Podcasts about mycoachsite

Sean Piket is the founder of two companies Sales Integrity and MyCoachSite. Sales Integrity is a sales coaching services provider where Sean is the Chief Sales Coach. MyCoachSite is a coaching delivery software platform where Sean is the Chief Visionary Officer. Sales Integrity has helped sales professionals, leaders and organizations with a complex technical sale to increase sales up to 25% annually. Sean is also in the process of launching the Sales Integrity Podcast and Sales Integrity University in the Fall of 2016, with both initiatives tailored for sales professionals with a complex technical sale.   Connect                                                                                       Twitter – https://twitter.com/seanpiket Linkedin – https://www.linkedin.com/in/seanpiket/ Google+ – https://plus.google.com/106901177978619290845 Clarity – https://clarity.fm/seanpiket SoundCloud – https://soundcloud.com/salesintegrity  Website – http://salesintegrity.com/ Website – http://mycoachsite.com/   People Mentioned Mark Cuban – https://twitter.com/mark_cuban    Resources Trello – https://trello.com/   Books Platform by Michael Hyatt: https://goo.gl/raSUJM

In this episode, the Modern Marketing Podcast welcomes the ‘Modern Sales Guy,’ Sean Piket. Sean is founder and CEO of two successful businesses, Sales Integrity and MyCoachSite, and has over 24 years of experience in “selling the invisible” in the B2B world. He’s participated in the scaling of several companies as a doer and leader and has watched businesses scale from single-digit millions to multimillions.   How do you achieve growth like that? According to Sean, certainly not by ‘winging it.’ Join Adam and Sean as they explain why effectively scaling your business comes down to strategy and preparation plus tips you can apply to boost sales authentically and ethically in your business.   Episode Discussions:   Why you should think twice about hiring a large company sales rep Common hiring mistakes and avoiding high turnover rates Create structure for new hires with the perfect 90-day onboarding plan The 3 meaningful components of a sales operation The 4 cornerstones of lead generation success when generating your own leads How to use LinkedIn's Sales Navigator to get referrals Having the servant leadership attitude The #1 sales killer and the simple solution Common factors of successfully scaled businesses Cultivating a strategic network Why you should get over your fear of asking for referrals How to create free training videos to educate new hires To cold call or not to cold call? The importance of context in sales Human to human connection and the power of the phone Why you should market to customer challenges over goals A prescription for selling success Social selling and how to approach social media strategically Why preparation will make your sales “pop” How to tailor your messaging that targets only your ideal audience 4:32 Sean’s story Started career in IT consulting Sold custom software Has had to sell the invisible in the B2B world Moved to Dallas, TX in 99’ Launched Sales Integrity in 2004 and built his business model around preparation and strategy   6:56 Sean created MyCoachSite (software platform for coaches) after seeing a gap in the market.   7:49 Common factors of successfully scaled businesses: 3 meaningful components of a sales operation: Sales talent Sales performance Sales management A profile of the right sales pro for your company to make good hiring decisions A sound sales recruiting and hiring process in place and a program that allows them to ramp up sales talent at a faster rate than on their own.   10:29 "If you don't provide the structure [for new hires], they're going to go create it themselves."   10:56 How to create free training videos to educate new hires: Use a free tool like Zoom to create video tutorials that get new hires up to speed on your company branding, messaging, products, services, how you go to market, etc. Use as repeatable, reusable orientation material that trains them at the right pace.  "Take them to existing customer meetings as well as prospect meetings. That way they begin with the end in mind." 13:11 Activity to pipeline to results: Have a 90-day onboarding plan Set the expectations and have a good ramp up plan between 30, 60, 90 days Create a checklist to make sure they're tracking towards producing results   15:14 The 4 cornerstones of lead generation success for people responsible for generating their own leads: Referrals Sign up for LinkedIn Sales Navigator and run a search against your own network.   18:23  "91% of customers would gladly give referrals to sales professionals yet 11% of sales professionals actually ask for referrals."   Common reasons people don’t ask for referrals: Lack of understanding how valuable it is Lack of confidence in their product or contribution Don't want to appear sleazy or think it's inappropriate   19:06 Lack of confidence is the #1 sales killer and it comes from lack of preparation.   21:00 “Preparation applies to everything. Anything in life, not just selling.” 21:15 Strategic networking or relationships (4 cornerstones cont.) If you have a servant/leadership attitude (help others first before asking for help), it makes it easy to ask for help — like referrals.   21:54 Social selling (4 cornerstones cont.) Social platforms shorten your time, allow you to develop relationships, and demonstrate credibility where people will be compelled to want to help you. Develop strategic relationships that lead to referrals.   22:30 Systematic sales messaging (4 cornerstones cont.) Combined use of different modes of communication (phone, email, social) Prepare the messaging for different selling scenarios. "If you prepare your messaging for every possible selling scenario, you're going to be supremely confident in those settings. That's what sells."   23:20 Human connection and the power of the phone "A lot of the new internet marketers come on and want to make all this money through affiliate marketing and never talk to people…they don't realize the big money involves a conversation."   26:52 Approaching social media strategically Social technologies make sales and marketing integration important. Integrate sales and marketing by forming a cohesive strategy Have a lead gen plan with stages and steps and assign roles   Social platforms It always comes down to your customer first Find your ideal client profile and identify their unique challenges, issues, and goals (CIG's) Challenge - negative in nature, problem-oriented, pain related Goal - future looking, positive, growth-oriented Issue - Neutral in nature. Occupies space, time, and attention. If not addressed, it becomes a challenge. If addressed, it's an opportunity to become a goal. Pick the top one from each. Focus on the challenge first. Use ideal client profile to target your audience with Facebook Ads, Twitter Ads, and LinkedIn Navigator Address their pain and position your products and services as the solution   31:06 Each social platform has their “power talkers” who express every thought. Use their feedback to tailor your messaging.   33:27 Mindset is key Take time in a quiet moment to think through your business Be strategic - Step back, look at things objectively and form a plan Follow through   37:37 "A prescription for selling success." Create a simple template that allows you and/or sales reps to come up with 3 lead generating campaigns.   Connect with Virtual Sean: SalesIntegrity.com MasterComplexSelling.com - Free 7-day video email course   Mentioned in this episode: Episode #2 - The Customer Avatar Episode #3 - Free Customer Market Research LinkedIn Sales Navigator Zoom   Click here to subscribe via iTunes Modern Marketing on Stitcher Modern Marketing on Pocket Casts 

Bob Minshall is the GM/COO of MyCoachSite, a coaching enablement software provider. With 30+ years experience in the tech industry, Bob has a proven track record selling technology-related products and services such as storage, server, networking, software, professional services and cloud applications. Bob imparts his wisdom to the B2B tech sales world by answering questions related to lead generation, social selling, cold calling, sales process management, closing skills and furthermore Bob sets the benchmark time for the show’s signature “sales cycle” round of rapid fire questions. Take a listen to learn some value nuggets Bob provides during this compelling Wisdom Wednesday interview.

Sean Piket is the founder of two companies: 1) Sales Integrity – a sales coaching services provider where Sean is the Chief Sales Coach; and 2) MyCoachSite – a coaching delivery software platform where Sean is the Chief Visionary Officer. Sales Integrity has helped sales professionals, leaders and organizations with a complex technical sale to increase sales up to 25% annually.  Sean is also in the process of  launching the Sales Integrity Podcast and Sales Integrity University in the Fall of 2016, with both initiatives tailored for sales professionals with a complex technical sale.