Podcasts about Prospecting

The science of getting to the first “hello” has become a must-know skill for today's modern seller. With so many marketing and sales distractions, coupled with the plethora of options the modern buyer has at their fingertips – the “spray and pray” method of prospecting is quickly becoming obsolete. In this episode of the Modern Selling Podcast, we switch things up and share a recent conversation I had with Greg Reffner in his podcast, The Abstrakt Podcast. We dive deep into the state of prospecting to explore what's working, what's not, and how modern sellers can leverage innovative new techniques to reach more prospects on the platforms they use. Make sure to download and listen to the full episode to get a front row seat to the winning prospecting strategies we use, here at Vegrenso, to get more hellos. What's the current state of prospecting? In this new digital world, selling has become harder than ever before. To better understand the current challenges facing today's sales leaders, we asked 1,295 sales professionals a simple, yet powerful question: What is the hardest part of the sales cycle?  Over the past 2 years that we have asked this question, the hardest part of the sales cycle has consistently been: prospecting. In fact, according to our October 2021 survey, 69% of sellers say that getting the first sales conversation is the most time-consuming part of the entire sales cycle. This reveals that we have a major problem when it comes to sellers being able to earn the right to even get a response back from a prospect. Join the conversation to hear what new sales enablement tools that I recommend sales leaders use to improve the prospecting of their sales teams. Why is prospecting so hard? With prospecting being the most challenging part of the sales cycle, the question then becomes: why is this the case? In my 25 years in B2B sales, I've found that there are a few reasons why prospecting is so challenging for today's modern seller: More tech does not mean more success. Sales enablement leaders are very quick to invest in more sales tools to help increase prospecting success. However, without the right sales training and support, sales teams will still struggle to make quota. The key isn't in getting the latest sales tool, it is in how sales leaders and sales reps are trained to use that tool effectively. Prospects are increasingly more distracted. With the average person receiving 5,000 marketing messages a day, our prospects have become numb to what I refer to as “digital pollution”. From the many emails, text messages, social media DMs, and phone calls, it's hard to stand out from the growing sales crowd that is vying for your prospect's attention. Lack of personalization. With information coming at our prospect from all directions, they're able to spot a sales pitch a mile away. That's why personalization has become so important to break through the white noise in their inbox. The days of using generic, impersonal cold outreach messages are gone, and sales leaders must train their teams to know exactly how to craft personalized messages to get people to want to open and read them. Listen in to the conversation to hear the specific personalization strategy I share that could be an absolute game-changer for your sales team. How to Master the Art of Prospecting Even just two years ago, how we prospected was almost completely different. The COVID-19 pandemic has ushered in a whole new virtual selling environment that so many companies have been slow to adapt to. Many people are working remotely, so getting someone on the phone has become even more challenging. Even the level of technology your prospect has access to, to prevent calls and sales emails, has exploded. People can re-route unknown phone numbers to voicemail or block them altogether and SPAM filters have become sophisticated enough to prevent your outreach messages from reaching your prospect's inbox. That's why to sell to today's modern buyer, you need to master a very different approach. Sales reps have to be willing to meet their B2B buyers where they are, on the platforms they choose to interact on. For example, some buyers may be more responsive via email, others may prefer to communicate through LinkedIn messenger (or even leaving LinkedIn voice messages), and others may be easier to reach by phone. The point is that sales organizations have to understand this new cluttered sales space we're in and be flexible to accommodate the modern buyer's communication preferences. Tune into the full discussion and listen for the eight different connection points sales teams need to be focusing on to reach prospects. The Three Steps of Effective Prospecting To reach and engage with the modern B2B buyer, sales teams must follow a proven prospecting formula. It's not about sending out more emails or more messages because what really moves the needle is to send the right messages, written in the right way, that will speak to your prospect's pain points in a new way. At Vengreso, we teach the PVC Sales Methodology for Prospecting that shows sales teams how to master the art of cold outreach. We emphasize the importance of quality over quantity, so that sales organizations can get the most out of their prospecting efforts. The strategy of sending out hundreds of generic messages or making hundreds of cold calls won't help you get traction with today's modern buyer. Instead, to attract and engage with B2B buyers effectively, I strongly advocate using the PVC Method of: personalization, value, and call-to-action in every sales message that is sent to all of your prospects.  When your sales team knows how to personalize messages and include value-driven content in not just what they send to prospects, but also in what they post on social media, then you will be able to attract prospects that want and need what you have to offer. So, no matter if you focus on sales calls, emails, or social selling – using the PVC approach will help to increase the level of engagement and responses from your prospects.  Listen to the conversation and hear the highly tailored prospecting methods Vengreso's sales team uses to increase our sales pipeline and prospect better (and faster)!

The number of leads you convert and the amount of money you make define the success of your network marketing business. So how do you get good at it? I'm here to help you out! “Prospecting and Converting are two words that make people nervous… when you take the fear out of them, that's when you get good at it.” More juicy resources:https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download/

Quick—what part of your job do you enjoy the least? If you're like most salespeople, you probably said prospecting. All the cold emails, the endless follow-ups, the calling, and the relentless slog of “no” after “no.” While there's a time and a place for prospecting, if you've already got a long list of current clients, […]

What is the difference between Information, Knowledge and Wisdom?  How important is good judgement on a daily basis?  What makes you more successful than others? What has the greatest influence in the purchasing process?  If you are interested in hearing more… Stay tuned as Bill and I discuss the Importance of Specialized Knowledge and other cool ideas on episode 495 of the Winning at Selling Podcast.

Dream big and make it happen! The opportunity to start again in your network marketing business is a golden ticket to make it bigger, better and stronger. Big goals take big time and effort to achieve, so I'm sharing with you my 20+ years of experience in the industry to help you get where you wanna go. “You gotta work on YOU first before you take your business to another level.” 00:00 - Episode intro 01:16 - You need to have BIG goals because… 04:34 - How the FREE 100 Boxes Challenge can help you grow your business 06:28 - Here's how to go back to the basics and build the right foundation 08:23 - When someone reaches out to you about your products or business, what should you do? 10:43 - What to do when you're relaunching/rebuilding your business 13:35 - Look for people with WHIP because… 15:09 - Start playing big by following these tips 19:45 - Be okay with… 22:40 - You have to have this type of mindset! 23:32 - Stop doing this right now! 24:09 - And start doing this instead! 25:11 - Episode outro More juicy resources:https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download/

One of the most frequently asked questions we get comes from new real estate agents and other new entrepreneurs who, frankly, don't know where to begin. They've gotten their licenses, certifications, office space, and what have you, but 6 months later, they're still without a client or deal. So we've decided to review what you should be doing in your first 30 days as a new real estate agent or other entrepreneur to ensure you build a solid foundation for a successful business. And you can get more in-depth information and added details not included in the episode from our show notes. Visit www.staypaidpodcast.com.   Connect | Resources  Blog: How to Build an Effective Contact Database in Under 5 Minutes  Blog: Get to Know Your Clients with the F.O.R.D. Method    0:00     Introduction  1:09     Action 1: Start to establish your brand  3:15     Action 2: Select a CRM  5:46     Action 3: Start building your list  8:37     Action 4: Start prospecting  9:57     Action 5: Become a sponge; learn  12:51   Action Item 

Tips for finding even greater success with your prospecting and onboarding process.  https://bit.ly/3K8ewRu 

FOUR ACTIONABLE TAKEAWAYSEat the frog by committing to prospecting first thing in the morning.Handle objections differently with a ledge (ledge > disrupt statement > ask).Handle ‘existing solution' objections by offering value to keep the other guys honest.Get past gatekeepers with respect, giving specific value, and providing social proof.PATH TO PRESIDENT'S CLUBCEO @ Sales GravyAuthor or 13 books including Fanatical Prospecting, Virtual Selling, and Inked.RESOURCES DISCUSSED:Time is running out to register for our first webinar on cold calling.SalesGravy's book club guides for Fanatical Prospecting and more.Download our exclusive cold calling battlecard by signing up for the newsletter.Efficiently and effectively engage prospects with Outreach to drive more pipeline, close more deals.Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics.Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days. Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster.Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects.HELP US OUT!What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Here are some sales tips for 2022. Everyone can learn something from this!http://www.bryancasella.comhttp://www.jointeambc.com

If the past 18 months have taught us anything, it's that virtual selling is here to stay. And, in order to master the new art of modern selling, sales leaders must tap into the prospecting power of the social selling tools at their disposal.  Because those sales reps that know how to personalize their outreach, engage prospects in meaningful conversations, and quickly identify the most pressing pain points, will have an unfair advantage well into the future. No one knows how to leverage social media to close deals better than my guest on this episode of the Modern Selling Podcast.  Alyssa Merwin is the global Vice President of LinkedIn Sales Solutions, one of the company's fastest-growing lines of business. In her role, Alyssa leads the global sales organization to help companies around the world engage with LinkedIn's community of nearly 800 million members, connecting buyers and sellers to support organizations' business objectives.   With more than 20 years of experience in the sales industry, Alyssa has a proven track record of achieving strong business results and managing high-performing teams. Since joining LinkedIn in 2011, she has held numerous leadership positions, and most recently served as Vice President of Sales Solutions for North America, during which time the business experienced tremendous growth.   Outside of LinkedIn, Alyssa is a member of the Sales Impact Academy's Advisory Board, an investor and advisor to Black Star Fund, and an investor in Stage 2 Capital. Prior to joining LinkedIn, Alyssa spent nine years at CEB, now Gartner, and held various sales positions during her tenure. When it comes to keeping the pulse on sales – what works and what trends to look out for – Alyssa's genius is truly unmatched. If you've been looking for proven strategies to get more “hellos” and make your prospecting more efficient and effective, then tune into this strategy-rich conversation with Alyssa. You'll walk away with at least 5 actionable LinkedIn prospecting strategies to use by the end of this episode – guaranteed! How has prospecting changed in a post-COVID world? Since early 2020, I've personally witnessed radical shifts in how sales organizations are both reaching out to their prospects AND how they're training their sales teams.  When you study the effectiveness of strategies like cold email outreach, it starts to paint a very different sales picture that all sales leaders must be aware of. In my research, I've found that the number of sales emails sent has increased by 60% since 2020, however, the response rates have plummeted over 30%. So, it's not just about having more touchpoints with your prospects. Selling in this new virtual environment is all about having the right touchpoints, that convey the right value and that address the right pain points. I asked Alyssa to share what she's seen as the sales leader of LinkedIn in terms of how the pandemic has reshaped the sales industry: “Virtual selling will be core to how we all go to market from here on out. We've found that 70% of people go through the entire sales process without ever talking to a salesperson. They're able to find the information they need, make the decisions that work best for them, and feel more productive as a result – all in this virtual space. Like many organizations have, we will continue to need to adapt and evolve in this particular environment. At best we are looking at a hybrid approach, but we have to recognize and accept the importance of virtual selling.” I couldn't agree more with Alyssa! As the world's largest digital sales training company, we're constantly reading the market to see how we can better position our courses, find new topics to offer, and ways to better engage our prospects and customers. Many sales organizations have tried to shift to this virtual selling space by sending more emails or making more cold calls. As Alyssa suggests in our conversation, the shift that's needed has to go well beyond just doing more of the same tactical sales strategies and really get at the heart of buyer intent. Join the full conversation to hear specifically what unique prospecting strategy Alyssa recommends using to get a response back on the first outreach. How can sales organizations take a buyer first approach? Today's modern buyer is well informed. They're well researched and they know what options are available to them even before they ever get on a sales call. That's why tailoring your sales process to your prospect is so important. From how you write your outreach messages, to identifying their pain points, to the way you speak about your offering – everything has to feel personalized. I was curious to get Alyssa's take on this “buyer first” approach and how she would recommend a sales organization go about implementing this model. Her insights are spot on, “We know that our buyers are getting further through the sales decision or the buying decision before we even walk in the door. There's just so much more information available – we can easily hop onto a website, we can look at a demo, we can reach out on LinkedIn. As sales leaders, we have to recognize this new playing field and truly get clear on how we have to show up differently. Part of that is getting smart about the industry, the company, the individual you're meeting with and do it in a very detailed way that puts them at the center of the conversation.” Taking this time to do the research is such a critical step that so many sales reps overlook.  That's why at Vengreso our sales team follows the “Three by Three” method before we ever reach out to a prospect. Want to hear what it is and how we use it to 10x our response rates?  Download the episode and pay particular attention around the 20-minute mark. What are the most important sales trends to watch? We have to move away from the “smile and dial” prospecting strategies of the past and start to build a new level of buyer engagement. I wanted to get Alyssa's expert opinion on the state of the sales industry and where she saw the focus shifting in 2022. The way she sees it, there are three emerging trends that sales leaders need to keep a pulse on: Data privacy and compliance. The level of sophistication of online sales tools is rapidly increasing, but so too is the need to protect consumer data and private information. Alyssa strongly recommends taking inventory of the sales enablement tools you're using now and making sure they're compliant with GDPR and other data privacy standards.  Buyer intent data. We have to move beyond just focusing on who to contact and how to contact them and fully understand the science of buyer intent. Knowing when and how best to engage your prospect, what buyer signals to look for, and where your buyer is in the process will make sellers much more effective going forward.  Digital referrals. With platforms like LinkedIn that give you incredible visibility into the connections in your network – mastering how to ask for a digital referral will continue to be an important skill to develop. It's by breaking through the sales noise with a personal touchpoint that will separate average sales reps from those who consistently exceed quota without having to send hundreds of cold emails to do it. This is just the tip of the sales iceberg that Alyssa shares in this episode.  Make sure you listen all the way until the end to hear the best digital referral process to follow. [Hint: We use it and it works wonders!]

Elements® drives prospect interactions while encouraging quicker commitment. But could it also motivate prospects to “do-it-yourself”?  Freemium offers are now a part of lead nurturing, but will clients eventually leave after they get used to a free app? Reese and Matt say “no.” Find out why on this episode of the Elementality podcast.

Keep the momentum going and bring your team with you! Brianna Franks, Aryn Lenderink Sloan, and Nicole Cummings are 3 leaders who are crushing it right now, and they're sharing with you what helped them get to where they are so you can do it too! “When you lower the bar, you lose quality people. When you raise the bar, you attract quality people” More juicy resources:https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download/

Welcome, welcome! Look closely into my crystal ball and I will predict your future. HaHaHaHa! Or maybe not? But 2022 is upon us and we thought it would be a good time to look forward into the new year. So, pull out your tarot cards and Ouija Boards to see if you can predict what Scott and I have to say about Predictions, Resolutions and the Year Ahead and other great ideas on episode 494 of the Winning at Selling Podcast.

Literally the best strategy you can use in your network marketing business right now. People are open to new opportunities and I'm gonna tell you exactly how to get them involved. So take notes, implement and pave the way for one of the best years in your career. “You need to realize you have a miracle in your mouth, and there's a lot of people out there waiting to hear it.” More juicy resources:https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download/

Rose Rocket: https://bit.ly/3I3WgHY Freight Broker Basics Course: https://bit.ly/freight-360-university Group Coaching: https://bit.ly/3EMXepI Sponsors/Affiliates: https://bit.ly/3mT2KAP Freight 360 Website: https://www.freight360.net/ NAICS: https://www.census.gov/naics

When was the last time you failed? When I was asked that question by my first sales manager, they followed with, “If it wasn't recently, you not trying hard enough.”  What is failure? How does it affect us and how can we manage the remorse and regret? Stay tuned as Bill and I discuss failure; along with the statement, “whatever you do, don't screw this up” and other ideas on episode 493 of the Winning at Selling Podcast.

Even if your Network Marketing Business strategy is working, the number one question you should be asking yourself is: is it duplicatable? If the answer is no, don't panic! We brought Brandon Forbes in to help you with team building and duplication. “The ATM system makes onboarding and duplication fast and simple.” More juicy resources:https://mylifestyleacademy.com/blog/ https://mylifestyleacademy.com/download/

With a title like “the UK's Most Hated Sales Trainer,” you know that you're likely going to ruffle some feathers. You're going to make some people uncomfortable. Because you've likely not achieved that title by telling people what they want to hear. Which is why, on this episode of B2B Revenue Acceleration, we sat down with Benjamin Dennehy for a conversation all about his career journey and how he came to be known as the UK's Most Hated Sales Trainer. We talked about Benjamin's sales and prospecting best practices, why anybody can have a career in sales, why you shouldn't automatically hire someone with sales experience for your sales role, the pros and cons of LinkedIn Prospecting, and the right ways to use CRMs as an SDR. To hear this interview and many more like it, subscribe to the B2B Revenue Acceleration Podcast on Apple Podcasts, Spotify, or our website. Listening on a desktop & can't see the links? Just search for B2B Revenue Acceleration in your favorite podcast player.

Imagine not needing to make calls because your video content is attracting so many clients. While it might seem like a pipe dream to some, it's the reality for the video Rockstars on today's podcast. When we recently invited a handful of agents to the Dallas office for a video mastermind, they shared just about everything you need to know about how to succeed with real estate video marketing: How and when they create their content What and when they post The exponential reach of video that many agents overlook Tips on how to communicate on video The critical importance of authenticity Why shooting video is like working out They also open up about their initial fears – you'll be surprised at how many of these people who seem so natural in front of the camera once had the same fears that prevent agents from using video to its full potential. Our own marketing expert Jason Pantana hosts this fascinating roundtable discussion featuring Phil Gerdes, David Caldwell, Glennda Baker, Ray Ellen, Katie Day, Steven Kim, Zachary Foust, and Chris Kwon. Get your note pad ready and listen up!

A lot of us spend too much time marketing and not enough time understanding our market. In this episode, I talk about the difference between marketing and prospecting. Today, I define marketing and prospecting. I note the importance of getting to know your audience instead of simply telling a general crowd about your product. I note that knowing your audience will help you fine-tune your message, and I posit that marketing doesn't get you clients; it just lets potential clients know you exist. Finally, I note the power of simply selling to the leads you already have. “When you know exactly what the prize looks like, then you can fine-tune your message. And you actually need to do less marketing and more examination of who's out there and what they need to hear.” - Matthew Kimberley This week on the Book Yourself Solid® Marketing For Coaches Podcast: Marketing vs prospecting Why marketing doesn't get you clients Identifying the most likely prospects for your business Resources Mentioned: Book Yourself Solid Write to matthew@bookyourselfsolid.com Get More Clients in 60 Days! Did you know there are five simple things you can do each morning that can help you get more client inquiries, book yourself solid, and skyrocket your bottom line? My free e-book: Five Things You Need To Do Every Morning To Get You More Clients In 60 Days walks you through 5 easy, straightforward, and effective marketing strategies that I recommend to every coach. These five simple techniques will almost guarantee you achieve increased impact, opportunity, and prospect flow. So, if you're ready to get more clients, reduce stress, and increase your bottom line, claim your free copy of the Five Things You Need To Do Every Morning To Get You More Clients in 60 Days by visiting my website. Get More Leads, Prospects & Clients Thanks for tuning into this week's episode of Book Yourself Solid's Marketing for Coaches podcast, the show that talks about marketing...for coaches. If you enjoyed this episode, please subscribe to the show and leave a review wherever you get your podcasts. Apple Podcasts | TuneIn | Spotify | Stitcher | iHeartRadio | GooglePlay Be sure to share your favorite episodes on social media to help me reach more coaches like you. Join the Book Yourself Solid Facebook Group, follow me on Instagram and LinkedIn. And for more exclusive content and great freebies, visit my website.

In today's episode, Todd Falcone asks you…How would you like to achieve financial independence in network marketing without the mega check. Yes, it's possible to do this even if you're only part-time in the business.

In this Year-End/New Year's episode Mike… …reflects back on his highlights and challenges of 2021,  …reveals the “deflating” effect that Covid and current events have had on him personally, …shares what he's working on and his own commitment to become more productive, and …challenges sales leaders with several questions to help get their minds and hearts in the right place heading into 2022. How will you take back control of your calendar, maximize time spent on the precious few high-payoff sales leadership activities, and accomplish more sales management and drive more results in less time? In spite of whatever circumstances you find yourself in, what must you do to protect your mindset and motivation to remain positive and proactive as you lead your team? How effectively is your sales team executing on the big fundamentals? Have you gotten caught up in trendy sales fads, or does your FOMO have you searching for new tools, toys and quick fixes instead of focusing your people on the basics that always drive results… Strategic Target Lists (of growable existing customers and ideal profile prospects) A Sharp Sales Story (that leads with the issues your solution addresses and the outcomes you create for customers) Proactive Pursuit and Prospecting (to CREATE new opportunities at the top of the funnel) Effective Consultative Discovery Sales Calls Calendar and Pipeline Management and Accountability  Thank you for listening and the incredible reaction to this podcast in 2021! If you are receiving value, sign up here to receive email notification of new episodes or subscribe on your favorite podcast platform. And please take a minute to post a review for this show on Apple Podcasts. Resources mentioned in this episode: Michael Hyatt books and courses referenced by Mike:  Free to Focus book, online course, Win at Work & Succeed at Life book Mike's Your Sales Story online course Fly. The. Airplane. article 

Some days I just don't feel like making calls, writing a proposal, or meeting with that difficult client. But despite how I feel I still need to get these things done. How then do I stay motivated, especially when I must do a task that I don't particularly enjoy? One of my mentors tells me to, “Get a new feeling!” But just how do I do that? Well, I hope you can stay focused long enough to discover how Scott and I are Staying Motivated and other great ideas on episode 492 of the Winning at Selling Podcast.

In this throwback episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

In this throwback episode of the Ryan Hanley Show, host Ryan Hanley interviews Josh Braun, the Founder of Sales DNA. The Master Guru of cold email prospecting, (and all things sales), Josh Braun, explains why we don't get the response rate on cold outreach we should be and what to do about it. Episode Highlights: Josh mentions why salespeople will typically work with him. (17:50) What has been one of the huge obstacles right at the beginning for Josh? (19:26) Josh shares the best way to understand the customers. (21:47) Josh mentions why he would highly recommend interviewing five or six customers. Why does Josh prefer shorter emails? (26:25) Josh mentions the two factors that your prospect wanted. (31:27) Can Josh define their superpower and show them in a way that they even have a problem to begin with, and allow them to make the connection? (33:28) Josh shares a story that happened several years ago with his wife when he saw a U-Haul. (40:39) Josh shares a story of a man named, Dale Dupree. (46:43) Josh mentions the visuals that he teaches to people. (51:09) Key Quotes: “So, the biggest mistake that I see people make, and it's no fault of their own, is that they've never done the job of the person that they're reaching out to. And so oftentimes, they're speaking a completely different language.” - Josh Braun “Nobody wakes up one day and just buys a product, they will try to get by the best way they know how to get by because of habit and anxiety. It's hard to glean that information a lot of times from marketing materials because there's a spin to it.” - Josh Braun “The superpower is you need to shine a light on a problem that people don't know about because every one of your prospects is running in their own sneakers today. I call these illumination questions.” - Josh Braun Resources Mentioned: Agency Intelligence Reach out to Ryan Hanley Josh Braun LinkedIn Sales DNA

The global pandemic that has stretched into its third year has seen not just a boom in digital sales but has ushered with it a change in how modern sellers can attract and engage with modern buyers. Traditional “spray and pray” methods that once worked, no longer have the same success rate, which has forced sales leaders to employ a new set of selling techniques. What exactly will work in 2022 for prospecting and building sales pipeline is the main topic of discussion I had with sales genius, Dan Tyre, in this episode of the Modern Selling Podcast. Dan Tyre, Director at HubSpot is one of the leading inbound marketing and sales experts on the planet. As a member of the original team in May of 2007, Dan has led the recruiting, training, and growth of HubSpot's sales team with vigor. Before HubSpot, Dan worked at four other startups of note: Businessland, as Area Director; ALI Technologies, as Founder & CEO; CelebraTech, as Co-Founder and VP of Sales; and Groove Networks, as Regional Manager. At HubSpot, Dan has pioneered the concept of alignment between sales and marketing known as "Smarketing," a core tenet of inbound marketing now followed by thousands of companies around the world. He's been instrumental in the creation and growth of several sales teams that are now thriving hives of activity at HubSpot. Dan continues to inspire and teach HubSpotters as a sales trainer, as a creator of the HubSpot Leadership program, as a blogger on the HubSpot blog. Dan's infectious high energy, especially when he talks about ‘marketing' is why I am so excited to welcome him as a guest on the Modern Selling Podcast. Download the full episode and get a taste of Dan's genius as he discusses the top sales strategies to use in 2022 to crush prospecting and better convert leads into loyal customers. How has Sales changed since 2020? I've seen a rapid evolution, here at Vengreso, with more and more companies seeking out our digital sales training courses such as Modern Sales Mastery for Teams. However, I wanted to hear Dan's insights and better understand the shifts he's seen happening and what he anticipates to come next in the world of sales. Dan shares, “I've read that over 1M sales jobs will disappear in the next 18 months. With the Great Resignation, the way that companies do business will have to change. Sales are no exception to this either. So, it's a must now than ever before to know how to be a better salesperson in 2022.” With my own sales teams, I've placed a heavy emphasis on making our sales calls, even if they are through Zoom, as interactive and engaging as possible. Modern buyers are much more sophisticated and skeptical than before, so finding ways to connect digitally with leads is critical to the success of the modern seller. Dan agrees, “Today we have to contend with the empowered buyer. This is someone who has done their research before they ever talk to a salesperson. They're going to know more about the basics of what they're looking to buy than they've ever had before and salespeople have to be ready to field in-depth questions.” Listen in to the conversation to hear what free sales resources Dan suggests that sales leaders have their teams complete to be successful in 2022. How to Win with Inbound Sales When it comes to finding data-driven ways to improve the sales process, Dan is the leading expert on what works and what will work well into the future. So, I asked him to share his expertise and insights on how sales teams can master the inbound sales process. Dan's unique six characteristics of a winning sales process is something we all should study and look to implement as soon as possible: Treat people like human beings. According to Dan, the emphasis has to be on connecting with your prospect, instead of looking to pitch them to buy. Build rapport, to establish trust first and foremost. Look to help, not sell. As I always say, selling is the art of helping – and Dan agrees. As sales professionals, we have to look to provide a solution as opposed to selling a product or service. Focus beats bandwidth. Traditionally, sales teams would take a ‘spray and pray' approach – going after volume in leads, instead of the quality of leads. Dan suggests honing in on one particular buyer persona and mastering selling to them first. Solve a problem. As with #2, when sales teams can offer solutions to their customers' problems, then they'll get much farther in their sales outreach attempts. Customer experience is the only sustainable advantage. Dan explains that the average company has 47 competitors in the marketplace. So chances are very good that someone offers the exact same service or product that you do. The difference for leads often comes down to the customer experience.  Manage sales data. This is where the role of Revenue Operations is so important. To learn more about this and AI-driven sales enablement, check out my podcast with Howard Brown. Dan provides a host of other tips and strategies you won't want to miss. Tune into the full episode to hear his sales advice and what you should be doing now to stand out in your sales conversations. Strategies for Prospecting in 2022 While we were on the discussion of what's likely to work in the future, I wanted Dan to share his perspective on prospecting. I know at Vengreso, over the past four years when we surveyed sales professionals, prospecting has continually been ranked as the hardest part of the sales cycle. In fact, out of 1,295 sales reps polled in November 2021, 69% of them said that prospecting was the most time-consuming step. So, I was curious to hear Dan's advice based on his 40+ years of sales experience. The guidance he shared is very similar to what I teach our new sales reps in their onboarding training. Dan suggests that when prospecting, especially during cold calling to: Always stand up and smile – this helps you bring high energy and engagement to the call. Thank the prospect for answering the phone – how often are we thanked for picking up the phone? Dan says that this alone is a game-changer for sales reps. Introduce yourself and pause to hear their response – prospecting is your first chance to have a conversation with the hopes of building a relationship with your lead. There's no better way to do this than to give your prospect plenty of opportunities to speak (without you launching into a full-blown sales pitch). Be sure to download this episode of the Modern Selling Podcast to learn more about the Sales Flywheel and why it can be a key differentiator for your sales teams in 2022.

In today's episode, we are joined by a special guest, Chris Baden, CEO/Co-Founder of Flowchat. He and his team helped discover sales prospecting to increase productivity, increase profits, and get more clients. He has learned to listen, practice empathy, creatively solve problems, and build connections with his team and clients.  He shares a story about how he teaches his son how to help solve people's problems and new ways of making connections. Chris shares how an activity is a language of making new connections. Learning to practice empathy, creatively solve problems in multiple environments can help prospects in that sales. This story of Chris and his son is the most heartwarming, inspiring story. You don't want to miss this!   For more business tips and strategies, follow along with Damian:   Website  Instagram Youtube   Come find your higher purpose and be an Invincible Entrepreneur: Facebook Group   If you enjoyed the episode, leave a review - it means the world to me + helps the show reach more people!   Guest Bio: Chris Baden is the CEO and Co-Founder of Flowchat. He received his Bachelor's Degree in Communication from California State University. He has a strong business development professional skilled in Microsoft Word, Sales, Event Management, Team Building, and Media Relations. Chris is thriving in business, business-to-consumer, and sales in numerous industries. He was recently featured in the new bestseller in nine different categories called Million-Dollar Dad's. He also competed on the hit TV Show American Ninja Warrior. He loves to learn how to listen, practice empathy, creatively solve problems, build connections with his clients, and make a difference!   Website  Instagram Linkedin Facebook Damian Bio:  Damian Blair Nordmann, D.D. D.M. is a motivational speaker, coach, and teacher of inner secrets. He dedicated the first two decades of his adult life to studying, teaching, and leading through a not-for-profit organization called the School of Metaphysics. This volunteer-run school for adults teaches individuals to respond to their inner urge and live the most fulfilling life possible. Damian served as Director of three SOM branches, Area Director, Field Director, and President of the School of Metaphysics. He successfully led the Dallas branch of the School of Metaphysics to become the largest of 16 branches for six consecutive years. Damian loves people and has taught hundreds of individuals to discover their unique purpose in life. He especially enjoys guiding people to reach their full potential in every aspect of their lives. Humor and joy are a big part of Damian's coaching style. He makes learning and growth fun and light-hearted, while ensuring each client achieves his or her most heartfelt goals and desires.    How to connect:  Website  Instagram Youtube   Thanks for Listening: Thanks so much for listening to my podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.   Do you have some feedback or questions about this episode? Leave a comment in the section below!   Subscribing to The Podcast: If you would like to get automatic updates of new podcast episodes, you can follow the podcast on Apple Podcasts or Stitcher. You can also give You Are The Superhero a follow on your favorite podcast app.   Leave Us an Apple Podcasts Review: Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you.

Welcome to Episode 2 of Tenbound Research Labs hosted by Derrick Williams. A special series purely focused on researching the best technology tools out there that companies are using to drive Sales Development success.Zack Thompson, Senior Manager of Global Sales Development and Expansion at Zoominfo, Inc joins Derrick for Episode 2 and brings the value and insight with him!Derrick and Zack originally met at a Tenbound Sales Development Conference, and they share how far they've come since then. Zack details his journey from SDR to his current role at Zoominfo. Zack shares granular details about how Zoominfo sources their data and the type of quality assurance efforts that go into providing top notch intelligence. Fascinating stuff!Derrick and Zack wrap up this value packed episode by covering some of the technologies outside of Zoominfo that Zack and his team use to drive success. Tune in for an inspiring and informative interview with a true sales development professional and leader.NEW Research Report Sales Development Benchmarks 2021. Grab full report here: https://tenbound.com/downloads/the-sales-effectiveness-benchmark-report/NEW BOOK: The Sales Development Framework: by David Dulany and Kyle Vamvouris, we lay out a proven methodology for running a high performance Sales Development program, now available here in paperback Grab it here: https://www.amazon.com/Sales-Development-Framework-Productive-Program/dp/1736768905/#SDR #BDR #salesdevelopment #tenbound #podcast #sales #marketing #salesengagement #salesenablement #research #prospecting

In today's episode, Todd Falcone talks about…The one secret to cold market recruiting that changes everything. Now you'll be able to quickly attract high-quality customers and reps using this concept.

As the adage goes, leaders are readers. And Heraclitus says, “you can never step in the same river twice.”  My point is, the market is ever changing and you don't have to create all the solutions yourself.  Sometimes, someone has already figured it out. If I still have your interest and curiosity, stay tuned as Bill and I welcome our Guest: Mareo McCracken as we discuss his book and other ideas on episode 491 of the Winning at Selling Podcast.

Did you know that there is a difference between B2B prospecting and B2C prospecting? On today's episode, we have Sopro's Ryan Welmans to tell you about the major differences and how to do B2B prospecting right. Listen to Ryan as he shares: What makes B2B prospecting different from B2C prospecting? What are the best channels for B2B prospecting? How can B2B businesses sell more? On this episode, Ryan also shares fun stuff like what attracts him to crypto trading and where he would like to travel if given $100,000. He also shares a discount code for Sopro. So, if you want to leverage Sopro for prospecting, this can be your chance to save some money. Tune in to listen to Ryan talk about it all!See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

DTRH Episode 42 How to Sell More Using Video Prospecting Tools Ft. Collin Mitchell Video prospecting is proven to result in up to 400%+ in reply and engagement rates during outreach. Video is more customizable and adds a human touch. Personalized video content creates a higher impact on the viewer than emails/messages composed of arid text and still image content. Have the upper hand in the competition by captivating your audience.    Key Takeaways:  Video is appropriate in all stages of sales AND customer success.    Experiment with different video tools to find which works best for you. (Vidyard, Loom, etc.)     It's okay if you suck. It takes practice. There's no better time to start than now to improve over time.  When creating video content, leave the mistakes, be human and approachable.    "... You are going to suck on video—period. Swallow that pill and start recording videos [now]."  - Collin Mitchell   About Collin  Collin Mitchell is a 4x founder passionate about sales, entrepreneurship, and podcasting! Collin is the Co-Founder of Salescast and Host of Sales Transformation. Collin lives in Los Angeles with his beautiful wife, three kids, and a new puppy!    Feel free to connect with Collin Mitchell or Rob Turley on LinkedIn or follow Rob @RobTurley2 on Twitter!  #DTRHpodcast #VideoProspecting #Prospecting #SalesTips #Podcasting #Sales #Salescast

On this episode, Ryan Welmans, the Co-Founder and CEO of Sopro discusses how the lessons he learned doing menial jobs are helping him run his prospecting and lead generation company successfully. Listen to him on the Marketing Growth Podcast to learn: What does Sopro do and how did it start? How does the company help businesses identify and engage new prospects? What does he mean by “fully compliant email marketing services”? How is Sopro different from other sales engagement platforms in the market? How is Sopro's self-service platforms going to help businesses with prospecting in the future? Tune in to the episode to find it out yourself. See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

In today's episode, Todd Falcone talks about…The value of being polarizing vs. being flavorless. Once you start using this strategy you'll start attracting more people to your business.

The selling profession is complex and challenging. The benefit is that each day is different, the challenge is that we don't always know how to deal with the fresh set of issues. Sometimes we can get these questions answered by our co-workers or sales managers but sometimes we have to bump it up to the pros. So listen for an answer to your question as Scott and I wrangle with Questions from Listeners and other great ideas on episode 490 of the Winning at Selling Podcast.

 “God, when I cross the truth, give me the awareness to receive it the consciousness to recognize it the presence to personalize it the patience to preserve it and the courage to live it.” ― Matthew McConaughey, Greenlights The number one reason for failure in sales is an empty pipeline. The number one reason for an empty pipeline is the failure to prospect every day, every day, every day. This is the truth. A brutal, universal, and undeniable truth. But, of course, the truth, as the saying goes, is like poetry and everyone effing hates poetry. A few weeks back, my 24-year-old son was delivering a telephone prospecting workshop to a group of sales development reps (SDRs) who were all about his age. Early in the training, one of the reps pointed out that my mega-bestselling book Fanatical Prospecting, “Was written a while back.” And asked, “Is it even relevant anymore?” The young, always eager for the next bright, shiny thing and ready to chunk any ideas perceived to be “old.” That's always been true from one generation to the other. ANY EXCUSE NOT TO PROSPECT What is also true though is that sales reps of all generations, for at least the past 125 years, have been willing to make any excuse, and I mean any excuse, to avoid the grind and pain of prospecting. And that's exactly what this young man was seeking to do. He wanted my son to let him off the hook. To say that prospecting was old-school, that the marketing department should deliver hot leads on a silver platter and that he could while away the sales day sending asynchronous, automated email spam to prospects on his company's sales engagement platform and call that prospecting. Mostly, he wanted validation that “that the telephone didn't work anymore” and he could avoid talking to people. My son responded, “What do you think has changed in the past six years?” The young SRD shot back, “Well, nobody answers the phone anymore.” At that, my son pulled up his prospecting list for the day, showed it to the group, and said, “Ok, let's test your hypothesis.” Then, he began dialing, right in front of the SDRs. In the first fifteen dials, he spoke to four decision makers and set two appointments. Then turned to the group and asked, “Any more questions?” Cased closed. As Elvis Presley said so aptly, “The truth is like the sun. You can shut it out for a time, but it ain't goin' away.” YOU CANNOT BE DELUSIONAL AND SUCCESSFUL AT THE SAME TIME Of course, there are loud voices, mostly on social media outlets, who shout that cold calling is dead, the telephone is dead, sales is dead, and one form or another of prospecting is dead – depending on which way the wind is blowing that day. Still others shout loudly from their “holier than thou” mountain top that robots and AI should take the place of people for sales prospecting activity. They argue that allowing these bots to spam stupid humans via email, text, and direct messaging is the secret to all present and future sales success. It isn't. People hate robots and spammers. Put these two annoyances together and it only serves to turn prospects off and teach them to ignore generic, mindless robot messages. “Being loud,” says Mark Homer, in Uncommon Sense, “doesn't increase the value or validity of their opinion. In fact, often by the very nature of being the loudest, those opinions are typically the furthest from reality.” The young sales rep in the story above is among the multitudes of sales professionals who are susceptible to these messages that pander to their fear and discomfort with interrupting strangers with prospecting activity. On a perpetual trip to delusionville and burdened by confirmation bias, sales professionals who believe that they can avoid prospecting seek out any information or excuse that contravenes the truth and gives them an easy way out. But you cannot be delusional and successful in sales at the same time. The results are predictable.

Listen to Mike and Jake (From Legends Never Die on YouTube) discuss all of the aspects when thinking about who might be enshrined in Cooperstown in the future. And how to collect them. --- Support this podcast: https://anchor.fm/goldenageofcardboard/support

I (We) sleep on prospecting so much. Yet, it's exactly what has helped me get here in the first place. Only now am I realizing that prospecting needs to be done in so many areas, and can be exactly what helps us survive and then thrive --- Send in a voice message: https://anchor.fm/basketballtobusiness/message

https://www.facebook.com/groups/authoritynetworker

Jeremy is the founder of CoinFlip Marketing and author of the book “50 Wow moments – how to create moments clients and prospects remember.  He built a 0 to six figure revenue business in 9 months, and is the inventor of the WOW mailer that consistently gets 50% response ratios in cold outreaches.  He's helped and continues to help clients open doors with multiple billion-dollar enterprises.  Have a listen. Here's how to get in touch with Jeremy: Www.coinflipmarketing.comhttp://linkedin.com/in/coinflipmarketing

Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!HIGHLIGHTS01:15 Skipping college and outdialing everyone into a sales leadership role04:22 Prospecting for jobs like an SDR08:24 Reaching out, focusing on trigger events, and finding patterns 12:10 Transitioning from SDR to LDR to sales leader 14:29 Read and learn from resources and connect with Jed QUOTES04:43 Jed: "I would create pitch decks. It was two slides. The first slide is these are the three reasons why I think I'm a fit at your company based on your application. So I pull three things from the application and then just speak to some stories and personal attributes about myself that I think helped me align with that role."06:47 Jed: "I knew that the manager of the SDRs, he had just come in. He was brand new to the company and he was really big on call volume. He wanted everybody to increase their call volume, really go after it. So I knew what he wanted. So I was like, I'm just going to call more than your SDRs were full time as an LDR and you'll have no choice, but to promote me."09:58 Jed: "Mainly email and phone. A big part of the strategy and the cadence set up is that, anytime I make a phone call, I'm also doing two other touches at the exact same time."Learn more about Jed in the links below:LinkedIn - https://www.linkedin.com/in/outboundsales/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

In today's episode, Todd Falcone talks about…Would you follow you? Good question. In this training Todd Falcone shares with you how to create a following of many people. This works great even if you only have a few people following you now.

In this episode, Joe shares a simple but effective formula for standing out in the marketplace and increasing your prospecting success on LinkedIn. Many businesses are now starting to realize the value of LinkedIn as a lead generation tool. If you are looking for a way to find potential customers, it's one of the best places to start. And by following Joe's formula, you'll be crushing it in no time.

Hey Everybody. Welcome! To Episode 87 of the metal detecting show podcast. My Name is Ciaran and I have been Metal Detecting for nearly 30 Years.  So this week I free flow chat out taking a break, my highlights for the year and the highlights in the metal detecting sector. So Lets get on with the show but before we start I want to thank you for listening to the podcast and I hope you enjoy the episode this week  If you want to support the show there are many options available from the links in the episode notes below and if you want to interact with me and the show that information is there too but most importantly If you like this content please don't hesitate to tell your friends and don't forget to hit that subscribe button.Buy From KellyCoDetectors.com Helps the Show Stay aliveCheck out The Metal Detecting Show Discord Server.linktr.ee/themetaldetectingshowSupport the show (https://www.buymeacoffee.com/metaldetecting)

Zach Ballenger is the Chief Revenue Officer & Co-Founder of Casted. In today's episode we're talking about the value of podcasting for companies. We dive into how companies should use podcasts, and re-purpose podcasts as a source of fresh content for sales teams. And also how they can use podcasts, and the content derived from it, as a way to amplify their marketing. Plus, we dig into how to use a podcast as a way to prospect and move opportunities through your pipeline. More on Andy: Connect on LinkedIn Pre-Order Andy's new book on Amazon Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io BombBomb | Build better business relationships with video messaging | BombBomb.com Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

"If you do it enough and you keep practicing it, it becomes so much easier" - Todd Caponi in today's Tip 1056 Are you still feeling Zoom fatigued? Join the conversation at DailySales.Tips/1056 and share your thoughts! Have feedback? Want to share a sales tip? Call or text the Sales Success Hotline: 512-777-1442 or Email: scott@top1.fm

All sales conversations have creator. Sometimes it's the salesperson trying to start one, others, include prospects raising their hand and initializing it. When prospects start the conversation, are you prepared to leverage the opportunity and convert the conversation to a commitment? If you want to close more sales from conversations you don't start, tune in as Bill and I discuss Converting Quotes to Commitments and other great ideas on episode 489 of the Winning at Selling Podcast.

In this episode Ray shares tips why asking for favors in prospecting can take you off course in network marketing. rankmakerslive.com Thanks for listening! Have some feedback to share? Leave us a review on iTunes! www.rayhigdon.com

HIGHLIGHTS01:04  Tip 1: Get in the right mindset01:50 Tip 2: Consistency is the key to success03:20 Tip 3: Practice to find your most effective prospecting strategyQUOTES01:23 “You need to block that time off because if you are shifting from one thing to another, and then it's just so easy to make up an excuse or have a good reason for the prospecting not to get done.”02:09 “Being consistent with your prospecting, having it on your calendar, whatever works for you. For me, I like to do it daily and I like to get it out of the way in the morning.”03:20 “You should be practicing this, get with other people, do some role playing. Test different things. Don't take the LinkedIn gurus or the sales influencers' word that this is the only way to prospect.”Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Collin in the link below: LinkedIn -https://www.linkedin.com/in/collincmitchell/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris.