In this episode of John Di Lemme's Podcast, You will hear the Part 2 message of John Passionately sharing the major Difference of a Salesperson vs. a Marketer... Thanks for Listening and Sharing... You Can Get a Hold of the Book I am teaching from by going to http://www.DiLemmeDevelopmentGroup.com And Thanks again for the Support!!! John Di Lemme C.E.O. and Founder of Di Lemme Development Group, INC. http://www.DiLemmeDevelopmentGroup.com
As Chief Sales Energizer, Alice is internationally known for her expertise in elevating sales to increase valuation for companies with a B2B sale that have exceptional growth potential. Spending her time strategizing with CEOs, company leaders and their sales leadership to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization. She's the host of the popular podcast, Sales Talk for CEOs. Alice dedicates time to local entrepreneurs by teaching at the University of Nevada in the entrepreneurship minor which she helped inspire. Alice also serves on the board of several growing companies to energize and elevate their sales. Alice talks about the importance of mindset in sales, the process of selling to larger companies, leveraging your network, and much more!
Harsha Jalihal is the Chief People Officer at MongoDB. She has a background in HR and has worked in various leadership roles at companies like Cognizant and Unilever.In this episode, Harsha emphasizes the importance of balancing the needs of the business with the needs of the employees. She discusses the role of different departments in driving business outcomes and highlights the significance of understanding human behavior and motivations. Harsha also emphasizes the role of trust in building strong relationships and the importance of authenticity and transparency in leadership. She shares insights on managing conflicts, setting clear expectations, and addressing stress and burnout, particularly among salespeople.Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:03:01] Balancing the needs of the business and employees[00:08:55] Understanding individual employee motivations[00:12:59] Embracing reality and being direct leads to success[00:15:48] The power of being honest and authentic as a leader[00:18:06] Trusting gut instincts and giving people space and time[00:22:23] Importance of giving feedback to employees about performance issues[00:29:11] Enjoyment of work environment and culture impacts employee retention[00:39:20] Trust is built through credibility, reliability, and selflessness[00:47:38] Handling conflicting motivations and emphasizing the bigger objective[00:55:00] Employee motivations in a changing economyADDITIONAL RESOURCESLearn more about Harsha Jalihal:https://www.linkedin.com/in/harshajalihal/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:51:59] "It's how their words land. The impact they're having is what causes the problem. Sometimes you have to help them see how they are showing up, how the other person is perceiving it. Because when you're in the moment, you don't see it, but a 3rd person watching this interaction between 2 people can see it."[00:57:28] "I think employees are starting to look for slightly different things. Now, even in the technology industry, you talk to our recruiters. They'll tell you simple things like they want just what they just want stability because they've seen so much upheaval up and down. They want to work for a company that is still growing as opposed to a company that's laying people off."
In today's episode, I explore the art of salesmanship, focusing on the importance of quantifying reasons, impacts, and capabilities for effective deal closure. I emphasize the power of open-ended questions and the significance of being more interested in clients than trying to be interesting. A key part of my strategy is building emotional connections with buyers, ensuring a deep resonance with their needs and desires. Moreover, I stress the necessity of adding value in every interaction, enhancing the overall client experience. These insights are crafted to help refine your sales approach, transforming your interactions into meaningful connections for more successful and fulfilling outcomes. Learn more about your ad choices. Visit podcastchoices.com/adchoices
Lunchbox sent another letter to Todd Chrisley hoping it'll get him on the visitation list, hear what it says! Plus, find out who got in a fight with a magazine salesperson for trying to scam them! Mailbag: Listener's roommate is having parties whenever she is out of town despite our listener asking her not to. How should our listener handle this situation?See omnystudio.com/listener for privacy information.
Salespeople often have a bad rep; they are seen as sleazy, manipulative, and, sometimes, intense in the way they deal with others. It is time to change that misconception. Sam Jacobs, the founder and CEO of Pavilion, imparts the message through the book of the same name: Kind Folks Finish First. You don't have to be ruthless to get ahead; kindness will get you there faster. In this episode, Sam joins us to tell us more about the book and highlights, along the way, the top sales trends we have seen this 2023. He discusses a value-first approach to sales and business, overcoming the notion of treating relationships transactionally. Sam also gives great food for thought about the way we look at our careers: should you do what you love? Why do you need side hustles? For more sales tips and insights that will lead you to success, tune in to this conversation!
In this episode of John Di Lemme's Podcast, You will John Passionately share the major Difference of a Salesperson vs. a Marketer... Thanks for Listening and Sharing... You Can Get a Hold of the Book I am teaching from by going to http://www.DiLemmeDevelopmentGroup.com And Thanks again for the Support!!! John Di Lemme C.E.O. and Founder of Di Lemme Development Group, INC. http://www.DiLemmeDevelopmentGroup.com
Jason helps coaches and consultants turn their existing content into premium evergreen group programs that serve ten times as many clients while cutting their workload in half and delivering even better results. He draws from almost 20 years of experience, including launching over 60 online courses, working with over 10,000 entrepreneurs, and launching the first-ever podcast about internet business, which spent ten years as a top ten ranked business podcast. Jason talks about effective internet marketing through LinkedIn, de-commoditizing yourself, positioning clients, and more!
“When you're a walking disruption just by being in the room, you get used to it.”In this episode of the Sales Code Leadership Podcast, Kevin is joined by author and leader Charlene Li for a compelling conversation about leadership, AI, and the future. To be a leader is to be a change-maker, otherwise you're just a manager of the status quo. Charlene tells Kevin about how essential disruption is to leadership, and why she was at first so drawn to that space. They dive into what Charlene calls ‘The Four Archetypes of the Disruptive Leader', and talk about how each type plays an important role. The root of disruption right now lies in AI, and while it will change your job and your culture, that doesn't mean you should be afraid of it. If you embrace AI, Charlene explains, you can give yourself a superpower and elevate your capabilities beyond what you might expect. Tune into this episode to gain an insight into the future of leadership!Charlene Li is an expert on business transformation strategy and disruptive leadership, and the NYT bestselling author of six books, including her latest, "The Disruption Mindset". She is working on her next book on generative AI. Charlene has advised hundreds of top companies, from Adobe to Southwest Airlines, and worked with 49 of the Fortune 100 companies. Previously, Charlene was the founder/CEO of the disruptive analyst firm Altimeter Group and Chief Research Officer at PA Consulting. Charlene is a graduate of Harvard College and Harvard Business School and was named one of the most creative people in business by Fast Company.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
Success in medical sales is not only about knowledge, but also about the application of that knowledge, adapting proactively, and being aware of your impact in the room. In this episode, we have Rob Bahna discuss what truly makes a good medical sales rep. From his early beginnings to climbing the ladder of success, Rob provides a firsthand account of his journey through various leadership positions in medical sales. He shares the key attributes that define a successful candidate aiming for a career in medical sales. Rob's advice is crystal clear: it's not just about having the knowledge; it's about demonstrating a track record of success, even if it's not directly related to the field. His emphasis on giving a hundred percent in everything you do becomes a guiding principle for aspirants. Tune in now and elevate your understanding of what it takes to thrive in medical sales! The CE experience for this Podcast is powered by CMEfy - click here to reflect and earn credits: https://earnc.me/ZjItc0 Love the show? Subscribe, rate, review, and share! Here's How » Join the Medical Sales Podcast Community today: evolveyoursuccess.com
"Sales is a service. At the end of the day, realize that what you're up against is that "BUY" button." Noah Goldman is a well-known sales leader, sales coach, the host of The Enterprise Podcast, and a startup advisor. He has led sales at a series of startups, including Martin Lang, has consulted with some of the fastest-growing startups in the world, and has been featured in the San Francisco Chronicle, the Wall Street Journal, and Condé Nas. While Noah has helped startups at the corporate level, today, he's spending a lot of time helping entrepreneurs, sales leaders, and individual contributors to run a proper sales process with an effective sales mindset. He is also working on a book, What it Means to be a Salesperson in the Age of A.I., which will be coming out in the near future. Noah is a leader and mover in the sales world who is passionate about helping others to optimize their sales results. Read on to learn what he recommends as his top-secret to sales success. On this episode of Sales Secrets From The Top 1%, Noah explains his top secrets to sales success and how to start implementing them in your career immediately! SUBSCRIBE TO SALES SECRETS PODCAST ITUNES ► https://itunes.apple.com/us/podcast/s... SPOTIFY ► https://open.spotify.com/show/1BKYsQo... YOUTUBE ► https://www.youtube.com/channel/UCVUh... THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADS WEBSITE ► https://www.seamless.ai LINKEDIN ► https://www.linkedin.com/company/seam... JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcast SHOW DESCRIPTION Brandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them. SALES SECRET FROM THE TOP 1% WEBSITE ► https://www.secretsalesbook.com/ LINKEDIN ► https://www.linkedin.com/company/sale... ABOUT BRANDON Brandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success. Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others. Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.” FOLLOW BRANDON LINKEDIN ► https://www.linkedin.com/in/brandonbo... INSTAGRAM ► https://www.instagram.com/brandonborn... FACEBOOK ► https://www.facebook.com/SeamlessAI/ TWITTER ► https://twitter.com/BBornancin FOLLOW NOAH LINKEDIN ► www.linkedin.com/in/kharismamoraski TWITTER ► https://twitter.com/noahgee PODCAST ► www.enterprisesalespodcast.com
If you still see yourself as just someone who sells houses, you might need to reevaluate. In this market, you should be an entrepreneur. You should constantly be looking for new ways to make money in this market and new ways to capitalize on a shifting market.ResourceDan's WebsiteReal Estate Marketing DudeThe Listing Advocate (Earn more listings!)REMD on YouTubeREMD on InstagramTranscript:00:03:33:13 - 00:04:04:18UnknownSo how do you attract new business? You constantly don't have to chase it. Hi, I'm Mike Webster, Real Estate Marketing Dave. And this podcast is all about building a strong personal brand. People have come to know like trust and most importantly, refer. But remember, it is not their job to remember what you do for a living. It's your job to remind them, Let's get started.00:04:04:20 - 00:04:25:06UnknownWhat's up? Ladies and gentlemen, welcome to Other Up. So the Real Estate Marketing Dude podcast folks, Rome is burning. Things are going all crazy. Holy shit. There's another NAR lawsuit. This one claims to take down the industry. The number two just came out, I think, yesterday. Folks, this is not going away. And what's going to happen? Sorry, my mic's like pulling on me.00:04:25:06 - 00:04:43:04UnknownBut what's going to happen is that the cream is going to. What's up? What's the saying? The cream rise of the top or what am I trying to say? Cream rises to the top. I think that's what what I'm trying to say. But that's what's going to happen. This is like a what's the DA wisdom rule called survival of the fittest.00:04:43:04 - 00:05:08:11UnknownRight? That's what's going to happen. Survival of the fittest right now. And people are freaking out. I'm loving it. Like, not that people are freaking out, but I just see nothing but giant opportunities because I love paradigm shifts in the market when everything is going so smooth, so easy, no one changes and you become complacent. And that's that complacency that's got you kicking yourself in the pants right now because you haven't changed in the market.00:05:08:11 - 00:05:25:18UnknownJust caught you with your pants down. And when that happens, you have to change. And so many people are just stuck right now. They're like still like me and they're not doing anything. But folks, if you listen and pay attention, if I told you last quarter here, it's just going to be about what to do when that shit changes and this is going to be one of those shows.00:05:25:20 - 00:05:42:24UnknownSo we brought on Coach Dan Gordon and Dan is going to go out and Ganz. A whole brand is for bad ass entrepreneurs only. Okay, so we're going to talk to you about entrepreneurial ism because you're not another salesperson chasing a check. You're selling houses in real estate. You're you don't work for your broker, you work for yourself.00:05:43:05 - 00:06:00:03UnknownAnd if you're not positioned as an entrepreneur or you don't view yourself as an entrepreneur, I will promise you you're going to be out of business in the next 6 to 12 months. So without further ado, let's go ahead and introduce our guest coach. Dan, what's up, Dan? Mike, thank you. Thank you. Thank you for having me. I just.00:06:00:03 - 00:06:22:09UnknownI love what you shared. I am a big fan of things changing. I'm a big fan of things breaking in. I'm a big fan of things failing because in breaking, failing and changing, that's where you learn the most about yourself. That's where you grow. But as human beings, we are designed to avoid new things. It's just it is endemic in our humanity.00:06:22:14 - 00:06:46:07UnknownAnd your ego, like the part of you that keeps you safe, tells you don't do anything new. And when something new happens, it says, run away from it. Yeah, but look, I have studied successful people all of my professional career and the one throughline of every successful person I'm talking from Richard Branson to Dr. King was the Theresa.00:06:46:09 - 00:07:11:14UnknownEverybody who has made a splash in the world. They have run towards change, not away from that. Now, it's an easy thing to say. I mean, that's a refrigerator magnet, that's an Instagram post. But how do you do it? Right? It reminds me of like when I went skydiving, I was all about skydiving too. My instructor rolls open the door at 10,000 feet and I'm like, Holy shit at this.00:07:11:14 - 00:07:37:08UnknownIt just got super real. Yeah, that's so here's the here's the first thing I want you. Thank you, Mike. You too, listener to remind yourself of. And that is, I'm safe no matter what's going on. That's different or crazy or you're worried about actually, you're safe. And it is in worry that you shut down your creative pipeline and things get worse.00:07:37:10 - 00:07:58:03UnknownSo worrying does not help. We only worry because we. Because we feel like we're in control. If I'm worried about something, I'm taking action. You're not. You're actually limiting yourself. So the first thing you have to do is you have to surrender, worry And and remember, if something was going to take you down, it would happen by now.00:07:58:05 - 00:08:25:18UnknownYou know, the fact and I love realtors, I love people who are in real estate and I've worked with over a thousand entrepreneurs. And the thing I love about people in real estate is they work harder because they have to. It's a really weird business. You begin a real estate business at a very high dollar product, and most people who get into business to not start at a high dollar product, you guys jump right in to the fire.00:08:25:20 - 00:08:51:24UnknownAnd so because of that, it is so important that you connect with your clients on an emotional level. Thank you at all. Right. And so what that means Wait, everyone has commission breath, though. Everyone's out there selling their Have you seen interest rates that here's the post going around social media right now. You know, here's what happened in 1972 when buyers waited for interest rates to come down.00:08:52:01 - 00:09:34:13UnknownI'm like, Quit selling your shit, dude. Like, why do you always have to sell, stop, start, stop selling and start serving people and watch what happens? Like exactly. You can't be a salesperson anymore. Like you you, you are in sales. Okay? But anyone in sales isn't good unless they're great at service first. Yeah. And. And what you're saying about sales, the the perfunctory term of sales is that everybody hates salespeople because the way that salespeople act now, if you are selling in that way, you aren't a salesperson, you're con artist, you're trying to convince someone to buy something.00:09:34:15 - 00:10:00:23UnknownIf and we've all had those experiences where we bought something and think, Wow, the person who sold me this, they weren't like a salesperson at all. They just helped me. But that's what you have to do. So we've been looking at condos in Long Beach, right? And the thing that's so fascinating about this, the the realtors that we've talked to is so many of them, just like you say, Mike, they're just pushing product.00:10:01:00 - 00:10:21:00UnknownHere's what I want to hear. And I've never heard this once, but for my clients who are salespeople, arms who are real estate agents, I've told them to do this and it works like a charm when someone walks into a house that you're selling, you greet them and you say, Hey, can I tell you the thing I don't like about this house?00:10:21:00 - 00:10:36:08UnknownAnd the three things that I love about this, I see that all the time. I used to trash fucking house and I'd be like, just because, like, honestly, the first showing was like, I always set up a decoy showing because on the first show, no one knows, no matter what you guys like, you guys know the business. Like people say they want this.00:10:36:08 - 00:10:49:01UnknownThey never end up buying what they fucking end up saying they want buying from the beginning. So I always threw a bomb in the middle, especially on the first groups of showings. And I was there to earn trust and I'd be like, Dude, I wouldn't like that. I want to let your grandma buy this house with a ten foot pole.00:10:49:03 - 00:11:05:18UnknownGet the fuck out of here. Like, there's no way in hell I'm letting anyone buy this house and I'll talk them out of the sale. But you're right, because what happens is that people are just like, Damn, that guy's looking out for me. And I hate those. The little things are what generate referrals, guys, those little things and all those dos being best interests.00:11:05:18 - 00:11:24:22UnknownMy client. Like, if you're worried about yourself, then why the hell would you let them? Like, we just called moral responsibility, dude. Like, I don't. To me, that's common sense, but there's a lot it is people that it's not to it's scary. And you guys are the ones that are going to get your ass kicked as this lawsuit changes.00:11:24:22 - 00:11:43:12UnknownAll right. And it is scary. And the scary part is, is that you put all the time and all this effort into work it into something and you get nothing from it. Right. And when that happens over and over, you get traumatized. I mean, straight up, you get traumatized by it and you're worried. This is what I was talking about earlier.00:11:43:12 - 00:12:07:14UnknownYour worries starts telling you a story that it's going to happen again. But the only way is going to happen again If what if you don't do something different? Okay. So I love I love what you said. Trash the place you will gain so much yardage by telling someone I do not like this about this house. And if you buy it, you have to be aware that this exists.00:12:07:16 - 00:12:33:08UnknownAnd we were looking at this condo and and it was next door to this big apartment complex. And we said, you know what? We're worried that it's going to be noisy. And the the realtor said, oh, they're no, they're really quiet. Right. Like, he knows every person in the apartment complex, like my good. Mike Oh, shit. Mike So what he should have said is, how did you feel, though, right when he said that what you do like internally, you're probably like, Fuck you.00:12:33:09 - 00:12:55:19UnknownThis guy's like, I didn't do anything internally. I laughed at him. Did you still use him? Well, no, of course not. See, we. Do you see those guys? But if he had said, Look, you're right. It could be. It could be. No, you see, I don't know. I would spend the night here. But the fact is, this place is $100,000 cheaper than the one down the street.00:12:55:22 - 00:13:16:15UnknownIt looks exactly like this that doesn't have an apartment complex next to it. So you're going to have to trade either a potential for some noise or spending an extra 100 k. And I'm I'm glad either way I remember a glad sorry to me after yes I'm sick. That would have made me trust him. That would have made me say, you know what?00:13:16:15 - 00:13:41:05UnknownRight. But you cannot any objection that somebody has. You cannot counter that objection by trying to convince them that their objection is real. You start with this. Hey, I get it or that makes sense. Whatever they say, start with, Hey, I get it or that makes sense. And you will gain their trust, Be on their side. Do not be on your side.00:13:41:05 - 00:14:12:01UnknownNobody cares about you. They care about themselves. So don't just promote the house like it's lipstick on a pig. Be honest, be authentic. Even if they don't buy that house, they're going to come back to to you, which is how we got our realtor in Long Beach. It's somebody who did that, and we picked her up. And when I was selling real estate in Chicago, one of the listings I took didn't hire their previous agent, and I'm not going to call them out, but you know who you are calling you scumbag.00:14:12:03 - 00:14:33:10UnknownBut anyway, anyways, I guess when she bought the house and I lived on it, if you don't know what the deal is, it's a train. Okay? Oh, yeah, Yeah, for sure. And if you live next to the train, that thing is loud. I lived on the hill for three years, so I know it front and hand. And he told this buyer that was now my seller at the time that.00:14:33:13 - 00:14:51:19UnknownOh well the, the CTA is going to go ahead and put rubber. They have plans to put rubber wheels on all the all trains and that's going to actually increase your value because the only reason this is a good price right now is because the property is next to the L train. But once that noise factor goes away, you're like into a 10 to 15% equity cushion.00:14:51:19 - 00:15:06:06UnknownNo doubt. I'm like, Huh. You think they that that train is louder now than it's ever been since it's been alive there. But same thing. You just talk some into it and look how much you what was the opportunity cost on that? Right. Well, I got to listen a couple of years later and that turned into buy two.00:15:06:06 - 00:15:36:09UnknownSo be honest. I like it. Let's go to the point in time in your at surrender. Yeah. And then what's next? Listen to what people are saying like and you have to listen to people beneath their words, right? So if somebody says it's too expensive, what are they really saying? They're saying, I'm afraid I'm going to spend a lot of money and I'm not going to get value out of this.00:15:36:11 - 00:15:47:04UnknownI'm not going to get what I want. And so, again, someone says it's too expensive. Like, yeah, I know the market is crazy right now.00:15:47:06 - 00:16:24:01UnknownIt is expensive, but let's talk about what it is that you want to so you get someone to open up. Just get them talking about their feelings because people do not buy based on logic, they buy based on emotion. People don't buy on price. They base, they buy based on emotion. And if you are not talking with someone about emotion, about the things that they want, about the things that they're concerned about, but the things that they love, then you're having a conversation that is happening.00:16:24:01 - 00:16:47:07UnknownIt's like talking to someone across a courtyard and yelling back and forth at them as opposed to being right up with them and chatting with them like I'm when when I talk with someone, one of the first things I say is, Hey, what's the best thing that's happened to us so far today? Right? Because it gets them into what their feelings are.00:16:47:13 - 00:17:07:11UnknownSo whenever I walk into a or whatever, we we walk into a condo that we're looking at, it's always the same questions. How long have have you been looking? Have you been looking in the area and do you have in your head? Yeah, right. And those three questions are designed to get business out of here. Got question number four?00:17:07:12 - 00:17:26:21UnknownCan you please sign in here? Yeah. Oh, can you please sign in here? Give me your give me your Social Security number where you live and everything else. And so I could call you and try to close you. I saw you on something. Stop asking people to sign it. Stop it, Stop it, Stop it. Please, Please. Unless they show interest in you.00:17:26:23 - 00:17:42:22UnknownLook, if people dated or tried to date the way that people try to sell. This is how. This is how it would go. You'd walk up to someone in in the bar and go, Hey, give me your phone number. And then they'd be like, Wait, what? Like, Hey, what do you say we go back to my place? I would think it'd be the other way.00:17:42:22 - 00:18:03:23UnknownYou didn't ask for the phone number. You're just saying that there is no phone number. I just go back to my place. You have to warm people up, and you have to really be focused on what they want, how they're feeling, what they're struggling with. You know, it's when someone walks in, say, hey, you know, how was your buying?00:18:04:00 - 00:18:25:14UnknownYou know, how is your house shopping experience going? I and they're going to say, yeah, it's been a little rough. Yeah. Yeah, I bet it is. I mean, I don't I don't envy you. Yeah. You know, I mean, you know, it's. Yeah, it's rough selling houses, but you have it worse. I show that you understand them. Go to where they are.00:18:25:16 - 00:18:53:04UnknownLet me ask you a question. Just switched this topic up a tad. And like, right now you have 8% interest rates essentially. Hmm. Properties are way overvalued. The others and if they're not, they're they're expensive. Like they don't come down but like just it's simple math to me. Like there's only so many people that can afford so many houses at some time, but when it's at 8% rate.00:18:53:04 - 00:19:11:00UnknownSo not only that, but then you have this NAR lawsuit that comes into the mix. Yeah, Realtors are already having a bad year. They're already people are quitting left and right, like it's happening. Like, of course it's going to move. Transactions are down 30%. Of course you're going to lose agents or just common sense. But what do you tell someone right now that has all this this adversity and challenges?00:19:11:00 - 00:19:27:01UnknownBecause they're look from agents and I understand, guys, you're going to have to change. But I understand they are scared. And what do you tell them right now? They're go they're my reality is commission compressions real right. You guys are going to be getting 5% on a listing anymore. It's just not going to happen. Like you could start.00:19:27:01 - 00:19:41:10UnknownMy guess is my guess is going to go down to about one and a half percent would be what I would anticipate. My side's going down, too, which means it's going to be cut like 40%. I don't think it can happen overnight. I think it's going to be like five years from now. However, what do you tell someone with that?00:19:41:10 - 00:20:07:13UnknownWhat what what is the opportunity now? Well, every entrepreneur who comes to me has a reason why they're not selling. It's the economy. You know, it was COVID. It's my mother in law, Right? It's this. And what I say to everybody is somebody's selling right. Right now there somebody with a lot of money spending a lot of money on something really expensive.00:20:07:15 - 00:20:31:06UnknownWell, who is that person selling it to them? What are they doing? And the big question is, have you invested your time and energy in learning how to sell better? Have you watched YouTube videos? Have you talked to people who are doing well? Have you researched online people in your area, realtors who are selling well? Have you had lunch with them?00:20:31:08 - 00:20:57:16UnknownRight. Not to pick their brain, but just say, hey, I just like get to know people in your business who are doing well in your business. You don't have to buy anything from them. Just get to know them. Yeah. Because there is a way that you are being if you are struggling that is not working. And if you try to keep doing more of this same thing, it's like driving faster in the wrong direction.00:20:57:18 - 00:21:16:17UnknownSo it's up to you to to find out. And I and I actually like to help all of you. I have a giveaway kind of give your audience something to shoot. Okay. So I have a book called Jump in the Gap, Kill Your Story and Take Action. And this is a book that I wrote about seven years ago after I lost everything.00:21:16:17 - 00:21:38:13UnknownAnd in a month I lost $70,000. I lost my marketing company. My world went to shit eight months later, I walked out on stage in Dallas, Texas, being paid $10,000 for my first speaking gig. Now the journey from the floor to the stage was all about changing the stories in my head. What I believe, like the real estate market is crap.00:21:38:14 - 00:22:04:03UnknownThat's a story. Now, of course, in the 3D world, you can point to it and say, Yeah, it's actually happening. But I'll say again, somebody is selling houses, somebody's buying houses. You can be that person. So changing your story is the beginning. So to get my book, it's free. Just text the word gap GAAP to this number 2134 or 9836x2134098366.00:22:04:03 - 00:22:32:20UnknownText the word gap GAAP to 2134098366. Text the word gap and you can download. It's a quick easy read. And so many people have told me, Wow, this really blew my mind. I thought these things that I believed were real. Turns out it was just a story. And the great thing when you stop telling yourself stories, you can get the people that you're selling to to stop telling themselves stories like it's too expensive.00:22:32:20 - 00:22:55:03UnknownNow isn't a good time. I'm not ready. Those are all stories. Yeah. Jumping the gap is about moving yourself and moving other people from one side of where they are, where they don't want to be, to the other side, where they do want to be over the gap of their fears. And the only reason that you're struggling right now is because you have fear.00:22:55:05 - 00:23:26:03UnknownYou have fear that you're not good enough. That is not going to work and you're afraid of investing yourself in learning new things. Because when you learn new, new things, there is you realize the shit ton of things that you don't know. It's it is. It's terrifically intimidating. Oh, wow. I have to learn all these new, new things and but it's the only way when I change my my life, I had to learn so many new things in such a short period of time.00:23:26:05 - 00:23:50:12UnknownAnd it was really hard. But you know what I got used to? I got used to not knowing things and I got used to failing and not knowing things. And failing is the best way to turn your life around in. Sounds like we're very similar stories in our personal lives, but you guys look what is is absolutely true.00:23:50:12 - 00:24:10:22UnknownLike until, you know, I say survival of the fittest. It's like the squirrel is out there, figures out where the nuts are, right? He's just going to figure it out. Animals figure it out, and you'll just figure it out, too. But you have to change, like and that's the opportunity there is right now. And it is reluctant. I remember when I was making so much money that my ego was so big that I was my own worst enemy.00:24:10:24 - 00:24:33:10UnknownAnd what and what ended up happening was I wouldn't change. Like I couldn't at that time, I couldn't even like book appointment on my own calendar because I'd have someone do it for me. I couldn't even I couldn't even do the most basic shit. Like, seriously, I'm embarrassed about that whole time in my life. And it wasn't until I went broke that I had no money, that I had to just get back and figure out myself.00:24:33:10 - 00:24:56:21UnknownBut it took the complacency that I was at like the 3 to 4 year period. Whenever that was two, three years, whatever it was fucked up my mind so bad that I literally couldn't even do anything like I could. I was just so used to having everything done for me and everyone saying yes to me, whatever the fuck I wanted to do that When I when everyone left and the money was gone, I couldn't even fucking put on my own damn pants, dude.00:24:56:21 - 00:25:17:20UnknownLike, it was embarrassing and it took that. I don't know if the word is, but it took that experience, that humble, humble humbleness, I guess humbling experience to literally, like now I'm it's like if I won't let anyone do anything I haven't done first because I have to do it like especially now, business are growing. I'm hiring, I'm doing this doing that.00:25:17:23 - 00:25:34:08UnknownYeah. And I don't believe you can run any company without something you haven't done yourself. At least be lead of it. And I'm I'm putting myself in all those positions. I personally will shoot videos of people. I personally done all this stuff. I grinded it out because I know the process. I'm perfecting the process. Then I'll teach somebody else.00:25:34:10 - 00:25:49:22UnknownAnd when I teach not to somebody else, until they're ready, they're going to do with another person. They're going to do it in another person. And I can keep fucking going until I have 20 of you guys, right? And it's just same thing. Like, I'm going through a lot of reflection right now. I read two books this month I haven't reread.00:25:49:24 - 00:26:08:11UnknownI wrote two books this month. I haven't read a book in fucking five years. Well, you know, I, I in the gap that I'm going to business church event tonight. Yeah. Sign up for a conference. I'm. You have to do this stuff, guys. Like, I'm pushing myself out. I'm doing it. But you have to do it too. And that's the opportunity, the business.00:26:08:11 - 00:26:33:17UnknownIf you stick around with all these Debbie Downers and people doing the same shit, you're going to be one of them. So you have to get out, go to these events, fly across the country, call Coach Dan, fire people, get with people, listen to people, read, do everything you weren't doing 12 or 18 months ago. We're closing doors in Be afraid like seek discomfort.00:26:33:19 - 00:26:59:12UnknownYeah. Things that you don't want to do. Do those things. If you find yourself comfortable in conversations, you're talking to the wrong people. If you're if you're unloading with someone and you're both griping about the industry right now, you're talking to the wrong person. Yep. If you are not talking to someone who is doing ten times better than you, you are wasting your time.00:26:59:14 - 00:27:22:11UnknownYou always want to be the dumbest person in the room. You're your industry is changing dramatically as all industries are. You got to stay on top of the wave and that's going to mean investing yourself in doing the things you don't want to do because that's what every successful person has done throughout history. I like it. Why don't you tell them one more time?00:27:22:11 - 00:28:04:09UnknownYou get that book? Yeah. Jump in the gap, kill your story and take action. Just text the word gap GAAP to 1340983662134 or 98366. Text the word gap GAAP. Appreciate coach Dan appreciate you guys listening folks if you like that change it's time to go ahead and check out the software we just released referral suite dot com that's WW W that referral suite dot com it's as yet just like the popsicle and the reason why is because the industry is changing we're changing with it so for all of you that stop and you neglect your database because that's the reality where the business really comes from the people you know, like a trust and like00:28:04:11 - 00:28:21:10Unknowntrust you, well, now's the time to change and start marketing them, right? If you're not generating ancillary streams of income with your service from companies like solar Mortgage and all these other streams of income that you're literally just passing by, well, you need to check out referrals. Me folks, build a brand. Your brokers are going to do it for you.00:28:21:12 - 00:28:40:21UnknownYou work for yourself. I don't care who you work with or where you hang your license, now's the time to do it. Put on your big boy pants. See you on the other side. PS Thank you for watching another episode of the Real Estate Marketing. Do podcast. If you need help with video or finding out what your brand is, visit our web site at WW dot Real estate Marketing dude dot com.00:28:40:24 - 00:28:56:14UnknownWe make branding and video content creation simple and do everything for you. So if you have any additional questions, visit the site, download the training and then schedule time to speak with the dude and get you rolling in your local marketplace. Thanks for watching another episode of the podcast. We'll see you next time.
When it comes to managing a business developer or a team of business development executives, it's all about team selling, setting clear expectations and effective pipeline management. As we talk all about the business development professional role in accounting firms in this season of Amplify, you aren't going to want to miss this episode that explores how you manage these types of professionals. Nikki Bergersen, principal and director of sales at Rehmann, dives into the secrets to effective management of business development teams. Listen in to hear how to unlock success in your business developer team. For more more Amplify episodes and find out about the Association for Accounting Marketing, visit accountingmarketing.org/category/amplify/
We wholeheartedly believe that a well-designed home not only reflects your personal style but also has a significant financial impact on its sale or rental value. That's why we wanted to share an insightful interview with Kathleen DeWitt, a renowned real estate agent from Charleston, who sheds light on the importance of good design in the local real estate market. In our conversation with Kathleen, she emphasizes how an aesthetically appealing home can truly make a difference when it comes to attracting potential buyers or tenants. She discusses the positive impacts of thoughtful design choices and how they can set your property apart from the competition. KEY TAKEAWAYS: A professionally designed home can help a property be more marketable, sell faster and you get your money two-fold in return. If something is very well done, a homeowner doesn't need to panic on how it will present itself. You don't have to do “vanilla” and worry that a future homeowner won't like it. Don't be afraid of navy-blue cabinets or wallpaper. A designer can come into a home that is already furnished and can make edits with a space plan, removing or adding objects and give it a special “flare” that just makes it show better! RESOURCE LINKS: Kandrac & Kole Website Kandrac & Kole on Instagram Kandrac & Kole on YouTube BIO: Kandrac & Kole was voted one of Atlanta's Top 20 Residential Interior Designs by the Atlanta Business Chronicle and has been featured on HGTV as well as in The New York Times, Atlanta Homes & Lifestyles, Better Homes & Gardens, Southern Home Magazine, and many others as well as participants of the One Room Challenge Spring 2020. Kandrac & Kole has established a well-known reputation for their approachable, dynamic personalities, signature use of color and pattern, and one-of-a-kind, custom designs. As industry experts for residential and commercial design, Joann Kandrac & Kelly Kole share upbeat and entertaining narratives regarding their design projects, travels, and personal stories on their popular blog, their podcast, and via national speaking engagements. Joann and Kelly's love and commitment to the power of interior design also extends towards their charity work throughout the U.S. and Guatemala. ABOUT KATHLEEN Kathleen's journey in Kiawah Island real estate began in 2012 but her roots on Kiawah run deep, having spent over a decade at the Kiawah Island Golf Resort before joining Akers Ellis Real Estate And Rentals, the #1 MLS company on Kiawah Island. What truly distinguishes Kathleen is her remarkable ability to establish meaningful connections with people and her keen eye for design. She has quite an outstanding track record, just since 2020 she has sold over 200 million in real estate. She's not just a realtor; she's also a passionate home design enthusiast who understands firsthand the profound impact professionally designed homes have on selling and renting. She has been awarded Salesperson of The Year for 2015, 2016, 2018, 2020 and 2022. When Kathleen is not busy selling real estate, she loves spending time with her family. Kathleen and her husband, Ronnie have 10-year-old boy/girl twins that enjoy being on the water, as well as a very active lifestyle. In addition to their family,they have a very special fur baby named “Skipper” who you will often see making appearances on Kathleen's social media accounts. SPONSOR: Today's episode is sponsored by DesignKC. As the definitive consumer and trade journal of the most exceptional architecture, custom and remodeled homes, interior projects, and fine outdoor living in the area, they strive to show readers how to live their best life - no matter where they choose to live. You can find the latest issue of this oversized publication on newsstands and at high-end showrooms in KC, and you can always read it online at mydesignkc.com. There, you can browse hundreds of articles and design ideas for your next home project and watch bonus interview videos and fly throughs . Flip through their digital editions, sign up for their newsletter or follow them on Instagram @designkc_magazine. (underscore). And also subscribe online today! Use code Lovedesign1 to receive 1 year (5 issues) for only $10 or code Lovedesign2 for 2-year (10 issues) subscription... Be Inspired.... QUOTES: Funny Quote “Saw a girl waiting in line at Panera and I was like wow, I'm gonna be fit one day. Then she got an apple on the side instead of a baguette and I knew the fit life would never be the life for me.” –Stash_bham Serious Quote “A wonderful reminder from Helen Keller– “There's nothing wrong with wanting more. It's totally OK to want more for yourself, your life, your career, or your health. But don't get so caught up in striving for the next level that you forget the magic of where you are now. Celebrate where you are right now and have gratitude for the hard work, tough decisions,and commitment to yourself that you got here, and gratitude for the opportunities ahead. You used to dream about where you are right now.” - Helen Keller
Creative Strategist & Growth Accelerator, Karley Cunningham takes businesses from overcrowded, competitive spaces into blue ocean territory where they can confidently stand out and thrive as brand leaders in their sector. The founder of BIG BOLD BRAND Inc., Karley specializes in helping Marketing Agencies, Financial Firms and want-to-be Industry Brand Leaders accelerate their businesses' growth, impact, profit, and stability. Karley breaks down her Surefire Strategy and Toolkit, how they can soon be licensed for your use, de-commoditizing yourself, staying in touch with clients, and much more!
In this episode, Bill offers tips for developing the sales skills of non-salespeople - or "accidental salespeople" - at your company. He explains why many technical experts resist sales and how to shift their mindset through instilling attitudes of obligation, serving by solving problems, and recognizing the value they provide. With the right attitudes and some simple mechanics, your accidental salespeople can become a huge asset in uncovering new business opportunities.-----------------------------------------------------------------Want to make 2024 your year for intentional growth? Join our upcoming masterclass designed to help build your roadmap to drive your business and life forward. Go to https://billcaskey.com/personalbusinessplanning to save your spot now!
Sometimes, leadership is just about leading people the way they want to be lead.In this episode of the Sales Code Leadership Podcast, Kevin is joined by Tom Glason, CEO of ScaleWise, to delve into the intricacies of leading sales teams. Together, Kevin and Tom discuss the route Tom took into sales and into sales leadership, and the things that inspired him to lead teams the way he does.Tom's leadership philosophy centers around focusing on individual growth and on what motivates people to do their best work. According to him, to build a sales team that thrives,you need to create a space where they feel safe and where they have autonomy.This episode is really a must-listen! Tune in as Tom candidly shares his insights with Kevin, challenging industry-standard views on the value of sales targets.Tom has spent 20 years in B2B tech sales, over a decade of which has been in senior GTM leadership roles within VC-backed SaaS scale-ups.His focus has been the journey from Series A to C, and he's held roles as VP Sales & Operations at Trussle, SVP Sales & Marketing at Brightpearl and Chief Commercial Officer at Goodlord.He's now the co-founder & CEO of Scalewise which provides B2B scale-ups with unique access to a community of advisors, fractional, interim and full-time GTM leaders to help them accelerate growth.As a qualified coach and the founder of the UK chapter of Pavilion, he has a passion for supporting other revenue leaders to achieve their professional potential.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
Pamela Slim is an award-winning author, speaker and agency owner who has spent three decades helping business owners scale their businesses and IP. Pam's team specializes in the design and development of certification and licensing programs. Pam talks about her journey to becoming a certification expert, her books Escape from Cubicle Nation, Body of Work, and The Widest Net, managing prospects, and much more!
Devdutt Yellurkar is a managing partner at CRV and has a wealth of experience as a sales VP, CEO, and venture capitalist. He has worked with several successful startups and has a deep understanding of the sales process and building successful companies. Devdutt is also a co-founder of the VC fund named Propeller, which focuses on investing in companies that address climate change.In this conversation with John McMahon, Devdutt shares his insights on how his experience in sales has helped him as a CEO and venture capitalist. He discusses the importance of sales in building a company and the role of a CEO in selling the company's vision. He talks about making hiring mistakes and how sales has changed with the speed of new technologies and new sales models. Devdutt emphasizes the need for empathy and non-judgmental support when working with founders and the importance of persistence in achieving success. Finally, he discusses the impact of climate change and how venture capital can be a powerful tool in addressing this global issue.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:08:10] The importance of selling as a CEO[00:11:11] Selling enterprise software and the importance of storytelling[00:11:53] Jack Welch admitted to making hiring mistakes as a CEO.[00:14:48] Forecasting in sales helped in forecasting as a CEO.[00:16:49] Pipeline coverage is key to mitigating deal slippage.[00:19:03] Tough experiences provide valuable lessons for growth.[00:27:01] Implementation of sales methodology and importance of qualification.[00:30:51] Importance of being a grandparent, not a parent, as a board member.[00:44:04] The power of persistence in achieving success.[01:04:48] Propeller VC fund was started to address climate change.ADDITIONAL RESOURCESLearn more about Devdutt Yellurkar: https://www.linkedin.com/in/devduttyellurkar/Download our Sales Transformation Guide for Leaders: https://forc.mx/3sdtEZJHIGHLIGHT QUOTES[00:54:15] "Because you want your resource, your best resources are actually focused on taking a pro license and moving it to a strategic relationship, because that's when emotional intelligence is needed."[01:04:23] "You can't just be a sales guy because, you know, as we discussed earlier, a lot of this is around product market fit. And that is a lot through kind of understanding the market, understanding your customer. Understanding technology."
In this episode of the Sales Code Leadership Podcast, Kevin is joined by brand founder and motivational speaker, Lauren Bailey. Lauren's passion is helping people fall in love with sales and staying in it. Are good salespeople born, or made? Lauren thinks it's a bit of both – to build a truly great salesperson, you need to combine art with science, and you can make magic. She shares with Kevin the characteristics she looks for in top performing salespeople, some of which you can develop, and some which are just innate. Good coaching is essential in any sales person's journey, which is why it's so important to get it right. Tune in to hear Lauren tell Kevin about the things managers get wrong with coaching and leading teams, and how they can fix them.Lauren Bailey is the Founder and President of three successful brands: Factor 8, providing front-line job training for inside sellers and managers, The Sales Bar, a subscription-based virtual sales training platform, and #GirlsClub, a community and development program helping more women earn leadership positions in sales. Before entrepreneurship, Lauren led multiple sales divisions in the technology sector and then switched hats to building corporate training departments and launching virtual sales programs Globally for IBM and SAP. Today Lauren and her teams at Factor 8, The Sales Bar and #GirlsClub are on a mission to change lives by helping all levels of sales feel more confident and more successful at work.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams.Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...SPOTIFY ► https://open.spotify.com/show/1BKYsQo...YOUTUBE ► https://www.youtube.com/channel/UCVUh...THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin
Ever thought about how the real estate market could be similar to scuba diving? Constantly changing, full of unknowns, yet exciting and rewarding at the same time. That's where our guest, Bri Sides, a seasoned real estate agent and certified scuba diver, comes in. She dives into the complexities and intricacies of real estate, highlighting the influence of VA home loans and the surge in market activity.Bri takes us on a journey through the world of home construction, the challenge of finding reliable contractors, and the potential pitfalls in home buying. Her experience in the field provides a wealth of information to both seasoned and prospective homeowners. We talk about the influence of traffic patterns around a home, the importance of viewing the home at different times of the day, and even how seasonal depression can influence a decision to relocate. We also embark on a discussion about the transition from military to civilian life, exploring the challenges veterans may face when looking to settle down. Bri offers invaluable advice on job selection, planning, and communication for a smooth transition. Whether you're considering the idea of snowbirding or living overseas, or simply looking to understand the real estate market better, this episode has something for you. Tune in for an enlightening and engaging conversation with Bri Sides that you won't want to miss.Bri Sides bio: Born in New Jersey, raised in Pennsylvania and later married to a Soldier, Brianne is no stranger to personal and military moves. With her earlier career concentrated on healthcare compliance, she is committed to relationships built on integrity and customer satisfaction. That aim continues today, as she follows her passion for real estate. Brianne also graduated from Western Governors University with a Bachelor of Science in Business Management.In addition to being the Broker of Jade Realty, she has been the Chapter Co-Captain for the FLW Chapter of Team RWB, a group whose mission is to enrich the lives of veterans through social and physical activity. She's an avid outdoor lover, as well as being a certified SCUBA diver. Brianne, along with her husband and dogs, have made Pulaski County their home. She was the 2019 Salesperson of the Year for Pulaski County, a top producing solo agent in Pulaski County year after year and sold over $14 Million in properties in 2022. Brianne Sides, REALTOR®Broker-AssociateJade Realty573-336-2041/ 215-527-8520Welcome to the Do Hard Things Podcast with your host Jay Tiegs, Are you ready to amplify and improve your life? Then you are in the right place. On this podcast we have unfiltered conversation with inspiring people who take on challenges and share with us, the wisdom from their journey. We talk about how doing hard things adequately enable all of us to deal with life's struggles and challenges and ultimately improve the quality of our lives. Do Hard Things Link Tree: https://linktr.ee/dohardthings
Joe Ingram is a renowned sales expert and consultant with over 30 years of experience with over 1.7 billion in sales. He is known as the Sales Genius; he has revolutionized sales techniques and strategies, delivering exceptional results for clients in many industries. Joe's unique talent lies in simplifying complex ideas and strategies, making them easily understandable for professionals at all experience levels. Joe talks about how the current state of the automotive industry has affected the sales landscape, how he applies the use of AI as a sales tool, and much more!
When you've got a hammer, everything looks like a nail. But when you've got a toolkit, you start looking at things differently.Join Kevin on a captivating episode of the Sales Code Leadership Podcast as he engages in a dynamic conversation with revenue growth specialist, Andy Champion. Explore Andy's remarkable sales journey and his expertise in scaling sales teams.Andy's leadership combines his military history and sales background, which gives him a unique perspective. The two dig into what drives Andy to land and expand, and the magic that comes as a leader when you are the catalyst in someone else's success. Having begun his career as a Commissioned Officer in the British Army, Andy has spent much of the last two decades building high-performance commercial teams across EMEA for high-growth, pre- and post-IPO technology businesses. He thrives in fast-paced organisations that are innovative and disruptive.Andy has led the entry of multiple businesses into new European and International markets, with two IPOs and an acquisition along the way. His greatest passion at work is to attract and mentor world-class talent within a culture that promotes a deep sense of belonging, and one that delivers exceptional results.The podcast is brought to you by Sales Code, a MEDDICC MEDIA production, helping revenue leaders unlock added value in B2B SaaS sales teams. Your views on our podcast are always welcome, as well as any questions you might have for our podcast guests.Connect with the show host Kevin: https://www.linkedin.com/in/kevinthiele/
Sponsors:◦ Visit https://buildertrend.com/aft/ to get a 60-day money-back guarantee on your Buildertrend account!◦ Pella Windows & Doors – https://www.pella.com/Connect with Cory Charles:◦ Company Website –https://www.superheromindset.co/◦ Linkedin -https://www.linkedin.com/company/the-superhero-mindset-coConnect with Brad Leavitt:◦ Website – https://www.aftconstructionpodcast.com/◦ Instagram – https://instagram.com/aft_construction◦ Facebook – https://www.facebook.com/aftconstruction◦ Houzz – https://www.houzz.com/pro/aft-construction/aft-construction◦ Pinterest – https://www.pinterest.ph/AFT_CONSTRUCTION/◦ YouTube- https://www.youtube.com/channel/UCzB4R_DHPVV1SPh7RUfR5jg
Sometimes as salespeople we tend to think that we know how a deal is going to progress and we end the process before it even had a chance to succeed or fail. Never give up on the del until management and the banks say it is no longer a deal. Keep the process moving positively and what you will see is a sale coming from out of the blue that you were certain had zero cjance of happening based on what the customer has told you right up front. Never say no or goodbye until it is one hundred percent hopeless.
Ian is the Founder VideoCaseStory.com, author of "Video Testimonials that Land The Big Fish", and creator and Host of The Giants of Video (over 9000 attendees). He has produced over 15,000 custom videos and hosted over 500 episodes of the Garlic Marketing Show. Ian talks about collecting and utilizing effective client case studies, the difference between a case study and a testimonial, why video should be a priority, and much more!
What makes a great go-to-market leader? “It's about that consistency that you're able to create for your team and for your clients — thinking about how you establish your operational cadence helps to reinforce those expectations when you're not there all the time,” says Kyle Dean, Senior Director, in this episode of Fearless Thinkers. Kyle and Rick Cheatham, CMO, share ideas for all salespeople to consider as they progress both professionally and collectively. Learn more about our Go-to-Market services here. Here's a transcript.
Sales is a profession that is ripe with temptation. Salespeople deal with a lot of people, and a lot of money. Either one of those by itself presents a challenge. Add them together and it can be overwhelming. Here are some guidelines to help you stay on the right side. The XI Community. Check it out here.
If you ask 100 salespeople if they know what to do to sell more cars, 75 of them will say yes, but they'll be lying. 15 of them will say no, and be telling the truth. About five will say yes, but they aren't willing to do what it takes to get it done. This week, for the 95% of you that don't know what you need to do, I'm going to tell you exactly what you need to start doing, and how to do it. All of the tips aren't going to be easy, but if you put in the work, they'll all be effective.
Eric Copper is a trusted and well-known expert in the Austin real estate arena. Having grown up in a family of Realtors, it's safe to say that real estate is woven into his DNA. After recognizing Eric's leadership and emergence into the Austin market, Gary Keller, founder of Keller Williams Realty International, enlisted him as the broker for his flagship offices in 2006. At the helm, he led over 1600 agents, and was responsible for over 7,000 transactions and $1B in sales volume annually. In 2010, he returned to his roots and began actively selling again. Since 2012, Eric has garnered numerous accolades in the field, having been recognized as both the #1 Top-Selling Agent in his company of over 900 agents locally, and ranked in the Top 5 by the Austin Business Journal. Eric is a proud member of the prestigious and exclusive Luxury League, Platinum Top 50, and Elite 25TM organizations, and was most recently named “Salesperson of the Year” by the Austin Board of Realtors in 2019. Born and raised in Chicago, Eric relocated to Austin in 2000, and has felt at home ever since. He is actively involved in the community, serving as a major contributor and volunteering his time and leadership to several non-profit organizations that he is passionate about. Connect with Eric at https://ericcopper.com/ ---------- Visit www.builthow.com to sign up for our next live or virtual event. Part of the Win Make Give Podcast Network
Christopher A. Panagiotu, the CAP in CAPitalize, was introduced to investing at the tender age of 10. Fast forward to 18 and he accepted an internship at one of the largest wire house firms in the world, UBS. After three quick years of college at the University of Oregon, something was not sitting right with him, so he joined Morgan Stanley for a short stint where he quickly realized corporate life was not in his wheelhouse. Chris was extremely blessed to have discovered Lucia Capital Group and in 2015 he began his journey to grow what is now his business, CAPitalize Your Finances, LLC. In his nearly seven years at Lucia Capital Group, Chris built his practice from scratch, going from $0 to nearly $100M in that timespan. Chris talks about investing early, where to invest, thinking in silence, providing wisdom, and much more!
If you ask 100 salespeople if they know what to do to sell more cars, 75 of them will say yes, but they'll be lying. 15 of them will say no, and be telling the truth. About five will say yes, but they aren't willing to do what it takes to get it done. This week, for the 95% of you that don't know what you need to do, I'm going to tell you exactly what you need to start doing, and how to do it. All of the tips aren't going to be easy, but if you put in the work, they'll all be effective.
Ryan Arcoraci has been consulting businesses on digital marketing, sales technology, and web development for over ten years. Starting out selling digital advertising, his career shifted to become a bit of a "CRM guru" where he now coaches small businesses, franchisors, and franchise consultants on how to select and develop success with any system they work with. Ryan talks about working with franchisors, his podcast, tools to help generate leads, and much more!
Market Proof Marketing · Ep 306: The Girls ClubIn this episode, the ladies take over! Beth Russell is joined by Jen Barkan and Julie Jarnagin and together the three share their Summit recaps as well as how they are dealing with the post-Summit blues. They discuss the passion and excitement that comes with attending a content rich seminar, but also the realities of what that looks like when you go home. They talk about the importance of not being afraid to be vulnerable and admit when you don't know something. The three dive into the hot topics including Redfin's announcement to leave NAR and share their thoughts on the situation.Story Time (01:57)Beth shares her feelings on experiencing the Summit as a DYC employee and not attendee.Julie Shares how being able to communicate data and answering questions and providing info to leaders from other departments is sometimes like a second language.Jen's son, Sam, has a new plan which is “Acclimate, Accelerate, then Dominate.”The News (27:00)Redfin is Leaving NAR (https://www.redfin.com/news/redfin-is-leaving-nar/)Mutiny inside NAR as staffers call for resignations of top executives (https://www.inman.com/2023/09/19/mutiny-inside-nar-as-staffers-call-for-resignations-of-top-executives/)Climate Change Pushes Up Home Insurance Premiums (https://www.redfin.com/news/climate-change-pushes-up-home-insurance-premiums/)Why Your Starbucks Wait Is So Long (https://www.bloomberg.com/news/features/2023-09-20/starbucks-spends-billions-to-slash-wait-times-with-faster-orders?leadSource=uverify%20wall)Resumed Student Loan Payments Shake Up The Housing Market (https://www.probuilder.com/resumed-student-loan-payments-shake-housing-market)Things We Love Things We Hate (51:21)Julie is loving the newest season of "The Great British Baking Show"Jen is enjoying the tv show "Suits"Beth's new house feels like a tree house and she is in love with it.Questions? Comments? Email firstname.lastname@example.org or call 404-369-2595 and we'll address them on the next episode. More insights, discussions, and opportunities can be found at Do You Convert All Access or on the Market Proof Marketing Facebook group.Subscribe on iTunesFollow on SpotifyListen On StitcherA weekly new home marketing podcast for home builders and developers. Each week Kevin Oakley, Andrew Peek, Jackie Lipinski, Julie Jarnagin, and other team members from Do You Convert will break down the headlines, share best practices and stories from the front line, and perform a deep dive on a relevant marketing topic. We're here to help you – not to sell you!Transcript:BethWelcome to the Girls Club.JenOh, my gosh. I did not even realize that it was Girls Club until about an hour ago when I was on a call with Kevin. And bless his heart, he was just slowly fading because he's not feeling well. And I said, Man, are you going to be able to be on the podcast? And he goes, I'm not on the podcast today.JenAnd I said, What? And I said, I guess I'll just be with Andrew. And he goes, Nope, not Andrew either. And I was like, What? I was like, Oh. And he's like, Yeah, it's Beth and Julie. And I was like, Yes.JulieLadies podcast.JenIt's fun. Taking over. We're taking over control.BethNo offense to the boys, but we are so excited.JenYes!BethIs going to be a lot of fun. I can already tell.JenOh, my gosh.JulieYeah, and the first post-summit podcast too. So we got to do it on a fun one.JenOh, my gosh.BethSo, I mean, we're we're going to have a good time. It's going to be, as Jen would say, electric.JenAnd it's going to be like.JulieElectric. Definitely.BethAll right. Well, let's get started. Welcome to episode 306. I am Beth Russell. And with me today is Julie Jernigan and the online sales extraordinaire, Jen Barkin.JenOh, I like it. Yes.BethYou always need like that big tie up because you're just so like, okay, the energy is just I don't want to say electric again, but I can't help it.JenI think my next tattoo needs to be a lightning bolt or something like I do.BethBut you. I need to get matching ones.JenSam. Yes, Sam needs to get one that says dominate. And I need to get a lay up. Yeah. Oh, no. This is the latest. This is the latest Sam thing. So, yeah, he. You know, he's working on site at Chesapeake House, and they.BethLove him and.JenLove him. Yes. And I was. I was, like, trying to, like, coach him on something or whatever. And I'm sure they love that and, like, trying to coach them on their on site process. But he goes, Mama, here's the deal. I got to get acclimated first. Then I accelerate and then I dominate. And I'm like, okay. I was like, I can get behind that.JenYou're going to get acclimated, right? Get your bearings. Then you're going to accelerate. Then you're going to dominate. And I was like, okay, he's going to be a motivational speaker.JulieSo that.BethWas like.JenWriting it down. Like, All right, here we go.BethShe starts structuring her nest.JenTold you for the content. Yes. Thank you very much. That is.BethAmazing. I love him. I feel like we need to start recruiting for Sam.JenAlready telling you.BethIn the next like 5 to 10 years, he's just going to he's going to do great.JenWell, he already is. He already told me he's he's got his sights set on NAHB, Rookie salesperson of the Year. So let's put that out there in the universe. He's like, Yeah, I'm going to be there at IBS. So. Lisa Parrish, Sam Bargain, putting it out there. Salesperson of the Year.BethThat is awesome. He is. That is the energy we all need right now. And I feel like it is an energy that a lot of us have post summit. So as Julie mentioned, this is our first recording post summit and I'm kind of excited that it's us and.JenWe don't have Kevin in the industry. We can like.BethReally talk about it and how it went. Not that we wouldn't want them here as well, but I feel like it's like a little bit more fun with our personalities right now. But it is my first time as a team member and not as an attendee working for the builder. So it was like a mixed bag of emotions.BethI feel like afterwards.JenLike, what do you mean?JulieThere's definitely like a you get home and you have this like and I don't know if it's like really like really relieved that it's over or if it's like sadness because you have this big built up. So there's kind of a little funk. But I mean, it's good because you loved it and it was amazing. Yeah, I feel like I need to sleep for like two days to still, like, get back into my group.JenWe're going to.BethDive right into story time with this one because so like I said, mixed bag. And I think it's just like what Julie said. It's a mixture of like, Oh.JenMan's.BethIt's time. That was like a lot of socializing and I never socialize. I'm always in this cave by myself. And then it's sad also because like, this is the one time year that we in the daily routine would get together. So it's so great seeing people and meeting people for the first time in person that I haven't met before.BethBut then I like couldn't help but reflect on my time as an attendee and that emotion that a lot of the attendees are probably feeling of. Part of it is like, Oh my gosh, I suck at my job. So many people are better at this than me. There are so many creative people, but I'm also like loving that I feel that way because if you didn't feel that way, you wouldn't be like you wouldn't have that fire to go out there and do something different and implement something new and apply a lot of the things that all of the wonderful presenters were talking about at these various sessions.BethAnd so, like, I remember having that fire of like I am ready to hit the ground running and I want to do this and I want to do this, and I have so many ideas. But then I also remember when reality hit and like you get back to the daily grind and how quickly it starts to burn out and I don't want to say burn out because that sounds like super negative, but like it diminishes that flame starts to diminish, right?BethAnd so I think on art, like Maya now as a do you convert person and a coach that has like direct impact on all of these people that were attending is like, now I feel that fire and a new way of helping their flame stay lit for longer.JenOh, I like it more. I mean.BethLike it's like we got to find new ways. We have to now.JenKeep them lit. Yeah.BethThe water bottle, that energy. Yeah.JenSo as you were talking, that's you know, I was thinking about that and I was thinking that, you know, any time you come from a conference or you have this notebook full of ideas right now, like, Oh my gosh, when I get back and I'm going to implement this and we see this a lot happen with our online sales academy, too.JenLike, you know, they come and they're just like sponges and they have their notebooks and they're like, yes, I'm going to go do all the things. MM And realistically you can't do all the things, right. Yeah. So I was thinking when you were talking like advice, you know, is summarize your notes like, so you've got this notebook full of stuff and it's like, go through and highlight the, this is where I'm going to start.JenAnd maybe you pick three things and you go, I'm going to tackle these three things over the course of the next 3 to 6 months or whatever, and then keep revisiting that notebook and it can be overwhelming, like trying to be like, Oh, I want to do this and this and this and this, and then you end up maybe not doing anything well, you know, as if you had like a couple of things that you really implemented well, then then that's maybe be it more successful.BethAnd I think it's about also don't make excuses about why you can't implement something like don't pick the three easiest things that you think you can do, like pick one that's challenging. And I had all the all the people in the marketing room shout, I am limitless on purpose because so many times we like put ourselves in a box and think, Well, I can't do that because of X, Y, Z, and I can't do that in my organization because we don't have this or I don't have this.BethAnd it's like, no, pick something that's a challenge and really hone in on it and try it and fail if you need to. But it, you know, like sometimes failing is just as good of an experience than actually being super successful on it.JulieAnd that's part of the magic of Summit, is those connections. You're there with other people who are passionate about it and you can talk to it. And so I think people need to remember to foster connections outside of something like Summit. So whether that's somebody you've met in a similar role for somewhere else, you have a zoom once a month to talk about challenges you had.JulieIf that means taking somebody on your team out to coffee, you know, once every two weeks to like talk through things and brainstorm like outside. I think fostering the connections is one way to kind of keep that.JenSpark.BethAbsolutely.JenLit. Hey, you got to get you got to get acclimated, you got to accelerate, you got to stay lit and you got to dominate, dominate. You're going to add that and the guy's never going to.JulieDo a podcast together again. They're going to say, we've lost control.BethYou know, the persona that Jen just took on was Love it. I hope everyone who's listening goes back and watches just that.JenThis is like recorded. Okay, So.JulieYou thought you were just hanging.JenOut.BethYou need to make one of your freestyle raps next. Actually, that puts all.JenThat in it. You know, I need to work on this. You're right.BethChallenge accepted. Julie, what do you got?JulieYeah, so I was talking to a builder yesterday. She is new in the role, but not new to home building. Super smart, working hard. And she came to me and said, I'm freaking out because everybody's on me. Like, not enough leads. Not enough leads. We don't have enough. Everything slow. And I was like, okay, let's look at the numbers.JulieAnd then when we pulled all the numbers, number wise, like things look good, you know, we are getting what we were when they felt like things are real. So we're just talking through like, let's take the data. How are we going to talk through the data with them? How are we going to ask a questions about like, why does this feel flow with this?JulieAnd she said something that I thought was really might resonate with other people. She said, it's like learning a language. She said when we talk about it, she was like, I understand it. I get it. When I'm at Summit and I'm learning these things, I'm like, Yes, But she said then, like leadership or sales or somebody comes to me with these things, with these questions and I have to talk about like, what we're doing is marketing.JulieShe's like, Then I can't just communicate it out to them. I can't take that and explain it. And so we just had this conversation about how that in itself is a skill. One thing is like understanding the numbers and knowing what you're doing and having a marketing strategy. That's a separate skill to then be able to take all that data and look at that information and then be able to communicate that back to other people in the organization.JulieAnd I said, That's just going to take practice and that's something you're actually going to have to work at. You're going to have to be in the data every day. You're going to have to start showing this to people and explaining things to people and getting that experience of how you talk about it and how to answer things.JulieSo that was interesting thinking about it like that as a language. She understands it, but she can't speak it yet. Know that's that's her challenge right now. And I think that's it is a harder skill than people realize. They just think they should be able to do it automatically. But it takes practice.BethThat is such good advice and link telling her to get out there and and try and talk to different audiences because how you translate it and how you tell that story of the data is going to be a little bit different based off of the audience that you're presenting it to. And so the more you do that, the more comfortable and confident that you'll be.BethAnd I think it translates in any any position, not just marketers translating data, but online salespeople overcoming objections on the phone, us as coaches, all three of us being coaches and like trying to get, you know, make an impact with different types of people and in different organizations like it, Give yourself some grace. Start from the foundation that you have, build upon that foundation and get practice.BethSo that way it just feels more comfortable and intuitive over time. But that grace is so important. And then advice you gave her so good.JenYou know, and into like as you were talking, I was thinking about so my daughter Mia just came home for fall break from school and I was asking her about her classes and she was like, Oh, I had this presentation. I had to stand up in front of people and I got to 96 and like, I didn't even have to really look at my notes.JenAnd I just felt so good about it. And I was like, Oh, you know, that's so great. Mia, why do you think? And she's like, Well, I really knew the material. And I said, Ding, ding, ding. Like, the more with knowledge comes confidence. Yes, the more that you study and you prepare and you learn it, the more confident you're going to feel about what you're talking about.JenAnd you don't even need it like it just comes authentically out of you, you know, to talk about that as coaches, you know, it's like, yeah, you don't even need to look at a script. Like you feel confident about the knowledge you can present it. So you're marketers. It's like, yeah, you have to put in the work to learn it and study it, right?JenBut it takes time and have some cheat sheet. Like if you're going to be presenting to leadership, like have your notes like because you get sidetracked and you forget what you're talking about and have your notes and your T sheets. Yeah.BethAnd focus on the things that will be most important to them. Like, you don't have to dig into the weeds, you don't have to be super technical and we don't have to let our entire nerdy like, nerd side show like, we can talk it in a little bit.JenLet your nerd flag fly. Yeah.BethTo an extent.JenTo an extent, Yes.JulieYes. Consider your audience for a show.JenHey, ladies, I'm just so happy at you all. Because sometimes Kevin and Andrew are on here, and I'm sitting here like, Okay, yeah, I had no idea what you're talking about. I'm over here in online sales land. Don't know. So they're doling out red flag five to high as what you're saying. Make sure that you're somewhat understandable by the normal people like me when we're coming.BethInto the first thing that I wasn't as strong at as a lot of the technical side of ads because I didn't have to do a lot of that at my builder. Oh, yeah. You know, so like when Andrew and Julie and Becca and Sarah were teaching me the things that I needed to rebuild my foundation on, I would be like, Okay, for Dummies, like, do this for Dummies.BethAnd oh, sister, we all have our strengths. We all have other things that we're good at. But not everyone. And my husband, I know he's listening. He always listens. He always says to me like, Oh.JenThat makes one of ours.JulieMine doesn't.JenEither, but I don't.JulieListen to his. So it's fair.JenWhere even semblance of like.BethWell, he has all this time on his drive in the morning. So he listens to our voices. But he always reminds me like, not everyone knows what you what you know, you know, it's not a natural. So, like, sometimes you have to dumb it down a little bit and pretend like you're writing Marketing for Dummies or things like that.BethAnd it's not a bad thing. It's a good thing because it also it brings us to keep going back to this foundation. It brings us back to our foundation and kind of helps us remember on the basics that we should be focusing on every right while.JenYeah, yeah. And I think it's okay to be vulnerable when you don't know something. So like, yes, I mean, this is yeah, this is about.BethThis is a big topic.JenAnd I think one.BethI think it's a really good topic for everyone listening, but especially leaders that are listening because I don't think and I, I think that's why so many people at Summit were so captivated by Rhonda and Elaina because they are high level within their organizations. But they and even Chris, you know, like not afraid to be vulnerable and let people in because it it opens up the door for other people to be vulnerable.BethAnd it doesn't mean that you have to be singing Kumbaya and like diving into your personal lives. It just means that you are unafraid to be authentically yourself, to be wrong, to fail, and to allow room for people to not know so they can ask the right questions so that you can actually get to the right answers.JenYeah, I know I've talked about this before, probably on the podcast, and I'm just going to say it again. Rene Brown talks about daring leadership versus armored leader in leadership. Armored leadership means you approach things with like, I know everything. Like I don't want to ever look vulnerable, Like I'm tough, tough, tough, right? Yeah. When you approach leadership in that way, you you're missing out on growth and opportunity, approaching it with a daring leadership mindset.JenYou know, I'll admit, like I don't know. I don't know the answer to that. But you know what? You and I are going to figure this out together. Yeah, I'm going to ask questions of you. You're going to teach me. I'm going to teach you, and we're going to tackle this together, you know? So I just encourage leaders like and even us, do you convert as coaches like and it's like sometimes you don't know the answer and it's okay to be like I was just on a call yesterday, totally stumped me.JenI was like, So I gave up my classic, you know, and those of you that know this. So this is the classic pivot objection is like, Hmm, that's interesting. I'm not 100% sure I'm going to take it back and talk about it with the team and we'll get back to you. But I don't know, calling in a lifeline.BethLike if you don't do that as a leader, then you are also preventing your own growth because you just stop learning.JenThat's what I mean. Exactly. You stop learning.JulieYeah. And your whole team is scared to admit when they don't know something, right? Because you look like you always have the answers and I'm going to look stupid. But if they know you're willing to do that, then they're willing to admit when, like, I don't know what that means. I'm just shaking, rattling, vibrating.JenAnd like, Yes, and that and I know exactly what you're talking about. Good for. Oh, okay. That's not Gatorade. Okay, cool. Got it. Yeah.BethNo, I think this is a this is the big topic as of recently. And I can't tell you actually how many times that somewhat summit it was brought up to me. And I don't know if either of you got the same of like people wanting more leadership help, whether it be at the marketing level or the sales and marketing level.BethAnd so it's something that, you know, I've been really brewing on and I'm trying to create a way for that fire to keep burning because I think it's really important that we continue training at that level and at that topic because it as we're learning from the stuff that's in the news this week that.JenSaid, Oh, we got into this, we got to talk to we got to talk about the news, I guess it's like, hey, we'll get there. But it.BethCan it can have a really big domino effect within an.JenOrganization. 100% agree with you on the online sales side. But leadership is a constant. Like just managing online sales team is completely different than managing an on site. So a completely different and so, you know, most sales leaders bandwidth is stretched. They're busy. They're putting out fires with on site stuff all the time. And if numbers look good, it's easy just to go, Hey, you go over their numbers like, fine, okay, check suite, everything's good.JenYeah, but what we know is that, yeah, the numbers look great because numbers look great right now, like as far as conversions go. But we have to look beyond that and we have to manage the program, manage the person, you know, beyond just the numbers. So there's definitely a space for more conversations around it.BethThough. I promise we'll get to the news, but I want to do a hot take if that's okay with you. Girl. Is that.JenYeah.BethThen. And Julie too. Who do you think should manage online sales within an organization?JenOh, well, I'll let Julie answer first and then I'll answer.JulieOh, gosh. To do a marketing marketing director, this would be my first answer. Okay. That's my experience. That's my experience. It started in marketing. Then it was director of sales and marketing was the same person. So I lean towards marketing, not sales.JenOkay, so I have J I have a not an exactly black and white answer. If it is a new program for your organization and you have to get sales buy in, like it's a complete culture shift when you're rolling this program out and sales could be a little bit resistant to it. Mm hmm. It works well to have a sales leader kind of overseeing because online sales is an extension of the sales team.JenThat's how you want to set that role up and position. And so if you have a sales leader over it that's really good at bridging the gap, then it works out better. I think in that situation. Ultimately, the bottom line though, is whoever is going to have the bandwidth, whoever understands the role, the best, who is going to hold them accountable, who is going to be the conduit between sales and marketing and online, which in a lot of cases it's marketing, right?JenWe talk about online sales being like the lovechild between marketing and sales. And so we see a lot of success too, with online sales reporting up to that marketing person. And that is kind of really good. But ultimately it comes down to there has to be communication between sales, marketing and online. If, if there's silos and it never works.BethYeah, no, I think that's a really good answer. And like originally I would isolate on Julie side too, based off of my own personal experience. Right?JulieAnd we're marketers because.JenYou, you, you manage, you manage the team and your marketing.BethSo and they came from sales to under the marketing umbrella in that room. But the reason why that worked to your point, Jen, is because I had the time and ability to understand their role within the organization and the impact which they had within the organization and our successes. And so it made sense for them to be under me within the marketing umbrella.BethRight. And I think that's what the same situation for Julie as well. I don't want to speak on her behalf, but I think that was that was similar for you guys. And so when it comes to online sales, I think, yeah, they could flourish under either, but it's just important that their voice is heard and recognized and appreciated within the organizations that they are fully supported by whomever it is that is leading them.BethBut it has to have the influence of marketing and sales either way.JulieAnd it's not like sells if a sell is if a sales person is going to be the leader, not a sales person, a sales leader is going to manage them. I think they have to understand how dramatically different those two roles are. They can't treat them like a on site salesperson just taking. It's a different it's a different role.JulieSo it has to be somebody who understands that those differences, I think.JenYeah.BethThat can be said for marketing, right? Because like if you have a sales leader in charge of marketing or leading the marketing person, whoever is doing the implementation of marketing, if you have, it's someone that doesn't understand marketing or doesn't recognize the difference between marketing and sales and how they should work together, not separately, then you're setting them up for failure as well.BethSo basically, if you're at the top, if you're in a leadership position in any organization, in any field, you have to take the time to understand what it is that your people do and their importance within the day in and day out operations and the success of the operation in order to be a successful leader at that level.JenAnd this goes back to what we were saying about daring and armored leadership. If you are a leader. Hill, you're like, I've never been an online sales specialist. I have no idea like the ins and outs, right? Because it's at a time like you weren't an online sales specialist and you manage them, right? Huh? Being a daring leader is now.JenI've never done this role. Teach me, you know, show me, show me your process. Show me what you do. Show me your reporting. Show me those and let's talk about it now. You don't have to come in and like, knowing everything or, you know, to me.BethBiggest question. Just be the expert.JenYeah, just ask questions.JulieYeah. I'll circle your ticket full circle.JenIn that manner.BethSo they should let us take over more of that.BethOkay. So I promise we will get to the news. So all of this does lead in to the hot topic of the week, which is Redfin's announcement via an open letter, if you will, on what was it Monday that they published this?JenIt was Monday.BethYeah. That they are leaving the National Association of Realtors and they really put it all out there, which I mean kudos because I love the, the honesty, I love the transparency.JenCurrency things.BethAnd I think, you know, we've had a couple internal conversations about this. But I think the the real interesting thing about this is to see what happens next, because they're the first ones to really say now, like regardless of how the semantics work behind the scenes and what might happen, what they can and can't do at different levels and in different regional areas, you know, where their hands might be a little cuffed, if you will.BethBut I think it's really interesting that they were the first ones to take it out there and say, we're not tolerating this anymore and something has to change.JulieAnd if you're not following this, the few reasons they gave for severing ties was one, the Association of Realtors policies requiring a fee for the buyer's agent on every listing. So and that meant like on redfin.com you couldn't list a for sale by owner. It would have to be someone associated and then also a pattern of alleged sexual harassment.JulieSo there were there were different levels to this. It wasn't just the policies that they're unhappy with, it was also some leadership issues as well. So it's a very layered, multifaceted issue that they're working through and they.JenRealtor Right. As a former member of and they are a no, I like it.JulieYeah. And it really it gets more complicated. It gets complicated because a lot of the MLS is, are tied to the local and state realtor association. So you have to be a member of the Association of Realtors to get access to the MLS. Yeah, well, the in air rules say that if they're not associating with that, none of their none of the people below them down stream, which would give them no access to MLS.JulieSo it's a very far reaching they've said this and there's different conversations about is this just symbolic or are they going to go fight every single, you know, different local chapter? I don't know if they're chapters, whatever they are, to get access to the MLS. So it's very much the first step. It's a big step and it makes a big statement in a very long process of how to untangle all of this that's been going on, how it's worked.JenIn pairs, then going, Hmm, there's been a ruckus around this for quite some time. So like you said, I'll be interesting to see kind of what happens next, like being the first ones to kind of publicly put it out there.BethSo, yeah, beautifully summarized. Really. That was.JenThat was.BethKudos, man. I know what.JenYou're talking about, Julie. Thank you.JulieHopefully it's all right. You'll go read the article and double check all the facts there.JenI read the links in the show notes.BethSo in our next piece of news is also related to the National Association of Man Hours.JenBecause.BethApparently there is I love this word mutiny inside the air. I get.JenMy popcorn.BethYeah, seriously, let me start popping in right now as staffers call for resignation of top executives. Now, this is more based around the sexual harassment claims that have occurred, as well as additional toxic workplace environment situations and cover ups and yeah, there's that's going to take a big bag of popcorn.JenYeah, I think we're just moving on from this.BethYeah, just I think I think it shows a little bit of the ripple effect right now. If Yeah, back up it's back in the news. Now they are they're saying it's only a small number of employee employees that issued this letter, but I think it's still a big step and I think it shows that people aren't going to, like I said earlier, tolerate it anymore and people are willing to put their name on the line in some cases and their job and their their careers to say even within their company with Redfin's case, to say that, okay, like something has to get something has to be done.BethSo let's see how it pans out.JulieYeah, I'm sure we'll be talking about this more.JenYeah. In the future.BethHopefully not as long as mortgage rates.JulieOh, gosh. No mortgage rate stories this week.JenNo, no, no.BethBut this next one, Julie has a good personal story associated with it. I know, I know. But yeah.JenSo I guess.JulieClimate change pushes up home insurance premiums. A recent study from policy genius found that quoted homeowners insurance premiums increased by 21% nationally from May 2022 to May 2023, and that Florida experienced the largest jump with premiums increasing by 35%. So I went and did the math. So I live in Louisiana, south Louisiana, just north of New Orleans, and everybody below Interstate 12, all their insurance premiums have gone crazy.JulieSo my insurance company, who we had homeowner's insurance for a year, went bankrupt. So I got a letter that said they're going bankrupt. You're about to not have homeowner's insurance. And here we found another quote for you, which nobody wants to give homeowner's insurance down here. And it the new quote they gave me was 174% higher than we were currently paying.JulieThis is in March. Oh, boy. Stressed out in March. And it was a great like an insurance company. I had never heard of. We don't even live in a flood plain or I mean, all of all of this area is probably the same. But we're not we're not required to have flood insurance.JenWhen I was there, what was the rate like? Why?JulieWell, they went bankrupt and just nobody wants to take on people in this area. They just say, no, thank you. Most homeowners in church, this is so the quote we got was from like a crazy sounding made up name insurance company. And when I talked to another agent, he said, oh, and I've heard that they asked you to sign over a power of attorney if you work with them.JulieI'm like, well, I'm not doing that. So they finally found me another one, and my premium went up 109%, which was better than the 174%. So when I read this article.JenI got a little.JulieBut how it affects not just my story, but just how it affects homeowners like that digs right into your budget for how much or how much money you have to pay for your monthly mortgage. I mean, it makes a big difference, especially Florida, Louisiana, I'm sure, areas of Texas. I don't know, John, if this affects you or. Yeah.JenWell, it does, because I am below sea level. Mm hmm.JulieFor right there with you. Think we're really close? Yeah.JenYeah. So you have requirements for flood insurance. Anybody that's buying a new home. So this is interesting. Right down. Down the way people that live directly on the river. Yeah. Norfolk, which is really low. If you buy a home over there, as of, I think maybe last year or the year before, you're required to raise it in order to get the insurance.JenSo you have to like so we see all these homes going up on like built stilts, basically, I don't know, like cinderblock foundations, like ten feet high. It's like the most bizarre thing. But it's like in order to get insurance you at that's the requirement is that you have to raise your house.JulieAnd what the article saying is people are now taking this into account when they're purchasing homes. You know, I mean, if I was buying another home, I would think about it like, can we get. But of course it affects school district and all sorts of things. But it does and it's something worth talking about. If you're in an area where the the home insurance premiums are more affordable than just a little bit down the road, I mean, it's things worth thinking about because this is what homebuyers are thinking about as well.JenYeah, I was.BethGonna say.JenUsing that as a Yeah, you're saying using that as a unique selling proposition of Yeah. Hey, compared to this.BethIt works because in your neighborhood alone aren't it a huge master planned community that we live in our side. We actually didn't know this until we were prepping to close, but we are required to have flood insurance and no one warned me how expensive it is.JenRight?BethOh, okay. But that being said, the other side of the neighborhood, there's a street that like when you're driving and it's first on your right hand side, Their biggest selling point is they don't require flood insurance over there. So when people lose their homes, they're like, not only are we in River Island, but oh, by the way, you don't need flood insurance here.BethAnd it's a huge selling point. So I feel like we need to marketers need to be paying attention to little nuances like that because it does affect affordability and it does affect the buyers decision making.JulieYeah, and you need to be listening to your home buyers for anything like that that they're talking about because if that matters to them, it needs to matter to you as well.JenAmen. Yeah.BethSpeaking of affordability and impact on that, we have resumed student loan payments, shake up the housing market from pro builder. Yeah.JenSo that alone gives me gives me stress.BethI can see out you're in you're wiggling a lot right now trying to shake it out.JenNow I have one with student loans, so.BethYeah. Yeah. I don't, I can't, I can't speak to this one personal experience because neither of us had student loans. We were very blessed to not have any. But basically, student loan payments are set to resume this month and that added expense is an unwelcome obstacle for already cost burden homebuyers. So I'm just another factor that we have to we have to consider when talking to our homeowners are soon to be homeowners of what they can realistically afford.BethBecause now what I liked about this one is they're talking about how consumers are essentially bundling their debt. And so they're looking at their debt as a whole number versus like something have been paid off here. They're, you know, and not individual numbers. Exactly. So they're looking at this as a holistic number. And so that payment is just adding to that whole number.BethAnd that's they're feeling that anxiety going into the purchase because it's not just the mortgage that they're considering. They're considering the student debt, they're considering the car payments that are through the roof right now. Our student.JenLoan monthly payment is.BethSo this article said it's.JenIn the artery filled day with something. I feel like I read something or it was like 203 or something in.JulieThis article says Typical monthly student loan payment being around $200.JenOkay. Yeah.JulieAnd the other thing that plays into we just talked to a builder today and we were talking about some different things different builders are doing and they were like, Yeah, but you have to understand our particular buyer, they don't have a 20% down payment and that's going to be an issue too, as all these things eat into people's budgets like that.JulieDown payment is more and more of an issue too. So as far reaching effects for us, I feel like.BethYeah, absolutely. It's really it's interesting that a lot of builders don't even know that about their buyer like courtesy your builder knowing that because sometimes they don't understand the nuances.JenLike.BethAnd I love that they're out there actively trying to learn like I get a lot of builders within our circle asking for a 30 minute call with me to learn about the military buyer and what that psyche is like and how they can help them in a different way. That's outside of some sort of incentive. And I love having those conversations because they are truly making an effort.BethAnd I think all of these articles and the realistic world that we're living in right now is pinpointing that we have to take that 1 to 1 approach and really know what our buyer's life is like and the obstacles that they have outside of just our day to day organization and the products that we have to offer them within our community, but really take the time to learn who they are and what their what their face.JenPersonalized incentives based on what's happening with that particular customer or buyer. So, oh, you have student loan debt. So should the builder pay their student loan? Well, that's a stretch.JulieBut this is Jen's take now.JenOh, pay.BethThat off for you.JenStudent loans are preventing you from getting into this house. What if we paid half of your student loan debt? I don't know. I'm just like.BethI mean, is it less than what they would pay some $10,000 and $10,000? So I'm.JenSaying like, you know, if you want to use that to pay to reduce your debt to income ratio, I don't know, like because from what I know, because I have a kid who has student loans, like the loan amount is, you know, it's spread to keep the loan to keep the monthly payment low. Right. Like paying this high interest rate, it's spread over a long period of time when really it might only be $20,000 that they owe.JenBut like in to make that an affordable payment. Right. They've got this crazy loan thing and whatever. So if if a builder could say, well, pay your loan off or we'll pay half your loan off, I don't know that when this happens.JulieJen, you're getting full credit for this. I love it. Let's get.JenIn.JulieSpecial love.JenIt's thrown.BethIt's a great example of like the amount of creativity that we have to have right now on a 1 to 1 basis. Like, yes, the conversations that I had with a builder recently about like, how can we help the military buyer or even just the reload buyer in general, Like take our situation as a case study. We lived in an Airbnb for two.JenMonths that.BethWas $5,000. Pay for their Airbnb for two months.JenYes, yes, we will help you with your moving costs, your relocation cost, whatever, will you know? Yes. Listen, when when I was in my former life, I mean, I worked for builders that would like, okay, like your homes, I can be ready for another six months longer than what we thought or whatever we'll pay for you for a long term rental.JenYeah, a furnished rental. Yeah. Like, you know, and I don't know, I just. I agree with you that there has to be more some creative solutions and to work with some of these people. Yeah.BethYeah, absolutely. And as marketers, like, we have the you have a voice in offering those solutions up like you have a voice and an impact. And don't be afraid to make those suggestions and say, Hey, I heard this creative idea or this other builder is doing this. Maybe this is something that we can implement. And I love that idea because people forget and builders forget that at the time of purchasing and moving a home, not only is it extremely stressful, but you are hemorrhaging money when you are purchasing a home, whether it be because you have to do an Airbnb or you have to pay the movers or have to tip them, you have toBethbuy the movers food, you have to get out of your lease early, you have to sell your home, you have to move across country and pay for hotels. You have to buy new furniture like you are hemorrhaging money left and right for whatever reason. And so the the different ways that you can relieve some of that burden.JenOff.BethIn creative ways that you can do that. I mean, let's see it happen.JenYou can you can tell that's just me, mood. I know this is I got it.JenYou got to get them food.BethAnd how many times have we moved.JenIn the guy to go buy toilet paper? I mean.BethYour food goes bad. You have to fight rid of all of your food in your in. Like, it's ridiculous. The little things that you don't think about.JenYou need to unpack.BethThese always turn into a therapy session for me. Okay.JenI love it. It's good. Oh, my gosh.BethOkay. Speaking of waiting, I'm. I'm moving right on this thing and waiting for a long time. Why is your Starbucks wait so long, Julie?JulieIt's because people are coming up with weirder and weirder drinks, more elaborate drink combinations.JenAs long as you got to wait for perfection.JulieSo this is from customization. Bloomberg And it says elaborate drinks and an almost endless array of combinations can slow baristas down. But a plan to hasten service has yet to materialize. So they're talking about how it's how Starbucks is struggling because there are so many There was like a crazy number in here. If I can find it for like just a latte, it adds up to more than 383 billion different possibilities of what you can make.JulieThe team had a lot of fun with this one. There was a lot of back and forth conversation about this.JenArticle.BethWe did, and while the different data that was pulled, I is really fun and I don't remember particularly if it was in this article or not, but we talked about it internally. But Starbucks had released that they that their customizations, their personalization of their product, if you will, increases their revenue by 1 billion. But on the contrary, their other data, which is the weight associated with creating said custom drinks, had lost them anywhere between three and 5 billion or something like that in additional revenue because people were leaving and they were losing.JenLike, I don't have time to wait.BethOh Jen, how does that relate to online sales?JenYeah, well, yeah, if, if you're not first or last. So yeah, listen, people, you know, go back to that that study both you and I were talking about, like the personalization study, bomb bomb had presented it last year at our summit and just talking about one customers expect. So that word to expect is very powerful here. As we're talking about this, customers expect personalized service.JenThey they want what they want. They want customization, they want personalization, and they want it quick. And so if we're not able to deliver that, we're going to lose case in point, like, yes, they're making money on their personalization, but they're losing more on people getting irritated and walking out the door. So when we talk about online sales, we got a staff up, we got a staff up in order to meet the demands, in order to provide a personalized service.JenSo Starbucks, you know, they're making changes. They're talking about getting different ice. It's like what they need to do. They need to staff up if they're going to be able to provide this level of service.JulieThe other place I've seen this in home building. So I've been I'm old. I've been in home building since before 2008. I started in 2005 Production Builder. And it's like this is what we build.JenWe started to.JulieHear.JenIs it? Yes.JulieHere's what we build. You can select from these two color palettes and people were fine with that and then 2008 hit and everything crashed. And we said, you can make whatever.JenYou want, hear all the.JulieSelections in the world. So like the pendulum swung the exact way. Then we started not being profitable on that and it was taking everybody forever to get through the system. There were way too many choices. It was overwhelming. Everybody. And we swung all the way the other way where at one point that Idol Homes stable, call me if I'm wrong on this, but at one time I told Homes somebody would say, I will buy that house if you will paint the front door.JulieI think once we painted a front door orange and we live in Norman with you and somebody is like, you have to paint the front door. And we would refuse. We would say, Nope, that's not our scope. If that door is orange, it's staying orange. So like, I think what's interesting, what I've seen in homebuilding is how in the selections world, like that pendulum goes dramatic either way.JenYep.JulieAnd I think where probably Starbucks suffers with they're so huge it's hard to quickly adapt to changes. So if there's a Tik Tok trend and this is from Olivia and Bryce, they had these this conversation on the Slack channel. They were talking about how all the sudden on Tik Tok people are talking about the cool new trend of this weird drink that had 42 different things in it.JulieYou know, it's hard. Then everybody goes and orders that like how do you do that among all the Starbucks in the world slows everything down. So yeah, we definitely see this. And I think the people who deal with it best probably are the people who are faster to adapt.BethYeah.JenYou think Absolutely set expectations a little differently at the beginning. And when you go to order and balance out, yeah, you set expectations and then you don't have an issue.JulieI mean, I think it's.BethAbout living and like we talked about this at our, at the summit for the on the marketing side, my session was on personalization and then taking ideas out of other industries that do it well. And the whole point is that it's somewhere in the middle, like you have to offer enough that you're meeting your buyers expectations of allowing customization or a personalized experience.BethBut you're also living in a world where you can still mass produce something, whether it be a shoe, M&Ms;, Starbucks drinks or homes. I going to say mass produce that in that regard, but, you know, produce a product in an efficient manner that can be delivered on time. So it's just living in that middle ground. And sometimes it doesn't have to be a huge thing, like a bajillion options for a custom drink.BethIt can be something a little bit dial back where the customer just needs to feel control. They need to feel like they had a part in the process. They got what they wanted. Their expectations were met and it's up to us to find what that middle ground is, that sweet spot so that we can work effectively or efficiently in this case to be successful.JenNow lessens. We've solved all the problems today.JulieSolve problems to solve.00:51:00:16 - 00:51:02:13JenSo fun, girls, we.JulieGot all we got to have a girls only podcast every now and again. We got a that's on the schedule.Jen100%.BethI'm down. Put it on. Olivia. I hear you listening in. Okay, so before we end, we have to do our favorite favorites.JulieI do have a favorite.JenOh, my.JulieGosh. So I just found on Netflix there is a new season of my very favorite show, which is Great British Baking Show. I do not.JenBake.JulieDo not bake. I love it. It's my favorite. And there's a new season out and it.JenJust made my day. Do you actually bake or do. I don't watch it because it's soothing.BethI the dry humor is everything.JulieIt relaxes me. The British accent was relaxed me. But I just it's my favorite. I would I have watched these episodes. It's one of those ones I'll put on in the background and just let play because it's very soothing to me. So I'm very excited about that. That is my my favorite Right now.BethI'm learning more about you. I like this.JenWow. This is my favorite show right now. It suits me.BethOh, it had you having a resurgence.JenI know. Yeah. You know, it's bad when my 75 year old mom tells me about it, she's like, Oh, have you seen this new show? Suits? It's so funny and cute. You would really like it. I was like, okay, so I start watching it. I'm hooked. Yeah.BethIt's addicting. So if you haven't watched.JenIt, you guys watch it?JulieNo, I'm too busy watching.JenYour acting for this. Baking show.JulieNo time in.JenTime to watch it.BethSo it's really entertaining for sure. Mine isn't related to TV shows.JenGood. We need something else. Yeah.BethI don't really have any. I. I'm boring, and I watch those same shows, like over and over and over again, but it is the fact that. So we just moved into our house and it looks like a black cave. For those of you that are watching and aren't watching, like my my office looks like a black cave, but it's actually painted a dark olive color.BethIt's called Olive if you love it. It's so pretty in real life. But on Zoom, it looks a little dark, but the house itself, I live in a tree house. It is.JulieAmazing.BethYeah, like it feels like a tree house and I love it. And I go out on this like all, of our neighbors are like, oh, my gosh, your your deck. And oh, my gosh, know. And I'm like.JenNo, it's amazing. It's so nice.BethSo yeah, I'm in. I'm in a pinch me world. So if you if you follow me on Instagram, you'll see lots of tree house pictures and one.JenOf us yeah we love.JulieA pretty.BethYeah I'm not apologizing for.JenI'm so happy for you. It may say you know it makes paying the movers a little bit and making skipping lunch or food. Yeah I got her video.BethLiving in an Airbnb for two months.JenYeah.BethWhich by the way, our neighbor who is building their house, whose house is also delayed, she is now living in the same Airbnb that we lived in.JulieMan providing jobs, providing money for the community.BethAll right. Well, thanks for today. This is.JenFun. Oh, this is so fun. Thank you, guys. It's fun. Have a good one. Bye. The post Ep 306: The Girls Club appeared first on Online Sales and Marketing for Home Builders - DYC.
Brian Halligan, former CEO, and co-founder and executive chairperson of HubSpot, is a visionary leader who revolutionized marketing with the concept of "inbound marketing." His tenure as CEO, until 2021, was marked by consistent recognition on Glassdoor's and Comparably's lists of best CEOs. Brian's influence extends beyond HubSpot; he is an esteemed educator, teaching MIT's Scaling Entrepreneurial Ventures class for over a decade and receiving the Monosson Prize for his mentorship in entrepreneurship. In addition to his educational endeavors, he directs a $100 million climate tech venture fund at Propeller Ventures, serves on the boards of Navier and Aquatic Labs, and is deeply involved in preserving the legacy of the Grateful Dead. Brian's journey began with a BSEE from the University of Vermont, leading him to executive roles at PTC and Groove Networks, which later merged with Microsoft. Brian Halligan shares his journey of building HubSpot and the evolution of the inbound marketing methodology. He emphasizes the importance of international expansion and the challenges of scaling a company. Brian also discusses the concept of "grinding it out" and the need for continuous improvement. In addition, he talks about his new venture, Propeller, a fund that invests in companies working on climate and ocean-related solutions.HERE ARE SOME KEY SECTIONS TO CHECK OUT[00:01:41] Brian Halligan shares the story of how he came up with the idea of inbound.[00:05:27] Sales experience at PTC helped in building HubSpot.[00:09:45] Grinding it out and no magic moments in company growth.[00:10:23] Setbacks and unforced errors on the road to success.[00:11:12] The creation of the "pothole report" to avoid future mistakes.[00:14:28] Decision to go long and not sell HubSpot.[00:19:05] Changes made in marketing, sales, service, and product organizations.[00:21:28] The importance of constantly refining the ideal customer profile.[00:26:40] Maturity level and skillset needed for different stages of the company.[00:32:10] Don't hire too far ahead in their career.[00:46:12] The importance of having a good co-founder[00:53:51] Starting Propeller VC with a focus on climate changeHIGHLIGHT QUOTES[00:09:45] "Every time we put in a new system, let's say a new HR system. I start my watch the day we make the decision on whatever system or process we put in because within three years, it's going to break."[00:52:55] "And if you're wrong on a couple in a row, that's the problem. You know, being right is underrated and people talk a lot in the startup world about failing fast and all that being right is really underrated."ADDITIONAL RESOURCESLearn more about Brian Halligan through this link.LinkedIn: https://www.linkedin.com/in/brianhalligan/Check out John McMahon's book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064
What's in this episode:- Finding and attracting A players- Investing in your team- Importance of systems and processes- Being an advocate for change- Bundling- Preparing and training in the good timesAbout Josiah:Josiah has been in insurance for about 5.5 years. He spent 3 years at Allstate, where he bought an agency and started another from scratch. He grew those to 13.5 million in premium, while writing a little over 4 million a year in new business premium. He sold those agencies in 2020 and built out the personal lines business for an independent, which he sold and then came to Farmers Insurance in August of 2021.Contact Josiah:Instagram: @josiah_hartleyFacebook: Hartley Farmers AgencyLinkedIn: Josiah HartleyFirst episode with Josiah: 67: How do you attract and retain the best talent to your team? Catch the full video of this conversation: https://youtu.be/wGkE2kxuRGkBook a call with Michael: https://calendly.com/weaverteam/discoverycall6 Figure Life Producer Course: https://www.weaversa.com/6figurelifeUse code BUZZ for a special discount for being a podcast listener!Text BUZZ to (816) 727-7610 to connect directly with us and share your favorites from the episode or learn more about upcoming events and challenges happening in our industryJoin Weaver Sales Academy: https://www.weaversa.com/Follow Michael & Courtney on social media:Facebook: https://www.facebook.com/mandcweaverInstagram: https://www.instagram.com/mandcweaver/Youtube: https://youtu.be/wGkE2kxuRGkMichael LinkedIn: https://www.linkedin.com/in/michael-weaver-a2940095
Neil Aquino discusses a few upcoming elections. A Medicare Advantage salesperson comes clean. Bernie Sanders exposes nonprofit hospitals as rip-offs. The Republican Revolution devours its children. --- Send in a voice message: https://podcasters.spotify.com/pod/show/politicsdoneright/message Support this podcast: https://podcasters.spotify.com/pod/show/politicsdoneright/support
While the Trust Premium™ research project is ongoing, it seemed like a good idea to interview the best salesperson I have ever worked with, which is precisely what this episode is about. Theresa Benson was the account manager for Apple (yes, that Apple) while we both worked at Texas Instruments. From the first time I met her, it struck me how the Apple iPod team trusted her. It wasn't until this interview that I realized she probably tripled or even quadrupled my business unit's profitability simply by being trusted by that Apple team.
Have you ever walked into a store where the salesperson immediately gave you a pitch for their latest product without asking what you need first? Many salespeople assume they know what the customer needs. But instead of making assumptions, the best way to approach a prospect is to ask better questions and make the conversation count. Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE. A great salesperson asks the right questions, which puts the focus on the customer. By asking questions, the salesperson helps the buyer discover their needs. To help you sell more effectively, Erik invites you to tune in to his conversation with Phil M Jones. Phil is a best-selling author of 7 business books and one gorgeous children's book. He had his first business at just 14 years of age and is the youngest recipient of the “British Excellence in Sales and Marketing” award. Phil is a sought-after advisor to global brands, creator of the most listened-to non-fiction audiobook of all time, and a firm believer that almost every problem could be prevented or solved if more people just knew EXACTLY WHAT TO SAY. He passionately believes that the answer to increased success in every area of life is to ask better questions. “If you can create a problem that's 10X bigger than your fee, asking for money is easy.” - Phil M Jones In This Episode: - What was the inspiration behind Phil's book? - How does AI impact your philosophy on sales and other things? - How do you get the most value out of AI? - How to get better at sales by asking the right questions - How much does fear play into the franchise sales process? - What's the intersection between sales and marketing? - Would you hire someone with a sales background or someone who does not have a sales background but is teachable, coachable, and personable? - Examples of the questions to ask when an inbound call comes in - What's the hardest thing to sell? - How does a sales manager hire and help someone believe in the product they will sell? - How should a franchise buyer move forward in the sales process as they talk to a salesperson who asks the right questions? - How to learn more about Phil Resources:
Kay Miller is an expert on Uncopyable Sales. As the first woman ever hired for outside sales by Amerock, a division of Anchor Hocking, she built her formidable sales career by emphasizing long-term relationships over one-time deals. Kay was later hired by Walker Exhaust, a division of Tenneco and the largest automotive muffler manufacturer in the world. While there, she was named Walker's Salesperson of the Year, an accolade that earned her the nickname "Muffler Mama."Kay has been a top sales performer ever since and now speaks and consults to help others maximize their sales success using the Uncopyable Sales philosophy.SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy interview Kay Miller to discuss her book, "Uncopyable Sales Secrets," and how sales success comes from being good at selling yourself. She emphasizes the importance of building trust with customers and providing value. Kay shares her personal story of becoming "Muffler Mama" to stand out in the automotive industry. She encourages sales professionals to find their unique selling points and focus on their very best prospects. Kay also offers a free ebook with actionable sales steps.KEY TAKEAWAYSSales success comes from being good at selling yourself and building trust with customers.Find your unique selling points and focus on your very best prospects.Provide value and help customers improve their lives or businesses.Be willing to do things that no one else is doing to stand out in the market.QUOTES"Sales success is not the result of being good at selling a product or service, but from being good at selling yourself.""You are the secret sauce of what you sell because you really aren't selling a product or a service, you're selling an outcome and a transformation."Learn more about Kay Miller: LinkedIn: https://www.linkedin.com/in/millerkay/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/Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.Please visit https://www.sellingfromtheheart.net/ book to pre order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/@UCi6OCvGpgQjg8YXg0Hst4NAPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyCheck out the 2023 Authentic Selling Challenge:https://authenticsellingchallenge.com/Get your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass
In today's podcast, Allen and Justin talk about whether a shy person can be a salesperson and what it takes to become a salesperson for your business. Thanks for watching! Go ahead and like, comment, subscribe, and turn on post notifications! Follow Us On These Social Media Platforms
Laurie Barkman, the business transition sherpa, is the former CEO of a $100 million revenue company that was sold to a Fortune 50. She is on a mission to help business owners build generational wealth. Laurie advises owners how to create more valuable businesses and find the right buyer when it's time to let go. Laurie talks about what to avoid when transitioning out of a business, detaching yourself in a healthy way, when to plan for an exit, and much more!
Check out https://www.brevitypitch.com/ - HOW AI SOLVES THE SALES PRACTICE PROBLEM Here is a FAQ Video on the Courses: https://youtu.be/0F7imrzjXWs Here is a deep dive into which course is best for you: https://youtu.be/JM_jgS8M-iU https://www.b2bRevenue.com - Get Your Free E-Book on How Companies make Decisions. FAQ: 1 YEAR ACCESS, PAY MONTHLY OR ANNUALLY NOT A SUBSCRIPTION OFFICE HOURS EVERY OTHER WEEK VIA ZOOM. 1 HOUR GROUP Q&A. UNLIMITED 1-ON-1'S ARE FREE AS LONG AS THEY CAN BE SHARED IN THE COURSE. 1-ON-1 ARE FULL ACCESS ON DAY ONE - NOTHING IS GATED OR TIME RELEASED. ALL CONTENT IS VIDEO BASED AND SELF PACED I RECOMMEND TAKE COURSE ONCE WITHOUT NOTES OR APPLYING IT SO YOU UNDERSTAND THE BIG PICTURE FIRST. THEN TAKE AND APPLY IT STEP BY STEP. YOU START WHEN YOU WANT AND GO AS FAST OR SLOW AS NEEDED. Email me additional questions: email@example.com — SAMPLE EMAIL TO EXPENSE THE COURSE MGR, I have been listening to the brutal truth about sales podcast for X months and it speaks to the issues we face. They currently offer a course that includes video instruction, group Q&A and One-on-One coaching. I'm committed to my own personal development and would like your help in expensing the course. It would pay for itself if I closed only one new deal of $X value. Please let me know by Friday if I can move forward with this 1 year course. Thanks, ME Here are some student interviews from the courses: ———————————————————————————————————— Audible 30 day Free Trial: http://www.audibletrial.com/BrutalTruth