Podcasts about non sales professionals

Today's guest is a communication maestro. He is an influencer, author, and speaker who has carved a niche in helping individuals and organizations succeed through effective communication. He started his entrepreneurial journey at 14, turning a weekend car wash gig into a thriving business where he made more money than his teachers by age 15. He's led sales teams, guided Premier League Football Clubs, and played a pivotal role in growing a real estate business to over $240 million in revenue. With a track record spanning 800 industries across 59 countries and five continents, his insights have transformed countless careers. Best known for his international best-seller, “Exactly What to Say – The Magic Words for Influence and Impact,” (over a million copies sold!) he has become a sought-after author, speaker, and advisor. He is on a mission to help people master the art of conversation, ask the right questions, and make every word count. His entrepreneurial success story includes founding five multi-million dollar companies, being the youngest ever winner of the British Excellence of Sales and Marketing Award, being inducted into the National Speakers Association Hall of Fame, and writing seven best-selling business books and one gorgeous children's book, “The Magic of Words.” Please join me in welcoming Phil M. Jones. Discover how Phil M. Jones turned teenage entrepreneurship into a global influence and what makes his communication skills truly magical. In this episode, we discuss: ➡️ Leadership is not a fixed concept; it evolves with responsibility and growth. ➡️ Genuine curiosity is a powerful tool that enhances personal connections and opens up opportunities. ➡️ Embracing continuous learning and adaptation is key to personal and professional growth. ➡️ Balancing the management of a current business while developing a new one keeps the drive for future success alive. Tune in to learn how to sprinkle some magic into your conversations and turn your words into powerful tools for success! Links Phil Jones on LinkedIn, Instagram, and X. www.philmjones.com Books mentioned in this episode: “Prove It: Exactly How Modern Marketers Earn Trust” by Melanie Deziel & Phil Jones “The Work Before the Work: The Hidden Habits Elite Sales Professionals Use to Outperform the Competition” by Paul Caffrey & Phil Jones “Exactly What to Say: The Magic Words for Influence and Impact” by Phil Jones “The Magic Of Words” by Phil Jones, Evie Jones, and Nina Khalova “Exactly How to Sell: The Sales Guide for Non-Sales Professionals” by Phil Jones “Three Tools for Tackling Tough Conversations” by Phil Jones “Exactly What to Say: For Real Estate Agents” by Phile Jones, Chris Smith, and Jimmy Mackin “How to Persuade and Get Paid: The Sales Workshop for Everyone” by Phil Jones “Exactly Where to Start: The Practical Guide to Turn Your BIG Idea into Reality” by Phil Jones “Palabras Mágicas: 17 formas de influenciar, persuadir y animar a la gente a actuar (Spanish Edition)” by Phil Jones “Straight Forward – To more Appointments” by Phil Jones “Magic Words” by Phil Jones On the Schmooze is a podcast that features interviews with talented professionals who have overcome challenges to achieve success. I ask probing questions, and guests share untold stories about their leadership journey and how they built and sustained their professional network. Subscribing (or following) and leaving a rating and review wherever you are listening helps this podcast be discovered. Learn more about your ad choices. Visit megaphone.fm/adchoices

S3. Ep 2. | Cockroach Marketing with Leonard Atlas | WTF do cockroaches have to do with marketing?! Leonard Atlas is the savviest of salespeople and he knows exactly how to get attention from those who can benefit from your services and who are willing to pay for that value. We're publishing this episode along with our Season 3 Premiere to give you a head start on his upcoming workshop deal: From Leonard to all the lawyers and non-lawyers listening: "80/20 Professional Sales for Non-Sales Professionals is a topic that lawyers and firms that are frustrated by the lack of rainmaking or the lack of consistency and predictability historically can all be addressed and improved. The 80/20 Sales General 3-day intro Workshop will be held on Oct 10-12. Learn more by clicking here. Shop Leonard's Book Here Email Leonard at Atlas@MissionProfitable.com with "LawyerLimor Discount" in the Subject Line of your email for 50% DISCOUNT TO THE WORKSHOP! That's $1500 instead of the $3000 price tag! Follow me @LawyerLimor: Newsletter, Amazon Storefront, Instagram, TikTok, LimCord, YouTube “Drawing On Rooftops” | Artist: Head Chip | Written By: Michael Baiardi | Courtesy Of: Soundfile Music | ⁠⁠www.soundfilemusic.com⁠⁠ DISCLAIMER: This podcast is for entertainment purposes only. The opinions expressed on this podcast are not legal advice that can be relied on. They are based solely on the limited information provided. These opinions do not create any attorney client relationship. Those seeking legal advice should contact an attorney in the appropriate jurisdiction and practice area. contact@loveandorderpodcast.com | THANK YOU FOR YOUR ONGOING SUPPORT |

Womenlines is delighted to welcome Manish Tiwari, an exceptional sales coach, as part of our team, to empower individuals in the field of sales and help them achieve remarkable success. Sales, widely acknowledged as the backbone of any business, hold immense importance in driving growth and achieving success. recognizing the importance of sales in driving business success, Womenlines is thrilled to welcome Manish Tiwari as our esteemed sales coach. We are excited to announce that Manish will be sharing his valuable insights and expertise through monthly videos (Sales Bytes with Manish), providing our audience with valuable sales tips. We eagerly anticipate the impact his knowledge will have on our community. With his expertise as a Solutions Sales Skills & Mindset Building Expert, Manish will contribute invaluable insights and guidance to our audience at Womenlines. In the interview provided above, Manish shares his anticipation for the upcoming months and how our audience can benefit from his knowledge and expertise. With an impressive track record spanning over 23 years as a business leader, Manish has gained invaluable insights and expertise in building and scaling startups, leading sales teams, and coaching professionals for career growth and success. His extensive experience has shaped his skills and mindset, making him a valuable asset to our community. What sets Manish apart is his commitment to continuous learning and development. He has attended and implemented lessons from renowned sales training programs worldwide, including Professional Selling Skills from Achieve Global, Conceptual Selling, Strategic Selling, and SPIN Sales. This comprehensive knowledge equips him to provide effective guidance and strategies to sales professionals. Throughout his career, Manish has made significant contributions to various companies, such as Global Tele Systems, Teamlease, Adecco, ESI International (now part of Korn Ferry), Labournet, and Oustlabs. In his last corporate role as VP of Business Growth at Betterplace, a series C-funded startup, he achieved remarkable milestones, doubling revenue and acquiring and retaining valuable clients. Manish holds a full-time MBA from the Goa Institute of Management and a Coaching Foundation Certification from Coacharya, which aligns with the International Coach Federation (ICF) standards. Additionally, he completed a Strategy Execution Certification program at Stanford University, further enhancing his expertise in driving business success. Beyond his corporate engagements, Manish actively engages in speaking, coaching, training, and mentoring assignments for esteemed Indian companies and multinational corporations, focusing on mid and senior-level executives. His sessions cover a wide range of topics, including Prospecting for Success, Sales Mindset & Skills for Non-Sales Professionals, Coaching & Goal Setting, Solution Selling, and Negotiation and Closing Techniques. One of Manish's passions lies in elevating the sales profession and enabling sales and business leaders to achieve greater success and fulfilment. He places special emphasis on building sales and leadership capabilities among women professionals and business owners. His dedication to this cause aligns perfectly with Womenlines' vision of empowering women in their professional journeys. We are honoured to have Manish join Womenlines as our sales coach, bringing his wealth of knowledge, experience, and passion to help our community excel in the field of sales. We encourage you to connect with him, explore his expertise, and benefit from his guidance. Together, let's embrace the power of sales and strive for excellence! If you have any questions related to sales, please don't hesitate to write them in the comment section below. Stay tuned for next month's video, where Manish will provide answers and insights to address your inquiries. Sales Coach Manish

Do you ever find yourself in the position of needing to sell your services, but worrying about how you can remain authentic? Whether you are looking for a job, raising money for a cause, or trying to start a business, you are in sales. Unless we're officially “in sales,” we are not always comfortable with the idea of asking for something.

In this episode, Mike and Jody discuss a listener question regarding the Catalyst Sale Frameworks. Questions Answered: Why is it that the Catalyst Sale Frameworks are effective not just for sales, but for other areas of life? How does it change things to have a plan? Where else can the frameworks apply? How often do you think of the frameworks being used outside of sales? Why did you decide that The Reset was worth doing? Key Takeaways: Sales is Life and Life is Sales. In any engagement, you are likely trying to compel someone to take action. There is a direct correlation between the stuff we do everyday and sales. Life skills - communication, gathering data & conducting research, leveraging story, time management, project management. Having a plan creates a higher level of predictability that you will reach the desired outcome. By applying these processes and frameworks, you can get better in sales and in life. Sales for Non-Sales Professionals is for anyone who is interested in solving problems, in moving things forward, is interested in helping and transition in their lives or in the lives of others.  Sales for Non-Sales Professionals shows you how to use sales frameworks in the work you do to improve your ability and execute. The Reset and Sales - sales is about connecting the dots between a problem and a solution. The Reset helps connect the dots between your problem/goal and the solution. Work With Catalyst Sale: Listen to our free resource (this podcast) and then put the action items into practice. Share your work with us via Twitter or hello@catalystsale.com Invest in a Catalyst Sale course - self directed. Find our courses here  Hire us as a consultant/advisor within your team or organization  Thank You  Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. This podcast is brought to you by Catalyst Sale - you can learn more about Catalyst Sale, and the products and services we provide via the following links. Growth Acceleration - Plateau Breakthrough Product Market Fit

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

Sales, like most everything, is a process. It's a process that we can think about and strategize around but it's also a process we often complicate. This can be especially dangerous when a non-sales professional is tasked with closing the deal.  Today's guest, Mike Simmons, is an expert in helping people who don't sell...sell. He founded his company, Catalyst Sale, to help founders and CEOs to build sales teams that use technology that works for them. Mike isn't into selling products he's into a sales process that "understands how to connect the right people, at the right time, to help navigate through the noise." Today we dump the sales puzzle on the table and establish a strategy for putting it back together and keeping it together.  On today's podcast… 1:00 - Delightfully unrefined Dad jokes 4:00 - Talking to clients like you talk to family 7:09 - Adding layers to your conversation don't necessarily move your sale forward 12:12 - The process before the putt: The steps you can't skip in sales 16:33 - The importance of call planning and what you should plan for 19:46 - Don't work like a washing machine 23:30 - Connecting the client to an experience 28:12 - Getting stuck on the next step of the sale We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die Hidden Stories with Jeremy Fulkerson Wheelbarrow Profits Women Your Mother Warned You About The Get Attitude Podcast with Glenn Bill  

Demystify Sales - a Catalyst Sale Course I'm really excited to announce the launch of Demystify Sales - Sales for Non-Sales Professionals.  The intention is to help folks like you with a framework, approach, methods, and tools that will improve your capability, confidence, and success when it comes to generating revenue in your business. I look forward to your questions, your participation, and hearing about your success. Questions Discussed Why a course? How was the content was developed? Who is the course for? How did we decide what to include and what to cut? Where can we find the course? Key Takeaways There is a framework, approach, set of tools that you can use to increase your capability Sales is about helping people solve problems. Problems are known or unknown Solutions are unknown or known Practical application - We share how you can put this into practice, and demonstrate this via digital whiteboarding, using the tools provided in the course. Tools you can use in your business Call Plan Account Plan Territory Plan Time Tracker Note Cards Revenue Operations Model Sales Skills Get the course, do the work, put it into practice. Show Links Demystify Sales - Sales for Non-Sales Professionals Catalyst Sale Courses Catalyst Sale Call to Action Buy the course, do the work, and let us know how this has impacted you and your business. Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystify Sales - the course Are you looking for a way to improve your capability in sales, and grow your business? Would you like a framework, methods, approach, and tools that can help you put the concepts discussed on the podcast, into practice? This course is designed for you. We will apply the Revenue Operations Framework (Know your Customer, Know your Business, Know your Approach) and the foundational Sales Skills (Gathering Data, Story, Time Management, Project Management), to help you design your playbook, and start executing. Thank you

Own the Outcome I'm owning the outcome - last week we missed the first weekly podcast release since our launch. This episode demonstrates how far in advance we record many of these episodes. One of my favorite quotes/mantras/sayings is "Control what you can Control" - this is related to the serenity prayer. This week - I'm going to go light on the show notes.  Let me know if you value the more detailed notes we provide, or if the short summary is valuable enough. And yes - Jody's team won the cup. Show Links Catalyst Sale Catalyst Sale Course Interest List - Demystify Sales Catalyst Sale Podcast 7-Ps Podcast Episode Call To Action How do you own the outcome? - Let us know via Twitter, LinkedIn or Facebook Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit Demystifying Sales - Sales for Non-Sales Professionals

Do you struggle with the right words in sales conversations? Are you wondering if there were some magic words, that you could use and so you could know EXACTLY what to say? Join me for a conversation with Phil M. Jones, discussing his new book The Sales Guide for Non-Sales Professionals and his previous book Exactly What To Say. Get a copy of any and all of Phil M. Jones's books on Amazon; The sales guide for non-sales professionals; Exactly How to Sell walks you through a tried and true process... Give this a watch. So impactful.

Proper Prior Planning Prevents Poor Performance  Lack of planning can put you in a bad place - how do you avoid this? It is important to have the tools in your toolbox, but you actually have to use them, and they need to be ready when you need them. This week on the Catalyst Sale Podcast we discuss checklists, thinking through scenarios, and planning. Thanks for listening, and for sharing with a colleague. Questions Discussed What's the worst that can happen? How is anticipation a part of preparation? How can a SMILE save your day? Key Takeaways Always look left before going through intersections It is not enough to be prepared, you have to execute. It is one thing to have the tools, have the checklist. It is another thing to make sure you are ready to use them when it counts. The fundamentals are critical Asking effective questions is a good step.  One you should consider is "What's the worst that can happen?" Always have an out, always have a backup plan. Leverage concepts like the "Crush Workshop" to anticipate competitive threats and better understand your competition. You can use anticipation to prepare for the questions that you may be asked.  (i.e. what's the most challenging question they/audience can ask?) You will never be prepared for every situation, but by putting these concepts into practice, you can minimize your risk. Routines are very important. The patterns we repeat set expectations for our customers.  Jody shares a story where this had a direct impact on a park ranger. Continue the conversation via hello@catalystsale.com or via the live chat at https://catalystsale.com "Everybody has a plan until they get punched in the face" - Mike Tyson Links Catalyst Sale Planning Templates Building a Sales Territory Plan Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong Live chat with us on the Catalyst Sale Website Catalyst Sale Workshops & Training Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.

Your First 90 Days, Some DO's and DON'Ts This week on the Catalyst Sale podcast we talk about your first 90 days in a new role, or with a new organization.  Mike & Jody discuss some of their experiences in onboarding, considerations, and some general do's and don'ts. Thank you for listening to the Catalyst Sale Podcast.  You can find additional episodes at https://catalystsale.com/podcast  Questions Discussed What advice do we have for people who are taking on a new role? What type of information are you trying to gather in the first 90 days? How do you go about "learning" in the first 90 day period? Is there anything that you should NOT do during the transition period? What is one thing that we/I can do tomorrow to help make the first 90 days more successful? Key Takeaways Whether onboarding a new client or moving into a new role in an organization, keep in mind - you don't know what you don't know. 30/60/90/180/365 plans are important.  Failing to plan is a plan to fail. Try to remove or limit your preconceived notions. Listen & Learn as much as you can in that first 90 day period. Try to identify both the formal & informal leaders. Get to know your colleagues. Questions you can ask Why do you do the work that you do? What are some of the things the previous person did really well? Where did they struggle? What do you wish you knew in your first 90 days, that you know now? Do the research. Know the organization and the people, look for things that you may have in common. It is likely that one of the first people you will engage with is a member of the HR team.  When you are working with HR, take the time to ask some questions. Build Rapport Gather Information Ask Questions Find people who are in a similar role. Be cognizant of their time. Have a plan. Have a conversation with the person who hired you, or brought you into the organization.  Work with them to identify and clarify expectations. Be really careful about trying to implement new things, take the first 90 days to listen & learn. Things you can do to improve your success... Take notes Identify patterns Do NOT assume things Find your advocates within the organization. Don't let others control your calendar. Links Blind Spots Making The Transition from Inside to Field Sales @simmons_m on Twitter Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong Catalyst Sale Website Catalyst Sale Workshops & Training Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.  

Sales for Non-Sales Professionals Part II - Workshop Feedback and Lessons Learned This week on the Catalyst Sale Podcast we share feedback captured from the "Sales for Non-Sales Professionals" workshops we have facilitated, discuss some general lessons learned, and provide a brief overview of the Catalyst Sale Process. Questions Discussed What did we learn? How did this change the course? What were some of the common questions asked? What was it about the process slide that led to the detailed discussion around process? What is the Catalyst Sale Process? Why were the participants interested in the process? Lessons learned. The expectation was that we would have people who were interested in sales, but not necessarily interested in selling.  ~75% of the participants were people who were not in a sales role, but are being asked to sell. We ended up spending over an hour on the sales process.  I did not expect this. We thought we would start with definitions, then move into concepts.  A significant amount of time was spent on definitions. The discussion around business acumen and knowing your business was very active.  Leverage resources like your 10K, About Us pages, and Job Descriptions. "Asking Effective Questions" was also a very popular topic.  You can do this well by keeping the questions simple and by conducting your research in advance.  Catalyst Sale Process Validation – do I see the potential for a business relationship between both organizations? Qualification – This is where we build out the customer story Fit – Based on what we know about the customer, can we solve their problem? Feasibility – Can the customer implement? Proposal – The solution in the context of the customer, costs, timeline, etc. Closed Won – Contract is executed. Confirmation – Did we do what we said we were going to do? Agenda for the Workshop Definitions Research Asking Effective Questions Evaluating Fit/Feasibility Alignment with the Business Improve Execution The Process Links Sales for Non-Sales Professionals - version 3 - 9/27/2018 at ASU SkySong Catalyst Sale Website Catalyst Sale Workshops & Training Thank You  Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.

"Exactly How to Sell: The Sales Guide for Non-Sales Professionals" by Phil M. Jones. Click here for show notes! https://www.salesartillery.com/marketing-book-podcast/exactly-how-to-sell-phil-jones

Sales for Non-Sales Professionals A segment of the audience who listens to the Catalyst Sale podcast are not practicing sales professionals.  This week we discuss some high-level topics related to sales for non-sales professionals.  For the sales pros out there, some of this may be a little basic, but you may want to share it with other members of your organization. Questions Discussed Why is sales an interesting topic to those who are not in sales? What comes to mind when thinking about sales for non-sales professionals? How does sales apply in a non-sales role? Key Takeaways Everybody sells We are all trading something, sometimes it is time, sometimes it is insight, sometimes it is information Sales for Non-Sales Professionals is one of the workshops we facilitate at Catalyst Sale. Sales is the activity that leads toward a business transaction Success is often measured by the dollars generated, number of people or number of companies you expose to your product. Sales is about connecting a problem to a solution. A core component of sales is influence. How do you influence others?  Communication, Empathy, Listening, these are all skills that are important. We can get better with influence by understanding general sales best practices. Influence requires listening, gathering information, and delivering the solution in the context of what is important to the individual. Vocabulary plays a big role in this discussion as well. Quota - the sales professionals target for a given timeframe (year, quarter, month) Activity metrics - the number of calls, number of proposals, number of demos.  These can be leading indicators for an organization. The sales team's ability to meet objectives can have a significant impact on other aspects of the organization, including investment. Take the time to ask people questions about their roles within the organization. Be cognizant of the time period and time of year. i.e. budget planning and award periods, or mid-year/beginning of the year kickoffs. As a sales rep leverage the other members of your team to improve and shift your perspective. Salespeople are people - they are human. Show Links Catalyst Sale Twitter LinkedIn hello@catalystsale.com Territory Planning that Works Catalyst Sale Workshops & Training Thank you Thank you for rating and reviewing the podcast via iTunes, Google Play, or your favorite podcast platform.  Ratings & reviews help others discover the podcast - thank you for helping us get our message out to the community. Please send listener questions and feedback to hello@catalystsale.com or contact us directly on twitter, facebook or LinkedIn. Catalyst Sale Service Offerings Growth Acceleration - Plateau Breakthrough Product Market Fit ---------------------- Subscribe to the Catalyst Sale Podcast Subscribe via iTunes Subscribe via Google Play Catalyst Sale In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.  Sales is a Thinking Process.  

Hey Shareable listeners! We're back with brand new episodes! For our first bonus episode, we have special guest, Phil M Jones. Phil Jones entered the business world at the age of 14 by hiring his friends to wash cars. Since then he has owned several businesses ranging in services from landscaping to printing. In 2008, he decided it was time to dedicate his future to helping others to succeed. Through his experience in sales, he found that it's often misunderstood as creating unjustified hype; he aims to demystify this process in his book and workshops. In this episode, Phil shares some of his knowledge about how to improve your sales techniques. One key takeaway is that in order to make a sale a salesperson must first convince themselves that they can deliver on their promises. He also mentions several ways of connecting emotional attachment to the decision making process. Ultimately, there is no one-size-fits-all solution, but every sales begins by asking the right questions. Go ahead take a listen! We've kept you waiting long enough! Download this Episode SHOW DETAILS Running time: 53:02  Subscribe on iTunes and leave us a review SHOW NOTES (5:18) - Why does everyone look for the silver bullet for overwhelming success, when they just need to be 5% or 10% better? This push for giant metrics of improvement creates an unnecessary anxiety that limits success. Instead, people need to look for areas of continuous improvement. Look at what you are doing and see where you can add elements of success. The difference between people who are doing fine and those who are very successful are those marginal differences of reflection and review. (11:21) - Do you think it is possible to get anybody to fall in love with sales? Yes - but on one condition. The first sale that needs to happen must be on yourself. You must convince yourself that you can convince. You must have an internal belief that you can deliver on your promises. As sales people, we are looking to assist the decision making process. In order to help, we need to believe in what we are fighting for. (20:59) - How do you find the right words that sell? Look at conversation patterns to find where conversations were being controlled in the right way. You need to set yourself up by prefacing the sale with the right questions. After asking questions with ubiquitous subjectivity. Phil always use the magic words, "I bet your a bit like me." By asking the right questions in a logical order, you can guide the consumer through the decision making process step-by-step. Phil says he could never recommend anything to anybody unless he could say these words "because of the fact that you said..." This is the final step from transitioning the consumer from the subjective questions to the realization of the need. (33:05) - How do you decide which questions to ask in different scenarios? It’s all about having the right tools to use at the right time. Phil has one basic framework that he has found works very well. It’s a three step process. Ask a question about their future backed with linear probing to fully understand their vision. This will allow the customer to picture their desired future. Ask they feel about that hypothetical future. This allows the customer to get a taste of that desired emotion. Ask what would the consequences would there be if that future didn’t come true. These questions create urgency to act on their emotions. (45:14) - Do you think that any business can benefit from a positioning document? It is not about having the document or not. The question should be more concerned with do you receive leads from that method that allows you to have a conversation. First find the right questions and then find the right tools that help facilitate conversations. ADDITIONAL NOTES The book that Jeff and Phil refer to in this podcast is "Exactly What to Say: The Magic Words for Influence and Impact." It will teach you the tactics of persuasive language to help you make the sale or successfully navigate any conversation. You can buy this on Amazon. Phil has an upcoming book called "Exactly How to Sell: The Sales Guide for Non-Sales Professionals” that will be released early next year. It is a distillation of the sales process for those of you looking for how you can apply this logic to any conversation. You can pre-order this book on Amazon. Email Phil Phil's website Phil on Facebook @philmjonesuk on Twitter Phil on LinkedIn Phil on YouTube Phil on SoundCloud CONNECT WITH JEFF Email Jeff @JGibbard on Twitter Jeff on Facebook Jeff on Linkedin (make sure to introduce yourself) Jeff on Instagram Jeff on Snapchat CONNECT WITH CAROLINE Email Caroline Caroline on Twitter Caroline on LinkedIn CONNECT WITH THE SHOW Call us Follow us on Instagram Follow us Twitter Like us on Facebook Listen on YouTube SPECIAL THANKS TO Ray, our Audio Engineer. Thanks for cleaning up our voices and adding all that sexy production value. Kurtis, our intern. Thanks for all creating the show notes for this episode! Your host Jeff Gibbard. He made sure this episode made it through production even though we've been super busy. Thank you :)

Phil M Jones, President and CEO of Philmjones International, joins the Social Pros Podcast to discuss ways to create more successful opportunities through conversation.   Special thanks to our sponsors: Salesforce Marketing Cloud (Magic Moments: How to Create Inspired Marketing to Amaze Your Customers: candc.dl/amazecustomers) Convince & Convert (Experience This! Show: experiencethisshow.com) Yext (The Everywhere Brand: http://offers.yext.com/everywherebrand)   In This Episode How to motivate people better Why creating mental images for customers is so powerful How to relate to a customer to open the opportunity to make a recommendation How to create “just one more thing” moments How to create opportunities with questions   Resources The Complete Guide to Social Media for B2B Marketers Brandwatch HYP3R Exactly What to Say: The Magic Words for Influence and Impact Exactly How to Sell: The Sales Guide for Non-Sales Professionals   Visit SocialPros.com for more insights from your favorite social media marketers.

“Do the simple things first. When you’re starting out, prospecting doesn’t seem scalable, but it allows you to gain the insight that ultimately leads to you doing the scalable things right. I like to say “prospect from success” – don’t make things harder than they are. If you found an area in which you have been successful, a type of prospect or a prospect whose social network you can tap into, pursue that.”   Today my special guest is Brendan Alan Barrett of Barrett Development. Brendan is a top sales producer who has generated millions of dollars in revenue. In addition to running his own sales organization in the civil engineering and construction industry, Brendan provides coaching and consulting to sales teams and business owners. In this episode we talk about Brendan’s sales journey, tips on prospecting for first-time sellers, his own prospecting process and why he decided to grow a personal brand. If you’re a solopreneur, first-time seller or a non-sales professional, you’re in for a treat.   What is prospecting? Prospecting is not about just driving people towards a purchasing decision; it’s about marketing research too. If you’re a first-time seller, you have an idea of who your buyer persona is, but until you actually get in the trenches and start talking to these people, you might quickly find out that it’s only a fraction of those people who from afar look like your ideal buyer persona, and now you’re going to start to gain insight as to why. And so you can pivot your approach to focus just on those people. If it’s your first time prospecting… Lower the bar. You don’t have to go in there hard; you don’t have to go in there bull-headed. You’re just having a conversation with another human being. Let it just be that. You start asking them questions; get them talking about them and as you have an authentic, legitimate conversation with somebody, bits of information and insight will come out. You’ll quickly be able to understand, “Hey, is this guy my prospective buyer? Maybe he is, maybe he isn’t. If he isn’t, maybe he knows 5 or 6 people that I should go talk to instead.” The main stumbling block in sales for entrepreneurs I think it’s very similar to my own experience in that we all have this preconceived notions about what it’s going to be like to go interrupt somebody’s day and try to generate a relationship out of thin air and how authentic can that be? We really question ourselves. Still, a big portion of my business is built on prospecting, which is very much an interruption form of marketing. But when done right, it can lead into permission marketing – and that’s ultimately the goal. When I’m prospecting, it’s not to sell; it’s to qualify somebody first, exchange in a dialogue and then get them to give me permission to sell. If I’m talking with somebody and they ask me, “Well how much would it cost to do x?” That’s the grand slam. That’s how it’s supposed to happen. The importance of following up We’re busy people. I think that’s another thing first time sellers struggle with, is not having their messages, their voice mails returned, or their emails responded to. It’s not that they’re not interested; it’s not that they don’t care or they think you’re a dirtbag for bothering them. It’s that they’re busy, and there’s a lot of white noise, and until you follow up and establish yourself as somebody whose message is legitimate enough and that they’re important enough to continue to follow up with, you’re not going to have that first conversation. Sometimes it’s that follow up it takes just to qualify them to continue pursuing them as a prospect so that you can win that permission to start selling to them, to enter into a discovery phase.   Mentions Connect with Brendan on LinkedIn, Twitter or Facebook Visit Brendan’s website at http://startinphx.com/ and http://www.brendanbarrett.com/ Get in on Brendan’s 7-day Sales Challenge at http://startinphx.com/closebiggersales/