Podcasts about sales planning

In this short segment of the Revenue Builders Podcast, we revisit the discussion with John Rowell, co-founder of Pinned Golf and a former enterprise sales leader, to explore the timeless value of preparation in both sales and entrepreneurship. Rowell breaks down how his enterprise sales discipline shaped his startup success, sharing tactical wisdom on transforming cold calls into warm connections, creating repeatable processes, and winning buyer trust from the very first interaction. Whether you're a rep, a sales leader, or a founder, this is a playbook for showing up like a pro.KEY TAKEAWAYS[00:00:44] Preparation Builds Confidence: Rowell shares how structured pre-call prep creates clarity and control in high-stakes sales interactions.[00:01:06] Hypothesize Before You Call: Great reps make educated assumptions about the buyer's needs before they ever get on the phone.[00:02:21] Preparation Is the Message: How you prep shows who you are and how you'll show up for the customer.[00:02:57] Cold Calls Shouldn't Be Cold: Transform outreach by researching industries, personas, and proof points before dialing.[00:04:09] Sales Is a High-Performance Sport: Like elite athletes, the best reps obsessively prepare to perform at their peak.[00:05:31] Preparation Builds Trust Early: First impressions matter—showing up prepared signals reliability.[00:06:24] Presence Over Performance: When you're prepped, you can truly listen and be present instead of trying to sound “interesting.[00:07:29] Process Equals Speed: Rowell unpacks how process-driven sales teams outpace the competition by removing guesswork and bottlenecks[00:08:34] Apply Process to Entrepreneurship: From startup KPIs to sales funnels, the mindset of structure translates directly to building a business.QUOTES[00:00:44] “Process equals speed. If you can build what you're gonna do every day into a defined process, you're gonna move faster.”[00:01:46] “I saw 50-year-old President's Club winners still taking time to read 10-Ks before calls. That prep never stops being valuable.”[00:02:57] “They shouldn't be cold calls. They should be warm calls because you should figure out ways to make them warm.[00:04:09] “If you're an enterprise rep, that's your NFL. You should be prepping like Patrick Mahomes watches film.[00:05:55] “Preparation allows you to be present, not scrambling to sound interesting.[00:06:45] “When you're prepared, you're not performing. You're just being yourself—and that's when trust is built.[00:08:34] “Dialing in a process and measuring success—whether in sales or startups—gives you repeatable wins.”Listen to the full conversation through the link below.https://revenue-builders.simplecast.com/episodes/pinned-golf-making-the-shift-from-sales-to-entrepreneurshipEnjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/

Do you want to make a (bigger) profit this year? In this episode, I share three powerful strategies to double your profits this year. Learn how to reduce unnecessary costs, maximize your sales efforts, and create a yearly sales plan that works.If you're tired of feeling stuck or overwhelmed, these actionable tips will help you refocus and scale your business while creating a cashflow buffer.PS Grab my free 2025 Sales Planner here: https://www.fastforwardamy.com/plannereng. Let's make this your most profitable year yet! Follow me on Instagram for more business and mindset tips: instagram.com/fastforwardamy Discover my free trainings and ebooks: fastforwardamy.com/freeresources

In this short segment of the Revenue Builders Podcast, John Kaplan provides end-of-year motivation and encouragement for sales leaders and representatives. With the year nearing its end, he emphasizes the importance of finishing strong whether you're surpassing targets or facing challenges. He urges listeners to prepare for the upcoming year, emphasizing planning and starting off strong. Brought to you by Force Management, this episode aims to inspire and support the sales community. Happy holidays and finish strong!Enjoying the podcast? Sign up to receive new episodes straight to your inbox:https://hubs.li/Q02R10xN0Check out John McMahon's book here:Amazon Link: https://a.co/d/1K7DDC4Check out Force Management's Ascender platform here: https://my.ascender.co/Ascender/Force Management is hiring for a Sales Director. Apply here: https://hubs.li/Q02Zb8WG0

In Episode 140 of the Best Coach Ever podcast, we're spilling the tea on a business strategy that'll change the game: sales planning. Let's be real—winging it in business isn't cute. It's stressful, chaotic, and a fast track to inconsistent income. This episode breaks down why having a crystal-clear plan for your offers, launches, and promotions isn't just nice to have—it's essential. Say goodbye to burnout and hello to predictability as we show you how to ditch reactive decisions for a proactive, boss-level approach.Packed with personal stories and real-world examples, we're giving you the ultimate crash course in sales planning. From locking in your revenue goals to timing your launches and creating content that hits just right, this episode is a roadmap to a smoother, more profitable business. Whether you're a seasoned pro or just getting started, sales planning will have you leveling up faster than you can say “six-figure coach.”And if you're ready to really glow up, Lynette's hosting a live Sales Planning Workshop on December 10. She'll walk you through creating a full 12-month sales plan so you can strut into 2025 with confidence, clarity, and a killer game plan. Don't miss it!In this episode, we cover:1) What is Sales Planning? [0:00 - 4:59]-Introduction to sales planning and how it creates predictable income and consistent results.-Why winging it leads to stress, income dips, and reactive decision-making.2) The Benefits of Sales Planning [5:00 - 9:40]-How a clear plan reduces overwhelm and eliminates guesswork in your business.-Examples of how planning improves content creation, marketing, and audience engagement.3) The Core Elements of Sales Planning [9:41 - 13:50]-Setting revenue and client goals for the year & aligning your content strategy with your sales objectives.-Mapping out launches, promotions, and lead generation strategies.4) Making Adjustments to Your Plan [13:51 - 15:50]-How to stay flexible while still sticking to the core of your sales plan.-Why having a plan allows for better decision-making, even if changes are needed.5) The Sales Planning Workshop [15:51 - End]-Details about my upcoming live Sales Planning Workshop on December 10.-How the workshop will help you map out a full sales plan for 2025 and create a focused strategy for the year ahead.Sales Planning Workshop info:https://lynettemarie.thrivecart.com/2025-sales-planning-workshop/Connect with Lynette:Instagram: https://www.instagram.com/lynettemarieh Fitness Coaching Business Accelerator: https://fcbaprogram.comThe Wellness CEO Mastermind: https://lynettemariefit.clickfunnels.com/optin1634051235214

As we're heading into the critical sales planning season for 2024, I want to help you create a sales plan that genuinely works for you and your business. I'll be sharing the reasons why many entrepreneurs struggle with their annual plans, why many sales plans fail and how you can avoid these pitfalls. Whether you're overwhelmed with the thought of planning, struggling with metrics or simply lacking accountability this episode is designed to guide you through creating a plan that isn't just pretty on paper but is also actionable and effective. Plus, I'll give you a sneak peek at some exciting changes coming to The C Suite ® in 2025 so tune in and let's get your sales planning on the right track! In this episode I'm sharing; Essential sales planning tips for 2024 Why your sales plans fail and how to fix them The secrets to creating successful sales plans for 2024 Streamline your sales planning strategy for the 2024 season How to develop a sales plan that actually works Overcoming common challenges in sales planning for 2024 The key elements of a winning sales plan for 2024   Key Quotes;   "The online education space has really done people dirty because it's talked about planning like it's something that is generic and doesn't need to be customized to you, to your personality, to your capacity, your time, and ultimately, your strengths." 00:05:2100:05:37 "If you're just creating a sales plan with little to no foundational understanding of how a B2B sales process works and little to no understanding of being able to troubleshoot your existing sales process, it can be really hard to create a plan that actually works." 00:08:0300:08:14 "I believe strongly in things like resilience, grit, being open to spotting opportunities, and actually a lot of things that are similar to money mindset. But you know what I don't believe in is increasing your sales goal by, like, a 1000%, without any kind of data to show that that has the capacity to happen, or that you have the capacity to execute a plan that would lead you to doing that." 00:12:1400:13:23 "We also have to consider the reality that for any plan, you need to know what numbers you're working with, what metrics you're working with and that's where people can go a little bit awry." 00:13:5000:14:05 "It's kind of like knowing that there's something wrong with your car and not being a mechanic. So you're just pulling out a load of random wires and plugs and hoping for the best. That's what happens when people plan without any kind of foundational understanding of what a sales plan is designed to do and what they want specifically their sales plan to do." 00:06:0500:06:33 "If you are on our email list, you will have heard and seen signs that The C Suite ® is changing in 2025 so keep an eye out for an announcement in the next few weeks of how The C Suite ® is going to look in 2025!" 00:18:0400:18:21   Key Resources Mentioned in this Episode:   Tickets are now on sale here for the Converting Corporates Event 2025.   Grab your Sales Tracking Spreadsheet here.   Click here to watch my video on how to troubleshoot your sales process!   Join The C Suite ® Self Study now! If you're looking to get the best support in selling your services to corporate organisations, not to mention email templates and proposal outlines so that you really can convert at much higher rates and sell your services more successfully then click here now.   Take the Selling to Corporate ® offer quiz and find out what the best offer is that you could sell to corporate.    Sign up here for the webinar on Five Simple Steps to Landing Corporate Clients.   Top 5 Business Development Questions: If you're looking to convert more business development calls into sales? You need to be asking the right questions and getting the best information to support future work. Download my Top 5 BDQs here and start getting quality information from your prospects.   Connect with me on LinkedIn.   If you've been consuming the content and LOVE the show, please make sure you take five minutes out of your day to leave a review.    Click here if you would like to listen to my recent TEDx talk.  

What if we told you there are 7 simple mistakes companies make over and over again?From the misalignment between sales and marketing to the mishandling of inbound leads, Eddie Reynolds joins us to shed light on why these mistakes happen, and how to avoid them.(00:00) - Introduction (04:16) - Transition to SaaS Companies Discussion (05:10) - The Importance of a True Revenue Leader (06:56) - Challenges in Marketing and Sales Alignment (16:43) - Inbound Lead Routing Issues (23:35) - Inbound vs Outbound Pipeline Expectations (24:06) - Challenges with Quota Attainment (24:15) - The Role of CFOs in Sales Planning (24:36) - Understanding CFOs' Go-to-Market Knowledge (25:13) - Importance of Accurate Sales Forecasting (32:20) - Outbound Sales Strategies and Challenges (37:14) - Aligning Inbound and Outbound Efforts (39:55) - Navigating Dirty Data in Sales ***Connect with us

Send us a textWelcome Back to Beyond the Clinic!Hi, I'm Sarah Almond Bushell, and welcome to episode 23 of Beyond the Clinic. Today, we're tackling something that many of us might be guilty of—“winging it” when it comes to business strategy. This episode is titled Stop Winging It and Do This Instead because, let's face it, running a successful business requires more than just waiting for clients to knock on your door. We'll be diving into why a planned, strategic approach to sales and marketing is key for growing your business. Stick around for my top three tips on how you can plan ahead and stop leaving your success to chance!Episode SummaryIn this episode, I share the importance of planning in your business, whether it's for campaigns, sales activities, or promotions. Based on a poll I ran in my Facebook group, I discovered that most professionals, like myself in the early days, tend to “wing it” without a solid business strategy. But if you want more clients and more revenue, you've got to do more than just rely on directories or sit back and wait for business to come to you.We look at why you should identify key times in the year to focus on promotional campaigns, how to structure your sales activities, and what kind of content you should be producing to align with those key moments. I also share my personal experience of attending a business content planning event and the big lessons I learned from industry expert Janet Murray. Let's get strategic!Key Takeaways:Planning is Key: Success comes from being proactive. Don't wait for clients to come to you—plan ahead and map out your sales activities.Identify Key Promotional Times: Focus your campaigns around times when your audience is most likely to need your service. Awareness days and holidays like Black Friday can be great opportunities for promotions.Diverse Sales Strategies: Don't just sell the same thing in the same way year-round. You need different ways to sell the same service or product, and a clear strategy for promoting them.Engage and Convert Your Audience: Your content should guide your audience towards becoming clients by addressing their objections, giving them quick wins, and providing proof of your value.Set Deadlines for Decisions: Encourage your audience to act by giving them a deadline. Without it, they may never make a decision, which doesn't serve them or your business.I hope this episode helps you stop winging it and start thinking strategically about how you're going to generate clients and income throughout the year. Thanks for listening and make sure you join me next time as we dive into how to prepare for Black Friday and Cyber Monday! Website: https://www.sarahalmondbushell.com/Instagram: https://www.instagram.com/dietitiansinbusiness/Facebook: https://www.facebook.com/dietitiansinbusinessFacebook Group: https://www.facebook.com/groups/beyondtheclinicbusinessYouTube: https://www.youtube.com/@BeyondTheClinicPodcast The Master Plan - Discover the 22 steps you need to take (in the right order) to build a successful business so you can earn enough to live the freedom lifestyle you dream of. https://www.sarahalmondbushell.com/master-plan

In this episode, we're privileged to have Tom Kosnik, president of the Visus Group, on this weeks Industry Spotlight. In this episode, he delves into the intricate world of compensation plans, sharing best practices for creating detailed, effective, and motivating compensation packages.We'll explore why a well-crafted compensation plan is crucial, not just for attracting top talent but for ensuring a company's professionalism and long-term success. Tom also highlights the importance of earmarking 20-25% of gross profit for employee compensation and warns against pitfalls like overallocation, which can decimate a company's net income.We'll dig into real-world examples, discuss the importance of annual evaluations, and unpack the strategic levers that make a compensation plan both motivating and sustainable. Whether you're a CEO of a staffing or recruiting firm, operations manager, or recruiter, this episode is packed with valuable advice to help you navigate and optimize your compensation strategies. Tune in for all this and more on this episode of The Full Desk Experience!______________________Follow Tom Kosnik on LinkedIn: https://www.linkedin.com/in/tkosnik/Check out the Visus Group Website: https://www.visusgroup.com/Follow Crelate on LinkedIn: https://www.linkedin.com/company/crelate/Subscribe to our newsletter: https://www.crelate.com/blog/full-desk-experience______________________Tom Kosnik, founder and president of the Visus Group is one of the staffing industry's leading experts in organizational design, profitability improvement and work culture transformation. With a commitment to empowering staffing firms with the knowledge and tools to help business owners increase the value of their enterprise asset by helping them grow their business. Tom has coached and consulted hundreds of staffing executives throughout North America using his empirical based “Organizational Development Business Model” (ODBM). Most notably, Tom is the founder of the Presidents RoundTable, a nationwide leadership forum program strategically aimed at helping staffing professionals collaborate and solve industry challenges. With over 25 years of consulting experience in the staffing industry, Tom's diverse array of services have helped numerous staffing firms across the country improve their operations and bottom lines. As a RoundTable facilitator, Tom leads real world business problem-solving sessions in which he advises top executives on a variety of matters, including how to make winning business decisions; achieve profitability benchmarking; and reach peak performance through best practices. To date, he has conducted over thousands of RoundTable forums for all types of staffing professionals, including presidents and CEO's, CFO's, CRO's, and CMO's. Throughout the course of his career, Tom has been a frequent speaker for many world-renowned industry organizations and corporate groups, including the American Staffing Association (Staffing World); National Independent Staffing Association (NISA); Illinois Staffing Association (ISSA); California Staffing Professionals (CSP); Missouri and Kansas Search and Staffing Association (MKSSA); and Massachusetts Staffing Association (MSA). He has presented on a variety of topics, including leadership development; strategic planning for small and large staffing firms; compensation planning; best management techniques; and mergers and acquisitions, among countless other topics. Tom's research and expertise has been published in dozens of national industry publications, including Staffing Industry Review; International Human Resource Management Journal; and Chicago Law Journal, just to name a few. Tom holds an M.A. from Bowling Green State University in Organizational Development and a B.A. in Psychology from Seattle University. In addition, he is certified with the Center for Creative Leadership and a leading sales enhancement organization, MH Group. 

It's funny how certain stereotypes emerge about different roles in an organization. On today's episode, we're talking to not 1, but 2 incredibly accomplished Sales Leaders who are pushing back on the stereotypes of the typical Sales leader, particularly when it comes to planning. Those guests are Will Magnuson and Anna Randall, both Sales leaders at TigerEye, the GTM Planning platform. Will is the CRO and Anna is the VP of Sales, and their partnership goes back years (in fact, this is their 3rd company together!).I was excited to talk to Will and Anna because they feel strongly about Sales leaders participating in, and taking ownership of, the Sales Planning process. In our conversation, we talk about how Sales leaders can be owners and not just recipients of the Sales Planning process, we cover how hard it is to balance the planning process while still hitting your Q4 numbers, and how a Sales leader's attitude about the Plan will reflect how their team feels about it.Like this episode? Be sure to leave a ⭐️⭐️⭐️⭐️⭐️⭐️ review and share the pod with your friends! You can connect with Sean on LinkedIn or subscribe to our YouTube channel.Want to work with Sean? Reach out to him and the team at BeaconGTM to help with GTM execution at your company.

Coming to you from the Ptex headquarters in Brooklyn, NY, this podcast is for no-nonsense advice to help you learn, grow, and lead.  Today, I'm excited to welcome back my good friend and past speaker of the Let's Talk Business Conference, Eric Lofholm Eric Lofholm is a Master Sales Trainer who has taught his proven sales systems to thousands of professionals around the world. He is President and CEO of Eric Lofholm International, Inc., an organization he founded to professionally train people on the art and science of selling. Eric has been teaching people how to make more sales since 1999. In today's insightful discussion, our host Meny Hoffman sits down with master sales trainer Eric Lofholm to delve into the intricacies of achieving sales success. Eric shares his expertise on the pivotal "inner game" of sales, emphasizing the importance of mindset and beliefs in driving performance. From viewing selling as a service to overcoming the fear of rejection, Eric offers practical tips and strategies to elevate your sales game. Tune in as we explore the transformational sales triangle, uncovering the critical roles of mindset, technique, and consistent action. Eric also shares his personal journey from struggling salesperson to top producer, highlighting how proper training and a positive outlook can revolutionize your career. Whether you're an entrepreneur, salesperson, or sales manager, this episode is packed with valuable insights on goal setting, planning, and the art of closing deals. Join us and learn how to master the inner and outer game of sales, leverage content creation and technology, and most importantly, fall in love with the sales process itself. Get ready for a transformative conversation that will reshape your understanding of sales and set you on the path to success! This and so much more only on the Let's Talk Business Podcast…  Let's get right to our conversation with Eric Lofholm Links : wwww.saleschampion.com https://www.linkedin.com/in/ericlofholm https://www.facebook.com/ericlofholm https://www.youtube.com/saleschampion1 https://www.facebook.com/EricLofholmInternational TIMESTAMPS :  05:34 Explore strengths and passion for successful sales. 06:32 Being in sales is universal, skills essential. 11:13 Negative beliefs create roadblocks, especially in sales. 14:51 Prepare presentation with clear desired outcome defined. 18:43 Adapt communication and processes to each client. 21:52 Self-acknowledgment boosts sales success and confidence. 25:09 Transition from salesperson to manager requires different skills. 26:55 Consider compensation, leads, and text marketing efficiency. 30:35 Free goal-setting classes offered twice yearly online. 33:50 Key sales tips: positive mindset, action-based goals. PRACTICAL POINTERS: Eric Lofholm emphasizes the crucial role of maintaining a positive mindset in sales. He suggests the importance of being mindful of your thoughts, advising you to catch and replace negative thoughts with optimistic ones.  Focusing on actions rather than outcomes is another key lesson. Lofholm encourages setting action-based goals, such as making a certain number of prospect calls daily, instead of fixating on sales numbers.. Regular and structured planning is vital for sustained success. Eric highlights the importance of conducting mid-year and annual reviews to set and adjust your goals. By using the SMART (Specific, Measurable, Achievable, Relevant, and Time-bound) framework, you can make your goals clearer and more actionable. Understanding and being flexible in the sales process is essential. Mapping out the stages of your sales process and reviewing them periodically ensures that you stay in control.  Effective sales management involves understanding and facilitating your sales team. Knowing what motivates each salesperson and understanding their specific challenges allows you to customize your management approach. 

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.SHOW SUMMARYIn this episode of the Selling from the Heart podcast, Larry Levine and Darrell Amy dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kales, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.KEY TAKEAWAYSPreparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.QUOTES"Half of your success in sales comes from the work you do when you're not in front of the customer.""Invest your sales time where it will get the best return on investment.""Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully.""In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."Learn more about David Kahle: LinkedIn: https://www.linkedin.com/in/davekahle/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputationhttps://sellinginaposttrustworld.com/home-prereleasePlease visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.https://www.barnesandnoble.com/w/selling-from-the-heart-larry-levine/1130142818SUBSCRIBE to our YOUTUBE CHANNEL!https://www.youtube.com/c/sellingfromtheheart/Click for your Daily Dose of Inspiration:

Be sure to register for my free training on, "The 5-Step Formula to Closing More Deals without the Price Pushback, 'Think-It-Overs' or Ghosting"https://salesinsightslab.com/training/Welcome to Data-Driven Selling, where today our host, Marc Wayshak, dives into the powerful mindsets that distinguish successful and wealthy salespeople from the rest. Marc will share the crucial mental shifts that can elevate your sales game from thinking you're the best to recognizing sales as a strategic game, not a life-or-death struggle. Discover why seeing your interactions with top-tier prospects as equal footing encounters is essential and how embracing sales as a game can replace stress with enjoyment and effectiveness. Whether it's adopting the mantra "The best prospects need me,” or understanding that losing a sale is just part of the game, this episode is packed with transformative insights. Moreover, Marc emphasizes the importance of loving what you do, believing in your product, and having a clear sales plan. Tune in to learn how to shift your mindset and dramatically increase your sales effectiveness and enjoy the pursuit of your sales goals with a renewed vigor and strategy.Here is a comprehensive sequence of topics covered in the podcast episode "Sales Mindset - The Way Successful & Rich Salespeople Think," with sub-topic bullets detailing the main points discussed under each primary topic:1. Introduction to Sales Mindsets   - Explanation of common traits among successful and rich salespeople.   - Importance of adopting certain mindsets to reach the top of one's sales game.2. Critical Sales Mindsets   - I Am the Best     - Believing in oneself as top in their field.     - The necessity of self-belief to achieve top performance.   - The Best Prospects Need Me     - Viewing oneself as a solution rather than an annoyance.     - Recognition that certain prospects inherently need what you're offering.   - Sales Is Just a Game     - Conceptualizing sales as a game to improve engagement and reduce stress.     - Changing perception of sales from a high-stress environment to a playful competition.   - Can Go Toe to Toe with Any CEO     - Confidence in dealing with high-level executives.     - Not being intimidated by the status of the prospect.   - If I Lose a Sale, So What?     - Acceptance of losses as part of the sales process.     - Maintaining composure and perspective when a sale falls through.3. Focusing on Process Over Outcomes   - Activity and Process Over Closing     - Emphasis on consistent activity and refined processes.     - Importance of building a robust pipeline and engaging in effective sales practices.   - I'll See If You're a Fit     - Evaluating prospects for fit rather than trying to close every possible sale.     - Moving on quickly if a prospect is not a fit.4. Goal Setting and Planning   - Having a Clear Plan to Sales Goals     - Importance of having specific, measurable steps to reach sales targets.     - Breaking down goals into actionable items like number of meetings and deal sizes.5. Passion for Selling   - I Love What I Do and Sell     - The necessity of passion and belief in the product for sales success.     - How enjoyment and belief in the product impact sales performance.6. Conclusion and Additional Resources   - Summarization of key sales mindsets.   - Invitation to access further sales training resources.Each of these topics provides a detailed overview of the various mindsets and strategies that, according to the podcast, are essential for achieving and maintaining success in sales.

Join us as we explore the three core areas of sales coaching: Sales Planning, Activity Management, and Face-to-Face Prospect and Customer Interaction. Within each area, we identify keystone habits that serve as the foundation for achieving outstanding sales goals and fostering a strong company brand.

https://blog.thesaleswhisperer.com/p/john-renken John Renken, a former Army veteran and professional fighter, shares his journey in sales training and his passion for helping military personnel transition into civilian careers. He discusses his background in sales, his experience in the military, and the challenges faced by veterans in finding employment. John emphasizes the importance of sales skills and provides insights into the misconceptions about sales. He also highlights the need for better support and resources for veterans during their transition.  In this conversation, John discusses his work with Sales Platoon, a program that helps veterans transition into sales careers. He explains the training process, which includes teaching veterans how to generate leads, use LinkedIn, ask for referrals, build scripts, use AI, time block, and network.  The training lasts between three to six months, depending on the branch of the military the veteran served in. John also discusses the challenges of getting SkillBridge applications approved and the importance of planning for life after the military. He shares his experience climbing Mount Kilimanjaro and the lessons he learned from it. Takeaways John Renken has a background in sales and has been involved in sales since he was 11 years old. He started his career in the Army and later transitioned to working as a civilian contractor, specializing in combatives training. John is now a sales coach and trainer, helping military personnel transition into civilian careers. He emphasizes the importance of sales skills and the misconceptions about sales, and highlights the need for better support and resources for veterans during their transition. Sales Platoon helps veterans transition into sales careers by providing comprehensive training on lead generation, LinkedIn, referrals, scripts, AI, time blocking, and networking. The training program lasts between three to six months, depending on the branch of the military the veteran served in. Getting SkillBridge applications approved can be challenging due to the military's need to maintain readiness for potential conflicts. It is important for veterans to plan for their transition to civilian life from the moment they join the military. John Renken shares his experience climbing Mount Kilimanjaro and the lessons he learned about perseverance and the importance of planning. Sound Bites "I've been in sales since I was 11." "The average person getting out of the military right now is getting 20 bucks an hour." "You should never settle for less than 30 if you've served." "We teach them how to generate leads, use LinkedIn, how to ask for referrals, how to build script, how to use AI. We do all of it." "The training lasts between three to six months, depending on the branch of the military the veteran served in." "Getting SkillBridge applications approved is like 1,000 out of 10,000." 00:00 Introduction and Background 01:09 Discussion about Mead 03:01 Interest in Fighting and Combat Sports 05:27 Teaching Combatives and Nicknames 07:14 Fighting Preacher Nickname 08:56 Nerves and Enjoyment in Fighting 10:33 Rank in Brazilian Jiu-Jitsu 15:30 Transition to Sales Training 21:49 Transition to Sales Coaching 23:39 SkillBridge Program and Taking Over a Company 25:36 Average Salary for Military Veterans 27:02 Transition from Military to Civilian Life 28:26 Perception of Sales in the Military 29:26 Salary Expectations for Military Veterans 29:45 Sales Training for Military Personnel 32:02 Challenges with SkillBridge Program 35:11 Calling Strategies in Sales Platoon 36:37 Common Mistakes in Corporate Sales Teams 39:19 Importance of Accountability and Time Management 41:55 The Role of Scripts in Sales 43:23 The Benefits of Having a Routine 44:42 Sales Platoon's Target Audience 46:15 Preparing for Life After the Military 49:01 John Renken's Experience Climbing Mount Kilimanjaro   Market like you mean it. Now go sell something.   SUBSCRIBE to sell more, faster, at higher margins, with less stress, and more fun! https://www.youtube.com/@TheSalesWhispererWes ----- Connect with me: Twitter -- https://twitter.com/saleswhisperer TikTok -- https://www.tiktok.com/@thesaleswhisperer Instagram -- http://instagram.com/saleswhisperer LinkedIn -- http://www.linkedin.com/in/thesaleswhisperer/ Facebook -- https://www.facebook.com/wes.sandiegocrm Facebook Page -- https://www.facebook.com/thesaleswhisperer Vimeo -- https://vimeo.com/thesaleswhisperer Podcast -- https://feeds.libsyn.com/44487/rss Sales Book -- https://www.thesaleswhisperer.com/c/way-book   BUSINESS GROWTH TOOLS https://12WeeksToPeak.com https://CopyByWes.com https://CRMQuiz.com https://TheBestSalesSecrets.com https://MakeEverySale.com https://www.TheSalesWhisperer.com/

Sign up to all live workshops and podcasts here: https://lu.ma/fullfunnelIn the new episode of Fullfunnel Live we're going to address the most common question we've heard from the GTM teams at the end of the year: "We need revenue NOW".We'll cover:How to define the accounts that are likely to buy your product this quarterTwo sublists for the demand gen, ABM, and salesHow to plan the right activation actions instead of doubling down on outbound and demand capturingOn-Demand B2B Marketing Courses: https://fullfunnel.io/b2b-marketing-cFull-Funnel Insider - A Marketing Newsletter For B2B Marketers: https://fullfunnel.io/marketing-newslJoin our community for B2B marketers - The Trenches: https://sendfox.com/trenchesUpcoming events: https://lu.ma/fullfunnel/eventsFull-Funnel Marketing Content Hub: https://fullfunnel.io/blogVladimir on Linkedin: https://www.linkedin.com/in/vladimirblagojevic/Andrei on Linkedin: https://www.linkedin.com/in/azinkevich/

Oracle's Hari Sankar, VP of Product Management, shares transformative initiatives Oracle customers have access to including powerful artificial intelligence (AI) capabilities, the rising prominence of ESG (Environmental, Social, Governance) analytics in today's business landscape, and Oracle's customer success programs. Additionally, discover why Oracle released Sales and Workforce planning within the Cloud Enterprise suite and how it plays a crucial role in an organization's operations. Oracle is providing several programs to ensure constant support for customers in their cloud journey. Hari, mentions the Implementation Success Program, Hyperion Application Analysis Program, and Centers of Excellence guidance. The Cloud Customer Connect forum also gives companies an opportunity to share experiences, receive new update adoption, and thought leadership!   https://community.oracle.com/customerconnect/

Welcome to 'Mentoring Moments', a sub-series of the Podcast Mentoring Moments is composed of clips taken from Jason's Mentorship Sessions These sessions cover topics such as: digital, eCommerce, retail, SaaS, marketing, tech and business - plus so much more! The episode title outlines some of the topics covered in the episode for reference If you'd like to join Jason's Mentorship Program ('The Mentor Sessions') for free and get answers to your own questions, head over to the registration page to apply for 1-1 mentorship with Jason on this page: ⁠⁠⁠⁠https://www.greenwoodconsulting.net/jason-greenwood-mentor-sessions⁠

You asked. I'm answering! Today's episode is a fun Ask Me Anything. I compiled your DM's and questions in the community (linked below) and I'm giving my thoughts & feedback. We're chatting about: Mindset & Managing Burnout now to help you prepare for the Q4 busy season Sales & Product Forecasting: simple steps to set a sales forecast for you this Q4 Buyer Outreach & the state of Wholesale business right now: why buyers might be slow to place orders for holiday Join in on the chat. Send me a DM with any questions you have for future Ask Me Anything episodes! Resources mentioned on this episode: > Join The Buyerside Club facebook community for coaching & connection in your product business. Join HERE! > Listen to the private podcast series UNLOCK FAIRE - Get instant access HERE > Listen to the Q4'22 in-season podcast feed to help you prep for this holiday season! HERE > One of my favorite personal development books, The Big Leap by Gay Hendricks CONNECT FURTHER WITH KRISTIN! Listen to the private podcast series UNLOCK FAIRE - Get instant access HERE Join The Buyerside Club facebook community for coaching & connection in your product business. Join HERE! Website: kristinfishercoaching.com Follow on Instagram: @kristinfishercoaching Contact: hello@kristinfishercoaching.com

In this episode of The Sales Compensation Show, John Capin, Senior Director of Strategy, Planning & Rewards at Genesys, joins host, Nabeil Alazzam to discuss the challenges of connecting sales planning and compensation, the impact of well-designed plans on sales motivation, and why the sales comp team should have a seat at the table in the GTM strategy setting process.

“We don't plan to fail, we fail to plan”, is an old saw that is still true today.  Despite an avalanche of tools to help us plan well, we still manage to do a lousy job of it.  Another oldie goldie is “a good workman doesn't blame his tools” and so this applies perfectly to the tech panoply we have at our fingertips. Having tools available and using them at all, much less effectively, is the bugbear of most sales organisations. The firm buys the tool or the monthly subscription, spends a lot of money on it, only to see the salespeople barely engaging with it.  The information stays in their head or on loose bits of paper, perhaps in a notebook or in an organiser.  Anywhere but where it needs to be, to be of any assistance to the marketing effort, to properly segment and go after specific, defined markets.  Salespeople like people and they like talking to clients.  This is relatively easy.  Keeping records of those conversations is another matter.  Getting those records into the Client Relationship Management (CRM) system is a different ask.  Setting up the meetings is a process which can be very poorly done in the hands of poor salespeople systems. The timing of meetings should be done with a mind to geography, so that you are not traipsing across town over long distances.  You need to be grouping the visits together, so the time lost travelling is kept to a minimum.   There was a funny commercial you could see on the monitors in the back of taxis in Tokyo. about selling in Japan.  A new guy was being welcomed to the sales team and one of the tanned, tough looking, veteran sales guys enthusiastically shakes his hand, but then notices the newbies calf muscles are puny.  Mr. Suntan and the other veterans proudly show off their super muscular calves, built from going door to door to see clients and deride the new guy. The point of the commercial was that this was very much an old style sales methodology where you hit the pavements.  Today, they were saying, you can use computer programmes much more effectively to reach clients.  I quite liked Mr. Suntan myself, he was pretty cool, rather than Mr. Puny Calf Muscles wielding his computer.  Anyway, I digress. To make appointments needs a prospect list.  A prospect list comes from leads coming in through SEO, your website, pay per click ads on Google etc., also existing clients, prior clients who have gone cold, networking, referrals, inbound phone contacts or highly selective cold calls. There are new clients to be targeted and this requires real research and effort.  Today in Japan, you can't easily buy client lists anymore.  There are so many restrictions now around privacy of information and getting permission to connect.  Getting simple information is much harder today than it was even five years ago, so we need to allocate sufficient time to do the research.  If you don't know the name of the person you are calling, then the staff taking the call are all gold plated, absolute pros at getting rid of you.  They make sure you never get through to the person you seek, who is always in a meeting by the way and who never returns your call.  No one is thinking “let's all make sure the wheels of industry are turning faster and faster and let's grease the wheels to make sure that happens”. They are in full shield wall defensive posture of protection and denial to invaders from outside.  So you at least need the name of who you want to contact to get on the first rung of arranging a meeting. Keeping track of how many people you are contacting, how many you are  actually reaching, how many appointments you are winning, how many deals you are concluding and the average size of those deals, is critical for the well organised salesperson.  This provides us with success ratios and norms around how much activity is required to generate new business. Yet how many salespeople know their one ratios, know how many calls they have to make to reverse engineer everything to achieve their monthly budget?  When we do meet the client, how good are the notes we are taking?  Are we talking notes or leaving it all to our ironclad memories? Remember that the faintest ink is vastly superior to the best memory.  Write it all down.  If for some reason you can't take notes during the meeting, get it all down immediately thereafter. The next step is to get the key bits into the system.  This way your notes are kept safe, can be accessed from anywhere and can easily be shared.  When you are looking for case studies of success these notes are goldmines. They usually describe the client's problem in detail, the proposal you put together talks about the solution you provided and the P&L provides the results.  When we know how many contacts have to be made to meet budget, have the prospects identified and selected to pour into our sales funnel, we can use our excellent time management skills to make sure we are doing our tasks in priority order and that we are doing the most productive thing at every given moment.  None of this happens by itself.  We have to plan our activities carefully and plan our days fully.  Record keeping is pretty boring, but for those salespeople who get it, they know that is where the gold is buried.  What are you doing about all of this down at your shop?

Find More Episodes on PCA Overdrive: https://pcaoverdrive.vhx.tv/videos/sales-planning-and-course-correction-with-brandon-lewis PCA Overdrive is free for members. Not a member? Download the app on the Apple Store or Google Play and enjoy a 7 day free trial! Become a member: https://www.pcapainted.org/membership-resources/ Estimate Rocket is celebrating 100 podcasts! For June, we're replaying some of our top episodes from the last 100...in case you missed them. Here's #4. On this episode of Estimate Rocket Radio we talk with the always thought-provoking Brandon Lewis of the Painters Academy. Brandon helps his clients build sales and marketing systems that plug in the right numbers to set the right goals in planning. He doesn't pull any punches when he exposes weak strategies that cause contractors to waste their time! Brandon always shoots straight with people about the kind of consistency, hard work, and simple calculations that can set their business on the right track and get the kind of results that make business worthwhile. It's also a plus that he helps his clients understand the value of using a sales enablement system like Estimate Rocket to execute on big yearly goals in sales and profit planning. Learn more about The Academy for Professional Painting Contractors at https://www.paintersacademy.com/

Estimate Rocket is celebrating 100 podcasts! For June, we're replaying some of our top episodes from the last 100...in case you missed them.Here's #4.On this episode of Estimate Rocket Radio we talk with the always thought-provoking Brandon Lewis of the Painters Academy. Brandon helps his clients build sales and marketing systems that plug in the right numbers to set the right goals in planning. He doesn't pull any punches when he exposes weak strategies that cause contractors to waste their time! Brandon always shoots straight with people about the kind of consistency, hard work, and simple calculations that can set their business on the right track and get the kind of results that make business worthwhile. It's also a plus that he helps his clients understand the value of using a sales enablement system like Estimate Rocket to execute on big  yearly goals in sales and profit planning.Learn more about The Academy for Professional Painting Contractors at https://www.paintersacademy.com/.

Jakub Hon is a highly accomplished entrepreneur and sales expert, serving as the CEO of SALESDOCk and co-founder of Black Bison. With a wealth of experience spanning over a decade, Jakub possesses a true entrepreneurial spirit and a passion for assisting individuals and companies in establishing and enhancing their sales operations. Guided by the belief that thoughtful planning yields fruitful results, he brings a strategic approach to sales.Throughout his career, Jakub has showcased expertise in various areas, including building high-performing sales teams, spearheading international expansion initiatives, executing successful outbound sales strategies, and developing effective go-to-market plans. His proficiencies extend to sales process optimization, inside sales, CRM implementation, SaaS solutions, new technologies, data-driven sales approaches, and fostering innovation within sales organizations.For those interested in connecting with Jakub Hon or seeking his assistance, he can be reached through his LinkedIn profile at https://www.linkedin.com/in/jakubhon/. Additionally, you can contact him directly via email at jakub@salesdock.com

#revenueoperations #revopspodcast #salespodcast #quota #quotasetting #2024salesplanning Main Clip: https://youtu.be/5cIbhNbJfrE Jamie Carney and Pete Jansons discuss Quota setting as it is that time of year when 2024 Sales Planning is happening on the SAASholes Revenue Operations Podcast --- Send in a voice message: https://podcasters.spotify.com/pod/show/saasholes/message Support this podcast: https://podcasters.spotify.com/pod/show/saasholes/support

In this episode of The Sales Compensation Show, Maria Oczko Canant, Head of Global Sales Planning at Workiva, joins host Justin Lane to discuss a wide range of topics that pivot around key aspects of sales compensation, including designing, implementing, and monitoring sales compensation plans. Maria shares her insights on how sales compensation can help achieve broader marketing goals and improve sales compensation administration.

Gen Z vertegenwoordigt een steeds groter wordende groep op onze werkvloer. Wie jong talent op een succesvolle manier wil aantrekken, doet er dus goed aan om heel goed te begrijpen wat deze generatie bezighoudt bij het zoeken naar en uitvoeren van een job. En om daar een beter zicht op te krijgen, lanceerde Ormit Talent ism Ivox en D'ieteren in februari dit jaar een bevraging bij 877 Belgische Gen Z'ers. De resultaten van die survey besprak ik al in een eerdere podcast samen met Eva Vercouteren, trainer en coach bij Ormit Talents. En ook Tom Palmaerts, managing partner bij Trendwolves schoof toen mee aan. Zo'n survey is natuurlijk een momentopname, een foto, waaruit we aantal aannames kunnen afleiden. In deze aflevering kruip ik daarom in het hoofd van Axelle Verdonck, Multicompany Management Trainee bij Ormit Talent en in dat van Marie-Laure Leleu, Sales Planning & Pricing Analyst SKODA Import bij D'ieteren. In plaats van te praten over Gen Z gaan we deze keer praten met Gen Z. +++  Na het beluisteren van deze aflevering leren we dat Gen Z een mondige generatie is die goed weet wat ze wel en niet wil. Echter, het is niet realistisch om 100% van de tijd te kunnen werken op zaken die exact zijn wat iemand wil. Hoe balanceer je als team de nood aan flexibiliteit en autonomie van Gen Z met je business-as-usual processen? Ga het gesprek aan met het jong talent in je team en bespreek het volgende: ‘Hoe ga je om met af en toe werken op zaken die je niet wil?'+++Honger naar meer? SCHRIJF JE IN VOOR DE NIEUWSBRIEF - https://zigzaghr.be/inschrijving-nieuwsbriefLEES DE ARTIKELS - https://zigzaghr.be/inspiratie/ABONNEER JE OP HET TIJDSCHRIFT - https://zigzaghr.be/tijdschrift/And don't forget: it's a great time to be in HR!+++Opgenomen op de #ZigZagHR Kantoorboot

En este nuevo episodio del podcast de inventario.pro hablamos por primera vez con el fabricante Piaggio España, en este caso asociado al mundo de las dos (y tres) ruedas. De la mano de Yolanda Medrano (Directora de Desarrollo de Negocio), Lorenzo Marín (Director de Sales Planning) y de Alvaro García (Director de Marketing y Comunicación), repasamos con ellos la apasionante historia de un fabricante de marcas míticas como Vespa, Moto Guzzi, Piaggio y Aprilia, entre otras. Piaggio España nos descubre las principales cifras a tener en cuenta del mercado de las dos ruedas en España. También nos explican cómo se trata de manera distinta a nivel de tipo de cliente el scooter distinto de la motocicleta. Y por supuesto nos introducen en el apasionante reto que supone la incorporación de la moto eléctrica dentro del catálogo de vehículos que produce Piaggio España. Pero quizás el tema que más interés despierta es la iniciativa de Piaggio España con los grupos de concesionarios de automoción en la que les proponen abrir concesionarios de motos Piaggio, aprovechando las sinergias y puntos fuertes que tienen los grupos de automoción que se han tenido que adecuar a las exigencias de la venta de coches. Piaggio España promueve y busca nuevas alianzas con grupos de automoción que justo en los tiempos que corren están en búsqueda de nuevas fuentes de ingresos y de aportación de beneficios que les ayuden a diversificar su actividad sin incurrir en desarrollos o inversiones excesivamente arriesgados. Piaggio España con Yolanda, Lorenzo y Álvaro nos explican la propuesta de valor para el concesionario oficial. Un episodio de escucha muy recomendable si estás pensando en ampliar tus fuentes de ingresos y tus líneas de negocio como concesionario de automoción al ámbito de las dos ruedas.

Episode #139: Team Coaching Learning Conversation: Christina Lee and Yvette Hall Join us Friday March 31 at 9:30 New York / 14:30 London / 21:30 Beijing for this week's Team Coaching Zone Learning Conversation! Joining the TCZ stage to explore "Influencing Business Leaders and Empowering Women" are Christina Lee and Yvette Hall from Paradigm 360 Consulting, LLC. The session will be livestreamed on LinkedIn and YouTube and made available for replay afterwards on your favorite podcast player (e.g. Spotify, Apple Podcasts, Stitcher Radio and more)! Christina Lee is the Chief Executive Officer for Paradigm 360º Coach Training and Consulting, which focuses on transformational leadership development and customized service. She has a wealth of experience in non-profit management, fundraising and development. She's also skilled in building teams through behavioral management assessment-based trainings, developing over 2000 leaders within a ten-year span. Since 2004 she has successfully trained small companies, schools districts, and non-profit organizations. She holds a certification as an Executive Leadership Coach from Dream Releaser Coaching, A Coach Trainer Certification from Life Forming Leadership Coaching, MBTI Certification and DiSC. Christina is a native of California, has a wonderful husband and six children. She's a national speaker, teacher, executive coach, and serves as Chaplain to NFL families through the Professional Football Players Mothers Association. In her spare time, she enjoys reading, spending time with family and vacationing on California beaches. Yvette Hall, PhD is Co-Founder of Paradigm 360º Coaching & Consulting, LLC, a firm specializing in leadership development, training, change management, team & executive coaching and coach training. Her specialties include: Team & leadership development, strategic visioning, training, executive coaching, change management, competitive and strategic analysis. Yvette is a Strategic Marketing and Business Leader with extensive corporate experience in Consumer Packaged Goods Marketing, Sales and Business Development, Brand Management, Category Management, Trade & Customer Marketing, and Sales Planning.

Dominic is the Regional Head at EQUINIX with a Sales Planning & Strategy remit for Asia Pacific. In this fireside chat, Dominic shared his views from Sydney Australia where he lives and works at the time of this webinar. Highlights of his talk include: The roles, companies and locations that he's taken on and worked.Will opportunities be different had he not migrated to AustraliaHow does anyone get selected for overseas roles?The values that he looks for in his team.How to convince your boss that you can make it work if given an overseas position.Is it better to have a team with diverse or common values?How do teams with diverse values resolve conflict?Question to Eileen (Moderator): What values do companies look for if they are deemed to be at a growth stage?Domininic's answer to the values a company at a growth stage look for.Individual Contributor vs People LeaderWhat roles at Equinix are you throwing out for us?Are there values that professionals exhibit that employers deemed as unfavourable?What do you think of people who talk too much?What are the considerations used in your decision making before accepting your 1st overseas role?What if the role after the 1st overseas posting which we should plan for, does not exist in the company?A peek at the EQUINIX company Website How deeply entrenched or demonstrated is DEI, within EQUINIX How to make your values so obvious that others in a conservative culture, like Singapore, can see? Thank you Dominic, we are appreciative of your generous and open sharing! _____________________________ Follow & subscribe to our social media channels: https://linkedin.com/company/artofcareermainhttps://instagram.com/artofcareerhttps://facebook.com/artofcareerhttps://youtube.com/c/TheArtOfCareer To receive invites to events by us, join in at: https://link.artofcareer.com/invite ... #artofcareer #jobs #jobsearch #jobchange #recruiter #talentacquisition #jobsearchstrategy #workvalues #values #career #careertransition #careerjourney #careerplanning #careerseparation #interviews #jobinterviews

Derek Carr got benched by a team that he was a captain for, locker room leader of and the face of the franchise.All because the team didn't want to be locked into his contract if he got hurt.They not only benched him, but told him to stay away from the facility.If the Las Vegas Raiders will do that to one of the greatest players in their team's history, what do you think your comany may do to you in the future?Are you prepared?Have you built a second income stream? Have you built an optimized sales plan for your current role and maximized your dollars? If you want help with a plan for 2023, reach out for a FREE strategy session.If you want to have a conversation about:- Scheduling a strategy call for your next move- Help building your business or territory- Starting your own sales podcast.Reach out to me:mike@survivingoutsidesales.comMicrophone link- Amazon Basics: https://amzn.to/3fpizi1To start your own podcast and host on Buzzsprout, click link below to get going:https://www.buzzsprout.com/?referrer_id=1818120To connect with the show: Follow, Subscribe, like, 5 stars & DownloadConnect with Mike:Mike@survivingoutsidesales.comLinkedIn: Mike O'Kelly | LinkedInIG: Mike_OKellyLinktree: Mike O'KellySponsored By:Rithm AI-Website: GetRithm.comProspecting,Targeting&Routing,SimplifiedIt's time to Optimize. Not all calls are equal, Rithm puts the focus on the “right” keys to success.Go checkout & subscribe to the following YouTube channels & Websites:Connect with Surviving Outside Sales-YouTube: Surviving Outside Sales - YouTubeWebsite: SurvivingOutsideSales.comIG: SurvivingOutsideSales

2023 Sales Planning and Goals Show #458 Welcome to the Sales Babble annual Sales Planning and Goals Show. I'm a strong proponent for yearly goal setting. Some laugh at New Year's resolutions.  They think they are silly or something that you should do at other times of the year and I agree it's an ongoing process. But January 1st is a good chance to take a moment, give pause and to  reflect on what really matters to you. Life is brief and it's important to not squander a day. To live the next year with intent and being mindful of your aspirations is noble cause. 2023 sales planning is our topic for today. How to Connect with Pat Helmers at Sales Babble Sales Babble shares selling secrets for non-sellers.  Masterful selling is understanding what buyers want, discerning if you can help,  showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com I've interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. This is a production of Habanero Media https://habaneromedia.net

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. Xactly is an intelligent revenue solution that has been in the game for 17 years. Over these 17 years, they've been able to gather a large amount of proprietary data, putting them a notch above the rest in terms of sales planning best practices. Today, Chris discusses AI-driven sales planning. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Nigel Green isn't afraid of failure; honestly, that's a difficult lifestyle to choose when you primarily work in Sales. Listen as he shares his insights from his latest book "The Revenue Harvest".

In this episode, Katie Cash talks to Mark Wainwright and brings up the dreaded “S” word. SALES in design and construction. Mark is a marketing and sales professional with 25 years of experience, the majority spent building and growing professional services firms. He coaches individuals, develops sales processes, manages pipelines, and when appropriate, implements CRM systems.  The discussion covers what you need to know from a sales perspective in firms and why it is important to focus on getting the right people for the job for sales planning and developing sales functions. Mark tells us how to manage sales pipelines and the importance of having appropriate sales measures in place.What role do compassion and social media play in today's business landscape and what to focus on when building and maintaining sales pipelines? Mark and Katie answer all these questions and more.Highlights: 06.10.98 Prospecting08.46.90 Sales Competencies for Professional Services Firms10.32.00 Changes in the Approach to Professional Service Sales12.07.21 Marketing and Sales Alignment16.13.78 Qualifying Your Prospects21.58.48 The Importance of a Sales Pipeline25.40.60 Sales Planning and Preparation27.21.75 Discovery in the Sales Process34.10.61 On-Call Consulting36.42.48 Fractional Sales Management Six Sales Competencies for Professionals: https://www.wainwrightinsight.com/six-sales-competencies-for-professionals/ 

As the commercial real estate market changes it's cycle, there are steps to take in brokerage so new listings can be found and clients can be helped.  In today's podcast we share the priorities of the sales planning process that you can apply to your real estate business and activities. Use these focus points as leverage to get more real estate business around you in both sales and leasing.  Check out the article about this below, and print it for your use in brokerage.  https://commercial-realestate-training.com/practical-sales-planning-strategies-in-commercial-brokerage/

In today's episode, Jon and Scott talk about planning things to accomplish on Q3. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big!

Heute geht es im Podcast um das Thema “Solution Selling” und dem promovierten Vertrieb! Zu Gast ist Dr. Marvin Brundtke. Marvin ist Sales Planning and Strategy Specialist bei WEWIRE der Coroplast Group sowie Sales Management Lecturer beim Bochumer Sales Management Department.

Chris Cabrera, Founder, and CEO of Xactly, talks about how revenue leaders can use AI in their sales strategy. Xactly is an intelligent revenue solution that has been in the game for 17 years. Over these 17 years, they've been able to gather a large amount of proprietary data, putting them a notch above the rest in terms of sales planning best practices. Today, Chris discusses AI-driven sales planning. Show NotesConnect With:Chris Cabrera: Website // LinkedIn // TwitterThe Rev Gen Podcast: Email // LinkedIn // TwitterI Hear Everything: IHearEverything.com // LinkedIn // TwitterSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

There has been one common theme this season: relationship building and its tie into sales planning for architecture and design representatives. In this episode, Nicole Lashae Ben, CEO of Thrive In Design, dives deeper into this topic. Nicole spent a decade as a brand representative for interior product companies. During her career, she developed and implemented human-centered sales strategies that led to her earning over two dozen sales awards.  Nicole is super excited and passionate about today's topic. She'll be sharing her five best practices when it comes to sales planning, which she beleives every interior product company should be thinking about as they are equipping their teams for success. Learn more about Thrive In Design:  Contact: thriveindesign.co/contact | Instagram: @thriveindesign | Facebook: @thriveindesign >>> Register for the next Thrive In Design live training here.

Tibor Shanto points out that creating a great territory sales plan includes building a blended pipeline. It needs to consist of current customers and revenue as well as up-and-comers in the industry. You must maintain the old and be open to the new. Learn more about how he approaches building his territory sales plan in this episode of Sales Reinvented. Outline of This Episode [0:54] Why territory sales planning is underrated [1:37] How territory sales planning can reduce reactivity  [3:30] Tibor's ideal territory sales plan [6:34] The attributes that make a salesperson successful [9:36] Tools, tactics, or strategies to improve sales planning  [11:34] Top 3 territory sales planning dos and don'ts [17:26] Why you have to build a blended pipeline Tibor's ideal territory sales plan starts with a simple graph Tibor Shantolikes to create a simple graph to help him plan his territory. One axis is the likelihood of a deal closing within the next two cycles. The other axis is the total value of the deal. It helps you look at your best opportunities based on reviewing deals you've won and deals you've lost. The goal is to spend your time where you're most likely to close a deal.  Then you drill down further. What factors allowed you to close those deals? You have to understand what it will take to hit your quota and what the addressable opportunities are in your area. Most salespeople want to continuously expand their territory. Why? Because they don't know how to drill down further into their own territory.  Secondly, Tibor points out that you must start spending time disqualifying prospects. The right opportunities will help you hit your quota and you need to doggedly ignore anything else. It's hard to accept but he notes that only 56% of B2B sales reps make quota. He emphasizes that you shouldn't worry about what you've missed—worry about what you lost that you were supposed to get. If you can identify the opportunities that make the most sense to you based on data then ignore what doesn't fit the template. You have to play to your skills and strengths. Tibor introduces his clients to the concept of the 360 Degree Deal View. It helps them look at why they win or lose deals. When people do deal reviews, it tends to be a lovefest. But you want to go back six months later and ask how you've been able to change a customer's workflow. If you understand how you do this, you can see who's best going to fit your template. Again, you have to ignore what doesn't fit. You have to be objective and avoid deviating from your plan. The attributes that make a salesperson successful It all comes down to attitude. When people ask Tibor why he was successful, he points out that it's simple—he wanted it more than the next guy. That's something you can't teach. Any competitive athlete completely understands the power of mindset, determination, and self-discipline. The general public doesn't necessarily have these characteristics. A software company in the late 90s recruited college football players who weren't drafted. Why? They had drive, the ability to follow a playbook, discipline, and the ability to be coached. That software company got acquired. It worked for them because their exit strategy materialized. Tibor doesn't believe that salespeople with soft shells will survive. There aren't participation trophies in life.  Tools, tactics, or strategies to improve sales planning  You must understand what you're looking for. What's worked for you in the past with your accounts and territory? A blended pipeline is key. If you focus on different accounts, you can get much more volume done—and as a result—earn higher commissions. So start by plotting out a clear plan on a grid and be disciplined while remembering to adapt as needed. You can't just double down on territory planning and stop prospecting. If you don't prospect, you don't have a territory.  Tibor also advises salespeople to look for lookalikes similar to your prospects. Why is a lookalike the same? How are they different? Where are the greatest number of interceptions? Go after those. You know the jargon, you know the story, so show up and present how you've just succeeded for the last client. Most people tell him they appreciate that he works with a competitor because they don't have to educate him on the basics of the business—he can hit the ground running.  Why you have to build a blended pipeline Tibor looks at the top dozen accounts in his territory. He'll look at where he's at with them this year and make projections for the next year. What is the gap in his quota and projections? Doing this allows him to understand how he needs to service his top customers. Secondly, it allows him to look at the up-and-coming in his territory.  Tibor set his sights on someone making noise in the business. Many other people ignored them because they were second-tier. This one small company grew and became a dominant player in the industry. That's why you have to build a blended pipeline. Even if a prospect isn't the most sought after, it still has value. Don't ignore less attractive prospects that might save your hide as long as they fit your plan. Tibor points out that you should always leave room for flux and luck.  Connect with Tibor Shanto Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Wes Schaeffer states that his purpose in life is to rehabilitate salespeople and train their managers. Most managers are hired from within because they were successful. They were successful because they were hungry, aggressive, and impatient—not necessarily because they were the smartest or most detail-oriented salespeople. Those attributes are at odds with the management role. Those skills can harm them because they are aggressive and impatient with their team.  They're putting pressure on their salespeople but don't have the skills to teach them. Salespeople are left on their own to make it or break it. Territory planning isn't taught. If it is, it's taught from a book—not from someone who did it successfully. So how do you change that? Find out from Wes in this episode of Sales Reinvented. Outline of This Episode [1:08] Why territory sales planning is underrated by salespeople [2:43] How to reduce reactivity with territory sales planning [5:13] Wes's ideal territory sales plan [8:08] Wes's version of the ABCs [10:38] Why you need to just start writing [13:50] Top three sales planning dos and don'ts [18:01] How to take control of your territory How to reduce reactivity with territory sales planning Most people are reactive to everything in their lives—it's not even necessarily a sales problem. The type of people that are drawn into sales are outgoing “people's people.” They're not engineers or accountants but simply good at making friends. Their personality is not methodical and goal-oriented. They're relationship-oriented. Now, they're being asked to plan.  Wes wrote “The Seven Deadly Sins of Selling.” The first sin is shooting from the hip i.e. winging it. Most salespeople have been hired as a cultural fit. A sales manager probably isn't detail-oriented or has a methodical process for hiring and onboarding. There isn't a culture built around territory planning.  Wes's ideal territory sales plan Wes instructs managers to manage activities and pay on results. Just like losing weight, closing a sale is a lagging indicator. If you want to lose 10 kilos in 90 days, stepping on the scale at 90 days only proves how diligent you were at following the process. What did you eat for every meal? How did you exercise? Maybe you hired a fitness coach or a dietician. Maybe you have a tracking app, planned your meals, and planned when to exercise and how much. If you're diligent for 90 days, you'll hit your goals.  Sales managers don't give salespeople the activities to do. Wes tells people to batch phone calls: before breakfast, during lunch, and at the end of the day to get around gatekeepers. He has different scripts for each call. They're telling a story through multimedia and different steps. Wes gives his community a way to track their time in 15-minute increments. Whatever you measure, you can improve. Break your big plans down into 15-minute increments, i.e. what you have to accomplish to reach your lofty goals. When you are diligent with this, you're more likely to be successful.  The characteristics a salesperson should have Wes emphasizes that the mantra “Always be closing” is crap. This idea was propagated when people the age of our grandfathers were in sales. Yet we still live by the adage. Wes's version of the ABCs is “Always be curious. Always be courteous. Always be concise.” Ask more questions. Take a step back and ask, “Where are you a product fit? Why do people buy your stuff? What pain do you solve?” Start there. Where do these people congregate?  Wes was working for a startup in Austin, TX. The technology was beneficial in the healthcare space. Wes looked at technology in healthcare and there was a huge community with state and regional chapters. He joined those chapters and became active in those communities. He went where the fish were. You can't just go to the local swimming pool and drop a pole in the water because it's convenient.  Tools, tactics, and strategies Wes embraces Wes gives out a free guide called “Process Before Login.” The concept is that you need to document your steps and track your activities before you log in to any tool. Because a tool won't save you. You know what your territory is. You have to figure out how to get in front of people. Can you knock on their door or go to events where they congregate? Once you plan daily and weekly activities, you can manage them. How many phone calls can you make? How many emails can you send? How many handwritten letters can you write? Do you have scripts for text messages? How are you engaging people on social media?  If you're in B2B, LinkedIn can be good. But Wes gets more crappy messages on LinkedIn than anywhere else. Why? Because people don't know how to communicate. People are spending money to get in front of Wes with an awful message. Learn how to communicate. Blog. Write a post for LinkedIn. It can even be a FAQ post. Prepare written answers to objections ahead of time and link it to a blog or LinkedIn post you've written. Your prospect will be impressed. They'll think you know what you're talking about. If you do anything, Wes implores you to just start writing. Write a daily article for LinkedIn that your prospects would be interested in. Your life will change in 30 days.  What are Wes's three sales planning dos and don'ts? Listen to find out—they might really surprise you. How do you take control of your territory? How do you disqualify a prospect to focus on the important accounts? Listen to hear Wes's process! Resources & People Mentioned Get your Process Before Login Map The Seven Deadly Sins of Selling The CRM Sushi Podcast The Sales Podcast Connect with Wes Schaeffer Connect on LinkedIn Follow on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

The EPMIcast welcomes our second Oracle guest, Muthu Ranganathan, a leader in Oracle's Product Management group based in Bangalore, India. The cast will discuss Oracle's Connected Planning Suite including Oracle Sales Planning. We will evaluate the solution field, what Connected Planning can accomplish, and exciting trends for Sales teams!

The most successful salespeople have the discipline to do what will deliver success. And territory sales planning is a critical component of that success. Most salespeople don't see the benefits of sales planning, so they don't do it. Salespeople underrate territory planning because they're focused on short-term calendar-focused targets. They're highly reactive.  Today's guest, Wayne Moloney, shares that the average tenure of a B2B salesperson is only 16 months and it's steadily decreasing. He believes that having the right territory sales plan in place can lead to long-term success, growth, and longevity in the profession. In this episode of Sales Reinvented, Wayne shares how salespeople can transform their plans with some simple questions.  Outline of This Episode [1:01] The largest reasons salespeople discount sales planning [3:20] How to overcome reactivity with territory sales planning [5:17] The ingredients for the perfect territory sales plan [7:53] Attributes or characteristics that make a salesperson great  [10:48] A simple territory sales plan is the key to success [14:10] Top 3 territory sales planning dos and don'ts [16:17] How a simple plan led to global sales success How to overcome reactivity with territory sales planning If you're planning a territory, you're clarifying and articulating where you want to go and what roads will lead to them. If you're reactive, you're reacting to suspects, not the right type of customers. Territory planning helps you target the right customers, establish goals for income, and ensures sales growth over time. It also helps you engage with customers early enough in the sales process to have an impact.  A good sales plan defines the specific industries and sectors that will offer the most opportunity to you—and why. That's the foundation of any plan. Then you must look at the characteristics of your high-value clients. That helps you identify your ICP. Focus on the organizations you can best help versus those looking for a white paper offered by your marketing teams. A good salesperson also completes a comprehensive competitive analysis (i.e. what your competitors are doing and why they're doing it).  Attributes or characteristics that make a salesperson great  Accountability is critical. After 40+ in sales and business management, Wayne still has a mentor that he shares his goals with who helps hold him accountable. It's critical to Wayne's success and will be to yours, too. Accountability means taking responsibility for your plan and the actions you take. Another critical component? Set goals and write them down. Wayne emphasizes that “A plan that's not written down is just a thought.” You must define and implement actions to make things happen.  Great salespeople don't operate as islands. Wayne worked with someone who got a group of people together and asked them to pull apart and critique his plan to strengthen his approach. One of the biggest opportunities for salespeople is achieving domain expertise. Developing this starts by knowing what businesses to focus on. You can't be all things to all people. You need to understand and know your addressable market.  A simple territory sales plan is the key to success Wayne shares some simple yet strategic questions you can ask yourself to build a successful territory sales plan:  Where are you now? Why are you where you are? Walk back through what's happened with your territory, your best and worst clients, and even those you've lost. Where do you want to be and when do you want to be there? This gives you a starting line and a finish line. The middle is the gap that will grow your territory. What resources will you need? What tools do you have available to aid your planning? How will you measure performance? When and how will you review your progress? When are you going to do it? How are you going to do it? Who will you involve in the process?  Walking through these questions is the easiest way to build a plan that's simple, easy to understand, and helps drive you to success.  What are Wayne's top three territory sales planning dos and don'ts? Listen to find out! How a simple plan led to global sales success A man Wayne calls “Jim” used to work for him. Jim was very successful in his sales position but didn't know why. He was always reluctant to make a plan. Because he was so successful, it was hard for Wayne to argue why he should build a plan. He still taught him the proper framework but never truly enforced it.  Jim moved on and took a role with a major credit card company. One day, Jim called Wayne and thanked him. Why? Because Jim struggled in the credit card industry. So he sat back and went through Wayne's planning process. He became the top salesperson in his organization. He closed the two biggest global opportunities because he knew where to focus his territory plan.  As a sales manager, whatever you teach your team is not wasted if you coach them properly. Wayne's message to salespeople? Don't dismiss what you're taught—it will become useful at some point in your career.  Connect with Wayne Moloney LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

The best way to stop being reactive is to ask how you can make your targets while doing as little work as possible. What activities are important? What things can you do to make every minute as useful as possible? It starts by knowing your territory and your plan for your territory. Then you must employ some creative laziness. Learn more about Steve's unique strategy in this episode of Sales Reinvented. Outline of This Episode [0:47] Why is territory planning an underrated activity? [2:38] How territory planning can help you be more organized [3:33] Steve's ideal territory sales plan [4:47] Great salespeople need to be creatively lazy  [7:35] Tools, strategies, and tactics to improve sales planning  [8:30] Top three territory sales planning dos and don'ts  [10:07] Focus on your niche in your geographical area Steve's ideal territory sales plan A territory can mean many things to many people. Usually, it's a geographic territory. Most salespeople believe the bigger the territory the better. Steve says that's a lie. A focused territory where you know the customers well is better than a large territory where you're stretched thin. A broader region leads to more challenges. Why? You may agree to take on a new client without making certain they fit in your plan.  What do you sell? What problems do you solve? Start there. If you don't know this, you won't know the types of companies/people you should have in your territory. Once you define your ICP, which specific companies have problems you can solve? Are your company's customers in a particular industry or sector? Look for people similar to your existing customers. Then you can categorize companies and plan your approach.  Great salespeople need to be creatively lazy Steves's answer probably isn't one you'd commonly hear. Great salespeople are lazy. If you want a life outside of work you have to plan and strategize. You need the ability to strategize and learn quickly. You need to be creatively lazy.  If you get inbound leads, you can't just jump on them. Look at your territory. If the company isn't part of your ICP, don't waste your time on them. Refer them to someone else that is a better fit for them.  Steve worked with a lazy account manager who took long lunch breaks and went to football games during the workday. But he was a planner. He looked at opportunities, how to get them, and who he needed to talk to to get them. Once he had a strategy in place, he followed it. He didn't have to work that hard because he strategized well. If you're lazy, you don't do things because you're “supposed to.” You only do activities that help you reach your goals.  What are you trying to achieve? What are your end goals? What's the best way to achieve your goals? Do nothing that doesn't fit in your plan. Avoid distractions. You can outsource those things. Ruthlessly focus on what gets you where you want to be.  Focus on your niche in your geographical area For one of Steve's first sales jobs in Australia, he was told to cold-call people and sell his software to expand their clients. He called food distributors, manufacturers, etc. He learned his company's software wasn't suitable for them. They could modify it but didn't have the manpower to do so.  So Steve went back to his manager and asked him to allow them to focus on who they served best. So the two salespeople doubled down on their niche and his company became the top-selling publishing software in the world. You need to have the right piece to the puzzle. Match what you have to offer to the people that need it in your geographical territory.  Resources & People Mentioned Selling to Zebras by Jeff Koser Connect with Steve Hall LinkedIn Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

It's not often that we have the honor of hosting a productivity and systems expert on the podcast, but on this episode we have just that. Liz Heiman is a national sales expert and the Founder and CEO of “Regarding Sales, LLC.” The firm she's created focuses on building B2B sales operating systems that drive extraordinary growth. Liz and Paul continue the series on the topic of territorial sales planning by focusing on the nuts and bolts of what it takes to build a successful plan for your territorial sales efforts. Outline of This Episode [0:57] Why Liz believes territorial sales planning to be underrated in general [1:38] The challenge of “reactive selling” [2:35] Ingredients of the perfect territorial sales plan [5:08] What makes for a great territorial salesperson [6:03] Characteristics of a great territorial salesperson [9:50] Liz's top three territorial sales planning DOs and DON'Ts [11:50] A territorial sales story (that happens over and over) Why is territorial sales planning underestimated (and underutilized)? It's clear from a brief look across the sales landscape that the importance of territorial sales planning is not understood. Liz believes that it's a huge mistake to think sellers can simply begin calling leads and make sales. A plan is needed to be most effective. But why don't sellers and sales leaders build plans? They think that a number (sales goal) is a strategy, but it's not They don't know how to structure an effective plan, try it, and it doesn't work. So they never do it again because it didn't work Management pushes them to sell but doesn't help them accomplish that goal Reactive selling: an Achilles heel when it comes to territorial sales planning Liz explains that one of the worst habits a salesperson can fall into is what she refers to as “reactive selling.” What is it? What is urgent, what comes across their desk or email each morning is what absorbs their attention. This sort of focus on what's coming to them is misleading because what's coming to them doesn't necessarily get them where they want to go. To avoid reactive selling, a plan is in order. It's vital to have an endpoint in mind and therefore be clear about the activities that will get them there. Planning is the only way to prioritize those specific activities, which is what makes the achievement of sales goals a reality. What goes into the perfect territorial sales plan? Before moving into the elements of a territorial sales plan, Liz reiterates a foundational principle: You must have a funnel/pipeline and understand what is in it. Understand your sales cycle and its velocity. Understand your qualifying process. Understand how many leads need to go into the top of the pipeline to generate the number of sales you need. Your pipeline is the main tool you use to execute your plan. When you understand it, you can create your plan by doing the following… Assess what you sold last year, who you sold to, how it happened Break up your territory into different segments (top clients, undersold clients, referral partners) Leverage existing relationships for referrals Uncover the sales activities that fill in the gaps and generate more qualified leads A successful territorial salesperson looks like this… A person who is successful at territorial sales is a person who can and does learn from their mistakes. Instead of beating themselves up over their missteps, they learn the lesson it has to teach them so that they never make that mistake again. It's learning the skill of leveraging the mistake to serve you instead of holding you back. You use it to reach where you want to go. Liz also points out that consistency is a multiplier. When you have a well-considered plan for your sales territory and implement it every day, regardless of what comes to you, success is going to come. The right behaviors done repeatedly build success. This episode is full of actionable tips and powerful insights to help you build a territorial sales plan that will win. Listen to get all the details from Liz Heiman. Resources & People Mentioned BOOK: Strategic Selling Connect with Liz Heiman The company Liz leads: https://www.regardingsales.com/  Follow Liz on LinkedIn  Follow Liz on Twitter Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

Plans are nothing. Planning is everything. The start of a year is the time when everyone is getting ready to make it the best year ever. New goals New resolutions New energy But we are a creature of bad habits, one of them being that we make a goal but not a plan of action. The worst affected area because of that is the Sales and Growth vertical for your business. So let's change things this year. Let's commit to doing strong sales planning so that you have a successful business year this time. And the thing that's going to help you is having a Personal Sales Planner. In this episode, I am giving a masterclass on The four pillars of a strong sales plan 13 steps for effective sales planning How to develop your sales plan using a personal sales planner You can grab your free Digital Sales Planner for free using the promo code NY2022 at this link https://app.simplegoods.co/i/XHGCJMRJ (https://app.simplegoods.co/i/XHGCJMRJ) Offer is available only till 30th January 2022. Get it now!

Plans are nothing. Planning is everything.The start of a year is the time when everyone is getting ready to make it the best year ever.New goalsNew resolutionsNew energyBut we are a creature of bad habits, one of them being that we make a goal but not a plan of action. The worst affected area because of that is the Sales and Growth vertical for your business.So let's change things this year. Let's commit to doing strong sales planning so that you have a successful business year this time. And the thing that's going to help you is having a Personal Sales Planner.In this episode, I am giving a masterclass onThe four pillars of a strong sales plan13 steps for effective sales planningHow to develop your sales plan using a personal sales plannerYou can grab your free Digital Sales Planner for free using the promo code NY2022 at this link https://app.simplegoods.co/i/XHGCJMRJOffer is available only till 30th January 2022.Get it now!

Today's guest on the Sales Vitamin Podcast is Nigel Green, he's the author of the best selling book Revenue Harvest A Sales Leader's Almanac For Planning The Perfect Year.   Nigel is a sales coach, author and consultant to some of the top organizations in the nation.   As an executive, Nigel has over 15 years of experience leading sales & marketing for Fortune 500 companies.  He helps investors, executives and sales leaders of quickly-growing companies eliminate chance and create predictable sales growth.    Nigel's insights have been featured in Business Insider, Thrive Global and Inc. Magazine. His book Revenue Harvest is one of the most practical and detailed I've read on sales planning and management.  It gives detailed, practical information you can use immediately to improve your sales teams performance.  His analogy of farming and sales results is genius, but simple. This episode is filled with sales planning information you can implement immediately.   Here's what you'll learn in this episode: Green's inspiration for the book.The similarities between farming and the selling process.The 7 steps of the revenue harvest. The power of restoration (resting). Account Management vs Territory Assignment.The "Fire Yourself" concept. Mission - Plan - Vision.The "outcome" has to mean more. Selling through the pandemic. Hiring mistakes and processes. The Revenue Harvest One Day Workshop.Key sales technology pieces. One sales vitamin. Connect with NigelOfficial WebsiteLinkedIn

Mark Wainwright shares his thoughts on the intersection where certainty ends and partners' “night sweats” often begin — your sales pipeline. The post The Pipeline Cliff — An Interview with Mark Wainwright on Sales Planning for Doer/Sellers appeared first on Rattle and Pedal.

Kenny Chapman founded The Blue Collar Success Group with the mission to help home services industry operators become more successful owners. The coaching, training, and development company gives home services businesses the tools to improve employee consistency, retention, communication, and management, as well as to maximize leads. “The home services industry is changing faster than we've ever seen it and we want to be a guiding light to that. So, we're going to touch more lives and help people understand where to go.” What is the current state of sales? “Sales does not matter… all that matters is what goes to the bottom line… meaning that we watch three, four, five, ten million dollar companies generate a lot of sales, but there's nothing at the bottom, which creates stress, which creates anxiety, which creates fear, which doesn't allow owners to make good decisions.” Kenny highlights that while the state of sales in the current economy is very good, there is no guarantee that it will stay that way forever. If your company is not making decisions with the bottom line in mind, it can lead to serious issues in the long run. What are a business owner's biggest mistakes? “The challenge is really, entrepreneurs are optimists by nature, we can't not be. When business owners get up in the morning, you have got to go ‘Today is gonna be better'... the challenge is, we don't have our own blindspots.” At The Blue Collar Success Group, they create “mastermind groups” to support business owners and help you predict future issues and find those blindspots. The key, Kenny says, is preparing for a recession prior to it actually happening. With this in mind, business owners will have a plan set in place so that in the event of a flood, you won't sink, but swim. What is relational selling? Kenny states that you have to build trust in order to earn the authority to ask a customer for their business. A strong relationship with the customer, begins inside the company. It is the culture within the company that will ultimately affect the client relationship. “When things get busy, sometimes owners have the tendency to forget the importance of team, and the importance of how we treat them. If you treat an internal client, meaning a team member, like a commodity, then they will treat your end user like a commodity.” How to tackle the recruiting challenge. “If recruiting isn't as equally important as generating leads, then you're not serious about recruiting.” Kenny encourages business owners who want all the benefits of a good team, to invest as much in recruiting as you are in securing leads. And, when it comes to recruiting today's generation of Millennials, there are certain facets of the home services industry that it is important to highlight. Millenials like the idea of a path without debt, which is exactly what the home services industry offers. However, Millennials are looking for a work environment beyond the bare minimum that the Baby Boomers may be used to. Family values are much more common in today's industries, which offers Millennial techs the opportunity to find accountability, purpose, and passion in their work. Many millennials find “side hustles” they are passionate about and enjoy outside of the more often mundane work they do to earn their main source of income. If you give your employees the opportunity to capitalize on their strengths and passion within your organization, you'll find that they won't need to seek out a side hustle, as all of the validation they are searching for can be found within your company environment. Stay tuned for part 2 of this interview with Kenny Chapman.