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In this episode of Predictable B2B Success, we sit down with Dayna Williams, the insightful author of The Diligence Fix: How Striving for More Revenue Stresses Your Sales Organization and What to Do About It. With over 20 years of experience consulting sales organizations across various industries and leading the Association for Talent Development's Sales Conference program, Dayna offers a wealth of knowledge on overcoming critical issues that plague B2B sales teams. Join host Vinay Koshy as he delves into the misalignment between sales and marketing, ineffective sales enablement, and the underutilization of data analytics that hinder growth. Discover Dayna's compelling journey to identifying these key issues, the creation of her unique framework, and practical steps for sales leaders to drive clarity and practical alignment in their organizations. Tune in to explore Dayna's ten dimensions of diligence and learn how to transform your sales culture from quick fixes and reactive measures to long-term, sustainable growth. Whether you're dealing with friction within your team or constantly striving to hit revenue targets, this conversation promises actionable insights to help you create a more effective and resilient sales organization. Don't miss it! Some areas we explore in this episode include: Misalignment between Sales and Marketing: Initial discussion of issues plaguing B2B sales teams, including misalignment between sales and marketing.Sales Enablement and Forecasting Accuracy: Discussion about the importance of sales enablement and the low confidence sales leaders have in their forecasting accuracy.Use of Data and Analytics in Sales: Mention of how advanced analytics can promote faster growth in sales processes.Origins of Dayna Williams' Book "The Diligence Fix": Dayna's career experiences, particularly with senior sales leaders, and how these led to the creation of her book.Concept of the "Diligence Fix": Explanation of how striving for more revenue stresses sales organizations and the need for a diligent sales approach.Indicators of Stress in Sales Organizations: Identification of friction and the tendency to reach for quick fixes like technology and training as stress indicators in sales teams.Practical Alignment in Organizations: The importance of operationalizing alignment in teams and the need for practical steps to ensure it.Integrated Development vs. Traditional Sales Training: Discussion of integrated development and how it differs from traditional sequential sales training methods.The Ten Dimensions of Diligence: Overview of the ten dimensions of diligence defined in Dayna's book, focusing on sales and personal leadership skills.Implementing Diligence in Organizations: Steps to implement the diligence framework within organizations include making leadership aware and creating a supporting culture. And much, much more...
Gemma Nelson originally came to South Australia as a backpacker and loved it so much, she ended up staying! 15 years later, Gemma and her young family live in the Adelaide Hills, enjoying the country lifestyle while being within easy reach of the city and beach. With a background in strategic sales, marketing and business development, Gemma has a real passion for developing South Australia as an outstanding tourism and events destination. We chat to her about what she loves about Adelaide, what she thinks should be improved and her favourite places to eat, drink and explore.
In several previous episodes, we've made reference to presenting your books at a "sales conference." It's a fundamentally misleading event, since you aren't actually presenting to buyers. So this week, on the pod, we answer the reader question "What is a sales conference?"************Thank you for watching the People's Guide to Publishing vlogcast! Get the book: https://microcosmpublishing.com/catal...Get the workbook: https://microcosmpublishing.com/catal...More from Microcosm: http://microcosmpublishing.comMore by Joe Biel: http://joebiel.netMore by Elly Blue: http://takingthelane.comSubscribe to our monthly email newsletter: https://confirmsubscription.com/h/r/0...Find us on social mediaFacebook: http://facebook.com/microcosmpublishingTwitter: http://twitter.com/microcosmmmInstagram: http://instagram.com/microcosm_pub************
The Entrepreneurial You: Episode 333 - Sales Mastery Unleashed: Insights from Jarrod Best-MitchellOver the past 17 years, my next guest has been successful in B2B & B2C sales for companies such as Digicel, DHL, Nokia, Microsoft, and Samsung. Since 2019, he has trained hundreds of sales professionals in the Insurance, Finance, FMCG, Real Estate, Media, and Telecoms industries. In addition, he co-founded the only Sales Conference in the Caribbean, Sales as a Profession. He was recognized internationally by Sales-Enablement companies such as Skaled.com as one of LinkedIn's top content creators and social sellers. He was recently invited to write a chapter in Daniel Disney's best-selling book, "The Ultimate LinkedIn Messaging Guide," about the use of video in Sales. Let's make welcome Jarrod Best-Mitchell.Contact: https://www.linkedin.com/in/jarrodbestmitchell/www.jarrodbestmitchell.comThank you to Jarrod Best-Mitchell for sharing his wealth of knowledge and experience in the sales world. Remember, the journey to sales mastery is a continuous evolution. Stay inspired, keep refining your skills, and tune in for more episodes as we nurture your entrepreneurial spirit, and remember that your journey to success is uniquely yours. For more information, visit our website at henekawatkisporter.com. You'll find show notes and links related to today's episode. Connect with us on social media too! We're active on Heneka Watkis-Porter. Affirm with me: Every step I take towards financial education is a stride towards a brighter future. I've got the power to shape my wealth journey. I will keep learning, growing, and investing in myself! Until next time, stay curious, healthy, and tuned to The Entrepreneurial You podcast.Affirm with me: I embrace the spirit of sales mastery within me. I am a catalyst for growth, a shaper of relationships, and a relentless learner in the dynamic sales world. Each interaction is an opportunity to make a positive impact. Believe in my potential, trust the process, and watch your success unfold. I've got this!Keep up with me:https://www.facebook.com/henekawatkisporter/ https://twitter.com/TheEntrepYou https://www.instagram.com/heneka_watkis_porter/ https://www.linkedin.com/in/henekawatkisporter/ https://youtube.com/user/Heneka2010 https://www.tiktok.com/@theentrepreneurialyou?_t=8WskBZHzO0T&_r=1 https://www.henekawatkisporter.com/teypodcast --- Send in a voice message: https://podcasters.spotify.com/pod/show/the-entrepreneurial-you/message
The Lazy Girl's Guide to Podcasting: A Podcast about Podcasting and Podcasting Tips
In this episode, I share my key takeaways from the Greenhouse Jersey Marketing and Sales Conference that I recently attended. I was blown away by a talk from Dan Knowlton, co-host of the Business Anchors Podcast, where Dan explained why we need to forget everything that we know about traditional marketing.So, with my podcasting thinking cap on, I took notes on how everything he was advising in terms of selling products and services, could instead be applied to promoting your podcast.Timestamps:[00:00:00] Marketing Your Podcast: A Mini-Series - Intro[00:02:13] Forget Everything You Know About Marketing[00:04:25] The Art of Selfless Selfishness in Content Creation[00:07:03] Podcast Promotion Tips and StrategiesMy podcasting kit:
Email marketing is a powerful tool financial advisors should leverage to engage and nurture relationships with their centers of influence, current clients, and prospects, by tailoring campaigns to each audience. This Coffee Break's discussion, led by Matt Seitz, Chief Marketing Officer and Partner at C2P, includes some of the best practices for digital marketing from the C2P team's own Ericca Rivera, Paid Advertising Specialist & Social Media Coordinator, and seasoned financial industry marketer, Cary Chaitoff, VP of Marketing. Listen for strategies that work and insights from Inbound 2023, HubSpot's Marketing & Sales Conference, that you can implement right away to improve the reach and response rates of your email campaigns. Plus, you'll learn the importance of producing personalized content and valuable resources to help you get started.Resources:FMG Suite – All-in-One Financial Advisor Marketing PlatformSnappy Kraken – Personalized Websites, Original Content, etcLevitate – Relationship Marketing as Authentic as You AreHubSpot – Marketing Software for Businesses of Every Size
EXCLUSIVE: My fireside chat with HubSpot's Director of New Media, Kyle Denhoff HubSpot's INBOUND Marketing & Sales Conference is an absolute treasure trove of knowledge that's jam-packed with insights on marketing, sales, business, and all the latest trends that are shaping our world. And guess what? I had the incredible opportunity to take the stage at the 2023 event for a fireside chat with Kyle Denhoff, HubSpot's very own Director of New Media. We dove deep into the tried and true strategies of cultivating a thriving online community and forging a path to entrepreneurial success. In this episode, you'll hear me spill the tea on everything that's helped me create a highly profitable digital course business that I love, including: Why creating an email list is crucial for online businesses (plus growth strategies that have worked for me) What I do to build authenticity and connection on social media Why focusing on your core competencies is the key to long standing success My biggest takeaways from growing an audience through podcasting The dos and don'ts of building a highly engaged and happy team … Plus much, much more! Tune in right now to hear an insightful conversation about all-things audience building, content creation, and strategic planning in the world of digital courses and online businesses. Enjoy! Visit the show notes! Rate, Review, & Follow on Apple Podcasts "I love Amy and Online Marketing Made Easy."
As a high performing sales rep, why in the world would you want to take 2-3 days out of the field to attend your national or global sales conference? I have shifted my thoughts on this over the last few years, especially after the pandemic and attending a few virtual sales conferences. If you are going to go, and you really don't have a choice, how can you maximize your time to actually grow your business? In this episode we touch on three ways that include: Corporate resources Other top sales professionals Execute some strategic planning Check out the full episode for some examples of productive ways to maximize your sales conference time. Enter our monthly drawing for an insulated High Tech Freedom tumbler - www.hightechfreedom.com/mug Host Contact Information - Chris Freeman LinkedIn - http://linkedin.com/in/chrisfreeman Facebook - https://www.facebook.com/chris.freeman.9461
Never Struggle With Sales Again: Identify, Attract and Close your Ideal Clients FREE MINI-COURSE
Going Over What it's Like Working a Medical Device Sales Conference Break into Medical Device Sales Online Course: https://courses.newtomedicaldevicesales.com/ Guide For Breaking into Medical Device Sales Ebook: https://newtomedicaldevicesales.squarespace.com/ New to Medical Device Sales Podcast: https://podcasts.apple.com/us/podcast/new-to-medical-device-sales/id1522512043 New to Medical Device Sales YouTube: https://www.youtube.com/channel/UChOykksIXUXAwnW0rq6lKmw Medical Sales Network Effects Program: https://salesnetworkeffectsprogram.mykajabi.com/a/2147517020/JdaoyhuE LinkedIn Profile Upgrade: https://salesnetworkeffectsprogram.mykajabi.com/a/2147515981/JdaoyhuE Website: https://www.newtomedicaldevicesales.com New to Medical Device Sales Instagram - https://www.instagram.com/newtomedicaldevicesales/ Jacob McLaughlin LinkedIn- https://www.linkedin.com/in/jacob-mclaughlin-5192b312b New to Medical Device Sales TikTok: https://www.tiktok.com/@newtomedicaldevicesales? --- Support this podcast: https://anchor.fm/jacob-mclaughlin25/support
Die Ergebnisse der aktuellen Studie (Sales Leadership: Stellhebel für mehr Vertriebsproduktivität), die Prof. Dr. Christian Schmitz von der Ruhr-Universität gemeinsam mit Mercuri International durchgeführt hat, zeigen, dass Remote Selling in den Unternehmen ein fester Bestandteil des Vertriebs geworden ist. Allerdings gibt es kaum klare Leadership-Standards und -Prozesse. Auch KPI's, Anreize, Monitoring und Anforderungsprofile sind immer noch eher unzureichend definiert, bzw. umgesetzt. Warum ist das immer noch so nach zwei Jahren Pandemie? Vielleicht, weil es auch OHNE irgendwie funktioniert, oder weil es zu aufwändig ist, das Bewährte und Gewohnte in nur zwei Jahren neu zu modellieren? Vielleicht, weil sich in der Remote-Situation jeder mit den Gegebenheiten irgendwie arrangiert hat? Wie lässt sich das potentielle Mehr an Produktivität heben? Darüber sprechen in dieser Ausgabe des Mercuri-Podcasts GANZ. EINFACH. VERTRIEB. Dr. Matthias Huckemann (Managing Director Mercuri International Deutschland) und Ingo Scheunemann Management Partner bei „Prof. Schmitz & Wieseke | Sales Management Consulting“, Anmelden zur Sales Conference am 24.11. ab 10.00 Uhr können Sie sich direkt hier: https://www.trippus.se/web/registration/registration.aspx?view=registration&idcategory=AB0ILBAdUoVyzZswi8NMRWIpR30rnrgzWJtMgl4O2ws-myL48_O3Yl2Sz5FjFhgg8VqnpAdKhUsG&ln=eng Sie wollen weitere Informationen zu dem Thema Vertrieb bzw. Sales Excellence? Kontaktieren Sie Dr. Matthias Huckemann: https://www.linkedin.com/in/matthiashuckemann/ Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.
Nick talks to composer of But I'm A Cheerleader Andrew Abrams about the show's triumphant return to the Turbine Theatre - and to Dave Bain about his musical Last Sales Conference of the Apocalypse... two musicals that explore conversion therapy in very different ways.
Video content is a powerful tool to help any seller accomplish their selling goals. However, it's only powerful when executed and distributed properly. In today's episode of The Sales Evangelist, Donald is joined by digital marketing professional and owner of KickStart Dental, Chris Pistorius, to learn how any seller can capitalize on video production to garner prospects' attention. What are things people get wrong with video production? There isn't a process in place. He uses Lucidchart, a mind-mapping software that helps chart the process and gather steps for a seller to visualize. Map it out and have a plan, but continue with the understanding that it will likely change. Have your Dream 100 - the list of one hundred targets you'd like to acquire as clients. Get a CRM system that fits our needs. Chris uses Pipedrive, but Salesforce and other top CRM systems are viable options depending on your volume and process. Maintain consistent communication: GoHighLevel is a tool built for marketing agencies that set up automated email sequences depending on the receiver's responses (or lack thereof.) Use a variety of channels to interact with prospects. Send an email offering a unique video email to each prospect offers an individualized follow-up that can be made once someone has expressed interest. In your video content, magnify the existing pain points the prospect has to validate their belief in the pain point and encourage them to use you to solve that pain. Use platforms like Loom to screen-share and personalize the video content sent to prospects. Chris's major takeaway? Done is better than perfect. If you take too much time perfecting your studio or finding the ideal tools, you'll never get it done. Once you put a plan in place and track your progress toward your goals, you'll find opportunities between what you're doing and what you need to do. Visit Chris's website at kickstartdental.com for a free strategy session (P.S. you don't need to be a dentist.) This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Whether you're a sales professional or work in another industry, hearing the word ‘no' can get anyone in a negative mindset. In today's episode of The Sales Evangelist, Donald is joined by Harry Spaight, a sales coach and consultant who wants to help every salesperson overcome their fears to find sales success. Why does discouragement affect us so badly? As sellers, we frequently take rejections personally. Even if the sale is rejected for a myriad of reasons, the seller will still assume they are the reason the prospect is not interested in the sale. We make offers through options, just like a fine-dining server. Each time a server makes an option, they expect a rejection. If professional offers can get into the same mindset, we can lead with service in mind. If someone doesn't want your offer, think about what other options might impact their business or be helpful to their work. Sales is a place of service. There are so many choices with what you're selling. Make it easy for a buyer to work with you and you'll find sales naturally coming your way. Help buyers quantify their pains. Don't encourage someone to purchase your product if the pain is not enough to justify the purchase - it results in remorse for the product. People will solve their problems one way or another. If you can provide benefits in addition to a solution, you'll give long-term value the buyer can't supply themselves. Sales isn't a numbers game; it's a skills game. If you believe sales is a numbers game, you do a poor job with the person in front of you to get to the easy yes. Dig deep and find the prospect's challenges to determine if they're a viable candidate for the product. There are numbers tied to sales that are important. However, the numbers shouldn't be at the expense of the conversations with the prospects in front of you. Hary's major takeaway? Serve the person across from you, and good things will happen. His book, Selling with Dignity, and his podcast, Sales Made Easy, discuss the standards of selling with service in mind. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Anyone in sales sends emails. (If you don't, we're a bit concerned.) But how can you go about sending emails effectively that generate results? In today's episode of The Sales Evangelist, Donald discusses five things you need to be aware of to send an effective email. You don't need to tell them your name. Your email is full of precious information, and emails already have the ‘from' section, email domain, and signature. AKA, the prospect already knows who you are! While you might want to explain on a phone call, it is repeated information in an email. Explain a relationship or medium the prospect can refer back to. The point of reference connects you to the prospect. For example, did you meet them through LinkedIn, or did a mutual connection refer you? State this existing relationship to build pre-existing rapport with the prospect. If no relationship exists, tie your outreach to the organization's goals or content the company posted online. State the use case. Give the prospect a reason to continue reading. Provide the use case quickly in the email, or you risk turning the prospect off before they understand what value you can offer. Don't put things that trigger the spam filter. The fewer links in your email signature, the less likely it will trigger a spam filter. Research what elements of an email contribute to a spam filter, and rewrite or restructure your emails to avoid those pitfalls. Have just one call to action. People are busy. If you ask the prospect for multiple different things, they're less likely to fulfill any of those actions. Make it simple to give people an easy way to respond and move further into the pipeline. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
When it comes to improving sales, all it might take to reach your goals is a shift in mindset. In today's episode of The Sales Evangelist, Donald is joined by Justin Cunningham to learn how any sales professional can stand out, transform, and optimize their mindset for better performance. You won't be able to sell until you believe you can sell. Adjust your beliefs. Try integrating a value-based reframe - People will form their beliefs after an experience. During your next relationship or interaction, you'll subconsciously look for those same affirming beliefs to support your existing notion. Decide that you want something better and find evidence to support that new belief. Set yourself apart to win larger-scale accounts: Learn what they're passionate about and what drives their bottom line to integrate a plan framed directly to them. A gatekeeper will pass individualized materials and information to a decision-maker rather than a mass-sent supply of information. Don't act like an employee; act like a business partner. When you focus on creating unique connections, relationships, and moments with others, you'll realize you're far more critical than a cog in the business machine. If you try something new, what's the worst that can happen? Propose new growth ideas and ways to improve your organization; if that is considered negative, it likely isn't the best environment for you. How leadership empowers their teams: Most people are completely underutilized. People are motivated by many different things, and determining your team's perspectives and mindset can be a powerful way to unify positions toward a common goal. Ask yourself and your team if your current actions are contributing to the company goal. If not, change your behavior. Justin's final takeaway? Believe that your radical insights are worth sharing. Don't be afraid to tell your ideas to those around you. Read Clicking by Faith Popcorn for more ideas about this topic, and visit ishiftresults.com to connect and interact with Justin. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
It's an all-too-common sales tactic to reduce your price to drive more sales. However, it can be easy to reduce our worth far below the time, energy, and thought it takes to provide the service we have. In today's episode of The Sales Evangelist, Donald is joined by professional sales coach Steve Brossman to uncover his secrets to creating sales without lowering your worth. The three levels of influence: Imposed: Present and pitch information to the client to make an informed buying decision Collaborative - When the client is involved, they invest to co-create a solution. Self-influence - With the right connections and collaboration, the buyer knows you'll deliver more than whatever money you charge. Shift your sales mentality: Instead of portraying selling as taking from buyers; shift your perspective. Instead, think of it as giving greater value than what they're willing to invest. Create information and relationships through your videos, content, and messages to potential buyers. Come with high energy. Build the buying energy, not just the sharing of information. Steve's four-letter framework to sell anything: D - Data, demonstrate, and deliver information. N - Narrative. Use a narrative to frame the solution, whether it's a quick story about how you've used it or a case study. Q - Quantifiable results. Those results are significantly greater than the investment to deliver C - Confirm and continue with the sale. Steve's major takeaway? Collaborate, don't convince. You'll never win the sale with just a pitch and close; it takes collaboration, research, and work to make the close. For more information and content from Steve, email him at steve@stevebrossman.com. For TSE listeners, Steve is also offering a free back pocket guide (How to Sell Yourself Without Selling Your Soul), available at stevebrossman.com/bpg. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Working in sales becomes drastically easier when we have a mindset and behavior that encourages our best work. But how can we curb limiting beliefs to develop a consistent and positive change in behavior? In today's episode of The Sales Evangelist, Donald is joined by speaker, author, and podcast host Heather O'Neill to discuss how sales leaders can inspire change in their mindset for performance growth. Our existing beliefs can hold us back: Our perceptions about the profession, money, or industry can all hold us back from our full potential. More importantly, our beliefs about ourselves can have the same impact - the idea that we don't have enough experience, work, or ability to get the job done. These limiting beliefs often aren't true and are inspired by what others tell us, not necessarily what we believe. Your brain doesn't know what's true and what isn't - it'll believe whatever is easier. If you tell yourself you're a confident speaker, you'll be more confident with it. (And yes, the reverse is also true.) It comes down to where you choose to direct your energy. Both bad and good things happen every day - choose where you focus. Shaping positive beliefs: When we become aware of our negative beliefs (and choose to let go of them), we generate the space for more positivity to ward off those prior beliefs. Shift to the opposite (and then dive deeper) to uncover a more nuanced perception. Surround yourself with successful people further in their careers. We inadvertently hold ourselves back when those around us want the people around us to stay the same. Removing negative ideals: Negative generational beliefs are often passed down, whether through family, friends, and coworkers. Generational beliefs are often negative and are based on prior misconceptions that lead to biases. We get beliefs from everyone around us and any external situation. But if we're on guard for it, we can stop ourselves from prescribing. Heather's final takeaway? You have more power over this than you might believe. When you control your beliefs, you'll experience more freedom and joy. For more information and content from Heather, connect with her on LinkedIn or visit her website at heatherhansenoneill.com. Tune into her podcast, From Fear to Fire, available on Apple Podcasts, Spotify, and wherever podcasts can be found. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Even the best sellers must overcome the feeling of burnout at one point or another. But how can we maintain performance while finding time for our physical and mental health? In today's episode of The Sales Evangelist, Donald is joined by Chris Prangley to discuss his own experience with burnout and how any seller can maintain success and momentum in their careers. Making good money can also come with stress: Review your ‘why' to maintain motivation toward your financial goals or realign with your company mission and personal goals. If you don't maintain your health and well-being, you'll eventually burn out. How do you determine why you do what you do? Making a certain amount of money is a great goal, but it is not a ‘why.' Instead, it should be more profound and connected to who you are. You'll find the most success at the intersection of your why and the company's mission. Try journaling about your traits and values to determine what you care about and continue to explore that. Look for the niche that excites you. What about the company or industry intrigues, inspires, and motivates you to sell it? Five things sellers can do to get recharged and handle burnout: Get out of the country at least once per year. Depart your normal and discover new cultures. The power of massage is incredible. Sitting at a desk all day can lead to tension and stress you don't realize is present. Work out or exercise early in the morning; you'll have more energy and be more productive. End your day with journaling, praying, or just expressing gratitude for what's happening in your life. When you have an exhausting day, turn on your favorite song and spend a few minutes dancing. Find the things that work for you because we're all different, and different things will recharge us. Chris's major takeaway? Know that it's okay to feel overwhelmed. But there are amazing tools you can use to continue reaching your goals. Check out Chris's book, Tech Sales Warrior, available on Amazon and connect with him on LinkedIn or his company website at techsaleswarrior.com/. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Sales isn't rocket science. However, we want to cover our bases just in case. In today's episode of The Sales Evangelist, Donald is joined by former NASA flight control engineer and CEO of ElevenPoint2, Kristin Taraszewski, to learn how sales organizations can adequately train their employees with technical knowledge to close more sales. Many sellers require technical training to sell their products, and that training has become more scarce. In 2021 alone, 39% of all salespeople switched jobs. Unfortunately, that shift led to a huge need for training that hasn't been fulfilled. It's difficult to keep up with the rapid changes of the world as quickly as the solution is needed. Many companies don't have a definitive onboarding and training program beyond a few online courses. It's expensive to pull salespeople out of the field to train, and lecture-based training historically has a 10% retention rate, making it challenging to implement successfully. Give sellers a clear map. When training sellers, a clear pathway with clear direction is necessary to help people succeed and thrive. You can't shortcut the learning map. Ask your technical team, sales team, and other necessary departments to determine what information is critical for the seller to know. Then, devise and implement a plan that teaches those elements. Think in the context of the customer. Teaching and training should be integrated. Learning one segment of the process at a time, like tech or applications, is not as helpful as full exposure. To get your foot in the door, a seller needs to prove they have something the buyer requires that solves a problem they experience. Utilize gamification to build successful programs: Training should be individualized as much as possible to help the people retain the information in the best way for them. To implement gamification, replicate the scenario a salesperson might experience while training. Get the trainee to explain the technical aspects, starting from the macro level and refining into finer details. Without a way for sellers to get better at their jobs, a company will begin to stagnate. Implementing strategies and tools to increase learning knowledge is synergistic for all levels of an organization. For more content and information from Christina and her company, visit their website at elevenpoint2.com. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Your personal brand and image impact everything about your sales process. Creating and maintaining a professional self-care routine is necessary to put your best foot forward to make the most money and foster the most connections. In today's episode of the Sales Evangelist, Donald shares some quick tips for any seller to improve their confidence and build a personal brand that reflects the hard work you do each day. Sometimes, we neglect the emotional for the physical: Sure, scoring that meeting or closing the deal can be nice. However, it's not as nice when it comes at a cost for our own physical and emotional needs as human beings. The Sales Evangelist is launching a course to build your professional self-care routine; check out the information here: thesalesevangelist.com/free-sales-training Build a positive attitude and confidence: One of the biggest things to help you be more effective is confidence. Even if you don't know a lot about the industry or individual, learn the company basics. Research the company to have more poignant discussions about the material to drive confidence. If you are genuinely interested in the conversation with the potential buyer, you'll inherently come across as more confident and competent in the conversation. Dress to the customer's needs: If you're meeting with an executive or higher-level individual, dress to their level. Leave the hoodie at home and wear what instills confidence in yourself and the buyer. Especially if you work from home, dressing professionally will make an impact where lower dress scales are more common. Your personal brand is critical: Pay attention to how you project yourself online and on social media. Amid a potential recession and the Great Resignation, ensure your content, language, and tone are transferable wherever you want to go. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
In today's episode of The Sales Evangelist, Donald is joined by frequent guest and CEO of Sales Gravy, Jeb Blount, to discuss an important (and often avoided) topic: selling a price increase to clients. The price increase conversation is awkward, especially if you've never done it before. A seller's main priority is to get the increase without losing the customer or order. Increases are good for the health of an organization. They're essential to ensure you get the resources to sell more deals, help prevent layoffs, and service quality initiatives. Understand what kind of price increase is occurring: Defensive increases are smaller and leveraged across the entire company. In addition, having a relationship with the customer makes discussing a price increase easier. The status quo means it takes a lot of work for a buyer to leave - many customers are likely to stay with you despite the price increase. Popular narratives sellers can use to discuss: In an inflationary period with supply chain issues, price increases constitute an economic fairness narrative. Costs have risen, impacting your ability to serve customers. Future value narratives occur when you add features, services, and additional expertise that justify the price increase. Project-based narrative - To successfully meet a particular benchmark, timeline, or quota, you need additional funding. Weave narratives together to weave a custom reason for your client - it should be whatever best helps them explain the increase. Connect with Jeb on LinkedIn for more content and information. You can find his new book, Selling the Price Increase, on Amazon, and a free downloadable companion guide at salesgravy.com/resources. Finally, tune in to his podcast, the Sales Gravy Podcast, on Spotify, Apple Podcasts, and anywhere else podcasts can be found. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Many buyers see sellers as a commodity. While the goal of every seller is to close more deals, how are you supposed to do that without being memorable to the buyer? In today's episode of The Sales Evangelist, Donald is joined by a sales coach and expert, Casey Jacox, to learn how sellers can stand out and be memorable to their prospects. Sellers are under a lot of pressure: Whether that pressure is to hit KPIs, increase quarterly figures, or just contribute to company growth, sellers have a lot to worry about. However, sales leaders are unlikely o slow down and contribute to sellers' foundational skills (AKA building relationships.) The ultimate goal? To make internal and external connections that help sellers improve their close rate while enjoying their position more than before. Six things sellers can do to be more memorable: Bring a positive attitude to your team Manage expectations of your team and prospects Understand the difference between listening and hearing Document and record interactions, goals, and data to inform your questions Let your authentic self shine Relationships take time Have a boomerang mindset. Think about ways to be nice and positive to those around you - set the precedent for communication. Give what someone asks for, and communicate with stakeholders if something might prevent you from reaching a certain benchmark or KPI. For more content and information from Casey, tune in to his podcast, The Quarterback DadCast, available on Spotify, Apple Podcasts, and anywhere else podcasts can be found. This episode is brought to you in part by Skipio. Are you sick of crickets? As a salesperson, the pain of reaching out with phone calls or emails and not receiving a response is real. But all text messaging is not created equal. 85% of people prefer text over email and phone calls because they want to engage in a conversation, not listen to bots. Be more like people and start having conversations that end in the conversions you want. Try Skipio at www.Skipio.com. This episode is brought to you in part by Scratchpad. Are you tired of a digital workspace cluttered with notes, folders, files, and half-filled spreadsheets? (Not that we're speaking from personal experience.) Luckily, we've found the solution. Scratchpad is the first Revenue Team Workspace specifically designed to adapt to each salesperson's workflow, so you don't have to change your habits. Scratchpad creates a streamlined workflow that allows everyone to be a little more productive each day without the hassle of updating a database with whatever info you can find. Get Scratchpad free at Scratchpad.com. This episode is brought to you in part by the Outbound 2022 Sales Conference. Are you looking to learn actionable and practical ways to improve your sales performance? Do you or your team want to experience a fantastic professional development opportunity full of expert and high-quality speakers ready to help you reach your sales quotas? Attend this year's Outbound Conference! Visit outboundconference.com to learn more, and use code MANGO10 at checkout to take a portion of your final ticket price. As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We'd love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.
Grace and Alvina welcome special guest Ruqayyah Daud, Associate Editor at Little, Brown Books for Young Readers. They discuss what is entailed in terms of assisting and how things have changed since Alvina was an assistant. See complete show notes at www.bookfriendsforever.com. Click here to become a Patreon member: https://www.patreon.com/Bookfriendsforever1.
04-28-22 Zoom Call hosted by Albert Lau ft. John Bacaron and Clifton Henry
Grace and Alvina talk about the treatment of Chinese and Chinese American athletes at the Winter Olympics, talk about the recent book banning controversies, and then welcome guest Alison Morris to talk about what kind of food textures are their favorites. Alison also shares some book recommendations. See complete show notes at www.bookfriendsforever.com. Click here to become a Patreon member: https://www.patreon.com/Bookfriendsforever1
Mehr als 70% aller Kunden, die in stationären Geschäften kaufen, beginnen ihren Weg zum Kauf im Web. Der Handel spielt eine zentrale Rolle im Vertrieb von Markenherstellern. In den letzten Jahren hat sich die Vermarktungssituation allerdings stark verändert: Herstellern fehlt immer mehr der direkte Kontakt zu den Endkunden, während dem Handel das Budget und Know-How fehlt, erfolgreich online zu werben. Welche Lösungen gibt es, damit Marken-Hersteller und der Handel gemeinsam erfolgreich agieren? Wie lassen sich aus Herstellersicht wirkungsvolle digitale Werbekampagnen für die Handelspartner bereitstellen und lokal umsetzen? Wie wird der passende Konsument zum optimalen Zeitpunkt erreicht und messbar zum jeweils nächsten Point-of-Sale geführt? Das sind einige der spannenden Fragen, die wir in unserem neuen Podcast mit Bobby Marks (Gründer und COO) und Andreas Jung (Senior Sales Manager) von der Firma Doorboost diskutiert haben. Kommen Sie am 18. November ab 10.00 Uhr zur größten hybriden Vertriebskonferenz in Skandinavien, der "The Sales Conference 2021". Hören Sie sich 7 inspirierende Keynote-Speaker an und informieren Sie sich über die neuesten Erkenntnisse, Forschungen und Trends, die die Zukunft des Vertriebs bestimmen. Programm und Anmeldung hier:
Kostendruck und Wirtschaftlichkeit stehen immer mehr im Fokus der produzierenden Industrie. Manuelle Tätigkeiten werden automatisiert. Um diesen Trend zu unterstützen, müssen Anbieter sich den veränderten Einkaufsgewohnheiten stellen. Bürkert, ein langjähriger Anbieter von Meß- und Automatisierungslösungen für Flüssigkeiten und Gase, hat sich dieser Herausforderung schon vor einigen Jahren gestellt und die Verkaufsprozesse entsprechend angepasst. Bei der Umsetzung und praktischen Anwendung für die weltweiten Verkäufer unterstützt Mercuri Bürkert seit 2018. Im folgenden Interview zwischen Sabine Marx-Fleischer, Senior Consultant bei Mercuri, und Frank Hils, Geschäftsführer Bürkert Fluid Control Systems, erfahren Sie mehr über die Hintergründe, Stellhebel und Learnings. The Sales Conference bietet Führungskräften Inspiration und Einblicke in die Zukunft des Vertriebs. The Sales Conference am 18.11.2021 ist die größte Veranstaltung und Treffpunkt in der nordischen Region für B2B-Führungskräfte, die die Vertriebsorganisation der Zukunft verstehen und gestalten wollen. Sichern Sie sich noch bis Ende Oktober Ihr 50% OFF Ticket hier. Sie wollen weitere Informationen zu dem Thema Sales Excellence? Kontaktieren Sie Sabine Marx-Fleischer: https://www.linkedin.com/in/sabinemarxfleischer/ Ihre Informationsquelle zu aktuellen Themen im Vertrieb: https://mercuri.de Ihnen hat die Episode gefallen? Dann geben Sie uns doch bitte ein 5-Sterne Bewertung und abonnieren den Vertriebs-Podcast von Mercuri International. Über detailliertes Feedback freuen wir uns genauso. Schreiben Sie einfach an: info@mercuri.de So können wir unseren Podcast weiter verbessern und die für Sie und Ihr Unternehmen relevanten Inhalte präsentieren.
Andreas Ekström är författaren och journalisten som anlitas världen över som Keynote Speaker. Han utsågs till årets talare 2019. För fyra år sedan talade han på The Sales Conference om ”sju sätt att äga världen”. Hyllad då och åter som talare i år när The Sales Conference går av stapeln den 18 november. Säljkonferensen är Nordens största event- och mötesplats för B2B-chefer som vill förstå och bygga framtidens säljorganisation.Ken för en pratstund med Andreas som delar med sig av spännande förhandlingar, hur han ”äter Google till frukost” för att vara på topp och hur han tänker kring sin karriär. Njut av en världsartist! See acast.com/privacy for privacy and opt-out information.
Let's dive into insights I've pulled together from the OutBound Sales Conference Virtual Sessions. Make sure you have your notebooks out, I will review the following sessions: How to Balance Prospecting with Account Management by Jeb Blount Win More Deals at the Prices You Want by Jeb Blount The 10:00 AM Rule by Mark Hunter How to Sell by Victor Antonio Turning Uncertainty into a Competitive Advantage by Meridith Elliott Powell Sales Success Secrets of Top Performers by Art Sobczak There are a lot of concepts here, tune into the next Episode of KD's Journey for more insights from the 2021 Outbound Sales Conference. Take a listen! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/kaleigh-dwyer/message Support this podcast: https://anchor.fm/kaleigh-dwyer/support
Let's dive into insights I've pulled together from the OutBound Sales Conference Virtual Sessions. Make sure you have your notebooks out, I will review the following sessions: How to Balance Prospecting with Account Management by Jeb Blount Win More Deals at the Prices You Want by Jeb Blount and Lee Salz Following Up - The Easiest Way to Close More Sales by Mark Hunter and Meridith Elliott Powell There are a lot of concepts here, tune into the next Episode of KD's Journey for more insights from the 2021 Outbound Sales Conference. Take a listen! --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app --- Send in a voice message: https://anchor.fm/kaleigh-dwyer/message Support this podcast: https://anchor.fm/kaleigh-dwyer/support
This week's guest is James Muir, Vice President of Sales at Essential Hub, and author of the #1 selling book, The Perfect Close: The Secret to Closing Sales. James is truly passionate about healthcare and growing revenue for organizations. He is also very well involved with Outbound, which is the biggest and baddest Sales Conference in the world which recently just took place in Atlanta, Georgia. On today's episode, we discussed: · Genuine Listening · Sales Skills Are Human Skills · The Importance of A High and Wide Strategy · Truly Understanding The Problem · Intent Is More Important Than Competence Enjoy my conversation with James Muir ______________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Future episodes of the Sales Segment include: · Dale Dupree · Richard Harris · Andrea Waltz · Galem Girmay · Scott Leese · Meridith Elliott Powell · Kendra Lee · Steve Richard · The list goes on and on. Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!
Kat and Claribel talk a little about their personal writing processes. And then they interview Shelly Romero an editor at Scholastic about what she looks for in submissions, how you can support BIPOC authors, and the realities of the day-to-day life of editors! SHELLY BIO: Shelly Romero is an assistant editor at Scholastic Press, where she is looking to build a list comprised of predominantly BIPOC and traditionally marginalized authors. She graduated from Stephens College with a bachelor’s degree in English and attended the 2017 NYU Summer Publishing Institute. She is a member of Latinx in Publishing, People of Color in Publishing, and a junior mentor for Representation Matters Mentorship Program. She was selected as Publishers Weekly Star Watch 2020 Honoree, which “shines a light on innovative, talented professionals from all parts of the industry.” Born and raised in Miami by Honduran parents, she now resides in New York City where is she is forever chasing the perfect café Cubano and pan tostado. • Follow Shelly Online: website | Twitter Mentions: • Add Witchlings by Claribel a. Ortega on Goodreads • Add Once Upon a K-Prom by Kat Cho on Goodreads • Add Frizzy/Rizos by Claribel a. Ortega on Goodreads • Shelly explains Acquisitions meetings, Launch, and Sales Conference from an editor’s perspective! • FOLLOW CLARIBEL: Twitter | Instagram | Youtube | TikTok • www.claribelortega.com • Check out Claribel’s books • FOLLOW KAT: Twitter | Instagram | YouTube | TikTok • www.katchowrites.com • Check out Kat’s Books • FOLLOW WRITE OR DIE: Twitter | Instagram • Write or Die Podcast Website • Join our WorDie community! --- Support this podcast: https://anchor.fm/writeordiepodcast/support
With a valuation of over 2 trillion dollars, and a world-wide iconic brand, Apple is arguably the most successful and influential company in history. However, the early days of the Macintosh were rough, and Steve Jobs left the company when the Mac was merely a year old. Today, Krazy Ken and Brad recap some of the earliest Apple keynotes, including the Macintosh's first public demo at the Flint Center on January 24, 1984.Subscribe today so you don't miss a new episode! New episodes come out every other Monday morning (6:00 AM CT) so your Monday can be a funday!Special thanks to our friends at Linode for making this podcast possible! If you need cloud computing solutions, then you need Linode. Grab your $100 in free credit at https://linode.com/computerclan - If it runs on Linux, it runs on Linode!3:00 - Apple Sales Conference 1983 and "1984" Ad16:55 - Apple Shareholders Meeting (January 24th, 1984)46:32 - Apple II Forever Event (April 24th, 1984)50:20 - Aftermath, Mac Problems, and Jobs vs. Sculley59:47 - ConclusionSteve Jobs Biography (Affiliate Link): https://amzn.to/3sMHcpd5 Apple Prototypes You've Never Seen in Person: https://youtu.be/cB4PM4QGcLwEarly Macintosh Stories (Written by the Team): https://www.folklore.org1983 Sales Conference with Dating Game: https://youtu.be/Xl0vhiLUIxkFirst Macintosh Reveal (Shareholder Meeting): https://youtu.be/Onj8Mbc_-NAFirst 100 Days of Macintosh: https://youtu.be/UxKSkrky4tUPurchases via our sponsor and affiliate links help support the Computer Clan YouTube channel and this podcast. Thank you.This is a new podcast hosted on a new platform, so if you spot any errors or bugs, please email: admin@thecomputerclan.comEpisode Transcription: https://thecomputerclan.com/transcriptions/AppleKeynoteChronicles-001.pdf
2020 satte hon som vanligt upp en lapp med sina mål på skafferidörren. Målen var på lappen var tydliga, Nå en viss försäljningssummaAtt teamet Pernilla var med i skulle bli årets teamAtt bli årets säljare Ganska häftigt att det sista målet uppnåddes, och med råge. Pernilla delar med sig av framgångsfaktorer, sin syn på vad som kännetecknar en bra säljare, hur det kändes den där dagen hon fick priset, hur hon arbetar med social selling och varför, och så avslöjar hon förstås vad det står det på lappen på 2021 och varför en sådan lapp är så viktig. Vad står på din lapp?********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
To get better all the time. Investing time in learning and daring to test new things as part of learning are for many successful organizations and individuals crucial to achieving success in both short term as long term. Meet Anssi Rantanen, a serial entrepreneur and growth marketing expert, in this episode about how to go from a fixed to a growth mindset. This is the last episode before The Sales Conference on the 19th of November where you will hear Anssi as a Keynote speaker. ********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
Meet Anssi Rantanen, a growth marketing expert, serial entrepreneur, and winner of the 2019 Nordic Business Forum public speaker award. This is the fifth out of six episodes before The Sales Conference where you will meet Anssi as a Keynote speaker. You will also meet Anssi in a longer episode in a couple of days but first of all, listen to some of hiss ales memories in this short episode.********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
Vi träffar Samir från Getaccept för att prata saas-tjänster och säljkultur. Men självklart pratar vi också om partybussar, Sales Conference, svindyra möten, vart man egentligen köper en säljklocka och hur det känns att bära en kostym med 73 färger.
Precis som alla branscher genomgår säljutbildningsbranschen en hypertransformation, inte bara på grund av Corona även om den påskyndar utvecklingen. I detta avsnitt inför The Sales Conference så möter ni Frank Herbertz, VD för Mercuri International, som berättar om vilka trender han ser inom branschen. Vi tar upp fem tydliga trender som påverkar såväl Mercuri som branschen. Trenderna syns även i många andra branscher på olika sätt. In och lyssna, reflektera och agera!********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
In this interview, which is part three of six before The Sales Conference on November 19th, you will meet Frank Herberts. Frank has over 25 years of experience in the industry "sales training and sales development" and regularly meets companies all over the world who want to develop in sales. Few people , have the same experience as Frank in this area. Frank personally shares both unexpected events in customer meetings as mistakes he has made in his career.Även den mest erfarene gör misstag - med Frank Herbertz, VD för Mercuri InternationalI denna intervju, som är del tre av sex nför The Sales Conference den 19e npovember, så möter ni Frank Herberts. Frank har över 25 års erfarenhet inom branschen "säljträning och säljutveckling" och träffar regelbundet företag över hela världen som vill utvecklas inom försäljning. Få, har samma erfarenhet som Frank inom detta område.. Frank delar personligt med sig av såväl oväntade händelser i kundmöten som misstag han gjort i sin karriär.********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
Hey 'Limitless' listener! Bringing you the recorded version of Jeffrey Gitomer's, the King of Sales, keynote speech from the Sales 3.0 Conference 2020. Plug in your headphones right now for this amazing 20-minute speech from one of the top sales thought leaders in the world right now. Here are the key topics Jeffrey has covered... • The 2 words that are going to redefine sales in future • Why is Hippo Video Jeffrey Gitomer’s preferred video platform? • Virtual + Video = Victory: And, a brief history of sales • ‘5’ is the new normal in sales • Reasons why salespeople are NOT in a middle of crisis but the BIGGEST opportunity in the history of sales • The REALITY that you’re missing in your sales right now • The new normal in B2B sales you should know before it's too late And, don't forget to leave us a review on whichever platform you use to listen to your favorite podcasts. _______ Learn more about Hippo Video: www.hippovideo.io
Stefan Hyttfors, känd föreläsare, trendspanare och futurist, kommer vara en av huvudtalarna på The Sales Conference den 19e november. I detta avsnitt får ni en försmak av vad Stefan kommer att prata om. Vi pratar om vad vi faktiskt kan ta reda på om kunden inför ett möte, inte bara fakta utan kring kundens hälsa, känsloläge, värderingar, stressnivå etc. Vi pratar om förändringshastighet och hur vi faktiskt tar oss an en värld där allt vi trodde vi visste kan komma att omkullkastas. Men vi balanserar också upp med att diskutera frågan, ska vi fokusera på framtiden eller har vi nog svårt att hantera nutiden. Vad är viktigt, kortsiktiga eller långsiktiga mål?********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
Ett av sex specialavsnitt inför The Sales Conference. Först ut är Stefan Hyttfors, trendspanare och mycket uppskattad och prisad föreläsare. Stefan kommer att tala på konferensen men vi får ett smakprov redan denna och nästa vecka. I detta avsnitt pratar vi säljminnen. Vi pratar om kalla samtal, svåra samtal och om Stefans ovilja att ta möten. ********************Säljpodden ges ut i samarbete med Säljarnas Riksförbund. Gå in på Säljarnas hemsida för att läsa mer om vad de gör.Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt! See acast.com/privacy for privacy and opt-out information.
Liz Tully is proof that we can definitely change. In the last 8 years, Liz has completely changed her life around. From '8 bottles of wine week' to completely sober, business owner, and helping others change their life around. Her specialities are in the field of Hypnotherapy, Neuro Linguistic Programming (NLP) and Personal Development Coaching. She is a big advocate of Hypnotherapy as a fast an effective tool to changing patterns and behaviours that do not serve you. The key topics we discuss in this podcast: Hypnotherapy for anxiety - Reprogramming unhelpful behaviours & thought patterns Most of our lives are run on subconscious patterns We are married to our beliefs "I never believed I could give up drinking" My model of the world was - drinking was normal and that I couldn't socialise without it I was drinking 8 bottles of wine a week The book "Kick the drink easily" by Jason Vale, changed everything for me People don't cope when you give up alcohol I've never once missed drinking The first Sales Conference when I didn't drink was a revelation My stopping drinking triggered transformation in all aspects of my life My (20 year) fear of sharks I no longer have I was an anxious person "Anxiety is something that you do, not something that you have" We learn how to do anxiety very early in life I see a lot of confident anxious people - seeking freedom, relief and a sense of calm From 2012 to 2020 - I couldn't imagine, not in a million years, the change in me Finding my purpose The first step to change is awareness CONNECT WITH LIZ
Looking for Motivational Speakers for Corporate Events in India? Simerjeet Singh offers you plenty of motivation, food for thought and self reflection, stories and humour to achieve the transformation in your life that you've always been aiming for in this LIVE motivational seminar. With his down-to-earth and witty approach, he shares with you the success strategies that he has personally implemented in his life. Simerjeet Singh | Live Seminar Audio in Hindi + English and Hinglish | Keynote Speakers in India We won't describe him as the Best Motivational Speaker in India. There can't just be one great motivational speaker in a country of more than a billion people! He may prove to be the best keynote speaker in India for your conference. And that's the reason we have made available hours and hours of live and studio recorded footage - for you to decide if he is the right fit for your audience, for your workplace culture and for your business and employee development goals. This audio has some of his best motivational speeches which are sure to rouse you to take action on the most important things in your life. Shot with an audience of 800 at the Siri Fort Auditorium in Delhi, this video contains excerpts from a Sales Motivational Keynote. Could this motivational audio be life changing for you? Only if you use these ideas in your life. Otherwise, it will be another feel-good inspirational audio that you listened and it will all end at that. As Mr. Simerjeet Singh likes to say - Ideas are useless unless they are used. There are countless lists of top 10 motivational speakers in India available on the internet but Mr. Singh believes that since every speaker is unique and adds value in different ways, therefore it is difficult to quantify and rank the speakers in any such sequence. Therefore, a conference organiser must be clear about her audience, her budget, her objectives and the conference theme and then select a professional speaker who would work best for them. This is not an industry where one size will fit all. There is a huge variety to choose from in India. You can either enlist the services of a trusted speakers bureau such as simply life speaker bureau, London Speaker Bureau, Outstanding Speaker Bureau or Celebrity Speakers India. Or your best bet is to search Google and YouTube for Motivational Speakers in India and go through the search results and contact the ones that resonate with you. Endorsed by the leaders of corporate India as one of the best keynote speakers and widely counted among the top 10 motivational speakers in India, Mr. Simerjeet Singh has devoted his life to improving the lives of others. #MotivationalSpeakerIndia #SimerjeetSinghHindiAudios #KeynoteSpeakerIndia If you're a conference organizer looking for Indian Motivational Speakers in English or Motivational Speakers for Sales Conference- please visit his official site - https://www.simerjeetsingh.com/ Follow us on: Facebook Page: https://tinyurl.com/wbc3fh4 Blog: https://tinyurl.com/tk3qhgf LinkedIn: https://tinyurl.com/rvrez72 Instagram: https://tinyurl.com/rombwaw Twitter: https://tinyurl.com/qlbdcet Soundcloud: https://tinyurl.com/r5hk5pr Tik-Tok : https://tinyurl.com/umsoqfd Spotify: http://ow.ly/Jf0v50yYqTI Apple Podcasts: http://ow.ly/dmrM50yYqTU Anchor : http://ow.ly/mDGQ50yYqTF Google Podcasts: http://ow.ly/1VB750yYqTP Breaker: http://ow.ly/R5AH50yYqTQ Pocket Casts: http://ow.ly/piSu50yYqTE RadioPublic: http://ow.ly/IKN050yYqTV Castbox: https://tinyurl.com/qlh5y5j Overcast: https://tinyurl.com/wskz54j Subscribe to our YouTube Channel: https://www.youtube.com/user/CuttingEdgeINDIA
This is what happens when you go to a sales conference. Featuring: Thomas Latimer as Nazi Death Matthew McMillan as AJ Stinkenheath Allen Cameron as Officer Hardon and John the Nutcase CJ Roby as Mr. Bucket Elizabeth Berquist as D.A. Crystal Brad Stacie as Blaine Oscar Lofgren as Voice of Dented Dimension & Bavy Loren Bogaard as Manager Sarah Gillespie as Sarah Kai Black as Bailiff Clarice Harding as House Announcer Jason Rigden as Keynote Speaker Greg Lafoie as Prison Inmate & Prison Guard Thomas Fast as Prison Guard Matt Taylor as Audience Member Rob Kerruish as Prison Inmate Aubrie Dollinger as Flight Attendant Rochelle Morris as Cocktail Waitress Adam R. as Prison Gang Member Vincent Oreski as Police Supervisor And Timothy Dean as Keynote Speaker Leave us a comment on: Website: denteddimension.com iTunes - bit.ly/dentedreview Stitcher - www.stitcher.com/podcast/seth-sep…dented-dimension Facebook - www.facebook.com/lowestbrow/ Twitter - twitter.com/DentedDimension Instagram - www.instagram.com/denteddimension/ TuneIn - tunein.com/podcasts/Comedy-Pod…Dimension-p1116898/ Soundcloud - @user-757404386-683552322
Har du koll på de supertrender som händer inom försäljning runt om i världen? En som har stenkoll är Henrik Larsson-Broman från Prosales. Han har lagt tusentals timmar på att analysera och forska på vilka trender som gäller för att lyckas med försäljning. Med boken Supertrenderna, så beskriver han vart försäljningsutvecklingen håller på att riktas i världen och vilka trender du behöver ha koll på. Henrik Larsson-Broman- ProsalesVad är en trend och hur uppstår trender inom försäljning? Henrik Larsson-Broman menar att det handlar om en trögrörlig förändring över tid, som möter ett mänskligt behov. Han beskriver det också som förändrade förväntningar som vi människor skapar. I avsnittet ger han en mängd exempel på trender som uppstått, när vi förväntar oss förbättringar. ********************Säljpodden samarbetar med CRM-uppstickaren Membrain. Gå in på Membrains hemsida och klicka på “Book a demo” för att få en visning av ett modernt system, som för din säljprocess framåt!******************** Trender skapar ofta kommersiell framgång. Ta exemplet med Amazon som Henrik berättar om och som prickar in en stor mängd av alla de trender som beskrivs i boken Supertrender. Det är ett bra exempel på ett bolag som har koll på vad som funkar och hur man skapar trender. Vilka kan skapa trender och vilka trender har blivit tydligare under året som gått? Det visar sig att det finns en mängd trender som tagit stora kliv sista året och som Henrik beskriver i olika exempel i avsnittet. Det händer så fundamentala saker inom försäljning, att vi kan behöva omvärdera vår syn på företagande i stort framtiden. Vad är det som händer? På The Sales Conference kommer Henrik att avslöja vad det är i sin föreläsning. The Sales Conference på Globen Annexet, är årets stora säljevent som du inte bör missa. Den 19 november kl 08.00 öppnar portarna och jag har lyckats ordna ett bra pris till Säljpoddens lyssnare! Följ länken för att få 30% rabatt på biljetten till The Sales Conference! /Mattias P.S. Prenumerera på Säljpodden i iTunes, Spotify eller på Säljpodden.se. Gå också gärna med i Säljpoddens grupper på Facebook, Instagram och Linkedin. Tack! D.S Inlägget Supertrender inom försäljning – Henrik Larsson-Broman dök först upp på Säljpodden. See acast.com/privacy for privacy and opt-out information.
Learn about ResponsiCon by visiting https://symphosize.com/responsicon/ Curt Kempton is one of my closest friends. He is a former service business owner and is the founder and CEO of a sales software company called ResponsiBid. Curt joins me as we hang out, and discuss life as well as our philosophy on business. CURT ALSO MAKES A SPECIAL OFFER TO ANYONE THAT SIGNS UP FOR RESPONSICION BEFORE THE END OF Oct 2019. Interested in trying Responsibid? JNE listeners get an EXCLUSIVE deal not available anywhere else. Click http://jnebid.com to get a 4th month of service FREE. ------------------------ Want to know how I'm doing it? Here are a few services that help me run and automate my business: -Responsibid - Simply put...Responsibid makes us a TON of money and it's the single most important tool in our business. All of our quotes go through it, it follows up with my prospects, it sells jobs on my website while I'm asleep, it intelligently schedules on our calendar, and follows up with previous customers keeping them coming back over and over, and does a lot more. JNE listeners get an EXCLUSIVE offer that you can't get ANYWHERE ELSE. Sign up using the JNE link and get a free month of service! Check it out at http://jnebid.com -Send Jim is a digital automated assistant that keeps me in front of my customers and helps me get the most important customers...REPEAT CUSTOMERS! JNE watchers get a two-week free trial and some credits so that they can test drive the system for themselves. Use this link to get the special http://JNEJim.com -NiceJob is a review generating service that has helped me dominate my market with google reviews in a short amount of time. NiceJob makes it easy to stay in front of your customers and collect those extremely valuable reviews! Use the link https://nicejob.grsm.io/bobbywalker2815 to learn more and sign up.
UK Sales conference presentation in westport April 1st 2019
Grace and Alvina talk about how Sales Conference at a publishing company works, and how they’ve both developed as public speakers when it doesn’t come naturally to either of them. And, they end as always with what they’re grateful for.
Today's episode 25 is from me and I will share tips about the things you need to consider when attending a sales conference. Which sales conference are you planning to attend? And if you've attended others in the past, I'd love to read your comments about the experience and whether or not it was valuable for you? Join the discussion at DailySales.Tips/25 and check out the comprehensive list of sales conferences that I created.
Den här veckan sänder vi "live" från The Sales Conference 2018, som var som en tidig julafton för alla som jobbar med sälj och marknadsföring. För att förmedla en del av all kunskap och inspiration vi fick med oss släpper vi detta fullmatade, extra långa avsnitt. Vi tog nämligen vårt pick och pack och drog till TSC, där vi byggde upp vår egen poddstudio och bjöd in alla som passerade. Vi pratade mycket om trender i försäljning men också om rekrytering, social selling och massa annat. I podden hörs ett urval av alla fantastiska personer som gästade oss, bland annat Emma Wallin, Hans Peter Siepen, Jackie Kothbauer, Henrik Larsson Broman och Sara Larsen. Stort tack till alla som medverkade!
Daniel Pink is one of the top 10 business and management thinkers in the world. His TED talk is one of the most popular ever, with over 21 million views. Four of his books has entered the New York Times bestselling list and his books has been translated in to 39 languages. He has also been the the chief speechwriter to Al Gore, the former Vice President of the United States.The 8th of November he will be the Keynote speaker at The Sales Conference hosted by Prosales.Prosales also provided Säljpodden the opportunity to do this interview.We start to talk about his latest book “WHEN- The scientific secrets of perfect timing” and discuss what perfect timing actually is. He give an example from his book of how to take a scientific break, the”napuccino”. We also learn why we should avoid to make an appointment at the hospital in the afternoon!From his bestseller “DRIVE-The surprising Truth about what motivates us”, he discuss different aspects of motivation and what motivates us and what does not. We also get to know what motivates Daniel!We also discuss from his book “IT IS HUMAN TO SELL – The surprising truth about moving others”, why it is human to sell and how sales mentality is about to change. Daniel explains why extrovert personalities don’t make the best salespeople in the modern landscape of sales.At the end of this interview he reveals the topic of his Keynote talk at Prosales – The Sales Conference, the 8th of November and it is going to be very interesting!Be sure to invest in yourself and your sales development, by going to The Sales Conference!/MattiasP.S. Glöm inte att prenumerera på Säljpodden i iTunes eller på Spotify och gå gärna med i Säljpoddens grupper på Facebook, Instagram och Linkedin. D.S See acast.com/privacy for privacy and opt-out information.
Det är få personer som kan så mycket om försäljningstrender, som Henrik Larsson-Broman på Prosales Institute. Med 40.000 timmar av forskning i ryggen, otaliga rapporter och föreläsningar om utvecklingen inom B2B-försäljning, så har han bra koll på trenderna inom försäljning runt om i världen. Nu skriver han en bok om dessa försäljningstrender, som påverkar oss varje dag.*************************Tycker du att det är jobbigt att följa upp på kunder som du mailat ut material till? Då ska du ta hjälp av min samarbetspartner Yooba Slides Säljverktyg, för att slippa jaga kunderna för uppföljning.Läs mer på: www.yooba.se/pipedrive************************* Med fakta och datadriven forskning, så visar Henrik Larsson-Broman tillsammans med sina kollegor på Prosales Institute, hur företag ska göra för att lyckas med sin B2B-försäljning och skapa moderna försäljningsorganisationer. Han berättar i den här intervjun om starten av Prosales, hur succén kom direkt och vilket gap som deras affärsidé hjälpt till att fylla. Vi hör om hur deras forskning på säljare och säljorganisationer, resulterat i ett antal verktyg och modeller som Prosales medlemmar och kunder kan ta del av för att stärka, utbilda eller förändra sin säljorganisation. Mycket av denna fakta presenteras på de medlemsmöten som säljchefer och marknadschefer för olika bolag inom B2B, kan deltaga i genom att bli medlem hos Prosales Institutes Network. (Bli medlem på: https://prosales.se/network/) Du får i den här intervjun höra ett urval av olika trender inom försäljning som Henrik just nu sammanställer i hans debutbok och som kommer ut lagom till Prosales Institutes stora möte, The Sales Conference, den 8 november. (Boka din plats på eventet, genom att gå in på: (https://www.thesalesconference.se) Ska vi skicka säljarna eller försäljningschefen på utbildning? Hör Henriks reflektion om detta, samt vad folk oftast inte håller med honom om, men som faktiskt är sant(!) i den här intervjun. Följ Henrik på Linkedin /Mattias P.S. Prenumerera gärna på nya avsnitt av Säljpodden och få direktlänk när nya avsnitt släpps, vilket är varannan måndag. Gillar du Säljpodden, så får du gärna följa sidan för Säljpodden på Linkedin eller betygsätta och kommentera podcasten på t ex iTunes. D.S. See acast.com/privacy for privacy and opt-out information.
In this episode we talk to Dennis Carlson, Founder of Agency Leverage. Click here to connect with this guest on LinkedIn.
Vi träffar en massa spännande personer som berättar om deras reflektioner kring The Sales Conference och försäljning!
Sälj- och marknadspodden rapporterar i detta avsnitt [...]
Philip och Thomas är på Sales Conference i Göteborg och intervjuar nya och tidigare gäster av podden.
If you don't know what voluntary benefits are, or understand the potential advantages they can offer your business, this is the webinar for you. We'll break down the common myths and misconceptions, and provide you with the tips, tools and tactics you can use to better manage benefits costs, attract and retain employees, and protect your employees' financial futures.
In this episode we talk to William Colbert, Founder of Treetop Growth Strategy.
Philip och Tomas pratar om det bästa från The Sales Conference. Musik: Joakim Karud - Loudness & Clarity Music by Joakim Karud http://soundcloud.com/joakimkarud
Lincoln Murphy's focus is customer success. He's currently the growth architect at Winning by Design, where he creates blueprints and playbooks for customer success managers and leaders. In the past, he founded Sixteen Ventures and led customer success at Gainsight. Using customer success to drive growth across the entire customer lifecycle, he has helped over four hundred SaaS and enterprise software companies accelerate growth and retain valuable customers. Contents On the website, click any timestamp to start listening to the episode at the noted location. Resources Mentioned in Episode Episode Transcript [00:00] Intro [Read] [02:27] Pre-SaaS Career in Supply Chain Management [Read] [04:14] Early SaaS Company for Mail Center Management [Read] [07:55] Early Days of SaaS [Read] [11:12] Before SaaS Was SaaS [Read] [12:56] Resistance to SaaS Adoption [Read] [14:08] Role of Corporate IT in SaaS Adoption [Read] [15:18] SaaS Business Model [Read] [16:27] Business Architecture [Read] [17:18] SaaS as a Business Architecture and SaaS Revenue Models [Read] [19:13] Recent Career [Read] [20:27] Sixteen Ventures [Read] [21:44] “The SaaS Guy” [Read] [22:16] Contrarian Views [Read] [23:57] Freemium in SaaS [Read] [25:10] Thought Leadership (or Getting Things Out of Your Head and Moving On)[Read] [26:06] Facts and the Contrarian Point-of-View [Read] [27:48] Customer Success Management [Read] [28:37] Customer's Desired Outcome [Read] [29:01] Customer's Required Outcome [Read] [30:06] Customer's Appropriate Experience [Read] [31:39] Appropriate SaaS Experience [Read] [33:26] Solve for Success Not Happiness [Read] [33:59] Successful Customers Advocate But Want More [Read] [34:49] Happy Customers May Not Be Getting Value and Then Churn [Read] [35:15] The Appropriate Success Vector [Read] [36:21] Customer Success and Company Valuation [Read] [37:15] Churn [Read] [37:50] Customers to Save and Customers to Let Go [Read] [39:41] When Churn Becomes a Non-Issue [Read] [42:03] Individual Contributions to the Customer's Desired Outcome [Read] [45:05] Personal Recommendations [Read] [46:34] Make Your Customers Powerful [Read] [47:20] Operationalize Customers Making you Powerful [Read] [48:16] Proactively Convert on Success Milestones [Read] [49:31] Customer Lifecycle Success [Read] [50:07] Tools to Monitor Customer Progress [Read] [51:01] Understand Desired Outcome Before You Operationalize [Read] [51:31] Start with the Customers and Tools Will Become Apparent [Read] [52:22] Saas Networking Recommendations [Read] Disclosure concerning affiliate links [Contents] Resources Mentioned in Episode Please see Disclosure* (below transcript) concerning affiliate links on this page. 7 Ways Customer Success Drives Company Valuation – This blog post by Lincoln Murphy on Sixteen Ventures discusses how Customer Success can impact the valuation of your company. Listen or read at [36:21]. ClientSuccess –Customer success management app mentioned by Lincoln Murphy as an alternative to Gainsight to measure customer success milestones. Listen or read at[50:18]. Customer Success: How Innovative Companies are Reducing Churn and Growing Recurring Revenue* – Book by Nick Mehta, Dan Steinman, and Lincoln Murphy. Lincoln did not mention the book during the interview. I recommend you digest the information in this podcast episode, read Lincoln's Customer Success: The Definitive Guide, and then read the book. The book is broken down into three parts: (1) Customer Success: The History, Organization, and Imperative; (2) The Ten Laws of Customer Success; and (3) Chief Customer Officer, Technology, and Future. Each of the Ten Laws is covered in a chapter. Customer Success: The Definitive Guide – This is a 2016 update to Lincoln's original post The Definitive Guide to Customer Success. A PDF of the guide is available from the site. If this podcast episode interests you, I would recommend you read this next. I brought this up during the interview. Listen or read at [27:48]. FlipMyFunnel – According to the website, FlipMyFunnel is a “B2B Marketing and Sales Conference.” Lincoln Murphy mentioned that he would be speaking at the 2016 conference in Austin, Texas, but the conference moves. Check the website for info. Listen or read at [52:22]. Gainsight – Lincoln Murphy's former employer. Gainsight is a customer success management platform to measure customer success milestones. According to the website, Gainsight is: “Community, Best Practices, and Platform to Drive Business Transformation.” If you scroll to the bottom of their homepage (as of this writing), you'll see several useful guides listed. I have not checked them thoroughly, but they look good. Listen or read at [50:18]. Heroku – PaaS (Platform as a Service) for web app development and deployment. Lincoln Murphy mentioned this during the interview because he was once involved with a startup that was a competitor. That statup is gone, but Heroku remains and is well-respected. Listen or read at [18:35]. Influence: Science and Practice (5th Edition)* – Book by Robert Cialdini about the factors that influence us to say, “Yes.” According to his research, there are six such factors or principles: reciprocation, consistency, social proof, liking, authority, and scarcity. This is a well-written book and must-read for anyone interested in how people are influenced. Lincoln Murphy recommended this book. Listen or read at [45:33]. Intercom – According to the website: “Intercom is a customer platform with a suite of products for live chat, marketing, feedback, and support.” Lincoln Murphy mentioned this with other tools to operationalize customer success. Listen or read at [50:18]. Lincoln Murphy on Twitter @lincolnmurphy. Listen or read at [53:56]. Ruby on Rails – Ruby on Rails is an MVC (model-view-controller) framework based on the Ruby programming language used for web development. Mentioned in passing by Lincoln Murphy. Listen or read at [18:35]. SaaS Business Model [graphic] – SaaS Business Model graphic by Lincoln Murphy on Sixteen Ventures site. I mentioned this during the interview with Lincoln Murphy because it has his definition of customer success. Listen or read at [15:18]. SaaStock – European B2B SaaS conference. Listen or read at [52:22]. SaaStr – Annual conference, podcast, academy, and extensive blog about SaaS. According to the website: “SaaStr began in 2012 as a simple attempt via a WordPress blog, together with a few answers on Quora, to help share back Jason M. Lemkin's learnings of going from $0 to $100m ARR with the next generation of great SaaS and B2B entrepreneurs.” Mentioned by Lincoln Murphy. Listen or read at [52:22]. SIIA (Software & Information Industry Association) – According to the site: “SIIA is the principal trade association for the software and digital content industry.” Mentioned by Lincoln Murphy in passing at [23:23]. Sixteen Ventures – Sixteen Ventures is a company founded by Lincoln Murphy. The site contains blog articles about SaaS back to 2007 and Lincoln's current speaking. Mentioned in numerous places during the interview. Listen or read at [01:54], [19:13],[20:27], [20:41], [27:48], and [53:43]. The Reality of Freemium in SaaS – PDF by Lincoln Murphy mentioned during interview. Listen or read at [23:57]. Totango – Customer success management app mentioned by Lincoln Murphy as an alternative to Gainsight to measure customer success milestones. Listen or read at[50:18]. Winning by Design – According to the website, Winning by Design has a “proven customer-centric SaaS process for sales organizations” to assist with the design, implementation, and scaling of SaaS sales organizations. See their How It Works tab for more information. This is Lincoln Murphy's place of employment as of this writing. [Contents] Episode Transcript Intro [00:00] Ron Gaver: This is the SaaS Business Podcast, episode 16, an interview with Lincoln Murphy. [00:16] Lincoln Murphy: I'll tell you what: this is one of the most powerful concepts that I've ever come across in business, and that's kind of a big statement, but I believe it to be true If you understand what your customer's desired outcome is, what they need to achieve, and the way they need to achieve it, I think it changes everything. [00:45] Ron Gaver: Hello, welcome to the show. I'm your host, Ron Gaver. Thank you for listening. This is the podcast designed to help you put the pieces of the puzzle together to start, grow, and succeed in your SaaS business. Before we get started with the show, I would like to invite you to visit the podcast website. The URL is SaaSBusinessPodcast.com. On the website, the most important thing to do is to sign up to get your copy of the current free download. This will also put you on the list for future free downloads and updates. For your convenience, there's also a page on the website for each episode, where you will find show notes for the episode. The show notes will contain links to resources mentioned in the episode. Just enter the base URL, a forward slash, and the three-digit episode number. [01:33] If you enjoy this podcast and find the content to be valuable, please consider giving us a five-star rating on iTunes, Stitcher, or wherever you listen to podcasts. Five-star ratings help the show stay visible so that new listeners can easily find us. [01:54] Ron Gaver: [Guest intro. See top of page for text.] Welcome, Lincoln. [02:22] Lincoln Murphy: Hey, Ron. How are you? [02:24] Ron Gaver: Fine! How are you? [02:25] Lincoln Murphy: I'm doing well. Good to be here. [Contents] Pre-SaaS Career in Supply Chain Management [02:27] Ron Gaver: Let's move back to 2004, roughly. You're getting ready to go to San Francisco, you're about to board an airplane, and your task is to go out to San Francisco and lay off a bunch of employees (or at least give them the bad news). [02:42] Lincoln Murphy: Yeah. [02:44] Ron Gaver: I think you had it pretty much up to your eyebrows at that point. What did you do? [02:50] Lincoln Murphy: I called my boss, and I told him that I wasn't coming out and that I was done. That's not what I signed on to do. It wasn't what I wanted to do. I didn't believe in the reason that we were laying off people, anyway. This was to move jobs—not the people, but to move jobs—from San Francisco to Dallas, and I knew that, fundamentally, the people were good people. I didn't want to do that for them. [03:17] Lincoln Murphy: But I also knew, fundamentally, this was the connection between us and our trading partners. This was in supply chain management, and if we lost these people with all this institutional knowledge—the systems were not great, we weren't all working off of one centralized database of customer data or trading-partner data, we weren't working off of one centralized form of documentation, processes weren't documented—I knew if we lost these folks, we would lose the relationship with our trading partners. And even in a situation where you have two giant corporations coming together, it still relies on just a handful of human connections. [03:50] Lincoln Murphy: And I thought it was a bad idea all around, and I had it at that point and was lucky enough (I don't know how it played out like this), got off the phone with my boss, called the airline, got a full refund (I don't know how that happened), and I said, “That's a good sign; this was the right decision.” Then I decided, “Well, I quit my job. Let me figure out what to do.” So I started a company, and it turned out to be a SaaS company, at the time. [Contents] Early SaaS Company for Mail Center Management [04:14] Ron Gaver: And you characterize that as a mail-center management for large businesses in the Texas area? [04:21] Lincoln Murphy: Yeah. From a supply-chain-management standpoint, you have very structured data that moves between, what we call, trading partners; and it's what allows products to flow from supplier to vendor, and invoices and purchase orders and everything else to flow; and it's all structured, and it's all heavily—I don't want to say regulated, but there're rules in place, and that's cool. [04:42] Lincoln Murphy: But then I saw a part of the organization that isn't structured, yet a lot of really important information and other types of things—packages, things like that—flowed through this mail center. So you think of the mailroom at some companies, but your large companies actually have very sophisticated, very large mail centers, and there's a whole industry out there involving mail-center management; and I said, “Look, I think that is an area of the enterprise that could be automated—not fully automated, but we could bring technology there and maybe provide visibility into the process and have it not be such a black box, where some really important information (things like checks and packages) are coming in.” And I said, “Let me just take that and run with it.” And—you know what—we did. [05:29] Lincoln Murphy: I pulled in some partners and we built a product—very much a minimum, viable product based off of what we now know as customer development (didn't really have the term for that), but I spent a lot of time going to industry meetups. I spent time with the post office, trying to understand how mail is routed through the U.S. Postal Service. I spent time with anybody that would let me go to their mail center and their mailroom. I remember Greyhound was nice enough to let me have some access. Pitney Bowes was a company that did a lot of outsourced mail-center management. I got to sort of piggyback on what they were doing for other companies. I went down to Exxon in Houston and toured there. [06:09] Lincoln Murphy: Actually, I'll tell you a little trick I used: I went to a company that does inbound mail-sorting automation; because I thought, “I want to, number one, be able to connect into their technology for our product.” But what I ended up doing was having them take me to some of their clients to show me their products in action, which also allowed me to get my foot in the door at ExxonMobil and at Frito-Lay, and a couple of other big companies, and so I met the right people based off of an interest in buying and also partnering with these makers of these really big, automated, mail-sorting machines. So that was a little hack that I used. But the bottom line is: I started understanding this market a little bit better and understanding what the needs were. And so you take a company like ExxonMobil that actually has a very distributed workforce, yet all of the mail comes in through their Houston mail center and then it has to be sent out. One of the things we did was created a way to view your mail. It comes in the mailroom, it goes on one of these sorters, those sorters actually have really high-speed cameras, we take the picture, and now that can be visible to somebody in Alaska, working on the North Slope above the Arctic Circle. They don't actually have to get the physical mail sent to them; they can go through and say, “I don't need that. I don't need that. I actually do need that.” And that actually cuts down on the cost of sending mail across the world, which, for a company like that, is actually a pretty significant cost savings. [07:30] Lincoln Murphy: Bottom line is: very interesting, lots of customer-development work, a lot of understanding of the market; and then, ultimately, the understanding that, no matter what, that market was not as exciting as I thought it was. It was just really slow to take up new technology—a lot slower than I was willing to or comfortable with waiting out—and we ended up selling to a competitor; I like to say I ended up not owing too many people too much money. But I learned a lot. [Contents] Early Days of SaaS [07:55] Ron Gaver: This was in a time when SaaS was not as ubiquitous as it is now. How is it that you decided that that was the right place, that was the right thing to do, SaaS was the answer? How was it you even came to know about SaaS at that particular time? [08:10] Lincoln Murphy: In all of the supply-chain-management stuff that I was doing—this will kind of go back to even the early '90s, when I got into that world—it was a network-centric, business architecture. If you think about the way that information is passed between companies, none of that really matters if you can't actually connect to the other companies. It absolutely relies on having this network centricity. And that was kind of the world that I grew up in. It was all about, ultimately, what we would refer to as B2B ecommerce. At the same time, of course, B2C ecommerce was coming up, and I was doing a lot of work with Web technologies. Even as the supply-chain world sort of evolved, we started taking on these dedicated networks and what we called value-added networks where—if you think about it—it was literally a server that two companies would dial in to—literally dial in to with old-school modems and things like that. You would have different types of computers, and we would have different format standards that we would use, and we'd upload a file to these systems. Those systems would translate the file into what the other company could use, and that was how we did business. [09:13] Lincoln Murphy: Well, we started moving that to the Internet, started using more standard technologies, more standard formats and things like that. I was doing a lot of really hardcore business work, using Internet technologies, so when I decided to move outside of where I had been in the supply-chain management world into creating a startup, Web technologies—that was what I knew more than anything else. I really had no idea how you would even build an on-parameter client-server piece of software, and I had no real interest in that. And like you said, SaaS wasn't a thing yet. And, certainly, ASPs—application service providers—had been around. People were “delivering” software over the Web. I saw this as a way to, not just deliver software, but if everybody signs into the same system (what we now know as multitenancy and things like that)—if everybody's signing into the same product, the same system—now we have that network centricity. And I wasn't really sure what we could do with that, but I did know what we've seen with companies like Workday that sort of upset or displaced previous types of products, like PeopleSoft in the human capital management space. One of the reasons Workday really took off is the fact that, for a distributed company, all they have to do is have Internet access to be able to get to the system. They don't have to have a server set up in a room somewhere and then dedicated circuits, or even VPNs, to get to this centralized server that, for all of their remote offices, all they have to have is Internet access. [10:44] Lincoln Murphy: Well, I saw that same thing in this case, where, at a company like Exxon, all they have to do is scan the content, put it on the server (which is on the Web), and then all the different remote locations could all log into that; and you don't have to have any of that dedicated IT infrastructure. So I saw that as a real positive. It was kind of two-fold: (1) I didn't come from an enterprise-software background, so that wasn't even on my radar, and (2) I really saw the benefits of having everything on the Web. So that's kind of how I went into that. [Contents] Before SaaS Was SaaS [11:12] Lincoln Murphy: It was hard to find information, certainly, on this, because there wasn't one thing that we called it. We didn't call it SaaS, didn't call it Cloud, so we kind of had to just feel around in the dark, but we eventually realized that this was a SaaS company. Right around the time we were getting ready to exit this venture, I think SaaS was becoming a term. But it was a real learning experience from all sorts of angles, and, you said it yourself: it wasn't ubiquitous. Really going out and selling this stuff to very staid, old-school companies who were technologically forward in the places where it mattered to them—Exxon was technology forward when it came to drilling, and some of the other companies were really technologically forward when it came to supply-chain management—but when it came to things like this, especially in a part of the business that was kind of considered a cost center (not really that important), they were not really looking to take any chances; and, of course, the management of the mail centers were not looking to take any chances, so they would bring IT in, and IT would say, “We have a lot of concerns.” And it was all of the things that I'd heard. Later on, you heard there were challenges for SaaS. We went through all of those, and so it was not ubiquitous. [12:22] Lincoln Murphy: But at that time, when SaaS was becoming a term, you would hear things from Silicon Valley (from investors and pundits and the press) that SaaS is everywhere and it's the next big thing, which was true. It was absolutely the next big thing. But in terms of being everywhere, in terms of being the norm or the way that you do business, it was hard. It was rough. And so we had a major uphill battle. When I came out of that, it was hard, but we were able to sign a number of fairly sizeable accounts, even with all of those challenges. And I thought, “Man, I think I've learned something that other people might be able to benefit from.” [Contents] Resistance to SaaS Adoption [12:56] Ron Gaver: You mention a variety of challenges. One of the challenges that I continue to read about is the disinterest on the part of corporate IT departments in adopting any kind of a SaaS infrastructure or a SaaS product. Do you see that still as a large problem, or do you think that that's gradually eroding away? [13:16] Lincoln Murphy: It depends on several things: everything from geography—I think in a lot of places in Europe, overseas markets are (I say this in the most kind way) a little bit behind where we are. They just haven't adopted it as much. I think you're still going to run into some of those things. [13:32] Lincoln Murphy: Certainly, there are regulatory issues. There are probably going to be some markets in the U.S. that are more reluctant, but there was a time when banks, financial institutions of any kind, healthcare—these guys will never, never do SaaS, and now it's basically in every market. Again, there may be some—and maybe there're some that should be. I don't know about building a SaaS product to run nuclear reactors, but save from that, maybe we're not really seeing too many of those barriers in one entire vertical. But I think you're still going to find that every once in a while. Certainly, older companies that haven't evolved, I think, are going to be there. [Contents] Role of Corporate IT in SaaS Adoption [14:08] Lincoln Murphy: That said, IT still plays a very important role, and the more your product is mission critical to the organization or to very important departments, I think, the more IT is there to vet your security. And so, you, as a vendor, need to know—when you're selling into a particular type of company, into a particular market or vertical—you need to know if IT is going to be a part of the sales process and what they're going to be looking for. Oftentimes it's as easy as putting together a one-pager that just says, “Here is what we do for security. Here are all the things we have in place,” and just allowing IT to kind of look at it, check the boxes, and be good to go; or follow up from that, and you'll have a much quicker conversation. [14:54] Lincoln Murphy: If you understand your customers and their buying cycles and their buying process and everything, you should be able to be proactive in offering up those kinds of pieces of information to the different personas that are involved in the buying process. And where IT is involved, you want to make sure that you help them check those boxes. A lot of times, they can't say “yes” to a product; all they can do is really say “no,” and so it falls on you to make sure that they have everything they can do to not say “no.” [Contents] SaaS Business Model [15:18] Ron Gaver: Alright. Now you started by talking about your experience in supply-chain management, bringing that into what became known as SaaS. You have a graphicon your website, SixteenVentures.com, that shows your SaaS business model, or your model of what a SaaS business looks like, and at the very center of that is network centricity and surrounded, then, by four other balls—customer success, revenue model, technology and core IP, and marketing. So you went from supply-chain management, you had this realization that network centricity was sort of at the core of what you wanted to pursue, and you went into the mail-center management; but it didn't turn out to be quite as much fun as you thought it would be, and so you got out of that, and then you started to do other things. What did you do from there? [16:09] Lincoln Murphy: It wasn't as much fun as I thought it would be, and what I mean by that is it was just really a slog to get these deals done, and they didn't end up being that lucrative and so we weren't really going to be able to build a very big business. I mean, we just had to be intellectually honest about that at some point. [Contents] Business Architecture [16:27] Lincoln Murphy: But what I had learned, I thought was valuable, and so I just started consulting with different companies, and, really, I started thinking a lot about the business architecture. Where I was when I left my supply-chain-management career is I had gotten to the point where I was what we called a business architect, which was really just looking at all the different ways that we can make things work. The mandate I had at my last company was: get us as deep as you can into our vendors', our suppliers', and into our customers' worlds. That was the coolest mandate I'd ever had. I mean, how do we infiltrate their business in really awesome ways, where it's not a bad thing, but how can we make sure that we know what our suppliers are doing and make sure we know what our customers are doing and try to get ahead of the curve? I tried to apply that thinking to mail-center management, and then, once I left there, I spent a lot of time applying that thinking to SaaS. [Contents] SaaS as a Business Architecture and SaaS Revenue Models [17:18] Lincoln Murphy: So SaaS had become a thing at that point, and I said, “Well, okay, it's not just delivering software over the Web. This really is something new.” And, of course, the SaaS business model was kind of the way people were talking about it, but I looked at it as almost something different. It was really this architecture of a business: it's how you would build a business; and the revenue-model part of it was one thing. I, from very early on, thought, “SaaS is not monthly subscriptions.” You can apply any revenue model to this architecture, which was fundamentally different than how everybody was thinking about it at the time. Most people were looking at SaaS as equaling subscriptions and a monthly fee; and today we're at a point where SaaS is the architecture, and the revenue models run the gamut from pay-as-you-go, to subscriptions, to multi-year contracts—they're just across the board. So SaaS today is kind of where I thought it would be a long time ago. I mean, I couldn't have predicted exactly what it was, but I didn't think it was just subscriptions. So I actually came up with seven different revenue models and that applied to SaaS. I did a lot of thinking about that, put that stuff out there, published that; and that got a lot of people interested in working with me, and so I would do a lot of consulting—and that was from, like, 2006 to 2008. [18:35] Lincoln Murphy: I joined a startup at that point. It wasn't one that I started; but, kind of early on, they built a platform as a service. At the time, you were starting to see you had SaaS and then platform as a service. Then you had infrastructure as a service, and all these different X-a-a-S things coming up. And this was one that was very much like Heroku is today. They were a competitor of ours. It was built for, at the time, Ruby on Rails apps to run, and since I had been doing so much around SaaS and had become kind of well-known as the SaaS guy, they wanted me to be the liaison or the evangelist to get SaaS companies to run their business, basically, off of our platform. [Contents] Recent Career [19:13] Lincoln Murphy: So I did some consulting; I did that, moved over to Morph, and then Morph ran out of money about the time that everybody else did—the banks and everything—at the end of 2008. That's when they shut down operations, and I decided to formalize my consulting with Sixteen Ventures. That's the company name I came up with, which is a story in and of itself. Over the next eight years, I took a couple of years and worked with another startup called Gainsight the last few years; but along the way there, I kind of evolved with the market. [19:45] Lincoln Murphy: I was talking a lot about the business architecture in the early days. Well, then, it kind of solidified, and we were all somewhat in agreement on what it was, and I kind of moved into pricing and conversion optimization, especially around free trials. I spent a lot of time talking about free-trial optimization, and it's great to acquire customers, but what happens when they start to leave? Well, we need something to keep customers around. Once you eliminate churn—man, wouldn't it be cool if we could actually grow those customers? And that's where customer success comes into play, which is what I spend a lot of my time working on today. But I just kind of evolved with the whole market, when it comes to SaaS, over the last decade or more. Gosh, time flies. [Contents] Sixteen Ventures [20:27] Ron Gaver: I really want to get into customer-success management, but you threw out a couple of things there that I'd like to explore first, quickly. First of all, you said Sixteen Ventures was “in and of itself” a story. Is there something you can quickly tell us about the story behind that? [20:41] Lincoln Murphy: Yeah. I was coming to the end of 2008, and I wanted to formalize my company within that year, but we needed a name. So, it's not a really exciting story, except some people would often wonder where that name comes from, and, honestly, I think I just said, “Well, you know, this is probably my sixteenth venture,” if you count all of the different things that I had tried over the years, and I think that's what took. Now I can back into the fact that my name is Lincoln, and President Lincoln was the sixteenth president of the U.S.—that's also one thing. Ultimately, it was just kind of a fluke that I chose that name, but I'll tell you an interesting little side effect of calling it Sixteen Ventures is that, before that name became synonymous with just anything to do with SaaS and ultimately customer success, it got me into places because people thought I was a VC. I actually got access to things that I might not have otherwise had access to. So that was not planned, but it ended up being a pretty interesting side effect of calling it Sixteen Ventures. [21:39] Ron Gaver: I can see how that would happen. When I first saw it, I was kind of wondering the same thing. [21:43] Lincoln Murphy: Mm-hmm. [Contents] “The SaaS Guy” [21:44] Ron Gaver: Before we get into customer-success management… You became “the SaaS guy,” you said. How did you become “the SaaS guy?” You've now, at this point in your career, consulted with four-hundred-some-odd companies; there was, obviously, some sort of growth, some sort of transition that happened along the way that you went from supply-chain management, into your own venture, into your mail center—I don't remember the name of it. [22:10] Lincoln Murphy: Global Mail Technology. It was a wonderful name. [22:12] Ron Gaver: But then you became “the SaaS guy,” and I'm just interested: how did you become “the SaaS guy?” [Contents] Contrarian Views [22:16] Lincoln Murphy: In 2006-ish (and these posts are—while they didn't start out there—now at SixteenVentures.com; if you somehow get to the very first posts on the site, they are there), what I did is, after we sold the company and I took a few days (or weeks probably) and decompressed, I got kind of irritated, again, with all the noise that was coming out of Silicon Valley about how SaaS was ubiquitous. And I just wrote three or four pretty-lengthy blog posts. They were on Blogger at the time. It was easy to make noise back then because there wasn't a lot of it, and I just laid it out there. I was like, look, you guys are saying this stuff. I believe what you're saying will be true, but it's not right now. If you go into Middle America, into actual, regular corporations—not the things that are happening in Silicon Valley—you are going to be hard-pressed to very easily close a SaaS deal. That's what I laid out there, and I got a lot of people saying, “Interesting; thanks for sharing that.” I got a lot of people saying, “Who are you, and what right do you have to say anything?” [23:23] Lincoln Murphy: It worked, and it kind of got my name out there. And I met a guy, Ken Boasso, of Keychain Logic, basically out of East Bay in San Francisco. He was one of the guys who was, like, “who are you?” and ended up becoming one of my best friends. He'd been a sales guy, and I remember there was an SIIA event, I believe; and he knew people there, and he kind of got me in, and I think I asked some tough questions of a few of the speakers and probably irritated people, but I just made noise. And it was easier then, but it's certainly not impossible now. [Contents] Freemium in SaaS [23:57] Lincoln Murphy: Fast-forward a couple of years from there. I published a twenty-seven-page PDF that kind of went viral called The Reality of Freemium in SaaS—so, it was right at the beginning of 2009—and it just called out all of the things about freemium; and, based on companies that I'd been working with, why freemium was a cop-out. You didn't want to sell, didn't want to have to really try, so you just opened your product up for free and then hoped people become customers. And I laid it out there. That thing got some fifty thousand downloads, and it was being shared, and I think it's just wild because it was a really ugly PDF. It got me a speaking gig at Freemium Summit, the only one there that was sort of a contrarian and the only consultant on the event. It was just another case of me making noise, but it wasn't just noise for the sake of noise; these were things that I believed that people needed to hear that were not being put out there, that were not being said. And, of course, with the freemium paper, I wasn't being contrarian to be contrarian; I was saying, “Look, if you're going to do it, this is how you should do it.” Just like SaaS isn't ubiquitous, back then, yet, but it will be, and here are some of the things that I learned along the way. [Contents] Thought Leadership (or Getting Things Out of Your Head and Moving On) [25:10] Lincoln Murphy: So, there's making noise, and then there's causing people to pay attention to you by saying real things but also maybe adding value. So, what I learned from that was, “Hey, you know what? I have experience that people can learn from.” It just caused me to really start sharing. And that's what I've done. That's the story of how I am anything—how I've been able to maintain whatever this is that I'm doing for the last ten years; it's because, when I learn things from working with my clients, studying, and thinking, I put it out there. And some people refer to that as thought leadership—that's cool—but, to me, I just share these things, and a lot of times it's just to get it out of my own head. Once I get it out of my head, put it out there on the blog, then I can go move on to the next thing. But that's how it works. You have a podcast. Now you're getting to be known in this space. Everybody has a different way that they're going to do this. It's just a lot easier for me to write a bunch of words. Luckily, that still works pretty well. [Contents] Facts and the Contrarian Point-of-View [26:06] Ron Gaver: Even though you have a dissenting opinion—you are contrarian—you're not really just making noise for the sake of making noise; you really are trying to lay out the facts and say, “Here's a different way to look at this. You might not want to just buy into all the hype. This is the way I see it. You might want to consider this point of view.” [26:24] Lincoln Murphy: Yeah. [26:25] Ron Gaver: I like that. [26:26] Lincoln Murphy: I appreciate that, and I like that, too. That's how I like to learn. So the people that I—and I couldn't name anybody right off the top of my head—but that I've know over the years, including when I was younger and growing up, I think those are the people that I gravitated to—that would say something that caught my attention but then add value. The people that just say things to be loud and obnoxious—I don't like that. I don't think anybody really likes that, and it's certainly not something that's built for longevity. I'll tell you, there were times people have called me—one word that sticks out is bombastic. I make these bombastic statements, and I'm, like, “Well, yeah, but it's true.” And then usually what happens is—this sounds weird—I like to make all this noise, but I'm not really good at bragging or tooting my own horn; but usually what happens is I get people that'll react negatively to what I say and then, eventually, it comes true. That's not to say that I'm a futurist and I can tell the future or anything like that, but it's just that it was true all along; and eventually people start to gravitate to see that it was actually the right way. That doesn't mean I'm always right, but when I am, that's usually how it plays out. At first, people kind of react negatively and then they come around. So, that's cool. [27:38] Ron Gaver: Logic often prevails over illusion. [27:40] Lincoln Murphy: Hopefully; usually. [27:42] Ron Gaver: Not always. There are many exceptions in history where that has not come true. [27:47] Lincoln Murphy: Exactly. [Contents] Customer Success Management [27:48] Ron Gaver: I would like to kind of get into the area that I said I was interested in—customer success management. I know that that's something that you talk about a lot, and I mentioned that in terms of your business model earlier. You've got a quote—I think it's your definition of what customer success is—and I'll quote it. It's: “Customer success is when customers achieve their desired outcome through their interactions with your company.” Not just with your product, but with your company. Maybe we could deconstruct that a little bit. I think you've deconstructed it in one post in particular that you've rewritten, which is the Definitive Guide to Customer Success, which is on Sixteen Ventures, and I'll link to that. There's a picture, also, there of you in front of a big screen, somewhere, with that definition behind you. So, the customers' desired outcomes… [Contents] Customer's Desired Outcome [28:37] Lincoln Murphy: Yeah. I'll tell you what: this is one of the most powerful concepts that I've ever come across in business; that's kind of a big statement, but I believe it to be true. If you understand what your customer's desired outcome is, what they need to achieve, and the way they need to achieve it, I think it changes everything. Let me explain. Desired outcome is two pieces. [Contents] Customer's Required Outcome [29:01] Lincoln Murphy: What they need to achieve—I refer to that as their required outcome. This is the thing that they need to do. This is not using your product. This isn't even the job to be done. This is the outcome that they absolutely have to have. If I need to get from point A to point B, quickly, that's my required outcome. Now, I might choose to do that through commercial airline travel. That's one way. If I need to get more people to my event—that is my required outcome. I could do that in lots of different ways: I could print out flyers and hand them out, I could place ads on Facebook, I have a bunch of email addresses—maybe I could use email marketing. So if I choose to use email marketing, that's what I'm choosing to use to achieve my required outcome. Vendors need to understand that a customer is coming to you because they have a required outcome that they absolutely have to achieve but that they could do that in lots of different ways. We need to keep that top-of-mind, if for no other reason than it keeps our ego in check. [Contents] Customer's Appropriate Experience [30:06] Lincoln Murphy: Once they have chosen to do business with you, they've done so because they believe that you can help them achieve that required outcome; but they also believe—based on your sales and marketing, and how good you are at promoting your stuff—that you will help them achieve that required outcome in the appropriate way, giving them the appropriate experience. That's the second part of desired outcome. So, it's required outcome plus appropriate experience. And I use the termappropriate—you may have seen this in some of the articles where I write this out—I use the term appropriate because it's the appropriate word. Our customers have an experience that is specific to them, which means we need to understand the different customer segments that are doing business with us, and we need to understand what the appropriate experience is for them. That's why I don't say “a great experience” or “a high-touch experience” or “modern” or whatever. It's whatever is appropriate for that segment. So using the airline analogy, we have one airplane. There is a first-class cabin and there is the coach cabin. The first-class cabin—there's a particular customer segment that is going to do business with the airline on a first-class basis—and there's the rest of the airplane that's going to be filled with people doing business from a coach standpoint. It's the same required outcome: get me from point A to point B safely and quickly. But as soon as you understand that there are different customer segments that have a different appropriate experience, you understand why some people are going to pay a premium to sit in first-class and some people are going to try to save some money and sit in coach. [Contents] Appropriate SaaS Experiences [31:39] Lincoln Murphy: From a software standpoint or a SaaS standpoint, if I'm selling to very early-stage startups, I could probably get away with an API only. I don't need a graphical interface. I could probably just have some lightweight documentation and maybe a Slack channel for support for that customer segment. If I'm selling that same thing, the same underlying product, to a department in a Fortune 500 company, I'm probably going to have to have a full-blown UI, probably going to need some better documentation, maybe 24/7 support, maybe I need to be able to sell it to them on a three-year contract. There's going to be a different experience that is appropriate for each of those customer segments, but a lot of the time, companies don't think like that. They think, “Well, I'm just going to create one experience and sort of normalize it for everybody”—in which case they don't connect with really anybody and that's why they're struggling, or they just don't take into consideration that different customer segments are going to need a different approach. In a worst case, they don't resonate; best case in that scenario is that they actually overinvest resources. They throw a bunch of customer-success managers at these customers, and the lower-end customers that aren't paying much—they don't need that level of coverage—so we're overinvesting where we don't need to be overinvesting. The larger customers actually need a much greater level of touch, but we can't do that because we don't have enough people, and so we underinvest where we should be spending more. And so it just ends up being a problem. If we understand our product has different customer segments that use that product, and those different customer segments are going to have a different appropriate experience with us—again, not just in the product—then we can build out a strategy that really allows us to more effectively get those customers to be successful over time. [Contents] Solve for Success Not Happiness [33:26] Ron Gaver: Perhaps it's a corollary to that, but when you talk about what a successful customer is, you do say that you're not solving the equation for happiness; you're solving it for them to be successful—for them to have the appropriate and the required outcomes—not necessarily happiness. And I think that, a lot of times, people think that a happy customer is a good customer, but that might not be the thing because a happy customer, as you write, might walk away and do business elsewhere, where they get a better experience or where their needs are met a little bit better. [Contents] Successful Customers Advocate But Want More [33:59] Lincoln Murphy: Totally. I think what happens is, a lot of times, happiness is the wrong approach. We look at things wrong. We say, “Okay, this customer is just opening a lot of support tickets, they're always asking for different features, they're always pushing back on us to do more, and they just never seem happy.” But if you look at the actual context of what's going on—they've been around for a long time, they're continually adding more and more seats or they're buying more add-ons. They are our biggest advocates. They're actually the ones that will be references for us. They leave reviews. They speak at our events. They're actually the most successful customers. But if you ask, “Are these customers happy?”—you would probably say, “No, they never seem happy. They always want more.” [Contents] Happy Customers May Not Be Getting Value and Then Churn [34:49] Lincoln Murphy: On the flip side, customers that we never hear from, we might misinterpret that as being, “Well, they're happy; they're not complaining, so they're fine.” Or maybe they're even pleasant. When we do talk to them, they're happy, but then they contact us and they say, “By the way, we're going to cancel our account because we're going over to this other vendor.” And you're like, “I don't understand; I thought you were happy.” “Oh, I'm definitely happy; we just weren't getting any value from the relationship with you.” [Contents] The Appropriate Success Vector [35:15] Lincoln Murphy: So, if our customers are achieving their desired outcome—if they're on the right path to achieving whatever that desired outcome is that they have—then that's all that really matters. Customers that are doing that are, hopefully, emotionally happy. I have to be really clear: I don't want to be around people that are unhappy. I don't want people that I work with to not be happy. I just can't solve for your happiness. I can solve for your success. I can ensure that you are on the right track to your desired outcome; and if you are, hopefully, that will make you happy. But those are two different things. And I think from that standpoint, when we look at our customers to know whether or not they are on the appropriate success vector, we have to look at, “Are they on the right path to achieving that desired outcome?” If they're happy, great. If they're not, that's okay, too, because we're human, and I can't really solve for that. On the flip side, if we want to be taken seriously in customer success, or as a CEO we want customer success to be taken seriously by our board or anybody else within the organization, we have to get away from talking about fluffy metrics like “happiness” or “delight.” I have to be really clear: I don't want to be around people that are unhappy. I don't want people that I work with to not be happy. [Contents] Customer Success and Company Valuation [36:21] Lincoln Murphy: We need to really understand that customer success—and I just published a post the other day that goes into seven ways that customer success actually directly impacts the valuation that investors or acquirers will apply to your company—the value of your company is directly impacted by customer success. We need to be talking about customer success in those terms, and not in “happiness” and “delight” and things like that. If we talk about it in the way of, “Look, if we have this net revenue retention at the end of the quarter that's going to potentially impact the value of our company”—that is so much more powerful than “happiness” or “delight.” Again, I want people who I'm working with to be emotionally happy, but I just can't solve for that, and it doesn't actually end up moving the needle along the value of my company. This is too important to be thought of as just another way of creating happiness or delight. [Contents] Churn [37:15] Ron Gaver: You talked about customer retention. Well, one of the aspects that you often do refer to is churn; and, of course, churn is a topic, a subject, that comes up in the SaaS world all the time, but stopping churn when a customer is about to churn is like stopping a fire after it's already started. [37:34] Lincoln Murphy: Yeah. [37:35] Ron Gaver: You need to attack that problem upstream. Customer-success management, I believe you say, is preventing that customer from ever wanting to churn, not looking at attacking the churn problem at the end. [37:48] Lincoln Murphy: Right. [37:49] Ron Gaver: I'm sure you can say it better that that. [Contents] Customers to Save and Customers to Let Go [37:50] Lincoln Murphy: From the conversation so far, you can see that I probably can't say it any better than that. You're absolutely right. I mean, if you have a fire, go put it out. We've got to put that fire out. If you have a customer who's about to churn, do what you can to try to save them if they have success potential. Some customers do not have success potential. They never should have been signed in the first place, or they never should have signed up or whatever, so we probably need to let them go because there's no way they will ever be successful. But if they have success potential, then do whatever you can to save them. That is not customer success, though. That's usually going to involve begging, maybe some discounts, whatever. That's not customer success. That's just doing what we can to try to save a customer. [38:33] Once they agree not to churn, then it's customer-success management's job to get them back on track. See, all we did was keep them from churning; we didn't actually make them successful. So they're still very much at risk. And where a lot of companies go wrong is they offer concessions and make promises and they keep the customer and then, a few months later, the customer—because nothing has changed—is still not successful, and so they churn out, only this time they're actually angry because you wasted their time. So, only save a customer if you have a plan to get them back on the path to success. But again, that's not customer success. And here's the thing: churn is just a symptom of a greater disease. So if you have a churn problem right now, then we've got to do what we can to triage that, do what we can to keep them around, then get them back on track; and if we get them back on track—and we do that by having a very clear understanding of customer success, what their desired outcome is, understanding how to orchestrate and operationalize that—then churn will actually start to go down. [Contents] When Churn Becomes a Non-Issue [39:41] Lincoln Murphy: And then eventually—if we do things right, including making sure that we're only signing customers that have success potential, we're not bringing on customers that have no potential for being successful with us—we actually get to a point where churn is just not an issue anymore. Then what? Well, then customer success really starts to come into play because now we're not only going to keep these customers around longer (which is great), but now we can actually start to grow customers and create an ascension model where customers not only stay with us but they actually expand their use. So whether that's inviting us into other parts of their organization, whether that's just buying more capacity, whatever that is, that's where we need to be. So churn may be your initial catalyst for looking at customer success, but, eventually, if you do things right, churn won't be something you even worry about anymore. Obviously, you want to make sure it doesn't creep back up, but if we're focused on the customers' desired outcome, we're ensuring that our customers are doing the things that they need to to get there. Churn won't be an issue, and now we can focus on growth. [40:42] Lincoln Murphy: So, I don't talk a lot about churn as much as I used to because I think customer success is about so much more than that. If churn is your initial catalyst, obviously that's going to be the thing you focus on. But, even then, you should look at customer success long-term as something that isn't just about churn-busting or firefighting; it's ultimately about getting your customers on that ascension path so that they're always growing, to the extent that I say the real measure of success isn't even having customers that are just sticking around—so it isn't just retention. If I have customers that are only sticking around, but aren't growing, to me that's not successful. I want customers that are on that ascension path, that are moving up, that are growing, because that means I have created an environment that really allows my customers to thrive and one that I really understand—that customers are always evolving and that they should be growing. And I think that's something, that, most of the time, when people are developing customer-journey maps and they're thinking about the customer, they kind of think of the customer as a static entity, but the reality is our customers are always evolving and changing, and that's good. That's what we want. And so we should think about, “What is a customer that signs today? What do they look like in five years? Are they just going to be the same, or could they be ten times as big of a customer as they are today?” That's how we need to be looking at that, and that's, really, to me, the real power of customer success. [Contents] Individual Contributions to the Customer's Desired Outcome [42:03] Ron Gaver: And as far as the customers' desired outcome and what's valuable to the customer, you say that, really, that's a question you should begin to ask when you're starting the company, when you're developing your product, when you're first starting out; and you should continue to ask that question over and over and over, and everyone in the company should really be able to answer the question of what they're doing to provide the value to the customer—I don't remember exactly how you said it—but what are you doing that is worthwhile to the customer? [42:31] Lincoln Murphy: Yeah. The way that I phrase it is to ask each individual contributor in your company: “How do you contribute to the customer's desired outcome?” And, a lot of times, when I'll go work with a company—and maybe the CEO brings me in because he or she really wants to make sure that customer success is really part of the overall DNA of the company, bringing that in at the high level—we'll figure out what the desired outcome is so that we're all on the same page. We know what we're talking about when we say, “What is the customer's desired outcome?” And then we go to that question, “How do you contribute to the desired outcome of the customer?” And every single person in the company should be able to say that, even somebody in HR or finance. HR brings on and keeps the talent that enables us to provide the desired outcome to the customer. Everybody has that impact. And the scary thing is, a lot of times, people building the products, people selling the products, people in customer success, can't answer that, and that's a problem. So we need to answer that. And then any new person that signs on, we tell them, “This is what the desired outcomes of our customers are, depending upon all the segments, and this is how you contribute.” And so now, from the very beginning, we're letting people know, “This is how you contribute to customer success.” It's so much better than just saying, “Hey, we're all in customer success.” Well, of course we are, but what does it actually mean? Let's actually get down to something tangible there and then reiterate that every time we do a performance review. Or if somebody changes jobs, okay, it's time to change the definition of how you contribute to the desired outcome of the customer. So you really want this to be a part of your organization at a DNA level. Those are some very simple, little things you can do that have a huge impact. [44:03] Ron Gaver: I feel like we could go on for a long time talking about this stuff, but I'm going to respect your time and start to ramp it down a little bit. Is there any particular subject or anything that you really wished that I had asked you that I haven't asked you? [44:18] Lincoln Murphy: Like you said, we could talk about this stuff forever. I think the main thing that I always like to talk about is desired outcome, and I think we did a good job with that. It's one of those things that I encourage you to go to SixteenVentures.comand read as much as you can about desired outcome. I'm really thankful for you, Ron, for bringing that up and having this as a topic because it really is one of the more transformative things. If you understand this about your customers and build your company around that from the ground up and continually evolve around that as you grow and as you scale, I think you're going to be a lot more successful than if you try to go the opposite approach, which a lot of companies, unfortunately, do. They don't thrive as they could be. They're kind of focused inward. They're focused on their desired outcome and not their customers'. That's the hard way. And I think the easy way, really, is to just make sure you're making your customers successful. [Contents] Personal Recommendations [45:05] Ron Gaver: Something I'm always a little bit curious about is the things that you would value as my guest, the things that have built you, and things that have had a positive influence on your life or your attitudes or whatever it may be on your business. It really could be just about anything. Is there anything that comes to mind right away that you would say, “This really means a lot to me, and I would recommend it without reservation to the entire audience?” [45:33] Lincoln Murphy: I think there are a lot of different things. I believe in karma and that what goes around comes around. If we think about that concept—and it's kind of the law of the universe; or even of science (one reaction has an equal and opposite reaction)—if we understand that and we focus on making our customers powerful, then that'll come back to us, and they'll make us powerful. And they'll do that by staying longer, buying more, and telling their friends. It's pretty simple. The other thing I would say—just because this book changed my life—it's a book by Dr. Robert Cialdini called Influence.*. It's just one of those things that I always recommend everywhere. The more you can understand about how other humans operate, I think, the better off you'll be in business but also just as a fellow human. It's called Influence by Dr. Robert Cialdini. I'd check that book out, too. Those are the two things—one's my operating philosophy, and one's a book that changed my life. [46:25] Ron Gaver: I'll definitely link to the book. I may actually already have it on the website. [46:29] Lincoln Murphy: Cool. [46:30] Ron Gaver: I'm familiar with the book. I have it on the shelf behind me. [46:33] Lincoln Murphy: Awesome. [Contents] Make Your Customers Powerful [46:34] Ron Gaver: As far as the karma that you mentioned… Something you've recently spoken about—flipping the funnel and taking the power back—just really inverting some of our concepts, and by satisfying the customer, your customer will also promote your product and will help you to become successful. [46:52] Lincoln Murphy: Yeah. That concept stemmed from some conversations I've had with CEOs and founders who are, like, “Look, customers just have too much power these days; how can we take some of that power back?” And the reality is, it's not our power to take. We all have power. It's equally distributed. The best thing we can do, if we need to use power as an analogy, is make our customers powerful so that they will, in turn, make us powerful. Now the secret is: it's not magic. This is where customer success management comes into play. [Contents] Operationalize Customers Making you Powerful [47:20] Our customers—we make them powerful, but we also have to operationalize them making us powerful. Don't just let advocacy, for example, happen by chance. Understand the points in time when it would be right for them to give us a review somewhere or to be a reference for us, and make sure that we reach out and enable them to do that. When it's time for them to buy more, don't just let them wait until they're ready to buy. If we know that it's a logical time for them to add this new product onto what they buy already or to add more seats, then let's proactively reach out and make that happen. It's about knowing when the right time is and doing what's right to ensure that they are moving in the right path, even if that means pushing them outside of their comfort zone sometimes, because we have to make sure that our customers are always growing and evolving and achieving their desired outcome. So we want to operationalize that stuff and not just hope that it happens. It is about making sure that what goes around comes around; and if we help our customers, they will help us. [Contents] Proactively Convert on Success Milestones [48:16] Ron Gaver: You just said something, and I'm really curious about this, and I actually even wrote a note in some of your material about this. You talk about being proactive rather than reactive—if you've got your customer on a trial, don't wait until the end of the trial to try to convert them or try to upsell them or whatever it may be, but monitor the process along the way, measure what's going on, determine where they are, what value you're providing, and then use tools to monitor that; and, as you said it, to be proactive rather than reactive. [48:48] Lincoln Murphy: Exactly. In a trial, for example, we need to know at what point is the most logical next step that they become a customer? Let's figure out what that is, let's work to get them to that point as quickly as possible, and if they get to that point on day three of a thirty-day trial, well, let's make the offer. That's the point where they're ready. Now if we, on day three, try to get them to convert and we don't know that's the point where they're ready, that's why I say, “Don't do things on a timed basis; do things on a success-milestone basis.” If we just do it on a timed basis and they're not ready, it's just not going to be met with a lot of acceptance. It could be off-putting. But if we know that they've gotten to a point where the next logical step is to become a paying customer, then, yeah, “make the ask,” as we would say. [Contents] Customer Lifecycle Success Milestones [49:31] Lincoln Murphy: So the same thing applies across the entire customer lifecycle. Know the success milestones. Know which ones are associated with an upsell or an advocacy ask, and reach out and make sure that we're moving them up that ascension model and make sure that we're taking advantage of their willingness to advocate for us by operationalizing them. This isn't all about being altruistic. If we make our customers successful, we should be able to also get some value out of that, too. And that's cool. If all we're doing is trying to get value without ensuring that our customers first get value, then that's not where we want to be. But if we, like you said, flip it around, make sure that we're focused on them, then we'll get what we get in return, which is awesome. [Contents] Tools to Monitor Customer Progress [50:07] Ron Gaver: And tools for monitoring your customer's progress and the value you're delivering to the customer—are there any favorite tools that you would recommend that you find to be extremely good for that? [50:18] Lincoln Murphy: It really depends on where you're at. Companies use everything from Excel spreadsheets to purpose-built, customer-success-management tools like Gainsight or Totango or ClientSuccess. I
On this week's show, we’ll pick up from our last episode and talk more about making the most of conferences. Then "A New Era of Corporate Social Activism"- we’ll discuss the WSJ piece on Marc Benioff. And finally, email etiquette - we’ll talk about how everyone is doing email wrong. LINKS and ENDORSEMENTS 5 Ways to Get Real Value Out of a Sales Conference - https://www.salesforce.com/blog/2016/03/get-value-out-of-sales-conference.html Salesforce’s Marc Benioff Has Kicked Off New Era of Corporate Social Activism - http://www.wsj.com/articles/salesforces-marc-benioff-has-kicked-off-new-era-of-corporate-social-activism-1462201172 Levereage - http://www.imdb.com/title/tt1103987/ Trunk Club for Women - https://www.trunkclub.com/womens Nihilistic Password Security Questions -http://www.mcsweeneys.net/articles/nihilistic-password-security-questions
This week JJ and Kelly talk sales conference and deliver some publishing real-ness. Also, yet more other podcast recommendations.