Podcasts about base crm

GUEST 1 OVERVIEW: Tal Tsfany is President and CEO of Ayn Rand Institute. Tal is an entrepreneur, investor and a business executive in the technology field. Most recently Tal was the VP Customer Success at Mulesoft (Nasdaq: MULE) and served as a board member at Base CRM, a fast-growing software company based in Mountain View, Calif. Tal relocated to the US from Israel in 2006 with Amdocs, a telecommunications software company. In Israel, he was the CEO of Kidum, the largest private education company before it was sold to Kaplan University. Tal is also the co-founder of the Ayn Rand Center Israel. GUEST 2 OVERVIEW: After ten years working in the media talking about sex, Bettina Arndt was a household name. The highlights of her career in sex included not just having her own talk-back radio show and being banned for two years from live television and radio but becoming the person that everyone came to for advice about sex. She then turned to writing and talking about social issues, before writing an internationally best-selling book about sex, The Sex Diaries. Bettina followed this up with an exciting diary project on why sex means so much to men leading to her book, What Men Want. Next Bettina spent five years working as an online dating coach, giving advice to men and women on online dating, helping with writing their profiles and increasing their chances of meeting the right one. Becoming increasingly concerned about the demonisation of men in our society, Bettina decided to devote all her efforts to men's issues. She spent some years making YouTube videos – but stopped making regular videos after YouTube censored her channel. Her very popular blog published on Substack appears also in many Australian newspapers and online platforms. She has large numbers of followers who have volunteered to help in her regular campaigns to address injustice towards men. Her latest book, #MenToo, is collected wisdom from decades of Bettina's writing about men. Bettina is also conducting a campus tour, exposing the worrying goal of the campus rape scare campaign, namely to achieve more rape convictions by bullying universities into getting involved in adjudicating rape on campus – using lower standards for proof and denying accused young men their proper legal rights.

Justin has been blessed with adversity which has made it easy for him to realize that he needs to make the most of this thing called life. From being the first ever ECMO baby at Children's Memorial in Chicago, to having 34 surgeries after a near-death snowmobile accident, to growing up blue-collar in construction and being the first one in his family to graduate college, blessings upon blessings helped prepare him for life as a leader once he entered the workforce. He stumbled into sales selling cutco knives and was fortunate enough to start as an SDR as Salesforce where he rose through the ranks and ended his career there selling in the enterprise space.Some other parts of his journey include leading the Sales org at Base CRM prior to it's acquisition by Zendesk, and now he's fortunate enough to lead Sales and Success at FitGrid. The journey has been filled with highs and lows, but what remains constant is the relentless desire to grow so he can help others. To be the beautiful savage that he knows he's capable of being every day. More about Justin and to get in touch:- LinkedIn: https://www.linkedin.com/in/justinjayjohnson/ - Calendy Link: https://calendly.com/jjjfitgrid/career-chat (Michael Hanson is the host of the COSMIC Bridge podcast that inspires its listeners to find their higher purpose and connect their material and spiritual life through stories of breathwork teachers, shamans and stroke survivors. He is also the CEO of Growth Genie, an international B2B sales consultancy)

GeneralSubscribe to Fully Vested on SimpleCast, or wherever you listen to podcasts.IMPORTANT DISCLAIMERS: Neither of us are lawyers, and we don't play them on the internet. We have not personally reviewed the evidence which led the DOJ to make its decision to file charges against Outcome Health. The following discussion is based on our reading and personal interpretation of news reports, press releases, and other publicly available documents.In late October, Outcome Health paid out $70M to victims of its fraud scheme to settle charges. https://www.justice.gov/opa/pr/outcome-health-agrees-pay-70-million-resolve-fraud-investigationIn late November, the DoJ filed felony fraud charges against former executives and employees https://www.justice.gov/usao-ndil/pr/former-executives-and-employees-health-technology-company-outcome-health-charged-1It's important to note that these are two distinct incidents. - The first, settled, case involves the company selling advertising inventory that didn't actually exist. - The second involves the repercussions from those allegedly intentional misstatements... that Outcome had inflated its revenue numbers it reported to investors and banks it was negotiating a loan agreement with.Really good reporting from John Pletz at Crain's Chicago Business:https://webcache.googleusercontent.com/search?q=cache:JEosP5VJexwJ:https://www.chicagobusiness.com/technology/everything-about-outcome-saga-has-been-over-top-latest-twist-particularly-jarring+&cd=1&hl=en&ct=clnk&gl=usPletz, quoting Howard Tullman: "Regardless of the outcome or the accuracy of the allegations, it's such a black eye for the tech community and the city. It's like our version of Theranos. I think it's really sad and unfortunate."Takeaway from the Pletz piece: "Failure is one thing, fraud another" - Startups fail all the time. - Failure does not necessarily mean a shutdown. It could simply be a failure to meet growth targets. - As much as failing sucks"Big questions about Shah and Aggarwal's status in the Chicago startup ecosystem:Shah, Aggarwal, Purdy, and Jim Demas (who, curiously, isn't named in any of the lawsuits) were founding partners of Jumpstart Ventures, which made dozens of startup investments. Some of those investments include Chicago unicorn SMS Assist, Built In, Base CRM, and YCharts.Rishi Shah told Crain's Chicago Business, back in 2014, that JumpStart "It's more of a personal investment vehicle than anything else, We don't have (limited) partners or a particular mandate." That same article states that JumpStart made LP investments in funds including Avia, the Firestarter Fund angel group, and Chicago Ventures.http://webcache.googleusercontent.com/search?q=cache:eQCw3w8oHRwJ:https://www.chicagobusiness.com/article/20140318/BLOGS11/140319735/contextmedia-founders-rishi-shah-shrada-agarwal-investing-in-more-startups&hl=en&gl=us&strip=1&vwsrc=0Private company protection Legal is a necessary but insufficient standardAdditional Reading:Outcome Health Lays Off More Employees (John Pletz for Crain's Chicago Business)About The Co-Hosts-Jason D. Rowley is a data journalist for Crunchbase News, volunteers with the Python Software Foundation as an organizer of Startup Row at PyCon US, and sends occasional newsletters from Rowley.Report.-Graham C. Peck is a Venture Partner with Cultivation Capital and additionally helps companies build technology development teams in partnership with Brightgrove and other technology development organizations.

  Tal Tsfany, President and CEO of the Ayn Rand Institute joins Heather Wagenhals at FreedomFest on Unlock Your Wealth Today to explain his values-based system for achievement.   Who's On:   Tal Tsfany is President and CEO of the Ayn Rand Institute In addition to being a tech entrepreneur with companies like Mulesoft and Base CRM, Tal is one of the co-founders of the Ayn Rand Center Israel. Although a late-comer to Objectivism, Tal is enthusiastic about his new position as President and CEO of the Ayn Rand Institute and is passionate about connecting individuals to philosophy and the teachings of Ayn Rand.   What's Discussed:   What is Tal's four-step system for values-based achievement Tal's personal journey connecting with Objectivism How he came to lead the Ayn Rand Institute And so much more...   Pay off your mortgage, become debt free and have cash to invest with this simple strategy. Click here for the complimentary eBook. Learn More with Resource Links: Ayn Rand Institute Jim Woods Investing MoneyCreditAndYou.com UnlockYourWealth.com SevenSellingSecrets.com FreedomFest.com WayOfTheRenaissanceMan.com   This Week's Key: Take Emotion out of the Picture   Check out our resources and past shows at our Facebook fan page at https://www.facebook.com/UnlockYourWealthTV/ You can DM the show and directly ask questions!   Join us on Instagram ( http://Instagram.com/UnlockYourWealth ) Wednesdays at 7:30 PM Eastern where Heather shares her mid-week update! also follow @unlockyourwealth so you always know every time Heather does the new broadcast. For free tools and resources, give Heather an inbox message after each show for the complementary resource she offers. FREE is GOOD! Do it now! Special Offers: *** Get your FREE book from our sponsor Audible at AudibleTrial.com/UnlockYourWealth and click on the link to choose from over 150,000 titles for your iPhone, Android, Kindle or MP3 Player!      

Today I’m talking to Momoko Price, a commercial copywriter who works for giants (AT&T and Base CRM) and startups (Respondly, which was acquired by Buffer). Copywriting is important and one of the biggest parts of marketing. Naming your value proposition is one thing in copywriting that is critical. It sends a strong message that convinces people about the value you can provide them. *** Tap on this link to access show notes+transcripts, join our private community of mavericks, or sign up to the newsletter: EveryoneHatesMarketers.com/links

How can you ensure customer success? Can you re-engage a customer? Should you resign a customer and how do you know if the relationship is not working? Tal Tsfany shares with the host Shira Abel the main concepts for good customer enablement and making sure your business is growing.  About Tal Tsfany  • Tal Tsfany is an entrepreneur, investor and a business executive with extensive experience in the technology world. He is currently the VP of CS at Mulesoft and formerly the Chief Customer Officer of Base CRM. Prior to Base, Tal served as a VP in Amdocs, a multi-billion-dollar software company in the telecommunications space. • Tal has built several customer service organizations and is an expert in the evolving world of Customer Success fueled by our transformation to a subscription-based-economy. Key Takeaways:  • One of key aspects of success is thinking of your whole solution, not just enablement itself.  • Focus should be the main thing in a way you manage your customer success team. • If your customer is not fully engaged, you have to have an honest discussion and try to understand the root cause of the problem.  Please rate this podcast. About Shira Abel Shira Abel is the CEO and Lead Strategist at Hunter & Bard (http://www.hunterandbard.com), a PR, marketing and design agency. Clients include: Folloze, Totango, Cyara, Sarine Technologies, Pushbullet, AXA Tech, CloudEndure, Pitango VC, Allianz, and more. Creator and host of the SaaS Insider podcast. Mentor at 500 Startups. Former professor of Marketing for Startups at Tel Aviv-Jaffa Academic College. MBA from Kellogg School of Management. Loves family time, cooking, and traveling. Hates writing about herself in the third person. She lives with her husband, teen and tween sons and a very large Great Pyrenees. If you would like to be interviewed on SaaS Insider - please contact Shira at the URL above. The SaaS Insider podcast is brought to you by Hunter & Bard, an agency specializing in PR, design, branding, and marketing strategy – helping SaaS companies develop mindshare. It’s also a member of the C-Suite Radio Network. Check out Hunter & Bard today at http://hunterandbard.com

Nick Candito. He is the Chief Executive Officer and co-founder of the company called Progressly, championing the company’s mission towards becoming the new standard for how teams find and execute business processes. He previously served as Relate IQ’s head of user success and business operations which was acquired by Salesforce, the first automatic and intelligent CRM solution. Nick founded Progressly to address how large industries operate, innovate and share around core business processes. Famous Five: Favorite Book? – Leaders Eat Last by Simon Sinek What CEO do you follow? – Jeff Weiner, Satya Nadella, Dick Costolo, Jeff Bezos Favorite online tool? — Hubspot tools for email, Pocket How many hours of sleep do you get?— less than 8 If you could let your 20-year old self, know one thing, what would it be? – be patient, ask more questions and optimize by being around the best people Time Stamped Show Notes: 01:07 – Nathan introduces Nick to the show 01:49 – Nick thinks Salesforce will win the CRM space, as well as Microsoft and LinkedIn 02:25 – Nick is impressed by Base CRM and Social Capital 02:57 – Nick stumbled into tech as he was originally a finance major 03:15 – He started by joining a small software team building technology for the pharmaceutical industry and learned about the manual system of the tech industry 04:04 – Nick then joined Crimson Hexagon and he learned how to take a company to the next level using tools like Salesforce 04:38 – With RelateIQ, Nick learned how to create a sales system of engagement 05:18 – Nick thinks the best founding duo he has ever encountered is Adam Evans and Steve Loughlin 06:29 – Progressly is the operational system of records with a focus on the Fortune 1000 CROs or contract research organizations 07:24 – The company has a mobile first strategy (people who are working outside of office) 08:01 – Progressly works with a variety of companies; big companies that include Shell Oil and those in the mid-market segment 08:25 – The highest price is $49 per user, with the IT Group of Chevron they have 60,000 employees within the company 09:31 – The company was founded in 2014 and started to fundraise aggressively in 2015; they were able to raise $10 million in the seed, series A and after 10:22 – They had a very specific profile for their seed round and focused on a large institutional investor, a micro VC, and some high value angels—it played out the way they planned 11:17 – They are looking at getting a positive net churn and at how they can accelerate the growth of their accounts; for example, from site-wide deployment to regional deployment to enterprise deployment 13:28 – They are now in the hundreds in terms of customers; the energy and utilities sector has a high network effect 14:05 – Nathan just interviewed Geoff Moore who said the more specific or weirder the sector, the better 15:24 – The utility metric depends on what the user is running on operationally 16:03 – The active number of seats are in the thousands 16:46 – The first year revenue was pretty low because they did a paid pilot offering 17:10 – They were looking into the pilot to use case expansion 17:55 – They want to have a 100% growth, year over year 18:10 – It is easier to drive a high growth rate rather than have customers who can refer you to others 19:41 – Nick will celebrate when he gets to $5 million in ARR or accounting rate of return 20:40 – Currently, they are doing less than 300 grand per month 21:16 – Having an enterprise cycle in your business is slower upfront, but has the ability to experience significant growth in the long run 21:31 – They have 30 employees with some in product design and engineering 22:31 – The payback period is significantly lower than 12 months 24:38 – The Famous Five 3 Key Points: Target a specific group for your customer base to increase the chances of referrals. An enterprise account may prove to be slow at first, but it will pay off in the long run. Ask your customers to promote your business to other people. Resources Mentioned: The Top Inbox – The site Nathan uses to schedule emails to be sent later, set reminders in inbox, track opens, and follow-up with email sequences GetLatka - Database of all B2B SaaS companies who have been on my show including their revenue, CAC, churn, ARPU and more Klipfolio – Track your business performance across all departments for FREE Hotjar – Nathan uses Hotjar to track what you’re doing on this site. He gets a video of each user visit like where they clicked and scrolled to make the site a better experience Acuity Scheduling – Nathan uses Acuity to schedule his podcast interviews and appointments Host Gator – The site Nathan uses to buy his domain names and hosting for the cheapest price possible Audible – Nathan uses Audible when he’s driving from Austin to San Antonio (1.5-hour drive) to listen to audio books Show Notes provided by Mallard Creatives

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).     

On this edition of the Predictable Revenue podcast, hosts Collin Stewart and Aaron Ross welcome Ryan Wong, Sales Manager at Base CRM – a growing sales and data platform based in Mountain View, California with some ambitious near-term sales goals. Ryan is an emerging sales leader in the Bay Area, having held leadership positions at previous companies before joining Base nearly two years ago. He was also once a ticket sales manager for the Portland Trail Blazers #ballislife. In this episode, Collin, Aaron and Ryan discuss using LinkedIn to find new talent and why Ryan loves posting about the people he hires. Highlights include: how to use LinkedIn filters to look for the right candidate (6:25), Ryan's template for potential hires (9:05), writing about Base's new members (17:57), and why you should treat your LinkedIn profile as a landing page (24:32).     

"Regardless of your dreams, don't let anyone stop you." When Harrison Wheeler, told me this before our interview, I knew that we were going to have a good conversation on our hands. Harrison is the design manager at Base, a customer relationship management tool used by entrepreneurs to help track clients and set up a sales process so your business runs more efficiently. We started off by going through a typical day for Harrison, and he shared what he thinks makes someone a good design manager. From there, he talked about how he first got involved in design, his entrepreneurial days at the University of Iowa, and we talked a bit about diversity in design as it relates to hiring. (And he is hiring!) Harrison really had a lot of great information to share, and I think anyone interested in more about product design or design management should definitely give this episode a listen. Thanks to Ron Bronson for the introduction! Harrison Wheeler's Website Harrison Wheeler on Twitter Harrison Wheeler on Instagram Harrison Wheeler's Email Careers at Base

The key principle in selling wholesale to retailers is to invest time upfront in planning your approach and sales materials. This will allow you to prioritize and focus so that you can go deep into a few areas that will deliver the highest return on your time investment, rather than spreading yourself too thin and getting frustrated.   STEP ONE: Determine your Retail Category Focus While it’s tempting to pursue every retail category for which your products may be eligible when selling wholesale to retailers, it’s best to focus on one at a time in order to make your efforts more efficient and targeted. You can always change things up as you learn more. This means setting up a criteria for determining the best fit for your business.    Create a list of categories you could target Depending on your product, you may be very clear that you’re simply going to target a specific category of store. However some products will appeal to several categories. For Instance, SoYoung’s bags have been sold through gift shops, baby stores, kids gear stores and natural grocers, among others. Simply make an exhaustive list of the possibilities based on your current knowledge and best guesses. Determine the top 1 or 2 categories that you will target. To find your category focus, I suggest using a multi-attribute model spreadsheet. This approach allows you to apply a disciplined approach to choosing your initial target category. How to use the Spreadsheet Plug in the categories you are considering down the left hand “LEAD” column (replace the title “Lead 1” etc.) Determine the 3-4 criteria you feel are most relevant to creating an optimal environment for presenting and selling your products. Criteria  examples include: Price Sensitivity, Similar products, Alignment with core audience. Plug them into the Attribute row (replace the title “Criteria 1” etc) Assign a weight to each criteria as it relates to your decision. The total weights you assign amongst the various criteria should add up to 100 Rank each lead category out of 10 as it applies to the specific criteria. This will give you a total score in the far right hand column >>Download the resource pack, including the Multi Attribute Model Spreadsheet STEP TWO:Determine your Top Retail Targets The retailers that carry your products reflect strongly on what kind of brand you are, so be intentional about who you target when selling wholesale to retailers. In this step you will determine the key criteria that you will use to target specific retailers. For instance, SoYoung, while not a luxury brand, does price its products at a premium, so discount stores are not a good fit for us. Again, focus is the key to remaining productive. Once again use the multi attribute model to determine which retailers you will focus on. How to use the Spreadsheet Plug in the retailers you are considering down the left hand LEADS column. Determine the 3-4 criteria you feel are most relevant to creating an optimal environment for presenting and selling your products. Criteria examples include: Eco-friendliness, Urban Locations, Boutique feel etc. Plug them into the Criteria row. The total weights you assign amongst the various criteria should add up to 100 Rank each lead category out of 10 as it applies to the specific criteria. This will give you a total score in the far right hand column   STEP THREE:Determine the Specific Buyer for your Category This is by far the most time-consuming aspect of the process of selling wholesale to retailers. There are companies that offer lists of specific roles that you can purchase, but they’re expensive and I have found that often they are out of date or missing key data. To compound the issue, many buyers go out of their way to maintain a low profile online so that they are not inundated with inquiries. Getting a nameI will generally start with a LinkedIn search of the company name and review the names of key personnel looking for anyone that is a buyer or “category manager”. I will then cross reference results with a site calledData.com, which is run by Salesforce. If you find a relevant name and title on LinkedIn, check the side column entitled “People also searched for”. Getting their email addressOnce you have a name, you can guess the target’s email address based on another address from the same company, since most companies follow a standard structure for email addresses. It’s not always easy to find another address however.The best resources I’ve found are press releases – since the press contact will often provide a personal email address and company blog posts. If I’m really desperate I may use a credit up on data.com to get any email address from the company.   STEP FOUR:Build a Buyer Profile If it is a high-value target, such as a chainstore, I would suggest going a step further once you have determined who your exact buyer is. Check out their social media profiles – especially ones like Pinterest and Instagram where they may be sharing personal tastes. You don’t want to let on that you have been browsing their personal profiles, but you may get some additional insight into their likes and preferences that you can use to your advantage in your sales pitch. If you are determined to get your products into a specific national chain you may even want to go a step further in building an organizational map. This means building a diagram of all the people who report to that buyer or may have some influence over the decision to carry your products. You can then target each of the influencers with emails tin a multi pronged attack.   STEP FIVE:Prepare sales materials Buyers are constantly reviewing products and don’t have a lot of time. When selling wholesale to retailers, you need to invest your time in creating a few succinct but powerful pieces that will quickly convey your product’s value and appeal. There are three main pieces you will need to prepare: Email templates Your initial outreach email should be short and to the point. Provide an introductory paragraph that points to the sales sheet, which you will attach, and a brief list of bullet points about the product’s selling points. I’ve found that it’s best not to over sell the product at this stage. You are really just looking for their opinion as to whether they have any interest and see a fit for their retail environment.You can download the exact template we use at SoYoung at the link below. >>Download a free email template example Sales Sheet The sales sheet is a one page PDF that provides everything a buyer might need to make an initial decision as to whether he or she might be interested in your product(s). Keeping it to one page will insure you focus your message so that the buyer can clearly understand your product and make a quick initial assessment. Any ambiguity about what your product is or why it’s relevant will make a poor first impression and likely just cause them to ignore your products. What your sales sheet should include: Your logo, product name and tagline high quality photos of your product including packaging (if relevant) and in-store presentation Wholesale pricing and MSRP 4-5 Bullet points outlining major selling points >>Download a free sales sheet example Pitch Presentation While you won’t always need it, you should have a more in-depth pitch presentation prepared. This can be formatted as a slideshow that can be presented either in person or remotely, once a buyer has expressed some interest. It should be short – less than 10 minutes – but fill in some of the details that you did not have space for in your sales sheets. Your pitch presentation should include: 8-10 Slides Product Features Awards,endorsements or notable users/fans Pricing Details Press coverage Current retailers and notable sales figures Your Target Audience Company History >>Download an example of a pitch presentation STEP SIX:Initial Outreach At this point you should have a good idea of who you are targeting and have all of your sales materials prepared. In some cases, your initial interactions with your target will reveal that they are not actually the buyer for your category. Ideally they will point you in the right direction, but if not you may have to go back and do some more research. Before you begin your outreach in earnest, you should have some system in place for tracking your sales efforts. A CRM (customer relations management) system is great because it allows you to set notifications and see all past correspondence with a lead in context, so you know exactly where your progress with that person is at. We use Base CRM – but there are plenty of others out there. If you don’t have a CRM yet, you can just track your efforts in a spreadsheet. However I strongly suggest you at least add some software to your email client that allows you to track whether your email has been opened by a target, as this will allow you to better determine follow up efforts. What to expect after sending an email.I have received responses from buyers based on a single email when selling wholesale to retailers, however this is the exception rather than the rule. If you’ve used the subject line I suggest in the provided email template, you will likely at least prick their interest. I find that about 50%-60% of my emails get opened. If you see that an email hasn’t been opened a few days after sending it, I would suggest simply resending it again. If you see that an email has been opened, move on to the phone call follow-up with the buyer.   STEP SEVEN:Phone Follow-up with the Buyer Once you see that an email has been opened, or if you’ve sent several emails that have not been opened, call the buyer. This can seem intimidating at first but, as long as you are prepared with a simple script, it is a simple and straightforward process. Your purpose here is simply to follow-up on your email until you get a response.   If you get voicemail You’ll want to keep trying until you get the buyer in person, however it doesn’t hurt to leave a short voicemail drawing attention to your email and politely requesting a response. Use the provided script to insure your message is succinct and to the point. If the buyer has not yet read your email, the voicemail may be what prompts them to look for it in their inbox. At the very least, a voicemail, if heard, puts you on their radar and lets them know that you are serious about getting a response. If you get the buyer in person Again, have your script in hand and point them to your email. This is not the time to be doing a hard sell. Your goal is simply to get a response and gage whether there is any interest on their part. Stick to the script and, if there is a moment of awkward silence while they search for your email or ponder a response, DON’T make the mistake of filling it with your nervous chatter. You’ll likely just be giving them a reason to say no. If you get any response OTHER than a firm “No” Ask the buyer if you could schedule a short 10 minute meeting in which to give them a few more details about your product. If you are able meet in person that is ideal, however if the buyer is in another city or country, this may be unfeasible. I have done successful presentations over the phone with a simple screen share. Suggest a definite time and see if you can get it booked then and there. Sometimes the buyer will request a sample at this stage, or even a small test order. This is great progress but even if they request a sample, I would still try to get a few minutes of their time to  give them your full pitch. >>Download a free phone sales followup script STEP EIGHT:Pitch to Buyer I have made sales without doing this step, particularly for smaller chains. However if the buyer is interested but not yet decided, this is your opportunity to make your product(s) seem like a no-brainer for him or her to at least try out. Practice, Practice, Practice Before your meeting, go through your presentation as many times as you need to to insure you have it down cold. I would suggest making your slides as visual as possible rather than just a number of bullet points that you’re reading off the page. You should memorize exactly what you are going to say, while using the images as supporting material. Plan what you want the next step to be Don’t make the mistake of ending the pitch by asking what they thought. You should end by asking if they would be willing to try a test order. If they have any hesitancy, the next best outcome is offer to see if they will review a sample. It may also be that they are interested but they don’t know how to work the products in yet or the timing is off. In that case, ask if you can follow up with them.   STEP NINE:Follow-up to Completion If you get anything short of an order or test order, you should continue to follow up with the buyer every week or two. I’ll usually do 2 or three emails to every phone call follow-up. Remember that buyers are busy, so they aren’t necessarily ignoring you because they don’t like your product. They may be undecided or have other priorities to deal with. I have had sales that took a year or longer to come to fruition. You simply have to keep politely persisting until someone gives you a firm no or you get a first order. Again, a CRM will help you keep track of all your leads and allow you to schedule reminder tasks around follow-up activities. If you get a NoGetting a No is much better than not getting a response at all. It means that the buyer has seriously considered your product. Don’t miss the opportunity to get inside the buyers head to understand why they passed on your product. Maybe it’s just not a fit for their store and you’re targeting the wrong category. Maybe they have some valuable feedback on how to better position or even redesign your product. Make sure you ask why they passed on your product in a polite and endearing way – be sure not to appear defensive.   Conclusion Those that are most successful at selling wholesale to retailers play the long game of consistent efforts. Very rarely are you going to pick up the phone or send an email and get an immediate response. You have to slowly and methodically persist over time with follow-up after follow-up until people realize that you are not going to go away. Selling wholesale to retailers is not glamorous, and it can be intimidating to reach out to total strangers, but if you do this on a regular basis you will be ahead of 90% of the pack. Still have some questions about selling wholesale to retailers? Leave a comment below!

In this episode, we discuss Salesforce's stance on CISA, the tech industry's impact on San Francisco, BASE CRM, the slow adoption of IoT, Microsoft's acquisition of Adxstudio, and creepy employee trackers.#SwearJar | @jeremy (0) | @john (2)BSA Letter to CongressSalesForce Says It Doesn't Support CISA After Signing Letter That Suggested It DidTech overkill destroyed the loveliest, liveliest city on the West CoastThis startup just got another $30 million to take on SalesforceDespite Salesforce push, IoT adoption slow to take holdMicrosoft buys some key technology to beef up its Salesforce competitorWe Spent Two Weeks Wearing Employee Trackers: Here's What We Learned

Ela Madej, co-founder of Base, a Krakow-based startup that later exited to Zendesk, as well as Hive 53, which has stood at the spear-head of the Krakow startup scene since 2011. This week, Sam and Richard hear the details of Ela's colourful career. After she left Base she founded, European Ruby Conference Piotr Nidzynski. Co-founder of Hive Stefan Sagmeister New York city designer Jerry Colonna CEO/Executive Coach, investor in New York city Hive 53 fiftyyears.com About your host - Richard Lucas Richard is a business and social entrepreneur who founded, led and/or invested in more than 30 businesses, Richard has been a TEDx event organiser, supports the pro-entrepreneurship ecosystem, and leads entrepreneurship workshops at all levels: from pre-schools to leading business schools. Richard was born in Oxford and moved to Poland in 1991. Read more here. Sam Cook was the co-host of this podcast from 2015-17 Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/entrepreneurship-and-leadership