Podcasts about customer conversation

Are you struggling to get potential clients to trust you in today's skeptical marketplace? Do you feel like the old sales tactics just aren't working anymore? What if you could tap into the underlying reasons behind purchasing decisions, gain instant trust, and stand out in a sea of competitors without resorting to aggressive tactics?   In this Mastering Excellent Series episode, Nikki speaks with Dan Englander, CEO of Sales Schema, on the importance of understanding past sales trends, managing the present "trust recession," and leveraging strategic commonality to build true connections.   Learn how to detect the underlying patterns that influence buyer behavior today. Discover why trust is at an all-time low and how to overcome mistrust.  Discover how to utilize commonality to break through the noise and build real relationships. Learn the hybrid approach to selling that keeps prospects engaged without wasting time. Find out why your choice of words can make or break a sale—and how to avoid sales-killing language.   If you want to future-proof your sales approach, connect with high-value prospects, and sell with confidence in today's shifting landscape, this episode is a must-listen. Dan Englander is the CEO and Founder of Sales Schema, a fractional new business team for marketing agencies, and he hosts The Digital Agency Growth Podcast.  Previously Dan was the first employee head of new business at IdeaRocket, and before that, Account Coordinator at DXagency.  He's also the author of Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business, Mastering Account Management and The B2B Sales Blueprint.  In his spare time, he enjoys developing new aches and pains via Brazilian Jiu-Jitsu and spending time with his wife Sarah and their son Adrian in NYC. Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity to work together with you and Nikki. Bring your questions, concerns, and sales situations; she provides answers and guidance. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!   In This Episode: [02:31] We're going to talk about how to look to the past in order to look to the future. [03:56] We learn about Dan's many jobs until he read Tim Ferriss's book and started thinking about alternatives. [04:55] He mostly worked in agencies until he started Sales Schema as a fractional new business team. [06:18] His tendency is to go to the past to figure out the future. [07:03] he's a believer in building energy through meaning. He's a fan of Viktor Frankl's book, Man's Search For Meaning. [08:55] The advantage of being able to look at history and understand why something does or doesn't work. [09:55] Figuring out why something is no longer working.  [11:26] What has changed with the people you're interacting with? Historically we're kind of in a "trust recession". [13:25] The internet and information technology has delivered a lot for us, but we don't know how much more value there is left to be extracted. [14:47] The stuff that's going to be valuable is the stuff that has been valuable. Such as things that have been scarce. [16:22] When you know we're in a "trust recession" you need to find a way to differentiate yourself. Go back to what scares like commonality. [17:47] The things that people want long-term change over time. [19:06] Pay attention to trends and notice how they are the same or different from past trends. [22:14] Nikki says that rapport builds relationships and people want to buy from people who they trust and have a relationship and connection. [24:15] Dan gives an example of hybrid sales. They have video content which they include with their sales process. [27:19] The advantages of repelling people who aren't in alignment as fast as possible. [29:10] Really paying attention to trends. Just because it worked in the past doesn't mean it's going to work now. Pay attention to what your clients say and what they're looking for. [30:52] Using secret languages to speak with prospects. [34:08] The importance of paying attention to language. Words matter. [36:43] Most of what we see now is downstream of technology. The order seems to be a scientific breakthrough, to technology, to economy, to culture. [39:32] Dan's 15-month-old son brings him joy. He also hosted a College radio show and was the hip hop director for a Santa Cruz radio station. [40:32] His business is pivoting to a training model. They also have a new content channel, and they're messing around with a lot of new tools.    For more actionable sales tips, download the FREE Closing The Sale Ebook.   Find Nikki: Nikki Rausch nikki@yoursalesmaven.com Facebook | Twitter | LinkedIn | Instagram Sales Maven Society Work With Nikki Discussion To download free Resources from Nikki: www.yoursalesmaven.com/maven    Find Dan: Dan Englander - Sales Schema Dan@SalesSchema.com The Digital Agency Growth Podcast Relationship Sales at Scale: How to Find Your Virtual Tribe and Reliably Grow Your Professional Service Business Mastering Account Management: 102 Steps for Increasing Sales, Serving Your Customers Better, and Working Less The B2B Sales Blueprint: A Hands-On Guide to Generating More Leads, Closing More Deals, and Working Less Do You Know Any Secret Languages? The Challenger Sale: Taking Control of the Customer Conversation  

This episode is also available on YouTube: https://youtu.be/y_j9kYl_dq8 Life is unpredictable, and opportunities can arise unexpectedly. Preparing your business for sale, even if you don't plan to sell anytime soon, is a strategic move. It's akin to maintaining your house for potential buyers; you fix the leaky roof, repaint the walls, and tidy up the garden. Rick Fox, an experienced Chief Revenue Officer at Brightway, emphasizes the importance of this proactive approach. Running your business as if it's always on the market not only enhances its value but also ensures smooth operations and financial health. By maintaining thorough records, optimizing processes, and keeping your team aligned with business goals, you can attract potential buyers and investors. Plus, this level of preparedness often results in a more efficient, profitable, and enjoyable business to run. Rick Fox, currently the Chief Revenue Officer at Brightway, brings a wealth of experience to the table. With a career that began in sales and insurance, Rick built his own successful independent insurance agency. Recognizing the importance of formal education, he paused his career to complete his degree before returning to expand his business. He later transitioned to the technology side of insurance, holding significant roles such as Head of Agency Sales at Vertifor and President of Agency Revolution. Rick's expertise lies in scaling operations, enhancing customer experiences, and driving revenue growth through innovative product offerings. His deep understanding of both the insurance and technology sectors makes him a sought-after leader and strategist. What you'll learn: How can businesses maintain operational efficiency while preparing for a potential sale? What are the critical steps in aligning a sales team with the overarching goals of the company? Why is it essential to maintain passion and enthusiasm in sales, and how can leaders impart this to their teams? We want to hear from you! Sales leaders: What are the challenges you are faced with? Would you like some ideas on how to solve them? Hamish will shortly be releasing our first "Listener questions" episode and we want to hear from you! What's the burning question you want an answer to? What do you think of the show? Whatever your questions, comment on social media or email us at the address below, and we will possibly add your questions to future episodes.  Please submit your questions at: https://share.hsforms.com/1bauMW6liRNKbrZR0w6FPNwbn9ta Resources:  Emotional Intelligence 2.0 - by Travis Bradberry, Jean Greaves The Challenger Sale: Taking Control of the Customer Conversation - by Matthew Dixon, Brent Adamson --- Connect with Hamish on LinkedIn:  https://www.linkedin.com/in/hamishknox/ Meet Hamish at a Sandler Summit: https://www.hamish.sandler.com/orlando Fathom: https://fathom.video/invite/72CZPA Humanic: https://app.humantic.ai/login/?referral_code=HamishKnox_SA

Matt Dixon is one of the world's foremost experts in sales and the author of The Challenger Sale, which sold over a million copies worldwide and was a #1 Amazon and Wall Street Journal bestseller. His most recent book, The JOLT Effect, focuses on overcoming customer indecision—one of the biggest challenges to closing deals. Outside of writing, Matt co-founded DCM Insights, a boutique consultancy helping organizations understand customer behavior, and is a frequent contributor to the Harvard Business Review, with more than 20 print and online articles to his credit. In our conversation, we discuss:• Why 40% to 60% of qualified sales opportunities are lost due to customer indecision• Why dialing up FOMO doesn't work, and what to do instead• The “pings and echoes” technique to catch issues early• The JOLT method for overcoming indecision• Key lessons from The Challenger Sale• Practical examples of how to apply these principles to close more deals—Brought to you by:• Enterpret—Transform customer feedback into product growth• Webflow—The web experience platform• Heap—Cross-platform product analytics that converts, engages, and retains customers—Find the transcript at: https://www.lennysnewsletter.com/p/close-more-deals-matt-dixon—Where to find Matt Dixon:• LinkedIn: https://www.linkedin.com/in/matthewxdixon• Website: https://www.jolteffect.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Matt's background(01:57) The research behind Matt's books(06:08) Insights from The JOLT Effect(10:15) FOMO vs. FOMU(18:18) An example of selling software(26:04) The JOLT method Step 1: Judge their level of indecision(29:41) The “pings and echoes” technique(34:49) Step 2: Offer a recommendation(38:36) Step 3: Limit the exploration(41:43) Step 4: Take risk off the table(45:58) When to hit the pause button with a customer(47:27) Insights from The Challenger Sale(49:07) An example of a challenger sale(55:23) Where to find Matt—Referenced:• A step-by-step guide to crafting a sales pitch that wins | April Dunford (author of Obviously Awesome and Sales Pitch): https://www.lennysnewsletter.com/p/a-step-by-step-guide-to-crafting• The Challenger Sale: Taking Control of the Customer Conversation: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/0670922854• The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102• Gartner acquires CEB: https://www.gartner.com/en/about/acquisitions/history/ceb-acquisition• Tiger King on Netflix: https://www.netflix.com/title/81115994• Why sourdough went viral: https://www.economist.com/1843/2020/08/04/why-sourdough-went-viral• Neil Rackham: https://en.wikipedia.org/wiki/Neil_Rackham• Status quo bias in decision-making: https://en.wikipedia.org/wiki/Status_quo_bias• Omission bias: https://thedecisionlab.com/biases/omission-bias• Gartner Magic Quadrant & Critical Capabilities: https://www.gartner.com/en/research/magic-quadrant• Dunning-Kruger effect: https://en.wikipedia.org/wiki/Dunning%E2%80%93Kruger_effect• Stop Losing Sales to Customer Indecision: https://hbr.org/2022/06/stop-losing-sales-to-customer-indecision• Dentsply Sirona: https://www.dentsplysirona.com/• “We happy?” Briefcase scene from Tarantino's Pulp Fiction: https://www.youtube.com/watch?v=FGchDuOpbhE• Nupro Freedom Cordless Prophy System: https://www.dentsplysirona.com/en-us/discover/discover-by-category/preventive/hygiene-handpieces.html—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

In today's episode, Brent Adamson and I explore what works and what doesn't work on sales teams, and Brent's ideas for how we should arm sales teams to go out and win in the market. My guest today is Brent Adamson, a researcher, author, presenter, and thinker with a passion for “productive disruption.”You will learn: * The origins of the Challenger Sale concept and how the term "challenger" refers to salespeople who teach customers about their industries and challenge their assumptions, rather than simply telling them what to do.* Challenging customers to think differently.* Customer context has changed radically in the last 10 years, making large-scale decisions more complex.* Why some customers are overwhelmed by internal complexity, information, inability to align on goals, marketing, conflicting messages, etc. * Why many marketers misunderstand the customer journey. * The supplier selection is a critical problem to solve, but often occurs after the sales side has already been solved for.* Helping customers feel more confident in their decision-making abilities, rather than simply presenting them with new information.* How the Challenger Sales approach involves both frame breaking and frame making, with the goal of helping customers navigate their own internal complexity and alignment with colleagues.* Understanding the buyer's journey. * Using value to demonstrate customer confidence, not the other way around.—If you want to skip ahead: (3:22) Sales research findings, including the Challenger Sale study. (6:12) Sales profiling, with a focus on the Challenger Sale approach. (11:31) Challenging customers to think differently. (14:27) Sales strategies. (18:05) How buying decisions have become more complex and involve more stakeholders, creating challenges for sellers. (23:04) Marketing strategies. (28:10) Navigating complex decision-making in business. (38:17) Customer confidence and alignment in B2B sales. —Connect with Brent Adamson on LinkedIn: https://www.linkedin.com/in/brentadamson/ Get Brent's books from Amazon: https://amzn.to/3wlHOu4 —Connect with April Dunford and learn about practical positioning that accelerates marketing and sales: Work with April: https://www.aprildunford.com/contact April's newsletter: https://aprildunford.substack.com/ April's LinkedIn: https://www.linkedin.com/in/aprildunford/ April's Twitter/X: https://twitter.com/aprildunford —Mentioned in this episode: * Brent Adamson and Matthew Dixon's book, The Challenger Sale: Taking Control of the Customer Conversation: https://amzn.to/3UsTcfG * Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman's book, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://amzn.to/3Ut41y2 * “Sensemaking for Sales,” Brent Adamson's article in The Harvard Business Review:

Embracing Change and Customer Engagement in Product Management In this episode Mike Smart, an old friend and longtime product management leader, instructor, and consultant, says we can't wait for the world to change (quoting an old John Mayer song). Product management needs to seize the day, and actively engage with customers even if it means Read More

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

AI is advancing at an astonishing speed! The rate of development is truly remarkable, with breakthroughs and innovations happening every day. From machine learning to natural language processing, AI technologies rapidly evolve and transform our lives and work. It revolutionizes how businesses connect with customers, enabling personalized experiences and data-driven decision-making. With AI algorithms analyzing vast amounts of consumer data, marketers can tailor their offerings to individual preferences, ensuring maximum relevance and engagement. In this episode, we speak with Christian J. Ward, a data and AI expert, about this rapidly evolving technology and how we can use it in targeted areas.

April Dunford is a speaker, mentor, podcaster, best-selling author, and beloved returning guest to the show. Last year, she joined me on the pod to discuss product positioning and differentiated value. Today, April offers invaluable insights from her latest book, Sales Pitch: How to Craft a Story to Stand Out and Win. We go deep on the art of effective pitching and selling, and April shares the specific framework she's used to successfully pitch products at companies like Google, IBM, Postman, and Epic Games. Together we discuss:• Tactical advice on pitch creation and testing• Real-life examples of companies transforming their narratives into successful sales strategies• How to combat customer inaction• How to become your prospect's guide in their buying journey• The importance of differentiated value• Marketing's role in the process• Why you should avoid FOMO as a sales strategy• Tips for handling objections—Brought to you by Composer—the AI-powered trading platform | Eppo—Run reliable, impactful experiments | LinkedIn Ads—Reach professionals and drive results for your business—Find the full transcript at: ⁠https://www.lennyspodcast.com/a-step-by-step-guide-to-crafting-a-sales-pitch-that-wins-april-dunford-author-of-obviously-awesom/⁠—Where to find April Dunford:• Website: https://www.aprildunford.com/• LinkedIn: https://www.linkedin.com/in/aprildunford/• Newsletter: https://aprildunford.substack.com/—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) April's background(03:46) Fixing poor positioning with storytelling at Help Scout(12:22) Pitch components: setup and differentiated value(14:13) Wrapping up the sales pitch(15:56) Handling objections effectively(19:13) Understanding buyer's mindset and market perception(25:46) Avoiding FOMO as a sales strategy(29:28) Lenny's stressful experience buying community forum software for Airbnb(31:04) Empowering champions within client businesses(34:36) Who this framework is useful for(36:38) Advice on working cross-functionally(38:59) Differentiated value defined with examples(44:16) Selling with calm confidence(46:19) Qualifying leads(48:31) April's thoughts on category creation(53:05) Geoffrey Moore's “bowling pin strategy”(55:21) Conclusion of the setup phase: sharing the perfect world(57:11) The follow-through: differentiated value with proof and objection refutation(1:00:21) Why sales pitches fail(1:01:30) Best practices for pitch testing(1:05:32) General timeline for positioning and pitch creation(1:06:50) Marketing's role in the process(1:08:38) The impact of developing a killer sales pitch(1:10:39) Andy Raskin's positioning framework(1:15:50) Lightning round—Referenced:•April Dunford on product positioning, segmentation, and optimizing your sales process: https://www.lennyspodcast.com/april-dunford-on-product-positioning-segmentation-and-optimizing-your-sales-process/• A Quickstart Guide to Positioning: https://www.lennysnewsletter.com/p/positioning• Obviously Awesome: How to Nail Product Positioning So Customers Get It, Buy It, Love It: https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005• Sales Pitch: How to Craft a Story to Stand Out and Win: https://www.amazon.com/Sales-Pitch-Craft-Story-Stand-ebook/dp/B0CHY6BNDN• Help Scout: https://www.helpscout.com/• Mastering Jobs Theory with Bob Moesta: https://www.positioning.show/mastering-jobs-theory-with-bob-moesta/• The ultimate guide to JTBD | Bob Moesta (co-creator of the framework): https://www.lennyspodcast.com/the-ultimate-guide-to-jtbd-bob-moesta-co-creator-of-the-framework/• Salesforce: https://www.salesforce.com/• Salesforce Completes Acquisition of Sales-Enablement Company LevelJump: https://www.salesforce.com/news/stories/leveljump-and-salesforce/• How to become a category pirate | Christopher Lochhead (author of Play Bigger, Niche Down, Category Pirates, more): https://www.lennyspodcast.com/how-to-become-a-category-pirate-christopher-lochhead-author-of-play-bigger-niche-down-category/• Siebel: https://docs.oracle.com/en/applications/siebel/index.html• Qualtrics: https://www.qualtrics.com/• Bowling Pin in Product Development: https://www.linkedin.com/pulse/bowling-pin-product-development-ashok-das/• Inside the Tornado: Strategies for Developing, Leveraging, and Surviving Hypergrowth Markets: https://www.amazon.com/Inside-Tornado-Strategies-Developing-Hypergrowth/dp/B000AAN4VM• The power of strategic narrative | Andy Raskin: https://www.lennyspodcast.com/the-power-of-strategic-narrative-andy-raskin/• La Product Conf: https://www.laproductconf.com/• Thiga: https://www.thiga.co/• The JOLT Effect: How High Performers Overcome Customer Indecision: https://www.amazon.com/JOLT-Effect-Performers-Overcome-Indecision/dp/0593538102• The Challenger Sale: Taking Control of the Customer Conversation: https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355• The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results: https://www.amazon.com/Challenger-Customer-Selling-Influencer-Multiply/dp/1591848156• Positioning: The Battle for Your Mind: https://www.amazon.com/Positioning-Battle-Your-Mind-Anniversary/dp/0071359168• Parasite on Amazon Prime: https://www.amazon.com/Parasite-English-Subtitled-Kang-Song/dp/B07YM14FRG• Snowpiercer on Netflix: https://www.netflix.com/title/70270364• Lamy AL-star fountain pen: https://www.amazon.com/Lamy-Al-Star-Fountain-Graphite-L26F/dp/B000R309UQ• Muji gel pens: https://www.amazon.com/Muji-Point-Black-0-38mm-Japan/dp/B01N8QNC59—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. Get full access to Lenny's Newsletter at www.lennysnewsletter.com/subscribe

Paul shares ideas on how to have better conversations with your customers—conversations on value rather than price. Show Notes Anytime you discuss price before you can communicate value, your price is going to be too high (so says the customer). As a customer-focused seller, you're not changing the conversation from price to avoid what the customer wants to discuss, rather, you're helping the customer get out of their own way. Keeping it simple is not always the best path. Help your customers understand the complexity of their needs. Ask the right questions to help shift the customer's focus from short term to long term—from sacrifice to outcomes.  Did you enjoy the podcast? Go to Apple Podcasts to rate/review the podcast: https://podcasts.apple.com/us/podcast/the-q-and-a-sales-podcast/id1485103513. Click “Listen” then the “ratings and reviews” button. Visit www.ToughTimer.com to get started on the 30-Day Tough-Timer Challenge! Order your copy of Selling Through Tough Times from Amazon or Barnes & Noble! Click here to purchase the latest edition of Value-Added Selling! Interested in our public seminar offerings? Click here to learn more. *** Thank you for tuning in. Our show is updated weekly with the questions you ask. So, please go to the home page to ask the question that you want answered. Thank you to our production team at The Creative Impostor Studios. Be sure to follow our show in your favorite podcast app and share this episode with a colleague or friend. And most importantly...make it a big day.  

Welcome to another episode of Glide Chat! In this episode, your host, CEO of GlideFast Consulting Michael Lombardo, sits down with the Associate Director of Service Delivery at Horizon Therapeutics Paul Kieca for an insightful conversation about their journey with ServiceNow implementation. Paul shares valuable insights and experiences, shedding light on the importance of processes in making the most of powerful platforms like ServiceNow.

In this episode of GlideChat, join host Mike Lombardo, CEO and Founder of GlideFast Consulting, as he engages in a captivating conversation with Bob Colson, Senior Manager of Application Development and ServiceNow Platform Owner at Gainwell Technologies. Bob shares his extensive career journey in the IT industry, spanning over 30 years, from his early days during the emergence of computers and networking to his deep involvement with ServiceNow.Bob delves into his experience with ServiceNow, highlighting his role as an app owner and the challenges he faced along the way. He emphasizes the importance of reinventing oneself and not shying away from change, sharing valuable insights on learning from mistakes and following best practices. The discussion also explores the power of ServiceNow as a versatile platform and the significance of striking a balance between customization and staying true to its core capabilities.Moreover, Mike expresses his gratitude for the partnership with Gainwell Technologies and praises Bob's contribution as an exceptional partner. The conversation showcases the strong collaboration between GlideFast and Gainwell Technologies, demonstrating how GlideFast's expertise has provided the necessary support and expertise to tackle complex challenges and achieve remarkable progress.

In this episode of GlideChat, GlideFast CEO Michael Lombardo is joined by Buddy Hanrahan, the CIO of the Department of Livestock in Montana. Buddy shares his journey from a military background to becoming a CIO and discusses the department's initiative to modernize their brand inspection and enforcement processes using ServiceNow. They delve into the complexities of registering and tracking brands for cattle and horses, the importance of real-time data for law enforcement and animal health, and the future integration with the Animal Health system. Buddy also highlights the collaboration with GlideFast Consulting and the significance of effective communication and collaboration within state government. Tune in to learn how digitizing paper-based processes is revolutionizing livestock management and paving the way for other states to follow suit.

Ok, I know I said the last episode was the LAST one, but I just wanted to slide this BONUS one in here if ya don't mind. I asked Christina Pawlikowski (CEO and Co-Founder at Causal) to join me on the show so we could talk about what they're building, the value they've gotten from working with me as their fractional head of marketing, and why they decided to hire marketing before sales. About Causal: Founded in 2021 Funding: Seed Description: Causal is product optimization in a box for data obsessed teams. You can find Christina on LinkedIn: www.linkedin.com/in/cpawlikowski/ Check out Causal: https://causallabs.io/  I'm officially wrapping up this season but will be back for more in the future, don't forget to leave a review if you've been enjoying the show! You can sign up to get my monthly startup marketing newsletter where I'm sharing playbooks and insights and cracking some jokes >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba You can also find me hanging on LinkedIn, tell me what you're up to this summer >> www.linkedin.com/in/annafurmanov --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

Sprinkling in another customer conversation (love doing these) I asked Tyler Wells (CTO and Co-Founder at Propel) to join me on the show so we could talk about what they're building, what stage they're at, the value they've gotten from working with me as their fractional head of marketing, and how they're ramping their marketing efforts. Tyler is also the host of the podcast "Data Chaos!" so check that out. About Propel: Founded in 2021 Funding: Seed ($4.6M) Description: 99% of product dev teams waste their time and money when they plan, build and support customer dashboards. Propel helps you ship your customer-facing analytics without hiring more people. Beyond dashboards, they're an API platform to build data applications. We discuss: Why'd the team decide to work with me, what were they looking for help with; What are some of the marketing plays you're running now and how's it going; Why'd you decide to start the podcast; How are you thinking about category design for Propel. You can find Tyler on LinkedIn: www.linkedin.com/in/tylerswells  Check out Propel: www.propeldata.com This episode is sponsored by 43North, a seed-stage startup accelerator that's on the hunt for its next cohort. This year, 43North will make five $1 million dollar investments, each at 5% equity. Visit 43North.org to learn more. Applications close on June 23rd, so get on it! For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review! And whenever you're ready, there are 3 ways I can help you: 1. Startup marketing strategy, execution and advising (25+ happy clients and mentees) >> www.furmanovmarketing.com 2. Sign up to get my monthly startup marketing newsletter where I'm sharing playbooks and insights and cracking some jokes that will make you smile guaranteed >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba 3. Sponsor my Top 5% podcast and get startup founders, marketers and VCs hearing about your brand >> https://podcasters.spotify.com/pod/show/anna-furmanov You can also find me hanging out on LinkedIn >> www.linkedin.com/in/annafurmanov --- Send in a voice message: https://podcasters.spotify.com/pod/show/anna-furmanov/message

In this episode, Tom Click, Senior Vice President of Sales at Integrate, discusses his journey at the marketing technology platform and the challenges they faced in finding product-market fit. He emphasizes the importance of synthesizing information across various channels to ensure compliance and better buyer experiences as well as reflecting on his personal growth as a leader.  Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success.  https://www.linkedin.com/in/tom-click-362231/   

This is a solo episode as I give you a peak behind the curtains into my level of conviction for a premium version of this podcast called, Customer Conversations.   Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success. 

Chris Smith is the Chief Revenue Officer of Aqua Security, the largest pure play cloud-native security company.  In this episode we discuss Aqua Security's role in the cloud security market, their strategy for becoming the category leader, and the importance of having a strong playbook for sales and marketing. Chris emphasizes the importance of understanding customers' needs and conducting user interviews to inform marketing, messaging, sales playbook, competitive landscape, and product direction. He also shares his approach to conducting interviews and managing employees.    Cllick here to learn more about Customer Conversation and how Revenue Leaders buy technology to enable their teams' success. 

Keeping up with the latest trends and strategies can be challenging in a world where the B2B sales and marketing landscape constantly evolves. In this episode, Brent Adamson, Global Head of Research at Ecosystem.io, provides his valuable insights into B2B sales and marketing dynamics. From the evolving buyer journey to the importance of designing a seamless experience, Brent discusses various critical topics for businesses looking to differentiate themselves and connect with their customers. We discuss topics like buyer enablement, content marketing, personalization, and more. We hope you enjoy the show! ____________ Our Guest: Follow Brent Adamson: https://www.linkedin.com/in/brentadamson/ ____________ Literature Traditional B2B Sales and Marketing Are Becoming Obsolete (hbr.org) - https://hbr.org/2022/02/traditional-b2b-sales-and-marketing-are-becoming-obsolete Sensemaking for Sales (hbr.org) - https://hbr.org/2022/01/sensemaking-for-sales What Is the Challenger Sale? An Overview of the Challenger Sales Model (gartner.com) - https://www.gartner.com/en/sales-service/insights/challenger-sale Brent Adamson | Mini Keynote - YouTube - https://www.youtube.com/watch?v=Wksen56eTn0 The Challenger Sale: Taking Control of the Customer Conversation - https://www.amazon.ca/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 Q&A with Brent Adamson: Thought leadership for better buying decisions (ft.com) - https://longitude.ft.com/can-thought-leadership-help-buyers-make-better-decisions-qa-with-brent-adamson-expert-in-customer-buying-behaviour/ Brent Adamson | Mini Keynote - https://www.youtube.com/watch?v=Wksen56eTn0 ____________ The Sleeping Barber Podcast: Follow our updates here: ⁠⁠⁠https://www.linkedin.com/company/sleeping-barber/⁠⁠⁠ Get in touch with our hosts: Marc Binkley: ⁠⁠⁠https://www.linkedin.com/in/marcbinkley/⁠⁠⁠ Vassilis Douros: ⁠⁠⁠https://www.linkedin.com/in/vassilisdouros/⁠⁠ ___________ Timestamps: 0:50 - Intro to Brent Adamson 3:15 - The evolution of B2B Sales & Marketing  7:07 - Buyers don't funnel, the loop 12:00 - There are more decision makers than we think there are 18:35 - A different way to think of buyer enablement 20:50 - MQL -> SQL -> NMP & Content Marketing 27:24 - The role of personalization 29:19 - The more important role of designing an easy experience 26:13 - the damage of over customization 39:05 - Connecting customers through confidence and value   48:44 - The evolution of the challenger sale to sensemaking 50:50 - With content abundance we need an information strategy to differentiate  53:20 - How B2B can differentiate today 56:48 - Post Pod with V and Marc ____________ Where to listen Apple Podcasts: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast on Apple Podcasts⁠ Spotify: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast | Podcast on Spotify⁠ Google Podcasts: ⁠ ⁠The Sleeping Barber - A Business and Marketing Podcast⁠ Youtube: ⁠Sleeping Barber - A Business and Marketing Podcast⁠

Sarah interviews Jeff Stender, Marketing Director at Epicor. Jeff discusses the incredible power of data, building the brand's storytelling based on customer insights, and the importance of keeping the focus on those you serve.

I thought it might be cool for listeners to hear from a startup that I've worked with. I asked Emilia Herman (Co-Founder and CEO of Seed Classroom) and Zac Herman (Co-Founder and COO of Seed Classroom) to join me on the show and talk about our work together. Maybe some listeners will connect with what they're building, challenges they were having and the value they got from working together. I was Emilia and Zac's coach (together with my colleague Daniel O'Reilly) during a 7-week EdTech Founders GTM Bootcamp that included instruction on both marketing + sales. We did a bunch of 1:1 feedback sessions as Emilia and Zac implemented some of the strategies and drafted a playbook for scalable growth. Seed Classroom was founded in 2017 and provides schools with live data on the amount of time students spend in and out of class through the automation of attendance-taking and hall pass request processes. This is great because it allows teachers to make learning their main priority. Here's what we cover: Background on Seed Classroom; Why'd they decide to do the GTM Bootcamp; What's been the biggest lesson/value from the bootcamp; How have they started to implement the learnings. Find out more about Seed Classroom Find out more about the EdTech Founders GTM Bootcamp This episode is sponsored by UMSO, the website builder for startups. Visit umso.com/MSM to learn more and use the code MSM20 for a 20% discount on your first three months. This episode is also sponsored by Riverside, your online recording studio. Visit Riverside.fm to learn more and use the code HOLIDAYS22 for a 30% discount on your subscription. For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review! And whenever you're ready, there are 3 ways I can help you: 1. Startup marketing strategy, execution and advising (25+ happy clients and mentees) >> www.furmanovmarketing.com 2. Sign up to get my monthly newsletter where I'll make you chuckle/smile/both guaranteed >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba 3. Sponsor my Top 10% podcast and get startup founders, marketers and VCs hearing about your brand >> https://anchor.fm/anna-furmanov You can also find me hanging out on LinkedIn every single week: www.linkedin.com/in/annafurmanov --- Send in a voice message: https://anchor.fm/anna-furmanov/message

Another unique episode for the show! I've never done this before but thought it might be cool for listeners to hear from someone that I've worked with. I asked one of my customers, Matt Barinholtz (Founder of FutureMakers), to join me on the show and talk about our work together. Maybe some listeners will connect with what he's been building and the challenges that he was experiencing. I was Matt's coach (together with my colleague Daniel O'Reilly) during a 7-week EdTech Founders GTM Bootcamp that included instruction on both marketing + sales. We did a bunch of 1:1 feedback sessions as Matt implemented some of the strategies and drafted a playbook for scalable growth. FutureMakers was founded in 2011 and sparks playful hands-on learning for a future fueled by makers. Basically they've created these cool machines that students can make in the classroom and then get to keep. Here's what we cover: Background on Matt's business; Why'd he decide to do the GTM Bootcamp; What's been the biggest lesson/value from the bootcamp; How has he started to implement the learnings. Find out more about FutureMakers: www.kidsmakethingsbetter.com Find out more about the EdTech Founders GTM Bootcamp This episode is sponsored by UMSO, the website builder for startups. Visit umso.com/MSM to learn more and use the code MSM20 for a 20% discount on your first three months. For more content, subscribe to Modern Startup Marketing on Apple or Spotify or wherever you like to listen, and don't forget to leave a review. And whenever you're ready, there are 3 ways I can help you: 1. Startup marketing strategy, execution and advising (25+ happy clients and mentees) >> www.furmanovmarketing.com 2. Sign up to get my monthly newsletter where I'll make you chuckle/smile/both guaranteed >> https://share.hsforms.com/1cP1V40x7RGes5gHk1XNgNw47lba 3. Sponsor my Top 10% podcast and get startup founders, marketers and VCs hearing about your brand >> https://anchor.fm/anna-furmanov You can also find me hanging out on LinkedIn every single week: www.linkedin.com/in/annafurmanov --- Send in a voice message: https://anchor.fm/anna-furmanov/message

Resident hosts Brynne Tillman and Bob Woods share the top 10 sales books that they believe should be on every sales professional's bookshelf. These are books that have greatly influenced them most, so make sure you check them out and gain newfound knowledge that can help you with your business. The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson The Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships by Jeffrey Gitomer Endless Referrals by Bob Berg The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg and John David Mann Whale Hunting: How to Land Big Sales and Transform Your Company by Barbara Weaver Smith Masters of Scale: Surprising Truths from the World's Most Successful Entrepreneurs by Reid Hoffman Uncopyable Sales Secrets: How to Create an Unfair Advantage and Outsell Your Competition by Kay Miller Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price by Keenan Everybody Writes: Your New and Improved Go-To Guide to Creating Ridiculously Good Content by Ann Handley Cigars, Whiskey and Winning: Leadership Lessons from General Ulysses S. Grant by Al Kaltman

Kerri Lee Sinclair is an Investor, operator, entrepreneur, and global citizen exclusively focused on driving positive outcomes for those dedicated to building the new world, or transforming the broken.She has spent over 20 years working across the high-growth eco-system, from co-founding her own start-up which sold to Microsoft in 2007, through to working in some of Australia's leading technology businesses, including Intelematics and Aconex. For over 5 years Kerri-Lee led technical investment and venture capital deployment in one of Australia's leading family offices, and sits on the Boards of several high-growth companies, including agridigital, conserving beauty and Spee3D.An alumnae of the transformational SBE Australia Program, Kerri-Lee has been the Chair of the female-focused entrepreneurs network since 2018 having been involved since the early days of the program in Australia. She is engaged with hundreds of female entrepreneurs across the country helping them with the investment and strategic acquisition. She is an advisory board member of invest victoria and is a member of the investment committee for the Alice Anderson Fund, the Victoria's government's pioneering angel sidecar fund which co-invests with private sector investors in outstanding women-led startups.Links and ResourcesSBE Impact ReportsThe Hard Thing and Hard Things by Ben HorowitzThe Thing About Men and Women George Carlin The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon and Brent Adamson More on Scale Investors Hosted on Acast. See acast.com/privacy for more information.

The JOLT Effect: How High Performers Overcome Customer Indecision by Matthew Dixon and Ted McKenna About the Book: From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn't “no.” It's “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and the latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industries, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don't: only by addressing the customer's fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales. About the Author: Matt Dixon is one of the world's leading experts on sales, customer service, and customer experience. He is a Founding Partner of DCM Insights, The Customer Understanding Lab. Prior to co-founding DCM Insights, he served as the Chief Product & Research Officer of Tethr, an AI venture in Austin, TX, that helps companies mine customer voice data for insights. And before that, he spent time as a Senior Partner and the Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and as Group Leader of the sales, service, and customer experience practices of CEB, now Gartner. Matt is a sought-after speaker and advisor to corporate leadership teams around the world on topics ranging from sales effectiveness to customer service and customer experience and is also a noted business writer. His first book, The Challenger Sale: Taking Control of the Customer Conversation, was a Wall Street Journal best seller, selling more than a million copies worldwide. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the follow-on book to The Challenger Sale titled The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review with more than 20 articles to date, including many that have appeared in HBR's "Top Ten Must Reads." And, interesting fact - he's a huge New York Mets fan! Click here for this episode's website page with the links mentioned during the interview... https://www.salesartillery.com/marketing-book-podcast/jolt-effect-matt-dixon  

In this episode of Enterprise Sales Development podcast, we speak with Leslie Venetz, Founder and President of Sales Team Builder. As an authoritative voice in the SDR space, Leslie talks about all things sales, and more importantly all things sales at the top of the funnel. She discusses why it's important to build repeatable processes and how she trains her clients to do so. She also talks about sales cycles and where they begin for her. WHAT YOU'LL LEARN Why it's important to build processes that are repeatable before scaling and how Leslie teaches her clients to do this Why Leslie thinks salespeople are in the best position to deliver insights to their buyers How Leslie thinks things will change in a recessionary environment Sales cycles and when one starts for Leslie QUOTES “You owe it to your prospects to earn the right to their time, earn the right to their inbox, to the calendar, to their business, and the only way to do that, in my opinion, is to have enough of an understanding of the challenges they face.” -Leslie Venetz [05:42] “I don't think SDRs often understand exactly how well-positioned they are to make those meaningful connections.” -Leslie Venetz [14:11] “I don't think that that first touch from when they opened my email, clicked on my link is the beginning of a sales cycle. I think the sale starts when they show that intent by following up with me or it's budget season and they told me last year that August is the right time to talk. When we pivot from making deposits, keeping credibility awareness high to ‘Hey, it's time to start actively having commercial conversations,' for me, that is when a sales cycle starts.” -Leslie Venetz [35:33] “Where does branding and advertising start and stop? Where does demand gen as a function start and stop? Where does lead gen and then the actual selling. I think that we're in this very interesting time in the evolution of B2B commercial, and those lines are blurry, but they're still there. And for many companies in terms of how people get paid, it's still pretty important to have some of those lines.” -Leslie Venetz [38:38] “When I create content, it is very rare that I create content with the intent of generating leads. It is much more likely that I'm creating content with the intent of branding, of that brand consistency of being a credible source of expertise in sales.” -Leslie Venetz [41:47] TIMESTAMPS [00:00] Intro [00:25] This week's guest: Leslie Venetz [02:36] Scaling: the fly in the ointment? [06:35] Seller-centric vs buyer-centric [10:30] How well-positioned SDRs are for meaningful connections [15:04] How things will change in recessionary environment [26:37] Outbound and cold outreach are changing [31:40] The sales cycle [36:10] Where a sales cycle originates [41:22] Creating content and Jeremy Bearimy [43:59] Non-transactional sales cycles [49:25] How to contact Leslie RESOURCES SNAP Selling: Speed Up Sales and Win More Business with Today's Frazzled Customers by Jill Konrath The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Jeremy Bearimy: How Time Works in the Afterlife - The Good Place Lavender CONNECT Leslie Venetz on LinkedIn Leslie Venetz on Twitter Leslie Venetz on TikTok Sales Team Builder website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices

Selling with Conviction:In Selling with Conviction, Reena shares why using your conviction in sales can make you a better salesperson and help you better serve your clients.     Some find a bold, assertive pushback approach necessary when selling with conviction; even Reena's recent sales read, https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 (The Challenger Sale: Taking Control of the Customer Conversation), backs that claim. However, Reena sees a softer approach to sharing your strong opinion as effective, if not more than being pushy. So, listen along, and the next time you sell something, you might want to try applying Reena's softer side of selling.  •••Mentioned:Book: The Challenger Sale: Taking Control of the Customer Conversation https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355 ( https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355) •••Contact Info:https://www.instagram.com/reena.philpot.sales.coaching/ (@reena.philpot.sales.coaching) More Info: https://reenaphilpot.com/ (ReenaPhilpot.com) Selling with Charm Community Info: https://reena-philpot.mykajabi.com/ (https://reena-philpot.mykajabi.com/) Questions, please reach out: Reena@ReenaPhilpot.com •••#podcast #sellingwithcharm #sales #salestips #salescoaching #coaching #mentor #training #reenaphilpot #reenaphilpotsalescoaching #businesstips #business #marketing #success #balance #timemanagement #relationshipbuilding #goals #positivity #future #focus #creativity #strongconviction #thechallengersale #pushysales #persistent #persuasion #boldopinion #softersideofsales #sellingwithconviction

Text Hawk to 66866 to become part of "Mindful Monday." Receive a carefully curated email from me each Monday morning to help you start your week off right...  Full show notes at www.LearningLeader.com Twitter/IG: @RyanHawk12  https://twitter.com/RyanHawk12 Notes: Matthew Dixon's first book, The Challenger Sale: Taking Control of the Customer Conversation, was a #1 Amazon as well as Wall Street Journal best seller. He is also the co-author of the customer experience bestseller The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. His new book is called The Jolt Effect.  The paradox of choice is real – People don't want more options. They want someone who can confidently advise them on what to do. A challenger ultimately teaches someone something new and adds value to their life. A challenger is not afraid to take control of the conversation and has the confidence to show how what they're offering will make someone else's life better. Think outside the box whenever possible. Be a bit skeptical. Ask why. Question things… That's how we grow and learn and potentially find a better way. The Challenger: As a Challenger, you offer a new perspective to your prospect and don't shy away from conversations about money. You understand what brings them value and leverage that information to deliver an irresistible pitch — and to tactfully pressure them. Remember the three T's: You teach them something valuable, tailor the sales pitch, and take control over the conversation. The Hard Worker: The Hard Worker strives to get better in their role but doesn't necessarily focus on the customer's value drivers. The Lone Wolf: The Lone Wolf is a high performer but not necessarily a team player. Confident in their selling skills, they exceed quotas but are difficult to deal with interpersonal. The Relationship Builder: When you think of a salesperson, you're thinking of the Relationship Builder. These sales reps get in contact with a gatekeeper at their target company and slowly try to create an internal advocate. The Problem Solver: The Problem Solver is adept at finding solutions for issues in both the team and the prospect's business. They drive results by eagerly solving problems and keeping all stakeholders in the loop. The JOLT EFFECT Judging the level of customer indecision. Indecision is driven by a specific human, psychological factors that pop up in specific ways within purchases. The best sellers use these drivers as a way to qualify and forecast based on the buyer's ability to decide. Offering a personal recommendation. Indecisive buyers—feeling overwhelmed by choices—struggle to make tradeoffs as decisions progress. The best sellers use specific techniques to guide buyers toward the best options. Limiting purchase exploration. Indecisive buyers easily fall prey to analysis paralysis. High performers who limit the exploration effectively close off “rat holes” customers' heads down which can eat up time and introduce delays in the purchase process. Taking risk off the table. Hesitant buyers are gripped by uncertainty about promises made during the sales process. JOLT sellers employ creative methods for reducing perceived risk, and building momentum toward decisions. Advice: Challenge yourself - push your comfort zone Think outside the box wherever possible Question things Have empathy Teach others

Lonnie Bee's newest Podcast A Conversation with Lonnie Bee join The Conversation.

This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-listTo listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.Connect with us on Facebook at https://www.facebook.com/saleslabpodcastConnect with us on Linkedin at https://www.linkedin.com/company/thesaleslabSubscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Sammie and Michelle are back in our second episode focused on turning our career lessons into life lessons. This time Michelle takes a look at  her time as a woman in sales. Working in sales helped turn Michelle from a non confrontational people pleaser to someone who could challenge her clients and close deals. All without having to be aggressive or sleazy. The tips we share are helpful for anyone negotiating a salary, asking for a promotion or simply asking to get better internet in the office. Learn how to be a good sales representative when the product is you! Show Notes:Diamond Jubilee (Wikipedia)Afford Anything Podcast by Paula Pant Paula Pant - Your First Rental Property CourseThe Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent AdamsonIdiot Compassion “A person's success in life can usually be measured by the number of uncomfortable conversations he or she is willing to have.” Tim Ferriss (The 4-Hour Work Week: Escape the 9-5, Live Anywhere and Join the New Rich)Related Status Post Adulting Episodes:#68: 9 Life Lessons I Learned As A Physician Assistant (Apple Podcast or Spotify)#35: How To Negotiate A Higher Salary (Apple Podcast or Spotify)Sign up for the Status Post Adulting newsletter here!Instagram: @statuspostadultingEmail: statuspostadulting@gmail.comStatus Post Adulting website

Mehr Abschlüsse, mehr Umsatz, mehr Kundenzufriedenheit: Klingt gut? Dann habe ich eine Leseempfehlung für Sie: „The Challenger Sale: How To Take Control of the Customer Conversation“ von Matthew Dixon und Brent Adamson. Längst schon ist das Buch zur Pflichtlektüre im Vertrieb geworden, denn es bietet einen ebenso sinnvollen wie erprobten Ansatz für den modernen Verkauf. Verkäufern, die diesen Ansatz nutzen, geht es darum, ihre Kunden herauszufordern. Sie wollen die Sichtweise ihrer Gesprächspartner kritisch hinterfragen und zum Nachdenken anregen, um dann passgenaue Lösungen anbieten zu können. Wie das am besten funktioniert, erfahren Sie in diesem Beitrag. 

In this Intel Conversations in the Cloud audio podcast: Mauro Bennici, Co-Founder and CTO of You Are My Guide joins host Jake Smith to discuss Ghostwriter AI customer analysis and forecasting. Mauro talks about the journey of You Are My Guide, starting out using natural language processing (NLP) to help provide tourism services and evolving […]

In this Intel Conversations in the Cloud audio podcast: Mauro Bennici, Co-Founder and CTO of You Are My Guide joins host Jake Smith to discuss Ghostwriter AI customer analysis and forecasting. Mauro talks about the journey of You Are My Guide, starting out using natural language processing (NLP) to help provide tourism services and evolving […]

In this Intel Conversations in the Cloud audio podcast: Mauro Bennici, Co-Founder and CTO of You Are My Guide joins host Jake Smith to discuss Ghostwriter AI customer analysis and forecasting. Mauro talks about the journey of You Are My Guide, starting out using natural language processing (NLP) to help provide tourism services and evolving […]

In this Intel Conversations in the Cloud audio podcast: Mauro Bennici, Co-Founder and CTO of You Are My Guide joins host Jake Smith to discuss Ghostwriter AI customer analysis and forecasting. Mauro talks about the journey of You Are My Guide, starting out using natural language processing (NLP) to help provide tourism services and evolving […]

Mauro Bennici, Co-Founder and CTO of You Are My Guide joins host Jake Smith to discuss Ghostwriter AI customer analysis and forecasting. Mauro talks about the journey of You Are My Guide, starting out using natural language processing (NLP) to help provide tourism services and evolving into an NLP platform called Ghostwriter AI that provides a suite of services to call centers and enterprises of all kinds. He talks about how Ghostwriter AI uses artificial intelligence to analyze audience sentiment and create predictions for marketing, social media campaigns, and other campaigns. Through their collaboration with the Intel AI Builders program, You Are My Guide has optimized their solution for Intel processors enabling a broad range of customers to deploy their AI platform without changing their hardware stack. Jake and Mauro wrap the episode discussing the future of NLP giving companies the ability to truly address the needs of their customers and provide value in real time. For more information, visit: https://ghostwriter.ai Follow Jake on Twitter at: https://twitter.com/jakesmithintel

From The Archives: Specials: Fireside 16Valentina Thoerner is a Empress in the support world, and, having moved from a support lead role at Automattic, now heads up Product at Klaus. Her official title is "Empress of Product", hence the tiara (though she assures me the truth is the other way round). She describes herself thus: “At Klaus, I am the Empress of Product, moonlighting as Guardian of Remote. I am fascinated by the intersection between Product Strategy and Customer Conversation and how a close connection between Product, CX and the customers themselves can level up the entire culture of how these teams work together.”Here, she and I spend some time chatting about the differences between Support and Product, and how we might bridge the gap.Valentina joins me also in a love of remote work, so much that she even wrote a book!Support the show

Nowadays, there are tons of people in the real estate business. Whether you're an agent for a large company, small company, or own your own real estate business, it's important to stand out from the crowd. The truth is that everybody wants to stand out, but not everybody will put in the effort to do it. Justin Stoddart is a real estate coach, podcast host, author, and speaker. He also serves as Founder and CEO of Portland-based company Think Bigger, where they help real estate professionals build successful businesses. On this episode of the Portland Real Estate Podcast, Justin joins cohosts Joe Fustolo and Steve Nassar to discuss his book The Upstream Model and how real estate professionals can pursue a life of success AND significance. Justin shares various ways agents can provide value to their clients, the importance of delegation, and how agents can differentiate themselves within the market. Listen in to learn Justin's 5 steps for building your business with the Upstream Model. Key Takeaways Justin's background flipping homes and entering the real estate world Benefits of being an independent real estate industry coach Why great leadership is the highest form of sales Current challenges and opportunities in the Portland real estate market and the future of the market How an agent's mindset can be a great differentiator in the market The relationship-based business of real estate and what agents can do to set themselves apart The importance of delegation The benefits of managing your time by prioritizing customers that will bring you most of your revenue The difference between a referral partner and a referral source Why you should run your business as if it is large, regardless of its current size How consistent communication is key to add value to your clients and stand out How to be seen as MORE than just a real estate agent Justin's 5 steps for building the Upstream Model Why it is important to pay attention to who you surround yourself with. Connect with Justin Justin on LinkedIn Justin on Instagram Justin on Youtube Justin's Website Work with Justin Connect with Joe Soldera Properties Joe on LinkedIn Connect with Steve Steve's Team at Premiere Property Group Steve on LinkedIn Resources Podcast: Think Bigger Real Estate Show The Upstream Model by Justin Stoddart The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Uncopyable: How to Create an Unfair Advantage Over Your Competition by Steve Miller

Matt Dixon is a sought-after speaker and advisor to corporate leadership teams around the world. His expertise ranges from talking about customer service to sales effectiveness to customer experience. He is also a noted business writer. He wrote his first book, The Challenger Sale: Taking Control of the Customer Conversation, which became a #1 Amazon book and a Wall Street Journal bestseller, selling more than half a million worldwide. He also co-wrote The Effortless Experience: Conquering the New Battleground for Customer Loyalty and the sequel to the Challenger Sale, The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. In this episode, we discuss Matt's first book, The Challenger Sale, as well as different insights and perspectives Matt has gained throughout his career in the professional sales industry. Highlights The journey to release the book and some of the things he faced when he put it out in the public. - 3:21 The huge gap between books that come out that say “This is what you should do with no background, no insight, no research” and then research-based findings or concepts, stories, and all. - 10:19 The most common feedback. - 16:36 The old way of helping someone to buy. - 22:54 The two things sales trainers are constantly perplexed by. - 23:50 Two reasons why companies get inside and sell wrong. - 27:28 The tenure of a sales leader right now is insanely short. It's not a stable role. - 30:43 Two things that the sales leader fundamentally does. - 31:30 Where Matt sees sales going in the future. - 33:09 The three reasons why people become indecisive. - 39:51 The four high-performing behaviors. - 42:05 More details about his new book. - 44:57 Getting in touch with Matt. - 47:41 Episode Resources Connect with Mark Cox https://www.inthefunnel.com/ https://ca.linkedin.com/in/markandrewcox https://www.facebook.com/inthefunnel Connect with Matt Dixon https://dixonspeaks.com/ https://www.dcminsights.com/ https://www.linkedin.com/in/matthewxdixon/ https://twitter.com/matthewxdixon 

Chief Revolution Officer John DiJulius of the DiJulius Group talks with Matthew Dixon, the best-selling author of The Challenger Sale: Taking Control of the Customer Conversation (Portfolio/Penguin 2011), which was a #1 Amazon and Wall Street Journal bestseller that has sold nearly a million copies worldwide and has been translated into a dozen languages. You will learn: What a Challenger Sale is and how it has one of the most important advances in selling in many years The 5 types of sales reps The 3 T's of a Challenger You need to be challenging your customer's assumptions and not making them think, “Huh, I never thought about it that way before,”  Stop leading with what you and your company do and start leading with a compelling story about their business, and teach them something new.  Resources mentioned: The Challenger Sale: Taking Control of the Customer Conversation Matthew's newest book, The JOLT Effect: How High Performers Overcome Customer Indecision, will be released by Penguin in September 2022 http://dmcinsight.com/ The Customer Service Revolution Podcast  Customer Experience Executive Academy   Customer Experience Executive Online Academy    If you enjoyed this episode, we've created a PDF that has all of the key information for you from the episode. Just go over to our podcast page at https://thedijuliusgroup.com/the-customer-service-revolution-podcast to download it.  Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Danny Ozment. He helps thought leaders, influencers, executives, HR professionals, recruiters, lawyers, realtors, bloggers, coaches, and authors create, launch, and produce podcasts that grow their business and impact the world. Find out more at https://emeraldcitypro.com

Management training, or employee development, is required in today's transportation industry from long haul to last mile delivery. If you're interested in learning how to run a fedex ground business, this is an informative episode

This is Part 2 of two episodes. We are chatting with Todd Richardson about the challenges he overcame when starting up his FedEx Ground Contracting business. He talks about paying drivers by the hour, setting driver goals, adapting to changes, scheduling drivers and much more. If you're a current Contractor, you can relate. If you are wanting to be a Contractor, you'll learn a lot. https://www.etruckbiz.com/business-coaching.html

Today on the show we have Sharad Khandelwal, co-founder, and CEO at SentiSum.In this episode, we talked about what motivated Sharad to build SentiSum, how brands leverage their customer conversation data to help increase retention, and how many customer conversations companies have to have before a platform like Sentisum really makes a difference. We also discussed the different challenges organizations face when it comes to utilizing customer support data, how the market has evolved, and we then briefly chatted about how frustrating customer support bots can be, and their differences with automations. As usual, I'm excited to hear what you think of this episode, and if you have any feedback, I would love to hear from you. You can email me directly on Andrew@churn.fm. Don't forget to follow us on Twitter

This is Part 1 of two episodes. We are chatting with Todd Richardson about the challenges he overcame when starting up his FedEx Ground Contracting business. He talks about interacting with the business seller, the fleet of vehicles that came with the business, and much more. If you're a current Contractor, you can relate. If you are wanting to be a Contractor, you'll learn a lot. https://www.etruckbiz.com/business-coaching.html

Most of us underestimate the extent to which we're all involved in selling. It may not be the traditional view of selling, but we're all in sales: we're all in the business of persuading, convincing, and influencing others. So how do you sell in a way that genuinely serves others while bringing out the best in yourself? How might you build trust in yourself as you navigate the nos on the way to the yeses? How can you build a high-performance sales culture that priorities humanity over quotas? We explored these questions and more with Jordan Benjamin, founder of My Core OS, one of the top 15 global sales reps for Hubspot, and is an investor with the Denver Angels supporting Colorado-based startups. Jordan is also the host of the Peak Performance Selling podcast, where he interviews sales leaders about the strategies and tactics top performers use to not only sell effectively but to manage their life better too, building resilience, empathy, and success. Whether you're a seasoned sales leader or someone who finds sales cringey, you'll want to give this episode a listen as it's full of insights that put empathy and service at both the heart of sales and leadership. Show Notes: Connect with Jordan Benjamin on LinkedIn Jordan's venture My Core OS Listen to Jordan's podcast Peak Performance Selling Hubspot The definition of sonder To Sell Is Human by Daniel Pink The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon In Trust is produced by: Spotlight Trust. Learn more about building, earning, extending, and repairing trust and download all our free resources at spotlighttrust.com. You can also pick up our new book, The Future is Trust, at thefutureistrust.com --- Send in a voice message: https://anchor.fm/in-trust/message

Our guests in this episode discuss the value of spin off reports and why they are critical to a successful sale of a portion of your contracted service area. More information can be found at https://www.etruckaec.com/services.html #fedexground #fedex #entrepreneur

New sellers struggle to make sales because they lack the skill and experience to ask well-crafted questions and build rapport with their prospects. In this episode of The Sales Evangelist, guest Tony Morris tells us the five ways for new sellers to sell like pros. As an author, podcaster, entrepreneur, and speaker for sales conferences worldwide, Tony knows how any beginner in the sales world can stand out.   Follow the 80/20 rule (but in the proper order) Sales reps should apply the 80/20 rule when talking to prospects: listen 80% of the time and speak 20% of the time. (We have two ears and one mouth, so use them in that order.) Many salespeople use the 80/20 rule, but reversed. Tony's first tip for new sellers: talk less and listen more.  When you encourage your prospect to talk more, you learn more about their needs and how you can help them. Ask the right questions.  What makes a bad question? Any question that prompts a one-word answer. These questions are impersonal and don't provide insight into the prospect's journey. Instead, ask what Tony calls the “killer questions:” questions that allow you to understand what the prospect is looking for, what they've seen in your competition, and how you can help.  Sales managers should encourage their teams to ask open-ended questions. The goal is to hold a conversation, not an interrogation. Treat people how they want to be treated. Remember the childhood The Golden Rule? Treat people how you want to be treated. In sales, throw that out the window. Follow the Platinum Rule: treat people how they want to be treated. You don't respond to clients the same way every time because they all have different perspectives of what that looks like. Pay attention to how they want to be treated, and respond accordingly.  Be interested, not interesting. Top salespeople are genuinely curious and interested in their prospects. Your job is not to sell but to serve by helping them buy what is most appropriate to their needs. Genuine interest will transform regular customers into ambassadors who recommend you to their friends, family, and colleagues.   Be The Challenger  The book The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon challenged Tony's perspective on sales.  Tony initially thought sales to be about relationships. However, this book shows most successful salespeople share insights to make their prospects think differently.  Do the basics brilliantly. We over-complicate the sales process. The basics are pretty simple: schedule meetings, prepare questions to preempt objections, build rapport, understand problems, and develop solutions.  For example, you need to offer multiple touchpoints. If they are genuine prospect, connect with them on LinkedIn, comment on their post, send them articles of interest or a copy of your book.  Once you know how to do things the right way, you'll want to keep going. The more you get good results, the more these actions become habitual.  Connect with Tony Morris via his LinkedIn, and you can also check out his website, Tony Morris International.   If you are interested in more sales stories, you can talk to Donald directly. Reach him on LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by NetHunt CRM. NetHunt CRM is a sales automation tool that lives inside Gmail. It covers a full set of features to manage leads, nurture customer relations, monitor sales progress, and automate sales and marketing workflows. With native-like Gmail and  G Suite integration, you can access your CRM data, launch bulk email campaigns, and set up automated sequences from the comfort of your inbox. NetHunt helps move leads down your sales funnel and never lets a valuable prospect go untouched. NetHunt CRM offers TSE listeners a 40% discount for the first three months along with free user training and a dedicated Customer Success Manager with any pricing plan. Try NetHunt CRM today at https://nethunt.com/tse.

Listen to guys from the northwest who used business coaching to overcome the many challenges of a start-up business. Whether you're thinking about getting in the business, or have been in it for years, an outside perspective may provide invaluable insight.More information can be found at https://www.etruckbiz.com/business-coaching.html #fedexground #fedex #entrepreneur

Today your host Brad Larsen and his guest Matthew Dixon discuss changing the mindset around the customer experience, the books he's written, and what he will be speaking about at the Property Management Mastermind Conference, plus much more on this episode of the Property Management Mastermind Show.    Matt is the Marquee Speaker at PMMCON and has written three books, The Effortless Experience: Conquering The New Battleground For Customer Loyalty, The Challenger Sale: Taking Control of The Customer Conversation, and Machine Learning in Finance: From Theory to Practice. Matt has a Ph.D. in Political Economy and has studied Technology Transfer in the Aerotech Industry, but decided he wanted to take skills and focus on big companies' and their big problems and help them grow more effectively.   Listen, as Matt shares the research he did into customer service and what makes the customer happy. He also talks about the two big takeaways he got from his research, which were surprising. Matt believes that making the customer experience effortless goes, and he will dive deeper into this concept at the conference.   **Announcement** The Property Management Mastermind Conference is May 19-21 at the Gaylord Resort in Grapevine, TX. For more information, go to PMMCon.   In this episode: [02:52] Welcome to the show, Matt! [03:45] Matt shares his background and what he brings to the table. [07:07] Matt speaks about property management, getting renewals, and keeping the properties they have. [08:55] Brad shares some differences in the property management industry in the different markets. [09:45] Matt discusses when it's good to delight customers and create the raving fan and when it's not. [11:22] In moments of truth, it's not enough to fix the problem. You have to do more than what the customer expects; you create a customer for life when you do. [14:14] Matt shares the two big takeaways from his research on exceeding customer expectations. [17:36] The key thing is that you have limited resources; delight your customers where it makes the most sense. [19:22] Brad shares some ways you can make the customer service experience effortless. [22:38] The actual value of what Matt has done is that they could identify companies that were doing things differently. [25:04] Look for Matt at PMMCon in May! [26:30] Thank you for being on the show!  Find Matt: Matt Dixon Tethr LinkedIn   Links and Resources: Property Management Mastermind Property Management Mastermind Group on Facebook adisarro@sccombank.com (619) 988-6708 (Allison DiSarro from Seacoast Commerce Bank) Seacoast Commerce Bank Second Nature NARPM Southern States Conference National Apartment Association NARPM Accounting Standards EZ Repair Hotline SureVestor Tenant Turner Citizens Home Solutions Rent Bridge   

Our guests in this episode discuss the value of knowing what types of information are critical to a successful negotiation and why it's important to understand your data. You have one shot to get it right. More information can be found at https://www.etruckbiz.com/negotiations.html #fedexground #fedex #entrepreneur

Specials: Fireside 16Valentina Thoerner is a Empress in the support world, and, having moved from a support lead role at Automattic, now heads up Product at Klaus. Her official title is "Empress of Product", hence the tiara (though she assures me the truth is the other way round). She describes herself thus: “At Klaus, I am the Empress of Product, moonlighting as Guardian of Remote. I am fascinated by the intersection between Product Strategy and Customer Conversation and how a close connection between Product, CX and the customers themselves can level up the entire culture of how these teams work together.”Here, she and I spend some time chatting about the differences between Support and Product, and how we might bridge the gap.Valentina joins me also in a love of remote work, so much that she even wrote a book!Support the show (https://www.patreon.com/user?u=28654526)

It's finally here! The first customer interview! Joshua Rahn from University of North Dakota joins us to chat about COVID's impacts on parking, LPR, Connect, and what drives him to be the number one contributor in the T2 Community.

Daniel Marco is the CEO and Co-Founder of Growth Institute, the leading online executive education company for C-level executives at fast-growing firms. He is a keynote speaker and a CEO Coach, with a mission to help one million entrepreneurs scale their companies faster and with less drama. Tune in as Gabe interviews Daniel and they discuss some of the common pitfalls entrepreneurs end up falling into when they begin to scale their business in this week’s episode!   Key Takeaways: Who is Daniel and what does he do? What are some of the biggest mistakes that entrepreneurs are constantly making? A daily team meeting is huge. More doesn’t always equal better. You can scale down, make more money, and be happier! The ideal sweet spot for profit is between eight and 12 employees. Every growth stage your business goes through, you have to go through the “valley of death.” Usually, when you have between 20 and 50 employees, you are having a horrible time. Daniel was happiest when he had four employees. What is Daniel’s “why”? Why does he keep creating companies? Daniel shares some of the growing pains he’s currently experiencing. When you’re thinking about growing, what should you be aware of? What’s Daniel’s BHAG right now? What’s Daniel’s process to help you scale effectively? It all starts with defining what you believe success is. Whenever there is no trust, there is no commitment. No commitment means no accountability. What are some of Daniel’s favorite books this year? Daniel shares what he wishes he’d learned sooner about his career.   Resources: Freedomblueprintshow.com Danielmarcos.co Impact X Daniel on LinkedIn The Automatic Customer: Creating a Subscription Business in Any Industry, by John Warrillow The Challenger Sale: How To Take Control of the Customer Conversation, by Brent Adamson and Matthew Dixon  

This conversation is about local size limitations FedEx Ground Contractors coming up in 2021. If you are a FedEx Ground Contractor, or are thinking of becoming one, this is solid advice you should know this year.

A FedEx Ground contractor joins host, Ben Weil, and eTruckBiz CEO, Jeff Walczak, for a look into upcoming changes in 2021. Topics include how to make higher profit margins, selling off parts of a transportation company, and management training.

Truck and van drivers employed by FedEx Ground Contractors have traditionally received their pay by the day. However, it's now time to convert that system to hourly pay for a variety of financial and legal reasons. If you are a FedEx Ground Contractor, or are employed by one, this is for you. #fedexground #fedexlife

Today’s episode of In The Suite with Jennifer Goldman, CFP®. Jen is a problem solver and a process geek with more than 30 years of experience transforming service businesses within the finance industry. She’s a mom, wife, and schools activist with a huge heart for community, service, and volunteering.“You've got to follow your passion, and what you absolutely love to do,” says Jen. Jen has been published in several magazines, taught workshops, and spoken at several national conferences such as T3 Technology Tools for Today, Journal of Financial Planning, Investment News, Inside Information, The Trust Advisor, FPA, NAPFA, and more. In this podcast episode, Jen talks about how to create a life career mission statement, why protecting your time is so essential, and so much more. She’s a woman of strategy, systems, and execution with a passion to help more consumers reach financial freedom. Be sure to listen to the full episode!Join the conversation to hear about:Changes in technology since the start of COVID (06:10)Shifting toward permanent acceptance of a virtual business model (10:15)Why Jennifer chose to scale back her business (15:00)Why it’s easier to make choices if you have a vision for the future (20:55)The end of the “Yes” person (27:50)Transforming the people within the business (32:25)How to create a life career mission statement (36:50)What consulting with Jen looks like (39:10)Why protecting your time is so essential (45:10)Jen tells us about what it was like to create her educational courses (47:30)How to get in touch with Jennifer (54:00)What Jen’s superpower is! (58:00)Referenced MaterialsJennifer Goldman CFP® ConsultingJennifer Goldman CFP® - LinkedInJennifer Goldman CFP® - TwitterJennifer Goldman CFP® Business Operations Online Courses "The Challenger Sale: Take Control of the Customer Conversation" by Matthew Dixon and Brent Adamson, Book on Amazon #FASuccess Ep 092: Taking More Vacation Time By Standardizing Workflows And Processes In Your Advisor CRM with Jennifer Goldman

In this episode a FedEx Ground Contractor from Arkansas and his manager talk about their experiences surviving the peak delivery season between Thanksgiving and Christmas. Plus, they tell us what they wish they had known beforehand in order to be better prepared.

Episode 10 ‐ Obviously Awesome Featuring April Dunford, Luke Carthy and Andi Jarvis. Obviously Awesome is a such an obviously awesome name for a book, we had to rob it for the podcast. April is a world leading authority on positioning, the misunderstood marketing concept that can be the difference between winning and losing for your company. Developing a systematic way of positioning technology products and companies has become her life's work and she has had the privilege of working with more than 100 companies, allowing me to go even deeper and broaden my positioning expertise. We talk about the concept of positioning, how to spot when it's going wrong, understand how to do it right and throw in a few questions from social media in an enjoyable and insightful chat. Episode 10 also features a T.O.P.T.I.P from Luke Carthy, an ecommerce consultant who has some great last minute tips for sorting out Black Friday and Christmas for your business. As always, a big thanks to our sponsor, Moyee Coffee. I'm a big fan of the coffee and the work they're doing to help farmers in Ethiopia and Kenya achieve a living income. Please check them out. April Dunford April lives in Toronto, Canada - one of my favourite places - and has kids, a small dog, and a cabin in the woods. I get the feeling the cabin in the woods is her favourite place in the world! The bulk of April's work is with early and growth-stage startups. Companies where the stakes are high - and weak positioning can mean the difference between success or failure. She also work with large global companies, helping them develop deeper positioning expertise in their product and marketing teams. Her book, Obviously Awesome, came highly recommended by Rand Fishkin on this podcast and captures my ideas about positioning and a methodology for doing it that any startup can follow. It's become a best-seller and popular among entrepreneurs, product, and marketing folk. April studied Engineering in University, and wasn't meant to be in marketing or writing books, but it turns out she's great at both of those. April's book recommendations were: The Challenger Sale: How To Take Control of the Customer Conversation by Matthew Dixon Positioning: The Battle for Your Mind by Al Reis and Jack Trout https://www.aprildunford.com/ https://twitter.com/aprildunford T.O.P.T.I.P from Luke Carthy Luke is an ecommerce specialist who gets results. He's a speaker, podcaster and dad and an all round great guy. https://lukecarthy.com/ https://twitter.com/MrLukeCarthy https://www.linkedin.com/in/lukecarthy/ Andi Jarvis If you have any questions or want to talk about anything that was discussed in the show, the best place to get me is on Twitter or LinkedIn. If you don't get the podcast emailed to you (and a monthly newsletter) you can sign up for it on the Eximo Marketing website. Make sure you subscribe to get the podcast every fortnight and if you enjoyed the show, please give it a 5* rating. Andi Jarvis, Eximo Marketing.

This episode is a conversation with two long-time FedEx Ground Contractors from Indiana who have hired, onboarded and trained many drivers and managers over the years. Topics include length of time to train, technology used, equipment considerations, leadership techniques, and more. They also talk about The Smith System and its meaning. If you're looking to buy a FedEx Ground business, or if you're a long-time Contractor yourself, you'll find these guys entertaining and informative with advice for everyone.

Now that our customer conversations are remote and virtual, how do you engage as effectively as you did when in person? For answers, I turned to MariAnne Vanella, CEO and Founder of the lead gen consultancy Vanella Group, best selling author of the award-winning book "42 Rules of Cold Calling Executives , a recipient of the "20 Women Leaders in Business" award, a Top 50 Women Martech Influencers, and a Top 3 on the "40 Most Inspirational C-Level Leaders in Sales Lead Management". In this interview we explore how you can better connect with executives and engage leveraging a new toolkit, skillset and mindset. https://www.linkedin.com/in/telesales20/ #salesenablement #prospecting #leadgen #martech #salestech #salestechnology #valueselling #salesperformance #digitalselling #salestransformation #remoteselling #virtualselling #salescoaching #salesleadership

Continuing with our Customer Service theme, we will explore the future trends for Customer Service. Tethr, an AI-powered conversation Intelligence platform, did a research analyzing roughly 1 Million customer service calls with cross-section of industries with a proprietary 250-variable algorithm that measure customer experience. Matt Dixon, Tethr's Chief Product & Research Officer, also shared with us the new practices that help CS employees to improve customer's and their own call experience. Here is the link to download the Employee ToolKit that Paul mentioned on the callAs Chief Product & Research officer, Matt has responsibility for product strategy, product management, research and IP development at Tethr. Prior to joining Tethr, Matt was Senior Partner and Global Head of Sales Force Effectiveness Solutions at Korn Ferry Hay Group and, before that, was Group Leader of the sales, customer service and customer experience research and advisory practice at CEB, now Gartner. In addition to his responsibilities at Tethr, Matt is a noted business writer and speaker. His books include The Challenger Sale: Taking Control of the Customer Conversation, The Effortless Experience: Conquering the New Battleground for Customer Loyalty and The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results. Matt is also a frequent contributor to Harvard Business Review, having been published more than twenty times in both HBR's print and online editions. Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary's University in Emmitsburg, Maryland.About Tethr: Tethr's vision is a world where every company listens, and every customer is heard. Tethr is an Austin Texas-based maker of cloud-based conversation intelligence software that combines powerful AI, machine learning and over a decade of customer experience and sales research to surface contextual insights from phone calls and other customer service interactions. Organizations are using Tethr to quickly, easily and accurately turn large amounts of unstructured voice of customer conversation data into insights that fuel smarter decisions and improved business performance, enabling them to become Listening Enterprises. 

Have your CUSTOMERS do the MARKETING for your business. When you Design the Customer Conversation with Susie Pecuch (Pa-Kooch)… that is exactly what happens!Susie started her career at the Disney Institute - on the design team...teaching other companies about the Disney approach to service and leadership. She then went on to work for other great companies like Nike, Singapore Airlines, and NYU Clinical Cancer Center.Susie has created her own way to help clients Live their brand and get customers to do the marketing for them! Listen to this fascinating interview and learn the hidden activities that you can put in place now to advance your company's marketing efforts.Susie can help make your organization achieve “world-class” status. You can reach Susie through her website - http://www.designthecustomerconversation.comThe HR and Leadership Spotlight Show features Leaders - HR Professionals, Consultants, Coaches, Entrepreneurs, and Business Owners. If you are a business with a product or service that HR and Leaders could use, SPONSOR a show...we can help you get the word out.Is you organization or company having Human Resources challenges? Visit - http://www.GetHRHelpNow.com. We can help!

This is a conversation with a real FedEx Ground Contractor who has worked with eTruckBiz for recruiting new drivers. He talks about what people who are buying FedEx Ground businesses need to know and tips for other long-timer Contractors. We have preached for years that most problems faced by FedEx Ground Contractors can be tracked back to a lack of continuous recruiting. #fedex #fedexground #recruiting #hiring

This episode is an honest conversation with an eTruckBiz Customer who worked with a coach to implement the new Dynamic Route Optimization (DRO) pre-load system for FedEx Ground.More information can be found at https://www.etruckbiz.com/dro-setup.html #fedexground #fedex #dro

How much extra should you charge for cleaning a messy BNB? Turnover cleaning is already hard work without adding more. Airbnb hosts and BNB owners have different cleaning standards from the regular homeowner. There are many things that will influence how much you can charge for extra cleaning. Check out today's advice to learn more. Today's #AskaHouseCleaner sponsors are Savvy Cleaner Training for professional house cleaners and maids. And Turnover Cleaning Tips. #AngelaBrown #SavvyCleaner *** RATE THIS SHOW *** https://sotellus.com/r/savvy-cleaner *** RATE THIS PODCAST *** https://ratethispodcast.com/askahousecleaner *** FAST TRACK TO CLEANING SUCCESS *** https://SavvyCleaner.com/Calendar-of-Courses *** MOST REQUESTED LIST OF CLEANING STUFF I USE *** https://www.Amazon.com/shop/AngelaBrown ***FUNNY CLEANING SHIRTS – DAILY GIVEAWAY*** Enter to Win - https://funnycleaningshirts.com *** MORE VIDEOS ON THIS TOPIC *** How to Price a Residential House Cleaning Job - homebasedcleaningbiz - https://youtu.be/Y6AP1jzGRxg Price by the Hour or Per Job for Domestic Cleaning - The Cleaning Coach - https://youtu.be/Kc1lZmMyLvQ Pricing Structures in Your Cleaning Business - Maid In Business - https://youtu.be/E9JzszYdtRE Pricing Cleaning Jobs Thabs Lekota - Grow My Cleaning Company - https://youtu.be/NVRFMGLK3Q8 How Much Should I Charge for My Cleaning Services - with Sharon Cowan - ZenMaid - https://youtu.be/FBXXhOqa7Lo *** GOOD KARMA RESOURCES FROM THIS EPISODE *** These good karma links connect you to Amazon.com and affiliated sites that offer products or services that relate to today’s show. When you click on the links and buy the items you pay the exact same prices or less than if you found the links on your own elsewhere. The difference is that we make a small commission here at the show for sharing these links with you. Stop Being Disrespectful by Low-balling Your Fees - https://Amzn.To/30v1fvo Pricing for Profit: How to Command Higher Prices - https://Amzn.To/2uxsakp The Ultimate Sale: A Financially Simple Guide to Selling - https://amzn.to/2AWxoo4 Handbook on the Psychology of Pricing - https://Amzn.To/37mnsq2 The Challenger Sale: Taking Control of the Customer Conversation - https://amzn.to/2YdlSg *** CONNECT WITH ANGELA ON SOCIAL MEDIA *** LinkedIn: https://www.linkedin.com/in/savvycleaner/ Facebook: https://Facebook.com/SavvyCleaner Twitter: https://Twitter.com/SavvyCleane Instagram: https://Instagram.com/SavvyCleaner Pinterest: https://Pinterest.com/SavvyCleaner *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. And cleaning company expansion help. Our host, Angela Brown, ran and managed one of the largest independently owned cleaning companies in the Southeast for 25-years. She’s the CEO, and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com *** VIDEO CREDITS *** VIDEO/AUDIO EDITING: Kristin O https://savvycleaner.com/reviews/kristin-o POST PRODUCTION: Amber O https://savvycleaner.com/reviews/amber-o HOST: Angela Brown https://savvycleaner.com/reviews/angela-brown PRODUCER: Savvy Cleaner https://savvycleaner.com

Enjoy this lively discussion with Ramped Careers founders Manoj Jonna and Danny Leonard and one of their most successful fellows, Menlo College alumna Solin Piearcy '20. Manoj, Danny and Solin discuss the Ramped Fellowship and how to succeed in business development. Along the way, Solin shares how her classroom, club and athletic experiences helped prepare her for her first job after college at Transifex. ➺ Thinking, Fast and Slow by Daniel Kahneman ➺ Extreme Ownership: How the U.S. Navy SEALs Lead And Win by Jocko Willink ➺ A Hunter's Game by Yin Dumela ➺ Modern Sentimentalism: Affect, Irony, and Female Authorship in Interwar America by Lisa Mendelman ➺ The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon

Communication is a two-way street. The more you can understand that, the more effective your customer conversations are going to be. In this episode of B2B Tech Talk, Keri speaks with Steve Tuomey, data center account executive at Dell Technologies, about growing your business through helpful conversations. Plus, they talk about: -Types of questions to ask your customers to open up new opportunities for solutions -The 4 key sales pillars Dell operates within -How Steve’s Land & Expand selling method turns one customer solution into many -Selling resources Ingram Micro partners have access to Find more information on selling Dell federal IT products here. To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

What do you sell and how do you market your cleaning business? Does everyone know what your cleaning company offers? Advertising your products and service packages is critical to success. If you're a solo house cleaner or a cleaning business owner, it's time to get the word out about what you do. Check out this advice on marketing your cleaning services and upsells. Today's #AskaHouseCleaner sponsors are Savvy Cleaner Training for professional house cleaners and maids. #SavvyCleaner #AngelaBrown *** T-SHIRTS *** https://FunnyCleaningShirts.com *** RATE THIS SHOW *** https://sotellus.com/r/savvy-cleaner *** RATE THIS PODCAST *** https://ratethispodcast.com/askahousecleaner *** FAST TRACK TO CLEANING SUCCESS *** https://SavvyCleaner.com/Calendar-of-Courses *** MOST REQUESTED LIST OF CLEANING STUFF I USE *** https://www.Amazon.com/shop/AngelaBrown *** MORE VIDEOS ON THIS TOPIC *** How to EFFECTIVELY Promote Your Business in 2020 - Erin On Demand - https://youtu.be/1GAh6Pvns8w Marketing Tips that will Change Your Business - Grant Cardone - https://youtu.be/bDdDt6Z-Ojo 100 Ways to Market Yourself and Your Business with No Money - Roberto Blake - https://youtu.be/YSkSjGRNDOs How to Market Your Business Online for Free - 12 Top Strategies - Justin Bryant - https://youtu.be/MiIbmuVYQuE How to Advertise for A Small Business - Adam Erhart - https://youtu.be/2g2fSvvcN2Q *** GOOD KARMA RESOURCES FROM THIS EPISODE *** These good karma links connect you to Amazon.com and affiliated sites that offer products or services that relate to today’s show. When you click on the links and buy the items you pay the exact same prices or less than if you found the links on your own elsewhere. The difference is that we make a small commission here at the show for sharing these links with you. The 1-Page Marketing Plan: Get New Customers, Make More Money, And Stand Out from The Crowd - https://amzn.to/3hPXs4O 101 Ways to Advertise Your Business: Building a Successful Business with Smart Advertising - https://amzn.to/3egt6Gh The Advertising Solution: Influence Prospects, Multiply Sales, and Promote Your Brand - https://amzn.to/2UTtFht Exactly How to Sell: The Sales Guide for Non-Sales Professionals - https://amzn.to/2BkeSWt The Challenger Sale: Taking Control of the Customer Conversation = https://amzn.to/2YdlSgT *** CONNECT WITH ANGELA ON SOCIAL MEDIA *** LinkedIn: https://www.linkedin.com/in/savvycleaner/ Facebook: https://Facebook.com/SavvyCleaner Twitter: https://Twitter.com/SavvyCleane Instagram: https://Instagram.com/SavvyCleaner Pinterest: https://Pinterest.com/SavvyCleaner *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. And cleaning company expansion help. Our host, Angela Brown, ran and managed one of the largest independently owned cleaning companies in the Southeast for 25-years. She’s the CEO, and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com *** VIDEO CREDITS *** VIDEO/AUDIO EDITING: Kristin O https://savvycleaner.com/reviews/kristin-o POST PRODUCTION: Amber O https://savvycleaner.com/reviews/amber-o HOST: Angela Brown https://savvycleaner.com/reviews/angela-brown PRODUCER: Savvy Cleaner https://savvycleaner.com

5 Ways New Sellers Can Sell Like Pros New sellers struggle because they lack the skills and experience to ask well-crafted questions and build rapport with prospects.  In this episode, Tony Morris talks about the five ways that new sellers can sell like pros. Tony Morris is a speaker for sales conferences around the globe, and an author of several books, a podcaster, and an entrepreneur who runs a sales training business called Tony Morris International.    The 80/20 Law  Tony believes that sales reps should apply the 80/20 Rule. This means salespeople should listen 80% of the time and speak 20% of the time.  As Tony points out, we have two ears and one mouth so we should use them in that order.  Unfortunately, most salespeople are in fact doing 80/20 but they're doing it the wrong way round. The first tip for new sellers is to get the customer or prospect to talk more than you.    People generally love to talk about themselves. When you encourage your prospect to talk more, it allows them to become comfortable. As they talk,  you're able to learn more and build rapport quicker. You do this by asking the right questions and listening with the objective to learn and understand.    Asking the right questions  Many people ask the wrong questions.  These questions can be answered with yes or no, they don't provide a lot of insight into the prospect's journey before meeting with you, and they aren't personal.  Alternatively, Tony calls the right questions “killer questions.” One example of a killer question is, “What's the best that you've seen so far?” The answer to this question allows you to understand more about what the prospect is looking for, what they've seen in your competition, and how you can offer better.    Ask questions that are open, will provoke conversation, and will allow you to share the info your prospect needs. #EffectiveQuestions   Sales managers can encourage asking skills in a team meeting.  Start by allowing each person to come up with a topic and then the team has to practice asking open-ended questions about that topic. Going through this process trains the brain to become comfortable asking these questions. The more you do it, the more natural and habitual it becomes. Through this exercise, you're learning how to hold a conversation, not an interrogation. When you're comfortable as a sales rep, it allows room for your prospects to get comfortable as well.    Different types of questions  Tag on questions that allow you to go deeper into the answers.  Statement questions help deeper engagement.  Replay questions demonstrate that you are listening.   Treat people how they want to be treated It's true that The Golden Rule states we should treat people how we want to be treated but in sales, it's more important to lean into The Platinum rule,  treating people how they want to be treated.  You can't respond to your clients the same way because they all have different perspectives on how that should look. Your job as a salesperson is to pay attention to the clues your client provides about how they want to be treated and respond effectively.    Be interested, not interesting Top salespeople are genuinely curious and are sincerely interested in their prospects. Your job is not to sell, but to serve. It's your job to help a customer buy what is appropriate to their needs. This isn't just about the quick sale and then moving on to the next prospect. Being genuinely interested will transform regular customers into raving fans who will be the ambassadors that recommend you to their friends, family, and colleagues.    Sales managers can help their team practice being curious by getting into the habit of asking their sales reps to share three things about their potential clients that can't be easily researched. They will only be able to give detailed and personal information about their prospective clients if they have been genuinely curious.   Be The Challenger  Being The Challenger comes from the book The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon. This book challenged Tony's perspective of sales. Before reading the book, Tony thought that sales were about relationships. However, this book proved that the most successful salespeople are able to share insights to make their prospects think differently.    Tony illustrates The Challenger by sharing a story about how he met with a client and questioned their process. It made the client uncomfortable and he wondered why Tony was asking. Tony responded that the client could greatly improve current practices and proceeded to offer the prospect multiple solutions. The client loved it!  Tony challenged the process that they'd been using for years and was able to provide a fresh perspective that served the needs of his client. Don't be afraid of challenging the process as long as you can back it up, share value and offer insights to make your prospect think differently, and in their favor. Using The Challenger method helped Tony stand out from the competition. Do the basics brilliantly   We can over-complicate the sales process. The job is to schedule meetings, prepare questions to preempt objections, build rapport, understand the problems, and come up with a solution. These are the basics of sales but most salespeople don't execute these areas the best they can.     For one thing, salespeople give up too early. Most of them may send a proposal but only follow-up once. If they don't get hold of the person, they just quit. The reality is, the prospect may be needing to address something more important in their lives than closing a deal, at least for now. With that in mind, there needs to be a commitment that you will offer multiple touchpoints. If you have identified them as genuine prospects and you believe that you can serve them well, then keep going and try different modes of entry. Connect with them on LinkedIn, comment on their post, send them articles of interest, or a copy of your book.  You can also send them a book you find interesting or offer a podcast. Do this so that when they're ready to buy, you're the first person on their mind.    Once you know how to do things the right way, you'll want to keep going. The more you do it and get good results, the more these positive actions become habitual.   It's not just knowledge that gives you power. You have to apply what you've learned. Become a student of sales that never graduates. Top performers never stop learning.    “5 Ways New Sellers Can Sell Like Pros” episode resources  Connect with Tony Morris via his LinkedIn and you can also check out his website, Tony Morris International.   If you are interested in more sales stories, you can talk to Donald directly. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns.  This episode is brought to you in part by Crmble, the easy-peasy CRM for Trello that helps you manage your contacts and leads without investing in complicated solutions, sync all your data, manage custom fields, and get powerful reporting on your sales. Try Crmble now for free at www.crmble.com/tse. This course is also 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. It will help them elevate their sales game. Sign up now and get the first two modules for free! You can go and visit www.thesalesevangelist.com/closemoredeals also call us at (561) 570-5077.  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. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

In this episode Jeff Hydar takes us into the real world of a start-up medical device company that is quickly revising its sales process and marketing tools to adapt to selling in the very restrictive Covid Era.  Meet Jeff Hydar, VP Sales at Kent Imaging.  The Kent Imaging Team is adapting, innovating and executing.  It is inspiring! Now Go Win Your Week!! Jeff Hydar LinkedIn Profile Link Kent Imaging website link The Challenger Sale –  Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson Link here Extreme Ownership – How US Navy Seals Lead to Win – by Jocko Willink and  Leif Babin - Link here    The Road Back to You – An Enneagram Journey to Self Discovery – Link here AdvaMed Reopening Guidance Link  CMS Reopening Guidance to Facilities to Provide Non-emergent care Link  AMA Physcian Practice Reopening Guidance Link Ted Newill LinkedIn Link Medical Device Success website link Ted’s contact page at Medical Device Success Link

Get ready to amp your content marketing with today's guest, Daniel Daines-Hutt—AmpMyContent.com.Daniel is a self-confessed marketing nerd who has a background in direct response advertising, but it's his content marketing that he is known for. Daniel had the top 10 content of all time on Inbound.org and the top content of 2017 on GrowthHackers. He also had a viral post generate $3 million in client requests in only two weeks.Where most websites convert 2% of their audience into leads, Daniels lowest is 17% and his highest is an astonishing 83%!Content marketing is about creating content assets that help you communicate with your audience, as Daniel explains. And today, his nerdy side comes out as he gives us all the facts on creating a highly effective content marketing campaign that will have you converting leads higher than the average!Listen in as we delve deep into the elements of good content and in just 3 minutes, Daniel gives us the algorithm to creating a tremendously valuable piece of content. Plus, find out the details of:Why less is morePaid trafficScaling slowlyAutomationLink buildingEffective testingAlso, what's the worst advice Daniel has seen given in his area of expertise?Find out his answer and so much more on today's really nerdy episode of The Art of Passive Income — packed full of value that will help you take you your content marketing to a whole new level by writing less content that will generate more leads!TIP OF THE WEEKMark: Learn more about Daniel and how he can help you really put your marketing on steroids, at AmpMyContent.com. There is a free download and lots of resources.Scott: Check out this sales book, The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon.Daniel:Be empathetic to your audience because the more you can understand them the easier it is to write and the easier it will be to sell. To learn about direct response advertising, read Scientific Advertising by Claude Hopkins. Get the FREE PDF Here.If you are new to business, read the book, The Obstacle Is The Way by Ryan Holiday.Isn't it time to create passive income so you can work where you want, when you want and with whomever you want?

Digital marketing trainer Leslie Laredo knows:  The biggest challenge to multi-touch attribution is the refusal to challenge assumptions.   Knowing how to challenge ROI numbers only comes from training.  And after training over a hundred thousand marketing professionals over the last two decades, Leslie knows you have to consistently train to stay ahead and win in today's marketing world.  Hear her thoughts on companies increasing revenue by making training a priority.   Guest bio: An Internet advertising pioneer with more than 25 years of digital media industry, Leslie Laredo has been instrumental in changing the business face of media and dramatically improving the knowledge and skills of media professionals on how to buy and sell digital media.   Leslie has consulted with startups, Fortune 500 companies, small-to-large advertising agencies, and multi-brand media publishers. Her consulting services have been used and valued by C-level executives, Vice-Presidents, sales and account managers, and media buyers and planners. She has worked with CPG and B2B brand and marketing managers spanning many industries including automotive, travel, financial, pharmaceutical and many others to educate their teams on how to plan, buy, and sell digital media.   Her insights and training have allowed sales organizations to more effectively meet the needs of their advertisers while maximizing revenues. She has also worked with agencies of all sizes to be more effective in delivering online media strategies as well as transitioning their business to provide the thought leadership and digital media and marketing skills increasingly required to keep and acquire clients.   Key takeaways: [2:09] I introduce today’s guest, Leslie Laredo, and asks her about how she came to be where she is today.   [6:04] Leslie touches on the differences between executives and teams who believe in training and those who don’t: having a learning culture and being committed creates teams that excel and challenge assumptions about the business and the marketplace.   She shares an anecdote about proud members of the dead tree society from an NAA conference she once spoke at.   [9:50] Once you understand your business, you can begin to be creative in how you approach things. Leslie shares the three important aspects of training she touches on first: 1. WHY? Why is this happening, why is it important. 2. HOW? How does it happen, how do they create, sell and monetize their content and audience 3. WHAT? What tools do they have to do it with   [13:56] People get it now! There was a holy grail moment in 2016-17 where people started talking about attribution and its eventual ability to resolve part of the “which half of your advertising budget is wasted” question.   Leslie shares a story from the Advertising Club of New York session where she heard a Toyota rep talk about how their CTR metrics had become institutionalized.   [19:52] Institutionalized metrics create a grey area: whose job is it to flag them and enable better measurements to be put in place? Leslie touches on what she thinks is the solution.   She also discusses what attribution helps us get to: the why as well as the story; we’ve been very bad at telling a story of decision making out of data, and attribution helps us in this regard because it’s not just data points.   [25:48] For the future of attribution, Leslie hopes that it becomes a ubiquitous part of marketing decisions: a holy grail has to be used! The future is about changing the outcomes and getting better at what we do.   [28:21] Leslie and I share GPS analogies! Would you get on a plane whose GPS and compass are out?   [32:42] There is a fear of telling people they’ve been doing things wrong, and I believe it’s from a lack of certainty which also amounts to lack of training. Leslie shares some tips: learn to fail fast, and don’t wait until things go wrong to try to improve your processes. Changes are coming, the most important question has to be, “What’s next?”   [42:39] What should a training cadence look like in the digital world? Leslie points out that it isn’t so much about a schedule or budget as it is an upgrade in company or department culture.   She shares the example of Outbrain who has a one-hour training session a week where the conference rooms are dedicated, and the employees are encouraged to share their newfound knowledge.   She also touches on common mistakes she sees in budget allocations and where people should invest more.   [47:47] Adtech is in the technology field and is something of a scientific beast, but companies haven’t really been treating it as such and a lot of employees are in over their heads at an educational level. This needs to be addressed!   [52:29] How can you get in touch with Leslie? — I thank her for coming on the podcast and sharing so much of her experience.   Be sure to tune in for the next episode and thanks for listening!   Connect with our guest: Leslie’s email leslie@laredogroup.com Leslie Laredo at Laredo Group Leslie Laredo on Twitter Leslie Laredo on Pinterest Leslie Laredo on LinkedIn   Mentioned in this episode: Laredo Group Academy of Digital Media Book: The Innovator's Dilemma: When New Technologies Cause Great Firms to Fail, by Clayton M. Christensen NAA Conference The Advertising Club of New York Anthony Pitts Outbrain Adult Learning Theory Book: The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon   About your host: Jeff Greenfield is the Co-Founder and Chief Attribution Officer of C3 Metrics. As the chief architect of the platform, Greenfield worked directly with the former CEO and Chairmen of Nielsen to solve advertising’s Attribution problem.   Greenfield’s history of technology and marketing initiatives have served blue-chip clients including GlaxoSmithKline, Kimberly-Clark, Sony BMG, Black & Decker, Forest Labs, Plum Creek, and more.   Prior to co-founding C3 Metrics, Greenfield was a recognized thought leader in the area of Branded Content as publisher of Branded Entertainment Monthly, a joint effort with VNU Media, detailing industry statistics, gaps, and trends. He’s been a featured speaker at NAPTE, The Next Big Idea, and a news source in The New York Times, The Washington Post, The Wall Street Journal, ABC, CBS, CNET, and Investor’s Business Daily. Greenfield studied Biochemistry at the University of Maryland, holds dual degrees from Southern California University of Health Sciences and is an instrument-rated pilot.   Jeff Greenfield at C3 metrics Jeff Greenfield on LinkedIn Jeff Greenfield on Twitter

How about some wisdom from The Cleaning Coach, Ilze Whiteman? Maid services wonder "how do I grow my cleaning company and manage cleaning staff at the same time?" Automate the repetitive tasks by using https://housecallpro.com/Angela The Cleaning Coach has loads of advice to run your domestic cleaning service. And tips and strategies for marketing your #cleaning business. Today's #AskaHouseCleaner sponsors are Savvy Cleaner (Training and certification for house cleaners and maids.) Housecall Pro (a service software for cleaning technicians.) And The Cleaning Coach Academy. *** LEARN MORE ABOUT ILZE WHITEMAN *** www.TheCleaningCoach.co.uk *** MOST REQUESTED LIST OF STUFF I USE *** https://amazon.com/shop/AngelaBrown *** MORE VIDEOS ON THIS TOPIC *** Cleaning staff interview question to ensure you hire quality staff! - The Cleaning Coach - https://youtu.be/Bu0WpdOsCjE How to Price Your Service for House Cleaning - Angela Brown - https://youtu.be/OpLlCvpANoo How Do I Raise Prices Without Losing Clients? - the Futur - https://youtu.be/gIw-PBNXWgE Don't Be Afraid of Raising Your Prices. Here's Why - The Art of High-Ticket Sales - Dan Lok - https://youtu.be/BPoFUCbdH0c How to Set More Profitable Prices - How To Sell High-Ticket Products & Services - Dan Lok - https://youtu.be/1W8gwqgSF8k *** RESOURCES FROM THIS EPISODE *** We are a participant in the Amazon Services LLC Associates Program, an affiliate advertising program designed to provide a means for us to earn fees by linking to Amazon.com and affiliated sites. Secrets of Question-Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results - https://amzn.to/2mPFRlX The Challenger Sale: Taking Control of the Customer Conversation - https://amzn.to/2op132i The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever - https://amzn.to/2os2cpS How to Start Your Own House Cleaning Company: Go from start-up to payday in one week - https://amzn.to/2oyhaeh It's Okay to Be the Boss: The Step-by-Step Guide to Becoming the Manager Your Employees Need-https://amzn.to/2op3vpw *** OTHER WAYS TO ENJOY THIS SHOW *** ITUNES - http://apple.co/2xhxnoj STITCHER - http://bit.ly/2fcm5JM SOUNDCLOUD - http://bit.ly/2xpRgLH GOOGLE PLAY - http://bit.ly/2fdkQd7 YOUTUBE - https://goo.gl/UCs92v *** GOT A QUESTION FOR A SHOW? *** Email it to Angela[at]AskaHouseCleaner.com Voice Mail: Click on the blue button at https://askahousecleaner.com *** HOUSE CLEANING TIPS VAULT *** (DELIVERED VIA EMAIL) - https://savvycleaner.com/tips *** FREE EBOOK – HOW TO START YOUR OWN HOUSE CLEANING COMPANY *** http://amzn.to/2xUAF3Z *** PROFESSIONAL HOUSE CLEANERS PRIVATE FACEBOOK GROUP *** https://www.facebook.com/groups/ProfessionalHouseCleaners/ *** VRBO AIRBNB CLEANING FACEBOOK GROUP *** https://www.facebook.com/groups/VRBO.Airbnb.Cleaning/ *** LOOKING FOR WAY TO GET MORE CLEANING LEADS *** https://housecleaning360.com *** FOLLOW ANGELA BROWN ON SOCIAL MEDIA *** https://Facebook.com/SavvyCleaner https://Twitter.com/SavvyCleaner https://Instagram.com/SavvyCleaner https://Pinterest.com/SavvyCleaner https://Linkedin.com/in/SavvyCleaner *** WHAT IS ASK A HOUSE CLEANER? *** Ask a House Cleaner is a daily show where you get to ask your house cleaning questions and we provide answers. Learn how to clean. How to start a cleaning business. Marketing and Advertising tips for your cleaning service. How to find top quality house cleaners, housekeepers, and maids. Employee motivation tactics. Strategies to boost your cleaning clientele. Cleaning company expansion help. Time-saving Hacks for DIY cleaners and more. Hosted by Angela Brown, 25-year house cleaning expert and founder of Savvy Cleaner Training for House Cleaners and Maids. *** SPONSORSHIPS & BRANDS *** We do work with sponsors and brands. If you are interested in working with us and you have a product or service that is cohesive to the cleaning industry read this: https://savvycleaner.com/product-review *** THIS SHOW WAS SPONSORED BY *** SAVVY CLEANER - House Cleaner Training and Certification – https://savvycleaner.com MY CLEANING CONNECTION – Your hub for all things cleaning – https://mycleaningconnection.com HOUSECLEANING360.COM – Connecting House Cleaners with Homeowners – https://housecleaning360.com SAVVY PERKS – Employee Benefits for Small Business Owners – https://savvyperks.com VRBO AIRBNB CLEANING – Cleaning tips and strategies for your short-term rental https://TurnoverCleaningTips.com

David and Blair each share their own perspectives on how chasing comfort has kept them and their clients making the right decisions in both management and sales situations.   LINKS 2Bobs Episode 2: Say What You Think The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon

How do you make your voice heard in a world of complex deals and risk-averse customers? How can you maintain control to ultimately win customer loyalty and drive sales growth? Contrary to traditional wisdom that places emphasis on nurturing relationships, Adamson and Dixon reveal the winning skills and behaviors behind the Challenger Sale. Read this book to unlock the clear-cut strategies that build Challenger behaviors across the entire sales force and make them a part of your organizational DNA.

The book is based on real-world “in the trenches” data where the authors performed one of the largest studies of its kind.  Their research included over 6K+ salespeople & 90+ companies across different industries for the purposes of determining the characteristics of successful sales reps.   After collecting & sorting through all the data, they assembled what many believe is a roadmap that can help you sell consistently & more effectively.  I highly recommend this book.

Full Notes https://www.salestuners.com/permission/ Book Recommendations The 7 Habits of Highly Effective People by Stephen Covey Tribes: We Need You to Lead Us by Seth Godin Barking Up the Wrong Tree by Eric Barker Ego is the Enemy by Ryan Holiday How to Win Friends and Influence People by Dale Carnegie Good to Great: Why Some Companies Make the Leap and Others Don’t by Jim Collins First Break All the Rules by Marcus Buckingham The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson You Are a Badass: How to Stop Doubting Your Greatness and Start Living an Awesome Life by Jen Sincero Think Like A Freak by Steven D. Levitt and Stephen J. Dubner Sponsor Costello - What if every sales rep inherited the habits of your best rep? With Costello, they do.

Today’s guest is Brian “I Help Startups Grow” Manning, he’s the Head of Growth at PatientPing which is a company in the HealthTech sector that connects health care providers and allows them to share information, coordinate care, and work together to get patients healthier faster. Brian was also the CoFounder of Zocdoc's Enterprise Team and has been doing enterprise sales for 18+ years. In this episode, we really focused on two main themes: Enterprise Sales and Sales Team Management. Just a few of the topics we covered include: The biggest mistake entrepreneurs make when selling to big companies - The Sales Process vs. The Buy Process. Helping your buyers through their own "Buying Process" How enterprise sales is a lot like project management Being empathetic in your sales process. How to sell innovation. The Access Audit. Known Said/ Known Unsaid/ Unknown Problems. How to use scarcity to move the sale forward -- Creating FOMO. Sales management - From individual contributor to manager. How to build effective, and real, relationships with your team - 1:1s, weekly, monthly and quarterly strategies. Sharing failures to create confidence with the team. Some of the books and resources that were mentioned by Brian: The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Radical Candor: Be a Kick-Ass Boss Without Losing Your Humanity by Kim Scott Where to find Brian on the Interwebs: LinkedIn: https://www.linkedin.com/in/briancmanning/ Personal Blog: https://www.briancmanning.com/ Twitter: https://twitter.com/bcmanning

Today we have Kris “Speedhunter” Duggan on the Startup Selling Podcast. “If you’re not a sales-oriented founder, sales is a critical part of your business success and you can’t outsource it. You should put as much effort on sales as you put into product.” — Kris Duggan Kris is an expert when it comes to startup sales, especially enterprise software. Kris’s experience and accolades include: Advising Palantir, RelateIQ (acquired by Salesforce), Addepar and Blend (and other…) on their go-to-market strategies; Starting two venture-backed companies that have raised $100M in combined capital. Interviewing over 1000 salespeople, and hiring 15 senior executives in the last 10 years. Personally meeting with 50% of the Fortune 1000 companies.  Carrying a $25M sales quota. His 2018 goal is to help 100 startups, if you’re interested in getting help from Kris, you can just go to his blog at https://krisduggan.com/ and contact him through there. Look for the blog post titled – “ Live, Personalized Advice for 100 Entrepreneurs – How can I help?” In this episode, Kris and I cover: Top pitfalls startups make – doing work for free, overcomplicating the price sheet, giving multiple price options, not staying engaged with executives. The fallacy of free trials. Negotiation – Getting people to tell you what you need to do to get the deal done. How to design your pricing so that no customers churn. The pilot program fallacy and what to do instead. What to do when you get asked for proposals. When should startups hire their first sales person, and how much the CEO has to sell BEFORE hiring sales teams. Some of the books and resources that were mentioned by Kris: Solution Selling: Creating Buyers in Difficult Markets by Michael Bosworth Influence: The Psychology Of Persuasion by Robert Cialdini The Challenger Sale: Taking Control of the Customer Conversation by Matt Dixon and Brent Adamson. The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson and Matt Dixon Where to find Kris on the Interwebs: LinkedIn: https://www.linkedin.com/in/krisduggan/ Persona Blog: https://krisduggan.com/ Twitter: https://twitter.com/kduggan

Takeaways Remove General Blanket Training: If you don’t know where to spend your time, you’ll fall into the trap of generalized training where every person on the team gets the same negotiation training or competitive update. Instead, modern sales organizations the fidelity of lessons need to be able to be created quickly by anyone and enable reps to consume it in 10-15 minutes. Because, let’s be honest, none of us have four hours to stare at Powerpoints. Focus on Business Mechanics: Justin broke the sales process down into a gear analogy stating the “deal mechanics” gear simply can’t turn unless the “business mechanics” gear is in motion. Focus on determining what is actually wrong, who in the prospect’s organization is truly responsible for fixing it as well as when they actually need to have it fix it. Anchor Capabilities to Value: If you’ve been in sales more than 10 minutes, you’ve probably been told to sell the solution not your features and benefits. Yet, every single day I hear reps explaining how a prospect can accomplish a task simply by clicking a couple of buttons. Stop it. There’s a reason you’ve never received a demo of Amazon.com. You’re not there to learn how to click buttons, you’re there to ensure a package arrives at your house in two days (or less). Full Notes https://www.salestuners.com/justin-fite/ Book Recommendations The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson The Boys in the Boat: Nine Americans and Their Epic Quest for Gold at the 1936 Berlin Olympics by Daniel James Brown Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.

Takeaways Set Tough, Aggressive Targets: I’ve always struggled with the concept of “quota” and “quota attainment.” Yes, of course we have to have goals for ourselves, but in my opinion, these should be the minimum expectations, not the end result. Whether your quota is $100,000 or $1,000,000 set your targets more aggressive. For instance, if you set an outlandish number of say 10X your goal and build your prospecting plan from there, you’re going to easily overshoot all expectations and leave your company wondering where they even got the number to begin with. Balance Personal Coaching with Professional Accountability: Too many salespeople focus solely on the end results -- asking, “how much did you close?” I’m sorry, but this is the wrong question and a sign you’re working for a poor sales leader. The only thing we can control is our daily behaviors and activities. That’s why it’s incredibly important to hold yourself accountable to consistent inputs. This is also where the balance of coaching should come into play. You can’t wait to weeks to get the coaching you need for daily behavior. Tie Personal Goals to Performance: What are the intrinsic motivations that cause you do what you do? Essentially, what is your why? Whether it’s buying a house, raising a kid, or just leveling up in your career, tying these personal goals to your daily behavior creates the constant effort need for long terms achievement. Full Notes https://www.salestuners.com/david-duncan/ Book Recommendations The Alchemist by Paulo Coelho The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Sponsor Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do

Bestselling author and customer service expert Matt Dixon to uncovers surprising facts and common misconceptions about delivering low-effort service. Think you’re delivering low-effort service? It seems so simple: Reduce customer effort, then you’ll have more loyal customers! But don’t be fooled by that kind of simplicity. Customers perceive effort in different ways than you think! Today’s guest, bestselling author Matt Dixon, has researched and written extensively on how to deliver a truly effortless experience. Today, he’s sharing many facts that will surprise you, and make you rethink your approach. “The average service interaction is actually not a loyalty-building experience. It’s actually a loyalty-destroying experience.” -Matt Dixon Conventional customer service wisdom (yes, even the more current stuff!) has customer service reps doing all kinds of things that sound great, but harm customer perception. Companies are investing a lot into delivering better experiences, but they’re investing in the wrong resources. “…we actually make it worse during the course of trying to solve the problem. - Matt Dixon What’s more, companies are responding to this conventional wisdom by creating an environment that invites the wrong types of people into customer-facing roles. Meanwhile, the ones who have what it takes aren't empowered to make a difference. “What they want is an org where they’re liberated to use their own judgment…” -Matt Dixon If you want to deliver effortless customer service, then you must understand how customers perceive their own efforts and hire, train, and organize accordingly. What kinds of people do you need on your team, and how can you attract, retain, and provide them with the right environment to deliver? Matt’s going to tell you how to do all of this, so listen in! Interview highlights Matt talks about his extensive research into customer effort and the traits of a “low effort” customer service rep. [4:16] How has customer expectations changed, and what do they want from customer service reps today? [8:00] Matt shares surprising facts about hiring for balance between personality types in a low effort service environment. What types perform best? [13:50] How can you go about finding and keeping the right mix of talent to deliver the low-effort service experience? [22:30] About our guest Matt Dixon is Executive Director of the Financial Services practice and Customer Contact Leadership Council at CEB.  In this capacity, he has management responsibility for the membership programs serving front office and back office financial services leaders and their teams, as well as the programs serving customer contact executives across industry. A seasoned research leader, Matt has overseen dozens of original quantitative and qualitative research studies on topics ranging from customer service strategy to sales effectiveness. In addition to his management responsibilities, Matt is a noted business writer.  His first book, The Challenger Sale: Taking Control of the Customer Conversation was a Wall Street Journal bestseller. He’s been published multiple times in the Harvard Business Review­­, he is a frequent contributor on sales and customer service topics on a number of blogs, and his book on customer service, The Effortless Experience was released by Penguin in September 2013. Matt holds a Ph.D. from the Graduate School of Public and International Affairs at the University of Pittsburgh as well as a B.A. in International Studies from Mount Saint Mary’s University in Emmitsburg, Maryland, where he graduated summa cum laude.  Matt currently resides in Silver Spring, Maryland with his wife and four children. Connect with Matt Twitter LinkedIn Related Content 360Connext® post, What Can You Do to Reduce Customer Effort Today? Customers That Stick® post, The Effortless Experience: An Interview with Matt Dixon Episode 045: The Customer Effort Score Episode 176: (Tip) Hiring a Customer-Centric Employee Read "Kick-Ass Customer Service" and more by Matt Dixon in Harvard Business Review We’re on C-Suite Radio! Check it out for more great podcasts Sponsor message Give your team the customer service training they deserve Want to bring game-changing customer service training to your team? CTS Service Solutions offers a half-day in-person workshop designed to motivate and educate your customer-facing team members. Using energy, excitement, and interaction, our workshop helps frontline teams embrace a customer-centric outlook, then — using the principles from our book Be Your Customer’s Hero — gives them the skills and confidence they need to handle any service interaction. Don’t leave your frontline team hanging… Give them the training they deserve. Learn more at customerheroworkshop.com, that is customerheroworkshop.com.   Take care of yourself and take care of your customers. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode we talk to Susie Pecuch, Owner of Design the Customer Conversation.

Full Notes https://www.salestuners.com/25-sales-leaders/ Top Book Recommendations The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon How to Win Friends & Influence People by Dale Carnegie Lean In: Women, Work, and the Will to Lead by Sheryl Sandberg Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

This week Cut The Crap Podcast features the book, 'The Challenger Sale: Taking Control Of The Customer Conversation' by Matthew Dixon and Brent Adamson. What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. I took 4 Golden Nuggets away from this book! ---------- Go to CutTheCrapPodcast.com and signup to receive a summary from each episode that will highlight all of the golden nuggets shared in the podcast. ----------- Follow Ryan on Facebook, Twitter, Instagram, LinkedIn, and SnapChat.    See acast.com/privacy for privacy and opt-out information.

Full Notes https://www.salestuners.com/zuzic/ Takeaways Understand DISC Profiles: Understanding how a person thinks, and then communicating with them how they want to be communicated with, is key. One method to help identify how to most efficiently communicate with others is to learn about the personality traits that drive them using a tool like the (DISC) Dominance, Influence, Steadiness and Conscientiousness Personality Test. Keep Your Energy Level Up: You have the answer to the tough questions, so sell with that in mind. Think outside the box. Ask the tough questions and run through walls in the process because you are confident in the answers you have to provide. Most importantly, do all of it with your head held high. The ability to stay positive amid the challenges you face will define who you become as a salesperson. Don’t be Single Threaded: In a hunt for whales, the bigger picture is essential in the road map to sales success. There is no single thread in larger organizations, where multiple decision makers are involved in sales decisions. Remembering to leave an impact on all the key players will help set you apart from the crowd. Book Recommendations Never Eat Alone: And the Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

Expert Guest: Mark Asquith (Excellence-Expected.com) Key Learning Point: In this session, you will learn what the market really needs and wants as well as how to define your ideal customer. Free Resource: Avatar Creation Template For those looking at a successful business from the outside, it is easy to think that the idea is all… The post https://www.excellence-expected.com/s1e2/ (Session 02: The Art and the Importance of the Customer Conversation with Mark Asquith) appeared first on https://www.excellence-expected.com (Excellence Expected, by Mark Asquith).

Full Notes http://www.salestuners.com/kusner/ Takeaways Find Your Champion: When prospecting pursue multiple players inside the organization. Don't just stop at the person who you think is the right person, by reaching out to multiple people you’re more likely to find someone who will at least pick up the phone and hear what you have to say. Turning them into your champion on the inside. Don’t Go it Alone: Let other people assist you wherever possible. Jack talked about the idea of always wanting to be the dumbest person in the right room. Doing so pushes him and makes him look at and think about things differently. Find the Real Pain: Whether you’re prospecting or right in the middle of sales cycle — what your product or service does is irrelevant. You have to understand and focus on the actual pain the prospect has and use their words to build a business case. Book Recommendations Good to Great: Why Some Companies Make the Leap and Others Don't by Jim Collins The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson Who Moved My Cheese?: An Amazing Way to Deal with Change in Your Work and in Your Life by Spencer Johnson Sponsor Octiv – Transform the way your sales assets are created, distributed and tracked around the world. Because a better sales process is a better buying experience. Subscribe to SalesTuners

All great sales professionals have one thing in common: they never stop learning. Even the most veteran leaders are looking for educational resources to help them succeed, especially in our current sales industry. How can you stay on top of your game when the sales techniques and technologies you used to trust have become obsolete? Join today’s guest, Max Altschuler, and I for a conversation on resources, sales paths, and community.   Max Altschuler is a speaker, author, and the founder of Sales Hacker, Inc. an educational sales resource. Sales Hacker, Inc. produces the popular website saleshacker.com as well as events and conferences that foster community engagement. Besides his work in the sales industry, Max is also passionate about helping military veterans and animals. He is the co-organizer of PushUpCharity, which has startups competing against each other in a pushup challenge. All proceeds go to charity!   Episode Highlights: Sales Hacker: Max’s inspiration for creating the company Who can benefit from additional training? Getting the most out of new sales technology Finding a customer profile & sales stacking Following the proven path   Resources: Sales Hacker Follow Max on Twitter @MaxAlts Connect on LinkedIn Check out Max’s book Hacking Sales: The Playbook for Building a High-Velocity Sales Machine, now updated & revised!   As an expert in sales education, Max Altschuler mentioned a number of different books and software for the sales professional: Node.io Crystal Knows The Ultimate Sales Machine by Chet Holmes Predictable Revenue by Marylou Tyler and Aaron Ross The Sales Development Playbook by Trish Bertuzzi The Sales Acceleration Formula by Mark Roberge The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon and Brent Adamson

Adam and Jeannie interview Chloë Thomas, author of Customer Manipulation. Why call it "customer manipulation?" Many businesses struggle because they refuse to think of it this way. But in reality, it is our jobs as marketers to manipulate customer behavior. We use whatever tools we can to attract customers, to get them to spend more, then send new customers our way. So how can we keep a handle on customer behavior, without being pushy or feeling guilty? Chloë explains how to use the customer conversation as the “global term for all interactions customers have with your business. A prevalent theme in Chloë’s book, it’s not just talk. It’s about building trust through consistency, great customer service, and getting customers to share their positive experiences with others. Can you stay in control of your own customer conversation? Listen in! About our guest Chloë Thomas is an eCommerce expert focused on eCommerce strategy and marketing, to help eCommerce people make better decisions as they build their path to success. Author of 4 books, keynote speaker, and host of the eCommerce MasterPlan Podcast. Her latest book is currently riding high in the Amazon rankings – Customer Manipulation: How to Influence your Customers to Buy More and Why and Ethical Approach will Always Win. Connect with Chloë Twitter LinkedIn Facebook Google+ Chloë’s site, eCommerce MasterPlan Related Content Customers That Stick® Newsletter, The Customer Conversation, plus a Free Gift 360Connext® post and Slideshare, Changing Customer Behavior: Your Brain Loves a Story Episode 043: When Is it Okay to Hack Customer Behavior? Chloe’s book, Customer Manipulation Sponsor message: Develop your customer experience mission Do you know how to deliver the superior customer experience you visualize? We can help your team become a force for positive change, starting with a customer-centric mission. The Customer Experience Investigators™ at 360Connext specialize in helping companies across industries and around the globe develop and internalize unique and scalable customer-focused missions. To compete with the other 89% of companies staying afloat by providing better experiences, you need a compass for making astounding changes in the customer experience while breaking down the silos that are holding you back. We offer evaluations, workshops, and roadmaps to keep your wheels firmly planted on the road to a customer-centric future. Join us on our mission To Create Fewer Ruined Days for Customers™ today. Visit us at 360Connext.com.   Take care of yourself and take care of your customers. Learn more about your ad choices. Visit megaphone.fm/adchoices

http://www.thesaleswhisperer.com/blog/topic/podcast http://MakeEverySale.com * Global 2,000 and fast-growing startups * We're still salespeople and needing to make our numbers * As salespeople we make it worth their while to meet with us * If you offer value you can still reach decision makers * Provocative * Speak to a universal truth * Small and large companies have similar struggles in that they want and need to grow * Senior leaders have great B.S. meters * What's unique to you and defensible? * Get informed about your prospects * Have empathy * Timeless sales books * " SPIN Selling ( https://amzn.to/2JsKImc ) " * " Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance ( https://amzn.to/2kOyHJM ) " * " The Challenger Sale: Taking Control of the Customer Conversation ( https://amzn.to/2kMqpSL ) " * Sales leaders have different duties and responsibilities * People are people and problems are problems * What kind of impact can you make? * What kind of value do you provide? * The connected-planning space * Sales performance management (SPM), sales effectiveness, and marketing performance solutions. * Salesforce automation * Sales enablement * Go-To-Market Strategies * Where you sell * How you sell * What to sell * Gut feel and institutional knowledge still has value but so does data-driven analyses * They are using artificial intelligence to help big businesses look at the data in an un-biased way * Find that universal truth * Find your one thing * Knock down the silos in your organization *Related Articles:* * Introduction to Sales Enablement ( ../../../blog/introduction-to-sales-enablement ) * How to Select a Lead Management Tool: HubSpot vs Infusionsoft ( ../../../blog/how-to-select-a-sales-process-lead-management-tool/ ) Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy

Jill Konrath is a world-renowned speaker, trainer, consultant and author of "SNAP Selling" and "Selling To Big Companies." She says "Professional Sales Training is What Separates The Big Fish From The Little Fish In Business Success." Today's buyers are so savvy about what's out there and know they have many options and go online to find the answers they need. By the time they get to a sales person they are well-educated and may have an opinion about what they need. Sellers are still stuck in the mode of thinking they must sell and convince and that they are best but the prospect is looking to have a conversation with an intelligent person that can help them. Salespeople must educate themselves about their prospects and get in alignment with them. Drop the sales mentality and seek to serve and help them achieve the goals they are trying to reach. “Take off the stupid sales hat!” Product knowledge without sales skills is worthless. People are overwhelmed and don't want to make a change. If people are meeting with you there is a high likelihood they'll Google you. What will they see? Do you have a “job-hunter” resume on LinkedIn? It may be impressive to a VP of Sales but not to most clients. LinkedIn is a place for anyone to establish a professional appearance and show that you are a real human being to your prospect. This immediately set you apart from every Tom, Dick, and Harry out there. Rapportive ( https://rapportive.com/ ) is a great tool for looking up people online through your browser. LinkedIn is a great tool to help you find information on prospects. Jill uses a saved search for VPs of Sales in technology companies within 50 miles of Minneapolis. (Learn more about Saved Searches.) It also alerts her when there are changes at companies, which tells her when to contact them with new ideas. Don't try to connect with a hot lead at first. See if you have a contact that is connected with them and maybe even call that friend to help you connect with the hot lead. Jill has an eBook, “ Cracking The LinkedIn Sales Code ( http://www.jillkonrath.com/linkedin-sales-code/ ).” Fascinating survey on the difference between top sellers and everyone else. They: * Have really good profiles. * They research far more and far deeper. * They find multiple connections within an account. * Many are active in groups and active in groups that their targeted customers belong to. (There are groups for just about anything.) Join groups but never, ever pitch! Comment. Post interesting information. Be seen as a giver, a helper, as opposed to a taker or shark. (Check out “ Sales Wisdom From The Wild ( http://www.jillkonrath.com/sales-wisdom/ ).”) “ The Challenger Sale: Taking Control of the Customer Conversation ( http://amzn.to/179ONin ).”  Turn yourself into a resourceful person, not just a salesperson. Be a consultant leading with ideas and insight that's valuable. Cold calling still works if you do your homework. People are too busy to listen to someone that hasn't been willing to invest time learning about them prior to meeting. They are very discriminating. Cold Calling will work if you've paid your dues and done your research and crafted a message that speaks directly to the person. But it's not cold then because you've figured out what's important and how to talk to that person as an equal. It's stupid to go to straight to the top of a big company unless you're selling an enterprise solution. You need some ground-changing products or services with insight from the middle to go to the top. But how many of us sell game-changing ideas. Having a script is important and read it out loud a gazillion times but don't memorize it. Make it your own and personalized so it sounds like you're just talking. Most script writing is disgusting. They lead with themselves and their companies and are just boring. Most people have lousy scripts. In the first sentence, you need to sound like a credible resource and the second sentence has to pique curiosity then suggest a logical next step. Knowing how a product is used is more important than knowing all about the product. That helps you ask great questions. Most people haven't had sales training. They've only had product training. The game has changed and so have the customers and their expectations so it's okay to bring in outside help. Your customers are sitting with their fingers on the Delete button. The same with the phone. To set better appointments, have a better premise for setting a meeting in the first place. Just showing up to talk about your stuff makes you easy to blow off. You need to be relevant and high priority. Maybe offer to set a short initial meeting over the phone. People are hesitant to give up an hour or half an hour of their time to a stranger. So start small. So make sure your time is done well. Treat receptionists and executive assistants the same way you treat the decision maker. Focus on business issues. Leave a voicemail and a good message that follows the same pattern if you got them on the phone. Establish credibility and pique curiosity and suggest a time to get together and reference that you're going to send an email. Be creative with leaving a series of emails if the prospect is a big enough opportunity. Don't cram all of your information into one voicemail. If you have three bullet points leave three messages. I don't use war analogies in sales but if you see an opportunity you need to plan on 8-10-12 touches. People are so busy they may just arbitrarily delete even a wonderful message. Send links to articles, a link to a PDF…just keep going until the campaign has run out. And call on multiple people. Learn more about Jill Konrath and her services at her website, JillKonrath.com ( http://www.jillkonrath.com/ ). 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