critical in accomplishing your number. Listen in as they discuss how to do it. Join the conversation by following us on LinkedIn.

Jeff discusses the ins and outs of making quota. Can an entire team or entire sales force make quota? If so, what will it take to make it happen? Join the conversation by following us on LinkedIn

Jeff, Abbey, and James discuss the ins and outs of sales demos and remote work. When and why you would use a demo. The difference between a demo and a trial. Determining client needs to know if they need a demo. Join the conversation by following us on LinkedIn.

James, Abbey, and Jeff talk about how they come out of individual sales slumps and what to do when organizational sales stagnate. Join the conversation by following us on LinkedIn.

When your sales team is reorganized, how do you stay focused and continue serving the clients needs? In this episode Jeff, Abbey, and James discuss sale org changes they have been through and what they have done and do to continue serving clients. Join the conversation by following us on LinkedIn.

Abbey, James and Jeff discuss attributes to look for in a sales professional. They also discuss seeing from the client's point of view. Join the conversation by following us on LinkedIn.

Stop saying this one word and replace it with this one. Jeff, James, and Abbey discuss what word will change interactions in your sales calls. Be ready to talk, sometimes people answer their phone. Join the conversation by following us on LinkedIn.

Jeff, Abbey, and James discuss the difficulty of selling through others and how to succeed. Sometimes you don't have direct contact with the end user of your product or service, how do you prepare your influencer to sell for you? Join the conversation by following us on LinkedIn.

Jeff, Abbey, and James discuss the art of talking to strangers. Is small talk valuable in sales? Keeping the prospecting fires burning. Join the conversation by following us on LinkedIn.

Jeff, Abbey, and James get into a robust conversation about customer service. Should sales professionals provide customer service or not? Listen to the conversation and you decide. Join the conversation by following us on LinkedIn.

In the era of information what do you use to enhance your sales prospecting, qualifying, and closing? Abbey, James, and Jeff discuss what technology to use, how to use it, and when to quit. Join the conversation by following us on LinkedIn

Join Abbey, James, and Jeff as they discuss the importance of not guessing what your clients want or need. Jeff shares a story that cost him three years of time because he was guessing at the solution. When you guess you fail. Sales professionals who are the best at what they do practice. Practice is paramount to being the sales professional with whom your clients want to work. Join the conversation by following us on LinkedIn.

James Brooks and Abbey Cook join Jeff and talk prospecting. Join the conversation by following us on LinkedIn.

Big data used by artificial intelligence to increase sales is a massive movement. Does AI replace the sales professional? Or does AI enhance how a sales professional meets the clients needs? In what other areas can AI help or hurt the sales process? Join the conversation by following us on LinkedIn

Randy Illig writes in Forbes about how to keep your sales people in the midst of the "Great Resignation." What you do to keep people now is good practice for always keeping good people. There are a couple of consistent practices that will help you as a sales leader or sales professional have continual success. Join the conversation by following us on LinkedIn 

Go the people who are spending and be there seller. To learn what organizations are wanting to buy, use big data. Prospect with intelligence. Online selling is here to stay. Join the conversation by following us on LinkedIn

In recent years "sales enablement" has become a hot topic. What does it mean? When you enable sales, what are you enabling them to do. In this podcast Jeff discusses with you what real sales enablement is and a mindset and toolset to enable your client to make a decision. Join the conversation by following us on LinkedIn.

What is the value of a sales professional? Can't the information we need to purchase a product or service be found online therefore negating the need for a sales professional? In this podcast Jeff discusses how you are valuable to your clients. Join the conversation by following us on LinkedIn.

When enabling your client to make a decision, it is helpful to have a tool that you and your client can use to understand what decision needs to be made when and by whom. Most importantly it is critical to know the criteria or key beliefs of the person making the decision. Join the conversation by following us on LinkedIn Click here to register for the August 31st webcast.

When you talk with a client, understanding not only their needs, but the importance, evidence, and impact is crucial for them and for you. In this podcast we discuss the skill of structuring the conversation.  When you structure a conversation it helps not only you but more importantly enables your client to make a decision. Join the conversation by following us on LinkedIn.

What do you love about your sales profession? Is it the product? The people? Both? A recent article in Inc. magazine suggests that there is one rule greater than any other to make more sales. What is the rule? Listen in to find out. Join the conversation by following us on LinkedIn.

Sales have changed from primarily in person to primarily online. This shift was in the making before the pandemic, the pandemic pushed online selling into the deep end of the pool.  Selling in person or online requires communication skills. In this conversation we talk about the change in the selling environment and the need to get even better at moving off the solution. Join the conversation by following us on LinkedIn.

Coaching is more effective when done consistently; however, what does that mean and how do you do it? Consistency, while important, is not as powerful if you don't have... well that's what we talk about in the podcast, what is it that compliments and gives a nitro boost to coaching. Join the conversation by following us on LinkedIn.

Coaching received from a client is a gift. Take the opportunity to learn what you could have done better not what the buyer missed or didn't understand. Asking for feedback from clients on why you succeeded or failed to get the sell will help you continue to improve. Join the conversation by following us on LinkedIn.

What is peer to peer coaching and is it valuable? How do you give and receive peer to peer coaching? In this conversation we talk about asking questions that will solicit the peer feedback that is valuable and helpful to improving you skills and capabilities. Join the conversation by following us on LinkedIn

How you coach is critical to improving sales performance. Whether you receive or give coaching doing these three things will improve the overall effectiveness of coaching. Join the conversation by following us on LinkedIn.

An HBR article states, “On average, teams that report receiving three hours of coaching per month exceed their goals by 7 percent.” Coaching is usually looked at through the lens of the sales leader giving the coaching, in this podcast the discussion is how to receive coaching for sales success. Join the conversation by following us on LinkedIn.

Getting a breakthrough result requires intentional focus. Leveraging the 4 Disciplines of Execution you can accomplish results in areas that have previously been out of reach. In this conversation Jeff walks through an example of an organization and sales professional using 4DX to achieve a breakthrough result. Join the conversation by following us on LinkedIn.

Last week's discussion was about the responsibilities of CEO and if you as the sales professional were CEO of your business and determined that you indeed were CEO. This week the discussion is about how to be CEO by determining your strategy using the Sales Strategy Map. Enjoy! Join the conversation by following us on LinkedIn.

Have you ever heard, “you are the ceo of your business” in reference to your sales territory or your list of accounts?  Or “you are the captain of your ship;” “Master of your own destiny?”  What is the meaning behind these phrases?  Why is it often said to sales professionals? In this podcast Jeff discusses how you, the sales professional compare to the CEO's responsibilities.  Enjoy the conversation. Join the conversation by following us on LinkedIn.

This month is sales execution. To introduce the theme Jeff shares a story about starting a business and how it came down to one sell. Join the conversation by following us on LinkedIn.

What is the primary reason sales professionals should meet together? As a sales professional you are responsible for your number and your number alone, so why meet as a team? What is the purpose? In this podcast we discuss not only the difference between a group of sales professionals and a team, but also how a sales leader can build a team. Enjoy the conversation! Join the conversation by following us on LinkedIn.

Three short stories illustrate the importance of continuing forward when the digging is tiresome, rejection is constant, and obstacles are in the way. How do you continue to build your skill and will when sales are lagging and life is mundane? Join the conversation by following us on LinkedIn.

As you lead your sales team you will work with individuals who have high skill and low will as well as individuals who have high will and low skill. Consciously determining who on your team is in what box of the skill will matrix will allow you to make good decisions on what to do to inspire each person to progress. When you have a person that is in the low will/high skill box you need to respond vs. react.  When you have a person who is in the high will/low skill box you need to displace poor skill rather than replace the skill. Join the conversation by following us on LinkedIn.

The first quarter is closed and you either made quota or not. Whether you did or didn't the second quarter is on and you are left to figure out how to keep yourself or the team motivated. What is your will to continue? What is your team's will to continue? Having genuine authentic conversations to asses the will/skill of each person on your team is this podcasts conversation. Enjoy! Click here to read Randy Illig's Article in Forbes on Skill / Will Join the conversation by following us on LinkedIn.

Before online was an acceptable primary means of meeting we had a meeting that should have been online. We talk about the experience and how an online venue would have been better. Join the conversation by following us on LinkedIn.

Nothing replaces consistent practice. When you want to be successful, when you want to have luck as a friend, when you want to excel, you practice. In this discussion we will talk about how luck and Tiger Woods give the answer to Excellent Online Client Meetings.  Enjoy the show! Join the conversation by following us on LinkedIn.

When you precondition an online meeting you set the meeting up for success. In this episode we will discuss the five parts of great preconditioning. Join the conversation by following us on LinkedIn.

Online meetings can be superior if you plan for success. There is a formula to have excellent client meetings online: (P3) - I = S Plan X Precondition X Practice - Interference = Success In this podcast we discuss for what you need to plan and how you can plan to engage your client in a fantastic online experience. Join the conversation by following us on LinkedIn.

Online meetings are here to stay. Before 2020 we were dipping our toe in the online meeting swimming pool, now we are swimming in the deep end. In the conversation today we talk about online vs virtual and why it is important to draw the difference between them. We also discuss the stats of online meetings. Throughout the month of March we will discuss the principles and practices of Excellent Online Client Meetings. Join the conversation by following us on LinkedIn.

We welcome Abbey Cook to the show who started her sales career selling math to 8th graders. From there she went to selling math curriculum to teachers then joining FranklinCovey as a client partner. We discuss the prospecting list and prioritizing.  Enjoy the conversation. Join the conversation by following us on LinkedIn.

The price of entry is prospecting. As a sales professional you need to be prospecting every single day. When to prospect and what to use in prospect we discussed in our last podcast. Today we discuss how to prospect.  When was the last time you wanted to talk to a sales professional?  Why would a client want to talk with you?  These and other questions are what we discuss on this week's podcast. Join the conversation by following us on LinkedIn.

When you want to build the perfect prospecting plan, start with the stats. When should you prospect? What time? What day? What month? After determining the time then choose your tools. What tools do you use to prospect? After deciding from the data, what and when, the question is how to prospect? Which we will discuss in our next podcast.  Keep Sellin' Join the conversation by following us on LinkedIn.