Podcasts about complex sale

Get Justin Michael's New Book Attraction Selling Exclusive Bonus's HERE ONLY!! ***Don't Miss This In-Person Event*** 1 Day Elite Account Executive Accelerator Dublin, Ireland on May 23rd, 2024 Click Here for the Details ________________________________________________ Follow Justin Michael on LinkedIn Connect with Paul M. Caffrey on LinkedIn. FREE!! Get 5 Scripts to help you 5x your Pipeline here. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." Takeaways Attraction selling combines the law of attraction with sales techniques, emphasizing the importance of taking massive action and focusing on service and giving. Balancing theory and execution is crucial in writing sales books, and referencing other sales professionals adds value by providing practical application. Prospecting requires consistent follow-up, with four to five touches recommended for each platform, such as LinkedIn. Utilizing technology effectively involves using tools like Team Link on LinkedIn and personalizing messages based on individual profiles and activities. Mindset and identity play a significant role in sales success, and it's important to cultivate a positive and goal-oriented mindset. Recommended sales books include 'The Joshua Principle' by Tony J Hughes, 'New Power Base Selling' by Jim Holden, 'Mastering the Complex Sale' by Jeff Thull, and 'What Great Salespeople Do' by Mike Bosworth. Summary In this conversation, Paul Caffrey interviews Justin Michael about his latest book, Attraction Selling. They discuss the concept of attraction selling, which combines the law of attraction with sales techniques. Justin emphasizes the importance of taking massive action and focusing on service and giving in sales. They also talk about the balance between theory and execution in writing sales books and the value of referencing other sales professionals. Justin shares his insights on prospecting, utilizing technology effectively, and the power of follow-up. He also recommends several sales books and discusses the importance of mindset and identity in sales success.

Check out https://www.brevitypitch.com/    - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME Here are some student interviews from the courses:      ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth  

Our guest this week, Nick Holbrook, is returning to the podcast to talk about his new book “The Power of Expectation: and how it impacts us all”.Nick has 14 years' experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law & Toshiba TEC. His most recent position as Sales Enablement Manager with Matterport has allowed him to keep up to date with all the challenges of selling in the fast-moving technology sector.Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we're "Creatures of Habit". His challenge to salespeople & their leaders is to encourage them to consider bravely how they think & then address whatever behaviours need changing.Nick is fluent in Spanish & French and is an amateur actor, public speaker & published author of 6 books including “The Power of Expectation” which is available from Amazon now.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/Connect with Nick: https://www.linkedin.com/in/nickbholbrook/#coaching, #leaders, #leaderships, #marketing, #sales, #salescoaching, #salespeople,#salesteam, #salesteams, #sellers, #tech

"If you could only read 5 sales books.. what would they be?" I asked that question to my OLD MAN FRIEND and this book was one of his 5. After reading it... I think I know why. A perfect mix of strategic and tactical, philosophy and practice, and art and science... this book stands in a category of its own. Most importantly, it teaches us how to TIE A DOLLAR AMOUNT to the PROBLEM the prospect is experiencing. Those in possession of this skill will increase their results (commission) exponentially. Those without the discipline to listen up will DIE AN ORPHAN. Choose wisely.

w/ Randy Pennington…   What does it take to get that complex sale…other than a great deal of patience? Trust and integrity play a huge part, but what other practical strategies set you apart from the pack?   Mark and Randy discuss the transition from just making sales to actually maximizing revenue for the business. Also, how to get subject-matter experts involved, know more about our customer's world, and get a prospect to trust your competence.    Learn more from Randy at www.penningtongroup.com    

If you think your sales process is complicated, welcome to the complex sale. You're juggling decision makers, conflicting goals, shifting delivery timelines and budgets. It's almost too much for a salesperson to manage – which is why you're going to love this week's episode. We sat down with Gavin West, vice president of sales and marketing at Smileyscope and former Marine Corps scout sniper. He walked us through a simple system that he's trained his salespeople to use to ensure they're putting the right rounds on target. It's all in this week's episode of the Bulletproof Selling podcast!

Clare Whiteman joins to unpack the very specific subject of selling a multi-product / multi-dimensional media offering.   Connect with Clare on Linkedin   Find out more about institute of Creative Arts and Technology   For exclusive content and a chance to pick the topic and guide the show, connect with Jamie on LinkedIn. Edited, Hosted and Produced by Joanne Helder Music by Donyea Goodman at donyeamusic.biz/onlinestore

"The Importance of Emotional Intelligence in Closing a Complex Sale"SUMMARY In a complex sale, the decision making process is often more complicated than just one person or group. In many cases, there may be other stakeholders involved who could potentially blow up the deal. Therefore, it is important for salespeople to map out the stakeholder landscape and learn as much as possible about the company they are selling to, including who their competition is and what other sites might be doing.Cary states that it is important for salespeople to understand the political landscape, economic landscape, competitive landscape, and decision making process in order to be successful. She goes on to say that it is the responsibility of the salesperson to make sure that all the stakeholders are involved in the decision making process. She also says that it is important to make the stakeholders look good in order to close the deal.The conversation discuss the importance of personal brand and integrity in the scientific sales industry. It is important to be careful of what is said and to whom it is said, in order to maintain a good reputation. Personal brand is everything in this space, and new salespeople should be aware of this.TIMESTAMPS 0:00:00   Cascading Leadership: The Importance of Dealing with Decision Makers0:02:05   Cascading Leadership in Complex Sales0:03:36    on the Importance of Understanding the Decision Making Process0:08:34   The Importance of Personal Brand and Integrity in the Analytical Chemistry Sales Space0:10:27   The Importance of Emotional Intelligence in Sales0:12:20   The Importance of Emotional Intelligence in Sales0:14:59   The Importance of Knowing Your Biases in the Workplace0:16:32   The Power of Asking the Right Questions0:20:16   The Power of Emotional Intelligence in SalesHIGHLIGHTS So particularly with complex sales, these are sales where you're having multiple touch points with individuals in an organization. So you should regularly check, right?. Check in with those individuals, and the questions that you're asking are critical.It's interesting that you reference checking your own biases, or at least being aware of your biases and responding accordingly to that. We had a guest on an earlier episode who's got this great personal story.And I think that does speak to some indications of the whole idea of the reputation. Right? Because it's not just about I think it's important. Like you have to be a good ethical standard, right.The emotional intelligence element is such a vital part of a lot of the stuff that I do and carry. You touched on so much of it in terms, first of all, work our way backwards, right? I'm in the academic space these days and I had a conversation with some of my students and I was sharing with them that you could be the smartest person in the room.Integrity and personal brand is everything in this space. It is the number one piece of advice that I give to new salespeople in this space. Be careful what you say and who you say it to and never ever push the sale over the solution or it will bite you in the butt tomorrow and next year and the year after that.Music Credit: Maarten Schellekens - RivieraFollow us at: www.cascadingleadership.comlinkedin.com/in/drjimklinkedin.com/in/1lawrenceobrown

The best salespeople have a deep understanding of what makes their customers tick, and they use this understanding to shape their selling approach and establish long-term relationships with them. In a complex sale, it isn't enough to know what your product can do or how to position it. You must also understand the buyer's motivations, fears, and concerns. It is only then that you can create an effective sales strategy that takes all of these factors into account.In this episode, Rusty and Ron talk about the psychology of the complex sale. They will discuss the three phases of the sales cycle and the key elements that prospects care about, what to keep in mind when starting a sales process, and how to navigate each phase effectively.Enjoy!In This Episode00:57 - Why the psychology of a complex sale matters02:55 - How the psychology of sales can be related to dating07:14 - The three phases of the sales cycle and the four key elements that prospects care about13:01 - The most important thing to remember when starting a sales process17:28 - How risk is more important than price22:53 - How to navigate the evaluation phase effectively26:03 - What you should keep in mind during the commitment phase30:10 - Why you should stop selling at the commitment phase31:20 - Key takeaways from this episodeFavorite Quotes02:13 - "Cold calling is awkward. But there are people that are very successful cold callers. They do it very well because they can take an awkward situation and make it better." - Ron Halbert06:53 - "You need to be open to having the awkward conversation. But you need to think, how can I make this as least awkward as possible moving forward? And the way that you do that is by caring about what they (prospects) care about." - Ron Halbert22:53 - "In the evaluation phase, when things get serious, get everything out on the table, everything. Every possible price component, every possible expectation you can set in terms of implementation timelines, and everything. Because remember price is not just dollars, it's also a time investment. It's also resource commitment internally. Get it out on the table because this is a time when it's actually received the most." - Rusty Jensen23:24 - "Early in the research phase, you have to be a little careful with how you give initial ballpark pricing. When it comes to the evaluation phase, you got to be thorough and get everything out on the table because this is when it matters the least. So, that's when you want to hit that component hard and you want to make sure the expectations are set really well in terms of resource investment and pricing." - Rusty Jensen29:33 - "Win-win means you win as your company and the employee and the sales rep. And they win as the prospect and the new customer. That's what everyone needs to walk away feeling and experiencing through the commitment phase." - Ron HalbertConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

Salespeople need to be proactive in their efforts. These involve understanding the different stages or points of progression a sale goes through. As these stages present unique challenges and opportunities, salespeople must gain a detailed understanding of them in order to anticipate and resolve potential objections and concerns. Knowing how the buyer's journey progresses not only helps sales reps map their own selling process, but also increases their chances of closing the deal.In this episode, Rusty and Ron talk about the six decisions of a complex sale. They will explore the stages or points of progression a sale goes through as well as how salespeople can successfully navigate through each step.Enjoy!In This Episode01:01 - The six decisions of a complex sale04:17 - How salespeople can better understand a complex sale buying process05:45 - Making the first decision in a complex sale08:55 - The second phase of the decision-making process11:45 - The third decision to be made during the sales process14:43 - The fourth decision that's made in a complex sale16:34 - The fifth decision necessary for a successful sale18:56 - Decision six of the sales process23:25 - How to help prospects make a decision28:39 - How salespeople can overcome the fear of bringing people into the sales process33:24 - An in-depth understanding of the third decision36:55 - The two aspects involved in the fourth decision40:01 - The most exciting part of decision number five43:30 - Why decision six can often be challengingFavorite Quotes02:51 - "The six decisions are the six distinctive points in which the sale changes based on what a customer is thinking and the progression that the customer is making in their buying process." - Rusty Jensen03:20 - "When you can center in on the decisions that a customer is making and helping them to make those decisions, you'll have a lot of success than focusing on what you are doing and what steps you are taking." - Rusty Jensen18:01 - "If it's something that's mission-critical and that has high complexity and a lot of effort to be able to not just install but also to change people's behavior, the more complex it is, the more you're goint to lose to indecision where someone will at any of these decision points push back and say, hold on, we got to stop." - Rusty Jensen46:28 - "Understanding the processes and how companies make decisions really transforms the way you sell. You just have to be able to be willing to put in the work and understand what they're doing and help them through it, it'll dramatically change how you navigate the sales process." - Rusty JensenConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast  

In today's market, the ability to sell effectively requires more than just charm and a silver tongue. The modern salesperson needs to be able to navigate a complex sale. This is because potential customers are no longer interested in just buying a product or service. They want to buy into a solution that meets their specific needs.A complex sale is one that takes time, relationship building, and a deep understanding of the customer's business. It is not a transaction, but rather a journey in which all members of the buying team are brought on board. This process can be daunting, but with the right tools and strategies in place, it's a process that can be mastered. In today's episode, Rusty and Ron talk about complex sales. They will discuss the three different phases of a complex sale, the many factors involved in the process and some tips and techniques on how to master them.Enjoy!In This Episode02:31 - The three different phases of a complex sale05:14 - The research phase06:49 - What latent needs are and why sales reps love them09:04 - An analogy with zoo bears and latent needs14:30 - The most common mistakes salespeople make15:52 - The difference between research and evaluation21:33- The commitment phase24:25 - An overview of Ron's sales process29:36 - Understanding the many factors involved in a complex sales process39:03 - How to master the complex saleFavorite Quotes07:47 - "The biggest thing for a lot of sales reps that I've seen is the best sales reps out there, they love latent need deals because they know they have a product that is valuable. They know that they can help the clients." - Ron Halbert14:40 - "If you don't develop really good skills when it comes to helping to get in with people build trust and help become someone who can walk with them through their research and their process, you can still be successful but just not as successful." - Rusty Jensen40:37 - "Your ability to sell something is your ability to talk people through where they are and where they could be and help guide them. So, you have to master your craft and then you have to control that messaging and make sure that everybody's coming in is communicating the right way."- Rusty Jensen42:13 - "And that's really what you're trying to do. So those two things, control that message and make sure it's right across the board, which means you need to know your craft and you need to know how to influence other people to say it and you've gotta be able to project manage the sale, let them know what the steps are that are typical, and let them decide on how they wanna walk that path. If you master those two things, you can master a complex sale." - Rusty JensenConnect with our HostsRusty Jensen on LinkedInRon Halbert on LinkedInThe Sales Prescription on LinkedInListen to more episodes of the Sales Prescription PodcastSpotifyiTunesGoogle Podcast 

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU   https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE  FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com   Video Emails by Covideo =  http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and  would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial:  http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

THIS PODCAST IS FOR YOU IF: You sell large, enterprise deals and need to establish a strong partnership (CHAMPION) within the organization. Question is, how do you build a champion who sells on your behalf because 1) they want you to win and, 2) they have access and influence to POWER and MONEY. In this episode you will learn: -the mindset required to build a champion -ways to identify your champion -specific questions to ask to test your champion -techniques to build trust and credibility, and reduce self-orientation 0:00 Intro 1:40 Definition of a Champion 4:55 Earning the Right to a Champion 10:50 Understanding Your Champion's Why 15:30 You've Got Pain, Now Build Your Champion 23:00 Order Matters 26:30 Testing Your Champion - Do They Have Influence? Pete and Lindsay will discuss what attitudes, behaviors and techniques are necessary to build champions? What does 'authenticity' really look like and sound like in a selling opportunity? What types of questions are important to ask? SaleFish LLC | Sandler Training Excels at Sales & Sales Management "How-Tos" Do you ever find that your prospect's decision-making process is a mystery? Do you get stuck with people who claim they can make decisions, but really can't? Do you feel stuck on how to connect the dots? We at Sandler SaleFish excel at the “how tos” in sales and sales management. Book a discovery meeting with us today. A Discovery Meeting is a simple exchange of information to determine fit. A discovery between two parties, Nothing more. We've helped thousands of purpose-driven sales leaders just like you to shorten sales cycles, consistently meet sales forecasts, and take control of the sales process – once and for all. Go to salefish.sandler.com/book-a-call. Until then – keep climbing!

Dan Smaida has over 20 years delivering world-class sales training to clients from Fortune 100 to startups. He speaks all over the world on sales, relationships, and building sales training that works. Recognized as an innovator in the use of technology to train soft skills, Dan is sought out by Fortune 500 sales leaders seeking to improve the impact of sales development. Dan specializes in helping professional advising teams create, refine, and execute business development processes. He works with, and learns from, some of the world's best sales forces on how to win complex, long-cycle sales. Dan has worked with some of the top organizations in multiple industries all over the world, and has deep experience in financial services. Dan is founder of Boatman Learning Inc., which develops sales training, workshops, and keynotes on how to build better business relationships. He is Editor-in-Chief of the AdvisoryEDGE™ Digest, creator of the AdvisoryEDGE™ method, and author of “Love and Selling” His custom-tailored sales methodologies continue to thrive in dozens of companies around the world.   Show Notes: https://www.linkedin.com/in/dansmaida/ https://loveandselling.com/ https://advisoryedge.com/ https://boatmanlearning.com/ https://specializedsalessystems.com

We tend to believe that if we have more time, we can finally accomplish that goal or dream we've been putting off. Michelle and Sammie noticed that when they do have free time, they still don't apply themselves diligently to their biggest dreams. In Scott Young's book, Ultralearning, the first step he outlines is to build a curriculum for your Ultralearning project. Michelle and Sammie use this idea for their "retirement" curriculum and each make a plan for building a skill. Michelle plans to tackle writing and Sammie plans to focus on being present and meditating. Show Notes:Just Kids by Patti Smith The Best and Worst Thing About Financial Independence by Mad Fientist Scott Young – Ultralearning on Financial Independence Podcast Ultralearning: Master Hard Skills, Outsmart the Competition, and Accelerate Your Career by Scott Young (Book)Jim Rohn Quote: “If you don't design your own life plan, chances are you'll fall into someone else's plan. And guess what they have planned for you? Not much.” MasterclassEckhart Tolle"Hope is not a strategy" - Original Attribution Unknown (not Star Wars) but earliest found use was in Rick Page's 2001 Book "Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale" “Most people overestimate what they can do in one year and underestimate what they can do in ten years.” - Bill GatesRelated Status Post Adulting Episodes:#2 How To Make Friends As An Adult (Apple or Spotify)#62: Dream Big With Your DreamLine (Apple or Spotify) Status Post Adulting Instagram: @statuspostadultingStatus Post Adulting Email: statuspostadulting@gmail.comFind all show notes at statuspostadulting.com

Lead generation is often ranked as one of the biggest challenges of growing a business. That's why I invited expert Brian Carroll to the Sales Talk for CEOs podcast to discuss what CEOs should know about generating leads for complex sales. Brian is the founder of Markempa, an empathy-based marketing company, and the author of the bestselling book Lead Generation for the Complex Sale. In this episode, he shares expert advice and actionable strategies for CEOs to evaluate their current lead generation practices and make adjustments that will increase sales.In this interview, Brian diagnoses the problem of many marketing messages, and he encourages CEOs to see things differently by developing empathy and trying to understand the world of the customer. He shares many practical steps CEOs can take, including conducting customer journey interviews, keeping an eye on specific metrics, and employing strategies like empathetic listening and emotional leadership. This episode is for CEOs who want to improve lead generation by evaluating current methods and guiding their teams to adopt better practices. If this sounds like you, then listen in today! Highlights1:45 Diagnosing the problem with most marketing messages7:25 How to conduct customer journey interviews16:09 How to use empathy indexing to improve the customer experience21:53 Specific metrics CEOs should use to assess their sales team and processes30:25 Analyzing sales calls to improve strategy and training35:55 The value of empathetic listening44:24 Three questions to ask to improve your sales processes48:00 Using emotional leadership to empower your team Quote“We need to understand what's the mind of our customer, what's the heart of our customer, and what are the things that they really care about.” Connect with Brian Carroll in the links below:Website: https://www.markempa.com/LinkedIn: https://www.linkedin.com/in/brianjcarroll/ You can learn more about and connect with Alice Heiman in the links below:Website: https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2    

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2    

In this episode of the SaaS Revolution Show, Andy Whyte (CEO & Founder, MEDDICC) joined Alex Theuma to share his tips on staying ahead in the complex sale. Andy discusses: - why he chose to start writing about MEDDICC in his free time and launched his book 'MEDDICC' - how he organically spotted an opportunity and founded MEDDICC - what MEDDICC is and why the top SaaS companies use it - the hardest thing about selling SaaS, whilst focusing on the value, stakeholders and process. and more. Andy will be speaking at SaaStock Remote on 22-24 March 2022, about How to Understand, Educate & Influence Your Prospects (And Convert them into Customers). Register for free to get his how-to guide: https://www.saastock.com/remote-2022/

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2    

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2    

Try Scratchpad - The fastest way to update salesforce for FREE: https://brianburns.me/Scratchpad Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com     — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod       Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2    

Strategic Selling – What is it, what does it mean, and why it is so important in today's uncertain marketplace? Question - Leona from Portugal - Hi Mark and Meridith, I listen all the time - thanks so much for this podcast... So here we are kicking off 2022, and I need my team to take sales calls more seriously.  They need to plan for them and use sales technology and CRM system to create a real sales process. Any ideas? Feels like I have been beating this drum for the last few years, but no movement. They are stuck doing things the same way they always have. But 2022 is going to be tough with supply chain issues, inflation - we have to get more efficient and more productive. I need them to be open to new ways of doing things. Book - Mastering the Complex Sale by Jeff Thull Lightening Round: Top 10 Ways to Be more productive and efficient in 2022

Title:  Strategic Selling – What is it, what does it mean, and why it is so important in today's uncertain marketplace? Question - Leona from Portugal - Hi Mark and Meridith, I listen all the time - thanks so much for this podcast... So here we are kicking off 2022, and I need my team to take sales calls more seriously.  They need to plan for them and use sales technology and CRM system to create a real sales process. Any ideas? Feels like I have been beating this drum for the last few years, but no movement. They are stuck doing things the same way they always have. But 2022 is going to be tough with supply chain issues, inflation - we have to get more efficient and more productive. I need them to be open to new ways of doing things. Book - Mastering the Complex Sale by Jeff Thull Lightening Round: Top 10 Ways to Be more productive and efficient in 2022

Episode 25: Winning the Complex Sale with Alex Buckles There are transactional sales, and there are complex sales. Neither is necessarily harder, but there are clear differences between the two. Alex Buckles is the CEO of Forecastable.com a platform that delivers scalable sales certainty by simplifying the complex sale. Along with being at the helm of this ship, Alex is also a sales process connoisseur, and in today’s episode, he shares some of his wisdom with us. We dive right into the complex sale, the importance of identifying stakeholders, and how to form relationships that get the needle moving. Complex sales require multiple people to buy-in, which is why it is so valuable to know who you need approval from. We talk about stakeholder mapping, the stakeholder concentration curve, and how you can overcome organizational opponents. Our wide-ranging conversation also touches on red flags you should look out for in an organization, dealing with naysayers, and actionable steps you can take to improve your complex sales skills today. Tune in to hear it all. Key Points From This Episode: Get to know today’s guest, Alex Buckles, and what his company does. Why Alex was so drawn to working in sales. What has changed in sales in the 16 years Alex has been working in sales. How to differentiate between a complex and transactional sale. Alex’s approach to tackling a complex sale; separating the method from everything else. The difference between the economic buyer and the decision-maker. Some of the stakeholders that are important to identify in a complex sale. What a single thread deal is and why it is so precarious. How to strategically map and identify stakeholders, according to Alex. One of the big red flags that Alex believes we should all be looking out for. What authority means and how it relates to approval. Insights into the stakeholder concentration curve and how to leverage this. Everybody in a complex sale is important, so know how to engage all of them. How to approach combative opponents; it depends on their authority in the organization. Why bucketing people is so helpful when you work in sales. Some fundamental steps to take if you are just getting started in complex deals. The importance of knowing whether an organization has done a purchase that big.

Join host Adam Michalski as he interviews Andy Whyte, Author of MEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex Sale. Adam and Andy discuss MEDDIC and MEDPICC, which are sales methodologies  used by elite sales companies like Sprinklr, AppDynamics, and Snowflake to generate billion-dollar revenues streams. We also dive into how Andy thinks about partnerships and selling with your ecosystem.Topics Covered:What is MEDDICC and why does it matterHow you can apply MEDDICC to your companyWhat is MEDDPICC and how do partners fit into MEDDICCWhat you can do today to start leveraging these proven methodologies in your sales cyclesWhere Andy sees the future of sales headingGet in touch with Andy:Andy WhyteMEDDICC.comMEDDICC - The Ultimate Guide to Staying One Step Ahead in the Complex SalePartnership Jobs:Careers at CodaCareers at CheckrCareers at MedalliaJoin Radar as a Technology Partner Manager!Sponsors:Partnership LeadersPartneredSubscribe at www.partneredpodcast.com.Interested in joining the podcast? Reach out to hello@partnered.com.

HIGHLIGHTS02:58 Working in Miller Heiman and the lack of succession planning07:51 Not wanting to run the company anymore: An indicator to sell or plan succession10:30 Miller Heiman sales training is for companies with complex sale18:08 Case study: $12M software company complex sale25:32 CEO role in sales: Carrying the vision and meeting with the proper people31:07 Sales playbooks: What kinds of salespeople do you need? How to coach? 37:41 How to connect with AliceQUOTES07:31 "Do I know how to run a $20 million company? And so I love that they were always growing and learning and asking themselves those hard questions because I think it's true about founders. You get to a point where your company outgrows."10:51 "In a complex sale, you have a very long sales cycle for many reasons. There's multiple people involved on the buyer's side, multiple people on the seller side. There's high dollar stakes. There's lots of competitors. There's technical complexities, integration complexities."26:34 "That role of building out the sales organization and being involved in it, even when there's a Director of sales, a VP of sales, or even a chief revenue officer at that point, the CEO still has a role in carrying that vision forward."29:56 "If the CEO can provide some evangelism and some thought leadership by video, on events, be a panel member on a panel, speak at a summit, post on LinkedIn, any of those kinds of things is going to draw people to your company because people buy from people, not companies." 36:02 "It's ever evolving. Playbooks are not static. Playbook should always be updated as needed. And so we develop them with the real humans that are doing the jobs, and then we review them, and we use them, and we continue to update them as needed."To learn more about Alice, you can check out the links below.Website - https://aliceheiman.com/LinkedIn - https://www.linkedin.com/in/aliceheiman/If you enjoyed today's episode, please subscribe, review and share with a friend who would benefit from the message. If you're interested in picking up a copy of Jonathan Goldhill's book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com.

Andy Whyte is the author of MEDDICC: The Ultimate Guide to Staying One Step Ahead in the Complex Sale, a book Jeremey calls a “must-read” for anyone wanting to understand the methodology. Ollie Sharpe, Salesloft's VP of Revenue Operations for EMEA, joins as a first-time co-host to converse with Andy about testing champions, the different flavors of RFPs and why MEDDICC made such an impression on Andy. Visit Salesloft.com for show notes and insights from this episode.

Better Customer Conversations with Tim Riesterer Tim Riesterer and Joe Lynch discuss better customer conversations. Tim is the Chief Strategy Officer at Corporate Visions, a company that helps other companies to improve their conversations with prospects and customers to win more business. About Tim Riesterer  Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve their conversations with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale. About Corporate Visions Corporate Visions is the leading provider of science-backed sales, marketing, and customer success training and consulting services. Global B2B companies work with Corporate Visions to articulate value and promote growth in three ways: Make Value Situational by distinguishing your commercial programs between customer acquisition, retention, and expansion. Make Value Specific by creating and delivering customer conversations that communicate concrete value, change behavior, and motivate buying decisions. Make Value Systematic by equipping your commercial engine to deliver consistent and persistent touches across the entire Customer Deciding Journey. Key Takeaways: Better Customer Conversations Tim Riesterer is the Chief Strategy Officer of Corporate Visions, the leading provider of science-backed sales, marketing, and customer success training and consulting services. In the podcast interview, Tim explains why better customer conversations leads to more sales with existing and new customers. Tim and the team at Corporate Visions help their clients to articulate value in their customer conversations in three ways: Make Value Situational by distinguishing between customer acquisition and customer expansion. Make Value Specific by aligning conversations with the Customer Deciding Journey. Make Value Systematic by unifying marketing, sales, and customer success to speak in one voice. I was so impressed with the insights in this article, I asked Tim to come on my podcast: 10 surprisingly effective sales techniques, backed by research. I have since learned that the Corporate Visions website is full of valuable advice for sales and marketing professionals. Learn More About Better Customer Conversations  Tim Riesterer LinkedIn Corporate Visions Book: The Expansion Sale E-book: Winning the Four Value Conversations E-book: Virtual is Vital The Logistics of Logistics Podcast If you enjoy the podcast, please leave a positive review, subscribe, and share it with your friends and colleagues. The Logistics of Logistics Podcast: Google, Apple, Castbox, Spotify, Stitcher, PlayerFM, Tunein, Podbean, Owltail, Libsyn, Overcast Check out The Logistics of Logistics on Youtube

In this episode, I'm really excited to have as my guest, Ardath Albee who is a B2B Marketing Strategist and CEO of Marketing Interactions where she creates personas and persona-driven content marketing and sales enablement strategies for her clients. Ardath has written two books—Digital Relevance and eMarketing Strategies for the Complex Sale—and is often found speaking at industry events, leading workshops, and on the lists of the top B2B industry experts to follow. She's also currently the Interim VP of Marketing at Modus. In our discussion, Ardath talked to me about: Connecting companies to their audiences in a human way Building buyer personas that are actionable The power of questions in conversation and listening to your customers Listen to the podcast to learn more. https://innovabiz.co/ardathalbee (Show Notes and Blog) https://innovabiz.com.au/innovabuzz/ (The Podcasts)

What happens if your key contact in business leaves midway through the sales process? How do you get more than one key contact so if this happens you are able to rescue the sale? During this solo show, Paul takes you through the complex sale framework he created to collect all the information needed to complete the sale successfully.   Links 326 - Show Notes Take the Accelerated Pulse Check! Masterclass BLG Sales Machine   Connect With Paul  On LinkedIn On Twitter: @BuildLiveGive On Facebook On Instagram: @paulhigginsmentoring Email: Paul@paulhigginsmentoring.com   Thank You for Tuning In!

Rick Nichols has spent the better part of 4 decades leading organizations and scaling revenue teams. He's a pioneer of the "Complex Sale" and value selling frameworks -- spending time at companies like SAP, ADP and First Data perfecting those methodologies. He is Managing Partner focused on revenue growth at TechCXO - a partnership of on-demand executive leadership professionals who specialize in transforming and scaling technology companies.

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU   https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE  FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com   Video Emails by Covideo =  http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and  would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial:  http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED. Email me additional questions: briangburns@me.com Video Emails by Covideo = http://www.Covideo.com — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU   https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED.   Email me additional questions: briangburns@me.com   Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

Resources: ✅ Join the Sales Revolution: If you’re ready to do sales differently, you’re in the right place. This community is for entrepreneurs and sales pros to connect, grow, + learn the new (and highly improved) connection-based way of selling. https://www.facebook.com/groups/salesrevolutiongroup ✅ Check out Tom William’s website: https://strategicdynamicsfirm.com/   For major deals, a single “yes” wouldn’t suffice. You have to capture the interest of the majority and earn the trust of the experts. You need that resounding “YES!” from everyone involved. But how?   Listen to this episode as Strategic Dynamics’ Tom Williams shares with you various tips and techniques to achieve consensus. We’ll also discuss assisting buyers in making educated decisions and different factors that may hinder your success in gaining a collective “yes.”   After listening to this episode, you’ll have the confidence to successfully deal with an organization and close your sale. Tune in now!   In this episode, we cover:   Introduction [00:00] Tom William’s journey in becoming one of the elite sales authorities [3:43] What does building a consensus mean? [6:23] A breakdown of the types of organizational decision making [8:19] When does achieving consensus play an important role in the buying process? [11:19] Helping buyers make informed decisions [13:44] Factors affecting organizational decision making [16:05] Six levels of consensus [17:23] Identifying who makes the decisions in an organization [18:45] Benefits of creating consensus [22:30] Turning noes into yeses [23:45] Adapting your sales strategy to help buyers achieve consensus [28:22] Advice from Tom Williams [33:54]   ✅ If you're looking to take your sales to the 7th level, book a “Clarity Call” below and let’s see if you're a good fit for our sales training program!

Different types of lead generation.How do you generate sales leads? Most of us have to generate a regular flow of leads to win new business. But if you achieve results with one lead generation tactic you can get ‘tunnel vision’, ignoring other possibilities. There are lots of ways to generate leads, but not all of them will suit your business or the product you sell. For example, some types of lead generation only make sense for high value products. Brian Carroll, author of ‘Lead Generation for the Complex Sale’ has drawn a mind map illustrating most of the major types of lead generation. He suggests you should have a ‘portfolio’ of lead generation tactics that you regularly review, the way investors manage a stock portfolio. 7 categories of lead generation We think there are 7 main categories Outbound – prospecting and contact via email and phone Online – driving traffic to your website and generating enquiries and leads. Paid 3rd Party – content distribution networks, lead brokers, lead generation agencies, list vendors Events  – tradeshows, invitational meeting, business breakfasts etc. Branding & Advertising – sponsorship and advertising in mainstream media, analysts etc. Direct mail – hard copy mailers sent to prospects Referrals – generating leads through customers and partners PR – press releases, editorials, speaking opportunities etc.  

Kevin Dixon, founder and CEO of Boxxstep (www.boxxstep.com) led sales organizations in the "high consideration B2B" space for years. Like me, he's found that buying committees have grown, and with that, decision complexity has grown -- and "no decision" has become by far the dominant competitor. In response, the average company's selling approach has become more mechanized and seller-centric: exactly the wrong approach. We had a great, wide-ranging conversation about what's needed by today's selling organizations. Learn more about your ad choices. Visit megaphone.fm/adchoices

Nick has 14 years' experience of selling enterprise software in the technology, life sciences & telecoms sectors. He has also spent 17 years as a highly successful Sales & Psychology Coach with The Complex Sale, Mind Gym, Pareto Law & Toshiba TEC. His current position as Sales Enablement Manager with Matterport allows him to keep up to date with all the challenges of selling in the fast-moving technology sector.Nick enables people to step back from how they "Think & Behave". Psychologists agree that we might do this more regularly. After all, we're "Creatures of Habit". His challenge to Salespeople & their Leaders is to encourage them to consider bravely how they think - & then address whatever behaviours need changing.Nick is fluent in Spanish & French and is an Amateur Actor, Public Speaker & Published Author.

In today's GROW B2B FASTER episode, our host Sammy, Managing Partner and founder of SAWOO catches up with Tim Riesterer, chief strategy and marketing officer at Corporate Visions, Inc.That's in it for you1. How decision science works and why the approach is useful for B2B businesses2. How to become a trusted advisor by uncovering your customers unconsidered needs3. What the DIQ approach is and how to implement it 4. Why destroying the status-quo of your customer doesn't work for existing buyers5. How often should you take business reviews with your clients?About TimTim is the co-author of four books on the subject: "The Expansion Sale" (2020), "Three Value Conversations" (2015),  "Conversations that Win the Complex Sale" (2011) and “Customer Message Management” (2006). In 2018 he started to work for Corporate Visions as the leading provider of science-backed marketing and sales training programs and consulting services for B2B companies. Since 2019 he is also on the Editorial Advisory Board at International Journal of Sales Transformation.About Corporate VisionsCorporate Visions is a leading marketing and sales messaging, tools and training company that helps global B2B companies create more sales opportunities, win more deals and increase sales profitability by improving the conversations salespeople have with customers.ShownotesTim's Book "The Expansion Sale"Find Tim on LinkedIn or on TwitterFind Tim's Company Corporate Visions at corporatevisions.comFind Tim's research firm "B2B decisions Labs" at B2Bdecisionlabs.comThe book that was a turning point in Tim's Life: "Peace with God" by Billy GrahamTim's favourite business book: "7 Habits" by Stephen CoveyTim's recommendation for books on behavioural science: "Thinking, Fast and Slow" by Daniel KahnemanTim's recommendations for a more entertaining and commercial version of "Thinking, Fast and Slow": "The Undoing Project" by Michael

It's important to ask yourself if you're in a simple or complex sale situation because if it's complex, you have more room for nuanced conversations, and your negotiation techniques have to be more refined than just “take it or leave it”.

Andy Whyte, Author of "MEDDIC", Joins me to discuss his book, break down what MEDDIC stands for & answers the question, "Is MEDDIC just another sales methodology?"   Links https://www.linkedin.com/in/andywhyte/  https://meddicc.com/the-book/ 

A listener favorite, James Muir comes back with more insights and wisdom on closing complex sales. James shares his thoughts on how to qualify and clarify, keep people engaged, and most importantly, ensure they are progressing. We also discuss the misconception most sales representatives have about the progression of customers. Sometimes times we think a customer is moving forward and in reality, they are not progressing towards the close.This was another GREAT interview and one that will help you!Visit James at http://www.puremuir.com for downloadable content.Contact us at:scott@TheSellingPodcast.commike@TheSellingPodcast.com

Actually connecting with potential customers and growing your pipeline is harder than ever before.  Today’s sales and marketing environments are a paradox. You have more marketing channels, content and martech tools to reach customers. And using company logic doesn’t lend itself well to actual pipeline growth. According to the CMO Council, “Only 20% of marketers are able to predict the next best action for their customers.”   Additionally, Forrester Consulting discovered, “65 percent of marketers struggle to employ emotional marketing as they turn to automation to improve customer engagement.”  Our guest to discuss this is author and consultant Brian Carroll CEO and Founder of markempa. About Brian Carroll and markempa Brian Carroll is the CEO and founder of markempa, helping companies to improve how they acquire and grow customer relationships with empathy-based marketing and meet the challenges of revenue growth. Brian influenced B2B marketing as the CEO of InTouch, which was acquired by MECLABS, the parent company of MarketingSherpa. He is the author of the bestseller, Lead Generation for the Complex Sale,and the B2B Lead Blog which is read by thousands each week. He also founded B2B Lead Roundtable LinkedIn Group with 19,801+ members. As a researcher and leader in empathy-based marketing, he’s at the epicenter of the shifting customer landscape. Brian studied the most successful empathetic companies and marketers. By taking practical customer insights combined with behavioral science, he created the EMPATH Methodology to help marketers connect better with their customers to get significant results. You may also like: An article by Brian Carroll:  How Empathy Will Grow Your Sales and Marketing Pipeline

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE Video Emails by Covideo = http://www.Covideo.com — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

  Brian Burns is a sales expert with over 25 years of sales experience. He is the host of 2 podcasts in the top 15 in Business on iTunes, “B2B Revenue Leadership” and “The Brutal Truth About Sales and Selling.” He is also the author of 4 books on B2B Sales including, The Maverick Selling Method: Simplifying the Complex Sale. Brian currently works with leadership teams to help create and dominate their market segments. In this episode, Brian discusses the importance of using emotional intelligence in sales.   Here are some of the topics covered in this episode: Creating an outward mindset to know your customer and yourself Using emotional intelligence to build trust How to learn emotional intelligence Using emotional intelligence to identify prospect needs   About the Guest: Brian Burns has 25+ years of experience in sales. In his sales career, he specialized in selling enterprise software and now works with leadership teams to help create/dominate their market segments. Brian’s approach is based on an exhaustive study of hundreds of eight, seven and six-figure deals across several industries and geographies   Brian is also the host of 2 podcasts in the top 15 in Business on iTunes, the “B2B Revenue Leadership” show and “The Brutal Truth about Sales and Selling.” Brian is also the author of 4 books on B2B sales, including The Maverick Selling Method: Simplifying the Complex Sale.   LinkedIn: https://www.linkedin.com/in/brianburns/ Podcast: The Brutal Truth about Sales and Selling   Listen to more episodes of the Outside Sales Talk here and watch the video here!   If you love the Outside Sales Talk podcast, you’ll also love Badger’s newsletters!  Our 95,000+ subscribers stay at the top of their game with actionable tips from top sales experts.   Are you in? Subscribe to Badger Maps’ newsletters now! 

What if you could do 100+ hours of work each week—without spending a single evening or weekend in the office? On this episode of the ROI Online Podcast, author and CEO Chad Burmeister explains how leaders can use AI technology to reach more customers, grow their business, and reduce their stress and anxiety.Chad is a busy guy. As the CEO of several companies and host of the AI for Sales Podcast, his days are full of interviews, sales calls, meetings, writing, and more. But he still manages to make time for his family and what matters most. How? He uses AI to manage his businesses and ensure all of his projects stay on track.AI allows Chad to have 60+ sales meetings, meet with nine advisors, host and/or attend 15 podcasts minimum, and attend a class every month—all without working on the weekends. This he credits to the power of AI. Using scheduling tools, reminder apps, drip campaigns, and more, you're able to automate yourself so you do more and save more time. AI has allowed him to reach a scale he never could have imagined if he were doing everything by hand. And that's exactly why he wrote his book AI for Sales to help business owners utilize technology to scale their organizations.In this podcast, Chad and Steve discussed:The ethics of AI (and how it can be applied to sales, marketing, and more)How businesses can scale using a social outreach programHow leaders can learn to sell better—even during quarantineYou can learn more about Chad here:chadburmeister.comEmail chad at chad@scalex.aiFollow Chad on LinkedInFollow Chad on TwitterRead Chad's books:AI for Sales: How Artificial Intelligence Is Changing SalesSales HackRead the books mentioned in this podcast:Gap Selling: Getting the Customer to Say Yes  by KeenanThe Little Prince  by Antoine de Saint-ExuperyConversations that Win the Complex Sale  by Eric Peterson and Tim ResterGet your copy of Steve Brown's book, The Golden Toilet. Also available on Audible for free when you sign up for a 30-Day Trial Membership! Thinking of starting your own podcast? Buzzsprout's secure and reliable posting allows you to publish podcasts online. Buzzsprout also includes full iTunes support, HTML5 players, show statistics, and WordPress plugins. Get started using this link to receive a $20 Amazon gift card and to help support our show!Support the show (https://cash.app/$stevemfbrown)

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A MEMBERSHIP OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM 1-ON-1 ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com     A.I. Call Analysis by Gong.io = https://www.gong.io/bt   Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2     Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv   LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i       Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns  

This week's episode is entitled "Your most important sales meetings just went virtual. How do you differentiate and still win." Join me as I talk with Tim Riestererwho is the Chief Strategy Officer at Corporate Visions A lot of Tim's talks really center on the idea of conversations. Conversations in marketing, conversations and sales.  I ask Tim to talk a little about the origin of that as a focus area, and why the concept of conversation is so important to effective sales and marketing. "....oftentimes products sound the same, products look the same, product smell the same. And the real winner is the one who can tell the best story, the one who can articulate value." The definition of value, and what constitutes value, has a lot of opinions and it can be very abstract. Right? And so, as long as everybody starts to understand that value is what the customer determines it to be, and the primary driver of value is in the mind of the customer, is the contrast between what they're doing today and what you're asking them to do tomorrow. They can't even perceive value if you just talk about your solution, it's features and benefits. There is no value proposition in your solution, even if you try to link it to a customer problem. "The real perception of value is being able to understand their current situation, and the change they need to make, and what that impact will be." Of course we had to also talk about the new book published earlier this year, The Expansion Sale. And it really focuses on not only keeping customers, but growing customers. I think this is a place where, thankfully, I'm seeing a lot more CMOs and organizations invest in not just winning the initial funnel, but really treating the end of the sales funnel as the middle of the revenue bow tie. Tim shares what that means and some of the other ideas that were really important in this new book. Listen in now or read the full transcript on our blog starting Monday, 7/20/20 at 6am PST.   Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve the conversations they are having with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale. Sales Pipeline Radio is hosted by Matt Heinz of Heinz Marketing which is a program on the Funnel Radio Channel.  Heinz Marketing is the sponsor of Sales Pipeline Radio.    

http://www.b2bRevenue.com   Video Emails by Covideo = http://www.Covideo.com   A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth   Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod   Acuity Scheduling Free Trial:  https://acuityscheduling.com/?kw=YToxMzE1MDM2MA%3D%3D     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry   Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2   Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv     Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81  

"Two roads diverged in a yellow wood, And sorry I could not travel both.” The choice that faces companies today is a similar one faced by Robert Frost in ‘The Road Not Taken.’ Do they take the road most traveled and chase new customers, or should they take the less-traveled route and expand in existing accounts? 80% of companies surveyed by my guest Tim Reisterer from Corporate Visions, spend 70% of their sales & marketing budget on demand gen, content & sales enablement. That leaves only 30% for retention and expansion activities. In a remote-only world, new customer acquisition is challenging, so organizations need to focus on how they can expand in existing accounts. Tim outlines the five-step ‘why evolve’ model from his book ‘The Expansion Sale’ and the role of Customer Success as ‘Value Communicators.’ He is also giving away a free copy of ‘The Expansion Sale’ to one of our listeners. Listen in to find out how to win.   About Sean's guest: Tim Riesterer, Chief Strategy and Research Officer at Corporate Visions, is dedicated to improving the messages marketing creates for the field and the conversations salespeople have with prospects and customers. A visionary thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of three books, including Customer Message Management, Conversations That Win the Complex Sale, and The Three Value Conversations.     Revenue Optimization Radio is hosted by Sean Broderick of Upland Altify which is a program on the Funnel Radio Channel.  Upland Altify is the sponsor of Revenue Optimization Radio.

We're excited about our special guest, Mark LeBlanc, who's here today to share his approach, mindset and tactics about staying in gear despite the coronavirus pandemic. Mark is a national speaker, coach, author and three-time Camino de Santiago pilgrim who has over 38 years of business development experience to share with us. Starting when he was inspired by the words “You're Fired” at age 21, Mark has now been selling and succeeding in second gear for his entire life. Mark will be sharing with us the details of how he does it and simple ways that all of you can stay in gear and achieve great outcomes, especially during the coronavirus challenge. The Impact Leadership Podcast is brought to you by Cardivera, the leadership development ecosystem that helps your grow your people, grow your business and grow your life. Show Notes In this episode you'll learn … Why there's never been a better time to be on your own, even now with the coronavirus. Why consistency beats commitment and is the key to success. Why the secret to sales success is staying in gear (even if only second gear). The three tracks of every business and why they matter. Specific strategies to help you not only survive, but thrive through the coronavirus pandemic. Mark's vital business and life lesson from his most recent 500 mile journey on the Camino de Santiago … RESOLVE! Resources The Lean Start Up by Eric Ries 2010 IBM Global CEO Study Mastering the Complex Sale by Jeff Thull Selling the Dream by Guy Kawasaki Mark LeBlanc The Impact Leadership Podcast Cardivera - The Leadership Development Ecosystem

Content marketing strategy.  If you're a B2B firm and wondering how important content is to attracting quality leads and closing deals, then listen to this podcast. My guest is Ardath Albee and we discuss the high level strategy of planning and implementing content that builds trust. Ardath Albee is a B2B Marketing Strategist and CEO of her firm, Marketing Interactions, Inc. She helps companies with complex sales turn prospects into buyers and convince customers to stay with personas and persona-driven content marketing strategies. Ardath is the author of Digital Relevance: Developing Marketing Content and Strategies that Drive Results and eMarketing Strategies for the Complex Sale. She is a frequent industry speaker and workshop leader, and you'll often find her on the lists of the top B2B content marketing experts to follow.  Oh and she's accompanied by her dog! I'm Paul Mosenson, Founder of NuSpark Consulting, a marketing optimization consultancy for firms of all sizes and categories.

In marketing, it is easy to look at the recipients you are scheduling your next email to as numbers. However, those numbers are people and when is the last time you asked yourself if your email is going to provide value to them? An Entrepreneur, Author, Speaker, Host of the B2B Roundtable Show, and the Founder & CEO of markempa, Brian Carroll, challenges marketers to not get lost in the numbers on their email lists, but to go back to their roots, which is caring for and helping their buyers. This episode discusses how to apply empathy mapping to your marketing, tactics for getting to know your buyers, and career advice for every marketer. Check it out!   Takeaways: Reciprocal altruism is when you do something for someone else without expecting anything in return. Before a marketer sends their next email, they should consider putting themselves in the shoes of their recipient. Does the email connect with something the recipient cares about? If you are not aware of your own feelings, how are you going to be aware of someone else's? An empathy map has the marketer approach their customer from the lens of what is the customer doing and saying and how are they thinking and feeling? Marketers need to get to know their customers and understand their problems, what they care about, and the language they are using to describe those problems. Listen to some sales calls, do buyer persona interviews, and put in the work. Marketing at the root is figuring out what your buyers care about and then connecting with them in their current state.  Career advice from Brian Carroll: Life is not going from mountain top to mountain top. Be willing to say yes and embrace the uncertainty of life and know that when you feel uncomfortable or the most afraid, that is probably where you are supposed to be. What would you do in marketing or in your career if you were not afraid? How is your fear controlling you?   Links: LinkedIn: https://www.linkedin.com/in/brianjcarroll/ Twitter: https://twitter.com/brianjcarroll Markempa: https://www.markempa.com/ B2B Roundtable Podcast: https://www.b2bleadblog.com/b2bpodcast/ Lead Generation for the Complex Sale: https://www.amazon.com/Lead-Generation-Complex-Sale-Quantity/dp/0071458972   Busted Myths: Trust is something that can be automated. - This is NOT the case. Trust is built overtime. When recipients receive your automated marketing emails, do they feel that you care about them and are trying to provide something valuable? The best marketing feels like helping, so what are you providing to your buyers that can help them in their journey?

109 The One with Super Villain Royalty, Brian Fisk Episode 109: Show Notes Nation! You have heard me speak on this show previously about going to trade association functions to expand your knowledge level. Going to these events is also a great way to expand your network.   I love meeting new water treaters. By this, I mean new to the industry water treaters and new to me water treaters. We, as water treaters, all have a story in us, and I love to hear it!    Taking my advice, I went to the ASHRAE trade show this past January. It was huge! You can hear all about it on episode 73. When you listen to this episode, you hear me interview people I already know and people I just met. Truthfully, I didn’t expect to find some of the people I already knew at that trade show. People like Gary Garcia and Colin Frayne of episodes 101 and 102.  I think this goes to show when you do try to expand your network, you will surprisingly find people you know in places you don’t expect.   One of the new people I met was Brian Fisk. Brian struck me as an enthusiastic water treater. And... He is a fan of Scaling UP! H2O. How could I not immediately like him? As we spoke at the ASHRAE show, it was clear we had a lot in common and he had some great stuff to share. Why not have him share it on the world's favorite industrial water treatment podcast?   Please enjoy my interview with Brian Fisk.  Key Points From This Episode: Water Conferences [0:03:42] Brian’s Transition [0:10:54] How Valuable Water Treater Is? [0:16:24] Getting Along With Different Generations [0:18:32] Convincing A Client [0:23:19] Tips On Servicing [0:26:50] CWT (Certified Water Technologist) [0:30:15] Common Bad Practices [0:32:40] Getting Into Water Treatment Industry [0:33:32] And a lot more! Tweetables: "Make sure that you're fixing the problems before it becomes a problem." @BrianFisk @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #TheOnewithSuperVillainRoyalty #scale #watertreatment #ScalingUPto100 #CWT #ASHRAE "You can have all the answers in the world but if you can't convey them well, then they're just going to fall in deaf ears." @BrianFisk @traceblackmore #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #TheOnewithSuperVillainRoyalty #scale #watertreatment #ScalingUPto100 #CWT #ASHRAE "A rising tide raises all boats." @traceblackmore @BrianFisk #scalinguph2o #scalingup #scalinguppodcast #scalingupnation #TheOnewithSuperVillainRoyalty #scale #watertreatment #ScalingUPto100 #CWT #ASHRAE Links Mentioned on this episode: Brian Fisk on LinkedIn Company Website 064 The One with the Youngest CWT Books:  The Automatic Customer: Creating a Subscription Business in Any Industry  Mastering the Complex Sale  Drop by Drop: Articles on Industrial Water Treatment: James McDonald

Is your company creating content based on what they like? Who are you creating your content for? Do you know your buyers? Are you basing your buyer personas on data alone? An Author, Speaker, and the CEO and B2B Marketing Strategist of Marketing Interactions, Ardath Albee, challenges marketers to put in the hard work of creating buyer personas. Do you not have the resources for multiple personas? Then start with one. Listen to this episode and find out how just the one makes a difference.   Takeaways: A persona cannot be based on the goals of a whole company. When you are selling to a company, you are selling to the people at that company. How does a company's goals impact the individual's goals and perspective that you are selling to? If you do not know where your buyers are spending their time, how do you know where to place your marketing? You need to put in the hard work. How do you become more relevant to your customers without having conversations with them? If you do not have the resources to create five personas, then do not create five. Start with one, or two, or three. A big difference can be made with just one. Sales could be asking marketing for more leads, but they may really mean more leads of higher quality. Challenger sell - When the seller brings insights to the buyer they did not have before, to challenge their status quo. Sense making - When the seller simplifies all the information the buyer has been given. The seller helps make sense of all the different facts for the buyer helping to ease the buyer's frustrations and mitigate the risk they are weighing. Marketers make the mistake of equating titles to personas. It really comes down to the individual's roles and responsibilities.  Personas can change over time based on perspective and trend shifts. You have to stay in tune with your customers as technology and industries change. How can you create a content strategy when you do not know what your buyers care about? Persona - a fictional characterization of a person in your target segment. The persona is based on the commonalities that you find of that particular segment. For example, is the buyer willing to take risks or have they been around a long time and want to leave behind a legacy? Find out your buyer's objectives, what they are responsible for, their obstacles, and what questions they ask during the buying process? When starting buyer persona interviews, start with your point of contact at that company and then interview the other people that were involved in the buying process. “If you write content that is not true to that persona, it won't engage them.” - Ardath Albee Take risks, if there is something you want to do, go do it. You do not know how much time you have.   Links: Marketing Interactions: https://marketinginteractions.com/ Twitter: https://twitter.com/ardath421 LinkedIn: https://www.linkedin.com/in/ardathalbee/ DX Summit: https://www.dxsummit.com/ Book - eMarketing Strategies for the Complex Sale: https://www.amazon.com/eMarketing-Strategies-Complex-Ardath-Albee/dp/0071628649/ref=sr_1_2?keywords=books+by+ardath+albee&qid=1568378317&sr=8-2 Book - Digital Relevance: Developing Marketing Content and Strategies that Drive Results: https://www.amazon.com/Digital-Relevance-Developing-Marketing-Strategies-dp-1137452803/dp/1137452803/ref=mt_hardcover?_encoding=UTF8&me=&qid=1568378346      Busted Myths: Personas can be created just from data. - This is NOT the case. Data only tells you the what, not the why. A marketer needs to understand the perspective of the buyer, why they made certain decisions, and what they care about. Data does not tell you all of that.

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST      

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY  OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S  ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE   Video Emails by Covideo = http://www.Covideo.com       — SAMPLE EMAIL TO EXPENSE THE COURSE MGR,   I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face.   They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course.   It would pay for itself if I closed only one new deal of $X value.   Please let me know by Friday if I can move forward with this 1 year course.   Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth     Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod     Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry     Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2   Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com       Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST      

Episode 49 – Brian is joined by Shavonnah Roberts Schreiber the Founder & Managing Director of SNR Creative. We dive into how the differentiators of her business drive her success. How the culture of her agency is built on fast execution of ideas to deliverables to their clients and how their firm is truly a full-service marketing agency. We discuss leadership and management strategies such as setting proper expectations, holding people accountable, open communication and allowing team members to feel comfortable and confident to independently think things through to the end. Where to Find SNR Creative / Shavonnah https://www.snr-creative.com/ Twitter: ShavonnahSNRC Social Media: SNRCreative, Instagram SNRCreativeHou App Recommendations: Flock Book Recommendations: Made to Stick: Why Some Ideas Survive and Others Die by Chip Heath The Power of Who: You Already Know Everyone You Need To Know by Bob Beaudine Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page The Alchemist by Paulo Coelho Seeds for the Soul: Living as the Source of Who You Are Paperback by Chuck Hillig

Jeb Blount is a world-class thought leader in B2B sales and new business.  He has written 9 wonderful books. If you haven’t read Fanatical prospecting and Sales EQ and you’re wondering why you aren’t winning more new business, I suggest you pick up a copy. Fanatical Prospecting is the most comprehensive guide ever on prospecting. Essential reading for anyone involved in generating new business.  Essentially, we discuss everything from….using emotional intelligence to make more of an impact when selling. The best prospecting strategies to use for marketing agencies, issues with the Challenger Sales methodology which I had never heard anyone criticise at least publicly before, and I have to say I agree with him. we'll have to get Mathew Dixon and Brent Adamson on the show to defend themselves.  If you are at all interested in how to fill your pipeline with sales ready prospects and how to improve your ability to convert them into customers, I think you’re going to find this conversation fascinating.

If you work in the Government acquisition world, this podcast is for you. (not just for Contracting Officers!)Kevin and Paul discuss the concept of "the complex sale" and the complex buy on the other side of the equation. Learn how industry can leverage the power of the complex sale and how government acquisition teams can use existing acquisition regulations to make government contracting better, one contract at a time. __________This episode is brought to you by Skyway Acquisition. To get help with the Government market, become a Skyway Community member. The Skyway Community ensures you are better positioned to take advantage of opportunities and better equipped to manage the challenges of government contracts. Members have access to one-on-one insights, time-saving tools, and training resources from Skyway’s team of former COs, including the ability to get the perspective of the entire team in the “Ask A Contracting Officer” Forum, get specialized training from on-demand webinars and articles, targeting support through the RFP Score™ assessment tool, as well as custom consulting from Skyway’s team of former COs who help solve your unique puzzles. To learn more, visit askskyway.com. ___________Kevin Jans and Paul Schauer created the Contracting Officer Podcast to help Government and Industry acquisition professionals understand more about how the other side thinks. Admittedly, the podcast’s name sounds very limiting. It is not just for contracting officers or even just for those in the contracting profession. Anyone with an interest in the Federal acquisition world can benefit from the insight and down-to-earth explanations of complicated topics provided by the hosts.

Today’s guest has been involved in real estate since 2004. With a technology sales background, Gary Boomershine was interested in getting in front of sellers in the real estate market. In today’s episode, he talks about the services his business, REI Vault, provides, as well as some actionable steps you can take to get involved in your marketing. This includes direct mail, cold calling, and how to approach your first appointments.   Key Takeaways:   [2:15] Gary has a computer engineering background, and before he got into real estate he was in the heart of the ‘.com’ boom & bust. He shifted to technology sales and then in 2004, he became interested in negotiating with banks and doing short-sale deals. He took the plunge and went full-time real estate. He’s since done 350-400 deals. [5:05] Coming out of the technology, he knew he wanted to get in front of sellers in the real estate market as well. He hired a group of people overseas to build an algorithm for direct mail; they’ve done 27 million pieces of direct mail since. His group, REI Vault, handles marketing and conversion for several professional real estate investors across the country. This allows them as real estate entrepreneurs to be in front of as many sellers as possible. [8:05] Fortunately for Gary and his wife, their headfirst plunge into real estate worked out. There is a lot of risk in this business but it doesn’t have to be that way. Having accountability coaches and being in mastermind classes are essential. [11:00] Getting started, it’s important to focus on one or two pathways, rather than try to become an expert in all of them. To choose one pathway, pick a strategy that you like that has a skill set you have. Wholesaling is a good market to enter if you’re brand new. Only once you pick a strategy and get it working, then you can branch out into other avenues. [15:30] At REI Vault, they’re mailing out 750,000-1,000,000 pieces of mail per month. There are an art and a science to direct mail to make it work. In most areas, direct mail is a good strategy but you have to have the formula. [19:05] For it to work, you have to send enough pieces that attract enough people to call, and enough that are interested in selling. That number is about 1 in 30 on average that should get a deal. After you generate a lead, there has to be consistent follow up (usually via phone call) to get details. At Vault, they have taken on the direct mail and phone follow up, and the investor goes on the appointments. [23:20] Brian and Gary break down the cost in different markets. In a place like Birmingham, you could get a deal for every $800-$1200. As your market size increases, this price goes up. As an investor, you want to aim to get about 4X-10X as a return on investment. [27:35] For someone brand new to real estate, Gary doesn’t recommend using the direct mail strategy. Co-wholesaling or teaming up for your first few deals is a good idea. For your first few deals, pick one strategy and learn by doing it. [30:40] It’s important to start learning the skills first before you start spending money. Mess up on the free leads before you invest too much in unsuccessful leads. This allows you to focus money on getting in front of sellers and building a pipeline. [36:50] Direct mail and cold calling are pretty close right now. The appeal of cold calling is that most people aren’t doing it right. Direct mail has gotten more competitive, so the cost per lead has gone up. There are several steps involved in cold calling, and they’re seeing that cost per deal is about $3,000 across several markets. [40:00] When your marketing finally gets you a seller, it’s time to go to the appointment. If you can be face-to-face with the seller, your close rate will be higher. People sell to other people that they like, trust, and respect. It is important to be able to build rapport, ask probing questions, and then provide a solution. [45:05] Gary shares some specific things he says (and things not to say!) when he meets with sellers that you can also apply to your own deals. Another thing to do is find stories to tell that can connect you to the sellers. It’s really all about how you frame the conversation and allow them to also guide the conversation — provide numbers for offers, etc. [50:25] If you’d like to contact Gary or are interested in getting involved with REI Vault, follow the link here. Gary also shares some other tools (linked below), including the lead calculator and a script for talking to sellers.   Mentioned in This Episode:   Meetings Daily REIA Show REI Facebook Page Brian’s Book Watch this Episode REI Vault Lead Calculator Script for Calls Three Feet From Gold: Turn Your Obstacles into Opportunities! (Think and Grow Rich), by Sharon L. Lechter and Dr. Greg S. Reid Episode 67 with John Martinez Samurai Selling: The Ancient Art of Service in Sales, by Chuck Laughlin Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM UNLIMITED 1-ON-1’S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE FULL ACCESS ON DAY ONE Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They current offer a course that includes video instruction, group Q&A and One-on-One coaching. I’m committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81 Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns SALES PODCAST

Entrepreneur and early learning veteran Tony D’Agostino joins us today to talk about understanding margins and your numbers, his ‘near-death’ experience in the childcare business, how to deal with a crisis, and toxic employees. Tony and Kris also discuss how to develop a culture where everyone on the team is accountable with shared values and the challenges currently in hiring and retention in the child care business field. Tony also discusses the mission behind Inspire! Care 360 and the three-pronged approach in helping leaders manage their people, brand, and purchasing. As a bonus, you’ll also hear about Tony’s rock and roll roots and his awesome mullet back in the 1980s.   Key Takeaways: [8:31] Tony owns and operates four centers across Western New York. He comes from a corporate background and originally bought the centers to spend more time with his family. He started with five acquisitions, went down to three, and then brought in another one. [10:05] Tony and his team originally grew the margin of business from 8% to over 30%. [14:06] The finances work out to your favor when you focus more on the margin and the revenue than getting a waiting list. [15:18] One of the first, crucial steps for getting in control of your business and staff is to thoroughly understand your margins and your payroll. [17:52] Tony is the proud father of two very cool boys, ages 17 and 19. He loves outdoor activities and anything that takes him close to the water. He also plays in bands as the lead guitarist and may have had one of the best mullets you have ever seen in the ’80s. [21:33] Tony speaks of his ‘near-death’ experience in the childcare business. One of his centers had a toxic environment with a negative staff. One day, the director and five employees quit, causing a real crisis. Tony took this occurrence and learned from it to realize the need for real training, power, and structure for owners. [28:33] Inspire! Care360 has three divisions: People, Brand, Buying. [32:39] Childcare has the perfect storm of needing to cover ratio, a relatively low-pay workforce, all mixed with a high burnout rate. Both Kris and Tony agree that a strong culture along with slow hiring and quick hiring are some of the biggest defenses against falling prey to hiring the wrong people who are misaligned with the core values. [40:35] It’s important that the directors empower their team to make decisions and grow with accountability. [45:41] If someone is not aligned to your culture, getting them off-boarded in the most ethical way is going to give you a sense of relief and the best thing for them and their future. Even if it puts you behind in ratio, it’s still one of the best things you can do for your culture. [50:15] When we put our ego aside and focus on becoming a servant leader, we see bigger and better outcomes than we may have ever imagined.   Mentioned in This Episode: Kris Murray Child Care Marketing Solutions Child Care Success Academy Child Care Success Summit Inspire! Care 360 The E Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It, by Michael E. Gerber Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page Crucial Conversations: Tools for Talking When Stakes Are High, by Kerry Patterson, Joseph Grenny, Ron McMillan, and Al Switzler Traction: Get a Grip on Your Business, by Gino Wickman Tony@inspirecare360.com

Stacey Hanke dives into the journey of gaining and maintaining influence throughout your life. Do you have it? Are you sure? Explore "Influence" and how respect plays a role.   * You are invited to join our community and conversations about each episode on FaceBook at https://www.facebook.com/MutuallyAmazingPodcast and join us on Twitter @CenterRespect or visit our website at http://www.MutuallyAmazingPodcast.com**   BIO of Stacy Hanke (pronounced Hun-key):      Stacey Hanke is author of the book; Influence Redefined…Be the Leader You Were Meant to Be, Monday to Monday®.  She is also co-author of the book;Yes You Can! Everything You Need From A To Z To Influence Others To Take Action.         Stacey is founder of Stacey Hanke Inc. She has trained and presented to thousands to rid business leaders of bad body language habits and to choose words wisely in the financial industry to the healthcare industry to government and everyone in between. Her client list is vast from Coca-Cola, FedEx, Kohl’s, United States Army, Navy and Air Force, McDonald’s, Publicis Media, Nationwide, US Cellular, Pfizer, GE, General Mills and Abbvie. Her team works with Directors up to the C-Suite. In addition to her client list, she has been the Emcee for Tedx. She has inspired thousands as a featured guest on media outlets including; The New York Times, Forbes, Entrepreneur, Thrive, SmartMoney magazine, The Economist and Business Week. She is a Certified Speaking Professional—a valuable accreditation earned by less than 10% of speakers worldwide.   LINKS: https://www.facebook.com/StaceyHankeInc?ref=hl https://twitter.com/StaceyHankeInc http://www.youtube.com/staceyhanke http//www.linkedin.com/in/staceyhanke   Books Stacey Recommends: Real Leadership by John Addison Talk Like Ted by Carmine Gallo Mastering the Complex Sale by Jeff Thull   READ THE FULL TRANSCRIPTION of the EPISODE HERE (or download the pdf): **IMPORTANT: This podcast episode was transcribed by a 3rd party service and so errors can occur throughout the following pages: Mike:                       Welcome to The RESPECT Podcast. I'm your host, Mike Domitrz, from mikespeaks.com, where we help organizations of all sizes, educational institutions and the US military create a culture of respect, and respect is exactly what we discuss in this show. So, let's get started. And welcome to this episode. We have a friend of mine, a very close friend, a really special, amazing person with a ... with just a brilliant mind and a cool energy source around her all the time. Stacey [inaudible 00:00:29] is the author of the book, Influence Redefined: Be the Leader You Were Meant to Be Monday to Monday, which ... such a brilliant statement, by the way. I love the "Monday to Monday" 'cause most people think Monday to Friday. Her team works with directors up to the C Suite for companies, including FedEx, General Mills, [inaudible 00:00:45], Nationwide, and Kohl's. Mike:                       Stacey, thank you so much for joining us. Stacey:                   Welcome. Thank you for the introduction. I don't know how I can top that. Mike:                       Well, let's dive into that introduction for a second. Stacey:                   Yeah. Mike:                       Some people listening are going, "What's a C Suite?" So, will you explain what you mean by when you're working with a C Suite? Stacey:                   Yeah. So, it's anyone from the CEO and their executive team. Mike:                       Okay. So, the highest level of the organization. That's where you're working with people, and you deal a lot in influence. That's your expertise. That is your subject matter. How does influence and respect ... how do they ... do they have a role together? And, if so, what's that role? Stacey:                   I was thinking about this before you and I hopped on this call because there's so many, to me, so many layers. So, I'm gonna just make it super simple to start, and then we can see how far we want to dive into it. When I look at influence, influence means, to me, is someone who really cares, puts in the work, the discipline, to make sure that their messages are clear, to make sure how, when they interact with someone, no matter if that's over the phone or in-person, they truly are designing a message that is important to what that listener's experience level is and knowledge level is with their topic. That's the message inside. The other side of influence, to me ... and this is ... I'm gonna get to where this respect ties to it. Is someone who really thinks through, "How does everyone experience me?" And that's all delivery. "Do I come across as I truly care, that I care about what is important to them, that I can build trust with them?" Stacey:                   And when those two are not consistent and they start to collide, I think we start really not thinking about respecting people's time, respecting people's choices. I always say to our participants, "Even if you host a meeting, whatever that meeting looks like, that doesn't mean people have to listen to you." I think you have to do the work to respect that, A, they showed up, and, B, they cared enough to be there in your presence. You've got to respect their time, and that's where I see there's a lot of correlation with your topic and my topic on influence. Mike:                       Yeah. And I think it's a struggle for people because influence is also ... authenticity's really important to it, right? Stacey:                   Yeah. I think the authenticity ties to the delivery piece that you don't just turn on your personality, your energy level, that you're suddenly different than what you are day in and day out. That, to me, is where the authenticity comes into play. Mike:                       And that's respecting your true expression. Stacey:                   Yeah. Mike:                       Your true self is the most authentic expression you can give to the world. If you're not giving that, you're holding back. You're not respecting your brilliance. You're not respecting your voice. You're not respecting what you have to give to the world. Stacey:                   Yeah. So, you're taking it from a different angle, where, really, it is first about your own respect and then taking it to who you're trying to convince, who you're trying to influence, who you're trying to build trust, connect, and engage. I think there's the other piece to this, and this ties to the consistency. I've seen it many times with my clients, where I'll see them as a leader, them interacting with their team, and it seems that they're really putting in a lot of thought and care to that group. And then I'll overhear them in another conversation with someone who might be higher up than they are or the same level that they are, and suddenly, the conversation is different than what they just told their peers. Mike:                       Do you think that happens because of fear? Do you think I talk to people differently out of fear? In other words, I talk to the same horizontal level in an organization and below as me- Stacey:                   Yeah. Mike:                       -'cause I don't have fear at that level, and I- Stacey:                   I think- Mike:                       Or maybe only below, right, in a hierarchy. Stacey:                   Yeah. Mike:                       But somebody at my level or above, I fear their judgment 'cause of how that can impact me getting back, higher up that ladder, so I'm not truly authentic [inaudible 00:04:32] myself out of a fear. Is that possible there? Stacey:                   Yeah. And then I think it ties exactly what you were just starting to say. Then you start disrespecting your authenticity, which, to me, is the same thing as disrespecting your consistency, that people are guessing who shows up from conversation to conversation to conversation. And, to me, that ties all to respect. I mean, you and I both know. We ask ... we always work with our participants, asking them, "How do you want to come across every day of the week, no matter who it is? What are some adjectives that come to mind?" And believe it or not, as they're throwing out "credibility," "confidence," "knowledge," "authenticity" and I'm waiting for "trust ..." I'm waiting for it, waiting for it. And maybe one person will throw it out, and if they don't, I give it to them. And I always turn to them and say, "Every one of you should write that down because, let's face it, if people like you, they'll listen. That has no influence around it. When people start trusting you, they start respecting you." And that, to me, is where influence comes into play. Mike:                       That's really powerful, and I've fallen guilty of it because I think, "Oh, I don't want to say the wrong thing," right. And so, I'm very aware of language because, in my line of work, the wrong word can actually do harm- Stacey:                   Yeah. Mike:                       -to survivors and to others, but what you can make the mistake of doing, then, is thinking, "I need to sensor all my language" versus "I just need to be me. I know that this over here could do harm. I'm not gonna say that. So, stop censoring everything I'm saying." And I think a lot of us in society do that. We censor ourselves because we're afraid the true us won't be accepted, and in doing that, we lose trust. To me, it's amazing. There are people that we will disagree with, vehemently, their values, but millions will follow them because they're consistent. They know that they're getting with that person. Politically, this is so true. There are people that follow certain politicians- Stacey:                   Yeah. Mike:                       -because they're so consistent. They can trust them even if they don't agree with all lot of what that person ... they'll ... "I can trust them. I can trust that person." And so, I think what you're saying is so true, and we all forget about, one, the consistency. And those people are willing to say what needs to be said in their mind. I'm not saying it's the right thing to say, at all- Stacey:                   Right. Mike:                       -but what they believe needs to be said, they say it, and they're consistent about that. Stacey:                   And this is the part ... if anyone right now is watching this and they're thinking, "Oh, come on. It's common sense. I know that." Isn't that what is, in life, the most difficult? It's the common sense. It's not the common practice, and, to me, when ... what really wanted me to get on this podcast with you is when you think about respect, it's a word that's been around forever. But as we live in this world of noise and there's tons of messages coming to our plate, we're all ... I think we all fall into that fear of saying the right thing, doing the right thing, that, suddenly, we lost the 101, the basic 101, that I'm guessing most of our parents have taught us, and that's just "Be true to yourself. Respect others, no matter who it is. And make sure that 'To be true to yourself' means you're consistent." No one is ever guessing who shows up, and the minute you start affecting that, people start doubting. Stacey:                   But if you're consistent, you will eliminate all doubt in your listener's mind. Mike:                       Yeah. And what I loved ... this weekend, I was at an event where we were hearing some speakers, and the person was talking about personal branding. And it was so interesting because what the expert said was that personal branding was personal self-expression. And what most- Mike:                       -people make the mistake of thinking is personal branding is "this brand I have to create that sells" versus understanding that personal branding is actually the ultimate example of personal self-expression, that you fully express and that you are you, so I know what I'm gonna get with you. I know your brand. Then I'm gonna align with the you that I know is always gonna be true, and I want that. I want that. So, yeah, you might lose some friends over here. You might lose them, but you're gonna gain the friends that align with you. And I think that's the fear that, if we truly are self-expressive and consistent in that, we're gonna lose some people, but you're gonna gain. Like, in the world of business, you're gonna gain clients that are so in-tuned with you, you're gonna be with each other forever. Stacey:                   It's so true. You're starting to ... and I think this applies to our personal life and our professional life. I'm just going to throw out Facebook for a moment, only because there was a conversation with one of my clients about it the other day. And he was saying ... he was like, "I can't stand Facebook. I don't like being on it," he goes, "because everyone's life is so great. Everyone is just having such a great day." He goes, "Are you kidding me? Who would ever put on Facebook 'I'm just not feeling well today?'" And we all have it, right? So, that's one example of we now live in this culture, where, I said earlier, there's a lot of noise, and we're always trying to fit in with that next group, with that next crowd. And does it tie in with we're afraid of what to say or are we losing that authenticity or sitting back or trying to watch everyone because now we can see people more often through social media? Get back to the basics. Get back to ... [inaudible 00:09:31] you know I love country music a lot, and there's that Tim McGraw song that is "Humble and Kind." Stacey:                   And if you listen to the lyrics, they're so simple, but we just have forgotten it. And a lot of those lyrics tie to "Respect the people that are around you." I come in from an angle, "Respect their time." Every time they come to listen to you, make it the best 10, five, 20 minutes that they always feel like you don't waste their time. You always give them an action step because that's the purpose of the conversation, and there's always some value. There's always some value proposition that's ties to it. If you could do those three things, I bet people look at your name, when it appears on their Outlook calendar in the morning, a little differently, meaning, "Okay. I don't even have to bring my technical gadget. Mike will make all use of time that is my value, and he'll be done in 20 minutes, as he promised." Mike:                       And I love that 'cause that's all about respecting their time, and before, we were talking about making sure we're being ourselves in that moment of respecting their time, that we're truly saying what needs to be said. And that reminded me of a quote I heard this weekend. It was from Jason Gold, but he said, "Authenticity is what is left over when you stop trying to manage impressions." Isn't that powerful? Which is what you were just talking about. We're all over social media trying to manage impressions, which means we're not ourselves. Stacey:                   We're not, and we're just ... we're losing that. We always use the line with our clients, the ones that are ... we have a lot of clients that are virtual. I'm sure our listeners understand that, and I had a conversation this morning with a client. And she said, "We've relied too much on it that we're starting to get lazy when we really could have a live webcam conversation or not." I said to her, "Maybe it's something as simple as telling your folks, your team, to hang up the email and pick up the phone." I know it seems like such an ancient concept. Or, turn on your webcam. That, to me, is another way for them to see your authenticity, another way to respect their time. You're just ... you're putting that extra effort versus anyone else out there that sends a quick text, and in the bottom of the text, it says, "Excuse my typos." Mike:                       Oh, I just had somebody do this the other day to me, and it was awesome. I don't know the person. I didn't know the person. They friended me through Facebook because they're a podcaster, and I'm a podcaster. And, in the Facebook Messaging, he sent an audio message: "Hey, Mike. Just listened to your show. Love your show. I love the blah, blah, blah." And I'm like, "Wow, this is cool," and hearing this person's voice, it took no more energy, but so much more personal than his written word, which I would not have felt that- PART 1 OF 3 ENDS [00:12:04] Mike:                       So much more personal than his written word, which I would not have felt that passion, that energy. It was just incredible. So I think sometimes we get caught up in, well those other things take more energy. No, they don't. That's the myth. It's actually quicker to talk than to type. Stacey:                   It's so much quicker. I was just told on Friday you can do that through Twitter too because a client of mine received a tweet that was an audio retweet. I'm like brilliant. Mike:                       Yeah. What do you think are actions people choose, strategies that people choose that jeopardize their ability to be seen as respectful or as trustworthy? Stacey:                   That jeopardizes it? First, I go back to the technical gadget, you know your phone. It'd be as if we were on this podcast but I just have to quick check email. Mike:                       For anybody whose listening, she's literally checking her email on her phone as we're talking. Stacey:                   Right but there's so much distraction. When I travel I spend a lot of time with my laptop in a restaurant because I love the energy around me. And it is a research project every time because you just look up and half the people are down in their technical gadgets. You can tell it's a pet peeve of mine. And I see it with leaders that'll do it in their meetings. Stacey:                   And I always tell them, how you behave is how people respond. If you do it to your teams, they're gonna do it to you too in a meeting. It's fair game. I mean that's a big piece, we're really losing the ability to look people dead in the eye, when we're having a conversation. We don't do it anymore. And it's free. Stacey:                   It's free to build trust just by looking people dead in the eye. We're so caught up in all the distractions around us, we're not paying attention, we don't focus on what's happening. And our mind is always wandering, which I think someone can tell when your minds wandering too. You're not quite there. Mike:                       Yeah, when I ask audiences what does it feel like to be respected? They say words like, seen, valued. So if you're on your phone, or I'm on my phone while you're talking to me there's no way you feel seen because you can't even see my eyes. Stacey:                   Yeah. Mike:                       And I remember when I would coach kids, youth in middle school, and we would say the way we know you're listening is when we can see your eyes. That's how we know you're listening. It tells us we're being seen. And you're seeing us, and we're seeing you. And it's so powerful. And you think many of us as parents, in corporate America, we can all fall guilty. Mike:                       So I don't want somebody listening going, "Well jeez do you never do that?" Yeah, we do that, but the thing is can we catch ourselves and say, I want to reduce that dramatically, that behavior? Mike:                       And when I catch it I want to acknowledge it for the error it is. So if I am doing it, I looked at my phone while you were talking that wasn't okay. And I want to apologize for that. You are what matters because now I acknowledge it. Mike:                       Now if I keep doing it, it's not gonna mean anything. But if I acknowledge that and don't repeat that behavior that's powerful. Stacey:                   You hit something very key there. I like the fact that you said you and I. I do it. I get caught doing it. Heres the difference though, I know when I do it. And to me that's part of this authenticity and having that consistency. Stacey:                   Its being aware, self aware that when you are doing something, body language, that's not consistent with trust, credibility, its not consistent with your message. So that would be your first answer to that question that you asked. Stacey:                   I think the other piece is when you're in a conversation and everything that you say is so incongruent with the conversation at hand because you can tell that person is completely drifting and not listening to what you're saying. And it's Q&A, Q&A would be a good example of that. Stacey:                   When we jump in perhaps it's during a meeting, someone asks you a question, and you're already formulating your answer. And then you go on and on. And you talk about what you think they should hear, rather than what is really important to their need and their expectation. Mike:                       Along that same path of being inconsistent in what we say, I know I certainly have fallen prey to this and I think when you have an analytical mind, and I don't even think that. I think that's an excuse we make. Mike:                       I think as human beings we like to talk negative I don't know the psychology of why. I don't know if that's to make ourselves feel better at times. But we can be negative. And when we have a caring, respectful, image, and that's who we are. Mike:                       But then we don't speak that way around certain people. When we're around that one person there's a lot of negative energy and we go there. We go to the gossip, we go to all of that. Stacey:                   Yes. Mike:                       We lose trust don't we? We lose all influence. So how do you help somebody, all of us from getting caught into that? And is there a place for people to go, but I need somewhere to have that expression. What do I do with that feeling? Like I want to be able to evaluate what I just saw and talk about that. And there was negative to it. Why can't I do that without harm to breaking this trust? Stacey:                   I think there's a piece that you can go there. I would always be careful. And this is just a personal recommendation. Take it for what it's worth. I would always explain why I feel that way and where it's coming from. Stacey:                   I go back to since I focus on body language, I go back to it sounds a little bit different when I'm talking to someone negative and the body language supports that. Meaning I'm all negative with my facial expressions, the tone of my voice, my gestures. Stacey:                   Versus I can tell you something that's negative but do it in a way that softens it. I'm not saying softening it jeopardizes your authenticity. Again you've gotta make sure that every time you're in those conversations that might get caught up in the gossip or the negativity, get rid of the core to the gossip. Stacey:                   And focus on, well why are you saying what you're saying? Why does your opinion stand the way it is? And make sure that if you think there's any confusion what you're saying, I would always explain, heres why I'm coming at this subject from this angle. Mike:                       I love that because that's reframing. I'm reading a book right now called, Designing Your Life, which is all about how we reframe things. Whether we choose to reframe or not. And that can build trust. You're not gossiping if you reframe right? Mike:                       If I go, I was at this thing and Dave this, I couldn't believe Dave did that. Okay, that's gossip right? Stacey:                   Yes. Mike:                       That's just pure negative. There's nothing else coming out of that. It's me venting. But if the world knows I talk that way about Dave, then they can wonder if you're gonna talk that way about me? Therefore, I don't feel safe around you. I don't trust you. You've lost influence. By what you've described that would be a loss of influence. Stacey:                   Yes, and you'd lose respect for it. Mike:                       Yes. Stacey:                   And it's easy you can get caught up in that. Mike:                       And I could have reframed it. I could have reframed it and said, I'm really curious why Dave made that choice. I'd be curious to ask Dave why he made that choice at that moment because that was a little bit different than what I expect Dave to do at that moment. Mike:                       There's no gossip to that. That's a wanting to learn, wanting to be curious. And it also means I'm being compassionate to Dave because we all make mistakes. So people have the right to gossip about me because there's mistakes. What if they were curious instead of gossiping? And I know I've fallen guilty to this. Stacey:                   Exactly, we all have. As long as we learn from it. I always say, we're going to continue to make mistakes, and fail, and hurt people. It's knowing when you did it and don't do it again. I think that's not what I'm talking about when its consistency by the way. Mike:                       Right. Stacey:                   Learn the mistake and do it. I love the way you reframed it. You know what I think? That to me, the example you just gave, if someone said, "Well how would I define a good communicator versus someone whose influential?" What you did that's an influential communicator. That they take a moment, they may be listening to as the gossip is happening. Stacey:                   They release it back and listen to what's going on. And in their mind they're taking the time to really give that response of how will my words land on this persons ears? And how will they translate it long after this interaction is over? Mike:                       Yeah, it's taking responsibility for the impact of your words not just the words. Stacey:                   Exactly. Mike:                       There was a quote on Facebook this year that said, "I'm only responsible for my words not how you hear them." Which I thought, no that's a horrendous lack of responsibility because that implies words have no power and I can just say them. Mike:                       And I can say, "Yes I said them but your reaction is the problem not my words that are the problem." Which is really, really messed up. It's callous. There's no other way to put that at that moment. And it was just a quote that was out there but people were sharing it like, isn't this funny? And I'm like, there are a lot of people who operate that way actually. Stacey:                   I agree with that. Or it's going to the next level where, just because I communicated a message you understand it, you'll act on it, this is another pat of respect. It's your responsibility to work as hard as you need to work to make sure that your message is right for the listener. Stacey:                   And when I say right, it's adaptable to what they already know about your topic, their knowledge level. And its starting to meet their level of understanding so that they can act on your recommendation. Stacey:                   I always tell individuals that I work with, you've gotta do the work. You've gotta do the work to get people to listen to you, to answer you, to respond to you and act on your recommendation. Stacey:                   And it kind of ties to that quote you just make the assumption that if I throw something out there, people respect that I'm having the conversation with them and they'll act on it. Not anymore, too many messages are coming at us 24/7. It's harder now than ever to stand out from that noise. Mike:                       And Stacy you sent out newsletters via email that give people great content, great information. And I love it because there's two sides of this conversation. There is the you're not as influential as you think you are. Mike:                       You work with some of the biggest brands in the country, people in very powerful positions that dictate the lives of thousands, tens of thousands of people out there. And they're not as influential as they think they are. Mike:                       And then we have people who are authors and speakers. And you're going, you're not as influential as you think you are. But on the flip side, you don't want them thinking then I have no value. That I'm not influential. Mike:                       So how does somebody whose listening to that going, yeah if I put something out to the world, not a whole lot of people are gonna act on it. The majority of the worlds not gonna act on it. I'm not influential therefore why try? Can you explain that so that people don't get caught up in the, I don't have the influence others have so why would I bother? Stacey:                   Yeah, so it definitely is a catchy phrase. And you know that's all part of it because we want people to hear us. Heres my point behind that, and I'll compare it to like an athlete, an actress, anyone that practices constant. That no one, an athlete for example, do you have a favorite? Mike:                       I don't have a favorite. I have ones that I love their achievements. I've learned that we gotta be careful of knowing that doesn't mean their personal lives are in order. Stacey:                   You're right. Mike:                       But their achievements. Michael Phelps achievements in the pool ... I was a swimmer, are unbelievable. Stacey:                   You can only imagine because he's so unbelievable with his achievements, he wasn't born with those skills. And he gets that no matter how good, and all those medals that he has already earned, he still practices. It doesn't stop. Stacey:                   And what I have found throughout the years before I started really pushing that phrase, "You may not be as influential as you think you are," I'd be working with these leaders and they would come off with these comments of, "I communicate all the time I'm good." "I worked hard to get to this position therefore I'm influential." "My title determines the level of influence I have." Stacey:                   And once we started to do a lot of work with that C Suite, we realized just because you feel good, just because you've got this experience, doesn't mean you are influential all the time. And we use those sports analogies a lot where we talk about you're influential if you are consistent with your body language, your messaging. Stacey:                   If you're constantly getting feedback, and I'm not saying, good, nice job. But you're getting feedback and you're always having that deliberate practice, like Phelps does, you're on that track to be influential. Stacey:                   I'm not solid influential, but I get that. I also do the work that I'm constantly working towards that. I think there's definitely people that are more influential than others but the ones that are, they're aware of it. They're constantly getting feedback. PART 2 OF 3 ENDS [00:24:04] Stacey:                   Ones that are, they're aware of it. They're constantly getting feedback, they're practicing these skills. Mike:                       And your book brilliantly teaches how to do that. You teach people how to seek the feedback, how to become aware of where their weaknesses are, 'cause it could be one thing they're doing that's killing their ability for people to hear 'em, and they're totally unaware. But they're willing to seek that out, they're willing to ask questions. Stacey:                   That's it. I mean, I get coached. I have several coaches. Just when I get comfortable in my communication and the way that I interact with individuals, my coaches rip me apart and I realize, "Alright, now I caught this habit. Where'd I pick up this? I've got this to work on now." And to me, that's someone who's influential, that understands this is a lifelong learning. And that someone that truly respects how they show up everyday not only impacts them as a person, and their values, and their ethics, it also impacts everyone around them, in their personal life and their professional. Mike:                       Well, and you were speaking, and, you know, personal and professional, what do you think is the greatest lesson you've had dealing with respect in your own life? Stacey:                   How much time do you have? You know, you've heard me talk about my parents before, and I grew up on a farm, and my parents are 78. My dad retired several years ago literally for six days, and on the seventh day he was back up and doing his thing. He still is. That's where I learned my respect. I remember my dad telling my sisters and I, he always said, "If you show up on time, and you follow through, you will be the top 1%." Now that's my dad's statistic. He gets that from nowhere but up here. That's just his own thing, and I remember as a little girl thinking, "Oh, that's easy." Stacey:                   Like, "That's all you have to do?" He kept ingraining that, and I watch my dad, I guess a third thing, he would always say, "Be kind to everyone around you. It doesn't matter their culture, it doesn't matter what they do for a living." And my dad modeled that. My dad models all of that to a T. He still does, and that's where I learned this whole idea of respect, that, from little on, I've always been told it doesn't matter who that person is, respect them, as it's someone that you wanna be their best friend, or you admire, and that's pretty basic. Mike:                       I love it. And you, Monday to Monday. That is your slogan, the Monday to Monday, which, what I love about it is, you know, anybody listening right now should get one word consistently: consistent. Right? That's the word that you have been very consistent about throughout this discussion, and Monday to Monday bleeds it. Right? There's no days off in being yourself, truly yourself. You should always want to. Whether you're at work or at home, you should wanna be that person. Stacey:                   You just wanna make sure that the best of you shows up, as much as humanly possible. Mike:                       Yeah. Stacey:                   And I've heard people say, "Come on. Monday to Monday? You never take a day off?" Well, it's not like taking a day off. Are there times I just lay back and I relax? Of course. But I also, I think, if you'd ask any of our clients, if you'd ask any of my friends, you'd get a pretty similar response from people, and it goes back to where we start this conversation. In my world, that's how I define respect. Mike:                       Yeah, and what I appreciate about that is I think that if I ran into my friends who love me well, they know I love to dance. I absolutely ... people who know me know I love to dance. Stacey:                   Remember, that's how I kinda first met you? Mike:                       That's right. Stacey:                   Because we were at some event, and you were ... totally had your dance shoes on, I'm like, "He's got it down." Mike:                       Well, thank you. And there are times where my clients have known it, which I'm cool with, and people are like, "Why would you post that? Why would you ... ?" 'Cause that's who I am. Like, why would I not post that? What's inappropriate about that? There's nothing ... but it, "Well, that's not your topic, or that's not ... " But it's who I am, and what I've learned more is the more I share that the more my clients can trust me because it's not just always talking to us about the topic. Right? That this the same Mike ... I've traveled with Mike, and I've seen him dance at this public square in a city in Greece. Mike:                       You know, one of my clients saw that happen, 'cause we were all out together and these kids were street dancing and I jumped in, and why not? Right? That's who we are, and I think that's where people make the mistake when they hear Monday to Monday. They think, "Work. I have to work on this Monday to Monday." Versus, are you just being your best person? Everyday I wake up, I wanna be my best self. Whether I'm working or not, I wanna have my best day. An off day especially, right? Why wouldn't you want it to be amazing, and allow yourself to be your truest self? Stacey:                   Yeah, yeah. I was ... this is on a personal side, I was at a restaurant, this was a couple months ago, and it was two parents, I'm guessing. They were parents, meaning married couple, and they had three little kids. Little kids, and the kids were not exactly well-behaved at the table, and the minute that the mother got up to go to the restroom the kids were angels. It was like turning the faucet, Mike, on and off. The minute she came back it was an absolute circus, and like, okay, what's the consistency there? What's happening? Stacey:                   I've read stories of ... I had one, this was a while ago, this is in the book, where I was speaking at a conference and the CEO was up on stage presenting, he was kicking off the conference for the week. It was a sales conference, so it's a big deal. They're pulling their sales professionals out of the field for a full week; that's a big deal. And the CFO, she's sitting next to me, and she's on her phone the entire time that he's up there talking about how critical it is that we focus on our development. I'm thinking, "Everyone sees her," because the house lights were on. Stacey:                   It gets better, she goes up on stage, CEO comes off, the CFO, who was just on her phone, is talking about how critical it is, we've pulled you out on the field all this week, it's so critical to focus on your development this week, we ask that you shut off your phones. And just that moment of, I'm like, "She obviously isn't doing it on purpose; I don't think she got it." That her behavior is on display. We're all on display. I do find, as you climb that corporate ladder, the camera is always on. Stacey:                   People are watching leadership because they want to try to figure out how do you do it, because you truly are a representation of, not only that team, but I think your company culture as a whole. Mike:                       Well, and that's what I love about our work, that, when you're a speaker and you're on that stage, everybody's watching you, and when you're off that stage, everybody's watching you. Everybody. Stacey:                   Yeah. Mike:                       And people go, "Well, that's the burden of sort of in that public ... " and I don't mean celebrity public life, but where people watch you publicly. "That's the burden of it," and I think, "Well, it shouldn't be a burden if you are who you are. There should be no even thought going into what I'm doing offstage. If I am who I am onstage, then why when I walk off is it a burden to be who I am? The only way it'd be a burden is if I wasn't authentically consistent on that stage, 'cause then I have to put a show on when I'm offstage. Stacey:                   I've gotten it before, but you can relate, Mike, where you're at the conference, you're at the event, and then you're at the airport and you run into the participants? Mike:                       Oh yeah. Stacey:                   I've had participants ... where I'm just, my head's down, I'm working on my laptop or whatever in the terminal, I had someone once come up to me, and they kinda sat and they kinda looked at me and they're like, "Oh my god, you look the same." "Yeah?" I mean, it's just, it's interesting. Or, how many times do you get, when you show up at an event, when you haven't met the planner, or your buyer in person, just over the phone, I've heard a lot of people say, "You look like the person on your website." I'm like, "That's good. I guess that's a compliment, yes." Stacey:                   But it's little things like that that still scream "respect." Mike:                       Yeah, I had a person today, or not today, this weekend when I was at an event. I'm offstage, I had spoke, actually, a day or two before so this was the last day of the event, and people were ... someone was talking to me, and when they were talking to me we were into this deep conversation, and then someone else talking to me, we were in this deep conversation, and I walked our, and then a participant did not know I was behind her when she was talking to my wife Karen, and said, "He'll never get out of there. He'll never get out of there because of how deeply he's talking to everybody." Mike:                       And I was literally six inches from her, she did not know, and Karen pointed at her like, "He's on your shoulder." But what I thought was interesting was that she was surprised that I was having deep conversations with people, because in her mind, speakers don't have time for that. Right? Speakers get off the stage, and they don't make time for us. They leave. So if he is gonna have these deep conversations, you're gonna be here all day, because people would ... it was just interesting the way she thought it out, and she even made a comment that verified that. Mike:                       You know? And so you're like, "How sad that there's a reputation there that either somebody who's been in the public eye in any way, whether it be from a stage or performance, that they're not gonna care about the people in the room." And so if they do, it's very striking. Which is sad, because shouldn't that be the norm? That's why you came in the room in the first place. Stacey:                   Yeah. Mike:                       Well, I wanna thank you. You've been ... gave us so much brilliance today. There's three books you recommend in addition to your own. I'm gonna have the links to all those, Real Leadership, Talk Like TED, and Mastering The Complex Sale, I'm gonna have those links on our website for anybody who wants to check those books out, 'cause I love to share the books that the people I have on are reading, I think that's always powerful. Stacey:                   Of course. Thank you so much, you're doing amazing work. Keep doing it and influencing everyone around you. Mike:                       Well thank you, Stacey. For everyone listening, we'd love to have you join us on Facebook. We have a discussion group, the Respect Podcast Discussion Group. Tell us your favorite part of the interview, questions you may have. Dive in there, and of course, we're always at mikespeaks.com if you want to find me. Mike:                       Thank you for joining us for this episode of the respect podcast, which was sponsored by the Date Safe Project at datesafeproject.org and remember, you can always find me at mikespeaks.com. PART 3 OF 3 ENDS [00:34:01]

In this episode Barb interviews Alice Heiman, CEO of Alice Heiman, LLC about the Sales Leaders Role in the Complex Sale.

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns

Alice Heiman is a nationally recognized sales expert and trainer who brings profound changes to her clients' business and sales practices. She’s the founder and Chief Sales Officer at ‘Alice Heiman, LLC’ and a sales keynote speaker. On this episode, Alice shares the biggest challenges salespeople face when dealing with complex B2B sales and how you can overcome them. Conquer the complex sale with her proven strategies and hands-on tips!   Here are some of the topics covered in this episode: The 8 elements of the complex B2B sale Tactics to conquer the complex sale - from prospecting to closing How to deal with multiple decision makers and gatekeepers Ways to shorten the sales cycle for complex sales How you need to position yourself to close the deal   Dealing with price objections is one of the biggest challenges salespeople face. Watch this video to learn some actionable strategies that will help you overcome this objection and win more sales!   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Alice Heiman is a sales strategist, coach and keynote speaker with over 20 years of experience. She started her sales career in her family business, the ‘Miller Heiman Group’, as Director and Sales Trainer. In that role, Alice worked with clients including Coca Cola, John Deere, Hewlett Packard, and other Fortune 500 companies. When the ‘Miller Heiman Group’ was sold, she started her own sales consulting firm to bring the knowledge she gained to smaller, high-growth companies. ‘Alice Heiman, LLC’ is sales consultancy that provides strategy and tactics for companies dealing with complex B2B sales to accelerate business growth. Alice’s innovative sales leadership programs, coupled with her top-down approach to creating long-term change, set up sales leaders and sales-managing business owners to get consistent and sustainable growth. Alice demonstrates how sales performance is directly related to a leader’s mindset. When sales leaders change the way they work with sales teams, results are immediate and dramatic. The ‘Alice Heiman, LLC’ team helps SMB companies drive sales growth by incorporating the newest research and the best practices.   Website: http://aliceheiman.com LinkedIn: https://www.linkedin.com/in/aliceheiman Twitter: @aliceheiman   Listen to more episodes of the Outside Sales Talk here and watch the video here!  

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns

https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. Get a 30 day Free Trial of Pipedrive with “BRUTALTRUTH” coupon at https://www.Pipedrive.com Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv LeadFuze Coupon = SALES20 - to get 20% more leads https://www.leadfuze.com/#_l_1i Use Find that Lead to get anyone’s email: https://findthatlead.com/pricing#_r_brian81 Twitter: @briangburns LinkedIn: Brian G. Burns Facebook: Brian Burns YouTube: Brian Burns

What are the right tools, the right strategies and tactics, and the right content for a successful marketing and sales pipeline? These questions led Scott Armstrong, Partner, to start his agency, Brainrider, in 2010. Brainrider is based in Toronto and San Francisco. In this interview, Scott discusses his agency's demand generation, prospect and customer nurturing, and lead management strategies for companies involved in “the complex sale,” and highlights the advantages of permission-based marketing.   Most companies he works with already have toolsets in place. Brainrider's role is to provide effective strategic methodology, planning, execution, and results measurement—developing a hyper-segmented B2B pipeline that empowers his client companies to optimize the results of their marketing efforts. The base stack for today's B2B marketer includes: a robust sales CRM, marketing automation (with pipeline awareness and engagement tracking), and a marketing-updatable website. Tool selection should be aligned with use objectives with the “Why?” Scott can be reached at the company website: https://www.brainrider.com/ or through email at: scott@brainrider.com  

Bridget Gleason is VP of Sales for Logz.io and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud: Sales Stories and Advice from my Days at Microsoft.

Full Notes https://www.salestuners.com/matt-millen/ Takeaways You Get What You Give: The quality of what you put into a sale is the quality of what you get back. Success is in itself a habit and there are rituals that go into creating success. The numbers play a role and the tools available are important, but ultimately it’s what you put into a sale that matters. It’s who you are, what you have to offer and how you offer it that closes a sale. Believe in Something: It’s different for everyone, but one tried and true belief system focuses on the importance of having a story, being active and having a positive mindset. Great sales reps live and breathe their business. They tell a story with a passion, conviction and soul. They are active in conversations and they believe in their heart that their product, that their business, is going to help whoever they are selling to. Learn From What Works: Trusting the process matters. If there’s a process, run the process. Learn the script. Don’t reinvent the wheel unnecessarily when something is working. Once you master what’s in place, then you can look for new ways to learn and engage. Most importantly, understand that hard work defines what you do. It may not always be easy, but sometimes you just need to put pen to paper and do the work. There are no shortcuts for success. Book Recommendation Conversations That Win the Complex Sale by Erik Peterson and Tim Riesterer Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.

Brian and I discuss poor implementation of sales automation tools and the lack of training to teach sales reps how to authentically connect with customers.

Full Notes https://www.salestuners.com/weber/   Takeaways Get a Prospect Moving: Ask good questions to establish credibility and trust. Your questions should be centered on moving a prospect from a neutral position to one where they’re willing to make a change. Stay the Course: Put in the work every single day. The close may not come right away, but take the time to continually deliver value filled messages and touches to stay top of mind. Maximize Your Time: Instead of making four hours of work look like 10, focus on maximizing your eight hours to hit your goals. Book Recommendations We Really Do Need Each Other by Reuben Welch You Can’t Learn to Ride a Bike at a Seminar by David Sandler Mastering the Complex Sale by Jeff Thull Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience.

On this episode of Predictable Prospecting, Marylou Tyler herself is interviewed by Andy Paul, host of the sales podcast Accelerate.   If you’ve ever wondered about the process of writing Predictable Revenue and Predictable Prospecting, Marylou’s thoughts on the true role of Sales Development Reps, and her top tips for identifying your ideal customer, then this is an episode you don’t want to miss! Episode Highlights: Introducing MaryLou Tyler Writing Predictable Revenue with Aaron Ross Is Predictable Revenue still relevant? Intraday calling and fearing the phone The inspiration behind Predictable Prospecting Sales Development Reps: usage, burnout, and hand-off points Targeting companies with the fastest velocity and highest lifetime value Ideal prospect personas within the pipeline The five levels of awareness Varying methods of outreach How Marylou would fix stalled sales fast Marylou Tyler’s top attributes Must-read books and favorite music Resources: Predictable Prospecting by Marylou Tyler Send Marylou proof of purchase to get access to her presentation of a completed prospect persona Lead Generation for the Complex Sale by Bryan Carroll Mark Hunter SPIN Selling by Neil Rackham Getting to ‘Closed’ by Stephen Schiffman Visit Marylou Tyler on her website, download a free chapter of her new book at Predictable Prospecting, or connect with her on Linkedin. You can also Tweet her @maryloutyler

In the last half-century, B2B sales techniques have undergone significant change. In this episode, Jeff Thull, author of Mastering the Complex Sale, talks about the evolution of B2B selling and lays out a bulletproof map for ensuring results. Today, the customer really needs outside expertise—and that’s where your sales team steps in.

The B2B buying process has changed, and that means your marketing and sales tactics must also change. No longer can you simply say you're the leading provider. Buyers want you to prove it. Listen as Ardath Albee, author of eMarketing Strategies for the Complex Sale, explains why traditional sales prospecting and marketing methods no longer work and discusses tactics firms must use instead.

Too often professional services firms practice "random acts of marketing." They don't have a real strategy for marketing the firm or for generating leads, and as a result leads get lost or are discarded. To successfully generate leads, service firms have to do three things: identify the companies they should be working with, identify the right people within the companies, and nurture an ongoing dialogue with them and build trust. Before you can do that, however, you need to identify what is a good lead. Brian Carroll, CEO of InTouch and author of Lead Generation for the Complex Sale, talks with Mike Schultz, Publisher of RainToday.com, about the importance of having a Universal Lead Definition. Build a profile of the ideal client, then marketing can use it to identify quality people and certify when someone is ready to talk to a partner, and sales management can use it to nurture a dialogue. (Time: 17:06)

What is the difference between the complex and simple sale? What are different skills that are needed for the complex sale?

Presenters: - Dr. Flint McGlaughlin, Director, MarketingExperiments - Brian Carroll, CEO, InTouch It hasn't been an easy year for B2B marketers. If you're looking to end the year on a high note and prepare for an uncertain '09, this is a clinic you will not want to miss. Brian Carroll, renowned B2B expert and author of the widely acclaimed book, Lead Generation for the Complex Sale, will be presenting this special session with Dr. Flint McGlaughlin. During this free, interactive Web Clinic, we will: - Discuss strategies that dramatically increased leads -- but not budget - Present a proven, five-step "playbook" for more effective lead growth - Devote a special Q&A session to your lead-gen issues With up to 80% of leads being squandered regularly, according to research, now is the time to optimize your processes and plug the leaks. This clinic will give you the tools and tactics you can use right away to do just that.