Podcast appearances and mentions of crystal knows

Mark and marketing expert Justin Tucker discuss the evolution of personalization in marketing, particularly in the context of AI's role in enhancing productivity and human connection within the real estate industry. They emphasize the importance of using AI to empower employees rather than replace them, and the potential for personal branding to intersect with AI to create meaningful interactions. The discussion also covers various tools that can enhance communication and sales, the necessity of continuous learning in the age of AI, and innovations in consumer collaboration that leverage technology to improve user experience. In this conversation, the speakers explore the importance of continuous learning, taking action, and iterating in the face of challenges, particularly in the context of AI and personal branding. They discuss the significance of authenticity and originality, the necessity of embracing failure, and the value of self-discovery. The conversation also touches on the role of passion projects, like the Pizza Illuminati, in fostering creativity and relevance in a fast-paced world. Finally, they emphasize the importance of consuming knowledge and connecting with others to enhance personal and professional growth. Connect with Justin on Facebook! Takeaways AI is not a replacement for humans but a tool to enhance productivity. The future of marketing lies in personal brands and AI. Automation allows employees to focus on human connections. Curiosity and continuous learning are essential in adapting to AI. Scaling personalization is now possible with AI technology. Companies should empower employees to create memorable experiences. AI can analyze large data sets for actionable insights. Personalization can be achieved at scale through AI. Tools like Crystal Knows and Fathom enhance communication. The intersection of human intelligence and AI is the future of business. The learn-do-iterate model emphasizes the importance of action. Authenticity in creativity is crucial, especially in AI. Iteration is key to overcoming challenges and improving skills. Self-discovery is essential for effective personal branding. Passion projects can enhance creativity and learning. Chapters 00:00 The Evolution of Personalization in Marketing 02:52 AI's Role in Real Estate and Productivity 05:48 Human Connection in an AI-Driven World 08:50 Empowering Employees Through Automation 12:05 The Future of Personal Branding and AI 14:46 Scaling Personalization with AI 17:51 Tools for Enhancing Communication and Sales 20:58 The Importance of Continuous Learning in AI 24:01 Innovations in Consumer Collaboration 27:03 The Intersection of Human and Artificial Intelligence 30:46 The Learn-Do-Iterate Model 32:41 The Authenticity of Originality in AI 33:49 The Importance of Iteration and Taking Action 36:53 Navigating Failure and Embracing Growth 39:24 Self-Discovery and Personal Branding 41:02 Pizza Illuminati: A Passion Project 43:31 Staying Relevant in a Fast-Paced World 44:18 Consumption of Knowledge and Continuous Learning 48:39 The Role of Music in Creativity 51:22 Connecting and Collaborating with Others Affiliate Links: Unleashing the Power of Respect: The I-M Approach by Joseph Shrand, MD This episode is brought to you in part by SecuriTitle, a fractional paralegal service assisting with all things real estate in Massachusetts and New Hampshire. Learn more about how Core7 can generate referrals, add value to your partners, and make a difference in the lives of your clients at mycore7.com

The MAGIC listeners called in with name suggestions for the Orange Dinosaur on Route 1 in Saugus!

Intéressé.e par notre formation Yaniro Leadership Program ? Prenez rendez-vous avec Léa ici !Voulez-vous former les managers avec la méthode do it yourself ? Obtenez toutes les ressources ici !Résumé de l'épisode

In een nieuwe rubriek, bespreken we een tool die je als sales professional kunt inzetten om je werk te vereenvoudigen. In de eerste editie bespreken we Crystal knows, een AI-tool waarmee je een afspraak kunt voorbereiden. In deze aflevering hoor je welke 9 informatiepunten worden aangedragen door Crystal knows én we bespreken hoe we zelf de voorbereiding aanpakken en wanneer deze tool nuttig kan zijn voor jou! Mocht je vragen, opmerkingen of feedback hebben, dan kun je deze via Spotify of op LinkedIn op ons afvuren. Ook als je een luistervraag wilt indienen voor de volgende aflevering! Mailen mag ook en kan via contact@verkoopisalles.nl. Crystal knows vind je hier: https://www.crystalknows.com/

El CRM puede ser tu mejor amigo o peor enemigo...¿cual escoges? En este episodio del vender diferente podcast estoy con mi amigo Luis Font donde hablamos sobre el uso de CRMs y la inteligencia artificial en las ventas. Luis destaca la importancia de utilizar un CRM para no perder oportunidades y tener un mejor control de las ventas. Compartimos nuestra experiencia con herramientas de inteligencia artificial como Fireflies y Crystal Knows, que ayudan a mejorar la comunicación con los clientes y a analizar las conversaciones. Coincidimos con en la importancia de las integraciones entre CRMs, agendas y correos electrónicos para ahorrar tiempo y mejorar la productividad. Luis comparte cómo utiliza herramientas como Tactic y ChatGPT para tomar notas y transcribir reuniones. También menciona otras herramientas de inteligencia artificial que integra en su trabajo, como Zapier y Einstein de Salesforce. Finalmente discutimos sobre el futuro de las ventas y cómo la inteligencia artificial puede mejorar la productividad y eficiencia de los vendedores. Si tienes un CRM y quieres ahorrar 2 horas por día te recomiendo este episodio.

Who is Karen?Karen Green is a marketing expert who has a passion for helping people sell their ideas, products, and services. She firmly believes in the principles of virology theory and how they can be applied to any sales situation, whether it's an investor pitch, business presentation, or job interview. With a focus on niche marketing, Karen helps her clients achieve their goals and reach their target audience. Her expertise extends to a wide range of industries, making her a valuable asset to anyone looking to sell more effectively.Key Takeaways00:00 Broad sales principles apply to various situations.04:54 Tailoring sales approach to individual buyer preferences.09:29 In 30 seconds, tailoring emails makes difference.11:57 Logic and biology in business development book.14:47 Book by former FBI negotiator with storytelling.Valuable Free Resource or ActionCopy of Karen's book by dropping her an email at karen@buyerology.co.ukA video version of this podcast is also at https://youtube.com/live/_________________________________________________________________________________________________Subscribe to our newsletter and get details of when we are doing these interviews live at https://TCA.fyi/newsletterFind out more about being a guest at : link.thecompleteapproach.co.uk/beaguestSubscribe to the podcast at https://link.thecompleteapproach.co.uk/podcastHelp us get this podcast in front of as many people as possible. Leave a nice five-star review at apple podcasts : https://link.thecompleteapproach.co.uk/apple-podcasts and on YouTube : https://link.thecompleteapproach.co.uk/Itsnotrocketscienceatyt!Here's how you can bring your business to THE next level:If you are a business owner currently turning over £/$10K - £/$50K per month and want to grow to £/$100K - £/$500k per month download my free resource on everything you need to grow your business on a single page :It's a detailed breakdown of how you can grow your business to 7-figures in a smart and sustainable way————————————————————————————————————————————-TranscriptNote, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)SUMMARY KEYWORDSbuying mindset, sales director, buyer's mindset, pricing, corporate buyers, facts and figures, virology model, human interaction, selling, personality profiling, AI, communication, prospecting, negotiation, case studies, coaching, selling toothpaste, retail, sales growth, buyer's profile, business development, webinar, Jeff Walker, B2B sales strategies, human approach, Harvard Business Review, decision making, influencing, marketing, entrepreneurshipSPEAKERSKaren Green, Stuart WebbStuart Webb [00:00:21]:Hi, and welcome back to It's Not Rocket Science, 5 questions over coffee. This is a great opportunity for me to sit and chat, with somebody I'm really looking forward to a discussion with. And I do have a cup of coffee, so therefore, good opportunity for me to sit back, let her do the talking, and I'll do the coffee drinking. And today, I'm talking to Karen Green who was a buyer, with with Tesco. Five I got that right, Karen? Yes.Stuart Webb [00:00:53]:And then you moved into, the, the supply side where you were a sales director, and now you are an expert consultant and speaker helping us all understand the buyer's mindset and how to go about doing things like, well, pricing and buying and things like that. So, Karen, I'm really looking forward to the conversation. Welcome to it's not rocket science, 5 questions over coffee.Karen Green [00:01:17]:Thank you for having me. I'm looking forward to it.Stuart Webb [00:01:20]:Terrific. Webb, okay. I guess the first thing we have to sort of dive into is is who is what is who is the person you're trying to help? What is it that we're all misunderstanding about buying that you're trying toKaren Green [00:01:31]:help us to understand? So on a on a broader scale, because, you know, whenever you talk to marketers, they say you should niche it down, niche it down. But on a broader scale, anybody who is trying to sell something, and you could be selling an idea to somebody, you could be selling a product or a service, or selling your business. So if you're doing an investor pitch, or even if you're trying to sell yourself for an interview, the principles behind behind the virology theory work for for any of those. So, much as, you know, my target audience is obviously, for my clients is more narrow than that, but this can work for any anybody really who wants to to sell more and sell better.Stuart Webb [00:02:23]:And what is it those people have done before you try and help them that that have made Webb they've made mistakes in that? Is is it just is it just not understanding the process or is it more than that?Karen Green [00:02:37]:It's more than that. And I and I found this statistic, and I asked lots of people. So I'll ask you the the the the number. So accordingKaren Green [00:02:49]:According to Harvard Business Review, what percentage of business to business, because that's really what I work in, business to business, corporate buyers, make the decision based on fact?Stuart Webb [00:03:03]:Yeah. So I'm going to have to say according to Harvard Business Review, and and I haven't read this article, but I would imagine it is a very, very low percentage. And I would imagine most people going into a buying situation think that that person buying is basing on all of the facts. And I'd imagine it's basically on whether or not you smiled or did something to make them feel good or treated them like a human or something like that.Karen Green [00:03:29]:You're absolutely right. So they say about 5% ofStuart Webb [00:03:33]:decisions That doesn't surprise me, I'm afraid. BasedKaren Green [00:03:36]:on fact. And and that's the biggest mistake that I think I probably was making from, from day 1 of being a salesperson because, my personality is is quite fact based. I'm quite interested in in sales growth and numbers. So I would do all my research, and I'd look at the company, and I'd look at, their values and their mission and their statistics and the market share, and I would know that relatively inside out. And if I didn't, I'd usually have somebody with me who did, like a category manager. And when I was sort of putting together the the basis for my model, the virology model, I actually realized that that's only 1 third of of the of the piece. The the main part of it is, as we say, that that buyers are human. And therefore, what you've got to do is spend more time researching the person you're selling to as a human being than actually the corporation.Karen Green [00:04:42]:And then the 3rd pillar, which I think is quite interesting, and it's harder to research, is what is that human's interaction with the company they're working for?Karen Green [00:04:54]:So for example, I do a lot of work with food and drink companies selling into UK retail because that's obviously my my background. And you might get a buyer who's been there a long time, seen it all before, doesn't really wanna rock the boat, and therefore, you know, you have to think about, well, they're not looking for promotion, they're gonna be looking just to keep going. They've seen it all before. Or you might have somebody actually who's who's super ambitious, wants to change the world, quite happy to go and do things differently, and that can make quite a difference between the way you, you tailor things. So that's where you kind of if you if you'd look at all three pillars, you will have a better chance. And it means that you can take your your basic sales message, whatever that is, and and tailor it according to the person. And that's and that's the skill, that's the basis for the book, and that's the basis for what I work with clients on to to make to make the difference.Stuart Webb [00:06:10]:That's that's interesting. I think it's it's very reminiscent. Of my experience when I was, first first out of, what I did and and and entered a world where I was being taught to be a manager briefly before I started sort of taking taking you know, doing doing things with my own companies. But the one thing that I can remember a a manager mentor of mine saying was when I sort of provided somebody with some feedback, I was doing it based upon my understanding of something, which was all about, as you said, numbers. And and this person looked at me and said, how did they take it? And I said, well, I didn't understand. You didn't seem to care about that. He said, no. You have to tailor your message to what they care about, not what you care about.Stuart Webb [00:06:54]:And it was such a I sat there and thought from, well, that sounds that sounds so so ridiculous. I mean, I was I was sort of, you know, late twenties. You know, I was I was one of those sort of, you know, sitting there knowing knowing everything and then thinking, well, why on earth is this person telling me something like that? Because that's clearly rubbish. And and it was absolutely the right advice because people don't wanna hear it based upon your understanding. They wanna hear it based upon their understanding, don't they? They're and and and as as communicators, the thing that we have to remember is that communication is what the listener does, not what we do. We can we can shout it from the rooftop, but if nobody's listening, we've communicated nothing.Karen Green [00:07:35]:It's true. And what's exciting, I think, now is the fact that the combination of having LinkedIn and having, AI, and there's there's a couple of AI, systems you can use. I use Humanix. There's also Crystal Knows, and there's a couple of others. You can go and analyze the buyer or the the person that you wanna sell to because it might not be a corporate buyer. It must might just be your boss, for example. And you can work out their personality based on and Humanix uses the the DISC profiling. So you can then say, well, actually, I mean, I'm a I'm a relatively strong red personality.Karen Green [00:08:16]:So, and I remember a bit like you when I was younger at at at Tesco, my boss sitting me down and saying, you know, you went and asked accounts for us. He said, talk me through. And I went, well, I took it up like you said, and I gave it to them. And I said, I need this. And he said, did you say good morning? And I went, might have done. Did you ask them how they were? And I'm like, well, why would I? Am I interested? I don't care. And he said, I think if you built the relationship a bit better, you might understand, you know, you might come better. And I was like, oh, okay.Karen Green [00:08:48]:Fine. But if you if you know your personality as well so I know that I'm high red. I'm gonna get to the point quite quickly. I'm it's not entirely true because I do have a bit of eye in me as well. So I am relatively interested in people, but I think that's probably come as I've got older. And if you know your shortcomings or your purse your chosen approach, and then you use something like Humanix, which really has changed the way I do, because I obviously work with a quite a large number of clients, so I do a lot of discovery calls. And I can go on to LinkedIn. I can profile them.Karen Green [00:09:29]:In 30 seconds, I've got fair idea what they're gonna be five, and it just it just gives it the edge. It really does make a huge difference, to to the way I approach things. I'm not as good as I should be, you know, in terms of tailoring my emails and tailoring this, that, and the other. And and I was, I was watching a, webinar last week actually by Humanex who were talking about how, you know, if you've got a mailing list, I use Hub Spot, and you've got, say, a 1000 people on it, you can segment it by, type and and and all that kind of thing. And and, yes, I probably would do better. And their their open click rates is amazing because they do tailor it specifically to to different types. But and I'm sure once AI gets a little bit better than it you just press a button and then it will do it for us. But at the moment, it's a little bit a little bit weird for me.Karen Green [00:10:22]:ButStuart Webb [00:10:23]:I'm I'm looking forward to the day that I, that that that on on on my behalf and AI buys everything I've already decided I want. Although at the moment, I've got a son that does that for me, and I just over things appearing, through the post because he just sits and orders stuff that he's decided that I want. Well, most of the stuff is for him is just my credit card. Anyway, so look. That takes me for the next to the next thing, and I think you've got a really brilliant free offer that, that we can we can all tap into to sort of learn some of this stuff. And and for this moment now, I'm going to show this ticket because I believe you have got a really valuable free offer, which I'm really excited about.Karen Green [00:11:08]:So so yes. I wrote, my this is my second book actually, Recipe for Success, which was aimed at at food companies. It's available on Amazon if if you are interested. But this is a broader book. This is around know your buyer, sell more, and and sell better. And the first third of the book does go into understanding the why. So, you know, understanding why why are people more likely to be human in a corporate decision making, situation than than driven by by facts and figures. And then it I get into the the disc profiling and different ways that you can actually work out who your who your customer is and and to think about the 3 3 pillars.Karen Green [00:11:57]:Because, you know, at the beginning, I was saying we tend to focus on that 3rd pillar about, well, the the logical bit. We still need the logic because if we don't have the logic, then the rest of it will will fall apart because we still you know, there there still needs to be that factual basis. And and then the final part of the book is thinking about, well, how do you go out and do all those different things to do within business development and sales, such as prospecting, sending the cold emails, having the meetings, closing the sale, getting repeats. All of that part is there, but but with the underpin of of how do you tailor it and how do you use biology to make difference. So that's that's the book. It is a it is available on Amazon, but, yes, if you drop me a line, I will arrange for and an address, actually. I'll need your address at the sameStuart Webb [00:12:50]:time.Karen Green [00:12:51]:So soStuart Webb [00:12:52]:drop an drop a a request and an address to karen@buyerology, that's buyeroldoydot co.uk. And that will be winging its way to you, which is a fantastic free offer. I love it.Karen Green [00:13:09]:Yeah. Please please do. I'll get get the message out because I'm really I am genuinely very passionate about what I do, and I think, the more people can who who get that understanding. Yeah. And as I say, you don't have to be an entrepreneur or in business for it to be useful. I mean, you know, some of some of the I don't know whether when toddlers actually get their their, personality. In fact, I should look that up because I've never thought about that. I've always thought, you know, if you're gonna sell something to a toddler, then that's probably and succeed.Karen Green [00:13:43]:Selling an idea to a toddler is is probably the hardest thing you'll ever do.Stuart Webb [00:13:47]:Well, I think is it is it it's not it's it's an old truism that we're all selling all the time over if you're what you're trying to do is persuade your your significant other to go out to the cinema. There's a there's a there's a there's an interaction of selling and buying interaction going on there, and it's just it's continuous, and we all ought to be better at it, I guess.Karen Green [00:14:08]:Yeah. Absolutely. It's it's it'sStuart Webb [00:14:10]:Makes make would make for happier relationships, I suspect, if we did actually do some of that. So, was there a particular book or course that actually sort of started you to to to think about? Obviously, other than the 2 books that you've mentioned that you wrote, but was there a particular book, of course, that actually, started you in this journey about understanding how buying be is such an important part of five.Karen Green [00:14:34]:So I would say the the best book I've ever read on this is Never Split the Difference. Five I've forgotten who wrote it now. Oh, god.Stuart Webb [00:14:46]:I didn't know.Karen Green [00:14:47]:I was looking on my shelf to see if I had it, and I think it's it's packed away because I've been it'll come back to me in a minute. But it's written by, he was an FBI negotiator, so he's not he wasn't at the time a commercial person. I mean, he does do a lot of training now. But it's a brilliant book because he does it there's a lot of storytelling in it, and he does talk about negotiating with with hostage situations and things like that. So it is quite interesting, but then he does get into, you know, how to negotiate a a pay five or how to negotiate, with your with your significant other as you're describing. It is a really good book, and it will come to minimum as to who's written it. It's it's a major major major major bestseller.Stuart Webb [00:15:37]:But that's, that's interesting, isn't it? Because once again, that you know, it's I I think we're discovering, you know, not that all buying situations are hostage taking situations, but I can understand what the the the the, the the links between those 2 because, obviously, what we've got is 2 people who are trying to reach some sort of an agreement, and I I guess Stuart the normal agreement is the price or whatever over you're gonna pay.Karen Green [00:16:01]:It's Chris Fox, by the way. I've just looked it up. Okay. But yeah. And and the point of the book, Over Split the Difference, I think is is a really good one because it's it is a technique that I've seen when I I was, Yeah. When I was working with Tesco. So they'll say, well, we want 50% margin. And you think, well, actually, I was only going in for, like, 30.Karen Green [00:16:26]:So if they say, let's split the difference, that's 40. But, actually, your toppest, toppest might be 38. So for them to go, let's split the difference because they've set this ridiculously high target figure to start with is is really poor. And and I actually do use it that thought process a lot where someone moves if someone says to me let's split the difference, I always say no. JustStuart Webb [00:16:52]:Just to see what happens?Karen Green [00:16:54]:Chris said. Chris said say no.Stuart Webb [00:16:58]:How fantastic.Karen Green [00:16:59]:That's funny.Stuart Webb [00:17:00]:Get out of that situation?Karen Green [00:17:04]:Well, it's you then have to look at the reasons why you wouldn't split the difference. It's quite hard actually because some people think it's think it they're being generous. They go, well, should we you know, if you're buying a car and they'll say, well, should we split the difference? Or I've had clients I have one recently where someone was saying, well, can we split the difference? I Webb, oh, no. No. Because because because you're asking a map. You were asking too much to start with. But you gotta be careful because then that seems a bit rude.Stuart Webb [00:17:33]:I love it. Oh, we could talk for this on our list, but we better not. We better not because I think, 1, it would it would eliminate any, any reason for anybody to to try and get your book, and they definitely should get your book. So I'm going to ask you the final question, which is obviously, Five been asking questions and you've obviously beautifully answered them, but there must be a question that you wish I had answered and I haven't yet. So, Karen, what's the question that I should have asked you? And, obviously, you know the answer better than anyone else, so you better answer it for us as well.Karen Green [00:18:05]:What's what's the evidence that biology works? I think isStuart Webb [00:18:11]:the best. That's a lovely question. I think it's a lovely question. Is there a good case study that you can bring us?Karen Green [00:18:18]:There's there's there's lots there's lots of of case studies I can bring. Certainly, over the last 2 or 3 years, I've had clients come along to me, and they've they've they've said, oh, this is my business and this is it, and I will turn on. I can remember one in particular. And I said, you don't really enjoy right running this business, do you? Because you really don't like selling because you're actually a real nice people person. And she went, you've only spoken to me for 5 minutes. How do you know that? And she got quite but she was very impressed. And we did end up working together for a very long time. And I did obviously explain to her afterwards.Karen Green [00:19:00]:I said, well, I've just profiled you, and and you're definite a very green person, and you like getting on with people. And and and therefore, you you know, to to sit across a buyer is gonna be really hard. So what you need is someone like me to protect you and go in and do it for you. And that's what I do actually with with a number of my clients. So so that kind of is an example of of the beginning of of of how it works. But, certainly, at the moment, I'm doing a lot more selling than I would normally do, on behalf of clients. I normally just coach, but I've got a couple of people who came to me and said, well, would you do it for me who are not born sellers? And, yeah, I'm having a lot of fun with it actually Stuart adapt, to the different personalities, and we're I'm off to see, Boots actually on Thursday sitting on the other side of the desk selling toothpaste. So it's gonna be quite interesting.Stuart Webb [00:19:59]:Fantastic. Fantastic. Karen, I mean, my immediate response my immediate response is I can't I can't believe, that you won't get 1,000,000 and 1,000,000 of requests for that book because, Well, if IKaren Green [00:20:11]:get 1,000,000 and 1,000,000, then we'll have to put we'll have to put, like, no more than 50 p 50 will be given away because, we don't want the repeat of, was it? Right.Stuart Webb [00:20:21]:There that is that is your that is your your challenge, people watching at the moment. And And if you're watching on replay, you may already be too late. Get that email to karen@birology, b u y erology.co.uk immediately to get your free copy of that book because I think, Karen, that is a brilliant message. I love what you've been telling us. I love the way that you're helping to peep get people. And I really appreciate you spending a few minutes with us, today.Karen Green [00:20:54]:Thank you for having me. I've really enjoyed it. It's been great.Stuart Webb [00:20:56]:Lovely. Now look. If you would like to get, an email from me letting you know about the wonderful people that are coming up on this podcast so you can watch five and get in before the offers disappear, send, go to this link, which is link.thecompleteapproach.c0.ukforward/newsletter. That puts you onto our letter list. We will be sending you an email, which gives you information about the upcoming webinars, the upcoming LinkedIn lives Webb you will hear wonderful people like Karen speak. And, Karen, I just wanna thank you once again for coming on and, spending a few minutes, certainly educating me, and I really appreciate it.Karen Green [00:21:37]:Thank you very much. Thank you. You've been great. Get full access to It's Not Rocket Science! at thecompleteapproach.substack.com/subscribe

Woran denkst Du, wenn Du „Crystal“ hörst? Serienjunkies werden an Breaking Bad denken, denn die Droge, mit der dort hauptsächlich Geld verdient wird, ist Crystal Meth. Programmierer denken vielleicht an die Programmiersprache, Bierfans an das Bier aus dem Hause Budweiser, Filmfans denken an Billy Crystal, den Schauspieler andere wiederum denken vielleicht, dass ich einen Sprachfehler habe und Kristall falsch ausspreche oder den Frauennamen Christel falsch betone. Nun könnte diese Einleitung ebenso gut für eine Episode über Framing genutzt werden, wird sie nur nicht. Zumindest nicht direkt. Ich meine das Tool, welches über Seite Crystalknows.com erreichbar ist. „Personality data for everyone you meet” - In an AI-dominated world, human relationships matter more than ever... That's where Crystal comes in.  so steht es auf der Homepage geschrieben. Welche Impulse liefert dir diese Episode? Ich komme auf die folgenden: Selbst- & Fremdwahrnehmung sind noch immer 2 unterschiedliche Paar Schuhe, wie meine Mutter immer zu sagen pflegt. Es ist daher durchaus empfehlenswert, solche Assessments zu durchlaufen und sich ggfs. auch mal von anderen (Fremden/bzw. unabhängigen und vor allem professionell in diesem Bereich ausgebildeten Menschen deines Vertrauens analysieren zu lassen. Kennst Du dich selbst, kannst Du dich in vielen Situationen besser steuern. Informationsgewinnungswerkzeuge ist nicht nur ein typisch deutsches Wort, sondern im Fall von Crystalknows auch eine gute Hilfestellung für deine Vorbereitung.  Der in meinen Augen wichtigste Punkt dabei: Bedenke unbedingt, dass es Annahmen sind, die idealerweise während der Verhandlung am Tisch verifiziert werden. Es sind keine Fakten, solange sie nicht eindeutig bestätigt sind.  Besten Gruss & bis bald Dein Andi    Termin buchen

In this episode of Sidecar Sync, Amith and Mallory tackle the topic of professional development in the AI era. They emphasize the importance of continuous learning and adapting skills due to AI's rapid evolution. The discussion also covers how HR should handle these changes, highlighting the need for transparency and strategic planning to integrate AI and address employee concerns. This episode offers valuable insights for anyone interested in understanding professional development's changing landscape due to AI advancements.Let us know what you think about the podcast. Drop your questions or comments in the Sidecar community: https://community.sidecarglobal.com/c/sidecar-sync/ Join the AI Bootcamp for Associations: https://sidecarglobal.com/bootcamp Download Ascend: Unlocking the Power of AI for Associations: https://sidecarglobal.com/AI Join the CEO AI Mastermind Group: https://sidecarglobal.com/association-ceo-mastermind-2024/ Thanks to this episode's sponsors! AI Bootcamp for Associations: https://sidecarglobal.com/bootcamp Tools/Experiments mentioned:  Free Code Camp: https://www.freecodecamp.org/Crystal Knows: https://www.crystalknows.com/Topics/Resources Mentioned:  DISC Personality Test: https://discpersonalitytesting.com/free-disc-test/Social:  Follow Sidecar on LinkedIn: https://www.linkedin.com/company/sidecar-global Amith Nagarajan: https://www.linkedin.com/in/amithnagarajan/ Mallory Mejias: https://www.linkedin.com/in/mallorymejias/ 

Adam is the CEO and founder of the Lloyd Group, a prominent managed service provider for small and medium-sized businesses that provide services like asset management, help desk support, project management, cybersecurity, IT governance, and cloud services. Under Adam's 28 years of leadership, the Lloyd Group has been named on the list of Inc 500 and Inc 5000 fastest-growing companies in America, along with many other accolades and recognitions, including employee satisfaction and corporate culture. Adam has a Bachelor of Science in Accounting from Adelphi University and is a graduate of the Harvard Business School President's Program. He also completed the Entrepreneurs Organization MIT Birthing of Giants Program. Adam is a member of YPO (Young President's Organization) and serves as the Learning Alliance Champion, and was the Chair of the Harvard Business School President's Program. Show Notes: (11:00) - The key to growth and transformation is moving from thinking you know everything to admitting you know nothing and starting a lifelong journey of self-discovery and lifelong learning. (12:00) - Adam created six "Truth North Objectives" to measure everything against to ensure he did not waste any more of his life and stayed on track what is his "True North." 1 - Have a supportive fun, accepting, relationship with my spouse.  2 - Instill a sense of responsibility and humility in my children. 3 - Have a transparent and deep relationship with my children. 4 - Have a life of no regrets and fear will not stop me. 5 - Achieve a state of acceptance of myself and others. 6 - Have a balance of unplanned time with value-producing activities. (19:42) - What is a painted picture exercise? Why is this important for people to do. (23:30) - Why working at McDonalds was one of the most formative jobs he had in his life. "Hold your kids with open palms." (27:00) - "Your network is your net worth!"  (29:35) - Adam and Sarah started their business in 1995 with a simple but profound Noble Purpose. "To create opportunities to learn, earn, and live better!" It all centers around building a team and community.  "You need to put a process around your relationships!" (37:00) - How did Adam get started in business, accounting, and entrepreneurship? (41:00) - Everything I deal with in business is people related. Adam shares how the smartest people in the world with poor people skills get passed up and don't advance in their careers.  (46:00) - The most successful people have consistent integrity. "One of the things I regret most is conversations I have had when I was still emotional about it. "You need great relationships with friends who are not afraid to call you on your crap." (1:03:00) - Executive education programs are designed for people who want to enhance the education and lives of their peers. (1:05:00) - How to design a world-class educational event program. (Connect people, Get People Committed, Get People Uncomfortable) (1:15:00) - What does Adam see as similar or different with EO, Vistage, and YPO?  (1:22:00) - We didn't focus on building a company...we focused on building a community!  (1:33:00) - How is AI changing the world? "What I am most worried about is if in the past what you learned depreciated every five years it is now every 2-3 years. I am most concerned with people not lifelong learners, not subscribing to MasterClass, and not using Coursera.org. These are the people that will become irrelevant and will not get new jobs." (1:36:00) - Adam's three core values are "Be Human, Be Accountable, and Be Better!"  "Younger people see opportunity and as you get older you see things as threats and move into protection mode." (1:46:00) - "I want to double click on that!" :) (1:50:00) - "If the American President asked Adam to give a State of the Union Address to the american people what would he say?"

As an A&D (Architecture and Design) sales representative, your role involves understanding the design process from a unique perspective. You must understand the nuances of aesthetics, functionality, and client preferences each day. Leveraging AI can significantly enhance your days' outcomes by empowering you to be more productive and appear in the market with a more profound impact. AI tools like Chat GPT and Crystal Knows serve as game-changer, allowing you to expedite vital information that can enhance your marketing and prospecting. With the ability to process data and generate information in seconds, AI enables you to address customer queries, provide design recommendations, and offer personalized solutions promptly and efficiently. Embracing AI in your sales process can be a strategic advantage, optimizing your overall productivity and success in the competitive A&D sales industry.   In this episode, your host, Nicole, shares more about AI that are helpful for any architecture and design sales representative. Tune in and learn how you can leverage these five tools to enhance your creative process and create an amazing customer experience.   Tune in?   Key Highlights from the Episode: [00:01] Episode intro and what in for you in today's show [02:03] Nicole's experience as an A&D sales rep and what she believes reps desperately need  [04:21] How to A.C.E. the customer journey to provide an amazing experience    [06:10] AI tools that A&D sales reps can use to better their sales and creative processes [07:42] Ways to use ChatGPT as an A&D sales rep [11:30] AI tool, Crystal Knows and four other tools, and how to use it as a rep to prospect  [16:22] Wrap-up and end of the show Notable Quotes:  As an A&D sales rep, you are always a designer in a different way. As a sales rep, how you appear in the market ties into your brand awareness. AI is a game changer; it can speed up sales processes to a few seconds.  Let's Connect: >> Download the PDF of 5 AI Tools for A&D Reps: Website: ai.thriveindesign.co Learn more about Thrive In Design:  Website: https://www.thriveindesign.co/ Instagram: https://www.instagram.com/thriveindesign/ Facebook: https://web.facebook.com/thriveindesign/ LinkedIn: https://www.linkedin.com/company/thriveindesign/   Register for the next Thrive In Design live training here: https://training.thriveindesign.co/   Get your copy of "The Ultimate Guide to A&D Sales": https://www.thriveindesign.co/brand-reps.  

In this episode of Marketing in the Madness, Katie Street talks to Perla Bloom, Global Strategy Lead at Electronic Arts and a Co Host of an Entertainment and Technology podcast, Think Twice. With experience in a variety of industries, from FMCG, Financial Services, Telecoms, Luxury and now gaming at EA Games, Perla works on both AAA titles like Battlefield, as well as smaller more indie titles. Whatever the project she has worked on, she is always committed to providing fully integrated campaigns, with a focus on innovative digital multi touchpoint experiences, more recently involving Crypto and NFT technology.They discuss the Metaverse and the importance of understanding your audience's motivations before creating digital experiences, as well as the  psychology of marketing and personality type tools that are available to help businesses. In this episode you will hear: Understanding the motivations of your audience Creating experiences that your audience wantThe psychology of marketing and personality types Tools to understand your prospects better How you can add value as a brand EA games marketing objectives Gamifying marketing Metaverse in the marketing worldHumanising marketing tactics  Keeping abreast with technologies to future proof your business Using tech to make experiences better Links & references:Katie Street: https://www.linkedin.com/in/katiestreet/Perla Bloom: https://www.linkedin.com/in/perlabloom/EA Games: https://www.ea.com/en-gb Crystal Knows https://www.crystalknows.com/ Think Twice podcast: https://open.spotify.com/show/5fXwcieG9IDciEPeptRyMK Get in touch: hello@street.agencyKatie Street https://www.linkedin.com/in/katiestreet/ https://www.instagram.com/streetmate/ Street Agency https://street.agency/ https://www.instagram.com/street.agency/ https://www.linkedin.com/company/streetagency/

Alysha Dominico, Co-Founder and CEO of Tangible Words, discusses The 6 Types of Working Geniuses by Patrick Lencioni and Strengths Based Leadership from Gallup with Brook Watson of Crystal Knows.

Alysha Dominico, Co-Founder and CEO of Tangible Words, discusses The 6 Types of Working Geniuses by Patrick Lencioni and Strengths Based Leadership from Gallup with Brook Watson of Crystal Knows.

Welcome back to Mindful Madness!Follow along as we take a FREE personality testcrystalknows.com click on enneagram test 0:00-30:00 -test taking31:00 - we share resultsNEW EPISODES EVERY MONDAY MORNING 5AM CTTHANK YOU FOR TUNING IN 

Inscrivez-vous au webinaire du lancement de la formation Yaniro pour un max de cadeaux exclusifs : Ici (places limitées ! )Résumé de l'épisode

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This week's episode of Good Girls Get Rich is brought to you by Uplevel Media CEO and LinkedIn expert, Karen Yankovich. In this episode, Karen discusses her perspective on using AI on LinkedIn.  AI means automation, but is automation always good? #GoodGirlsGetRich We want to hear your thoughts on this episode! Leave us a message on Speakpipe or email us at info@karenyankovich.com.   About the Episode: Have you ever searched for something online, then before you know it, your socials are flooded with the item you were looking for? That's the power of AI! Unfortunately, it gets irritating because it fills up your feed. On LinkedIn, have you realized how sometimes people want to connect with you, and they send you endless messages once you connect and even if you ignore them, they keep sending? Those people are using AI on LinkedIn! AI is automation. It saves us a tone of time, but unfortunately, sometimes, it can burn our brands to ashes. People have reached out to me for help rebuilding their LinkedIn profiles after the site blocked them. At times I'm tempted to ask them whom they have been spamming. One of the things that LinkedIn dislikes is AI tools that spam its users.  I love AI and how easy it makes my life, but I'm learning that it can make our lives quite unbearable if not well utilized. Imagine using AI for lead generation. You get 40 leads, but none of them converts into a sale. You will have wasted 40 hours on calls only to find out none of them is ready to work with you. How would you feel? My goal with this podcast is to help you have your fully booked calendar with productive leads. As we go through 2023, you need to do one thing. Define how you want to be seen. Do you want to be seen like the spammers that like message after message after message, even if you don't respond? Or do you want to be the person who does outreach in this warm and personable way?  One of the LinkedIn AI tools I highly recommend is Crystal Knows. This tool helps you understand your prospects, what they like, how to talk to them and what to avoid. It saves you a load of time and makes you look good in the eyes of your prospects. Listen to learn more.   Episode Spotlights: Where to find everything for this week's episode: http://karenyankovich.com/218 My love-hate relationship with LinkedIn AI [03:52] How to draw the line with AI tools [06:06] Avoid spamming [11:54]   Magical Quotes from the Episode: “Your brand gets hurt when people get all the spam from you.” “With the strategies and a system that I've created, you never, ever have to do cold outreach on LinkedIn.” “I don't care how creative you are with your messaging. We know when it's canned.”   Resources Mentioned In This Episode: Crystal Knows Sign up for the She's LinkedUp Masterclass Join my free Facebook Group if you have any questions about today's episode   Help Us Spread The Word! It would be awesome if you shared the Good Girls Get Rich Podcast with your fellow entrepreneurs on Twitter. Click here to tweet some love! If this episode has taught you just one thing, I would love if you could head on over to Apple Podcasts and SUBSCRIBE TO THE SHOW! And if you're moved to, kindly leave us a rating and review. Maybe you'll get a shout out on the show!   Ways to Subscribe to Good Girls Get Rich: Click here to subscribe via Apple Podcasts Click here to subscribe via PlayerFM You can also subscribe via Stitcher Good Girls Get Rich is also on Spotify Take a listen on Podcast Addict

In this reflection I explore my version of extroversion and the ways that "INTJ Extroversion" is both an oxymoron and a paradox. Supporting themes: Changing jobs; Anxiety; The "Boss" language; Employment-based PTSD; Banter; Nervous chatter; An introversion-extroversion spectrum; Mimicking expectations; Self acceptance; Spirituality; and Peace. Resources referenced: CrystalKnows.com and Dictionary.com. Typology: Te; Ne; Se; and Fe.

Patrick Ward, Vice President of Marketing at Rootstrap, delivers a mini-masterclass on marketing in this episode. Ward talks about the transformation of marketing in three stages. Marketing has evolved over the years through their channels and objectives. First was the period where marketing campaigns were about creative ideas and casting a wide net. The second stage was a period where technology was used to track marketing spend. The stage we are in is about personalization and setting the stage for acquiring the right customer.Ward ties marketing very closely to human psychology. A successful marketer would be able to target the right customer based on their profile. Tools like Crystal Knows, DISC, and Enneagram Institute are some great starting points. He emphasizes that marketing is not about hacking technology or tools like SEO. It's about truly connecting to people and establishing trust and credibility, so they can be long-term clients.In terms of organizational leadership, Ward talks about the importance of getting your people to care about the business. The right communications and setting the culture are vital to accomplishing this. Don't be afraid to hire more experienced, smarter people because they will expand the business more exponentially than you could.Business leaders looking to grow their businesses sustainably through a solid marketing strategy will find this episode extremely educational.Crystal Knows - https://www.crystalknows.com/DISC Assessment - https://www.tonyrobbins.com/disc/Enneagram Institute - https://www.enneagraminstitute.com/Website - https://www.rootstrap.com/LinkedIn - https://www.linkedin.com/in/patrickjamesward/This episode is brought to you by Content Allies.Content Allies helps B2B tech companies launch revenue-generating podcasts. Build relationships that drive revenue through podcast networking. We schedule interviews with your ideal prospects and strategic partners so that you can build relationships & grow your business. You show up and have conversations, we handle everything else. Learn more at ContentAllies.com

I sent out 63 inmails through linkedin a few weeks back and received only 2 responses. My mistake… I did not tailor my message to the individual. Now, 8 months ago those same messages were getting on average a 52% response rate, so what happened?   With all the noise fighting to get people's attention, It is easier than ever to get ignored. When the messaging you send seems way too common or anything at all like a templated message, you will fail. Now, more than ever, the language you use when reaching out to prospective employees matters. And thoughtful messaging designed to align with a person's personality style is the most effective way to win-win a response! Our guest today: Greg Skloot, Co-Founder & CEO of Crystal Knows. Crystal is the app that tells you anyone's personality. Using Artificial Intelligence, Crystal accurately identifies a person's motivations, communication style, and other behavioral traits.  Greg and his company have been featured in Inc, Fortune, CNN, Fast Company, MIT Technology Review, Wired, and the Guardian. He is the co-author of a book published by Wiley in 2019, Predicting Personality: Using AI to understand people and win more business. He was recognized by Forbes as 30 Under 30 in enterprise technology. Today we discuss: Why people are NOT responding to your outreach How to get people to pay attention to you when you reach out to them Challenge today? Tough to get people top of the funnel Cold writing, how to get someone to respond. Information overload Email not personalized Does Not speak to who they are Does Not communicate how they like to communicate Passive- no incentive to take action if the email feels like a templated email. Cold emails are really easy to disregard right now The same role needs to be marketed differently for different people Why is this important to the company? More important now due to the tightness of the labor market Difficult to get people into the top of the funnel Rick's Nuggets Messaging from 6 months ago is really not working right now Way too much noise “What's the opportunity?” How do we solve the problem?  Learn DISC Dominance, Influence, Compliance, Steadiness Free reading online Integrating disc within your culture Theory , knowledge & practice Behavior & characteristics that are most important for a role Know the Disc type of person you reaching out to Expectations for the role What the candidate's DISC profile is. Personality fit percentage Not supposed to be a disqualifier Adjust your communication style Communicate how the other person WANTS to be communicated with Rick's Nuggets Hit someone with the PAIN first Key Takeaways that the Audience can plug into their business today!  - Value: Use personality insights to break through the noise when emailing candidates cold Adjust how you pitch a role based on the candidate's personality Consider integrating DISC into how your organization thinks about communication in hiring, team building and selling Host Links: LinkedIn: https://www.linkedin.com/in/rick-girard-07722/ Company: https://www.stridesearch.com/ Podcast: https://www.hirepowerradio.com Authored:  "Healing Career Wounds"  https://amzn.to/3tGbtre HireOS inquiry: rick@stridesearch.com Guest Links: LinkedIn: https://www.linkedin.com/in/gregskloot/ Company: https://www.crystalknows.com/ LinkedIn:https://www.linkedin.com/company/crystal_knows/ Facebook: https://www.facebook.com/crystalknowsme/ Twitter: https://twitter.com/gregskloot Instagram: https://www.instagram.com/crystalknowsme/?hl=en YouTube: https://www.youtube.com/channel/UC9BjRz6BlFNdQE1WRpFGIDQ/videos ---------- Criteria Corp: https://www.criteriacorp.com/  

This week on The Resilient Recruiter our most popular guest of all time, Rich Rosen, returns for his second interview.  Previously, Rich shared the mindset and habits that made him a consistent top biller in the industry. This time, you will hear Rich's unorthodox yet effective approach to client and candidate engagement, leading to high levels of repeat businesses and referrals. These are key factors for anyone who wants to achieve consistent billings and sustainable success in recruiting. What is cool about Rich is that he is a ‘regular guy' who achieves exceptional results. Most years, Rich bills around a million dollars from his home office just outside of Boston, yet he is very modest and is willing to share his knowledge and experience to benefit others.  You are going to hear about Rich's recent shift from contingency to engaged search, including the exact pitch he uses to close 4 out of 5 recent assignments. Rich also talks about the recent increase in candidate dropout rates and shares a real anecdote about a candidate ghosting him at the offer stage, and the hilarious tactic Rich used to finally get the candidate to respond, plus much more! Episode Outline and Highlights [4:55] Transitioning from pure contingency to retained or engaged search [10:07] Rich's key to getting the majority of his business from repeat clients and referrals. [15:36] Why did Rich fire a client at the beginning of this year? [18:30] Hear the different criteria that make a good client. [22:52] Revelation of Rich's “zoo”-like experience during the pandemic. [29:35] How to deal with ghosting from clients or candidates. [33:00] Key pointers in rapport building. [42:35] Sending a ‘breakup' note to a candidate. [47:54] Rich's favourite tools and tech for recruiters. Consistent Repeat Clients and Referrals Part of Rich's success is getting most of his business from repeat clients and referrals. The partnership-focused spirit that he exudes as well as his approachable personality makes it easy for him to get repeat businesses. When I asked him about this, he shared a couple of key pointers. Doing the right business with the right people. Rich said, “For me, it's all about working with good people. I have zero tolerance towards working with jerks and people that treat you like garbage.” He shared actual experiences on what types of clients he avoids.   Being real with anyone. “I think I'm extremely real with everyone. I talk to everyone the same way whether you're the secretary or you're the CEO.” Hear how Rich relates this to having future referrals and how it can lead you to a ‘win in the end'. Have You Been Ghosted? Here is How to Deal with It Being ghosted by a client or a candidate can be frustrating, but this is something that a recruiter should expect to happen. Nowadays, it seems acceptable for some to just stop communicating without returning a call or providing honest feedback. Rich shared a very interesting experience during my interview and how he used a very unconventional way of addressing it.  I also asked Rich what we can do to minimize or deal with ghosting from clients or candidates. For Rich, it boils down to building trust and relationships. “I think all that you can do is to build that trust with your candidate, build the relationship up and you got to be more than just a recruiter.”  Listen to Rich's viewpoint and how he further shared, from experience, ways in which he is able to build that trust and relationship with his candidates and clients. Sending a Break-Up Email to a Candidate How do you deal with a candidate who suddenly disappears and has lost interest? Hear best practices on communicating with such cases. Rich and I shared our approach and how you can keep future options open. Also, hear a piece of really insightful advice that was shared to Rich by an industry veteran with regard to “chasing” candidates. Keeping Up with Technology A big bonus in this episode is that Rich shared the tools he is using for CRM, campaign management, and all recruitment related tech tools you might have not heard before! Links are below, but hear how these tools can be effectively used. Rich Rosen Bio and Contact Info  Rich is the president of Cornerstone Search, named by Forbes Magazine in the Top 20 Executive Search Firm in America for two years in a row. Rich has run his own recruiting firm for 25 years and is one of the top billers in the industry. Quietly billing $850k to a million dollars year after year from his home office in Boston. Rich has been a leading member of The Pinnacle Society, a consortium of the top 80 headhunters in the world, since 2016. Rich on LinkedIn Cornerstone Search website link Cornerstone on Facebook Cornerstone on Twitter @RichRoRecruiter People and Resources Mentioned Chris Schoettelkotte on LinkedIn Outplay Email Campaign Manager website link Interseller website link Appsumo website link Clearout email validation website link WhoKnows website link Chatterworks website link Crystal Knows website link Traq365 website link Connect with Mark Whitby Get your FREE 30-minute strategy call Mark on LinkedIn Mark on Twitter: @MarkWhitby Mark on Facebook Mark on Instagram: @RecruitmentCoach Related Podcast You Might Enjoy TRR#6 Habits of a Million-Dollar Biller, with Rich Rosen Subscribe to The Resilient Recruiter    

John Wayne Gacy, aka Killer Clown, leaves an extremely complex case. He was highly involved in business affairs, civic organizations, and dressed as a clown on the side for charitable events. He was even pictured with the first lady of the United States after doing charitable work in his neighborhood... as if he was a great guy?!?! All the while, murdering 33 boys and young men and burying them in the crawl space beneath his home. Like, what?? DISCLAIMER: Neither of the hosts are experts on research, killers, or Enneagrams. We're just a couple of working moms who enjoy True Crime and the Enneagrams!This Podcast is Powered by Natural State Media, organic content crafted with you in mind.Please support our podcast by joining our PATREON!! Don't forget to follow us on Instagram at KillerPersonalityPodcast on Instagram.Sources for this episode: John Wayne Gacy WikipediaIMDB John Wayne Gacy Crystal Knows 3 wing 2 Crystal Knows 3 wing 4 Misidentifying 3 and 7 Enneagram Institute Reddit: Enneagram of Evil Minds: 3 wing 2 John Wayne Gacy Enneagram Institute Type 3 Buzzfeed Quiz We Know What Job You Should Have Based On The Work Outfit You Put TogetherOur favorite Enneagram Instagram accounts -Enneagram and CoffeeThe Enneagram MomJust my Ennea Type Instagram Support the show (https://www.patreon.com/killerpersonalitypodcast)

Realtors can bring their business to the next level by using tech to streamline their time and effort. In this episode, Jimmy shares 11 real estate must-have tools for 2021.  What do you need for 2021 Slydial gives you the ability to send a personalized voicemail to multiple people at one time.  CrystalKnows is an app that gives you a character profile of someone before you meet them. Their profile is tied to their LinkedIn account and with this information, you’re equipped to know how to approach a prospect based on the information provided.    Forewarn provides protection to realtors by doing background checks and allows you to do a risk assessment before a face-to-face meeting. Linq is now your digital business card. It can be scanned like a QR code and when you put it near someone’s phone, your information is immediately uploaded. It shows your website, email, and all the other information they need to connect with you.  BoxBrownie is a virtual staging and image enhancement app. Take photos of the property, send to the app, and they’ll enhance your photos. They can also do digital staging when you have an empty room by furnishing the space and making it look good. They can make your photos for people online.  TubeBuddy can be used with YouTube. The app gives you the ability to see how many searches have been done and tells you how many times a certain term has been searched. You then have an idea of what people are looking for so you know the kind of content to produce. TubeBuddy will also tell you the best tags to use so you can get organic reach and people can find you on YouTube.  TurboScan is a great tool that allows you to scan documents wherever you are and send them to your clients.  BombBomb allows you to record your screen and embed GIFs in your emails. When your email is opened it contains a GIF that shows you talking to them and it can be personalized. The click-through rates for these emails are high.  SendOutCards allows you to type handwritten notes that can be printed out and sent. They can also modify the cards so photos can be added.  Testimonial Tree allows you to collect authentic testimonials. It sends out request links to your previous clients and these reviews are automatically uploaded once you accept them. Asteroom gives you the ability to take awesome photos to show to your clients and  allows your prospects to get a virtual walk-through of a house. It’s a great option for all of your listings.  “Real Estate Tech Tools (Must Haves for 2021)” episode resources Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.   Check out the Slydial tool here.  If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.

The 3 steps for identifying and hiring A-level marketing talent. Building the business case - What is at stake if the role is NOT hired?The Marketing Job Description - Is it succinct and focused on candidate benefits?The Marketing Job Interview Process - Equip your interview team with a rubric and have your competency scorecard ready.Resources from this episode:Find behavioral assessments for your applicants - CrystalKnows.comSlack communities for job description distribution:OnlineGeniuses.comSerialMarketers.netHave questions on building your business case, developing a job description that attracts the right candidates or and developing the right rubric?  Let us help!  Email us at connect (at) the marketing help (dot) coAccess ALL the templates discussed in this episode at www.themarketinghelp.co/membership 

With digital selling taking over traditional sales methodologies, there has never been a more exciting time to be in sales. Leveraging technology, social selling and sales prospecting tools has ushered in a new era for anyone pursuing a career in sales.  For the first time ever, buyers and sellers are completely aligned. Buyer behavior and selling motion are completely in sync and it is through correct B2B prospecting that we can succeed in this always-evolving field.  However, with so many sales prospecting tools out there, how do you know which ones are worth your time and money?  To help you out, I’ve put together a compendium of my favorite B2B sales prospecting tools: a list of both free and paid tools that will surely turn heads and help you get the best out of your sales team. But before we start, let’s define what sales prospecting is. What is Sales Prospecting? Sales prospecting is the art of searching for customers, buyers, and potential long term clients to help you grow your team’s sales pipeline. It is the art of finding those who most resemble your target buyer and initiate conversations or engage with them. When scouting for a sales prospect it is important to identify those who are the best fit for your offerings. Traditional sales methodologies were heavily focused on closing deals and not much on identifying whether or not, both the buyer and the organization, were a good fit between them in the long run. That’s why we created the PVC Method, a sales methodology that focuses on prospecting. Prospecting is not to be confused with lead generation and prospecting tools aren’t lead generation software.  What is the difference between a lead and prospect? This is one of the most common misconceptions among those just entering the sales field. I’ll quickly elaborate on both.  A lead is someone who expresses interest in your product or service, visits your website, watches your videos or even fills out a form. It is often associated with the inbound sales process.  A prospect is someone potentially qualified, aligned with your target persona, that has engaged with you in some way, shape or form. It is more outbound related.  Both leads and prospects need to be nurtured and driven down your sales funnel in order to ultimately become buyers. Now let’s dive into sales prospecting tools. Listen to Episode #161 of the Modern Selling Podcast where I talk with Vengreso’s CBO and Co-Founder, Kurt Shaver, about my favorite sales prospecting tools. What are Sales Prospecting Tools? In any industry, the competition is high when it comes to finding potential buyers and convincing them to buy your product or service. This is a challenging task, and in order to achieve your sales goals, it is critical to be open and knowledgeable about new strategies, tools, and technologies that can level up your team’s prospecting game.  A sales prospecting tool is any software that helps you automate small, repetitive tasks, so your sales reps can save time and deliver the right messaging to your prospects.  These tools will give your sales reps all the necessary information, as well as help you make the best decision to determine whether a person is a good fit or not for your organization. It helps with sales productivity and efficiency that will leverage the engagement with your buyer persona.  Prospecting tools will essentially help you gather more information, move faster, target the right people and engage prospects in a more meaningful way in order to close more deals.  Sales Prospecting Tools to Find Contact Details Within the realm of sales prospecting tools, there are a myriad of use cases, designed for specific tasks. Here are a few of tools that allow sellers find contact details: Seamless and Zoominfo - Often called the Google of contact searching, these tools allow sellers to not only search for prospects’ email, website, and contact info, but also export these newly found prospects into a CSV.  Prospect.io - By using their Chrome extension, sellers are able to instantly search for decision makers within a domain name. Using AI, Prospect.io pulls up a list of emails, phone numbers and other relevant information within any organization. Additionally, with Prospect.io you can save a contact or, within seconds, send them an email. If you’ve sent an email, prospect’s tracking tool allows you to see if they’ve opened it, replied, and even converted on your website.  LinkedHub - Instead of spending time on data entry from LinkedIn to Hubspot, this B2B prospecting tool allows users to synchronize all info and messages directly into HubSpot. This beats the hassle of copying and pasting with the possibility of skipping valuable information. It tracks and synchronizes sales messaging from LinkedIn.  Tools to Qualify Prospects A second category of sales prospecting tools I’d like to dive into are those tools that help B2B sales teams qualify prospects. These tools help sellers assess how likely it is that a person will eventually buy from their organization.  LinkedIn Sales Navigator or LinkedIn - LinkedIn and LinkedIn Sales Navigator are two separate tools. The later features a more powerful set of search capabilities and personalized algorithms to help your sellers reach the right decision maker. Learn more about the difference between the free LinkedIn and LinkedIn Premium, including Sales Navigator. Crystal Knows - This is an AI sales tool that allows your sellers to get an inside scoop on any prospect before they reach out. This somewhat eerie tool reads all the information on the prospect that is available in the web and summarizes anything —from latest news to the kind of tone a prospect prefers to be reached out. For example, should the seller greet “Hey Mario” or “Dear Mario;” should they use a “best friend voice” or sound casual. Crystal Knows allows sellers to decipher how to reach out before they actually do. It’s like having their own crystal ball before they contact a prospect.   Tools for Booking Meetings Once sellers have the contact information and have qualified these prospects, they need to book a meeting because, let’s face it, the end result of successful prospecting is starting a conversation and eventually booking a meeting.  Nevertheless, there are often instances where there are more than two people involved in a sales meeting. In order to successfully schedule the availability of several parties, here are a few of my favorite tools to complete this task:  Calendly Time Trade Hubspot Meeting Links Doodle Many sales professionals will incorrectly send their info and expect a prospect to instantly engage and book a meeting with them. Instead, I recommend using one of these tools, sending a link and have the prospects choose the best time for them.  Tools for engaging your sales prospect  There are over 700 tools in the sales tech stack in the market today and many specialize in the function of engaging prospects. Which is why I’d like to further divide this category into sub-categories.  Sales Engagement, Sales Productivity and Sales Efficiency FlyMSG - This is one of my favorite sales tools as it falls not only under the sales engagement platform category but is also in the realm of sales productivity and sales efficiency.  FlyMSG is the first text expander tool that was thought of and built for the modern seller. The tool was developed by us, here at Vengreso, and it allows sales pros (as well as marketers) to quickly pull up their favorite sales messages, emails and scripts using a few simple keystrokes. With these abbreviations (known as flycuts) users won’t have to look through old emails and notepads to find their favorite content.  The tool is a Chrome Extension that will instantly increase your team’s sales productivity and uniformity across your sales messaging.  Here’s a use case example. Say someone offered me the opportunity to guest blog for Vengreso’s blog. Instead of looking through the last email I sent a former guest blogger, I created a flycut where I've already copied and pasted the desired content. This email’s content can be instantly pulled up using an abbreviation. This tool is great not just for sellers but also sales leaders and marketers who wish to increase productivity, especially during the remote selling era where every minute working from home counts.  Sales Cadence Within the sales cadence realm there are four main tools: Xant Outreach  SalesLoft VanillaSoft While a sales productivity tool like FlyMSG will help with 1 to 1 messaging, sales cadence tools will grab these individual messages they’ve created and throw them all together in a sequence, thus improving their chances of sending prospects directly down their sales pipeline. By harnessing the power of both types of tools, you’ll not only save time and create uniformity, but you’ll also become more organized in your sales prospecting techniques. Sales/Content Engagement Platforms These tools help sellers look at the different pieces of content they have available from marketing and help them create 1 to 1 level engagement in prospecting. A great hub to save all of your content in one place and know what to use and when.  Seismic  HighSpot Big tin can Showpad Postal.io  Sendoso The last two are known as gift and direct level marketing tools. These are used by sellers to engage with their buyers offline through sales gifts.  Sales Video  Still within the realm of sales engagement, but worthy of its own category, video for sales prospecting has been huge in 2020 in the world of virtual selling. We offer a selling with video training program specifically for this type of engagement platform. With in-person events postponed until who knows when, video (both synchronous and asynchronous) is the next best thing to have prospects see and build trust with sellers.  A few of my favorite video selling engagement platforms are:  OneMob HippoVideo  BombBomb  Vidyard Videolicious CoVideo These tools allow sellers to not only create and send videos but also add various filters to make them more engaging, as well as allowing sellers to see how many times their videos have been viewed.  Tools for sales prospect meetings Now that your sellers have a date for the actual sales meeting, they’re going to want to know what tools to use to host the meeting, what to do during and what to do after said meeting has finalized.  Zoom Video Communications - The preferred tool to host virtual sales meetings.  OrgChartHub - A tool that lets sellers build an org chart directly within HubSpot. Not necessarily a tool that is used with the prospect directly, but a tool that I use in every meeting. This helps bridge the gap between customer success, support and sales.  Gong.io - Gong will both record meetings as well as take notes for you. A sales intelligence tool to both prospect and revisit meetings with your sellers thus improving their confidence and cold calling abilities. Tools for social content sharing, inbound prospecting, and social selling  A few sections ago I spoke about the difference between a lead and a prospect and how they relate to inbound and outbound sales respectively. One of the ways to generate inbound traffic is by teaching your sellers how to share content on social networks thus, build credibility and visibility. It isn’t necessarily part of a social media strategy but it will help keep buyers engaged.  There are two types of content sharing platforms sellers can use. It can either be 1 to 1 sharing or one to many. On the one to many, we have tools that are also known as employee advocacy programs but are most commonly known as content sharing platforms. The content can be filtered by a plethora of categories to share both personal and business-related information. A few of our favorites are:  EveryoneSocial GaggleAmp DynamicSignals  GrapeVine6 On the 1 to 1 content sharing, I’d like to highlight the benefits of FlyMSG. Sellers who notice a new view on their profile can instantly send a pre-created, tailored message to the prospect who has viewed their profile. In this case, I have created a message for this particular scenario where someone has viewed my profile and, by using the flycut /thxview, within a blink I can send them an elaborate 289 character message thanking them for viewing my profile.  The Best Sales Prospecting Tools to Use in 2021 if you’re a Sales Leader  I’ve gone over quite a few sales prospecting tools over the course of this article, but to wrap this up, I’d like to summarize the best sales prospecting tools to use in 2021.  If you have a limited budget or would like to narrow down the tools to only the ones that you can’t do without. Here is a list of my favorites.  FlyMSG - For an all-in-one sales productivity, engagement and effectiveness tool, look no further than FlyMSG. Save time on tedious tasks and standardize your sales messaging and personalized emails. LinkedIn Sales Navigator - For sales qualification and sales engagement. This platform isn’t a requirement, in fact, most of our current clients aren’t LinkedIn Sales Navigator users. But if you have the budget, we recommend you use this tool.  LinkedHub - The best tool to find prospects and sync them directly on to HubSpot.  Seamless.ai - For looking up contact details this is my favorite tool.  Seismic - For sales engagement and content platform, Seismic. One of the 800-pound gorillas in this segment.  Postal.io - For gift marketing and direct mail.  OneMob - For video for sales, OneMob’s salesforce integration makes them my choice for top video for sales platforms.  HippoVideo - Similar to OneMob but their integration to HubSpot makes them a sales leader’s favorite. Both HippoVideo and OneMob allow sellers to create custom, content landing pages which ensures your prospects engage with sellers directly.  Gong.io - For meetings, I would leverage this tool as it not only records every call, but its ability to also take notes makes it well worth the investment. Calendly - My favorite tool for booking meetings.   EveryoneSocial - For social selling and content sharing.  With virtual selling potentially setting the stage for a new line of sales prospecting methods, in just 6 months time, we might just be adding to this list of tools, so stay tuned.

How to Become an Expert in Luxury Real Estate Glennda Baker, an expert in luxury real estate, shares tips for how to become an expert in luxury real estate. She also talks about some of the ways for you to network and meet high profile clients and buyers.  Learning the Neighborhood Glennda started her career in real estate with a presentation for her mother’s business. Her mother was furnishing homes and after the presentation, the broker asked her if she was interested in getting into real estate.  Glennda had her license and tried a job as an assistant but getting hired was difficult. She ended up approaching the broker she met previously and told her she got five listings. Those five listings got Glennda hired on the spot.  Glennda is great with details. She studies the neighborhood and compiles the data she gathers. She knows every house and what they look like.  Real estate is about identifying the farm and learning the neighborhood. There is just no substitute for knowledge.  Most people do not understand the value of preparation but Glennda sees that it’s one of the most effective ways to get listings or get hired.  For Glennda’s team, they have a 113-point checklist from listing to love so that nothing is left to chance.  Crystal Knows is a platform that helps Glennda and her team know the personality profile of the clients they meet. They pattern their presentation based on the DISC profile of the potential clients they present to.  Nothing accelerates credibility faster than proof. It's better to show someone how you’re going to do it and that you have done it rather than just explaining to them what you can do.  People are seeking clarity more than ever and if you can’t speak with certainty, then you’re out of the game.  The real estate business is not about fitting in, it’s about standing out. It’s about being memorable.  People do business with people they know. It’s critical to put your face on every single thing you make so that prospects become familiar with you. The moment they take something from you, a thank you card for example, they stop being strangers.  In conventions, Glennda doesn't give out business cards like everybody else. She aims to be unique by giving out sweets, wine bottles, and wine glasses, and she has them in boxes with her branding on it.  “How to Become an Expert in Luxury Real Estate” episode resources Connect with Glennda Baker on LinkedIn, Facebook, and Twitter.  Connect with Jimmy Burgess on LinkedIn and Facebook, as well as his YouTube channel.   Check out the Slydial tool here.  If you like what you heard today, we’d love it if you’d share a rating or review, and then subscribe to the podcast and tell others about it as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, and Stitcher, as well as at our website, The Real Estate Sales Podcast.

I'm really excited to bring you a small sample of my work. Typically these are customized based on your exact goals and personality, but today will be an overview of all nine types. If you don't know your Enneagram number then you can take a free assessment at truity.com or read details about your type at Crystal Knows (not affiliated with either). Head over to Instagram and send me a DM @coachkeds to let me know your Enneagram number and which of these tips you plan to try. If you would like to dive at deeper you can head to kecoach.com/strategy to book an Enneagram + Strategy session with me. Free resources available at kecoach.com/links --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/coachkeds/support

Have you ever thought about whether you and your partner are an ideal couple? Have your thoughts changed since the start of your LDR journey? Exactly, this is what you were thinking about: we've dug deeper into the topic and have something really useful to share!In our new episode Long Distance Short, we are talking to Greg Skloot from CrystalKnows.com, who is a real expert in personality type testing. Learn more about personality types, benefits of knowing your personality type, and how it can be applied to your relationship, and more! Be assured, you will be impressed by how relatable it can be! Hit “Play” and see where it can get you :) Hosted on Acast. See acast.com/privacy for more information.

For entrepreneurs, being a business owner selling on Amazon is the only path they seek. For others, there's desire to tack the corporate track, being an eCommerce marketing manager of Amazon. Today we talk to an aspiring Amazon eCommerce marketing manager Jacob Privette about his path. Jacob is a former agency employee at My Amazon Guy. And he's seen both sides of this equation.Jacob's LinkedIn: https://www.linkedin.com/in/jacobprivette/Jacob thanks for joining me, as I understand it you just got married a couple weeks ago, how's the married life?Let's talk about your Amazon and eCommerce background to qualify to you our listeners. What have you accomplished in your career?If someone else wanted to start their career on Amazon right now what you advise they do, and why is it go work at My Amazon Guy or another agency?What skills have come in handy that you wouldn't have predicted?Google SheetsExcel SheetsCalculating financials is so important. How profitable is something. How does something affect my bottom line.What's the the difference between growing a corporate Amazon client vs your own hustle.Every bat swing has to be super calculated. If get it wrong $1,000 here could have cascading effects.Quantity of decision makers goes up significantly.Find alignmentExpectations Omni channel MAP PricingDistribution ControlLet's talk culture and working with people. When building an Amazon account with a omni channel corporation, it's not just you and and seller central is it.Number of employees affects cultureMake employees feel valuedGoal settingGrowing Relationships - even harder remote.Crystal Knows - used to see people's personality with LinkedIn app: https://www.crystalknows.com/app/register?profile_id=9ad986c4-2fdb-417c-8337-6ab71cf12bbf&tasks=accept_referral%2Cnotify_inviterRelationshipsEcommerce is a tight nit community.Best class in college that no one should missOrganizational behavior - psychology of business.What do you wish you had learned years ago?Be yourself. Emotional authentic. What's the last book you read and what did you get out of it?Reddit: How to motivate social distancing. Another reference material: "Getting Things Done."Support the show (https://www.paypal.com/paypalme/myamazonguy)

Many candidates consider the obvious aspects of a position when they decide whether to apply - the location, the salary, and skills required. These are all important things to think about, but in order to find the job you'll love - the role that's right for you - you'll need to go deeper.Marc Hutto, a veteran search professional who uses a method called Purpose Driven Recruitment, believes that specific points, called Career Drivers, can be a better indicator of whether a role is likely to be right for a candidate.While these Career Drivers include things like location and compensation, they also include meaning and purpose, personal and professional growth, culture, and more. While these Drivers will be different for each person, they're essential to have clarity on.To help bring clarity to your networking and job search, one tool that Marc uses is Crystal Knows, a Chrome extension that analyzes the language of a LinkedIn profile or resume to give you a better understanding of how a networking contact or interviewer operates. This can give you a strong communication advantage.Marc also discusses Whole Story, a program that helps you present your experience, values, and personality in innovative ways so that you can effectively and concisely tell your story during an interview.Purpose Driven Recruitment is a process that encourages candidates to dig deeper into what really matters to them and then takes each aspect into account when matching a candidate with a role or company.Listen to discover how to use this method to advance your career transition, effectively prepare for your interview, work well with your recruiter, and far more.Marc Hutto is the Founder and CEO of Reveal Global Intelligence, a professional services firm that offers Passive Talent Recruiting and Sourcing services to large, global companies and rapidly growing small businesses. Marc offers 14 years of recruiting experience as well as 15 years with the world's 4th largest bank, offering a unique blend of skills and experience that have equipped him to reinvent the recruitment process.Thank you for listening to The Career Transition Experts! Be sure to download your free Career and Resume Prep-List and check out the Career Transition Toolkit to help you optimize and accelerate your job search.If you're interested in applying these insights into your career transition, let's schedule a FREE Vision and Strategy session - click here for more information.

People DON'T want to be treated the way you want to be treated. Find out more about DISC personalities and how to communicate better with people with these resources from our guest Crystal Knows. https://www.crystalknows.com/disc-personality-test https://www.crystalknows.com/book https://www.crystalknows.com/blog/analyzing-zooms-leadership-team Get the Chrome extension here! https://chrome.google.com/webstore/detail/crystal/nmaonghoefpmlfgaknnboiekjhfpmajh?hl=en Thanks for listening to another Digital Marketing 4 Financial Planners episode. Check out more at http://digitalmarketing4fp.com/!

Subscribe | Transcript | Comment The Episode in 60 Seconds 8w7, iD at peace, DC under stress, ENTJ. If you know one or more of those codes, you’re going to have a lot of fun in this conversation. If you don’t, stay tuned. We dig a little deeper. Drew D’Agostino, founder and CEO of Crystal, joins us to discuss common assumptions and biases that disrupt the true art of communication. This interview delves into: How Crystal was born What communication really means How Crystal can improve your company’s messaging How your company can leverage personality differences during the COVID-19 crisis The hidden meaning behind Crystal' “Personality AI” categorization Our Guest This week’s guest is Drew D’Agostino. He’s the Founder and CEO of Crystal Knows, an online application that uses AI to predict personality so users can communicate effectively, resolve conflict, manage stress, influence others, and make better decisions in their professional lives. Previously, Drew was CTO of Attend.com, an event management software company. He is a thought leader in Personality AI and has been featured in Inc., Fortune, CNN, Fast Company, MIT Technology Review, Wired, and The Guardian. Drew has been recognized by Forbes as 30 Under 30 in enterprise technology and is the co-author of Predicting Personality, published by Wiley in 2019. Show Notes Learn more about how psychological studies can help you shape your buyer personas. HOW WAS CRYSTAL BORN AND WHERE IS IT HEADING? After Drew and Crystal COO Greg Skloot left their previous company, they became fascinated by the idea of using DiSC assessments in a predictive manner. Drew dove into NLP and machine learning in order to create a prototype that could analyze a LinkedIn profile and produce a personality assessment. The company sold its first subscription and officially launched in early 2015. Since then, it’s been off to the races. “It was an emotional response to software that I’d never seen before.” - Drew D’Agostino Drew and his team are now trying to build a foundation off of where Crystal Knows truly fits in the market. THE TRUE ART OF COMMUNICATION When it comes to communication, there should be no blanket ideas. There should be no assumptions based on our personal preferences. When sending an email, how do you know whether to use short, to-the-point sentences versus elaborate, colorful language? Communicating and connecting with people in the context of marketing is more than just gut feelings. It’s a science. “Most people think communication is saying what you want to say in the way you want to say it. The true art of communication is altogether opposite. It's saying what you want to say in a way the other person can understand.” - Angus Nelson HOW CAN CRYSTAL HELP YOU UNDERSTAND YOUR AUDIENCE? Over the years, Crystal has oscillated between markets because it’s generally a powerful, flexible personality tool. Crystal can be utilized by marketing professionals in micro- or macro-approaches. For example: Identifying the communication styles that will be most effective in sales emails and pitches Identifying common personality traits of their customer-base to develop effective messaging. “Data can be your secret weapon.” - Drew D’Agostino There’s a danger in making assumptions about people, in making assumptions about personality types. “Making assumptions about people results in biases, which results in awkwardness, which results in miscommunication and just overall inauthenticity.” - Drew D’Agostino IS YOUR COMPANY LEVERAGING PERSONALITY DIFFERENCES DURING THE COVID-19 CRISIS? “When you’re remote, personality differences seem to blow up.” - Drew D’Agostino In written communication, what people really mean versus what is interpreted from the message can be dramatically different. It creates real problems. Just like companies attempting to better understand their employees or customers during this crisis, Drew and his team are trying to understand how this remote shift is affecting how people are actually using Crystal Knows. We've compiled four steps to fortify your infrastructure during the COVID-19 pandemic. Learn how your company can emerge from this crisis stronger than ever. THE HIDDEN MEANING BEHIND CRYSTAL ' “PERSONALITY AI” CATEGORIZATION Although Crystal Knows is categorized under a blanket term (AI), Drew views Crystal Knows as technology that is enhancing human communications and relationships where technology may have previously stripped the humanity away. “Technology is here to stay, but how do you re-inject emotional intelligence into where it has been taken?” - Drew D’Agostino

#DrewDAgostino is founder and CEO of #Crystal, the AI scale up that lets LinkedIn users understand the people they are connecting with, sending InMails or selling to BEFORE contacting them. It's about 80-85% accurate and gives you a serious advantage in your preparation for any form of communication.Whether you're selling, hiring, recruiting or researching your prospects or your competition, Crystal can give you a competitive edge.Drew grew another business prior to Crystal, but he and his partner learned the hard way it isn't all plain sailing. They brought those lessons to Crystal, and have made different mistakes! He is very frank about the challenges they've faced, the important of finding the correct investors.He introduces the concepts of #goodmoney, #dumbmoney and #badmoney, and why it's vital to understand the difference up front.Drew can be contacted through his Linkedin Profile: linkedin.com/in/drewdagostinoWebsites:crystalknows.com  (Company Website)drewdagostino.com  (Personal Website)crystalknows.com/p/drew  (Personal Website) Twitter: drewdagostino

Critical thinking skills are an imperative attribute if you want to become a productive and successful salesperson. Why are they important? What does a productive salesperson look like? Today’s guest, Deb Calvert, answers these questions—and more—in this episode of Sales Reinvented. Deb has been in the sales industry for 15 years and is the President of People First Productivity Solutions. Their goal is to build organizational strength by putting people first. She is a certified executive coach, author, and one of the most influential women in the world of business. Listen to this episode of Sales Reinvented for her unique insight and knowledge of the industry! Outline of This Episode [0:20] Deb Calvert joins Paul in this episode! [1:03] What is productivity? [2:00] Why aren’t salespeople productive? [3:15] How to improve day-to-day effectiveness [4:35] Attributes that make a productive salesperson [6:05] Tools and strategies to increase productivity  [8:40] Top 3 Do’s and top 3 don'ts [11:00] Deb’s favorite productivity story E = O (Effort equals Opportunity) Productivity is about the ability to generate, create, and complete goals and it must lead to revenue production. Being a productive salesperson also means producing new ideas and creating relationships. If you aren’t able to produce the desired results, then you are not reaching your potential as a salesperson.  Being productive isn’t just being busy—it’s about being effective and driving a result.  Deb’s #1 rule of selling is E = O, in other words: “the amount of effort you put into any activity should be directly proportionate to the opportunity associated with that activity.'' She points out that the “big fish” should get more of your attention than the minnow. Deb notes that you need to be mindful of what you spend your time on and be sure it’s proportional to the effort you put in. Delegate and automate whatever isn’t essential Deb iterates that you must change your mindset. You can’t be stuck in the dark ages and refuse to use the technology available to you. Likewise, you must delegate whatever is not essential to the act of selling. Don’t fall trap to the mentality that only you can do something right—train others to take over non-essential responsibilities.  Be willing to set up software and applications that liberate your time. Save that precious time and utilize it only for activities that produce sales. For example, Deb embraces ‘Calendly’ to manage her schedule. She opens up time in a schedule that she has blocked for appointments, and allows her prospects to schedule at a time convenient to them. This saves her the hassle of emailing back and forth to nail down a time. Why critical thinking skills are essential  The #1 attribute that Deb believes a productive salesperson must have is critical thinking. You have to be able to make smart and calculated decisions about where to spend your time and energy. The ability to think critically gives you the power to cut through the noise and distractions. It allows you to be more discerning.  Deb is always looking for more effective ways to carry out tasks. If you have the necessary critical thinking skills required you’ll be able to discern what moves you need to take. Listen to the whole episode—Deb suggests some resources to hone your critical thinking skills that you won’t want to miss! Deb’s top productivity tips Deb has some favorite tools and strategies that she was kind enough to share:  Crystal Knows: this is a personality profiling assessment tool that you can use to look at someone’s LinkedIn and other social media profiles (anything available on the internet) and gives you a snapshot of their personality. This can help you gauge whether or not to be more direct with someone, how to communicate, and so forth.  Stop multitasking & start time-blocking: Deb points out that less than 3% of people can do quality work shifting between tasks. Instead, block similar activities or tasks together and focus on them until they’re completed. Work on what you don’t like: a little bit of front-end preparation and knocking out the hard things first allows you to focus on the goals that you’re reaching.  Experiment and find what works for you: there are so many strategies out there. Deb notes that you can’t be afraid to play around with different suggestions and find what works best for you—then stick with it. To hear Deb’s favorite productivity story and other resources she shares, listen to this episode now! Resources & People Mentioned Crystal People First Productivity Solutions on YouTube The Sales Experts Channel Connect with Deb Calvert LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Amy Volas is a Founder • CEO • Keynote Speaker, she helps startups hire the right sales leaders while taking the cringe out of the processIn this episode, Amy gives practical sales career advice, to help you decide if you should water your own lawn or go find another lawn, in whatever you do just be true to yourself, sometimes what we have in our head and what we say to ourselves isn’t always the real deal.Can you fix it, is it even fixable, is there really even a problem? The people we surround ourselves with can make or break what happens in our lives personally or professionally RESOURCE MENTIONED CRYSTAL KNOWS ► https://crys.io/s/wzVAG5 SHOW NOTES SUBSCRIBE TO ALL THINGS TELESALES PODCAST ► WWW.ALLTHINGSTELESALES.COMSHOW DESCRIPTIONTwice a week, Jake Lynn interviews the world’s top sales experts like Scott Leese, Kevin Dorsey, John Barrows, Jake Dunlap, Brian Burns, and many more -- to reveal tips and insights you can use to generate more revenue and close more business online and over the phone. If you want to learn the most powerful sales secrets from the top sales experts in the world, subscribe to the podcast.ALL THINGS TELESALES WEBSITE ► AllThingsTelesales.comLINKEDIN ► https://www.linkedin.com/company/64255888/FACEBOOK ►https://www.facebook.com/allthingstelesales/YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ABOUT JAKE LYNNJake Lynn coaches sales leaders to accelerate phone-based conversions by providing end-to-end engagement solutions. As a Phone-Based Sales Leader, Jake focuses on sales engineering cloud-based tech for contact centers and training Telesales professionals to win more deals. ABOUT AMY VOLASSales Hackers' Most Dynamic Woman in Sales 2019, Amy is a top equal parts recruiter, sales consultant, therapist, and coach.FOLLOW JAKE LYNNLINKEDIN ►https://www.linkedin.com/in/jakelynndotcom/FOLLOW AMY VOLASLINKEDIN ► https://www.linkedin.com/in/amyvolas/Accurately predicted by Crystal Knows, both Jake and Amy may appreciate emails that are concise, upfront and highlight an exciting, important bottom line.AMY'S CRYSTAL PROFILE ►https://allthingstelesales.com/wp-content/uploads/2020/01/AmyVolas.pdfSIGN UP FOR A FREE TRIAL OF CRYSTAL KNOWS ► https://crys.io/s/wzVAG5 Support the show (http://www.allthingstelesales.com)

Steve Brown is the CEO of Matchstick Ignite -Consulting Firm for Customer Service and Phone Sales.In this episode, Steve Brown discusses affiliate marketing, how to understand the customer's journey, and how to navigate the Affiliate Summit West show.RESOURCE MENTIONED CRYSTAL KNOWS ► https://crys.io/s/wzVAG5 SHOW NOTES SUBSCRIBE TO ALL THINGS TELESALES PODCAST ► WWW.ALLTHINGSTELESALES.COMSHOW DESCRIPTIONTwice a week, Jake Lynn interviews the world’s top sales experts like Scott Leese, Kevin Dorsey, John Barrows, Jake Dunlap, Brian Burns, and many more -- to reveal tips and insights you can use to generate more revenue and close more business online and over the phone. If you want to learn the most powerful sales secrets from the top sales experts in the world, subscribe to the podcast.ALL THINGS TELESALES WEBSITE ► AllThingsTelesales.comLINKEDIN ► https://www.linkedin.com/company/64255888/FACEBOOK ►https://www.facebook.com/allthingstelesales/YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ABOUT JAKE LYNNJake Lynn coaches sales leaders to accelerate phone-based conversions by providing end-to-end engagement solutions. As a Phone-Based Sales Leader, Jake focuses on sales engineering cloud-based tech for contact centers and training Telesales professionals to win more deals. ABOUT STEVE BROWN"I am an open, passionate and ambitious individual; I love to watch professional baseball, grilling on the BBQ, and spending time with my family. I am the owner of Matchstick Ignite LLC and my favorite quote is John Cena's Hustle, Loyalty, and Respect." - Steve Brown.FOLLOW JAKE LYNNLINKEDIN ► https://www.linkedin.com/in/jakelynndotcomFOLLOW STEVE BROWNLINKEDIN ► https://www.linkedin.com/in/steven-brown12/MATCHSTICK IGNITE ► https://matchstickignite.com/Accurately predicted by Crystal Knows, Steven tends to speak directly and make decisions quickly. He is likely to take charge in a situation and explore worthwhile, effective solutions. His determination and confidence can make him a strong leader.STEVE'S CRYSTAL PROFILE ►https://allthingstelesales.com/wp-content/uploads/2020/01/SteveBrownCrystal.pdfSIGN UP FOR A FREE TRIAL OF CRYSTAL KNOWS ► https://crys.io/s/wzVAG5 Support the show (http://www.allthingstelesales.com)

Amber Kleine is a sales leader who recently wrote her first LinkedIn article, "Linkedin Or Bust." You can check it out here: https://www.linkedin.com/pulse/linkedin-bust-my-first-article-amber-kleine/In this episode, you'll learn that being authentic and real isn't a sign of weakness, it's actually a way of, "finding your voice." RESOURCE MENTIONED CRYSTAL KNOWS ► https://crys.io/s/wzVAG5 SHOW NOTES SUBSCRIBE TO ALL THINGS TELESALES PODCAST ► WWW.ALLTHINGSTELESALES.COMSHOW DESCRIPTIONTwice a week, Jake Lynn interviews the world’s top sales experts like Scott Leese, Kevin Dorsey, John Barrows, Jake Dunlap, Brian Burns, and many more -- to reveal tips and insights you can use to generate more revenue and close more business online and over the phone. If you want to learn the most powerful sales secrets from the top sales experts in the world, subscribe to the podcast.ALL THINGS TELESALES WEBSITE ► AllThingsTelesales.comLINKEDIN ► https://www.linkedin.com/company/64255888/FACEBOOK ►https://www.facebook.com/allthingstelesales/YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ABOUT JAKE LYNNJake Lynn coaches sales leaders to accelerate phone-based conversions by providing end-to-end engagement solutions. As a Phone-Based Sales Leader, Jake focuses on sales engineering cloud-based tech for contact centers and training Telesales professionals to win more deals. ABOUT AMBER KLEINEEnergized executive with a unique balance of technical and sales skills who leverages global experience to engage, navigate, and execute enterprise transactions. An established business strategist who delivers solutions in SaaS sales management, marketing, ARR; an achiever who knows optimization and thrives on the delivery of innovative marketing solutions in competitive markets.FOLLOW JAKE LYNNLINKEDIN ► https://www.linkedin.com/in/jakelynndotcom/FOLLOW AMBER KLEINELINKEDIN ► https://www.linkedin.com/in/amberkleine/ Accurately predicted by Crystal Knows, Jake and Amber tend to be very open to change and comfortable taking risks which can lead to very quick decisions.AMBER'S CRYSTAL PROFILE ► https://allthingstelesales.com/wp-content/uploads/2020/01/ambercrystalprofile.pdfSupport the show (http://www.allthingstelesales.com)

Lila Smith is a messaging consultant that empowers entrepreneurs and brands to make money faster and more sustainably by clarifying their message so the right people know what to pay them for and why.In this episode, you'll learn how to, "Verb Your Values- how to connect for real instead of just “watching your tone” or using tricks.RESOURCE MENTIONED CRYSTAL KNOWS ► https://crys.io/s/wzVAG5SEND A LINKEDIN PERSONALIZED MESSAGE TO LILA FOR 1 TO 2 MINUTE FREE CONSULTING ► https://www.linkedin.com/in/lilasmith/SHOW NOTES SUBSCRIBE TO ALL THINGS TELESALES PODCAST ► WWW.ALLTHINGSTELESALES.COMSHOW DESCRIPTIONTwice a week, Jake Lynn interviews the world’s top sales experts like Scott Leese, Kevin Dorsey, John Barrows, Jake Dunlap, Brian Burns, and many more -- to reveal tips and insights you can use to generate more revenue and close more business online and over the phone. If you want to learn the most powerful sales secrets from the top sales experts in the world, subscribe to the podcast.ALL THINGS TELESALES WEBSITE ► AllThingsTelesales.comLINKEDIN ► https://www.linkedin.com/company/64255888/FACEBOOK ►https://www.facebook.com/allthingstelesales/YOUTUBE ►https://www.youtube.com/channel/UCRQ98JUE1Mm3K9ez2DOxVhw/ABOUT JAKE LYNNJake Lynn coaches sales leaders to accelerate phone-based conversions by providing end-to-end engagement solutions. As a Phone-Based Sales Leader, Jake focuses on sales engineering cloud-based tech for contact centers and training Telesales professionals to win more deals. ABOUT LILA SMITHGrowing up a theater kid in NYC (even going pro for 10+ years while she built an e-commerce career), she used to think acting was the best way to connect and tell stories that matter. Now she does it without fiction!As a trainer and speaker, she improves people’s ability to #SayThingsBetter (and listen better) using a 5-step theater-based method of Intentional Communication.As a messaging consultant, she empowers entrepreneurs and brands to make money faster and more sustainably by clarifying their message so the right people know what to pay them for and why.As a Certified YouMap® Coach, she shows people who they are so they can communicate and take action informed by self-awareness.Her LinkedIn Livestream show, #LIVEwithLila, shares real life and real business examples of Intentional Communication.FOLLOW JAKE LYNNLINKEDIN ► https://www.linkedin.com/in/jakelynndotcom/FOLLOW LILA SMITHLINKEDIN ► https://www.linkedin.com/in/lilasmith/SAY THINGS BETTER ► https://saythingsbetter.com/LILA'S CRYSTAL PROFILE ► https://allthingstelesales.com/wp-content/uploads/2020/01/Crystal-Profile-Lila-Smith.pdfAccurately predicted by Crystal Knows, Jake and Lila both tend to be outgoing, enthusiastic, and spontaneous. They like building personal connections with otherpeople and tend to prioritize casual conversation. So connect with Jake & Lila on LinkedIn!Support the show (http://www.allthingstelesales.com)

I denne episoden har vi med oss Eirik Norman Hansen og tar en prat om teknologi. Hvor digitale er de fleste av oss i hverdagen? Og hva betyr det for HR? Vi tester også Crystal Knows, en tjeneste som gir deg et innblikk i andres personlighet - med informasjon kun hentet fra LinkedIn. Eirik Norman Hansen er foredragsholder, rådgiver og teknologioptimist. Med over 20 erfaring på området, drevet to byråer og vært i toppledelsen i et av nordens mest toneangivende byråer. Eirik er spesielt opptatt av hva teknologi betyr for oss mennesker, organisasjoner og samfunn og hvordan dette former verden nå og i tiden som kommer.

Jacko is back from London, and Jill is excited to share how she hosted our Christmas LinkedIn Local Sydney event with Jacko in attendance via LinkedIn Live streaming from London! Also find out about the Crystal Knows plugin on LinkedIn so you can analyse the DISC profiles of your connections!

In today's episode of The Startup Diary we look at Crystal Knows. A free service to help better understand your personality and the team around you. Why don’t you join our community of likeminded entrepreneurs. Join the Business Startup Club on Facebook: https://www.facebook.com/groups/businessstartupclub Have a question you want answering on the show? Email us at: startupdiary@nbs.fm Amazon links to the gear we use to podcast: Zoom H6 Handy Recorder: https://amzn.to/2Jp14uA Audio-Technica AT2020 Cardioid Condenser Microphone: https://amzn.to/2UqvDq1 Adjustable Mic stands: https://amzn.to/2wNODFI Simple Pop filters: https://amzn.to/3arhONJ XLR Cables: https://amzn.to/2UpMVDs SD Card: https://amzn.to/2UFCzhQ --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app

www.LouiseCourville.co/marketing Mentioned in this show the app Crystal Knows.  Let's connect:  https://www.instagram.com/lead_igniter/ https://www.facebook.com/leadigniter Please leave Girl Boss Coaches a review. We appreciate our listeners! On iTunes.  On Alexa Flash Briefings. Thanks for listening!  Louise

How to Negotiate a Mutual Win  Salespeople are always looking for a win and when closing with clients, landing a great deal while being able to negotiate a mutual win  is the idea goal.   Adam Ayers studied mechanical engineering and built a software technology startup after graduating. He is now the Chief Technology Officer and founder of company, Number5, which specializes as an outsource CTO for celebrities, eCommerce companies, and internet brands. Fifty percent  of their operations involve running technology, and acquiring customers, for commerce businesses and executing the data science.  The other fifty percent is on custom technology where they build platforms, APIs, and high-performance software on the internet.  Negotiate a mutual win When Adam was a child he asked his father what inventors do and the response resonated with him.. He was told  the best inventors don't just invent things, they are capable of selling what they've invented. That thought motivated him to make things himself,build a team, and sell the things he created himself. As an engineer, Adam has learned to think in frameworks and processes, finding that telling stories are effective ways to negotiate a mutual win and make a sale.  The biggest problem most salespeople face is the tendency to talk more and listen less. Generally, people  want to be listened to. We want to be asked questions and understood. This is a factor that other sales reps forget. No matter what you are selling, you must put the clients' interests first. Listen  to them, ask questions, and understand where they're coming from. You learn to see their problem and present customers with a solution when you sincerely tune-in to what they are saying. This is how they make the buying decision, to trust the solution  you present to them.  The ideal ratio is 80-20, where 80% is spent listening to the clients' story and asking them questions while 20% is spent sharing  a story about how you're going to help solve their problems.  The book entitled, You Can't Teach a Kid to Ride a Bike at a Seminar emphasizes the Sandler sales submarine, with the initial point being we need to bond and build rapport with our customers.  Showing compassion and kindness and asking people who they are and what they need is the first step to negotiate a mutual win.  The importance of self-awareness Self-awareness is knowing who you are, what you're good at, or not,  and being honest about it. #SalesTruth It's a trait that many salespeople need to master to negotiate a mutual win. Being who you are is important because that's how you connect with  people. While compromising is a good thing,you also want to be authentic. Your flaws as a salesperson will make you more human and more relatable to others. A corporate approach in sales is uncomfortable because ultimately everyone is just looking for a smart friend with whom they can make a connection  when they're being sold to.  Adam sells software development, customer acquisition, and data science and these are products the average person doesn't understand but they know they need it to grow their business. He understands he needs to nurture confidence in his potential clients, that they want to feel good about hiring him.  Adam highlights his previous experience, his background, who he's already worked with, their integrity and what he's already delivered. Adam's team doesn't  sell. Instead, they connect with people - they talk, dine, and get drinks.   While the sales process and negotiations are pretty straightforward, the reality is that it works for his team. When Adam knows that  his services aren't going to fit what the client needs, he is upfront and honest about it. Adam knows his customers need someone who can execute the tasks and if needed, communicate to the stockholders and investors what's going on.  Unconventional approach works  This approach of combining tech expertise with a personal touch is the core of , Number5, a company name inspired by the1986 movie, Short Circuit. Because not everyone understands the technology behind the work, they're hired based on relationships.Their process on how to negotiate a mutual win is shaped around helping clients understand their needs and what their role is to make meet the company's goals. Adam shows them how his team uses technology to deliver the solution efficiently and effectively.  One company Adam was an engineer for, had the Five Four Club, a men's clothing line subscription, that quickly rose to popularity. The company needed the technology to keep up with its growth.. Adam not only offered the tech to support the growth but as a leader, helped offer resources to build up the existing team.  Adam didn't have to explain how the tech worked but still offered suggestions on how employees could support it within their roles. Clients say that Adam's approach is abrasive and shocking until they get to know him. Once they see his process and his ability working for them, they're on board.  Many salespeople aren't just selling, they're also doers. Sales grow with a better job of doing and executing.  Moving forward Adam is always looking for different tools that will help  from a market broad perspective and a sales perspective. For example, CrystalKnows, is a plugin that helps you analyze the personality type of anyone's LinkedIn profile. The results will give you an idea of how to communicate with that person. This is an amazing way technology can start connecting people more effectively and efficiently.  Technology is also helpful for companies that are looking to expand and hire people. The Sales Acceleration Formula, by Mark Roberge, points out that it's not just the experience that's important, it's the coachability of the salesperson and their ability to adapt.  “How to Negotiate a Mutual Win” episode resources Connect with Adam Ayers directly by scheduling a meeting with him through email or look him up on LinkedIn.  For other sales concerns, you can also reach out to Donald via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let him know how they work for you.  This episode is brought to you in part by TSE Certified Sales Training Program. It's a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.  The episode is also brought to you by Sales Live Miami. It's an event put on by a group of friends and it's designed to help sellers and sales leaders improve their sales game. It's going to be this November 4-5, 2019 in Miami, Florida. We hope to see you there! You can find more about this event on The Sales Evangelist website.  We'd love for you to join us for our next episodes so tune in on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to.  You can also read more about sales or listen to audiobooks on Audible and explore this huge online library. Register now to get a free book and a 30-day free trial.  Audio provided by Free SFX and Bensound.

Today on The Startup Chat, Steli and Hiten talk about the Enneagram personality test. Enneagram tests are online tests that can help you to determine which personality type you are and those of your team members. Like any personality test, Enneagram tests are not a science, but it can be a useful tool to help you understand yours and your team members’ tendencies in order to anticipate and prevent conflicts, and create a great working environment. In today’s episode of the show, Steli and Hiten talk about what an Enneagram test is, why it’s one of Hiten’s favorite tests, how they are different from other personality tests and much more. Time Stamped Show Notes: 00:00 About today’s topic 00:31 Why this topic was chosen. 00:50 Where to take an Enneagram test. 01:21 Steli’s thoughts on personality tests in general. 04:04 What an Enneagram test is. 04:17 Why it’s one of Hiten’s favorite tests. 06:49 How Enneagram tests are different from other tests. 07:00 About Hiten’s Enneagram score. 09:17 How to use Enneagram tests at your company. 3 Key Points: There’s a lot of online material about it.I think Enneagram tests are more practical.It can help with diversified thinking at your company. [0:00:01] Steli Efti: Hey everybody, this is Steli Efti. [0:00:03] Hiten Shah: and this is Hiten Shah, and today we're going to talk about something that's been popping off in startup land a little bit on Twitter and in other places. It's actually something I've been familiar with for the last I want to say like 15 years or something. It's called any Enneagram, and it's E-N-N-E-A-G-R-A-M. You can look it up online, and there's a great site called CrystalKnows.com where they actually have a lot of details about a lot of personality tests, because that's what Enneagram, is and they let you take it and then they tell you about yourself. And they have a lot ... They are sort of a startup that has kind of this, it tells you about people's personalities and how to interact with them. So it makes sense that they have this, they have a bunch of other tests for other personality tests. But for today we're going to talk about Enneagram because there's been a lot of tweets about it, and even friends of mine at many different types of organizations have started talking about it more, and it's something that I've been familiar with for awhile and has been really valuable to me. [0:01:06] Steli Efti: Yeah, that's how I actually picked up on it. There was a Twitter thread where I think somebody at Clearbit was writing about them using this internally now, and that they've seen a lot of value, and then there was a very kind of engaged thread going on with all kinds of either very positive things about it or some critical things about it. And as often times when I go down the rabbit hole of an interesting Twitter thread, somewhere in the middle of there is Hiten Shah saying something insightful. So I saw that you had responded to it or retweeted it or something and, and mentioned that this is one of your favorite personality tests, and that kind of led me down the rabbit hole of playing around with it a little bit and reading a bit more up on it. And here's my background and then I don't know this that well, so I want to ask you a bunch of questions about it. But when it comes to personality tests in general, there was a time 15 years ago that I got super into these, and I did a couple of them and I read a bunch of books and I was like super fascinated I think by the topic. And then I did the inevitable mistake of walking around and abusing the knowledge, thinking that I can now just put people into boxes super quickly. [0:02:23] Hiten Shah: Yeah. [0:02:24] Steli Efti: Like, you are a this, that and that color. You're a this, that and that number. And then I annoyed others and myself,

Sales Reinvented Podcast Episode 164: Drew D'Agostino. Drew is the CEO and Founder of Crystal Knows which is an artificially intelligent psychometric platform which accurately predicts the personality style of people from their social media profiles.

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Prospecting in the modern sales environment is about much more than finding contacts and making cold calls. In fact, it’s more complicated than ever to reach out to a potential buyer in an effective manner. This episode of #SellingWithSocial features me - on my friend, Will Barron’s podcast - The Salesman. We spoke at length about how social selling has a very specific purpose: to warm up prospects before connecting with them personally. We also discussed what the data tells us about modern prospecting, how you can personalize your outreach for greater effectiveness, how to know your outreach efforts are working, and much more! If you are having trouble with the transition from traditional prospecting methodologies to the new approaches that digital selling has thrust upon us, I suggest you listen carefully to this episode. And if you are already a pro at modern prospecting, you’re sure to learn some new approaches that can increase your success even more. Take notes and apply what you learn. Social Is About Warming Up Prospects Before The Phone Call We all know the uncomfortable feeling of reaching out to a prospect entirely cold. It’s no fun and it’s not very effective either. Statistics show us that only 3% of cold calls result in a sale. What about the other 97%? Doesn’t it make sense that we figure out how to reach them with our message in a way that resonates with them? I believe that cold calling is not dead, but that it is dying - at least in the form we’ve practiced for so long. It’s still part of a good prospecting cadence, but we have to use it differently these days. It’s only effective when social has already been utilized to warm up the prospect. That includes social media, personalized video, text messaging, AI, and other tools. Here is an example of a good cadence that demonstrates where cold calling can fit in for maximum impact: Follow the prospect on LinkedIn Pay attention to when they look at your profile Engage with their posts in a meaningful way Next, request to connect with them via LinkedIn Continue to engage with their content, share their content, tag them Send an email Send a personalized video THEN make the phone call And what do you do if none of that gets a response? Listen to this episode to find out how you can modify the approach and get a response. Data Tells Us Exactly What We Should Do And Should Not Do When Prospecting One of the many things I appreciated about the questions Will asked me in this conversation, was that he is interested in the data behind my assertions, not just the anecdotes That’s because he’s a smart seller who knows that data trumps gut feelings every time. So I shared the following data with him about the typical prospecting attempts sellers make: The average response rate on cold email outreach is less than 3% The average response rate on cold calling via the telephone is less than 3% 62% of buyers look at a salesperson’s LinkedIn profile after they reach out initially When a company’s sales force has at least a 25% social selling adoption rate, their win rate increases to 41% When a company’s sales force has at least a 75% social selling adoption rate, that win rate goes up to 61% Why is that data important in the modern sales environment? Because it reveals to us that much of what we’ve done successfully in the past isn’t working with the same level of effectiveness - AND that new approaches, like social selling, are gaining traction. Listen to learn how your sales team can improve its win rate and start more sales conversations. How You Can Know If Your Social Selling Efforts Are Working? It’s easy to say that digital selling techniques are what every seller should adopt, but where’s the proof? How do you know if the things you’re practicing are truly gaining ground? Before we get to the answer, let me point out something vital to understand... The digital network you build is a long-term resource. In other words, the people you connect with now may become buyers in the future. A “No” today doesn’t always mean “No” forever. For that reason, you need to continue publishing content that maps to your specific buyer’s journey and trust that the value you are providing will get you into more sales conversations over time. Now back to the question - how do you know if your social prospecting approach is working? There is one simple question to answer: Did your efforts create more conversations? If so, you’re probably doing the right things. Listen to understand how you can refine your approach and gain even more opportunities. What Is Keeping You From Converting Connections Into Conversations? So if the number of sales conversations you’re scheduling is the main barometer of success, what can you do if you’re not booking those calls? Evaluate - examine each step of your sales cadence (discussed in this episode) and adjust your approach one cadence-step at a time. That way you can discover which methods are not touching your prospects in an ideal way, and make adjustments.  Listen to this episode to learn more about how modern sellers are establishing a basic sales cadence and using it effectively to reach more buyers.  Outline of This Episode [1:16] My appearance on Will Barron’s podcast, “The Salesman Podcast” [2:10] A better way to carry out sales calls in the internet age [9:09] Data-based best practices for outreach and prospecting [15:28] Is the issue reaching or getting a response from individuals? [20:56] How do you know if you’re doing a good job at modern sales prospecting? [27:08] The right way to use social profiles to set yourself up as the expert in your field [34:12] How long does it take to leverage social cadences properly for modern sales? [39:58] The next trend for sellers to get their heads around: AI [43:16] Mario’s advice to his younger self to enable him to sell more Resources Mentioned Will Barron’s “The Salesman Podcast” LinkedIn State Of Sales Report CSO Insights “Sales Performance Report 2019” LinkedIn’s SSI Score: www.YourSSIScore.com Calendly Time Trade Viveka von Rosen Soapbox by Wistia (free tool) Crystal Knows (free and paid) Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts Is your sales process experiencing unneeded hiccups or roadblocks because you’re not taking into consideration the communication styles of your prospects and buyers? If you don’t understand the 4 primary communication styles, it’s very likely. That’s why I asked Paul Watts to be my guest on this episode of #SellingWithSocial. Paul is a sales leader who has invested a considerable amount of time in understanding the dynamics behind effective communication. His upcoming book on communication styles will be a great resource for sellers and marketers alike. By listening to this episode you’ll learn all 4 of the dominant communication styles, why it’s important to be aware of them, how to discern the communication style of your prospects from their social profiles, and how to identify communication styles on the fly as you talk with prospects for the first time. This is incredibly valuable information that could dramatically improve the effectiveness and time frames your sales process, so be sure you listen to this episode. The 4 Communication Styles You Need To Be Aware Of - And Why Although no individual perfectly fits into a static category, each of us does have our own bent when it comes to how we prefer to communicate. In this conversation, Paul breaks down the 4 communication styles that are most predominant... Drivers - These individuals tend to prefer logical responses to situations. That means data, facts, and figures will be effective and appreciated. Expressives - These are people who tend to have emotionally based responses to situations and who will hear and receive emotionally laced responses more easily themselves. Analytics - like the Driver, people who are analytic will appreciate and communicate with logical responses more than emotional responses. Amiables - People who are stylistically Amiable will tend toward emotive responses as well. So if you want to communicate with them effectively, use emotionally laden words and phrases. Can you see how understanding these communication styles can help you speak the language of those you are interacting with? Listen to understand these in more detail and to hear examples of how it works in practical situations. You Could Be Derailing Your Sales Process Through Communication Style Bias Communication style bias happens when you filter your prospect or buyer’s responses through your own communication style. For example, if your communication style is that of “Expressive,” you will tend toward hearing what others say through that stylistic filter - even if they are NOT that type of communicator. The result is that you won't be communicating as effectively as you think you are. That’s why it’s important to understand the various styles of communication. The effectiveness of your sales process depends on you becoming skilled at speaking to people in a way they will hear, understand, and accept. Listen as Paul provides examples of how this knowledge can be used in phone calls, email prospecting, sales meetings, and more. How To Discern The Communication Style Of Buyers Every step of the sales process requires that we intelligently approach our prospects or buyers by using a variety of perspectives. Among them are the buyer’s persona, their buying journey, and their communication styles. How can you speak in a way that appeals to a prospect’s communication style if you don’t know them? In this conversation, Paul shares these suggestions: Ask how their weekend was - the response could indicate their communication style. A person who is dominantly a Driver or Analytic will often give a short answer. They are ready to get down to business, not engage in chit-chat. A person who is Expressive or Amiable will engage in a more detailed conversation about their weekend. But there are differences - the Expressive will speak in self-centric terms (MY weekend) while the Amiable will speak in inclusive terms (OUR weekend). Notice the speed at which people talk Drivers and Expressives tend to speak quickly because they are eager to get down to business and make progress. Analytics and Amiables speak more slowly and often take time to consider before responding or making decisions. Notice the types of questions people ask Drivers and Analytics tend to ask more logic based questions that require facts and figures. Expressives and Amiables will ask more emotive questions, wanting to know the human impact of decisions or approaches. Telling VS Asking Drivers and Expressives tend to “tell” about their opinions or experience. Analytics and Amiables will “ask” your opinion or approach instead - “What would YOU do?” Tools To Help You Speak In Your Buyers’ Communication Style If you apply the tips Paul shares in this episode you’ll be well on your way to supercharging your sales process through better communication with prospects and buyers. But if you want to increase your success even more, there are AI-based tools that can help you discern communication styles from social media profiles and emails. CrystalKnows is a Google Chrome plugin the Vengreso team uses and recommends through our Selling With LinkedIn training that is impressive in how accurately it assesses and determines a person’s communication style. Try it out and let us know what you think! Paul’s insight into communication style bias and how it impacts the sales process is invaluable, so be sure you take the time to listen to this episode. Outline of This Episode [2:18] How Paul moved from being an electrical engineer to a sales leader [7:55] What is communication style bias? [9:40] 4 different communication styles you need to be aware of [17:04] Not understanding these issues impacts sales performance dramatically [20:31] Best-practices for discerning the communication styles of others [31:17] How to improve your sales process through appropriate messaging Resources Mentioned FREE RESOURCE: Download Paul's Communication Style Assessment Paul’s Sales Company: Base Over Apex Paul’s Podcast: Sales Reinvented Follow Paul on Twitter: @SalesReinvented Follow Paul on LinkedIn Follow Paul on Facebook The DISC assessment CrystalKnows Chrome Plugin Paul’s all-time favorite movie: Gattaca Modern Marketing Engine Podcast - Bernie Borges Connect with Mario! www.vengreso.com On Facebook On Twitter On YouTube On LinkedIn Subscribe to Selling With Social Apple Podcasts | Stitcher | Google Play | Google Podcasts

Communicate with Empathy - Putting yourself in the shoes of others This week on the Catalyst Sale podcast we chat about communication, specifically communicating with empathy.  It takes us a little time to get to the practical application, but we end the discussion on a strong note with some guidance on how you can communicate with empathy. We also add a point of clarification on the front end of the podcast.  If you are looking for us online, you can find us at https://catalystsale.com Questions Addressed What does empathy mean? What is the difference between empathy and sympathy? What does it mean to communicate with empathy? What do you think of when you reflect on Lee Cockerell’s quote – “Candor is Truth with Empathy” How does Empathy impact Sales? Key Takeaways Empathy - Putting yourself in someone else’s shoes. Empathy - Evaluating a situation through their eyes. Being empathetic is doing what you can to put yourself in the shoes of others. Focus on how others may receive the message based on their experiences, where they are at a given point in time. You don’t know what is going on in the mind of someone when you are communicating with them at a given point in time. Ask questions to clarify where they are, what their mindset is. Jody’s Granny – “When you communicate, you are responsible for what someone hears” The same comment, in different places, at different times, can be received differently. Lee Cockerell quote – “Candor is Truth with Empathy” If you want to communicate, and ensure that your message is heard in the way you intended it, you should be truthful, transparent, and communicate with an understanding that considers the perspective the person on the other end. Put the person you are communicating with first. In the context of sales, whatever challenge you are helping the customer overcome, you need to realize it is their challenge. What can we do today to help us communicate with empathy? Ask this question - Do I really understand what my customer is going through right now? Leverage tools like Crystal Knows (https://crystalknows.com/) Show Links StoryBrand Framework - Don Miller Episode Christie Walters - Transparency Drew D'Agostino - Crystal Knows Rush to Demo Empathy vs Sympathy Catalyst Sale Website Catalyst Sale Workshops & Training Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.

Ever wanted to have a Creative Ninja on your team?   Have you ever been just blown away by the graphics from a really cool presentation?   In this episode I talk to Glenn and Kristen Hemanes – co-founders of Glenns Designs, a cutting edge design agency which focuses on developing brand identities, multi-media presentations and variety of creative projects.   Listen to this episode to find out some of the Powerpoint horror stories Glenn has turned into powerful and effective pitch decks.   Find out why visual storytelling is so important to get your message across effectively.   1:02 - Introducing Glenn and Kristen and what their business does.   3:22 - Digging into each client’s specific needs based on their brand messaging and continuing to get outside feedback themselves to hone in on their own message.   5:57 - The importance of storytelling in Glenn and Kristen’s business.   6:58 - Leveraging their experiences with presentations and communications in order to help their clients.   7:28 - Conversation and storytelling as ways to facilitate effective, engaging social media marketing.   10:02 - How that same approach of conversation and storytelling applies to presentation decks.   11:39 - Horror stories that Glenn and Kristen have seen in presentation approaches.   14:09 - Glenn’s 3 part approach to working with clients on presentations.   15:26 - Some feedback they’ve gotten from clients about how much Glenn has helped them and the impact his decks have had on audiences.   17:20 - Differing mindsets regarding having a professionally done presentation deck and tailoring the deck to the client’s preferences; focusing on a “less is more” approach to building the decks and slides.   20:08 - Comparing an effective presentation to an effective advertisement and incorporating the concept of a story arc.   22:06 - The outsized importance of communication, regardless of the quality of the product.   22:58 - How Glenn and Kristen work with brand concepts.   25:44 - The impact of details as small as fonts.   28:30 - Understanding your audience’s concentration and how best to communicate with them via tools like Crystal Knows.   30:32 - Their approach to relationships with clients.   32:12 - Glenn’s early experience working with creating slides and working with it his entire career.   33:02 - The feeling when they get to unveil presentations to clients and when they hear that it was effective.   35:18 - Matthew’s questionnaire.   41:52 - Contacting Glenn and Kristen.       Resources and Links Mentioned:   Simon Mainwaring   John Livesay (Episode #038)   Crystal Knows   Ken Rutowski   Misophonia   Glenn’s Designs website   Email Glenn at glenn@glennsdesigns.com   Youtube   Facebook   Twitter   LinkedIn   Pinterest

Crystalknows.com CEO Drew D'Agostino

Guest - Drew D'Agostino - Founder, Crystal Knows This week on the Catalyst Sale podcast Drew D’Agostino, Founder, Crystal Knows joins us to talk about building trust with your customers, prospects, team members by understanding their perspective, tendencies, and personality type.   Crystal Knows is embedded into our sales technology stack at Catalyst Sale.  We discuss how we use this technology to prepare for meetings, and communicate in general.   Our sales team and the teams we work with perform better as a result of this tool.  Crystal Knows is part of our call planning process. Drew discusses how various personality types can work well together, and where conflict can occur.  We discuss common behaviors/tendencies of each of the 4 DISC profiles and touch on a couple of the 64 combinations of DISC profiles.   Why DISC Because it teaches empathy. Empathy is the ability to share and understand another person’s feelings. To employ empathy is to be able to view another perspective in an authentic way. The DISC personality assessment is the best resource for an individual to understand how to cater their behavior to the situation. The DISC framework gives us a more flexible, adaptive assessment and tools to understand and communicate more effectively as you go about your busy, hectic life. To employ empathy is to be able to view another perspective in an authentic way. Impact on Building Trust, Rapport, and Improving Relationships The more you learn about the other types, the better you can understand how to remain approachable, how to be more assertive, how to lower your guard, and how to attract others to get your ideas heard.  As you improve communication, you can build rapport, accelerate trust, and build better relationships. Learn More About Crystal Knows Crystal helps you communicate more effectively. They build email and business apps on top of the largest, most accurate public personality database on the web. You can learn more about Crystal Knows by going to their website.  http://crystalknows.com/ On their website you can create your Crystal Knows profile, completed your DISC assessment, learn about the application of DISC in the workplace, and search for people you know.  You can also connect with Drew via twitter @drewdagostino Thank you for listening to this week's podcast.  If you have questions about the Catalyst Sale approach, how we help organizations validate and identify product market fit and break through plateaus, you can reach us at hello@catalystsale.com Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Contact us today to learn more. ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  

Welcome to episode 154, it’s been a tricky week this week, I had planned an interview with an Italian LinkedIn trainer to tackle the important subject of multi-lingual profiles but due to a combination of illness and power cuts, I had to postpone that! Instead I decided to cover a subject I am very enthusiastic about - research, specifically researching people. But first….. Interesting Stuff I saw This Week LinkedIn’s founder Reid Hoffman has been wondering what to do with himself since he found the the company he had a major stake in had been sold for $26.2B…..tough life! Anyway new parent Microsoft have come to the rescue and offered him a role on their main board. Personally, if I had $2.8B coming my way soon, I think I could find something better to do with my time! The Mission Continues: Joining the Microsoft Board Mobile Update LinkedIn have updated their mobile app. As is the norm, the app store information on the new update was full of interesting facts (note the contrast to Facebook)! Instead we have to try to figure out the changes for ourselves although they did announce in their blog that the new version now has profile picture edit options; There are some other notable changes. The ‘Me’ menu has disappeared….wait! I thought they redesigned the desktop experience to be more in line with mobile…but now they are dropping the Me menu from mobile?!! This was how the menu looked before the update; This is how it looks now As you can see, the Me menu has been replaced with jobs (boo hiss!). So how do you get to the profile edit page? …You now have to tap on your profile pic, top left as shown above. They have also improved the controls you have over your feed. Now when tapping on the edit link (see below) you get more options. One of these options is ‘Improve my feed’ This isn’t new but it then provides another new option ‘Clean my feed’ I wonder how it decides who is high up on this list…perhaps it is those you have engaged with the least? Have you noticed any other changes? LinkedIn Warn Cheaters! LinkedIn are sending out emails to users who they spot are logging into another persons account, this currently only seems to happen when they are a Sales Navigator or Recruiter Lite subscriber. I can only assume this means they are tracking IP addresses. A listener sent me this screenshot of an email they received recently I Know You…..Profile Research There are so many things you can find out about someone from their profile. In this section I talk in more details about; Contact & Personal Info Summary Highlights Articles Activity Experience Recommendations Psychometric assessment - CrystalKnows.com No episode next week (probably) I think it’s likely that I won’t get an episode out next week as I will be networking and learning like crazy at the Social Media Marketing World Conference in sunny San Diego….can’t wait!

Launching a successful technology startup takes vision, guts, execution, and patience. Drew D'Agostino recognized the importance of communication between individuals and within organizations. He created Crystal, a technology platform that analyzes public data on the internet. Crystal gives you personality information for everyone you contact helping you to communicate better with empathy. His company has been featured in Business Insider, Forbes, Wired, and CNN to name a few. in this episode, Drew shares entrepreneurial insights and lessons learned while growing his company. As for the bedbugs, that was Drew's oh sh#t moment that took his business endeavors in another direction. 

To introduce our new name — Note to Self — we've decided to bring you an episode that is about exactly that: the self. We found a service that takes the "personalization trend" — think uncanny Facebook ads, targeted email campaigns, and that pair of shoes you Googled once that follows you from sidebar to sidebar — up a notch. Crystal Knows claims that it can use such knowledge to improve that dreaded time suck: email. Here's how it works: The app creates a digital profile on you through data it scrapes about you from the web, then filters what it finds through an algorithm. That algorithm sorts you into one of 64 personality types. Then, for anyone signed up for the service, it will act like an email writing coach and therapist rolled into one, from big picture advice ("Be interesting!") to smaller-seeming details ("Say 'Hi' instead of 'Hello'), giving tips based on what it knows about you.  Some advice on how to email Manoush. (CrystalKnows.com) We were intrigued. To be quite honest, we were also a little freaked out about how much it can divine from public data alone. So, this week, we did some digging into how these kinds of profiles are made — listen above for that — and some testing on a few of our favorite public radio... personalities. In this episode of Note to Self: Drew D'Agostino, founder and CEO of Crystal Knows: Drew D'Agostino's Crystal profile. (CrystalKnows.com) Sara Watson, fellow at Harvard's Berkman Center: Sara M. Watson's Crystal profile. (CrystalKnows.com) Erin Curry, executive assistant at Sacco Carpet: Erin Curry's Crystal Knows profile. (CrystalKnows.com) Subscribe to Note to Self on iTunes, Stitcher, TuneIn, I Heart Radio, or anywhere else using our RSS feed.  

Crystalknows uses public information to fake empathy but the real thing is more reliable, says Lucy Kellaway. See acast.com/privacy for privacy and opt-out information.